What U.S. Retailers Are Looking for and How to Pitch Them

On a daily basis, a wine and liquor retailer/wholesaler must manage a litany of items. Among those things is a slew of requests from a large number of winemakers who are eager to get their offerings on store shelves. When making a pitch to them, its important for a representative to be focused and respectful of the retailers time. Also vital is the ability to make a brand stand out from the rest in a crowded U.S. market.  

Meet the Retailers Needs

One of the most important themes in any sales pitch? Authenticity.  Retailers will be looking for an authentic story that tells of provenance. Theyll pass this along to the customers to help improve a brands identity. Ben von Doussa, USA Market Entry Manager for Wine Australia, likes to remind winemakers that every year the TTB approves a whopping 180,000 to 200,000 SKUs for wine and spirits in the United States. Because of this, a sales pitch must be incredibly compelling in order to garner any attention.

Wine Australias vision, going forward, is for Australia to be recognized as the worlds pre-eminent wine-producing company.Another key to standing out in the U.S. market is to focus on what makes Australian fine wines special when compared to other countries. Discussion of the diverse, unique regionality and superior terroirs found throughout Australia, as well as the skilled and innovative people behind the wine, helps to set Aussie wines apart from those made by other wine-producing hard hitters. The exciting thing about this? Its exactly what U.S. retailers are currently looking for. They want luxury wine offerings with a story and a sense of provenance behind them. Moving forward with this information in hand, Wine Australia is confident that Aussie wines have the capacity to be recognized as the best in the world.

What do U.S. retailers want from the New Australia? Listening to the needs of retailers is important and when von Doussa contacted them to talk specifics, they expressed excitement about the potential of new offerings to revitalize the Australian wine category. There have been approximately 50 Australian brands competing for an ever-shrinking amount of American shelf space over the past years. Retailers are looking for something new to attract customersattention.  

The story of origin is critically important in these new brands. Wine consumers want to purchase wine with a sense of place. As they open a bottle over dinner with friends, they want to be able to discuss where the grapes were grown, the purity of the water used to grow them and the growing conditions that make that region different from the rest.

Authenticity is also a significant factor to consider. When entry-level brands flooded into the U.S. wine market, it resulted in damage to the overall image of the Australian wine industry among American consumers. Retailers decided that most Australian brands werent able to deliver the kind of quality-to-price ratio that they needed. Margins matter, and representatives must demonstrate that offerings from the Australian category are capable of delivering the margins seen by other segments such as California or Europe. Its no longer acceptable for fine Australian wines to be perceived as an entry-level product.

In forming a sales pitch, there should be three areas of focus. Lead with all the specifics that make a wine unique. Media ratings from third-party sources like Wine Spectator are highly valued in the U.S. market. In addition to this, provenance, authenticity and a wines extraordinary value through luxury price points will help build a story that retailers want to hear. U.S. retailers are very motivated by driving margin, especially with the online competition that exists in the wine market. To top off the triad of sales pitch organization, offering regional exclusives is an excellent strategy to help build a relationship with various retailers.

Know the Customer

As wine representatives pitch various retailers, their presentation should vary according to the needs of each individual business. These needs are defined by the shopping behaviors of the customer base of that retailer. For instance, warehouse club Costco is perhaps the holy grail of accounts for wine brands. This is because they move a high volume of product, selling it to customers who arent concerned with price point and make wine purchases based on reviews and ratings. This differentiates Costco from other clubs such as BJs and Sams. They cater to a customer base that is primarily motivated by price point and is looking for cost-effective wine options.

Apart from Costco, stores with specialty wine programs should be another area of intense focus for winemakers and their representatives. Places like Earth Fare and Wegmans cater to wine-centric customers who love having a good story behind their wine. Customers who frequent specialty wine shops spend lots of time researching online ratings and are drawn to great quality wine with attractive packaging.

Grocery chains can prove to be a tough nut to crack for luxury wine brands, but ignoring them is a grave error. Brands that can break into a grocery store such as Kroger or Publix at a luxury price point will enjoy the ability to move a large amount of product. Grocery stores want quality wine and are happy to provide a selection for their customers who are looking for a higher price point. However, the current selection of Aussie wines being presented at most grocery stores is being sold as entry-level, low-cost offerings. Grocery stores run in contrast with the drug store wine market in the U.S., where customers are primarily motivated by a wines price point and packaging and are typically shopping for the lowest-priced products. These are not the best choice to focus on for sales.

