2020 Coravin B2B Playground

Coravin B2B CORAVIN HORECA SALES BY PLAYGROUND

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INDEX

• Business proposition • Product presentation • Case studies • Credibility

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Business proposition Coravin USP’s for restaurants & bars

üWider wine-by-the-glass selection üIncrease quality of wine served üGive a new/better customer experience üSell more wine üSell more expensive wines üSell wine more expensively üEnjoy higher mark-up on wine üDecrease wine waste Private & Confidential

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Business proposition Coravin Enables a Strong Business Model

Sell Wines More Expensively

• Higher sales = higher product margin • Higher mark-up on Wine-by-the-glass = even higher product margin

Sell Higher Variety of Wines

• Better product offering • Wider wine-by-the-glass selection • Better consumer experience • New ways of combining food & wine to consumers

Sell More Expensive Wines

• Better product offering • Higher sales = higher product margin

No additional operational cost

• Same restaurant, same chef, same waiter, same table, same kitchenware, etc.

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Business proposition Coravin gas-to-wine math

=

3.5 bottles

=

20.7 glasses

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Business proposition Coravin gas cost (ex.VAT)

EUR 14.40

EUR 7.20

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EUR 2.08

EUR 0.35

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Business proposition Restaurant benefits of a Coravin By The Glass Program

Restaurant Benefits OF A CORAVIN BTG PROGRAM

high-end BTG pours that were ∙ Feature previously only available in full bottle format. flights of world-class wine that will ∙ Create excite and educate guests. wines in any quantity: a taste, a glass, a ∙ Offer half bottle, or a full bottle. creative with pairing options, including rarer ∙ Beor higher-end wine offerings. fine dessert wines such as sweet wine, ∙ Pour vintage port, sherry by the glass to finish the meal.

IMAGINE A DIFFERENT WAY

TO SERVE WINE without opening the bottle

sales and manage inventory by moving ∙ Increase featured wines to BTG.

GET THE MOST OUT OF

Your Coravin

Clean your Coravin at the end of each night of use.

Clear the System of air prior to inserting the needle by pressing the trigger quickly.

Cellar your wine in a cool, dark space away from temperature fluctuations.

Customers who implement Coravin BTG programs report measurable economic benefits.

∙ Revenue: Increase fine wine sales by 10-20%.

Increase margin by moving wines from ∙ Margin: list to BTG. Reduction: Reduce wine waste by 100% ∙ Waste on all bottles poured by the glass with Coravin.

Satisfaction Score: Greater selection ∙ Customer BTG can greatly increase customer satisfaction.

Need help? Our Customer Service is available to answer questions, place orders and provide ideas.

Give us a call at +31 20 820 3848 Monday-Friday, 9am-5pm

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The Coravin Wine Preservation System is a tool that allows restaurants to pour wines by the glass without pulling the cork.

Since the cork stays in place, the remaining wine will be just as fresh as an unopened bottle, even after many months.

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Business proposition How to implement a Coravin By The Glass Program HOW TO IMPLEMENT A

Coravin BTG Program 1

Set Up the Menu You’ll make better margins and bring in higher revenue with your Coravin BTG section than the rest of the list, so make sure it stands out.

Bring the Coravin list to the top of the page and consider boxing it in to add emphasis.

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Select your Wines Your Coravin BTG program should be customised to fit your restaurant, designed specifically to work with your format and enhance your beverage program. The easiest program to manage consists of selecting at least 3 reds and 3 high end whites to feature on the Coravin list and rotating these wines on a monthly or quarterly basis.

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DISCOVER THE ALL-NEW

MODEL FIVE

Your List. Pick a unique and creative ∙ Brand name that suits your restaurant and the wines

on your list. Restaurants have had success with names such as “Coravin Premium Pours,” “Coravin Sommelier Selections,” and more.

the Program. Tell guests how you are ∙ Explain able to pour fine wines by the glass. Consider

the following Coravin suggested language. “Our finest wines poured by the glass via Coravin without removing the cork.”

Train your Staff Management backing and comprehensive staff training are critical to implementing a successful Coravin program and seeing positive long-term ROI. Take advantage of Coravin’s Quick Start Guide and videos, and coach staff on how to sell Coravin BTG at your restaurant.

Execute your Program Encourage staff to point out the Coravin BTG list and serve table side.

Using Coravin table side creates a unique and memorable guest experience and increases wine sales at neighbouring tables.

TIPS FOR YOUR CORAVIN BTG PROGRAM

the Coravin Logo. Coravin has become sy∙ Add nonymous with the highest quality, most unique wine by the glass programs in the world. When guests see the Coravin logo they trust they are receiving the freshest wine by the glass.

