Variety: The Spice of Life for Direct Shipping?

Among the most revealing facts in the new 2013 Direct Wine Shipping Report we recently released with Wines & Vines is that, given all the various types of wines produced and sold by wineries, a very select few types of wine dominate those shipped direct to the consumer.

Together, Cabernet Sauvignon, Pinot Noir, Red Blends, Chardonnay and Zinfandel represent 70% of the total volume of wine shipped and just over 80% of the value of all specified varietal wines shipped from winery to consumer. This line up of dominant direct-shipped wines is somewhat similar to the dominant wines in the overall wine market where Cabernet, Chardonnay and Pinot Noir are also in the top five varietals.

But take a look what happens when you compare the top five wines shipped direct to the consumer and the top five wines sold in the larger retail marketplace, and when you look at their share of total volume.

Direct-to-Consumer % of Volume Retail Marketplace % of Volume
Cabernet Sauvignon 20% Chardonnay 21%
Pinot Noir 16% Cabernet Sauvignon 12%
Red Blends 15% Merlot 9%
Chardonnay 12% Pinot Gris/Grigio 8%
Zinfandel 8% Pinot Noir 6%
All Other Varietals 29% All Other Varietals 44%

The direct shipping channel is a much less varietally diverse sales channel than the overall retail marketplace. In fact, some wines that play a key role in the overall marketplace only show up as a blip in the direct shipping channel. In 2012 Moscato held a 6% share of total sales volume in the overall retail sector. In the direct shipping channel, it accounts for a mere .1% of volume. This should be a reminder to wineries and retailers that every sales channel is different. Anyone that has enjoyed success in 3-tier distribution and is considering direct shipping, or vice versa, should review their product mix ahead of marketing efforts.

Beyond those varietals that dominate the direct shipping space, there is the equally important question of which varietals are trending up and trending down in popularity.

In 2012, only four varietals showed a significantly greater increase in shipments than the overall channel average of 7.7%: Rose, Sparkling Wines, Chardonnay and Pinot Noir. It’s important to note that the data we’ve looked at over the past three years has shown a fairly strong correlation between increased sales and movement in a varietal’s average price. When a varietal’s average price goes up, sales tend to go down and vice versa. What we are looking for are examples of varietal wines where shipments have increased despite a price increase or a slowdown in sales despite a price decrease.

Price/ Bottle Change Volume Change
Rose -7.60% 32%
Sparkling Wine -4.80% 20%
Chardonnay -3.80% 10%
Pinot Noir 3.30% 16%

Clearly, we have a winner here. Pinot Noir is on the ascent in the direct shipping channel. In 2012 the wine not only increased in average price per bottle, but it significantly increased in volume sales. This in turn led to Pinot Noir seeing a whopping 19% increase in sales value. The majority of this growth is found in Sonoma, where shipments of Pinot Noir increased by 27% on an average price per bottle that increased by 4.2%.

On the tumbling side of the scale, three wines saw a significant decrease in the volume of wine shipped in 2012 over 2011: Riesling, Merlot and Cabernet Franc. Again looking the change in price per bottle a story unfolds.

Price/Bottle Change Volume Change
Riesling -12.00% 2.80%
Merlot -8.30% -9.40%
Cabernet Franc -7.60% 9.10%

Merlot is not only losing pace in its shipments, but in its average price per bottle. In Napa specifically, the average price per bottle of Merlot fell a whopping 12.4% (more than any other varietal from the region) and volume dropped by 11.2%.

For more complete data on the varietal make-up of the direct shipping channel, including how various specified varietal wines perform on a regional basis, download the 2013 Direct Wine Shipping Report today!


  1. Direct Wine Shipping And Things That Make You Go “Hmmm” | Winery Tasting Room Marketing Ideas - [...] The top seller in retail is different than the top seller for direct shipping. The Ship Compliant blog shows how…
  2. Terroirist: A Daily Wine Blog » Daily Wine News: Simpler Wine - [...] If you haven’t seen it yet, be sure to check out the 2013 Direct-to-Consumer Shipping Report – it’s full of some…

Submit a Comment

Your email address will not be published. Required fields are marked *