Independent wine retailers such as Sherry-Lehman and Binnys in Chicago provide a market where price point is not an issue for the clientele. These kinds of retailers sell to a customer that is focused on ratings, as well as a wines story. Before making a choice, these customers need to know where their wine is from, how it was made and what makes it different from the brand sitting directly next to it on the shelf.  

As years go by, more and more of the wine market is playing out on the internet. Sites such as Wine.com and WTSO cater to customers who do intensive research before making a wine purchase. Ratings play heavily with these customers, and they are interested to know the story behind any brand they consider buying. Price point is not a leading priority for online wine customers.

Wine and liquor chains with multiple locations such as ABC or Apple Jack function similarly to specialty grocery stores. They market wine by placing a spotlight on ratings and the story. Attractive packaging also works to garner the attention of customers in these stores. Small mom and pop stores cater to customers who are primarily focused on ratings and packaging. Although the price point isnt a big concern, mom and pop stores can prove to be challenging due to low-volume sales. A supplier will need to cover extensive ground to reach substantial numbers with independent retail stores.

Success in the U.S. wine market truly comes down to research and preparation. Price points are best determined by looking at the competition. Winemakers and their representatives must have a unique, compelling story preparedone that makes the retailer and the customer feel a connection with a given brand. Representatives must arrive at each store with an understanding of what aspects of wine purchasing are important to that specific customer base. Keeping these things in mind will greatly increase a brands chances of edging out the international competition in the teeming and ever-changing U.S. market.    

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Cantine Italia

About Cantine Italia:

A 100% Italian winery that comes from a history and experience arising from throughout the country.

High quality and great wines are therefore synonymous with convivial moments of great taste, happiness, and harmony.

Cantine Italia’s wines are the result of careful selections that took place over the course of years of improvements but respecting the variety tradition. Obviously, they’re contained their choice to the most popular wines, the most successful ones or where they get more consensus, in any case, Their list is constantly updated and every year they add new products. Their website and their sales executives are available for further information.

They are a modern Italian winery that, with its founders, has strong roots in the Italian wine culture.

Cantine Italia’s wines come only from grapes of their possessions or selected associated exclusively on Italian territory. The strict quality controls they are subjected to their wines during all processing stages provide high-level results.

They aim to bring to the attention of a growing number of admirers in the world one of the main Italian products: WINE.

Italy since the times of the ancient Romans produced different varieties of so-called “Nectar of the Gods”, after more than two thousand years the difference can be described in three variables: quality, quantity, and variety.

Then as now proud Italian Winemakers, without any distinction of latitude, they offer excellent products  Cantine Italia, want to increase the number of fans in the world, with their brands, the culture of Italian wine and the incredible variety of wine products that the whole world envies them.

Where to buy:

Their products are available in many countries (Italy, Germany, Poland, England, Spain, China, and USA); you can buy them from wine shops, supermarket, and restaurants or online through our website, Amazon or Ebay.

Cantine Italia’s Brands:

Sansemio, Casa Ducale and Feudi Regina identify their wines families with different product features.

Sansemio represents the range of wines with high market impact.

Casa Ducale identifies important wines from areas with great traditions and that are rich in history and culture.

Feudi Regina is our top of the range. Carefully selected wines, with an unmistakable bouquet, subject to strict disciplinary rules to guarantee the quality and value for customers.

Cabernet Veneto IGT

Cabernet Veneto IGT is produced by Cabernet grapes (80% Cabernet Sauvignon and 20% Cabernet Franc) grown in the Veneto region, Cabernet represents the most widespread species in the world in the family of Vitis Vinfera. Veneto is a region in Italy  North East side, famous for the worldwide knew city of Venice, it is an area with fertile soil and favourable climate, sheltered from the cold north winds by the Alps mountains chain and mitigated by the close presence of Adriatic Sea as also of several lakes.

Cabernet vines grow in Veneto arranged in Guyot or pergola style with a typical yield of around 130-140 quintals per hectare. Vinified in red after the harvest (late September/early October) with an 8-to 10-day maceration at controlled temperature. The result is a pleasant wine, able to accompany every kind of meal, soft and from the smooth tannins, with a garnet red lit and bright colour, with purple hues.

