Quick Contents

The Offer details the terms under which the Buyer is prepared to purchase a Supplier’s product. An Offer form is available to the Buyer once a Sample Request has been accepted and the request has been allocated Sent Samples status by the Supplier. At this point Winescape allocates the Sample Request to My Buying/Manage my Buying/Wine/Sample Requests in Transit. The Sample Request appears with an Offer button included as part of the Sample Request record.

Clicking on the Offer button will raise the Offer form. The Offer document consists of 13 fields. Mostly these fields (Buy Offer No, Product Type, Batch, Product Description, Brand Name, Unit, Listed Price per Unit, Offer Date and Note) are standard information that is derived from wine data supplied at upload. Remaining fields are listed below. The data a Buyer enters to these fields will form the detail of the Offer.

Quantity Required – Plainly enough the Buyer should enter the quantity to buy. Bulk wine Suppliers are looking for Buyers who will take the whole quantity of a listed wine. This usually means a full tank can be dispatched which frees the tank for other purposes. Buying the full listed quantity will give some bargaining power on price. Offer on significantly less than the full quantity and the offer may be rejected on the basis that the residual volume becomes a problem for the Supplier. This is not so important when dealing with bottled cleanskin wine. Bulk wine is measured in litres and Cleanskin wine is measured in cases.
Offer Price per Unit – Price is the most keenly negotiated facet of any Offer. Where only a low price can be paid consider attractive terms as an offset. This may get the Offer across the line.
Risk of Carriage – Winescape enables Buyers to choose risk of carriage based upon INCOTERMS (for more information www.iccwbo.org/incoterms/). The majority of domestic offers will be Ex Works or Free Into Store however the flexibility is there to for Buyers to choose the risk of carriage that best suits. Note the default position of all listings within Winescape is Ex Works and exclusive of tax.
Payment Terms – Standard payment terms for Bulk deals start at 30 days from dispatch through to 90 days from dispatch. Cleanskin deals can be more open ended with Buyers looking to draw product down over a period.
Special Conditions – Think about any conditions to be attached to the Offer. Include as many conditions as required but try to keep the document clear by numbering each condition and separating with a line.

2. How do I make an Offer for Fruit?

A Buy Offer form is available for a Fruit Request at the point where a Supplier has accepted the request. Following acceptance Winescape transfers the Fruit Request to Vineyards Offering Supply. At this point an Offer button is included as part of the Fruit Request record. Clicking the Offer button raises the Offer form.

The Offer for Fruit consists of 16 fields. Mostly these fields (Buy Offer No, Product Type, Block, Product Description, 1st Available Vintage, Listed Price per Unit, Unit, Offer Price per Unit, Offer Date and Note) are standard information that is generated by the site.

The remaining fields (as listed below) require an entry. The detail a Buyer enters will form the basis of their Offer.

Contract Term – The number of years from the 1st available vintage that a Buyer wishes to purchase.
Quantity Required – Quantity is measured in tonnes. Insert total amount of tonnes to be purchased.
Offer Price per Unit – This is the price the Buyer wishes to Offer over the term of the contract.
Risk of Carriage – Winescape enables Buyers to choose risk of carriage based upon INCOTERMS (for more information www.iccwbo.org/incoterms/). The majority of domestic offers will be Ex Works, Free Into Store or Farmgate (not an incoterm) but the flexibility is there for Buyers to choose the risk of carriage that best suits. Note: The default position of all listings within Winescape is ex works and exclusive of tax.
Payment Terms – Buyers should enter clearly when they propose to pay a Supplier for fruit.
Special Conditions – Relates to items that are outside of the above parameters. These conditions should be clear and concise and separated by a number as per any legal document.

3. How many times can Offers bounce between Buyer and Supplier?

Winescape records the Offer number as part of the link that opens the Offer. In the unusual circumstance that the Offer number gets to 10 the Sample Request and all associated transactions are archived.

4. How do we fulfill the contract?

To fufill the contract it is necessary for the Buyer and Supplier to correspond and arrange delivery in line with the contract. A Contract Note has been raised so both parties are disclosed and this process is relatively simple. As a rule Winescape do not become involved with freight matters.

5. I made a mistake on an Offer – do I have to go ahead with the resultant contract?

Winescape Contracts have a 48 hour cooling off period from the date of execution of a Contract Note. Either party is entitled to withdraw from a contract for whatever reason within this period provided that written notice is given direct to either Winescape or to the other party within this cooling off period.

