Running a winery means managing relationships with grape growers, distributors, packaging suppliers, and service vendors. Each of these relationships depends on a contract, yet in an industry built on trust and long-standing relationships, contract negotiation and compliance are often treated as mere paperwork. This can be expensive.

Why does negotiating your contract matter?

Negotiating matters because the contract is the deal. Clear terms define quality before a dispute, allocate risk before a bad vintage or supply disruption, and protect margins by preventing one-sided supplier or distributor terms from becoming the default.

What is contract compliance and why does it matter?

Negotiating a good contract is only half the job. Contract compliance is the ongoing discipline of making sure you’re receiving what is laid out in the agreement. This includes the price charged, volume received, timing of delivery, and escalation terms.

However, contracts don’t monitor themselves. Someone must check invoices against agreed pricing, confirm that price increases are allowed, and track whether volume commitments, rebates, or service levels were met.

When that monitoring does not happen, the gap between what you negotiated and what you actually receive is price leakage, or contract value leakage. It is quiet, cumulative, and often invisible.

How much does this cost a business?

According to World Commerce & Contracting, ineffective contract management often costs companies around 9% of their annual revenue.

For wineries, leakage appears in practical ways such as grape settlements calculated from the wrong quality grade, packaging increases that exceed an index cap, and invoices for expenses like telecom, waste, and linens that include unapproved fees.

Most leakage isn’t fraud, it’s drift. Prices creep up, staffing changes, invoices get approved quickly, and nobody compares the bill to the contract. The effect on margin is the same.

What can wineries do to ensure contract compliance?

Wineries can reduce leakage without a legal department by building consistent habits. This includes:

1. Centralizing contracts – Keep every active agreement, key term, and renewal date in one accessible place.
2. Summarizing the numbers that matter – Track prices, escalation caps, quality specifications, volumes, and any other important numbers that may be applicable.
3. Reconciling invoices against contract terms – Confirm that you received the goods/services and that the prices, fees, and formulas match the agreement.
4. Assign ownership – Make one person responsible for tracking compliance and flagging discrepancies before invoices are paid.
5. Review renewals early – Put renewals and price reviews in your calendar 60 to 90 days prior to the date so you can renegotiate before they take effect.

The bottom line

Contracts are not a substitute for trust in the wine business, they make trust durable. Clear terms protect you when a vintage goes sideways, a supplier changes pricing, or a relationship evolves. Contract compliance then protects the value you negotiated from leaking away invoice by invoice and season by season. Closing even part of that gap can be the difference between a good vintage and a great one.

About Schooley Mitchell
Schooley Mitchell is the largest independent cost reduction consulting firm in North America, with offices from coast-to-coast in the United States and Canada. On average, we reduce essential business service expenses by 28% and have delivered over $1 billion+ in documented savings to our clients to date.

About the authors

Sean Jackson
Prior to joining Schooley Mitchell, Sean Jackson worked in management consulting and the corporate supply chain industry for more than 20 years. He currently lives in Gaithersburg, Maryland with his wife and two children.

Chris Prall
Chris Prall has more than 20 years of procurement experience. He served Global 1000 clients in various consulting, sales, software implementation, and practitioner roles. He has lived in Gaithersburg, Maryland for the past 15 years with his wife and their twins.