The Wine Merchant Media Pack 2019

Media PACK 2019 THE WINE MERCHANT. An independent magazine for independent retailers

Issue 56, March 2017

An independent magazine for independent retailers

Issue 61, August 2017

Independent wine merchants saw their takings leap by 14.1% last year.

The sector is now worth almost £527m, with

businesses turning over, on average, £873,829.

but this contrasts with 81% last year and 89% in 2015.

About 9% are pessimistic about their

prospects in 2017, compared with the 2% or

That figure equates to £642,584 per shop.

3% normally registered in the survey.

of the UK’s 603 specialist independent wine

a tiny dip on 2016. Wholesale margins rose by

The findings come from The Wine Merchant’s

fifth annual reader survey, which involved 158 retailers, who between them operate 820 stores.

But the study also reveals a marked drop

in confidence levels for the year ahead as

merchants fret about the impact of Brexit.

Just under 70% remain positive about

increasing their trade in the coming 12 months,

Margins are holding up, with little change on

previous years. Shop margins average 33.6%,

a single percentage point to 20.9% and online margins were steady at 31.2%.

Average transaction values have risen by

more than a pound to £44.93, with merchants reporting that their average bottle price is £11.62.

• Analysis pages 22-27, with more in April.

An independent magazine for independent retailers

Issue 60, July 2017

THE WINE MERCHANT. Read all about it! Cava sales down 18 per cent!

An independent magazine for independent retailers

Issue 63, October 2017

Halloween makes our usual behaviour seem less remarkable

THIS MONTH

THIS MONTH

2 BACCHUS

2 BACCHUS

2 BACCHUS

2 BACCHUS

The benefits of book clubs and steak nights

You give customers wine.

But what about paint?

Majestic’s £1.5m loss and why Market Row says “no”

Why can’t some councils get

The shop born in a barn but moving to a bull pen

New shops in Leicester, Broughty Ferry and Heskin

New branches for Reserve Wines and The Sampler

Wines from an anarchist and the snowfields of Oz

The wine that’s ready for a

Ready for blood, custard powder and eucalyptus?

tango and a punch-up

28 david williams

How a trip to New Zealand transformed an Essex wine merchant

Retail technology may have some positive spin-offs

34 focus on english wines

Merchants make a success of our domestic product

48 Pinot noir nz 2017

Our man in the field reports back from Wellington

50 MAKE A DATE

More reasons to put up the “closed” sign and head for London town

52 supplier Bulletin

Essential updates from agents and suppliers

Aimee Davies of Aimee’s Wine House in Bristol

Independents put faith in exclusive drinks lines A growing number of independent wine merchants are investing in own-brand products.

Retailers are producing their own craft beer,

as well as gin and even whisky, in a bid to

improve margins and create a genuine point of difference for their stores.

Aimee’s Wine House in Bristol is the latest

wine merchant to install a microbrewery on the premises – a move that has already been made

by The Grape & Grain in Haywards Heath and Mitchell’s in Sheffield.

Quaff, which has branches in Brighton and

Hove, has launched an exclusive beer range

under the name Lost Pier which it believes has

the potential to drive wholesale business as well as provide a focal point for its retail trade.

Luvians in St Andrews has been celebrating

its 21st anniversary with the launch of a Scotch whisky and a gin, both made in collaboration with local distillers. There are plans to

introduce new versions, with different recipes,

every year and the business is in talks with local brewers about the launch of a Luvians beer.

Full story: pages 12 to 15

22 david williams

Are we maybe too fixated on eggs and amphorae?

28 reader trip to abruzzo

Where Trebbiano is actually pretty exciting stuff

34 reader trip to tejo

Why this corner of Portugal is perfect for independents

40 make a date

Looks like you’ll be tasting a lot of wine in September

44 supplier Bulletin

Essential updates from agents and suppliers

4 comings & GOINGS

Expansion for Vini Italiani, Loki and The Wine Parlour

10 tried & TESTED

18 raffles fine wines

16 the wine centre

Under the bonnet of the Royal Mile Whiskies sibling

their heads around wine dispensers?

8 tried & TESTED

8 tried & TESTED

12 DRINKMONGER

THIS MONTH

4 comings & GOINGS

4 comings & GOINGS

8 tried & TESTED

Sales still on the up but confidence takes a hit

We’ve gone to Rhyl again for our summer holidays

THIS MONTH

4 comings & GOINGS

Rosamund Hall and Paul Burgess celebrate getting the keys to their new “neighbourhood enoteca” in a railway arch in Forest Hill. More details on page 4.

THE WINE MERCHANT.

THE WINE MERCHANT. This month’s guest editor: Biffy Sprinkles

Ruth Spivey recently organised London’s latest Wine Car Boot, encouraging wine lovers to abandon supermarket wines in favour of those sold by independents. She is pictured with (left) Darren McHugh of The Ledbury hotel and Daniel Morgenthau of the Portland and Clipstone hotels. More on page 3.

Taurus is bullish about crowd funding projects Surrey merchant Taurus Wines has

development near Guildford, which will be a

embarked on an expansion programme after destination for food and drink lovers. a successful crowd funding campaign.

The £275,000 raised by owners Rupert

and Felicity Pritchett will mean the business,

Taurus’s new backers have been given shares

and now collectively own 10% of the business, in addition to the perks and rewards that are

established in 2001, can move to a neighbouring usually part of the package with crowd funding. barn where the sales area will be far bigger

Rupert Pritchett says the company expects to

than the converted cow shed from which Taurus pay a dividend of up to 6% from year two, and currently operates.

The funding also means that Taurus can

open a second site this year at a new farm

has not ruled out another share issue in three years’ time.

Full story: pages 12 to 14

Gloucestershire merchant delighted with younger clientele

27 the villages people

Marvelling at the best of the Mâconnaise

30 david williams

Just how super are supermarket wine ranges?

36 focus on new zealand

Looking beyond Marlborough Sauvignon Blanc

42 focus on south africa

Five reasons why the world fell in love with Cape wines

48 supplier Bulletin

Essential updates from agents and suppliers

Bury St Edmunds store manager Tom Crittenden

More Adnams stores to offer make-your-own gin Adnams plans to give more of its customers the chance to make their own gin instore as it embarks on a retail expansion programme.