Dry, soft and harmonious is full of wine fragrances  with notes of herbs and fresh fruit.

 

Dolcetto del Monferrato DOC

Dolcetto del Monferrato DOC Dolcetto is a black grape that evolved in Piedmont, grown exclusively in this region where he found his ideal habitat in the Langhe territory and in the South of Piedmont.

It is a red wine, with hints of fruit, full and enveloping, with a tasty structure rich in tannins, to the palate is velvety and pleasantly drinkable.

It’s an intense red wine that goes well with any dish.

 

 

Moscato Spumante Dolce

Moscato Spumante Dolce (Sparkling Sweet). The Moscato is a wine produced from vines with ancient origins, present in Mediterranean areas already at the time of the ancient Romans, from which it was called “vitis apiana” as beloved by bees for the gentleness of its grape berries.

The pleasant sweetness of this wine is due either to the grape characteristics and to the ripeness degree reached by the grapes berries. While the soil type and the sun and weather exposure gives to the wine taste-aromatic scent expressions of great breadth. The colour is straw yellow with golden and amber reflections, the scents are the primary ones from the origin fruit that evoke sensations of honey, almonds and apricots. The fermentation process instead gives to the Moscato the sparkling delicious bubbles that conquest yourself and wraps the palate.

Cantine Italia exclusively produces and bottles Italian wines from selected Italian grapes, rigorously checked during all processing stages to ensure high level results.

They operate through a network of distributors, partners and agents to offer Italian wine culture and the incredible variety of winemaking products that are heritage of their territory.

 Cantine Italia‘s Social Media Accounts:

Facebook | Instagram | YouTube

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Cantine Minini

Introduction Of Cantine Minini

The history of Cantine Minini is strictly tied to the history of their family. Their family history dates back a long time. In fact the Company was established in 1920 when Mr. Francesco Minini, young soldier, came back from First World War:
with a little money and a great determination decided to start the wine business in a rural economy and a poor market.For this reason,the love for the land never abandoned their family hence maintaining a great passion, etermination, and humility in managing the Company.

How Cantine Minini Grow

The development and evolution of Cantine Minini goes through the improvement of the economic/social situation of their country during the XX century, allowing us a geographical expansion in the distribution of their wines on a national scale.

After the tragedy of the Second World War, Francesco Minini, now helped by his two sons, Franco and Battista, started with new enthusiasm a restless development of his trade throughout Italy, devastated by the War but already full of hope and anxious to rebuild the economy.

At the beginning of the ‘60s the big growth of the Company forces the Mininis’ to move into a new Winery, which is still the current Headquarter, even though enlarged and restored.

During all these years the Minini Family never forgot its tight link with the land, developing new cooperation projects with growers all over the main production areas of Italy. This allowed the Family to widen the portfolio of wines to support its introduction on the International markets.

This target has been left to the third Generation, which had the big burden to penetrate the major and competitive international markets.

Cantine Minini Wine Collections

Bringing Up Italian Traditions

Today, the export market, now 90% of the entire turnover, has allowed the Company to supervise the international markets and so determinate the choice and the development of new products more adequate to the demand coming from all over the world. In this view their strategy has been to source new wines from the plenty of unique ancient vineyards typical of Italy, rediscover
ing, with the new technologies of wine-making, the value of the Italian tradition.
This philosophy has been the trigger to develop a large range of Southern-Italian wines, especially from Sicily, Apulia, Campania and from other regions like Veneto, Abruzzo and Tuscany, offering them with an elegant style and a modern packaging enabling them to compete with the strong international new world producers, still with modesty but with the consciousness of their quality. Now, these wines are, with great satisfaction, worldwide appreciated.

Cantine Minini – Sips from Italy

VENETO ABRUZZO
TOSCANA CAMPANIA
PUGLIA SICILIA
VARIETALI

Recent developments include a large range of Southern-Italian wines, especially from Sicily, Apulia and Campania, with an elegant style modern look to compete with the strong international new world producers.

