GROW YOUR BUSINESS WITH

VINTAGES

ONTARIO GO-TO-MARKET PROGRAM

WINTER 2008

Welcome toVintages

STORE DISTRIBUTION OPPORTUNITIES:The following locations have had proven success with VQA products, a broad provincial distributionand a focused VINTAGES strategy.

10 Toronto38 Ottawa 40 Kingston57 Belleville 149 Toronto-Etobicoke 217 Toronto 243 Ottawa 300 Owen Sound 355 Toronto-Willowdale 367 Windsor 393 London495 Guelph522 St. Catharines 590 Markham 700 Toronto-Scarborough

Please note the Go-to-Market Program is intended for products not already purchased for regular VINTAGES programs. For more details on VINTAGES

programs, please visit www.vintages.com.

HOW TO APPLY:

A. PRODUCT SUBMISSION:1. The winery applies for a password to access

the New Item Submission System (NISS).Application form and user manual are available at www.lcbotrade.com.

2. All products intended for the Go-to-MarketProgram must be presented to and approved byVINTAGES’ Product Manager responsible forOntario Wines.

3. Products approved by the Product Manager arethen to be submitted electronically through NISSand will be scheduled for tasting.

B. PRODUCTS ACCEPTED FOR TASTING:1. The winery sends in one sample for tasting and

initial lab analysis. Included with the sample is:

a. A printout of the NISS application

b. A completed quote on company letterhead(forms are available at www.lcbotrade.com)

c. A label with completed examination form(forms are available at www.lcbotrade.com)

Ontario Go-to-Market ProgramThe VINTAGES Go-to-Market Program was developed in support of small Ontario wineries. It provides an opportunity for wineries to:

• learn how to do business with VINTAGES• increase the exposure of their VQA wines by making them available in a select number of LCBO stores• introduce wines of regional interest into specific markets within Ontario.

Wineries select a maximum of 10 LCBO locations from stores in close proximity to the winery and/or from the list provided below.

C. TASTED PRODUCTS:

Once the product is tasted and if approved:

1. VINTAGES will issue a commitment letter to the winery outlining the conditions of purchase.The winery will send back a response.

2. The winery provides the Product Manager with the list of 10 proposed stores. The ProductManager obtains approval from the DistrictManager. The approved/updated list is sent backto the winery.

3. Prior to shipping, a second sample is requiredfor final lab analysis. The winery must include aletter, on company letterhead, verifying that theproduct shipped to stores will be the same product that was originally tasted and analyzed.

D. DELIVERY PROCEDURE:1. Wineries contact the store locations to arrange

for direct delivery.

2. Stores receive orders in the same manner as anyother direct delivery product. Stores experiencingchallenges receiving direct delivery will contactRetail/POS help desk at 416-326-9531.

3. A winery distributor code is issued by theProduct Manager to initiate the payment process.Wineries are reimbursed for the freight cost($1.41 plus GST per case).

4. Wineries contact Store Managers directly forrepeat order approval and make arrangementsfor a convenient delivery schedule.

PROMOTIONAL SUPPORT:Participating wineries are expected to host in-storetastings for both customers and staff (for details onthe program visit www.lcbotrade.com and click on ‘VINTAGES Tasting Program’).

PRODUCT SALES GOAL:Products in the Go-to-Market Program are expected to sell six bottles per store per period. Saleswill be reviewed quarterly by VINTAGES’ ProductManager. Stores will have the option of discontinuingbrands that do not meet the sales target. The winery is responsible for tracking their product sales.

VINTAGE CHANGES:VINTAGES must taste and approve all vintage changes for products in the Go-to-Market Program.Vintage changes should be communicated to theProduct Manager and then submitted through NISS.

CONTACT INFORMATION:For more details please contact:

Kathy Cannon VINTAGES New World Wines & Spirits Category Manager 416-365-5907 kathy.cannon@lcbo.com

Tami Karakasis VINTAGES Spirits & Ontario WinesProduct Manager 416-864-7635tami.karakasis@lcbo.com

Resources available onlineNEW ITEM SUBMISSION SYSTEM (NISS)LCBO launched the New Item SubmissionSystem in November 2005 to replace the manual,time-consuming process of submitting products for purchasing consideration on paper.

NISS is an easy-to-use, web-based tool that allows agents and suppliers to:

• Submit products for review,• View LCBO Product Needs letters online,• Track a product submission online.

LCBO staff use NISS to log, track and approve or decline submissions. This new toolspeeds up the application process and reducesturnaround times.

Suppliers and agents must become familiar with NISS as the paper version of the new itemsubmission process is no longer in effect.

Suppliers or agents must apply for access before they can use NISS.

To use NISS, suppliers or agents must fill in allmandatory fields of the Application for Access to NISS form, and then print, sign and fax it tothe appropriate LCBO Business Unit: Wines,Spirits, Beers and Ready to Drink, or VINTAGES.

You must include your supplier or agent number on this form. If you do not know yournumber, then please contact the appropriateLCBO Business Unit for this information. If you are a new supplier who is not currentlydoing business with the LCBO, then you maysubmit an application without this number.Simply leave this area of the form blank.

GETTING STARTED WITH NISSGo to www.lcbotrade.com to download the NISSUser Guide in PDF format. The website’s FAQ section also provides helpful information.

In order to save and print NISS submission information, you will need Adobe Reader 6.0.

WHAT’S AVAILABLE AT WWW.LCBOTRADE.COM

• Release Themes• Product Needs Letters• Product Requirements• Program and Fee Summary Chart• Sales Reports• Packaging Standards• Guidelines for Chemical Analysis• VINTAGES Quote Template

WWW.LCBOTRADE.COM

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55 Lake Shore Boulevard EastToronto, Ontario, Canada

M5E 1A4www.vintages.com