GLOBAL SUPPLY UPDATE GLENN PROCTOR FEBRUARY 7, 2018

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1 GLOBAL SUPPLY UPDATE GLENN PROCTOR FEBRUARY 7, 2018

2 21 DEDICATED BROKERS IN 8 COUNTRIES GLOBALLY BASED TO BUILD YOUR BUSINESS WORLDWIDE

3 INTRODUCTION - CIATTI CO 8 REGIONAL OFFICES WORLDWIDE - WINE, GRAPES, & CONCENTRATE, ETC - JOHN FEARLESS HOPS - GLOBAL PERSPECTIVE - WORLD APPROACH LOCAL KNOWLEDGE

4 OUTLINE - WORLD PRODUCTION - WINE TOTAL & ACREAGE - EUROPE - SOUTHERN HEMISPHERE - CALIFORNIA USA - SALES DOMESTIC / EXPORT - SUPPLY/DEMAND - CHANGING DYMANICS - THOUGHTS

5 GLOBAL WINE PRODUCTION Argentina 5% Spain 15% USA 12% Germany 3% Italy 21% France 19% Rest of World 6% Australia 6% New Zealand 1% So. Africa 5% Chile 4% Portugal 3% VINTAGE WORLD PRODUCTION MHL MHL MHL Source : OIV, Rabobank

6 GLOBAL ACREAGE TRENDS COUNTRY % CHANGE PLANTING SPAIN 6 SOME REPLANTING FRANCE 2 REMOVED YIELD RESTRICTIONS ITALY CHINA USA ARGENTINA 3 MALBEC SOME VARIETALS GENERIC & TABLE REMOVAL OF GENERICS / PLANTINGS OF VARIETALS CHILE 3 CABERNET SAUVIGNON, SAUVIGNON BLANC, MERLOT, PINOT NOIR AUSTRALIA 13 REMOVAL OF GENERICS SOUTH AFRICA 2 GERMANY 0 NEW ZEALAND 12 SAUVIGNON BLANC, PINOT NOIR Source: OIV

7 TREND OF WORLD WINE CONSUMPTION Source : OIV Statistical Report on World Vitiviniculture

8 GLOBAL WINE PRODUCTION, CONSUMPTION, AND ENDING INVENTORIES Ending inventories Industrial use Production Consumption Source: OIV, Rabobank 2017

9 WORLD GRAPE PRODUCTION KEY WINE COUNTRIES US TONS EST. EST ARGENTINA CHILE AUSTRALIA NEW ZEALAND SOUTH AFRICA SUB TOTAL CALIFORNIA WASHINGTON GERMANY FRANCE ITALY SPAIN SUB TOTAL TOTAL PREVIOUS YEAR VARIANCE % 12% -10% -3%

10 NORTHERN HEMISPHERE ITALY FRANCE SPAIN

11 ITALY HISTORY: CRUSH TONNAGES (MILLION US TONS) Est KEY VARIETALS - PINOT GRIGIO, PROSECCO $ / Gal. Delivered Trend Chardonnay $ Cabernet Sauvignon $ Merlot $ Pinot Grigio $ TIGHT INVENTORY EFFECTS EVERYONE BUYER? - VINE ACREAGE: ,000 HECTARES 769,000 HECTARES 680,000 HECTARES 2.10(MILLION ACRES) 1.90(MILLION ACRES) 1.68(MILLION ACRES)

12 FRANCE HISTORY: CRUSH TONNAGES (MILLION US TONS) Est KEY VARIETALS - ROSÉ, SPARKLING $ / Gal. Delivered Trend Chardonnay $ Cabernet Sauvignon $ Merlot $ DECLINING DEMAND LOCALLY EXPORT GROWTH TO U.S. & CHINA - VINE ACREAGE: ,000 HECTARES 800,000 HECTARES 780,000 HECTARES 2.23(MILLION ACRES) 1.98(MILLION ACRES) 1.93(MILLION ACRES)

13 SPAIN HISTORY: CRUSH TONNAGES (MILLION US TONS) Est KEY VARIETALS $ / Gal. Delivered Trend Chardonnay $ Cabernet Sauvignon $ Merlot $ GENERICS, CONCENTRATE & GRAPE SPIRITS - EXPORT TO EUROPE & CHINA - VINE ACREAGE: ,200,000 HECTARES 1,000,000 HECTARES 1,000,000 HECTARES 2.96(MILLION ACRES) 2.47(MILLION ACRES) 2.47(MILLION ACRES)

14 EUROPEAN OUTLOOK - EXPORTS TO THE WORLD - ITALY & FRANCE CASEGOODS SPAIN BULK SUPPLY - HUGE CONSUMER BUT DECLING CONSUMPTION - SUPPORT & SUBSIDIZE MARKETING

15 SOUTHERN HEMISPHERE HILE ARGENTINA AUSTRALIA SOUTH AFRICA

16 SOUTHERN HEMISPHERE - VARIETAL LEADER - MARKET DRIVER PRODUCTIVE NEWER VINES - EXPORTS REQUIRED - POPULATION LACKING - GLOBAL PLAYERS - PERSONALITY