The service is already available at its branch

in Bury St Edmunds, Suffolk, which is fitted with seven mini stills. Customers pay £95 to distil

their own spirit and add a choice of botanicals

in a process that takes two and a half hours and results in a bespoke bottle of gin.

Retail chief Neil Griffin says people are given

gin and tonics to enjoy while they wait. He adds: “We’re quite keen on this customisation and

personalisation trend that’s coming through.

“We give people a selection of botanicals

and talk them through what each one of them

potentially does. They put four or five of them

into the pot still and distil it down, and you get

the liquid at the end. We label it up with the name of your choice.

“It’s going really well. Customers are enjoying

the experience and it’s climbing the Trip Advisor rankings in East Anglia.”

The concept is likely to be rolled out to

future Adnams Cellar & Kitchen branches that are currently being scouted, though not in the pop-up that has just opened in the centre of

Cambridge and will trade until the New Year.

Adnams spokesman Josh Wicks says

Cambridge is a city that the company is

“obviously keen to get into”. He adds: “The pop-

up gives us flexibility and a bit of a foothold, and then we’ll look for something more permanent.

“It’s a busy and competitive place, but you

don’t want to shy away from those places – you want to be in there.”

The Dirty Dozen tasting turns up a few choice finds

16 leamington wine co The final chapter of a 20-year career as an independent

24 david williams

Feats of clay in a resurgent Georgian wine industry

36 reader trip to the rhone Meeting the human dynamo that is Laure Colombo

40 focus on argentina

A dozen wines that give a real flavour of the country

46 make a date

It’s the last lap of this year’s tasting calendar

47 supplier Bulletin

Essential updates from agents and suppliers

WE’re AS INDEpendent as our readers The Wine Merchant is the only magazine that is devoted exclusively to the UK’s independent wine and spirits specialists.

Established in 2012, it has become the most widely-distributed and most enthusiastically read trade title among its target audience: small and medium-sized businesses that sell great wine.

It’s the only magazine that aims for 100% coverage of this trade sector and every month our circulation grows to keep pace with store openings – both from new entrants and established wine merchants.

The magazine is published by Graham Holter Ltd, a small independent business whose owners consider themselves kindred spirits to the merchants they serve.

DEFINING ‘INDEPENDENT’ • The business must not have more than 15 branches • It must sell to the public • It must have at least one bricks-and-mortar shop • It must have a specialism in wine and/or spirits These definitions have become generally accepted within the UK wine trade. They exclude chains such as Majestic, Oddbins and Wine Rack. Generalist offlicences and convenience stores are also excluded, as are merchants that only sell online, or to private clients.

Independents who meet these criteria qualify for a free copy of The Wine Merchant. This is the case even if their wholesale trade is bigger than their retail business, or if most of their turnover occurs outside of wine.

As more independents explore the potential of onpremise sales, and of offering delicatessen items, it’s possible that retail wine and spirits sales may no longer be their principle revenue stream. They still qualify for a copy of The Wine Merchant providing they meet the criteria listed above.

904

The number of specialist independent wine shops in the UK (figure correct November 12 2018)

1,100

Average print run of The Wine Merchant (one issue per retail business plus extra copies to suppliers, marketing agencies and subscribers)

NOT JUST ANOTHER TRADE MAG Independents are different. They are creative, free-thinking entrepreneurs who love what they do.

For them, wine isn’t just business. It’s a lifestyle, a vocation, a calling.

We wanted the first trade magazine aimed exclusively at these guys to reflect that. That’s why each issue of The Wine Merchant is jam-packed with news and views from the retailers themselves. It’s not just a magazine for independents. It’s a magazine about independents.

We don’t run stories based on press releases (what’s the point? You can read them in any other trade mag) and we don’t write about the multiples or big-brand wines and spirits. Instead, we focus on the innovative ideas that keep the independent sector so buoyant, and the people behind them. We’re never short of material.

Indies are the most interesting people in the trade. The Wine Merchant is their magazine.

regular features The Wine Merchant continues to evolve with each new issue but there are some regular editorial features that readers look forward to seeing every month.

Bacchus: a round-up of news from independents, full of inspiring business ideas.

Comings & Goings: updates on new shops from both established players and new entrants.

Tried & Tested: honest, impartial reviews of wines targeted at independents.

Favourite Things: a merchant discusses the best aspects of their business and the wine trade.

Magpie: a quick overview of some of the month’s most important wine trade news stories.

Merchant Profile: an in-depth interview with an independent retailer.

Just Williams: award-winning writing from The Observer wine critic David Williams.

Special features: if it matters to independents, expect to read about it in The Wine Merchant.

Adeline Mangevine: our columnist’s hasty despatches from the front line of wine retailing.

Book reviews: critiques of new publications relevant to merchants and their customers.

The Spirits World: a new dedicated section aimed at bolstering independents’ spirits ranges.

Make a Date: previews of the tastings that should be in independents’ diaries.

SUPPLIER BULLETIN: the engine ROOM Independents need regular updates from suppliers. Our Supplier Bulletin pages are arguably the most cost-effective way of achieving this.

This is the section of the magazine in which agents and importers can share all their latest news.

Special promotions; winemaker tours; agency changes; range additions; tasting dates … it’s all perfect material for your Supplier Bulletin entry. Change the copy as frequently or infrequently as you like. The design is based on a template but can be customised within set parameters. Some suppliers like to pack in as much information as possible; others try to be more visual in their approach.

Whatever option you choose, we take care of all artwork within the fee.

Supplier Bulletin is the engine room of The Wine Merchant: a simple and engaging way of communicating with both existing and potential customers. Our reader survey has found that 78% of readers find it useful.

department 33 Frazer: 07557 053343 frazer@department33.co.uk

Beyond Bordeaux Two NEW PRODUCERS added to our range just in time for the festive rush … further illustrating that we also import and sell wonderful wines from beyond the borders of Bordeaux:

Chris: 07515 555807 chris@department33.co.uk

• Domaine La Fourmone (Gigondas & Vacqueyras)

www.department33.co.uk

For more information/prices on our ‘et la France’ section or on our wonderful

@department_33 @department33.co.uk @department33wines

Department 33 et la France WINES OF BORDEAUX -

• Domaine La Millière (Châteauneuf-du-Pape & Côtes du Rhône).

Bordeaux Wines from our Autumn/Winter Wine List please contact Frazer and/or Chris.

