Seismic Changes in U.S. Wine/Spirit Retail Market
Here’s a link to a video of my presentation at Wine2Wine in Verona on Dec. 5. I talk about the impact of Amazon’s purchase of Whole Foods, exit from Amazon Wine, distributor consolidation and FedEx/UPS tightening enforcement of direct shipping. (If you would like a copy of the pdf of the presentation, send me an email at steve@bevologyinc.com.)
The key takeaways of the presentation were:
- Monitor the development of Amazon/Whole Foodswine program and be first in line to present your wine when they start.
- Import Solution: Service importers such as MHW Ltd., and Park Street are often the best solution for wineries trying to enter the U.S. market. They effectively say “Yes” to everyone and have distributor licenses in multiple states as well.
- Optimize your presence online. Many, if not most wine sites such as Vivino, Wine-Searcher (click “feedback” on your sku page) et al. welcome brands to post content on their sites. It’s free, and is an incredibly valuable tool. YOU get to control how your brand is presented to millions of consumers (VinePair cites 24MM Unique Monthly Visitors, Vivino 20 million users, Wine-Searcher 21 mullion) and many include options to include scores from critics as well as consumer ratings, along with the requisite high res images of both the bottle and labels of current vintages, winemaker’s notes, food/wine pairings, brand/estate story etc.)
- Don’t wait for someone else to drive retail distribution, get started by yourself, right now:
- Get your brand listed/posted on Bev Media’s BtB database and sevenfifty.com and Beverage Journal.
- Get your brand listed with at least one key retailer in each market in the system for Minibar Delivery, Drizly et al., and investigate participation in selling through their programs (Minibar’ “Vineyard Select”, Vivino Market, Thirstie’s “Enterprise”)
- Investigate options to sell branded or private label via wine clubs (NYT, WSJ, VinAccess, WineAwesomeness.)
- Get distribution in CA/NY and pitch Wine.com to carry your brand
And let me add a special and personal thank you to Stevie Kim, Francesca de’Stefani and the entire team at Veronafiere/Vinitaly/Wine2Wine for putting on a world-class event and having me as a speaker. And also a shout out to Gioia Gatti and her staff at ICE/Italian Trade Commission for their support.
New from Vinexpo
Vinexpo has released a bunch of news items in recent weeks.
Vinexpo New York which is being put on in conjunction with Vinexpo and Diversified Communications, has been getting tremendous response from exhibitors. So much so they’ve had to expand the originally planned floor space. Mark your calendars for March 5/6, 2018 in New York.
One of the benefits exclusive to exhibitors has been the opportunity to participate in a series of webinars I’m conducting to help educate them on the U.S. market and prepare them to have more substantive conversations with prospective importers, distributors and on and off premise retailers at the show itself. I’ve done three of them including one on understanding price structures and the second was on top mistakes wine and spirit brands commonly make in the U.S. The third will be on contracts and agreements with a goal of putting suppliers on an equal footing when negotiating with importers and distributors.
Moving on to Vinexpo 2019 date, they’ve announced the it will be moved up from the traditional third week of June to May 13-16, 2019. My personal POV is that’s a wise move by Guillaume Desglise and his team. Earlier is better from a business perspective, and it removes one major concern many attendees had after this year’s unfortunately timed heat wave.
Next up, they announced another new event, Vinexpo Paris, to take place Jan 13-15 in 2020 in a step designed to get a heads start on the annual trade show schedule.
Last, I had the pleasure of attending the inaugural edition of Vinexpo Explorer held in September and conducted in concert with the folks at the Austrian Wine Marketing Board. 90 buyers from around the world convened at the Orangerie at Schoenbrunn Palace for an innovative way of creating industry focus on an important wine region. Having worked with AWMB for many years, it was no surprise that the combination of Willi Klinger, Barbara Waxenegger and the Austrian team with Guillaume Desglise, Richard Guyon and Mathieu Vanhalst and the Vinexpo team went off like clockwork.
One of the things that impressed me at this show was the way the tables were laid out. The picture above doesn’t quite do the layout justice, but if you look closely you’ll see the tables are laid out in a diagonal pattern instead of all in a common line. I’m sure it’s been done before, but I made note of it here because it seemed to change the dynamics of conversations on the trade show floor. There was less of a chance to have a big group surrounding a table 180 degrees; visitors were channeled into a 90 degree corner which resulted in much more intimate, focused conversations.
