2018 Vineyard Economics Survey

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2 2018 Vineyard Economics Survey 229 respondents Approximately a third of the responders were wineries with vineyards Two thirds were growers Statewide and Oregon Northern Interior aka Lodi, Foothills and Other were 25%

3 1) Which type of business best describes your company? % Winery with a vineyard 1% Winery without a vineyard 1% Grower Lender Accounting/Finance Professional/Consultant Real Estate Other (please specify): 2%

4 2) Where are your vineyards located? (Please choose as many as apply) 3 25% 23% 19% 17% 15% 13% 9% 8% 8% 8% 5% 5% 4% 1% 1% Sonoma Central Coast Napa Oregon Northern Interior Foothills Other (please specify) North Coast (other than Napa & Sonoma) Washington Central Valley South Coast No Vineyards

5 3) How many acres do you have planted now? 4 35% 34% % 15% 14% 14% 6% 5% 2% Less than Over 500

6 4) Will you be planting new acreage this year? By Region (Napa, Sonoma, Lodi, Central Coast) % 73% 64% % 52% 4 36% 3 31% 27% Yes No Napa Sonoma Lodi Central Coast

7 5) Why are you replanting or re-developing your vineyard(s) this year? 25% 23% 23% 15% 11% 8% 5% 4% 1% Red blotch or other diseases/pests It's time, tired vines Changing varietals Better rootstock and closer spacing Planning to harvest and/or prune mechanically Other (please specify) Contracts available Time is financially right with low interest rates

8 6) If you are planting or replanting, what trellising system are you deploying? By Region (Napa, Sonoma, Lodi, Central Coast) % 64% 59% Napa Sonoma Lodi Central Coast 5 45% % 27% 18% 15% 14% 18% 17% 14% 21% 3% 9% 9% 9% 5% 5% 5% 5% 3% 3% 3% 5% Sprawl (1 or 2-wire) Vertically Shoot Positioned (VSP) Horizontally divided (Lyre or variants) Wye or similar singe fruit zone with divided canopy Vertically divided (Scott Henry, Smart-Dyson or variants) Single, high-wire (for mechanization) Other (please specify)

9 10) What are your Top Concerns of 2018 (choose 3) % % 33% 3 23% 15% 9% 8% 7% 5% 3% Labor shortage More laws and and costs regulations Grape Prices Pierce's Disease/Leaf Roll/Red Blotch, etc Water availability Big getting bigger/winery Consolidation Succession planning Higher vineyard prices Tax Increases Negative national or international event Imports

10 ) Which of the following do you believe will have a POSITIVE impact on California GRAPE GROWERS 2018? (Scale of 1 to 5: 1 = No Impact, 5 = Major Impact) Increased consumer wine buying Grape Prices Increasing Consumers moving to quality/premiumization Supply and demand in better balance Harvesting more grapes per acre without losing quality More tourism and wine events Mechanization Wineries Signing More Long Term Contracts Low interest rates

11 ) Which of the following do you believe will have a NEGATIVE impact on California grape growers in 2018? (Scale of 1 to 5: 1 = No Impact, 3 = Steady and 5 = Major Impact) Labor Shortage and High Labor Costs Laws and regulations Vineyard Pests/Diseases Weather variability: wrong weather at wrong time Land Costs & Input Impacting New Plantings Decreased consumer wine buying Availability of land for new plantings Foreign Competition

12 13) What have you mechanized in the vineyards? (Please choose all that apply) By Region (Napa, Sonoma, Lodi, Central Coast) % Napa Sonoma Lodi Central Coast % 76% 73% % 53% 55% 46% 43% 43% % 36% 28% Harvesting Leafing Pre-pruning In-row, under-vine cultivation 14% 24% 24% 18% 5% 7% Pruning Trunk suckering Shoot and/or wire lifting 7% 4% 3% 3% Shoot thinning Cluster thinning

13 14) What percentage of the labor you use in your vineyard comes from the following sources? Seasonal/temporary labor hired by us, 15% Our own full-time employees, 28% A vineyard management company/farm Labor Contractor, 57%

14 10 15) Are you engaging in the H2A program for immigrant labor? If so, what percent of your labor force is through that program? By Region (Napa, Sonoma, Lodi, Central Coast) 10 97% % 8 7 Napa Sonoma Lodi Central Coast We are NOT using the H2A program 12% 3% We are using the H2A program for immigrant labor

15 17) For each of the varieties listed below, how will demand for grapes in 2018 compare with 2017? 7 61% 65% % 54% 5 52% % % 14% 18% 17% 7% 6% 8% 8% Cabernet Sauvignon Merlot Pinot Noir Chardonnay Pinot Grigio Red Blends Increase Stay the Same Decrease