Department 33. We do import over 100

contemporary French wines

from independent producers for the independent sector.

We don’t have large minimum orders or awful terms.

our readers are thinking bigger The independent wine trade is changing fast. Merchants are transforming their businesses and their needs are evolving all the time.

• Independents are increasingly offering drinks for sale on the premises. Creating wine bar or enoteca areas is transforming the way in which merchants operate. Our 2018 reader survey found that 36% of independents now offer wine in this way, with another 18% expecting to do so in the near future.

• Independents are open to the idea of selling food. Twelve per cent already offer a good selection and a further 30% have a modest range.

• Independents are expanding. In our survey, 74% said they were confident of achieving increased sales in the coming year and 11% expected to open new branches. The number of stores rose by around 30 over the course of 2017, with further growth expected in 2018.

As the nature of independent wine retailing changes, opportunities are opening up for all kinds of suppliers of products and services to do business with our readership. Shop fitting; EPoS; wine dispense systems; glassware; legal and financial services; logistics; couriers … these are just some of the topics that independents have on their radar.

prospects for 2019 Nobody is pretending that the retail environment is easy at the moment. And yet despite all the well-documented challenges faced by independents, the number of specialist wine shops continues to rise.

Will this trend continue into 2019? We have every reason to be optimistic. Many towns and cities across the UK still don’t have a quality independent wine shop, and it’s only a matter of time before enterprising retailers fill in the gaps – just as they have been doing over the past decade.

Specialist wine shops are surprisingly resilient in the face of any economic downturn. In the financial crisis of 2007-2008, specialist wine shops saw a boom – and their numbers have continued to rise since then. As the UK endured an economic downturn, consumers increasingly focused their wine spend on take-home consumption, typically foregoing meals in restaurants and instead trading up to better quality wine and cooking at home.

As supermarkets disappoint serious wine lovers with dumbed-down offers in order to hit key price points, specialist merchants are becoming increasingly attractive destinations for wine lovers.

Rupert and Felicity Pritchett of Taurus Wines in Surrey raised ÂŁ275,000 in a crowd funding campaign. The investment means that the business, established in 2001, can move to bigger premises and also open a second branch. (The Wine Merchant, July 2017)

Kate Goodman of Reserve Wines has opened a fourth branch, at the Mackie Mayor building in Manchester’s Northern Quarter. As well as selling wines to take home, Kate is serving drinks on the premises, just as she does at her Altrincham Market branch. (The Wine Merchant, July 2017)

DISPLAY ADVERTISING & INSERTS Half and full-pages are available and will automatically be placed on a right-hand page unless otherwise requested.

Ads will generally be assigned the earliest available slot although the client may prefer to place the ad within a particular editorial feature. Back page slots are available at a premium rat.

Artwork for full page ads should be A4 with a 3mm bleed. Please supply in PDF format with crop marks. Half-page ads should be supplied as PDFs or JPEGs, measuring 190mm x 133mm (landscape). We are also happy to discuss other options, including one-third pages, eighthpages or bespoke sizes.

THE BEST DATABASE IN THE BUSINESS We base our circulation on a database of independents that is updated on an ongoing basis. Every week of the year we’re changing and expanding the list to take account of new openings, changes of ownership and any closures that may have occurred.

So we’re pretty sure we’ve got the most reliable database of independents that exists. You can take advantage of this with inserts – from small flyers and invitations right the way up to fullyfledged catalogues and price lists.

Your mailing can be tailored: for example, you might want to exclude Scottish stores, or to target shops in the north west. We can make this happen.

Not only do we work out cheaper than Royal Mail, but we minimise wasted mailings thanks to the quality of our list.

Supplements Supplements allow us to home in on a particular theme in more detail than we have room for in the magazine itself.

Each project that we work on has its own distinctive look and feel. Usually we team up with a client, typically a generic body, to agree a budget and a brief.

One tried and tested formula is to arrange a tasting of wines from a country or region, assemble a tasting panel of independent merchants, and feature their favourites in the supplement. But there are no hard-and-fast rules. Let’s be creative!

THE WINE MERCHANT.

The Wine Merchant

CHILE SUPPLEMENT

CALIFORNIA

COLLECTION 2017 Ribera del Duero Top 45 2017 a Wine Merchant magazine supplement

A WINE MERCHANT MAGAZINE PUBLICATION

GIN DIRECTORY OCTOBER 2017 distinguished distillers

bold botanicals

Producers perfect for independents

Foraging for fabulous flavours

recommended by retailers

creating a new craft

Gins that generate repeat sales

A brief history of the gin revolution

CLIENT AND READER TESTIMONIALS The Wine Merchant has attracted some very complimentary comments since its launch in 2012. But we would say that, wouldn’t we?

Rather than quote such comments in a media pack, and expect you to take them at face value, we would encourage anyone interested in working with us to do their own research.

• Contact a small number of specialist wine and spirits retailers and ask them which trade magazines they receive – and which ones they find most relevant and useful.

• Then ask them specifically about The Wine Merchant. Do they find the articles interesting? Is it a magazine that staff also like to read? Is it a good source of business ideas?

Does it give them a clearer idea of what suppliers can offer them?

If you’re happy with the answers you receive – and we’re fairly confident that you will be – we’d be delighted to discuss how we can work together.

We never try to “upsell” or to talk clients into a programme of activity that is disproportionate to their needs. We appreciate that marketing budgets need to be spent very carefully. Our rates are, we believe, the best value in the business and represent the most cost-effective way of maximising your exposure among independents.

THE WINE MERCHANT BULLETIN and bespoke emails We also have an e-mail newsletter, The Wine Merchant Bulletin.

Although at present we are not offering display advertising, the Bulletin is a useful way of communicating with independents in between publication dates. It can also reinforce other activity, for example inviting readers to sign up for trips and lunches that we organise.

In some cases we build this type of activity into your campaign. We’re also happy to discuss the option of using our Twitter feed to get your message out to independents, though we tend to regard this type of social media as a “safety net” rather than mainstream commercial activity.

Bespoke emails to our database are also possible. Please ask us for details.

Speciality spirits and beers Quality wine merchants recognise that their customers want more than just wine. In our 2018 reader survey, 66% of respondents said that speciality spirits were an important part of their sales mix, and 46% said the same about British craft beer. Cider, too, is having an impact.

