look at all areas of opportunity.” Winchester believes the EOT model could be suitable for other wine trade businesses. “If you are confident in the future of the company and the people, then an EOT is a useful vehicle to consider,” he says.
pages 8 and 9.
THE WINE MERCHANT. An independent magazine for independent retailers Issue 114, June 2022 The Secret Cellar’s future is now in the hands of its staff Trophy winners announced: see page two Employee Ownership Trust means that the Tunbridge Wells-based business will be run for the benefit of its team The Secret Cellar, the independent merchant with four branches in Kent and Sussex, is now in the ownership of its management team. Former owner John Winchester has created an Employee Ownership Trust, loaning the staff money to buy the business over a five-year period. The trust also includes the wholesale division of the company, Milton Sandford Wines, based in Berkshire. Only about half of revenue comes from walk-in custom Winchester, who is retiring but remains a trustee, believes the deal is a better option for staff than a sale to an outside bidder. Fourteen employees have benefited from the EOT and will be able to receive tax-free bonuses of up to £3,600 a year. They would also be able to cash in on the value of their shares should the company ever be sold in whole or in part. Adam Clarke, now managing director of the Secret Cellar business, said staff were initially cautious about the EOT and had concerns about implications for the stability of the company, but these were allayed when the details were explained. “I see it that the staff decide the direction of the company and how we want to take it forward,” he says. “After all, it is the employees that benefit from any profits in the company, so have a vested interest in making it a success. “I’m hoping we can push both parts of the business to even greater success in the next few years, sell more wine and increase our customer base.” Clarke is hopeful that even in uncertain economic conditions, The Secret Cellar can remain profitable and even consider expansion. “I’d like to think that we can grow The Secret Cellar beyond the current footprint – the direction of travel could take us anywhere,” he says. “The current climate may mean growth takes a bit longer, but we need to
Free samples from suppliers and free tickets for wine lovers make for memorable Wednesday evenings at Specialist Cellars in Brixton. Find out more about Melanie Brown’s bright idea on page 11 THE WINE MERCHANT. An independent magazine for independent retailers Issue 113, May 2022 How can we compete with Wine Society free delivery? Dog of the Month: Cleo Museum Wines, Blandford Independents look for ways to reduce courier costs as their number one competitor drops its shipping charges The Wine Society has dropped all delivery charges to its customers in a move that could prove problematic for independent merchants, who are already battling to mitigate rising costs. “They’re the new Amazon of wine,” says Anthony Borges, owner of The Wine Centre Only about half of revenue comes from walk-in custom in Great Horkesley, Essex. “How can anyone compete?” Borges says small businesses like his face problems obtaining competitive rates from couriers. “Either our turnover is too small and the big boys just aren’t interested – or alcohol and liquids are prohibited,” he says. “The strange thing is, the same companies whose who put these limitations on their courier services seem to be distributing for the major drinks multiples.” For more than 20 years, Borges has used a local courier, Tendring Express, a franchise of the national APC network. Although Borges argues that its rates were higher than he would like, “I lived with it, since website sales were always small”. He adds: “However now, with the new website, and the increased effort in making it work better for us, feel a stronger need to be more competitive with our courier charges. “We charge £9.99 per address, up to 45kg. On small packages of one or two bottles we make £1-£2 profit. Obviously we make more on 12 bottles because of the increased margin in cash terms. “A £9.99 charge on a small £30-£50 gift is too high – we know that. But we have no choice because of our high costs. Even on a case of wine of £120-plus it is considered high. We know for a fact we have lost custom because of it.” Borges is hoping there could be a way of indies pooling their buying power to obtain better courier rates to compete with larger players like The Wine Society. Hugo Meyer Esquerré’s Provisions business – a combination of wine shop and deli –has opened its second branch, located in Hackney, north London. Read our interview on pages 22-23 The Wine Merchant Media Pack
• Analysis,
2023
Sponsored editorials
There are endless ways we can bring our clients’ stories to life in the pages of The Wine Merchant.
We put as much effort into the writing and design of our sponsored editorials as we do with the rest of the magazine. And we work hard to give each feature its own distinctive personality.
It's time to Taste Rueda
Get behind this dynamic Spanish wine region and you could qualify for a £250 bursary and a useful POS pack
The Taste Rueda campaign is back and independents are invited to apply for a £250 bursary to support their own in-house promotion.
Between October 2021 and April 2022, wine retailers and on-trade outlets are encouraged to promote the wines from DO Rueda to their customers and there are free POS materials up for grabs.
Recent changes at DO Rueda involving new categories and varieties provide plenty of talking points for indies to share with their customers.
