Serious wine importers say “we don’t go to large trade fairs – waste of time!

8 04 2009

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Recent large trade fairs such as ProWein and Vinitaly are great places to visit if, according to The Tasting Note “you make poor wine or you are a large producer with a fat wallet “There are a lot of big, fancy stands at Vinitaly. Some are there because the wines are crap and they think that by putting on a big show, people will come to them. Others are big because their wines are brilliant, they have made a lot of money and they can afford to put on a big, professional looking display“.

My experience of attending large wine trade fairs ranges from – great place to go for free drinks and food in my younger years to not such a great place for playing hide and seek with small boutique wineries. Nowadays, I find large trade fairs tiring, time consuming, expensive, stressful and highly impersonal and consequently, generally tend to stay clear of them.workshop-casa-gran

Fortunately for the small to medium sized boutique winery there now exists a host of small, stress free, highly personalised events for wineries to get to know small to medium sized serious wine buyers. By small to medium sized buyers I mean they would be looking to order 1-2 pallets a year.

One such event is the Wine Pleasures Workshop Buyer meets Italian Cellar coming up in May (18 – 20) at the Villa Pace Park Hotel Bolognese in Treviso where producers schedule pre-arranged meetings with carefully selected buyers so that when the event begins both have a schedule of mutually agreed meetings.

RMB Associates, buyers for both the US and Canadian market clearly found what they were looking for at a recent Wine Pleasures Workshop.

C & J Fine Wines based in Manchester  look set to participate in the Italian workshop and are specifically looking out for a Pinot Grigio wine.

Neither companies of course attended Vinitaly or will be attending London Wine.

Here are some buyer comments given in recent interviews comparing the workshop methodology to a large trade fair:

Highly personalised allowing you to make personal relationships with the winemakers – not just taste the wines

You spend a lot of time with the wineries – you dine with them, see them in the hotel, have a laugh with them and of course meet them and get the opportunity to taste their wines several times over two days

It’s a cost effective way of making purchase decisions – we don’t go to large trade fairs – waste of time!

At trade fairs there is not enough time to get to know the people, just taste the wines. At the workshop you get to know the people, which is important if we are to sell their wines.

Another interesting boutique wine event coming up for wine buyers, again in Italy in June is Terroir Vino 2009. Not just any winery can participate in this event. Wineries must first get into a quality circle by having their wines tasted by a panel – if the quality is good then they are in and able to participate in Terroir Vino. Date for this event is Monday 15 June.

Small wine producers and small wine importers do look out for the small boutique events for export/purchase opportunities. They should certainly prove to be an effective alternative to the large trade fair circuit.

I’d like to end with a quote from a wine importer based in Belgium but buying not only for the Belgium market but also, France, Luxembourg and Switzerland:

“It is to my opinion the better way to make assessed purchase decisions. Properly organised workshops with screened buyers and producers that are away from the fairs for the masses allow for time to discuss actual business rather then uselessly shaking hands and putting up smiles. A much more competence oriented way of doing business in a relaxed and convivial but professional atmosphere”. Gusto World by Creative.

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It’s Simply Red for Chris & Jorge at Wine Pleasures

23 03 2009

Ex Simply Red drummer, Chris Joyce together with Jorge Chenea participated in the Wine Pleasures Reverse Trade Mission last week. On their last day they were able to visit La LLacuna and sample some of the local cured meats – fuet, butifarra blanca etc aswell as the tasty alberquina olive variety. C & J Fine Wines are now looking for a Pinot Grigio and will therefore be heading out to Treviso, Italy for the Wine Pleasures Workshop Buyer meets Italian Cellar this May.





Yonaton Rochfeld el “Ferran Adría” de Israel y co-dueño del Restaurante Herbert Samuel, Tel Aviv viajará a España para participar en los Wine Pleasures Workshops

9 03 2009

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Wine Pleasures WorkshopLos próximos días 15 al 17 se celebrará en el Hotel Subur Maritim situ Sitges (Barcelona) la 5ª edición del Wine Pleasures Workshop Buyer meets Spanish Cellar. Este año participarán 35 compradores representando 27 empresas importadoras.

A diferencia de otras Ferias de vino el comprador no viene con “todo pagado” El comprador  financia el coste de su viaje así como una cuota de inscripción. Así la bodega participante esta asegurada de mantener entrevistas útiles y productivas con los compradores.

Algunos de los compradores inscritos son los siguientes: Hacarem Spirits (Israel), Distribuidora de la Peña (Costa Rica y Honduras), Sevenoaks Wines (Singapur), C & J Fine Wines (Manchester), Coriental (El Salvador), Vinos y Tapas (Alemania), Les Champs Ensoleillés (Québec), Casa de Vinos (New York), RMB Associates (Georgia), Petre Spassov (Bulgaria), Esprit Agencies (Ontario), Cappa Vin (Dinamarca), Rui You Lin International (China), Casa Leal (Inglaterra), Janton (Polonia), Esprit du Monde (California), Top Selection (London), AMV  Difusion (EEUU), 71 Vintage (Francia), Vin Kompagniet (Dinamarca), La Cave Club de Vinos (México), Props Holding (Dinamarca), Omniwines Distributing (New York), Rindchen’s Weinkontor (Alemania)…………