The Wine Merchant has responded by increasing the amount of coverage we devote to these vibrant categories. Our new dedicated spirits section will appear from January 2019.

THE WINE MERCHANT.

focus on gin

An independent magaz

ine for independent

Pinkster Gin

Twisted Nose Gin

Produced in small batches outside

Distilled at the Winchester Distillery,

Cambridge, Pinkster is a premium gin

this small-batch gin combines 10

infused with raspberries. Real ones.

botanicals including local watercress

The ones that grow on bushes.

to create a spirit that is intense,

Deliciously dry, with just a hint of

retailers

Issue 61, August 2017

THIS MONTH 2 BACCHUS

fragrant and refreshing.

fruit and an exceptionally smooth

The pepper oils present in watercress

finish, Pinkster makes a refreshingly

act as a stimulant to the taste buds

different G&T. Especially when served

and add fresh herbaceous notes to the

with a sprig of fresh, well-spanked

gin, delivering a finely balanced spirit

mint.

that mixes superbly with tonic or as a

Pithily described by The Observer

base in cocktails. The Romans knew

as: “Minimal bottle. Maximum flavour.

watercress as Nasturtium, meaning

Artisan gin with raspberries. Yum.”

“twisted nose”, after which this award-

You give customers

wine.

But what about paint?

4 comings & GOINGS

New shops in Leicest er, Broughty Ferry and Heskin

8 tried & TESTED

winning gin is named.

Contact: 01763 849739

Contact: 01962 920290

orders@pinkstergin.com

gin@twistednose.co.uk

www.pinkstergin.com

for a tango and a punch-up

16 the wine centre

Aimee Davies of Aimee’s

Curio Rock Samphire Gin

Brighton Gin was named by the Sunday

Everything we do at Curio

Times as one of its top three gins of

is inspired by flavour. Our

2015 and won two silver medals at

four times distilled Rock

the 2015 International Wine & Spirit

Samphire Gin captures the

Competition. It also won a gold

light, fresh sea spray and

medal at the 2016 Spirits Business Gin

wild aromas of the Cornish

Masters and is the only spirit served

coast.

on board the British Airways i360.

Hand foraged on the

The handmade, small-batch gin is

local cliff tops, our rock

produced in Brighton, using organic

samphire gin is blended

British grain. Its botanicals include

with fragrant botanicals

juniper, peel of fresh oranges and

and

distilled

in

small

limes, locally grown coriander seed

batches, for exceptional quality and a delicately smooth gin. We

and milk thistle. Each bottle is filled,

recommend trying it neat with just ice and a garnish. Delicious.

wax-sealed and labelled by hand.

Ideal garnish is tonic, lots of ice and a slice of fresh orange!

Contact: 01273 448 092

Contact: 07980 943391

sales@brightongin.com

rubina@curiospiritscompany.co.uk

www.brightongin.com

The wine that’s ready

www.twistednose.co.uk

Brighton Gin

We’ve gone to Rhyl again for our summer holidays

Wine House in Bristol

Independents put faith in exclusive drinks lines A growing number of independent wine merchants are investin g in own-brand products.

Hove, has launched an exclusive beer range under the name Lost Pier which it believes has the potential to drive Retailers are produci wholesale business ng their own craft beer, as well as provide a focal point as well as gin and even for its retail trade. whisky, in a bid to Luvians in St Andrew improve margins and s has been celebrating create a genuine point of its 21st anniversary difference for their with the launch of a stores.

Scotch whisky and a gin, both Aimee’s Wine House made in collaboration in Bristol is the latest with local distillers. wine merchant to install There are plans to a microbrewery on the introduce new premises – a move that versions, with differen has already been made t recipes, every year and the busines

by The Grape & Grain s is in talks with local in Haywards Heath and brewers about the launch Mitchell’s in Sheffiel of a Luvians beer. d.

Quaff, which has branche s in Brighton and Full story: pages 12 to 15

www.curiospiritscompany.co.uk

THE WINE MERCHANT april 2017 43

£546m The combined turnover of UK specialist independents, based on the January 2018 reader survey

How a trip to New Zealan d transformed an Essex wine merchant

22 david williams

Are we maybe too fixated eggs and amphorae?

on

28 reader trip to abruzzo

Where Trebbiano is

actually pretty exciting stuff

34 reader trip to tejo

Why this corner of Portug al is perfect for independents

40 make a date

Looks like you’ll be

tasting a lot of wine in Septem ber

44 supplier Bulletin

Essential updates from agents and suppliers

ways we can work together The Wine Merchant can offer a range of creative options for sponsored editorial.

We don’t like the word “advertorial” or the connotations that go with it. Our readers are intelligent entrepreneurs and we work hard to treat them as such, with stimulating and constructive features.

READER TRIPS AND EVENTS We work with clients to organise trips to wine regions.

These typically involve up to eight merchants. We recruit attendees and then produce editorial based on interviews with the independents involved. In 2017 we went to regions of France, Italy, Austria and Portugal – there was even a trip to Western Australia.

We also organise The Wine Merchant Lunch on a regular basis, pouring wines from a selected country or region for a group of independent guests. Again, the feedback we get forms the basis of the article. Clients are given sight of copy and invited to make suggestions for amendments.

Masterclasses, round-table discussions and tastings are also part of our calendar.

cotes du rhone masterclass

Below: In 2017 we visited various wineries in Abruzzo and produced a four-page feature.

Everything you wanted to know about the Rhône … but were afraid to ask Wine writer and Rhône expert Matt Walls led a recent masterclass for Wine Merchant readers taking part in this year’s Côtes du Rhône retail promotion. Here are some of his words of wisdom …

T

he thing I love about the Rhône

is really that you get two regions

for the price of one. They’re both

defined by the river and share some grape

Tenuta Ulisse

Cataldi Madonna

Owner Gianfranco Ulisse impresses the group with his wine-themed tattoos but also with a line-up of wines that justifies the family company’s claim of adding a “contemporary spin to indigenous grapes”.

For many of us it is a first chance to taste single-varietal Cococciola, a white grape

native to Chieto province with a chalky grip and bracing freshness. But the stars

of the show come from the Nativae range: unfiltered, spontaneous-fermentation

wines made in cement tanks. The Pecorino, Trebbiano d’Abruzzo and Montepulciano d’Abruzzo all win admirers. “It’s what wine should taste like,” declares Rosamund Hall. “It goes to another level.”