6. A wine I have purchased has a composition that is not the same as the wine on my Offer. Do I have to take it?

Winescape inserts a standard condition in each Contract Note that Supplier’s are required to issue an LIP to the Buyer (An LIP is a statutory declaration of composition of the wine and a statement of allergens used in it’s productions). If the LIP declaration differs in it’s representation of the wine in terms of vintage, variety or geographical indication from that contained on the Sample Request, Offer, Counteroffers and Contract Note then the Buyer is entitled to withdraw from the Contract.

7. How do I use Winescape to Buy?

Winescape is an online system designed to make access to commodity wine markets simpler for Buyers and increase the opportunities that Suppliers have to sell. As with any system it’s success depends upon the level of engagement of the users. As Winescape has been running since 2006 we have a keen sense of what it takes to successfully source product through the site. As a Buyer through an open system a Supplier will decide on future supply of samples based on how past supply was processed. Consider the following;

Provide a decent amount of time for Sample Requests. A time frame of a week is reasonable. Shorter request periods will lead to rejected requests.
Respond quickly to Counteroffers. Deals that string out have a greater chance of falling over. Dealing quickly with Counteroffers gives the impression that a Buyer is serious.
Receive Samples. Receiving samples sends a message to the Supplier that the wine has landed with the Buyer. This is not essential for the deal to proceed but Suppliers appreciate it.
Provide Feedback. Where a sample is rejected Winescape provides a mechanism to place comments as to why the wine did not make the cut. This feedback is very important to the Supplier as it let’s them know where the wine is valued in the market. A Supplier may (based on this feedback) adjust price or volume so that their listing has a greater chance of a sale. This feedback alone can offer justify the cost and effort of supplying samples.
Low Offers. Generally unless there is advice from us offers 10 – 20% below the asking price stand the greatest chance of success. Winescape is an open market and we don’t police offers but offering $0.50 for $3.00 wine is not recommended as it is likely to reflect on the Buyer. If a low offer is put forward counteracting with quick payment terms is a possible trade off.

Supply

8. What is the difference in uploading using a Filtered Sheet vs Unfiltered Sheet?

The key difference between using the two methods is that using an Unfiltered Sheet requires some familiarity with the Winescape Listing Convention. The listing convention is in place to ensure that like product is listed with like. It is important that McLaren Vale Shiraz is listed with all other McLaren Vale Shiraz. Buyers will overlook a parcel if it is incorrectly categorized (if searching a library for cookbooks few people will search under travel).

Our recommendation is to use an Unfiltered Sheet and become familiar with the Winescape Listing Convention. The Conventions are simple abbreviations that make the site easier to navigate. Anyone who regularly uses spreadsheets will find this method of managing product listings simpler and faster. This is particularly relevant where there is a large volume of records to enter.

FILTERED SHEET	UNFILTERED SHEET
1. Slower – Product records are entered cell by cell through drop down menus.	1. Faster – Product records are entered by typing, drag and drop or copy and paste spreadsheet functions. These functions make entering large amounts of data faster than entering cell by cell to a Filtered Sheet.
2. Accurate – Winescape has Listing Conventions that are a set of rules guiding how elements of each record are uploaded to the site. These rules are incorporated into the Filtered Sheet. Suppliers who use a Filtered Sheet to upload product do not need to be familiar with the Listing Convention.	2. Less Accurate – Winescape will upload whatever is entered to an Unfiltered Sheet. If a Supplier wishing to sell cabernet enters it to an Unfiltered Sheet as “Kabernet” it will go onto the site however no Buyer will find it on Winescape lists as they will not be searching for Cabernet spelt with a “K”.
3. Does not include a Suppliers Current Listing – If a Supplier downloads a Filtered Sheet it downloads blank.	3. Includes a Suppliers Current Listing – If a Supplier downloads an Unfiltered Sheet it downloads with the Suppliers Current Listing. This makes modifying data already loaded to Winescape simple.
4. All Product Types can be listed together – A Supplier may have fruit, bulk wine and cleanskin wine to list. All records can go onto the same sheet.	4. All Product Types can be listed together – A Supplier may have fruit, bulk wine and cleanskin wine to list. All records can go onto the same sheet.

9. Does Winescape verify LIP on Uploaded Products?

The onus is on the Supplier to upload product correctly to the site. If a Supplier uploads a product and represents that the product is a 2013 McLaren Vale Shiraz then this is how Buyers will perceive that batch of bulk wine or parcel of fruit. Fruit Requests, Sample Requests, Offers and Contracts pertaining to the wine will be based on how the wine was uploaded to Winescape.