17 ARGENTINA HISTORY: CRUSH TONNAGES (MILLION US TONS) $ / Gal. Delivered Trend KEY VARIETALS - MALBEC Malbec $ Red Generic White Generic $ $ GENERICS / CONCENTRATE WHITE - LARGE DOMESTIC MARKET TIGHT SUPPLY TODAY - GOVERNMENT & INFLATION - VINE ACREAGE: ,000 HECTARES 221,000 HECTARES 225,000 HECTARES 593,000 ACRES 546,000 ACRES 556,000 ACRES

18 CHILE HISTORY: CRUSH TONNAGES (MILLION US TONS) KEY VARIETALS - CABERNET SAUVIGNON, MERLOT Cabernet Sauvignon $ / Gal. Delivered Trend $ Merlot $ Chardonnay $ Pinot Noir $ PINOT NOIR, SAUVIGNON BLANC - FREE TRADE AGREEMENTS VINEYARD MODERNIZATION QUALITY - VINE ACREAGE: ,000 HECTARES 205,000 HECTARES 210,000 HECTARES 420,000 ACRES 494,000 ACRES 510,000 ACRES

19 SOUTH AFRICA HISTORY: CRUSH TONNAGES (MILLION US TONS) $ / Gal. Delivered Trend Chardonnay $ Chenin Blanc $ KEY VARIETALS Sauvignon Blanc $ CHARDONNAY, CHENIN BLANC, BRANDY - DEMAND FROM EUROPE CURRENCY FLUCTUATES - VINE ACREAGE: ,000 HECTARES 131,000 HECTARES 130,000 HECTARES 240,000 ACRES 323,000 ACRES 321,000 ACRES

20 AUSTRALIA HISTORY: CRUSH TONNAGES (MILLION US TONS) KEY VARIETALS $ / Gal. Delivered Trend Chardonnay $ Shiraz $ Pinot Grigio $ CHARDONNAY, PINOT GRIGIO - NET EXPORTER CHINA BIG MARKET US & UK - BALANCED MARKET TODAY - VINE ACREAGE: ,000 HECTARES 169,000 HECTARES 150,000 HECTARES 445,000 ACRES 418,000 ACRES 370,000 ACRES

21 AUSTRALIA S EXPORTS TO CHINA IMPACT OF TRADE AGREEMENTS ON AUSTRALIA S WINE EXPORTS TO CHINA Source: Wine By Numbers, Uiv, 2017, Rabobank

22 CALIFORNIA

23 CA. & USA SALES Thru Oct 2017 California - OVERALL -1% - DOMESTIC +1% - EXPORTS -16% IMPORTS - CASEGOODS +4% - BULK +23% TOTAL US Market - IMPORT & DOMESTIC +3% Source: Gomberg-Frederickson

24 BULK WINE INVENTORY 6,000,000 5,000, Total Bulk Wine (In Millions) Bulk Gallons Available 4,000,000 3,000,000 2,000, Millions JAN 2015 JAN 2016 JAN ,000, JAN Jan Jan Jan Jan Total Cabernet Sauvignon Chardonnay Merlot Pinot Noir Zinfandel Total Gallons ( )

25 SUPPLY / DEMAND DYNAMICS Expanding Sourcing Options Buyers PREMIUM SALES GROWTH? COSTS/AVAILABILITY? CROP SIZE CURRENT/FUTURE? ECONOMY? BUYING SELLING

26 GROWTH RATES IN LUXURY SALES

27 CONSOLIDATION - DISTRIBUTION TOTAL MARKET $55B NOW TOP 3 DISTRIBUTORS CONTROL 61% OF THE MARKET STATES + WASH, DC $17.5B (32%) 30 States + DC $13B (23.5%) A/O $21.5B (39%) Small Distributor Consolidation: Winebow: NY, FL, GA, WA, WI, ID (18 Markets) McLane (Warren Buffett): TN, CO, MO 10 STATES $3.0B (5.5%)

28 CONSOLIDATION - RETAIL RETAIL GROCERY INDUSTRY $594.4 BILLION

29 PRIVATE LABEL COMPETITION - PRIVATE LABEL WINE IS BUILDING MOMENTUM IN THE US, THANKS TO NATIONAL SUPERMARKET CHAINS SUCH AS ALDI, TRADER JOE S, COSTCO, AND WHOLE FOODS TAKING ON THE IDENTITY AS TRUSTED WINE VENDORS BRIAN SHAROFF, PRESIDENT OF PRIVATE LABEL MANUFACTURERS ASSOCIATION (PLMA)

30 THOUGHTS - THE WINERIES WILL CONTINUE TO GET BIGGER - IMPORTS WILL CONTINUE TO GROW - BULK AND PREMIUM BOTTLED - PREMIUM MARKET GROWING AT SLOWER PACE - MARGIN SQUEZZE AT ALL LEVELS WINERIES AND GROWERS - GLOBAL MARKET TIGHTER NOT FEELING THAT IN CALIFORNIA - GLOBALLY ON SELLERS SIDE NOW, BUT 2018 CROP MAY SEE THINGS SOFTEN

31 CIATTI REPORTS / PUBLICATIONS - CALIFORNIA MARKET REPORT - GLOBAL MARKET REPORT - THANK YOU FOR YOUR TIME AND ATTENTION GLENN PROCTOR

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