It’s fair to say that Luigi Cataldi Madonna, a charismatic bass-voiced philosophy lecturer as well as a winemaker, has us captivated. On arrival he leads us on an

uphill trudge through a tangle of vines to get a better feel for the landscape in this corner of the Gran Sasso massif. It’s known as “the oven of Abruzzo”, and in the

varieties but in most other respects they’re really quite different.

The Southern Rhône makes 95% of

the wine. It’s quite a broad, flat expanse of

land with some gentle plateaux. The classic soil that you see is rounded pebbles or

wines”: unoaked Montepulciano and fresh, textured Pecorino. He’s keen to

A cantina sociale (or co-operative) established in 1958, now harnessing the efforts of

some 400 growers. Its impressive tower, once part of the winery but now a panoramic

tasting space with its own kitchen, offers the group a perfect wineland vista. To the east,

the Adriatic shimmers in the evening sunlight. To the west, we enjoy a clear view of the

Appenines that shield Abruzzo’s vineyards from the westerly weather.

The winery is having some success with its Charmat-method sparklers, based on

Cococciola. Its Pecorino and Montepulciano d’Abruzzo wines are already organic and next year Trebbiano d’Abruzzo will have that certification too.

This is the most visually impressive winery we encounter: a gleaming €5m

Contesa In the heart of Pescara province, Contesa’s vineyards are 250m above sea level and owner Rocco Pasetti is keen to explain that in this part of the region, production is typically on a smaller scale than in the rest of Abruzzo.

Chemicals aren’t welcome at Contesa, so a variety of natural processes are in place to protect

the vines from pests, disease and rising temperatures. It’s amazing what can be achieved with a little canopy management and some sexual confusion.

Oak is only used for Montepulciano d'Abruzzo, including Riservas that spend three years in

barrel and a further six months in the bottle.

Galasso This is winemaking on a grander scale: the business owns 180ha and produces 4m bottles a year, from entry-level fare to supermarket exclusives right the way through to a range

dedicated to specialist merchants.

In addition to the familiar Montepulciano d’Abruzzo, Trebbiano d’Abruzzo and Pecorino,

Galasso works with Sangiovese, Merlot, Cabernet Sauvignon, Cabernet Franc and Chardonnay.

THE WINE MERCHANT august 2017 30

Côtes du Rhône Villages Signargues

and the wines of the Southern Rhône are

Villa Medoro project that would be a winemaker’s dream anywhere in the world. The

company was originally part of a co-operative but went its own way 10 years

contributes blueberry, violet and earthy aromas.

Cinsault is really underrated. It’s a

regions in the world. Stylistically, because

estate and weighs in at 14% alcohol, though it tastes more like 12%, especially when drunk

Their Cerasuolo d’Abruzzo is made with the latest-ripening Montepulciano grapes on the

more of it as the climate gets hotter. It

It’s one of the oldest wine-producing

puddingstones. They’re quite emblematic

sisters are keen to send us away with.

Mourvèdre likes hot, sunny weather

and water and I think we’re going to see

wine.

We taste our only Malvasia of the trip, which is delicate but juicy, as well as a rounded

cool. It’s an excellent match for the local sausage, and also the candied almonds that the

tannins. It can be quite a dominant grape.

are 171 villages producing 1.5m hl of

transgender wine,” we are told.

Pecorino with lovely balancing acidity and a soft, rich, plummy Montepulciano d’Abruzzo.

Syrah provides colour, acidity and

the region is Côtes du Rhône. There

d’Abruzzo in a ratio of 85-15. “The best way to enjoy it is to think of it as a

the biggest in Italy. It was in use until 2005.

some Provencal herbs.

Forty-eight per cent of the wine from

show us Piè delle Vigne, a blend of white and red vinifications of Montepulciano

Alice and Roberta Pietrantonj represent the eighth generation to run the winery, which

plum or damson and you may also get

freshness.

The winery has worldwide admirers for what Luigi describes as “mountain

dates back to 1830. Its cellars are a delight, including a 360hl Slavonian oak barrel which is

strawberry sensation or it moves towards

fantastic grape variety with a lot of lift and

searing afternoon heat we can tell why.

Pietrantonj Cantina Frentana

can be quite subtle. You sometimes get a

of the Southern Rhône.

Twenty-one grape varieties are allowed,

almost always blends.

Grenache is the most important and

the most widely planted grape in the

Rhône. Although they’re considered to be big, strong wines, Grenache is sometimes called the Pinot of the South because it

it’s so big, it’s hard to generalise – it

depends on the soil, terroir and house

style. But what you tend to get with Côtes du Rhône is something that’s really easy to understand, and easy to drink, with generous fruit; very good value as

well. They tend to be a good choice for people who are beginning to

show an interest in wine, because

For Côtes du Rhône Villages, yields are

lower, there’s a bit more concentration and finesse generally.

There are now 20 communes classified

as Côtes du Rhône + Named Village. It’s

kind of like a training camp between Côtes du Rhône Villages and the Crus. If a village

has several producers that are consistently making good wine, and there appears to

be a stylistic consistency emerging, this is

the point they can apply to be put into this level. They can often be very good.

There is amazing value to be had in the

Rhône. There’s real variety of style, and

whatever you’re going to eat you will be

able to find some wine to go with it, and

the people and the wines tend to be authentic and

unpretentious.

Puymeras, part of the Côtes du Rhône Villages appellation

Register now for this year’s Côtes du Rhône promotion Taking part in this year’s Côtes du Rhône promotion is simple: visit www. rhoneindies.com to register and to get details of the extensive POS kit available to independents.

The pack includes aprons, corkscrews, a map of the region, postcards, a poster and

bunting – and a downloadable leaflet with advice on how to run a successful promotion.

Indies at the masterclass discussed a number of tactics that have reaped rewards in

previous promotions. Offering increased listings for Rhône wines, perhaps with enticing discounts, is one tried and tested approach. Another is a Rhône takeover of a dispensing machine, allowing customers to experience a range of styles they might not have tasted before. The idea of a prize draw for customers buying Rhône wines was also discussed.

As Matt Walls points out, November is a perfect time to host Rhône-themed tastings and

dinners as many winemakers from the region find themselves in the UK for trade events during that month.