Por lo general se puede concluir que existe poco interés por parte de las bodegas españolas en exportar sus vinos mediante el Wine Pleasures Workshop lo cuál es una excelente noticia para aquellas bodegas  que han invertido en el evento y la metodología. Cabe destacar el alto interés  por año consecutivo, que ha habidito por parte de las bodegas de la Comunidad de Valencia (DO Alicante, DO Valencia y DO Utiel – Requena)

Las bodegas inscritas incluyen Solira 2002 (Ribera del Duero), Wine Pleasures WorkshopsBodegas Tintoralba (Almansa), La Casa de las Vides (Valencia), Las Cepas (Rioja), Exopto Wine Cellar (Rioja), Vinos de Alborea (Manchuela), Casa Sicilia (Alicante), Maset (Cava), Bodegas Ortiz (Ribera del Guadiana), Coop Terra Alta (Terra Alta), Chozas Carrascal (Utiel – Requena y Cava), Cellers de l’Arboç (Penedès), Vinyes dels Aspres (Empordà), Celler Cedo Anguera (Montsant), Bodegas Roqueta (Pla de Bages), Bodega Santa Catalina (Alicante), Bodegas Señorio de Bocos (Ribera del Duero), Vera de Estenas (Utiel – Requena), Castelo de Medina (Rueda), Montau de Sadurni (Penedès), Pago Casa Gran (Valencia), Maetierra Dominum (Rioja), J.Miquel Jané (Penedès), Ayles Estate (Carinena)…………..

Wine Pleasures WorkshopA diferencia de Ferias de servir vino, el Wine Pleasures Workshop permite que tanto la bodega como el comprador se benefician de la posibilidad de establecer una comunicación previa al evento con la finalidad de concertar entrevistas de mutuo acuerdo. Así tanto la bodega y el comprador tiene parte de su agenda de entrevistas ya hecha con antelación. El resto de las entrevistas se pactan cara a cara durante la cata de vinos el primer día del workshop.

Programa de Seminarios en el Workshop

Rayan Opaz at Wine Pleasures WorkshopEl reconocido blogger y especialista en vino español Ryan Opaz abrirá la 5ª edición del WP Workshop Buyer meets Spanish Cellar. Ryan Opaz, considerado uno de los mejores conocedores americanos de la Red Social (Internet 2.0), participará en el WP Workshop en los seminarios “Cómo conseguir nuevo clientes y fidelizar a los que ya lo son con el web 2.0”  

El lunes 17 de 09.00 a 10.00 Ryan Opaz impartirá un seminario para las bodegas participantes en el Workshop: Blogging para Bodegas. Cabe destacar que de más de las 5,000 bodegas en España sólo una docena tiene un blog – una estadística que esperemos cambiará después del Wine Pleasures Workshops 2009.

Comidas y Cenas

Wine Pleasures Reverse Trade MissionLas posibilidades de reunirse con los importadores, se extienden más allá del espacio del workshop, con los numerosos eventos que tienen lugar cada día. Desde la cata de vinos el primer día hasta las siempre populares comidas y cenas con los demás bodegueros y los compradores, todos los participantes encontrarán algo que les resulte interesante.

Wine Pleasures International Organic Workshop (17 al 19 de marzo)

22 compradores, muchos de ellos viajarán expresamente para conocer la oferta de vinos ecológicos de España participarán en este workshop que, como el nombre lo indica ofrece al comprador conocer vinos ecológicos de varios países. De España sólo participarán las bodegas Los Pinos (Valencia) y Las Cepas (Rioja). 8 bodegas italianos viajarán a España para exportar sus vinos más 3 de Francia.

Misión Inversa para Importadores de Vino

15 empresas que participan tanto en el Buyer meets Cellar como en el International Organic Workshop participarán en la 3ª Misión Comercial a España (15 al 22 de marzo). 

Del 19 al 22 visitarán varias denominaciones de origen. El programa de visitas está aún por determinar pero se espera, por cercanía que hay interés de bodegas en las Denominaciones de Origen siguientes: Penedès, Cava, Terra Alta, Utiel-Requena y Valencia, es decir a zonas con bodegas participantes en el workshop.

Wine Pleasures Workshop: Buyer meets Italian Cellar

A sugerencia de bodegas italianas particpantes en el Wine Pleasures Wine Pleasures WorkshopInternational Organic Workshop 2008, llevarémos a cabo la 1ª edición del Buyer meets Cellar para bodegas de Italia los próximos días 18 – 20 de mayo en la cuidad de Treviso (Veneto)

 Wine Plesaures Workshops 2010

Para 2010 Wine Pleasures tiene previsto celebrar el International Organic Workshop en Italia y para el Wine Pleasures Workshop Buyer meets Spanish Workshop y dado el alto interés de bodegas portuguesas en exportar su s vinos se está estudiando incorporar vinos de Portugal en el Workshop – Buyer meets Iberian Cellar? Lugar de celebración en la Comunidad de Valencia?

 Más información: Wine Pleasures