SALES AND MARKETING
20
awk i ns
The specialist English wine shop, Hawkins Bros Fine English Wine was opened in December 2016, by brothers James and Simon Hawkins. Sales have been spectacular – as has the enthusiasm for buying English and buying local. So much so that the shop in the courtyard at Secrett’s Farm Shop, near Godalming in Surrey, is now bursting at its seams – so it is time to expand and open another three premises.
H on
In conversation...
es a nd S im Jam
What did you do before opening the shop? We have always been involved with alcohol one way or another. Our parents owned and ran pubs, we have run several pubs together, and also worked in the hospitality sector. I particularly love the ‘showmanship’ and performance aspect of hospitality – a perfect skill for giving talks and tastings,” James smiled. James’ interest in English wine was first sparked by his neighbour who planted a vineyard in Sussex, and he was fascinated to watch it grow and develop. “The wines were made at Ridgeview and I was amazed.” Then another vineyard near me was planted – so English wine really was the zeitgeist. James then ran the Exceptional English Wine Company from 2013, so quickly realised the potential of a specialist English wine shop.
What is different about Hawkins Bros Fine English Wine? James and Simon focus on direct-to-consumer sales and have a wide selection of wines to choose from. They also sell a little in the trade, to local and London based restaurants. “We don’t want to be just another wine merchant, we like to get to know individual producers and they become our friends, so we are able to give our customers great advice as we are hand selling wines that we have a special relationship with. We always have a few bottles open to taste,” said James. “We have an online shop – fortunately. When lockdown hit, sales temporarily slumped – a worrying moment – but then the online sales suddenly took off. This year they increased by over 180%,” Simon exclaimed. “I have become very good at packing boxes, and Digby the dog tries his best to help,” James added.