TOP PRIZES TO BE WON Two great prizes will be awarded

by Inter Rhône to the retailers with the most creative, innovative and successful promotions.

1st prize Trip to the Rhône valley 2nd prize A Coravin Feature sponsored by Inter Rhône.

For more information about Côtes du Rhône wines visit the website at www.rhone-wines.com

they’re really consistent.

It’s also quite a good gateway for

people who are interested in New World

wines but are looking for something with a bit more history and detail.

THE WINE MERCHANT october 2017 30

THE WINE MERCHANT october 2017 31

ago in a quest for quality. Montepulciano d’Abruzzo was the starting point but

Montonico, Pecorino, Passerina and Trebbiano d’Abruzzo later appeared.

The company hopes all 100ha of its vineyards will be organic within five

years. Within 15 years, predicts owner Casto Marziani, most producers in Abruzzo will have followed suit.

Nicodemi The winery was founded in 1970 in what has been known, since 2003, as the

Colline Teramane DOCG. It’s now run by Alessandro and Elena Nicodemi, who focus exclusively on Montepulciano d’Abruzzo and Trebbiano d’Abruzzo.

We learn about the cleverly-engineered pergola system that’s used on the

organic estate, and how improvements have been made that have led to increased aromatic complexity and improved ripeness in the grapes.

One of the highlights is Notari Trebbiano d’Abruzzo DOC Superiore, which is

matured on its lees for six months and has a beautifully silky mouthfeel.

THE WINE MERCHANT august 2017 31

Above: we helped organise a Rhone masterclass for a group of independents as part of the region’s retailer promotion.

Carry me home

IN ASSOCIATION WITH Regional sales manager Philip Poulter joined Seckford Agencies in November 2016 and is busy selling to independent merchants and wholesalers alongside David Tilyard, Seckford’s long-established regional sales manager. Here they pick some highlights from their New World range. Seckford is thrilled to have been named IWC Small Agent of the Year 2017 and also IWC South African Specialist Merchant 2017.

Our durable jute bags create the ultimate brand power f or your business

T

imes are changing. Today’s

the additional revenue impulse purchases

a retail landscape that’s constantly

carriers (with dividers and strong quality

Purchase some of our in-house jute wine

more and can get more from

cotton padded handles!) and get them on

vying for their loyalty. Never before has

display today. They are a winner for your

there been such a need for businesses

business, and your profits, and you can

to adapt and find flexible approaches

trends and seamlessly tap into shoppers’

personalities. The popular “bag for life” is one tool that is helping businesses across the country achieve all three at once.

Until recently, the choice of bags

available from stock for small runs and

be sure customers will be carrying your industry, upselling (and advertising) couldn’t be easier!

WINE BAGS

fast turnaround has been limited. To

Many wine retailers forget how simple

that come with bespoke made bags, or

terms of upselling, for what is very minimal

stand out from the competition, retailers had to opt for the longer lead-times

alternatively, miss out. Now, with our

introduction of plain and printed jute bags especially made for the drinks

add-ons like wine bags and carriers can

have a big impact on sales, particularly in

outlay. Why offer one bottle when you can encourage customers to carry away six in

a reusable wine carrier that’s emblazoned with your brand name? The government ban on plastic carriers has certainly

influenced the reusable bag market, but what’s really amazing is how self-

conscious consumers have become about which

ones they carry. We’ve all seen branded tote bags scattered around the

British high street, but how many of us have

spotted branded wine bags, sturdy enough

to carry six bottles of

Withington Wines Nguni Malbec 2015 Darling, South Africa RRP £9.75-£10.75

New to Seckford Agencies. After much searching for the right Chilean winery, we’re delighted to offer the V9 capsule range from the esteemed Vina Ventisquero winery. This Sauvignon Blanc (and Cabernet Sauvignon 2016) will be available to buy from November.

Look out for it at SITT in Bristol on September 18 and in London on September 20.

can bring. So why not test them out?

consumers demand more, know

to promote their brand, stay ahead of

Vina Ventisquero V9 Sauvignon Blanc Reserva 2017 Casablanca Valley, Chile RRP £8.95-£9.95

branded wine bag for years to come.

BEER BAGS

Forge Mill Chenin Blanc 2016 Western Cape, South Africa RRP £7.50-£8.50

Get in touch with Seckford Agencies philip@seckfordagencies.co.uk 07766 491412 david@seckfordagencies.co.uk 07799 661859 Office number 01206 231188 info@seckfordagencies.co.uk www.seckfordagencies.co.uk Thorn-Clarke Shotfire Shiraz 2015 Barossa Valley, Australia RRP £17.25-£18.25

The new modern presentation features a stylised bellows on the label. Chenin Blanc is the perfect everyday variety that offers consumers uncomplicated quality.

Here the palate offers guava and gooseberry fruit flavours, balanced by crisp acidity to ensure a fresh and fruity style of wine. The 2015 Shiraz Cinsault will also be available in October with this new presentation.

Named in honour of the Nguni cattle (featured on the label) that graze the Darling region of South Africa, this latest release Malbec from Withington can be considered quite a rarity! In South Africa Malbec accounts for less than half a percent of the national vineyard, and with nine hectares planted in Darling Withington can boast four times the national average.

Shotfire Shiraz (the name a tribute to the mining history so prevalent in South Australia) is full bodied, accessible and broad-shouldered. It’s bursting with bramble fruit, Chinese five spice, cinnamon and crème de cassis. A full-throttle, completely assured offering from ThornClarke and a wine that really can only be from the Barossa Valley.

Trentham Estate Nebbiolo 2015 Murray-Darling, Australia RRP £12.95-£13.95

Murphy Vineyards Shiraz 2016 ‘Big Rivers’ Murray-Darling, Australia RRP £7.25-£8.25 We’re unveiling a new label presentation for both the Shiraz 2016 and Chardonnay 2017, which will be available to order from October this year. The new design is sure to create greater shelf and table presence.

On the palate, there’s an abundance of ripe plum and spiced damson fruit lifted by a vein of fine freshness and integrated tannins. Easily one of the best value wines in our portfolio.

An Australian Barolo!

Continuing the Murphy brothers’ desire for experimentation, and more approachable and elegant than its famous Italian cousin, this Nebbiolo from Trentham has the same tell-tale lightness in the glass, with notes of strawberry and cassis on the nose.