Rueda is Spain’s number one selling white wine and although the region might be synonymous with Verdejo, there are many different varieties and styles to be discovered. Winemakers have embraced the new classifications and are producing unique and exciting wines.
The rise in popularity of Rueda wines is reflected in the growth of the export markets, including the UK, where the region anticipates significant growth.
To take part, merchants can apply for a POS pack at the #tasterueda website,
Your at-a-glance guide to the Rueda modifications
In 2019 the Denomination of Origin Rueda ratified a series of modifications to its regulations and labelling instructions. Some of the most important changes are as follows:
• The old classifications of Rueda Verdejo and Rueda Sauvignon have been merged into Rueda. It is the only category that will be in place for the still white wines 2019 vintage.
• A new category, Gran Vino de Rueda, has been created for wines made with grapes from vineyards older than 30 years, with a yield of less than 6,500kg per hectare and a 65% processing ratio. The production of these wines started in the 2020 season and bottles will feature a different back label.
tasterueda.uk
The Rueda logo and hashtags #tasterueda @DORuedaUK @DORueda should be used in any promotion. Merchants must increase their existing listings of Rueda to include at least another two wines from the region.
The wines must have the official DO back label – they cannot be Verdejo from Castilla Leon or La Mancha.
Bursary requests should be accompanied with photos and proof of the store’s promotional activity.
• Rueda Pálido, a fortified wine, aged under flor, that had disappeared from the DO’s classification system back in 2008, has been reintroduced.
• A new type of wine now exist,s called Vino de Pueblo, which may show the municipality from which the grapes derive, provided that the percentage of grapes from that village is equal to or greater than 85%
• Sparkling wines (Rueda Espomoso) may include the words “gran añada” (meaning excellent harvest), when the entire production process, from ressing to disgorging, exceeds 36 months. This reference must be followed by the year of the harvest.
• Viognier and Chardonnay are the two new white varieties now allowed and Syrah has also been introduced.
In association with
Client: Rueda Wines
We were asked to design a one-page editorial conveying all the information that independent merchants needed to join in with a promotion for the region’s wines.
Spotlight on Hungary
World Wine Awards, becoming the first Hungarian red wine ever to garner this achievement. An energetic and vibrant wine, it has exceptional ageing potential.
Kékfrankos, aka Blaufrankisch, usually gives the body to Bull’s Blood so it was very interesting to taste a 100% Kékfrankos from Vesztergombi winery, the Kétvolgy Kékfrankos 2018 One variety that is sometimes used in very small proportions in Bikavér is the intriguing traditional grape Turán, and Best of Hungary also ships a single varietal, Attila Pince Turán 2016. “It has red skin and flesh, which makes wine with a very deep colour, with a taste something like a Shiraz. It’s quite spicy, with rose petals and a kind of gaminess,” says Kiss.
“Kadarka is hard to cultivate because it’s thin-skinned and prone to rot, but if it wasn’t difficult they wouldn’t be able to make fantastic wines; that’s where the identity comes from. The variety has great potential and it is Hungary’s answer to Pinot Noir.” Lantos Mr Frank 2018 was especially designed for the UK market, with an attractive, stylish label. “In the nose, a black pepper spiciness is coming through, almost like Syrah, with lifted florality and some red and blue fruit notes,” says Kiss.
Dry whites Lantos Harlequin Kövidinka 2020 comes from Kunság, the largest wine region in Hungary. “Lantos is family-owned and focuses on local grape varieties, including Kövidinka. It’s a bright, easy drinking soft wine which can open up to be enjoyed on its own or with fish.” Furmint is a little more familiar in the UK. “Most wineries started to make dry white Furmint wines in the 2000s,” Kiss says. Balassa Tokaji Furmint 2019 is “really bright, quite toasty, and has an element of chamomile florality”.
She
Attila Pince Egri Leányka 2013 from the cool-climate Eger region in northern Hungary and is made from an old Hungarian variety, Leányka. “It’s an orange wine but the winemaker doesn’t really like it to be called that,” says Kiss. “He believes white wines are better if left on the skins as they are less prone to oxidation in the bottle. The skin carries more of the flavours of the wine. It’s a great grape, with super-interesting aromatics.”
Sweet Tokaji wines “You need crazy amounts of fresh grapes,” says Kiss of Hungary’s famous dessert wines. “It’s very hard labour for the winemaker.” Three wines were included in the tasting, showing subtle variations in style. Tokajicum Tokaji Muscat Lunel Late
Client: Best of Hungary
We hosted a Zoom tasting of the client’s wines for a group of around 30 independent wine merchants. We then summarised the event in a double page spread.