The news piece re: Explorer is that the next iterations will be held in Sonoma Sept. 23-25, 2018 in Sonoma County CA. Yes, that’s where the fires were, but I think we’ll find that in spite of the damage, the wine industry in Sonoma will weather this storm, and it is particularly appropriate that Vinexpo Explorer will draw the wine world’s attention to Northern Ca.
Review of “Italian Wine Unplugged, Grape by Grape”
Once again Stevie Kim & co. is breaking new ground with a new e-book initiative titled Italian Wine Unplugged: Grape by Grape. You can order an advance copy on Amazon reader here.
Part textbook, part reference and all required reading for anyone involved in Italian wine and the international wine business.
Stevie and her team of co-authors including Geralyn Brostrom, Lingzi He, Michaela Morris, Michele Longo, J.C. Viens under the direction of and Ian D’Agata, have produced something truly unique in wine publishing: A useful book written in a language normal people can understand…and share.
The strategy is pretty cool too. They’ve just released an advance copy requesting feedback, comments, corrections etc. and will be incorporating them into the final version. The book is meant to distributed principally digitally, but they will be printing some hard copies for folks like me who prefer paper and ink reference books for their libraries.
I particularly like the way the book is organized with the “must-know” top 120 of the 591 recognized indigenous Italian grape varieties in the front, and the remaining varieties grouped together later. Yes, one could argue the question whether 120 varieties really qualify as “must know”, however I suppose for the students in the Maestro class it makes sense, ergo the flash cards.
The copy is well-written and pays particular attention in each section to the importance and influence of geography of the region and location of the vineyards. Having traveled recently in Prosecco-land and Piemonte I’ve seen first hand just how important that is.
I also like the mind maps by J.C. Viens…a very useful graphic that helps the reader understand the relationship of the varietal heritage, characteristics and the wines that each produces.
The team also acknowledges Ian D’Agata who is Scientific Director of the Wine Grapes of Italy (Univ. of California Press, 2014 and winner of the 2015 Louis International Wine Writers’ Award as Book of the Year) and inspirational guru for the pr.oject.
But that’s not all! Inn a feature newly added this week you can find a YouTube link to a handy “Italian Grape of the Day” pronunciation tool.
Vinexpo New York Registration Now Open
Registration to attend Vinexpo New York went live this week and you can register here: https://www.vinexponewyork.com/attend/
It will be held March 5/6, 2018 at the Javitz Center in New York.
So far, the show has signed on over 160 exhibitors from 14 countries and the response I’m getting from promotional emails to my personal network has been very favorable. One of the very progressive ideas that distinguishes Vinexpo New York is that it is a collaboration between Vinexpo and Diversified Communications, a large and experienced multi-national event management company headquartered in Portland, ME. That prescient decision by the two companies is going to result in the best of both worlds: Vinexpo’s international wine and spirit industry experience, and Diversified Communications’ expertise in putting on events. I had the chance to attend the Seafood Expo North America in Boston this past May that Diversified Communications has a similar deal with, and was very impressed with what I saw.
The Vinexpo New York show addresses a fundamental need for export wine and spirit producers: How to break into and grow in the U.S. market. Exhibitors will include new-to-the-U.S. brands as well as established products seeking to expand their footprint in America. On the attendee side key buyers will include importers and wholesalers, but also on and off premise accounts, sommeliers, industry influencers and journalists. The focus of the event itself is all about making business connections and deals.
I’ve had the chance this year to attend Vinexpo Bordeaux, and just returned from attending Vinexpo Explorer which was put on last week in collaboration with our friends at the Austrian Wine Marketing Board (AWMB). The Bordeaux event really drove home the credibility of the Vinexpo name and the Vienna event exceeded expectations in dramatic fashion. In fact, Vinexpo announced there that the second edition of Vinexpo Explorer will take place next September in Sonoma County, CA, further indication of their commitment to establishing a strong presence in the U.S.
There’s a lot more news to come regarding the show including some very interesting initiatives that were started in Bordeaux, improved in Vienna, and will be further refined and adapted to the unique structure of the U.S. market. I’ll have more details on that in following posts.
In the meantime, make sure to mark your calendars for March 5/6, 2018 and go to the Vinexpo New York site and register to attend.