The minini varietal range showcases wines from veneto and abruzzo, regions famous for producing wines of stunning quality.

cantine minini

Amarone della Valpolicella Doc Classico

Production Area: in the heart of the Valpolicella Valley on a very mixed ground, somewhere clay, somewhere limestone.

Grapes: Corvina, Rondinella, Molinara with drying in “fruttaio” for a period of 90 to 120 days.

Colour: deep and thick garnet red.

Bouquet: of a big intensity and persistence with scents of dry prunes and sweet spices.

Taste: big structure, it is warm and at the same time velvety.

Service: serve at a temperature of 18° – 19° C in ballon glasses, opening the bottle at least 2 hours before.

Food Suggestions: ideal companion is grilled meat and seasoned cheese.

Soave DOC

cantine minini

 

Production Area: the hills located in the Western part of Verona province

Grapes: Garganega and Trebbiano di Soave (max.30%)

Colour: light straw yellow.

Bouquet: fruity and delicate.

Taste: dry but fresh.

Service: always well chilled.

Food Suggestions: ideal with fish, white meats and fresh cheeses.

 

Pinot Grigio delle Venezie IGT 

Production Area: Trentino and Veneto region.

Grapes: Pinot Grigio.

Colour: pale yellow with peculiar green reflexes.

Bouquet: vinous, delicate and fruity.

Taste: dry, medium body, slightly bitter.

Service: always well chilled.

Food Suggestions: delicious as an aperitif, it is ideal with fish, white meats and fresh cheese.

Cantine Minini has achieved a classic Chianti style with great oak structure and a modern splash of Cabernet Sauvignon

 

Cantine Minini‘s Social Media Accounts:

Facebook | Instagram

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Explore A Wide Range Of Wines From Italy By Cantine Minini At USATT

Cantine MininiThe history of Cantine Minini Company is strictly tied to the history of our family. Our family history dates back a long time. In fact the Company was established in 1920 when Mr. Francesco Minini, young soldier, came back from First World War: with a little money and a great determination decided to start the wine business in a rural economy and a poor market. For this reason, the love for the land never abandoned our family hence maintaining a great passion, determination and humility in managing the Company.

Today, the export market, now 90% of the entire turnover, has allowed the Company to supervise the international markets and so determinate the choice and the development of new products more adequate to the demand coming from all over the world. In this view their strategy has been to source new wines from the plenty of unique ancient vineyards typical of Italy, rediscovering, with the new technologies of wine-making, the value of the Italian tradition.

This philosophy has been the trigger to develop a large range of Southern-Italian wines, especially from Sicily, Apulia, Campania and from other regions like Veneto, Abruzzo and Tuscany, offering them with an elegant style and a modern packaging enabling them to compete with the strong international new world producers, still with modesty but with the consciousness of their quality. Now, these wines are, with great satisfaction, worldwide appreciated.

Collections – 

Cantine Minini

Cantine Minini are renowned for their specially selected, high quality range of Italian wines including Minini.

Explore premium and award wining spirits by Cantine Minini from Italy at USA Trade Tasting in NYC. USA Trade Tasting (USATT) is an annual trade only event in New York city helping producers connect with wine, beer, spirits importers, distributors, retailers and press of USA. Meet Importers, State Distributors, Retailers and Press of USA in New York City.

Event Producer: Beverage Trade Network

USA Trade Tasting is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish USA Trade Tasting as a premiere sales and marketing event committed to connecting the beverage industry.

2018 Exhibitor Super Early Bird Registration Is Now Open. Secure Your Best Price Now And Grow In Us Market.

Taste Salena Estate’s Range of Premium Wines at USATT

Salena EstateFounded in 1998, Salena Estate is owned by Bob and Sylvia Franchitto. From the very beginning, Salena Estate’s objective was to become recognised as a maker of world-class wines that represent great value in any global market. Some twenty years after planting its first vines in sun-drench South Australia, the family-owned winery is single-mindedly focused on achieving exceptional varietal flavour and character in its wines and has firmly established its position as one of Australia’s premium wine producers.

Utilising the latest viticultural regimes to ensure only the highest quality grapes are produced on the company’s 520-acre vineyard estates, owner Bob Franchitto and his winemaking team then oversee their processing in a state-of-the-art winery that boasts the latest equipment and technology to achieve the highest standards.