The fruit was partly destemmed and softly pressed, with the fermentation taking place in stainless steel. The wine spends five months on its lees. The colour is straw yellow with beautiful green reflections. Intriguing on the nose, it has fruity scents of citrus peel, quince, Williams pear and yellow flowers. On the palate it’s fresh and spicy, with mineral notes persisting all the way through the finish. The wine pairs with rice dishes, cous cous and all kinds of fish.
RRP: £18
RRP: £18
Falanghina is another mainstay of Campania
Having already introduced the wines from this Campania producer’s range in a previous Zoom tasting and editorial, we ran a double page spread inviting merchants to apply for free samples.
THE WINE MERCHANT november 2021
WINE MERCHANT november 2021 2 Bull’s Blood The tasting showcased an array of wines from arguably Hungary’s best known red blend, Bull’s Blood, or Bikavér in Hungarian. The wine’s name is said to derive from invading Ottoman soldiers becoming alarmed at believing that Hungarian troops who had red wine dripping from their beards had really been drinking bull’s blood. Generally, there must be a blend of at least three grapes, including Kekfrankos. Two layers of classification were added in 2009, Superior and Grand Superior. The yields are less in the higher grades, producing more full-bodied, richer styles. In the present day tasting, a range of wines including Szent Gaál Bikavér 2018 from Szekszárd and St Andrea Bikavér Superior Bull 2018 from Eger demonstrated the nuances around blending across different regions. Vesztergombi St László Bikavér 2017 from Szekszárdis a blend of lowyield Kékfrankos, Kadarka, Cabernet Sauvignon and Merlot. On the nose, there are dark berries, dark chocolate and red peppercorn; this is a big, bold red with round acidity and a long finish. St Andrea, Egri Bikavér Grand Superior Nagy Eged Cru 2017, which also featured, was recently selected as one of the Best in Show at the Decanter
THE
Lighter reds Hungarian red is about so much more than just Bull’s Blood. Szent Gaál Kadarka 2019 comes from Szekszárd in southern Hungary. Kiss says: “It’s quite warm but they produce such elegant, lifted wines and focus on preserving the freshness without too much oak influence on the wines.
adds: “People can be a little reserved about Furmint at first because they might not know it, but the more you try it the more you’ll love it. It also makes a great pairing for seafood.”
The specialist food and drink importer Best of Hungary ships 75 wines from 24 Hungarian wineries to the UK, with a plethora of indigenous grapes ensuring plenty of points of difference.
Sommelier Zsófi Kiss took readers of the Wine Merchant on a tour of some of the portfolio’s key styles
is, says
elevated, floral and fruit forward style of wine”. She
poise was also shining through in the Tokajicum Tokaji Aszú 5 Puttonyos 2017 which has a freshness despite spending 30 months in oak barrels. Balassa Tokaji Aszú 6 Puttonyos 2010 is from “a very complex vintage”, says Kiss. “It was a challenging year with lower yields and fewer botrytised berries. However, the quality of the ensuring wines was great, characterised by a rich minerality reflective of the volcanic terroir. “If want to explain Tokaji to customers, say it has a higher sugar level than Sauternes but lower alcohol and with fresher acidity.” █ Feature sponsored by Best of Hungary. For more information and to find out more about their range of award-winning fine food, perfect for your next wine tasting visit bestofhungary.co.uk Or call 0780 571 7576 Email info@ bestofhungary.co.uk Tokaj vineyards Kerékhegyc THE WINE MERCHANT september 2021 2 september 2021 2 Aegidius Greco di Tufo 2019 Fink Fiano di Avellino 2019 Settemazze Aglianico 2018 Fringilla Falanghina 2019 Greco is the most famous and important grape variety of Irpinia, regarded not just as one of the most fertile grape-growing areas of Campania but of Italy as a whole. With Aegidius, the ambition is not simply to reflect the varietal characteristics that Greco devotees expect to find, but to tell a story of the terroir of the St’Egidio vineyard at Montefusco, where the soils are clay loam, and the elevation 520 metres above sea level. The variety perfoms best at this sort of altitude, preserving freshness and acidity in the fruit. The year 2019 was characterised by drought and warm temperatures. But the vines were able to withstand climate stress and delivered the quality that the Donna Elvira team were hoping for. The wine emerged straw yellow, with aromas of grapefruit and orange blossom. Fresh, softly tannic, concentrated and savoury, it’s a perfect partner for tuna tartare, prawns and other shellfish. RRP: £18 Fiano is the second most widespread white grape variety in Campania, after Greco di Tufo.
trellis
branched
Harvest 2019
Kiss, “an
adds: “They’ve managed to balance great acidity but still make a sweet style of wine.” That
The vines at the Lapio vineyard are
trained and cane pruned (double
guyot). No debudding is carried out but green pruning is practiced to improve the canopy microclimate and reduce shoot density. Green harvesting improves the ripening potential of the grapes.
