Creating and Managing a Successful DTC Commission Program

A motivated, inspired sales team is the backbone of any successful DTC program. Join Hallie Whyte and Carrie Kalscheuer for the second year as they dig deeper into how to ensure that your tasting room team is selling effectively through the use of creative bonus and incentive programs as well as thoroughly discussing the newest trend in tasting rooms: tips! We’ll explore what has worked—and what hasn’t—for several winery programs in Oregon. Bring your questions and your sense of humor!

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Speaker Bios

Carrie Kalscheuer spent a decade in the restaurant industry focusing on wine education before starting at A to Z Wineworks in 2010 to focus on the boutique REX HILL direct sales operations. She restructured the REX HILL wine club and developed a knowledgeable, full-time REX HILL hospitality staff while growing sales by 50%. Currently, Carrie supports both direct and national sales and offers her enthusiasm and knowledge to teach about Oregon wines and raise awareness of the A to Z brands around the country.
In addition to a bachelor’s degree in philosophy, Carrie possesses multiple certifications, including Certified Wine Educator through the Society of Wine Educators, Level 2/Certified Sommelier through the Court of Master Sommeliers, and Level 3/Advanced Certification with Distinction through the Wine & Spirit Education Trust.
Hallie Whyte, a native of Oregon’s Willamette Valley, earned her stripes locally in the trenches of fine dining and wine sales. Following stints at Lange Estate Winery and Dominio IV, she was an early addition to Soter Vineyards’ hospitality team in 2011, playing an integral role in the development of a then-infant wine club and consumer sales program. Hallie has grown both personally and professionally, broadening her experience in the DTC and national sales channels to become a top-notch director of sales and operations for Soter. Fluent in Spanish and mathematics, her expansive resumé and analytical expertise make her a trusted contributor to important conversations facing the Oregon wine industry.

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