Creative. Restaurants are successfully using ∙ Be Coravin in a variety of unique ways. Try featuring new wines every week, or allow guests to purchase an entire bottle, poured by Coravin in your restaurant and then they can carry it home.

EXCLUSIVELY AVAILABLE FOR HORECA

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the price of a glass next to the price ∙ Indicate of the full bottle. Example: glass £10€ / bottle

£60€.No margin on the cost of the glass vs. the cost of a full bottle.

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Product Presentation The Coravin Model Five HORECA Exclusive Model Five

Coravin Wine Needle

Ridged Grip and Metal Spout Effortlessly pour wine by the glass with the new grooved, rubberized Handle for a firm grip and metal spout for endless use.

This specifically designed Needle is gentle on cork and pours wine smoothly. Its stainless steel construction and non-stick coating provide durability and easy insertion.

Easy On, Easy Off with SmartClamps™

Coravin Pure Capsules

Simply dab the gas trigger to purge the air from your Coravin, align the System with the top of the bottle, and install with a quick, firm push. Then, remove after use with a quick firm, pull off.

Purge to clear the wine just poured—and use again and again!

99.99% ultra-pure argon gas powers the System and preserves your wine.

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Technical Information System Size & Weight

In the Box •

Coravin System with Standard Needle installed

•

3 Coravin Pure Capsules

•

1 Coravin Screw Cap

Capsule Life Each Capsule will allow you to pour up to eighteen 125ml glasses of wine.

Materials Device Injection Molded Plastic, Stainless Steel, Synthetic Elastomers Needle Stainless Steel with Non-Stick Coating, Plastic Grip Capsules Steel, Injection Molded Plastic Screw Cap Injection Molded Plastic, Silicone, Polyethylene

SKU, UPC Height Width Length Weight

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8.46” 1.94” 3.86” 0.95lbs

21.5cm 4.93cm 9.8cm 440g

Warranty

1122 , 850004347

2 years warranty

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Product Presentation The History of Coravin | https://youtu.be/Zod5J5ZV5NE

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Product Presentation How to: Pouring tableside with Coravin | https://youtu.be/ANIQEO6PMAA

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Product Presentation Coravin SmartClamps Quick Start Guide | https://youtu.be/N7CWBG6UrQ0

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Case Study Norwegian Restaurant Case Study 2019

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Case Study - About The Restaurant Value-for-money restaurant concept with broad customer focus • Cuisine: Authentic Italian food in modern and cosy surroundings.

• Restaurants (#):

10 (9 NO, 1 SE)

• Restaurant price level: • • • •

Main course: 3 course menu: Wine glasses: Wine bottles:

EUR 15-28 EUR 30-50 EUR 11-25 EUR 60-120

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Case Study - About the Wine Recommendation Test 2½ months of testing the upselling and service improving opportunity Test facts

Purpose

• Testing in 2 restaurants in Oslo.

• Include Wine-by-the-Glass (“WbtG”) in the customer service model.

• Test period of 10 Weeks (weeks 43-52 2019).

• Wines in test: • •

Price range EUR/Glass: 16-25 Wines: White, Rosé and Red

• CORAVIN Systems used: • •

• Make it easier for guests to orient themselves.

• Give recommendations and offer “finer wines” by the glass.

• Communicate clear wine description for guests.

Model 11 Model 2 Elites

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Case Study - Test Results vs. set KPIs Restaurant identified chain-wide opportunity of €850’000 in yearly additional wine sales

Guest feedback

Happy customers with better wine selection and pairing options

Increased the wine sales despite fewer customers

Employee feedback

Interest and ownership increases success and the top line

Confirmed that everybody can succeed with selling “fine wines”

Wine share of business and average prices

Sold 1,170 units (glass of wine equivalent) that they had “never” sold before Generated additional wine revenue of EUR 35,000 in 2 test restaurants in 2½ month

Increased the wine share of the business

Increased the average selling price of wine

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Case Study - Wine Recommendation Test Execution (1/2) Strategic focus and staff ownership was key to test execution Action Points

Execution Areas Include Wine by the Glass in menu

ü Selection by internal sommelier ü All wines sold by the glass ü Finer wines introduced to the menu

Include WbtG in Customer Service Model

ü Active focus on option to buy Wine-by-the-Glass in each step of the Service Model ü See the next page for more details

Train Staff

In-house Academy

ü Presentation of CORAVIN and WbtG concept ü Use of CORAVIN ü Presentation of paired food/wine dishes (ease-of-choice, increase hit rate) ü Crisp & succinct wine descriptions

Staff Sales Competition

ü Recognition of winners ü Prizes for best performing staff, when threshold is reached

Customer Feedback

ü Collect and analyse feedback

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Case Study - Wine Recommendation Test Execution (2/2) Including wine-by-the-glass and CORAVIN in the service model Customer Service Model

Include WbtG in Customer Service Model • Welcome & Seating •

Welcome & Seating

• Recommendation & Order •

Good bye impression

Guest Experience

Introduce menu, and how to explore the wine menu including WbtG w/CORAVIN.