16 % 17) For each of the varieties listed below, how will demand for grapes in 2018 compare with 2017? Lodi 42% 27% Cabernet Sauvignon 24% 6 16% 48% 44% 64% 28% 8% 8% 16% 6 62% 24% 35% Merlot Pinot Noir Chardonnay Pinot Grigio Red Blends Increase Stay the Same Decrease 4%

17 % 17) For each of the varieties listed below, how will demand for grapes in 2018 compare with 2017? Sonoma 39% 5% Cabernet Sauvignon 33% 56% 49% 47% 46% 48% 4% 7% 23% 63% 14% 37% 55% Merlot Pinot Noir Chardonnay Pinot Grigio Red Blends Increase Stay the Same Decrease 8%

18 18) What are you doing different from 2017 in the vineyard? (Please choose all that apply) 6 54% 5 42% % 29% 27% 26% 26% 23% 15% 14% Improved sustainable Rogueing out practices Changing sick vines- spray Replanting program clean to reduce vinesrisk of More fungicide mechanization resistance Leaving MORE buds Testing per vine tissue Using and/or more soil technology fertility (moisture monitoring, More cover etc. crops Leaving ) FEWER buds per vineless thinning

19 18) What are you doing different from 2017 in the vineyard? (Please choose all that apply) By Region (Napa, Sonoma, Lodi, Central Coast) 1 of Less thinning Using more technology (moisture monitoring, etc. ) Leaving MORE buds per vine Leaving FEWER buds per vine Roguing out sick vines- Replanting clean vines Testing tissue and/or soil fertility Changing spray program to reduce risk of fungicide resistance More mechanization More cover crops Improved sustainable practices Napa Sonoma Lodi Central Coast

20 19) What length of contracts do you currently have? By Region (Napa, Sonoma, Lodi, Central Coast) % Napa Sonoma Lodi Central Coast % 4 36% 38% % 23% 13% 6% Long Term (3-5 Years) Short Term (1-2 years) Spot

21 6 56% 20) Which areas of your vineyard business will require capital over the next three years? 54% % 37% 3 14% 12% 4% Vineyard Replanting Adding Tractors and/or Implements Adding Technology and/or Automation Planting New Acres Water Storage Vineyard Acquisition Other (please specify)

22 21) Relative to the current estimated value of your vineyards, how much debt do you carry? (Total vineyard debt divided by total vineyard value 5 45% 44% 4 35% 32% 3 25% 17% 15% 5% 1% 6% over 65% 51% to 65% Between 25-5 Less than 25% None

23 22) How were your Profits and Revenues in 2017 compared with 2016? 3 25% 22% 21% 25% 21% 15% 11% 15% 12% 12% 8% 8% 5% 6% 3% 2% 6% 4% 4% Higher by more than + +5% +1-2% No change -1-2% -5% - Lower by more than Profits Revenues

24 22) How were your Profits in 2017 compared with 2016? PROFITS By Region (Napa, Sonoma, Lodi, Central Coast) 1 of % 27% 22% 19% 19% 16% 16% 16% 15% 14% 12% 13% 12% 12% 12% 8% 8% 8% 8% 6% 4% 3% 4% 2% 2% 2% 2% Higher by more than + +5% +1-2% No change -1-2% -5% - Lower by more than Napa Sonoma Lodi Central Coast

25 Average Price Per Ton (CPI Adjusted) for Lodi $800 $700 $600 $500 $400 $300 $200 $100 $0 Chardonnay Sauvignon Blanc Cabernet Sauvignon Average Price 1986 $483 $327 $258 $395 Actual 2017 $552 $567 $668 $610 CPI Adjusted Average aprice $248 $255 $300 $ Actual 2017 CPI Adjusted Average aprice

26 Average Price Per Ton for Napa (CPI Adjusted) from 1986 to 2017 $8,000 $7,000 $6,000 $5,000 $4,000 $3,000 $2,000 $1,000 $0 Chardonnay Sauvignon Blanc Cabernet Sauvignon Average Price 1986 $2,809 $2,280 $962 $ Actual 2017 $2,811 $2,282 $7,509 $5,225 CPI Adjusted Average aprice $1,263 $1,025 $3,373 $2,347

27 Average Price per Ton of Sonoma Grapes (CPI Adjusted) from 1986 to 2017 $3,500 $3,000 $2,500 $2,000 $1,500 $1,000 $500 $0 Cabernet Chardonnay Sauvignon Blanc Sauvignon Average Price 1986 $898 $604 $579 $563 Actual 2017 $2,335 $1,737 $3,073 $2,806 CPI Adjusted Average aprice $1,049 $780 $1,380 $1, Actual 2017 CPI Adjusted Average aprice

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