Donna Elvira founder Tony Fink fell in love with Campania Aglianico as a young man –
in
fact
it
was
the
variety that inspired him
to create his own winery in the
region.
But as well as hitting the
highs, the
variety can lend its name to wines that are astringent and tannic. These problems are avoided thanks to the position (and meticulous management) of the Grottoni vineyard, where the grapes tend to ripen early and vine growth is vigorous. The goal was to produce a fruity, long and concentrated wine that also manages to be fresh and elegant. Tannins are part of the mix, but they are soft and silky rather than jarring. Even so, this is still a young wine and its exuberance will mellow as the years go by, accentuating its attractive cherry and strawberry notes. A wine for carnivores, that pairs well with all kinds of hearty meat dishes.
viticulture: an adaptable and versatile grape that has only recently established a foothold in Irpinia. The fruit here comes from the Grottoni vineyard, near the winery itself, where the drought conditions of 2019 did not have the same problematic impact as they did isn so many other areas. Hand-picked fruit was fermented in stainless steel before spending five months on its lees, emerging ready for market a month after bottling. The wine’s colour is golden yellow with a glint of green. The aroma is elegant and reminiscent of pineapple, ripe plum and broom flowers, with herbaceous scents of thyme and sage. The palate is balanced with warm and fresh sensations, and flashes of yellow fruit. It’s an everyday-drinking wine that comes into its own with summer pasta dishes, and tomato and mozzarella. RRP: £18 Claim your free samples from Donna Elvira’s stunning Campania line-up The Donna Elvira range showcases the most revered grape varieties of Italy’s Campania region. The wines are available from UK stock and aimed exclusively at specialist wine merchants and the premium on-trade. The company is offering Wine Merchant readers the chance to sample any two wines from the four we feature opposite, without obligation. Simply email Sara Fink (sara@donnaelvira.com) with your selections and the bottles will be despatched as soon as possible. Donna Elvira is a winery that represents the fulfilment of a longstanding dream of UK-based entrepreneur Tony Fink and his family. The distribution is handled by Campania Wines. This offer is being managed by Donna Elvira. Every effort will be made to send respondents their first two choices but promotional stock is limited. Please include full address details in your email, along with some information about the type of independent wine company you run. Only one set of samples can be sent to any one business.
Client: Donna Elvira
Meet a new name in the independent wine market –one with a track record spanning four decades
Vintrigue Wines is a new name, but the business behind it has been around for 40 years.
As the new specialist division of Lanchester Wines, Vintrigue believes it can offer a blend of precision and scale with an offer aimed squarely at the independent trade.
Lanchester Wines, an independents family-owned business, is best known for its work in the multiple and wholesale trade. “But that doesn’t tell the whole story,” says national account controller
Steve Machin.
Vintrigue, he explains, showcases not only “all of our fantastic agencies” but also some of Lanchester Wines’ gift products and the beers produced by its own Full Circle Brew Co.
“We’re a dedicated and specialist team,” Machin adds. “We focus on the producers and ranges which are perfect for indies –premium by nature with a boutique feel.”
Director of sales Mark Roberts says the wine range has been created partly as a result of conversations with some leading
Commitment to sustainability Lanchester Wines is a carbon neutral business, and says that this “is
independent retailers and will constantly evolve as trade and trends develop.
“We began developing Vintrigue four years ago and since then we’ve deliberately started to source more premium agency wines, securing exclusives with exceptional agencies and recruited highly experienced people within the business,” he explains.
Wine buying is a team effort, with director of purchasing Lesley Cook making the final call.
“The range is adapting and growing,” adds Roberts. “I think the line-up is very well balanced – whether it’s our highaltitude Argentine Malbec, High Side; or whether it’s the Ventopuro range from Chile’s Matetic; or Tombacco, our Italian agency who produce stunning wines … the list is a long one.
“It’s very specialist, and very focused. Because we’re family-owned, we can be very flexible and quick to adapt. I would say the Vintrigue wine range is curated by trade feedback.”
Vintrigue is based in the north east of England but works with customers across the UK and Ireland. It promises a pragmatic approach to minimum orders. “At times like this, you’ve got to have a healthy dose of common sense, and we’re applying that here,” says Roberts. “We want to help the sector.