If it turns out that the product does not comply with Australian Wine Law and the example above is (by law) defined as a 2013 South Australian Shiraz then this can lead to wasted resources sending samples to leads that require a different wine. It can also lead to a Buyer withdrawing from a contract (under our terms and conditions they are entitled to do if a wine is misrepresented). This is at best wasted effort and at worst can lead to broken contracts and annoyed customers.

For these reasons it is important that Suppliers to Winescape be careful as to how they define listed wine and fruit. The Wine Australia website at https://www.wineaustralia.com/en.aspx has extensive details on how wine and fruit can be represented.

10. How do I generate a Counteroffer for Wine?

A Counteroffer can be raised by clicking Generate Counteroffer button at the base of a Buyers Offer. This will enable a Supplier to Counteroffer a Buyer’s Offer and send it back to them.

The Counteroffer document consists of 13 fields. Mostly these fields (Buy Offer No, Product Type, Batch, Product Description, Brand Name, Unit, Listed Price per Unit, Offer Date and Note) are standard information that is generated by the site or has been derived from the Sample Request that ties to the Buyer Offer.

Once a Counteroffer form is generated the below fields can be changed from the data entered by the Buyer. The new data will form the basis of your Counteroffer.

Quantity Required – Plainly enough if the quantity a Buyer is looking to purchase does not fit in with a Supplier then this can be altered to an amount that suits.
Offer Price per Unit – Before you enter a figure to the Counteroffer evaluate if the price offered by your potential Buyer is fair in light what else is available on the market. If it is around the mark then consider altering other facets of the offer to your favour such as terms or conditions. In many circumstances the Buyer will be happy to negotiate these items if their price accepted.
Risk of Carriage – Our system enables Buyers to choose risk of carriage based upon INCOTERMS (for more information www.iccwbo.org/incoterms/). The majority of domestic offers will be Ex works or Free Into Store but the flexibility is there for Buyers to choose the risk of carriage that best suits. Note the default position of all listings within Winescape is ex works and exclusive of tax.
Payment Terms – As above if the Buyer’s offer is close on price try altering payment terms in your favour rather than leaning on price. Standard payment terms for Bulk deals start at 30 days from dispatch through to 90 days from dispatch.
Special Conditions – Think about any conditions you’d like to alter and if you’ve any trouble talk to us we’ll be able to help. Include or change as many conditions as you wish in your Counteroffer but to keep the document clear try to number each condition and seperate by a line.
To action the Counteroffer refer to buttons at the base of the form.
A Counteroffer can be raised by clicking Generate Counteroffer at the base of a Buyers Offer. This will enable a Supplier to Counteroffer a Buyer’s Offer and send it back to them.

11. How do I generate a Counteroffer for Fruit?

A Counteroffer can be raised by clicking Generate Counteroffer at the base of a Buyers Offer. The Counteroffer document consists of 13 fields. Mostly these fields (Buy Offer No, Product Type, Batch, Product Description, Brand Name, Unit, Listed Price per Unit, Offer Date and Note) are standard information that is generated by the site or has been derived from the Sample Request that ties to the Buyer Offer.

Once a Counteroffer form is generated the below fields can be changed from the data entered by the Buyer. The new data will form the basis of the Counteroffer.

Quantity Required – Plainly enough if the quantity a Buyer is looking to purchase does not fit in with a Supplier then this can be altered to an amount that suits.
Offer Price per Unit – Before you enter a figure to the Counteroffer evaluate if the price offered by your potential Buyer is fair in light what else is available on the market. If it is around the mark then consider altering other facets of the offer to your favour such as terms or conditions. In many circumstances the Buyer will be happy to negotiate these items if their price accepted.
Risk of Carriage – Our system enables Buyers to choose risk of carriage based upon INCOTERMS (for more information www.iccwbo.org/incoterms/ The majority of domestic offers will be Ex works or Free Into Store but the flexibility is there for Buyers to choose the risk of carriage that best suits. Note the default position of all listings within Winescape is ex works and exclusive of tax.
Payment Terms – As above if the Buyer’s offer is close on price try altering payment terms in your favour rather than leaning on price. Standard payment terms for Bulk deals start at 30 days from dispatch through to 90 days from dispatch.
Special Conditions – Think about any conditions you’d like to alter and if you’ve any trouble talk to us we’ll be able to help. Include or change as many conditions as you wish in your Counteroffer but to keep the document clear try to number each condition and seperate by a line.

