SVB: Wine Clubs Surpass Tasting Room as Top DTC Channel by Share

Dear Client: Silicon Valley Bank today published its 2025 Direct-to-Consumer Wine Report, breaking down the importance of the DTC channel (which includes shipping, clubs and tasting rooms) to small wineries, channel strategies and more.  The report is based on a survey of 445 wineries, the majority of which are based in California and produce less than 25,000 cases annually.  CHANNEL BREAKDOWN. Not surprisingly, DTC sales account for a higher percentage of total revenue for small wineries compared to larger wineries.