Utterly unique and captivating, it bridges the gap between New and Old World so well.

Don’t forget beer bags too! The craft beer market in the UK has exploded in recent years.

Reusable jute beer

carriers are a natural

tie-in with the whole ethos of “craft”

itself and

they are helping businesses across the

UK inspire customer loyalty and increase

Lemberg ‘Lady’ 2014 Tulbagh, South Africa RRP £12.95-£13.95

Rust en Vrede Estate Vineyards Cabernet Sauvignon 2014 Stellenbosch, South Africa RRP £21.25-£22.25

Bird in Hand Sparkling Rosé Pinot Noir 2017 Adelaide Hills, Australia RRP £14.95-£15.95

John Forrest Collection Bannockburn Pinot Noir 2012 Central Otago, New Zealand RRP £27.50-£28.50

Waipara Springs Sauvignon Blanc 2015 Waipara, New Zealand RRP £12.95-£13.95

Stanley Estate Single Vineyard Reserve Chardonnay 2015 Awatere Valley, New Zealand RRP £19.35 (on offer at £15.95)

A blend of Viognier, Semillon, Harslevelu and Sauvignon. The wine’s palate weight and rich mouthfeel strike a wonderful balance which is completely unique.

This is a stunning, ageworthy white Rhônestyled wine from one of Tulbagh’s greatest exponents.

Rust en Vrede are Cabernet Sauvignon specialists. This example is elegant and refined, yet at the same time brooding and firm. Such purity and detail … this is stunning Stellenbosch Cabernet with its roots in the Old World. Jean Englebrecht’s Helderberg estate has a 300-year-old heritage and this wine has the potential to age in the bottle for another 10 to 15 years.

Made by Kym Milne MW, the consultant behind Rustenberg wines, this is gently sparkling and full of soft strawberry and red cherry flavours. There is a beautiful rounded and creamy nature to the mouthfeel and just a touch of richness to balance the vibrant freshness. It gives many a European sparkling wine a good run!

Hand harvested from a five-hectare vineyard, offering natural frost and wind protection, allowing late autumn ripening and crafted only in the best vintages.

The wine offers heady aromas of blackberries, with a touch of dried herbs. Quite broad, full and round with sweet flavours of blackberry and cassis, underpinned with earthy notes. Silky tannins finish off this beautifully balanced, powerfully structured wine.

Aromas of passion fruit, nettle and capsicum dominate the nose; the aromas flow through to the bright palate. The 10% barrel fermentation adds texture. Salivating acidity couples with chalky minerality, bringing depth to the palate. The age of the vines (24 years) makes for a wine that is concentrated and textural, making it the perfect accompaniment to any food choice.

This is a concentrated, weighty Chardonnay with nutty, white peach and white chocolate flavours, showing mineral elements from a single vineyard, handharvested from 14-yearold vines. Only older oak was used for 10 months’ ageing. Even better, it’s on offer for September with an RRP of £15.95: speak to the Seckford team for details.

sales. If you sell craft beer, why not try offers like buy six, get a FREE bag, or

spend this amount and get a FREE one

too, or simply sell them by the till. When

you offer “bags for life” you’re guaranteed

THE WINE MERCHANT september 2017 32

reusable and eco-friendly bags that are

THE WINE MERCHANT september 2017 33

doing their bit for the environment and your bottom line.

English sparkling wine

for example? It’s a simple way to promote your

brand, and capitalise on

For more information: bagsforlife.com

wbc.co.uk/products/bags

08000 85 85 95

THE WINE MERCHANT MAY 2017 28

The French connection for independents Sponsored feature

Famille Helfrich offers an unrivalled portfolio from its properties all across France, which it consolidates on a single pallet for its growing band of independent customers. UK on-trade and indies sales director Chris Davies highlights the reasons why working with this dynamic family business makes perfect sense for indies

Above: Part of a regular series of sponsored editorials for WBC.

B We’re a family business

C Producer not agent!

Joseph Helfrich started Les Grands

This is the most common misconception

He established good relationships

try and rectify that.

Chais de France in 1979 with 5,000

francs, and is still at the helm today.

with many growers early on and was

probably the first in France to offer 25-

year contracts. It’s still about the people

with Joseph, which is why many of those families are still our partners today.

He was innovative in other ways:

being the first in France to put a varietal

Top right: We work with several suppliers on features that highlight 12 notable wines from their portfolio, with commentary about each selection.

on the label, experimenting with

bottle shapes and moving away from traditional-style French labels.

I’ve never known a family that works

people have when discussing our

business and here is our opportunity to First and foremost we are a

winemaking business owning 40

properties (2,641ha of vines) across France, with over 30% of our total

workforce out in the vineyards each

succeed. We’re all about quality wines which over-deliver on price, and there is

work in a sector where people still buy from people. Our exclusive on-trade

flexible ordering. Given the stock is held in France, the turnaround time and

our channel under the name “Famille

over 700 wines, ring-fenced to protect

team who know our business, and are focused on mutual growth and profit.”

logistic platform means that we act

as a negociant for many other smaller

domaines and premium châteaux – for

example Château Laroque in St Emilion.

E Alsace to Aude

vinification site in each of those regions.

Our 40 properties are one aspect of

the picture, but we have two other key

Laure continuing their father’s vision.

Firstly, our long-term relationships with

generation with Frederic and Anne-

and ultimately results in delists!

brands such as Les Vignerons and

D Three in one

so hard together to reach a common

goal, and we are now seeing the next

it at a supermarket. That’s really not

Parlez Vous. Finally, our reputation and

to source great wine for our successful

We produce wine in Bordeaux,

the vineyard.

elements that give us the diversity and

flexibility required to supply the market.

Languedoc, Rhône, Burgundy, Loire,

Alsace and even Jura with at least one

THE WINEMAKER FILES ~ ´ Vignoni, Vina Andres Cobos, Argentina

what we’re about as it doesn’t build

relationships, it only causes bad feeling

“Famille Helfrich are almost unrecognisable from the company of old. The

relationships; we are lucky enough to

no shortage of these wines in their extensive portfolio.

and independent portfolio consists of

accuracy is impressive – a lot of UK agents could learn a thing or two. Whether it

Business has always been about

G One stop We consolidate our range of wines at

regions. It’s all about the terroir for

minimum order being 240 bottles.

to maintain the connection with the

terroir and of course the people in those Joseph, not the facade.