Vinexpo Comes to New York
Save the date for Vinexpo New York, March 5-6, 2018 at the Javits Center in Manhattan.
Vinexpo has joined forces with leading international media company, Diversified Communications to produce an innovative event for the fast-evolving U.S. market. The event will focus on the needs and interests of the U.S. market and will be exclusively trade-only.
- A truly international show with over 140 exhibitor stands already confirmed, from more than 14 countries including: Argentina, Australia, Chile, France, Italy, Spain, South Africa, New Zealand, and the U.S.
- Attendees will include importers, wholesalers, off premise retailers and on-premise operators including F&B managers, Somms as well as industry influencers and journalists.
Attendee registration will open in September at www.vinexponewyork.com and I will be sharing more information on the event over the next few months, but I wanted to give you a personal and early heads-up.
I look forward to seeing you in New York in March!
“Flip Chart”
There has been a flurry of recent wine and spirit brand acquisitions with Casamigos’ $700MM/$1B sale price grabbing the headlines as the ultimate “Flip.”
With a nod to John Beaudette of MHW who taught me this rule of thumb. Check out this chart of recent brand purchases showing the reference valuation of $ sold for/current case volume.
Many people thought the Grey Goose and Absolut deals were high priced. Well, Clooney and Co. set the bar 3+ times higher with the brand valued at $4,118 per case at the 2017 forecast of 170,000 cs, and $5,833 at 2016’s 120,000 reported cases.
Even in wine, the multiples are amazing…Schrader (cult Cali Cab) sold to Constellation for $60MM for reported production of 2,500 to 4,000 cases ($24,000 to $15,000/case sold). And perhaps a more informative citation would be Huneeus’ purchase of The Prisoner for $40MM when it was doing 85,000 cases, and sold it four years later for $1,600/current case value. That’s for a brand only…there were no hard assets…no vineyard, nor winery…just the brand, ma’am.
If any of my readers have additional examples or can fill in some of the holes, please forward them to me and I’ll incorporate them into an updated chart and republish it.
And a bit of a caveat: recognize that many of the published reports of sale prices/values are approximations, and the cases sold number could be equally ambiguous…SHP? DEP? 9L case equivalents?
Vinexpo Daily Covers Steve Raye’s “Insider Perspective” on Entering the U.S. Wine Market
Vinexpo Bordeaux conference outlines secrets to entering the complex American market
To make it in the US you have to be sharp, dynamic, different, super creative and know the market inside out, and even then, you only stand a minimal chance of getting your product listed by your chosen retailer or operator. That was the stark conclusion given by Steve Raye, who runs his own wine broking, marketing and consultancy business, Bevology, to help wine producers find a foothold or widen distribution in the US. Speaking at Vinexpo last week, Raye picked out seven key factors for entering the US market:
1/ DO YOUR HOMEWORK
The US drinks distribution network is complicated and hard to fathom to outsiders. Its three-tier system has been set up to ensure each state is able to manage and control its own drinks industry. But within that, there are state-by-state differences that make the whole process even more complicated. There are 18 controlled states, where drinks distribution is handled by the state and sold through its drinks stores, and 33 open states where it is organised by independent distributors. It’s vital, stressed Raye, that producers work hand in hand with a US consultancy or broking business to act as their mouth and ears on the ground.
2/ UNDERSTANDING THE THREE-TIER SYSTEM
Before getting in to the detail of how different states operate, you have to understand how the three-tier system operates, meaning you have to rst nd an importer willing to take your product in the first place. It is only through an importer that you can access the all-important distributors and wholesalers that are then going to market your wines to supermarkets, liquor stores, restaurants or bars.
3/ IT’S ALL ABOUT RELATIONSHIPS
When it comes to cracking the US, it’s not just how good your product is; it’s who you know, and what they can do for you. Only 10 distributors control 73% of all products sold in the US, and they’re inundated with thousands of product requests every year, so you need to know the right people in the right places.
4/ WHAT’S IN IT FOR THEM
Don’t approach a US importer or distributor with your tried and trusted story about how long you’ve been making wine or how unique your terroir is. That is the window dressing. To get a seat at the table you have to think like an importer or distributor. What can you offer them that is going to excite them, make their lives easier and want to list you?