12. How do I best use Winescape to Sell?

Winescape has managed to sell a substantial amount of wine over the last 3 years. Since launching the new site Winescape has sold 5.4 million litres across 370 deals. This experience gives us some solid ground on how Suppliers can best use Winescape to sell their wine or fruit through our site. Consider the following points if listing on Winescape.

Avoid overpricing – A Buyer will generally request samples (or parcels of fruit) with a list price 10 – 20% of their price point. If the wine is overpriced Buyers will simply reject the wine and the Supplier will incur costs of supplying samples to a lead that was never going to see a sale.
List wine using Winescape Listing Conventions – It’s essential that like varieties are listed together. If a Supplier lists wine that is not bunched together with the same variety then there is a good chance that Buyers will not see a given parcel within the Winescape For Sale lists and thus will not include a particular wine in their potential selection set (see Listing Conventions).
Respond to Offers quickly – Where Suppliers take a long time to process an Offer there is a distinct possibility that the Buyer will find and Buy something else. Responding quickly is the way to get around this issue.
Meet Sample deadlines.
Label and prepare samples correctly.
Update listings prior to expiry.
Tick Sent Samples once sample(s) have been dispatched.

We’ll do our best to facilitate conditions to give Suppliers the best chance to sell, Winescape is however an open market that runs 24 hours a day 7 days a week 365 days a year. Suppliers who are engaged in the system and respond to opportunities as they arise increase their chances of selling.

13. Can I apply my own company’s sample label?

This one is a no. Using the correct labels is a condition of Winescape. The condition is there to ensure our business works but it’s also there to make sure the transaction is clearly understood by both parties.

Where Winescape labels are not used this creates a discrepancy between samples received and requested. This causes confusion with the Buyer and the end result is always a decrease in the likelihood of a sale. If two samples are equal and time is of the essence (which it nearly always is) then Buyers will always go to the sample represented with Winescape labels. Buyers will not go back to Winescape and make offers on wine with a label that differs to the detail on the site.

The moral of the story is always use the Winescape labels and this will provide the best chance edging out your competitors and scoring a sale.

Tenders

14. How do Tenders work to generate Sample or Fruit Requests?

A Tender allows a Buyer to notify the market of the variety, vintage and GI of wine or fruit that they wish to purchase. Importantly it also allows Buyers to provide information to the market as to the terms under which they will buy. A Tender works as follows;

A Buyer can at anytime create a Tender for wine or fruit they wish to purchase. Once created, the Tender is posted to the home page of the Winescape site.
Suppliers can view a Tender and decide if they have product that fits the Tenders terms and conditions. Suppliers, who wish to submit to the Tender, upload wine or fruit to Winescape and then attach the product to the Tender.
Once the Tender expires, Winescape generates automated Sample or Fruit Requests from the Tenderor (the Buyer) to Suppliers for attached product.
Suppliers deal with automated Sample or Fruit Requests in the same manner as requests generated by Buyers entering markets. That is, they have the option to accept or reject these requests.
Once the Buyer has received samples (or a Fruit Request is accepted) they are then able to select those parcels that best suit their requirements and a purchase may be negotiated through Winescape’s offer and acceptance system.

15. Is it better to generate Requests using a Tender or selecting from Market Lists?

USING A TENDER FOR GENERATING REQUESTS	ENTER MARKETS TO GENERATE REQUESTS
1. Buyer is able to be specific about the product that they are trying to source. This offers a more targeted set of samples.	1. Buyer can access the market immediately by requesting straight from Market lists (so the Sample or Fruit Request process is faster).
2. Buyer may choose to disclose details of the deal they are pitching for. This assists Suppliers to decide whether a wine is worth submitting to the Tender.	2. Where Supply is plentiful at a price point requesting from Market lists negates the need to draw in a large set of samples.
3. Tender must remain open for a length of time prior to Buyer lodging Fruit or Sample Requests (so generating requests is slower).	3. Tenders are open to the whole market and create the possibility of a large amount of samples if a wine variety is in plentiful supply. This may not suit the Buyer.
4. A Tender will solicit wine or fruit that Suppliers may have to sell that is not currently listed. This widens the market as it offers opportunities to Suppliers that they may not have otherwise seen or considered.
5. Where a Buyer has plenty of time a Tender can be used to scope for “Liquidated” or unusual product.
6. Suppliers appreciate all the information they are able to get regarding a deal. Sending samples is costly and the more information they have regarding a deal the better position they will be in to decide whether a deal is worth their while.

