SOUTH AFRICA ROUND TABLE
MEET THE PANELISTS Chris Racey, Mumbles Fine Wines, south Wales
The Mumbles South Africa range currently has around 70 SKUs but is “growing all the time”, Chris says. “We’re constantly looking for new expressions from the country.”
Aimee Davies, Aimee’s Wine House, Bristol
“We sell quite a lot of South African red,” says Aimee. “We have a good mix of entry-level Chenin Blanc, and South African Sauvignon Blanc goes very well for us.”
Penny Edwards, Cellar Door Wines, St Albans
“Our range is quite South Africa heavy,” says Penny. “At any one time we have about 150. The range is continuously expanding at all price points and among all grape varieties.”
Jason Millar, Theatre of Wine, London
Space constraints keep the South African range fairly compact. “We rotate the wines quite regularly,” says Jason. “We have lots of producers and move wines in and out to keep it dynamic.”
Alan Irvine, The Scottish Gantry, Stirling and Milngavie “We have about 14 SKUs, so not a massive holding,” says Alan, “but it’s equal to the representation from other countries. We’ve seen an increase in sales of reds rather than whites.”
Daniel Grigg, Museum Wines, Blandford Forum
South Africa accounts for 75% of Museum’s business. “For retail we have over 200 wines from South Africa,” says Daniel. “Our agency portfolio represents 15 farms in the UK.”
Erik Laan, The Vineking, Surrey
The business typically carries upwards of 40 South African lines across a variety of price points. “South Africa for us is very, very exciting and has been, I think, for the last 15 years,” says Erik.
Chris Racey: “I’m a big fan of South Africa and have been
travelling there for many years. We are 38% up on South Africa year on year.
“A lot of effort has gone into it. I don’t think it’s customer
driven, it’s more by the team who promote it in store.
“We have had given it a bit more shelf space and run regular
offers. The uptake has been very positive and we get repeat custom.
“We sell a lot of entry-level stuff as South Africa is good value,
but I think the terroir-driven wines are starting to express
themselves as opposed to the more generic varietals. The estates
that are more cognisant of terroir and its role in the final bottling are succeeding more than those who have their heads in the sand.”
Penny Edwards: “I am southern African and have family in
South Africa, and lots of friends who are winemakers or work in the wine trade, so I have made an extra effort over the past two
years to increase my range and push South African wine on social media and in store. Our uplift has been quite significant.”
Alan Irvine: “If you have customers who’ve visited South Africa, been in the vineyards or have family out there, that is a key part to your selling.
“We’ve brought in wines that cover broad bases in terms of
styles and price points and they all move equally well. Probably the mid-range, at around £15 to £20 a bottle, sells best. I would
say our growth is in line with the [overall 28% export increase] figure and it’s driven by various things.”
Daniel Grigg: “I think it’s the best value wine in the world. The New Zealand Sauvignon Blanc we were selling to pubs at £7.50
is now nine pounds something and it’s not any better. All of our trade accounts have switched to a South African. They’re still paying £7.50 and they’ve got a better wine.
“Similarly, Provence rosé is not as good value as it was and
South Africa is one of the few countries outside of France where
they have figured out that people want a pale pink rosé with just 12% alcohol. The South Africans are tapping into that.
THE WINE MERCHANT may 2022 30