“One of Vintrigue’s biggest strengths is it don’t just have wine on offer – we know independent stores offer more than just wine, so we’ve mirrored this and integrated craft beers and gifting into the Vintrigue portfolio.”
introducing vintrigue wines
modern daymoreno
Since 1968 it’s been synonymous with Spanish wine in the UK. Now with a dynamic young team at the helm, Moreno is in tune with a fast-changing independent trade, offering a range that focuses on Spain but also ventures farther afield
Moreno is a new business built on the foundations of an old one.StillresolutelyEuropean initsthinkingandoutlook,andstillmadly inlovewithSpain,butwithayoungteam atthehelmwithakinshiptomodern-day independentwineretailing.
NowpartoftheInvinogroupthatalso encompassesBoutinot,thenewiteration ofMorenoisn’tattemptingtoshakeoff itspast.Theambitionissimplytobeas fleet-footedandusefultotoday’swine merchantsastheMorenofamilywereto their clients in their own time.
Alta.Weareaimingtobethenumberone Spanishimporter.
“Thenonamorecommercialfront, beingpartoftheInvinogroup,meanswe haveaccesstosomeamazingsourcesof winefromwell-knownareasandgrapes.
Recentlywe’veevenworkedalongside customerstodevelopsomeofthesewines intoourportfolio.
“We’re taking it from two angles. As a Spanish specialist and as a great value supplyforyourretailandwholesaleneeds.”
“Because Moreno has been around for suchalongtime,mostindependentswill haveheardthename,”saysMikeTaylor whoheadsupsalesinthenorth.“The businesshaschangedalotinrecentyears andisreallyfocusedontheindependents now.OutsideofLondon,theyareourentire business.
“Alotofwhatwearedoingis rediscoveringwhatmadeMorenogreat 50yearsago.FindingthenextbigSpanish wines.Thosebitsofmagic…wearetrying to discover the next wave of that.”
AglanceatMoreno’sportfolio confirmsthatSpainiscentralto thecompany’sambitions.The obviousbasesarecovered,butthereare producerstoexploreinGetaria,Malaga, AlmansaandUtiel-Requena,tohighlight justafewless-heraldedregions. “Somerelationshipsgoback20years ormore,”saysGroszek.“Moreno’sheartis inSpainandalwayswillbe.Goinground visitinginRiojaorBarcelona,youmention Morenoandit’sstillwellknown.Having thoserootshelpsgroundthebusiness.
SalesmanagerHamishIrvineRobertson adds:“ThisisMoreno2.0.Weareayoung, energeticteam,yetwithlotsofexperience. We’resuperkeentogrowthebusiness,but also have a lot of fun whilst we do.” Headds:“NickGroszek[operations manager]andIhavebeenonaroadtrip toRiojatomakesurewearesourcingthe newup-and-comingwaveofwines.We aresourcingfromRibeiraSacraandTerra
“WhatMorenoasafamilydidforSpanish wineintheUKisourinspirationandthe legacythatwewanttocontinueandevolve.”
WhatmakesSpainsoexciting?“It’sisnot quiteasconstrainedbythesamerulesand traditions that there are in some other oldworldcountries,”saysGroszek.
“Certainlytheyoungergenerationare abitmorefreeandexpressivewithwhat theywanttoshowandthat’sreallywhat
THE WINE MERCHANT may 2021 2
SUPPLIER PROFILE
just the beginning” of its quest to be sustainable.
£8.5m investment, the company’s buildings are powered by wind and solar energy. There are four wind turbines on site, a 41kW bank of solar panels –and
heat pump system, drawing water from
mines to heat
Following an
a pioneering
disused
its warehouses.
and Repeater Session IPA, with seasonal beers are available throughout the year.
Gifting Through its sister business, Spicers of Hythe, Vintrigue has access to a range of gifts, hampers and white-labelled products. The most popular is Bottle ‘n’ Bar – 5cl spirits encapsulated in single-origin chocolate. Feature sponsored by Vintrigue Wines. For more information, visit www.vintriguewines.com or call 01207 521234 Top: Joe Shirley of Napa Cellars and Jo Nash of McPherson Wines, Central Victoria Bottom: Mark Roberts and Steve Machin Say hello to new independent customers Many of our new clients like to kick off their association with us by running an editorial introducing themselves to our readership. These articles can focus on the people in your team or the wines in your portfolio, or a mixture of both. We’ll interview your people and do everything we can to help independents understand what your business is all about and why they should consider working with you.
Full
Circle Brew Co Full Circle is a 30hl craft brewery, tap room and canning line in Newcastle, wholly owned by Lanchester Wine Cellars and headed up by Ben Cleary. There are three beers in the core range: Hoop American Pale Ale; Looper IPA;
Vintrigue
Jo Nash McPherson Wines, Victoria
Jo graduated from Charles Sturt university and began her career under Andrew McPherson’s tutelage at the family-owned winery, becoming head winemaker in 2011. She is perhaps best known for Don’t Tell Gary, a wine she first made by quietly bypassing the annual budget set by the winery’s general manager.