Salena Estate

Covering the full gamut of wine styles; red, white, rose and sparkling, the company responds to its consumers and customers from around the globe and structures its portfolio to encompass a variety of quality and price parameters.

Over the years, Salena Estate’s pedigree has been confirmed again and again, as the winery has been awarded 20 trophies, 100 Gold medals and over 500 Silver, Bronze and other awards. These awards are spread evenly across the entire range of wines produced by the company, ensuring that consumers can expect the very finest quality from any Salena Estate brand, year after year

Salena Estate’s current venture is focusing on alternate varieties from Italy, France and Spain. Encouraging the customer to branch away from the traditional selections and try something new. The most notable one is the Bianco d’Allesano which won a Trophy for Best Wine and a Gold Medal for Best White Variety in its first year at the Australian Alternative Varieties Wine Show.

Salena Estate

In addition to producing wine brands that consumers can rely on with confidence, Salena Estate also offers bespoke contract bottling, private label and bulk wine services, with a special focus on organic wines.
salena-estateSalena Estate is the largest producer of organic red wines in Australia, and with this knowledge comes the satisfaction of knowing that it is winery which supplies some of the best of organic wine that can be offered. This has been achieved by vineyard management practices which have followed prescribed government standards, with a number of individual vineyards now officially certified as ‘organic’. Utilizing a ‘hands-off’ approach to wine making, these superb wines are produced with minimal additives or intervention, resulting in a range of superior wines that have be brought to you in as natural a state as possible.

Fresh and vibrant, they truly reflect the unspoiled environment and perfect climatic conditions in which the grapes are grown. Every Salena Estate wine is guaranteed to be made with the same meticulous care and attention to quality – no matter which variety, brand or price point.

 Taste a range of premium wines by Salena Estate at USATT 2017. USA Trade Tasting (USATT) is an annual trade only event in New York city helping producers connect with wine, beer, spirits importers, distributors, retailers and press of USA. Meet Importers, State Distributors, Retailers and Press of USA in New York City.

Event Producer: Beverage Trade Network

USA Trade Tasting is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish USA Trade Tasting as a premiere sales and marketing event committed to connecting the beverage industry.

2018 Exhibitor Super Early Bird Registration Is Now Open. Secure Your Best Price Now And Grow In Us Market.

 

 

Discover Light & Refreshing Wines from Beaujolais Region at USATT

The vineyards of Beaujolais region stretch from north to south across 55km of hillsides,bordered to the west by the foothills of the Massif Central and to the east by the Saone river plain. Situated a stone’s throw from Lyon, less than 30 minutes by car, this region’s past as well as its future are closely bound to that of this gastronomic capital, giving it a particular stature.Sometimes called the vineyard of Lyon or Lyon’s ‘third river’, if only one word had to be chosen to resume the Beaujolais it would without any doubt be ‘diversity’.

The region has ideal growing conditions. It receives lots of sunshine and has granite-based soils that lend excellent structure to the wines. The Gamay grape is used to make all Beaujolais wines with the exception of white Beaujolais, or Beaujolais blanc, which is made of Chardonnay grapes.

Total surface area of vine growing area: 67 square miles

Grape Variety: Gamay Noir à Jus Blanc (99 percent of production)

Annual production: 850,000 hl

Number of appellations: 12, including 10 Crus

1. Brouilly
2. Chénas
3. Chiroubles
4. Côte de Brouilly
5. Fleurie
6. Juliénas
7. Morgon
8. Moulin-à-Vent
9. Régnié
10. Saint-Amour
11. Beaujolais
12. Beaujolais Villages

Number of winegrowers: 2,600

Average surface area of an estate: .03 square miles

Yield authorized per appellation: 13,000 hl per square mile

The French wines of the Beaujolais region are made from handpicked Gamay grapes. The region is best known for its light red wines, which taste great chilled and offer a refreshing flavor profile.

beaujolais region

Discover more about the Beaujolais wine region at USA Trade Tasting 2017.

 

 

Event Producer: Beverage Trade Network

USA Trade Tasting is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish USA Trade Tasting as a premiere sales and marketing event committed to connecting the beverage industry.

2018 Exhibitor Super Early Bird Registration Is Now Open. Secure Your Best Price Now And Grow In Us Market.