Recommendation & Order

Ask-listen for food choice, then recommend from the wine menu including WbtG w/CORAVIN.

• Service • •

Serve food and drinks.

Pour wine at the table using CORAVIN.

• Follow-up Service •

Ask-listen on wine choice, then recommend other/additional wine by the glass, as appropriate.

• Good bye Impression • Follow-up service

Ask to food, wine and service and thank for visit.

Service

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Case Study - Restaurant Learnings & Recommendations Interview with Restaurant COO following the WbtG test

“Close follow-up was crucial to the success, and the restaurant management teams followed up on numbers and results almost daily.”

Restaurant Chain COO, April 2020

“The waiters still have to "sell" and recommend the wine, it is not enough to rely solely on the wine menu.”

Restaurant Chain COO, April 2020

“Very easy to implement from a technical perspective – we had structured training on equipment use.”

Restaurant Chain COO, April 2020

“It is very good for the restaurant to refine the wine by the glass selection, and it has improved the reputation with those who enjoy a good glass of wine.”

Restaurant Chain COO, April 2020

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Coravin Credibility Supporting Information on credibility of Coravin Wine Preservation Systems

• • • • • •

About Coravin Credibility Who’s using Coravin?

What do our users say?

Independent Testing Short overview partner restaurants

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Coravin Credibility - About About: Solving an Age-Old Problem…

For over 300 years wine drinkers have had a problem…

…To drink a glass of wine, the cork had to be pulled!

Oxygen started reacting with the wine, and the flavors and aromas began deteriorating over time Private & Confidential

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Coravin Credibility - About Who We Are Coravin’s mission is to change the way the world drinks wine.

For hundreds of years wine lovers have been constrained by the way wine is sold to them they purchase by the bottle and drink by the glass. With Coravin, they are able to break free from those constraints and drink any wine, in any amount – without pulling the cork .

Wine lovers worldwide now have the freedom to enjoy a glass of wine without worrying about finishing the bottle.

The Coravin Wine Preservation System lets you pour wine without removing the cork, so you can have as much as you like and enjoy the rest of the bottle another day.

Your favorite wines should never be compromised – neither should your choice of when and how to enjoy them.

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Coravin Credibility - About The Coravin Experience The Coravin Wine Preservation System lets you pour wine without removing the cork so you can drink a sip, a glass, or more and enjoy the rest of the bottle weeks, months, or even years later.

VARIETY

PAIRINGS

NO COMPROMISES

FREEDOM

The ability to have any varietal of wine without having to commit to just one.

The ability to pair wines with any course without worrying about waste.

The ability to taste and sample wines without having to finish or commit to a bottle.

The ability to taste your favorite wine without waiting for a special occasion.

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Coravin Credibility - About Faster, Easier, and More Fun Than Pulling The Cork INSERT

TIP

Place the Coravin Wine Preservation System on top of the bottle and push the needle through the cork. Coravin works on all cork-sealed, still wines.

Tip the bottle as if you are pouring from an open bottle. Quickly press the trigger to pressurize the bottle.

POUR

Release the trigger to pour into your glass.

Tip The bottle back up to stop the pour.

Remove the needle by pulling the system straight up.

PRESERVE The cork will reseal naturally and continue to protect your wine for weeks, months, or even years.

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Coravin Credibility - Credibility Part 1

• Over 500 wine professionals have participated in blind tastings with Coravin.

• We have blind tasted over 900 different wines across the globe.

• The longest accessed bottle we have blind tested was three and a half years after accessed.

• The oldest bottle we have accessed with Coravin and are still drinking from was first accessed via Coravin in 2003.

• Coravin is used by hundreds of premium (Michelin Star) restaurants and wine bars around the world.

• World’s most renowned wine producers are partners of Coravin, to name a few: Château Haut Bailly, Chateau Smith Haut Lafitte, Chateau de Pommard, Chateau de Meursault, Chateau de Marsannay, Chateau La Coste and many more.

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Coravin Credibility - Credibility Part 2 | Three Year Blind Tasting with Napa Wine Pros | https://youtu.be/zDmCt8wNtqg

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Coravin Credibility - Credibility Part 3 | Some wine producers who use and resell Coravin in France

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Coravin Credibility - Credibility Part 4 | Some wine producers who use and resell Coravin in the US

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