Stuart cellars case and marketing mix 2 pages

Stuart Cellars is a winery located in Temecula, California. The Stuart Cellars case study illustrates some of the core concepts of the marketing mix, including product, pricing, placement, and promotion. Developing a successful marketing management plan for Stuart Cellars requires that each of these elements of the marketing mix be synchronized and attended to regularly, with ongoing analysis and assessment. With a product as universally loved as wine, it becomes critical to set one’s own brand apart from the competitors, especially in a demanding and competitive market like that in California.
As profitable as the wine business can be, the product itself is dependent on several factors that may largely be outside of the vintner’s control including fluctuations in climate and warehousing issues. The product informs all other aspects of the marketing mix, including how the wine is positioned within the gamut of all its competitors but also how each individual vintage is positioned within the family of other wines produced by Stuart Cellars. Because wine production takes up a considerable amount of space, and because wine is more difficult to ship than other products, the specific qualities of wine need to be considered when developing an overall marketing management plan. For example, Stuart Cellars needs to decide how to manage the costs of marketing only to local markets to cut down on shipping and transportation costs versus expanding their brand identity throughout a broader marketplace.
Wine pricing is complex, dependent on many factors including the fixed and variable costs of production. Depending on the location, the cost of actually operating vineyards or purchasing grapes from community vineyards will be factored into the overall production costs. Similarly, the labor costs may vary depending on the time of year and the demand for specific skilled service positions within Stuart Cellars including managerial positions. An industry rule of thumb is that a bottle of wine will be priced at 1/1000 the cost of a ton of grapes (“Video Case 12,” n.d.). If Stuart Cellars were to purchase additional land, it would incur more initial costs but in the long run, would add value to the winery itself. Pricing models will also depend on how Stuart Cellars packages each of its wines. Whether the wine is sold at the Stuart Cellars winery or at a local restaurant or wine store will also affect how the pricing model works.
Positioning is the aspect of the marketing mix that will be intimately tied I with pricing. Some wines will be positioned at a higher price point overall, and placed in more expensive bottles with more expensive corks, and also perhaps aged longer in barrels. Because of the factors impacting price, some wines will be positioned more as luxury or premium wine products. Wines that cost less to produce, and which cost less to cellar and package, will be positioned more as table wines. If a wine is priced too low, though, consumers will perceive the brand as being a lower quality product (“Video Case 12,” n.d.). Therefore, if Stuart Cellars wants to maintain their image as being a premium brand overall, their lowest priced table wine still needs to signal a high quality product and be priced accordingly.
Promotion incorporates several aspects of product positioning in the wine industry. Stuart Cellars might opt to promote its product to the local market only, in keeping with their ethos of supporting local businesses. Therefore, its products would be made in smaller batches, priced at a premium, and only available at local restaurants, stores, and at the wineries using local promotional materials. Social media, word of mouth, and placement on the menus of local restaurants would become integral elements of the promotional strategy used by Stuart Cellars marketing managers. However, promoting Stuart Cellars wines effectively also depends on investing in strong graphic design for labels and advertising materials.
“The Marketing Mix in a Marketing Strategy,” (2014). Retrieved online:
“Stuart Cellars Video.” Retrieved online:

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