As an example, when we acquired

Château de Cleray in the Loire, Joseph was the only suitor that asked then

owner Pierre-Jean Sauvion to see the vineyard first.

It’s a testament to the relationship

there, making the wine at his château as

part of our group; part of a wider family.

F Segmentation is key

When we first started working with

the independent sector, segmentation was highlighted to me as the number one issue. The common theme was that brand owners would use the

sector to build their brand value to

independent-focused UK team have a real understanding of what indies need to

“As an independent wholesaler, channel management is vital, along with

be volume movers or fine Bordeaux, the range is immense. All this run by a small John Chapman, The Oxford Wine Company

Helfrich”.

As a specialist it’s important for us

that 10 years later Pierre-Jean is still

Opposite: We’ve run a number of sponsored editorials, such as this one for Famille Helfrich, designed to introduce a supplier that may be under the radar of many retailers.

‘Turnaround time and accuracy impressive’

other family-owned growers enables us

morning. When working with Famille

Helfrich you are working directly with

Don’t just take our word for it …

the head office in Alsace and these can be ordered on mixed pallets with the

If you wanted to experiment with a

new appellation or wine it’s as simple as adding a case to your order. From house wines to Grand Cru Gewurtztraminer,

from ex-cellar to duty-paid, you can mix and match to suit your requirements.

‘The wines invariably over-deliver on price’ “The Famille Helfrich portfolio offers exceptional value and quality, the wines are always well packaged and with the UK consumer in mind. They invariably overdeliver on price. The ability to group wines from all over France (and now Chile) and top up with some aged Bordeaux makes working with Famille Helfrich an easy option.”

Sam Howard, HarperWells, Norwich

‘An interesting and exciting portfolio’ “We have worked with Famille Helfrich for a number of years and have always found the portfolio interesting and exciting – from fantastic value easy-drinking wines to varied and quirky parcels from some of France’s lesser-known regions.

The staff are all passionate and focused, and able to look at the market and react to provide things you just might never have considered.”

Stuart Shenton, House of Townend

Make contact today: Email Chris Davies: cdavies@lgcf.fr 07789 008540 @FamilleHelfrich

@family_helfrich_gcf_wines

then chase the volume ticket and list

THE WINE MERCHANT october 2017 26

THE WINE MERCHANT october 2017 27

THE WINEMAKER FILES

´ heads the winemaking team at this Paul Hobbs-owned winery Andres in Mendoza. He’s proud of the Felino range, which offers freshness and fruity expression across its range of three varietals

I grew up in a family of farmers. My grandparents were born in Piemonte in Italy and

they came here escaping from the war. Once they were in Mendoza they started growing some grapes and my grandpa built a winery with his bare hands. My father and aunt

continued the tradition. So basically I grew up in a family of vintners and from the very beginning I was learning without knowing I was learning. It was just part of life.

I think that wine is very influenced by the manners of the society it comes from. For example in New Zealand I learned a lot about how not to get stressed when something goes wrong in the winery – they are very quiet and peaceful people. They have a very

good philosophy in the way they treat people. In Italy it was like going back in time and watching my grandfather; an amazing experience, one of the best in my life. California

Felino Cabernet Sauvignon RRP £14.99 “We’re trying to really show the potential of Cabernet in Argentina.

It’s 60% from Luján de Cuyo and 40% from Valle de Uco. It’s aged for nine to 10 months in oak. It’s a very focused wine that really speaks about what’s happening in Mendoza.”

was a beautiful mix of all the traditions but also the scientific arts – they are very logical people. And everything works properly, so you’re very focused on the vineyard rather than the winery.

I was in love with Viña Cobos wines before working here. They’re the kinds of wines I like to make. It’s a very small project in terms of size but a large project in terms of

projection and obviously in quality. The work in the vineyard is amazing – each one is

controlled block by block. The knowledge about how to grow grapes in a sustainable way, and using the terroir to make unique and elegant wines, is something that’s very hard for team of just 35, from the people who prune to the president of the company.

Viña Cobos continues changing. Paul is a very active person and so are the team. Paul is our mentor and is pushing us to discover and try new things and also encouraging us to

have new ideas. We are building a new facility just behind our old facility to work better

with our development project with smaller tanks, and also to work in a more comfortable atmosphere. We’re also developing new vineyards in Valle de Uco and Luján de Cuyo.

Felino tries to show the purity of the fruit from both valleys. We’re very gentle with the oak treatment and try to keep all the fruit in the nose, making it very energetic and

very fresh in the palate and as easy as possible to pair with food. It’s a very approachable wine for all types of drinkers, young and old.

The UK is a very nice market for a winemaker because you can find all the wines in the world there. The independent market is beautiful because the only thing you speak about is the wine – not labels, not history. It’s very impressive.

Feature sponsored by Alliance Wine www.alliancewine.com

THE WINE MERCHANT september 2017 24

Felino Malbec RRP £14.99 “In 2015 Paul was really enthusiastic about this new style, which keeps the fruit character better and also the energy. It makes the wine more drinkable and representative of its terroir. We’re finding more acidity and more focus in the palate.”

Felino Chardonnay RRP £14.99 “It’s a wine that has changed a lot over the years. It’s crisper and the fruit appears fresher.

We’re allowing a little malic acid to make the texture different as well.

It has beautiful acidity and the buttery hints make it rounder and more drinkable.”

The independent wine trade is all about personalities and stories.

Our popular feature, The Winemaker Files, allows the character of wine producers to really shine through.

We prefer to base these articles on face-to-face conversations but they can work via telephone or Skype.

The feature is faithful to the words of the winemaker but the client gets the chance to make amendments prior to press.

the wine merchant top 100 The Wine Merchant Top 100 is the only competition that’s devoted entirely to wines exclusive to the independent trade – and which is judged by independents themselves.

Now in its sixth year, the competition is open to all UK-based importers. The winning wines are showcased in a tasting at the London Wine Fair and featured in a special supplement, sent out to all readers of The Wine Merchant.

Winners supplement 2017

We start the call for entries at the beginning of the year and assemble our judging panel in the early spring – keep an eye on our website (www. winemerchanttop100.com) for more details, and for information about the judges for 2019.

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