Italian wines have enjoyed what seems to be a never-ending growth in the U.S. marketplace. Clearly, there is a huge demand in the U.S. for Italian wine, but at the same time, there is great competition. Debra and Dino Santonastaso, two enthusiastic Australian-Italians, have recently begun selecting and exporting wines to the U.S. - Debra was candid in explaining their reasoning and philosophies in starting D&D Italian Wines. USATT Interviews Debra Santonastaso, from D&D Italian Wines, on how they have successfully transformed their 'Made in Italy' passion into a wide-ranging business by educating US consumers and trade about new and unique Italian wine regions and labels.

USATT: What Got You Started in Importing Wines to the U.S.?

We had been looking to start a business in Italy for quite some time, and Dino and I have always been passionate about Italian food and wine. One winter evening in 2012, we were enjoying a glass of our local Morellino di Scansano wine with a couple of wine enthusiasts and I asked them how well known our Morellino is in the States. Their reply was, 'Americans still have a lot to learn about Italian wines, and need to be educated on new wines.' As Dino and I sipped our wine and listened to the couple talks about the U.S. wine market, we realized how much potential the U.S. has for 'Made in Italy' consumer products, particularly Italian wine... so D&D was born. 

Are you a wine distributor looking for new wines for your portfolio? Register for USATT and connect with D&D Italian Wines (and others) in New York next May.  

USATT: Where does D&D Fit In the U.S. Importing Business?

There are many wine importers in the states; it is a very competitive market, which also means it's a lucrative one. D&D is a small family run company and we don’t put conditions on our customers like many of the large corporations do where they have to buy x amount of one item to be able to order another. Our goal is to become present in all American states and beyond. Our first three containers landed in New Jersey mid-May 2012, and within eight months our wines were placed in NY, NJ, MA, DE, MD, DC, and FL; which we feel was a pretty good start.

Three and a half years on we have opened up another five states and we are steadily expanding. Being so passionate about the Italian table, Dino and I would eventually like to look at other authentic 'Made in Italy' consumer products, such as virgin olive oil, Balsamic vinegar from Modena, local pasta sauces and spreads; not to mention... the famous truffles! USATT: What is your Strategy for the U.S. Market? The strategies we use to compete in the U.S. market are very simple... quality, integrity, and authenticity. We have selected wines with exceptional quality/price relationships while ensuring on-going effective personalized customer follow-up. We believe it is vital to listen to our market place and constantly work towards satisfying their needs. We intend to continue to expand our Italian portfolio and also add a few chosen items from other countries. We can source any items that the US market place is seeking because we have the advantage of living in Italy and also speaking the language.

We are able to personally visit the wineries, build relationships with the producers while experiencing their stories and history of their lands. We work closely with their enologists so we can assure our customers continuity, quantity, and quality. USATT: What are your regions & sub-regions of interest? We are passionate about the Tuscan Maremma, where we live, thankfully still quite unspoiled with its beautiful coast line, pine forests, and rolling hills. When you mention Tuscan red wine to Americans, Chianti immediately comes to mind. Not many people know our local Golden Boar Morellino di Scansano and our Valentini Monteregio; both Sangiovese varietals, and serious quality red wines. Visiting the different regions and sub-regions of Italy is like traveling to a different country. They all boast their own unique beauties and traditions.

The countryside and quaint old towns, people and their customs, the food and the wine, all vary. USATT: Is there a certain style of wine you look for? We consider our styles of wine to be a combination of both tradition and modern. All of our wines are produced using state-of-the-art technology, while preserving tradition and integrity. Originally, Italian wines were consumed only with meals, and so favored delicacy and smoothness to match the dish. Today, international trends have changed, also in Italy; wine is enjoyed outside of meals as well, which call for more accentuated complex flavors, full-bodied, fruity, and softer wines with good color.

Today the Italian style is to combine both elements by researching the grape clones and the yield per hectare, and by blending native and international vine varieties. For example, we have captured both styles in the characteristics of the Old World wines, such as our Rubentino Chianti and Montepulciano d'Abruzzo, Cellar One Barolo and Barbaresco, Terre di Monteforte Soave, not to mention our well known Cadia Pinot Grigio (Veneto). People think of Lambrusco as being traditionally an overly sweet wine, but this is not the case.  Still today, the local people of Modena, where the original and best Lambrusco is produced, drink the traditional dry with their meals. Dino and I hold great respect for the enologists and agronomists who are the heartbeat of the industry. Day in and day out, they diligently control each stage of production, from the vine to the bottle, working around the clock during harvest time, they constantly strive to better the quality of their product.

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.