McPherson is very much like a family. When you’re in the winery everyone is working together, everyone is appreciated, everyone has a part to play. It’s certainly not a hierarchical structure, it’s a warm family environment where everyone comes to work and does a great job. I’d extend that to the sales and marketing team too.
Andrew McPherson is lovely; he’s like a big teddy bear. He’s really gruff on the outside but warm and lovely on the inside. We certainly had our differences of opinion over the years but we worked collaboratively and we got the end results we wanted. He was great. In the early years he was there as much as I needed him to be and then he allowed me to step up and put my fingerprint on the wine and the winemaking styles.
The philosophy for me has always been, why interfere with the style of the fruit? Let the fruit do the talking and let the wine speak for itself, so whether we are making a commercial wine or a premium wine or anything in between, it’s really important that stylistically you put your nose in the glass and you’re like, “yep, it’s a fruit-driven style, it’s fresh, the wine’s in balance”.
The guys work so hard out there in the vineyards and there are so many challenges. So it’s important we capture all of that work.
I’m really lucky in that we are located in central Victoria and we get to draw fruit from various regions surrounding us. So
not only do we look at central Victoria in terms of Strathbogie Ranges and Heathcote up to Dookie but we move out to places like the King Valley and towards the Yarra. So there are so many different regions that we actually get to be involved with, which is fantastic, because all the regions have their own nuances.
I’ve never been a big fan of American oak, it’s always been French for me. It’s much more delicate and integrates a whole lot better with the wine. There’s nothing more romantic than a French oak 500-litre puncheon that’s brand new. If you’re fermenting Chardonnay and you stick your nose in the barrel it’s just the most amazing thing you’ve ever smelled.
I have a love/hate relationship with vintage. Every year before you head into it you’re thinking, “goodness, here we go again”, but once you’re into it it’s just the most amazing thing. The winery is full of aromas and the team just comes together.
We’re very busy and a very small team but we are all conscious that we have to have a good time. When you’re midvintage and working 12 hours a day, six days a week, or longer, if you can’t have a laugh, then what’s it all about? We keep a sense of humour and we don’t take ourselves too seriously and I think that’s been part of the success of the business.
We are making this wine with this crew of people, and people on the other side of the world are enjoying it. That’s what we do it for. That’s what gets me out of bed.
01207 521234 www.vintriguewines.com
THE WINE MERCHANT january 2022 1
Don't Tell Gary Shiraz 2019
RRP: £13.50
It’s minimal intervention so it’s all about the fruit. It’s certainly a riper style of wine. It’s not Barossa jammy or anything like that; it’s more of a full-bodied style with good length. There’s a fair bit of oak but it’s all in balance. It’s cool-climate so there’s some lovely pepper and spice in there and some riper characters.
Aquarius Sangiovese/Shiraz 2017
RRP: £12.75 Sangiovese is a lighter style and it’s been gaining a bit of traction in Australia, so it was certainly something that the market was telling us. We are going for a lighter style with this one. It is a little more savoury, which is something a bit different for the McPherson portfolio.
Sunburnt Chardonnay 2019
RRP: £12.50 This is barrel fermented and we use batonnage. The fruit is from the vineyard right next to the winery, which I look at out of my window every day. It’s a good example of Goulburn Valley Chardonnay: it’s a riper style and it has a good whack of oak in there. It’s a food wine, even if it is just cheese or charcuterie.
The Winemaker Files
This has become one of the most popular sections of the magazine. Winemakers are interviewed and asked about their career path, their approach to winemaking and the challenges they face in their region. We’ve worked with dozens of clients on this series, in this example
Vintrigue Wines and Jo Nash of McPherson Wines.
THE WINEMAKER FILES //
McPherson wines are imported into the UK by Vintrigue Wines
On the Road
We know that reps – or business development managers, if you prefer – are some of the unsung heroes of the independent trade. Their relationship with retailers is the glue that binds the industry together. In our On the Road feature, we meet some of the most interesting BDMs and celebrate the role they play.
Tom Burke On the Road
TOM IS A BUSINESS DEVELOPMENT MANAGER AT NORTH SOUTH WINES, WHOSE PATCH COVERS THE MIDLANDS
Before I worked in wine, I was a teacher very briefly. I realised it was not my bag at all so I applied for some graduate schemes, and worked at Majestic, Laytons and Hallgarten. I’ve been with North South Wines for three years now and I’ve never looked back.