5/ BE CREATIVE
That means being genuinely different from all the other wines or products in your category. Not necessarily in the way it is made, but how it is marketed, promoted, what key trend is it addressing. You have to be more creative than the last producer to walk through a distributor’s doors.
6/ E-COMMERCE CAN CRACK THE MARKET FOR YOU
With such a closed traditional distribution route to market, the new e-commerce industry is “changing the landscape” in the US, said Raye, opening the doors to imported wines. While there are 23% of imported wines in the overall market, they make up 53% of e-commerce sales.
7/ INFLUENCE THE INFLUENCERS
It is why wine apps and wine review platforms like Vivino and Wine Searcher are so important in the US. You can create your own section on Vivino, list all your wines and tell your back story direct to millions of, say, potential Vivino customers looking to cut through the system to find the wines they want.
Bulk and Private Label Industry To Gather In San Francisco On July 26-27.
IBWSS promises to bring about a change in the industry by helping the on-trade sector better understand the opportunities and benefits of bulk and bottled in market wine and spirits.
The complete list of conference and workshop speakers have been announced for what will be the first International Bulk Wine and Spirits Show (IBWSS) to be held in North America, when it looks to bring the trade together to discuss the huge commercial opportunities that now exist for bottled in market in wines in San Francisco on July 26-27, 2017.
The event, organized by the American drinks publishing, marketing and B2B networking platform, The Beverage Trade Network, organizes events like USA Trade Tasting and Australia Trade Tasting for brands looking for importers and distributors.
Sid Patel, chief executive of the Beverage Trade Network and organizer of IBWSS says: “It is time, we made private label and bulk trade a norm. As San Francisco is the most important market in North America where contract bottling, sourcing, private label and bulk trade happens, we decided to make San Francisco our host city for North America.”
Over the course of two days leading figures from the global and USA wine industry will share their thoughts, insights and experiences on how bulk wine and spirits can help grow your private label and branded product business. The event will include a combination of panel sessions and 12 TED-style talks. Confirmed in attendance will be leading bulk wine broker firms along with key retail chain buyers of private label programs. Wineries will be able to discuss their bulk wine options with other leading suppliers around the world.
At the two full days of conference presentations, workshops, and panel discussions, attendees will learn best practices in the industry and walk away with actionable insights on how to grow their business.
Here are just a few of the topics on the agenda of the IBWS Show:
As part of this packed conference agenda, participants will hear from a mix of different wine and spirits authorities, each covering a unique aspect of the bulk wine and spirits industry from a variety of different perspectives.
For example, if you thought that marketing a spirits brand is all that you can do, think again. Earl Hewlette from Retentiveness Corporation will talk at the IBWS Show about how you can optimize your revenues by selling bulk and private label spirits. Chris Mehringer from Park Street will discuss how you can create a private label brand without a distillery and what regulations and permits are needed. And Bob Paulinski MW (left inset) will explain how you can create a successful brand for your retail store or restaurant.
Whether they know it or not, retailers and store brands are now engaged in a new competition to win over a different type of wine and spirits drinker: one who has embraced the concept of private labels. So if you are a hotel or hospitality business looking to create a distinctive experience for guests, a restaurant looking for new mid-priced offerings for a wine list, or a national retail chain looking for a product that will boost margins, you need to know what’s happening in the private label and bulk wine and spirits industry. If you don’t, your competitors will.
By attending the IBWS Show in San Francisco, you will be at the forefront of a major new trend that has the potential to change the dynamics of the wine and spirits industry for a long time to come. This summer in California, get prepared to look into the future and view the changing contours of tomorrow’s wine and spirits marketplace.
What to expect at IBWSS
IBWSS San Francisco is relevant to anyone involved in the making, sourcing, buying, shipping, bottling, selling and marketing of bulk wine and spirits. Designed specifically for key players across the multiple grocery, convenience, wholesaler, on-trade sectors as well as producers, wineries, distilleries and service providers across the private label and branded wine and spirit sectors.
The event organizers stress that the key focus of the event is to asses and encourage sustainable growth and profitability in the bulk wine and spirit sector. Register For Your IBWSS Trade Pass Here.