16. What are my obligations in regards to a Tender?

A Tender is a signal of Buyer intention. There is no obligation on either party to sell or buy on the terms contained in the Tender. Terms and sell price are down to negotiation. Our experience is that a Supplier who goes to the trouble of putting his wine to a Tender discloses their intention to deal closely to the conditions outlined. Winescape’s clientele are wine professionals. Buyer’s are not in the practice of soliciting samples based on prices and conditions that they have no intention of honouring.

Indice

17. Where does the data for the Indice come from?

The Winescape Indice is derived from list prices and volumes uploaded to the Winescape site. Suppliers invariably inflate list price to allow for bargaining so consider this when looking at the Indice. An informed user may see that Margaret River cabernet has an average Indice price of $3.92 and deduce that average sell price maybe around $3.50. Analysing Indice pricing against increases or decreases in volume is always a valuable pointer to market sell price. Likewise drilling down into the vintage will provide further relevant data to an individuals company’s situation.

18. Why don’t I see any wine listed from lessor known GI’s?

Suppliers list wine using the GI that offers the greatest chance of a sale. A 2012 Swan Districts Cabernet has a better chance of selling if listed as 2012 Western Australia Cabernet. In this case both the more specific designation of GI (Swan Districts) or the more general State/Zone designation (Western Australia) are legal presentations of the wine. Western Australia is however more recognizable and offers a greater chance of a sale. This means the Indice will often show no data from lessor known GI’s but will show a lot from areas where the GI commands a premium or is well recognized. For Buyers this means the best way to procure a wine from a more obscure GI is to use a Tender which will draw wine out of the market that is not necessarily listed.

19. Why are not all GI’s represented?

Winescape is an evolving business. WA is our home state so we’ve managed to get most Suppliers on board which reflects in the quantity and quality of data on the site. However, our presence in other states is still developing. This means that in some cases listings are sparse and not yet indicative of the market condition in those states. We are of course constantly seeking new listings which we hope over time will enable the Indice to become a reliable information source across all GI’s. For Suppliers outside of WA wishing to see how the Indice works, using WA GI data will provide a more relevant example of what we are trying to achieve.

20. Is data an average of all wine or fruit listed over a month?

Historical data is taken from the listings as per the first day of each month. So June 2014 historical data is a snapshot of what was listed on Winescape on the first day of June 2014 and so on. The Indice alters on a daily basis as listings come and go.

21. Can Winescape change the Indice?

Winescape does not control how the Indice data comes together. The beauty of the Winescape system is that it is an open market where Suppliers and Buyers can interact. We do not control who requests samples or if they are supplied, likewise we do not dictate how much wine is listed or at what price. These items are entirely in the hands of the Supplier and the Indice is an immediate reflection of price and volume that all Suppliers wish to list. In effect the Indice mirrors the slice of the market that Winescape represents on a minute by minute basis. It should also be noted that we provide the Indice as a guide to assist decision making within the industry but we can not be liable for any decisions based on the published data.

22. Can I be a Supplier and a Buyer?

Yes but you must register and be approved to enter the Winescape Marketplace, see the Register in the tool bar above.

23. What is the cost?

Suppliers pay Winescape at the below rates once a sale is completed. There is no charge to buy however Buyers do have to comply with our registration process. Fees are payable at receipt of funds from the Buyer.

Market	Condition of Charge	Commission	Payable by;
Bulk wine	Sales Revenue between $0 – $4,999 (exc tax)	7% of sale revenue (exc tax)	Supplier
Bulk wine	Sale Revenue between $5,000 – $19,999 (exc tax)	5% of sale revenue (exc tax)	Supplier
Bulk wine	Sale Revenue between $20,000 – $29,999 (exc tax)	4% of sale revenue (exc tax)	Supplier
Bulk wine	Sale Revenue above $30,000 (exc tax)	3% of sale revenue (exc tax)	Supplier
Fruit	Sale Revenue between $0 – $4,999 (exc tax)	7% of sale revenue (exc tax)	Supplier
Fruit	Sale Revenue between $5,000 – $19,999 (exc tax)	5% of sale revenue (exc tax)	Supplier
Fruit	Sale Revenue between $20,000 – $29,999 (exc tax)	4% of sale revenue (exc tax)	Supplier
Fruit	Sale Revenue above $30000 (exc tax)	3% of sale revenue (exc tax)	Supplier
Cleanskin wine	All sales	10% of sale revenue (exc tax)	Supplier