The area I work is huge, but I love it. It’s nice to get out and see what’s working in different parts of the country. All the beautiful views driving through the Peaks and Snowdon and places like that – there are worse places to have your office!
What’s great about North South is that we have the connection to our producer partners. De Bortoli, Reh Kendermann and The Wine People in Italy, they all have a share in the business, so there is a real interest from them in what is working in the UK market. They want to know what consumers are looking for, so they listen to our feedback and act on it directly.
As a company we take sustainability very seriously and we like to work with producers with a similar ethos. For example Tohu winery in New Zealand is Maori-owned and their philosophy is to
leave the land in a better condition than they inherited it. They are doing great stuff with Chardonnay. The unoaked Chardonnay from Tohu is fantastic value and the Whenua, which is a range of higher-end Chardonnays, has scooped lots of awards. They are stunning wines, beautiful and elegant.
If you have ideas that work for your customers, that’s the most rewarding part of the job. If you see someone is trying out something new, you can make suggestions, get stuck in and help them out.
It’s been the pedal-to-the-metal for ages for a lot of merchants. The pandemic put emphasis on shopping local and supporting the independents and, to the credit of the indies, they’ve done really well in hanging on to those customers. It’s been so
We tried to make all our online tastings a bit different and special by sending out cheeseboards, charcuteries or even meal kits to go with the wines
impressive to see how people have adapted their businesses, whether it’s through making deliveries or utilising outside space by grabbing tables and umbrellas. They have had to change their focus a number of times within the past 18 months to work to suit the times.
We’ve been really proactive with getting producers and partners on board to do online tastings throughout Covid to keep our customers engaged. We tried to make all our online tastings a bit different and special by sending out cheeseboards, charcuterie or even meal kits to go with the wines. Sometimes people tucked into the food while we were tasting, unless it was an early morning New Zealand call, in which case they could take
THE WINE MERCHANT january 2022 1
the remainder of the bottle home to enjoy it with the food later. Not having everyone travelling to a tasting and the winemaker flying in from the other side of the planet has got to be better for the environment – it’s a small step but I think we’ll probably see more online tastings in the future with producers visiting perhaps every other year.
I walk a lot with my dog, Luna. She’s a rescue from Greece so I don’t have a clue
what breed she is. We got her when she was six months old and she was absolutely feral. Two years on she’s calmed down and she’s great.
I love live music and I go to a lot of gigs and festivals I would say that the most bizarre thing that’s happened to me at work is while I was visiting Marc Hough at the Heaton Moor branch of Cork of the North, Rick Astley walked in and started chatting to him. We were having a glass of wine and he was just talking to Marc about having dinner at the Blossoms’ house because they were rehearsing for The Smiths covers gig in Manchester. I’d only seen a Blossoms gig a few weeks before, so that was a really weird coincidence.
For more information about the company, email hello@northsouthwines.co.uk Call 020 3871 9210
Buying Trips
We have worked with clients to organise countless buyers’ trips to Europe and sometimes further afield.
We recruit a group of suitable merchants with purchasing power and work with clients (importers or generic bodies) to put together a useful itinerary.
The trip itself is useful in generating orders, and the subsequent editorial in the magazine, complete with feedback from attending merchants, raises the profile of importers and producers with the wider independent trade.
Feature sponsored by North South Wines
Partners in Wine
hatch mansfield & Esporão
“The Roquette family, including Esporão’s founder José and his son João, are visionary in their approach to winemaking and marketing. These are exceptional wines, made in a really modern style.”
Ben Knollys, managing director, Hatch Mansfield
We first started taking an indepth look at Portugal three years ago and Esporão very quickly stood out to us as the producer we would most want to work with.
When we take on someone new, we like to dedicate a lot of time to getting them bedded into the portfolio, taking our team out to meet the family, vineyard and winemaking teams and to get to know the estates and wines as if they were our own. There is so much to love about Portuguese wines. Modern winemaking approaches are producing incredibly attractive, approachable, food-friendly wines that massively appeal to the engaged consumer; the diversity of regions and grape varieties offer so much to be discovered; the price/ quality ratio is superb. You only have to look at the ever-increasing breadth of Portuguese wines in indies to see that this is a country which is really capturing the imagination.
“The fit between our companies’ family values, quality focus and vision is unique, and we believe that, together, we will make the most of the current momentum for Portuguese and organic wines in the UK.”
João Roquette, chairman, Esporão
Recognition takes time. Portugal has always had unique natural conditions a great diversity of excellent terroirs, with old vineyards, unique topography and soils, and an enormous variety of native grapes.
Since the 90s the Portuguese wine scene has developed skills and resources and is now capable of competing with the best.