About Beverage Trade Network: Beverage Trade Network (BTN) is a leading online marketing and B2B networking platform servicing suppliers, buyers and beverage professionals in the global beverage industry. BTN provides a selection of sourcing solutions for importers and distributors as well as an extensive range of marketing and distribution services for international suppliers. BTN also runs a line-up of b2b trade shows around the world. For more information about BTN, please visit www.beveragetradenetwork.com
About The International Bulk Wine and Spirits Show: The International Bulk Wine and Spirits Show (IBWSS) is an annual trade show and conference, open to trade professionals only, which takes place in San Francisco, CA. IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing / private label programs and wineries / distilleries / importers who have one time excess stock to clear. IBWSS buyers are other wineries and distilleries looking to meet up their demand, Importers, Retailers and Distributors looking for private label programs, negociants who are looking to meet the growers and producers. For more information on attending or to register as an exhibitor at USATT, please contact sid@beveragetradenetwork.com
USA Trade Tasting Wrap Up
Guest post by Malvika Patel summing up the USATT.
On May 16-17, the United States Trade Tasting (USATT) event brought together producers, importers, distributors and other industry professionals at the Metropolitan Pavilion in New York. Producers learned more about how to enter the competitive U.S. marketplace, while importers and distributors got an early look at some of the innovative brands and products potentially coming to the U.S. market.
The event, which featured more than 1,500 participants and 138 exhibitors from more than 20 countries, focused on helping emerging brands stand out and differentiate themselves within their product category.
Learning to tell your brand story
As many of the speakers at USATT 2017 pointed out over the course of two days, being able to tell a unique and dynamic brand story is especially important when it comes to attracting new importers, distributors and retailers. If you’re not telling a unique brand story, you’re making it harder for suppliers and wholesalers to sell your product.
Chris Mehringer, President of Park Street, emphasized that brand differentiation had to be at the core of any marketing strategy. One way to do that is by creating “badge value,” in which brand can serve as a badge for people to communicate who they are and what they want to be.
Jonathan Newman, Chairman and CEO of Newman Wine, talked about the 10 biggest factors that can help brands get picked up by national chains and large retailers. For example, he mentioned the value of creating point-of-sale (POS) materials that help retailers sell wine, as well as the importance of making the label look right. At the end of the day, attractive packaging really matters.
Stephen Fahy of the Wine Library emphasized that producers always have to be thinking like a marketer. Wine brands, he said, need to take an activist approach to getting noticed within the U.S. marketplace. That means infusing your brand with passion and enthusiasm. And it also means staying one step ahead of what customers want in the marketplace, “Look for new angles, new perspectives and new opportunities. Always.”
New and innovative products on display
At this year’s USATT 2017, there were different tasting sessions to help participants explore wines from up-and-coming wine regions. For example, on Day 1 Chateau Rongzi held a public tasting of its highly acclaimed wines from the Loess Plateau of China. This marked the first-ever public tasting of its wines in the United States. And on Day 2, show participants had a chance to attend a master class on the wines of the Tejo region of Portugal.
In the Grand Tasting hall, attendees had a chance to see many of the themes and trends emphasized in the speaker presentations in action. Walking around the buzzing showroom floor, participants could see some of the innovative new products coming soon to the U.S. market – such as wines from Portugal and Eastern Europe (Slovenia, Romania, Croatia, Moldova). premium rum and mezcal drinks from Latin America, spirits with new flavor and taste profiles, and wines and spirits with innovative new packaging. Some of the brands people were buzzing about at the event included Vodquila, Get Hot Tequila, Bira and LIQS cocktail shots.
Getting educated about how to enter the U.S. market
What made this year’s event so distinctive was how carefully the conference content was tailored to the specific needs of the U.S. market. Day 2 of the event, for example, featured a dynamic Q&A hosted by Steve Raye. Members of the audience had a chance to ask one-on-one questions about building a successful brand to members of an expert panel: Martin Sinkoff of Frederick Wildman, Rob Bradshaw of Cape Classics and Michael Yurch of Blue Sky Group.
Participants asked a wide-ranging number of questions, touching on everything from how global warming will impact the wine industry, to how the growing legalization of marijuana could impact the future trajectory of the alcoholic beverage industry.
Later on Day 2 of the event, there was also an interactive panel with three prominent journalists from the wine and spirits industry: William Tish (Beverage Media), Gregg Glaser (Modern Distillery Age) and David Spencer (iSante). Audience members asked specific questions about how to get press attention, and what types of stories can attract media coverage.
And throughout the two-day event, there were speaker presentations on every aspect of bringing a new wine or spirits brand to market. Thomas Barfoed of JF Hillebrand, for example, discussed the logistics of bringing a product to the U.S. market from overseas. Being able to optimize your supply chain can have a dramatic impact on your brand’s bottom line. And Donna Hartman, an attorney with OlenderFeldman, discussed the important legal points to keep in mind when drafting distribution agreements.
Final takeaways
If anything, the pace of innovation within the wine and spirits industry is accelerating, and that’s placing even more of an emphasis on staying ahead of key trends in the market. It’s no longer just enough to have a quality product. That’s now a necessary, but not sufficient, condition. You also have to have a compelling brand story and a true understanding of where your product might fit within an import portfolio and how it should be priced.
The general consensus of the show’s attendees, based on first-hand conversations with many of the exhibitors, is that this year’s USATT 2017 far exceeded expectations. USATT 2017 showcased a range of dynamic new brands, and brought together these brands with importers and distributors to think creatively about how best to bring them to market. Watch this space for follow-ups on success stories from these brands ahead of USATT 2018!
International Bulk Wine and Spirits Show set for SF July 26-27
The next big event in the U.S. bev alc biz is The International Bulk Wine & Spirits Show (IBWSS), taking place in San Francisco at the South San Francisco Conference Center on July 26-27. It promises to be one of the most important shows of the year for on and off-premise operators looking to grow their bottom line with private labels. It’s truly the only show of its kind in the United States so mark your calendars to learn all about how to develop and grow your private label wine or spirit brand.
IBWSS is being put on by our friends at Beverage Trade Network, and I’ll be EmCeeing the conference. I’m pleased to announce we have some great speakers on the roster including Prof. Damien Wilson, Hamill Chair of Wine Business Education at Sonoma State, wine journalist Deb Parker Wong and a host of specialist in the bulk wine industry. Check out the speakers at: http://ibwsshow.com/en/speakers/2017/
Demystifying the private label trend
The San Francisco show will highlight one of the most exciting trends within the wine and spirits world: the growth of the private label business. For restaurateurs and retailers, private label brands are a phenomenal way to attract new customers, build brand loyalty and grow the bottom line. While there has always been an aura of mystery around private labels, the goal of this show is to show how remarkably easy they are to develop.
The two-day show has an exciting mix of workshops, panels and presentations that will guide participants through every step of creating, developing and operating a private label. By the end of the event, you will have the knowledge and skill set to start creating your own private label brand. As an added bonus, there will be many vendors offering private label services at the show. In a span of just 48 hours, then, you could be ready to launch your private label brand.
Access to top exhibitors
Exhibitors at IBWSS will include some of the biggest and most influential names in the industry. IBWSS exhibitors include wineries and distilleries looking to sell bulk wine and spirits; producers and negociants who offer contract manufacturing or private label programs; and wineries, distilleries and importers who have one-time excess stock to clear. One of the key exhibitors at the show will be JF Hillebrand, the largest logistics provider in the world. Other top exhibitors include Ciatti and Turrentine Brokerage. By attending the show, you will be able to meet bulk suppliers from all over the world.
Fresh ideas and approaches
As part of the focus on creating and developing a private label, the IBWSS will have several sessions that highlight lessons learned from other retailers and restaurateurs that have launched private labels. You will get access to the freshest ideas and the newest approaches for growing revenue and boosting profitability.
For example, there will be a presentation by Bob Paulinski MW, a category management professional (BevMo!, BiLo Stores and Sam’s Club/Walmart). During this session (“How Retailers and Restaurants Can Grow Their Private Label Brands“), Paulinski will talk about the unique challenges facing a retail store or restaurant that is trying to establish a private label brand.
This year’s event will also include a special focus on how participants can connect with multicultural customers, an important new segment for many buyers and suppliers.
On the second day of the event, IBWSS will host an afternoon panel discussion moderated by Bevology President Steve Raye, “Roadmap for Connecting With Multicultural Consumers – Hispanic, African-America and Asian Households.” A panel of retailers will discuss key trends driven by each group and how participants can create private label brands that will connect with each group.
Visit this year’s event and you’re guaranteed to leave filled with great ideas and new approaches for growing your bottom line. Register before March 31 to save on your visitor pass. Information about registration for visitors at www.ibwsshow.com.