Time will tell, but I expect these developments to accelerate and Portugal’s reputation as a high-quality niche wine producer to be consolidated.
The UK is certainly a crowded market, but also a diverse and open-minded one. There’s an interest in organic wines here, and Esporão is a leading player in this category.
We believe that with the expertise and market reach of Hatch Mansfield we will be able to capture key opportunities in the premium and superpremium level that in the past were not accessible to us.
Published in association with Hatch Mansfield Visit hatchmansfield.com or call 01344 871800 for more information
THE WINE MERCHANT march 2022 1
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Partners in Wine
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Round Tables
The Wine Merchant has a proud tradition of hosting roundtable discussions for readers. They’re a great opportunity to discuss a number of topical issues of interest to independents, and we’ve hosted them in Bristol, Leeds, Manchester, Edinburgh and London.
Our sponsors join the discussion, pour a selection of their wines, and enjoy branding on the editorial coverage that results.
Esporão, one of the most visionary and well respected winemakers in Portugal, with wines from Alentejo, the Douro and Vinho Verde, has joined the Hatch Mansfield family. It’s a very good deal for both parties
RANGE HIGHLIGHTS Herdade do Esporão Reserva Red 2019 RRP £21.00 Ameal Loureiro 2020 RRP £15.00 Quinta dos Murças Minas 2018 RRP £18.00
Our Partners
Wine feature tells the story behind new agency agreements between producers and UK importers.
interview both parties, exploring the reasons why the partnership is such a good fit, and discussing why independents should consider selling the wines.
Sponsored Columns
Working in partnership with clients, we’ve developed a number of regular features that have become vital parts of the magazine’s editorial offer. Rising Stars (sponsored by Pol Roger Portfolio), Bright Ideas (sponsored by WBC) and our Burning Question vox pop (sponsored by Louis Latour Agencies) are all reader favourites.
Regional focuses
Most issues of The Wine Merchant include at least one in-depth article focusing on a particular country or region of origin.
Most are written by David Williams, who is The Observer’s wine critic as well as deputy editor of The World of Fine Wine.
These articles run over several pages of the magazine and are designed to be eye-catching and readable. They are an ideal place to place targeted advertising that fits into the theme being discussed.
Display advertising
We can offer a range of options for your display ads. Normally these are placed on a prominent right-hand page but they can find a home in a variety of positions throughout the magazine.
Our premium slots include page three, and the outside back cover. Artwork should be A4 with a 3mm bleed.
If you don’t have artwork of your own, we can organise this for you at very competitive rates.
Business France UK presents
French wines looking for wine merchants
fr 12th October 2021 | 10am 5pm Brettenham House, London, WC2E 7EN
French Connections
pandora.mistry@businessfrance
Supplier Bulletin
Every month, some of the leading suppliers to the independent trade share their news with existing and prospective customers via our Supplier Bulletin section.
These half-page slots are based on a now-familiar template, allowing readers to browse the section easily and to quickly grasp important information about product launches, promotions, tasting events and recently award-winning wines.
The template can accommodate a block of bespoke artwork, supplied by you, or we can create the ad from your supplied words and images.
Our website
Since its recent relaunch, the Wine Merchant website (www.winemerchantmag.com) has become a useful way of extending the reach of the magazine.
As well as hosting the digital edition of the magazine – and all back issues – the site features web-friendly versions of a selected number of articles from the print edition.
This has boosted traffic to the site and made it an increasingly popular choice for advertisers looking for immediate links to their own websites. We can run such ads for periods of weeks of months.
The Wine Merchant Top 100 competition
The Wine Merchant Top 100 is the only competition devoted entirely to wines exclusive to indies. It’s also the only competition in which indies are the judges.
In 2022, we welcomed more than 40 of them to the judging panel – tasting remotely (but still blind) while we took a third Covidenforced break from our usual judging event in London. The wines were assessed on their value for money as well as their flavour, and the results appeared as always in a special supplement.
We’ll be calling for entries in early 2023. We’ll be publicising this widely, so keep an eye on Twitter as well as our website and of course the magazine itself.
2023
Features list
Supplements
We publish a variety of supplements throughout the year. Here are some recent examples – we are always keen to discuss new ideas.
California Collection
In an annual partnership with the Wine Institute of California, we assemble a judging panel of independent merchants and put some indie-focused wines through their paces. The winners are featured in the supplement.
Cava 2021
This project, organised with new Zealand Winegrowers, is also based on judging wines submitted by UKbased importers. We change the panel every year, but each time it’s a combination of independent merchants.
Breakthrough Wines
This project was designed to help smaller producers, without UK representation, team up with indies. All wines were assessed by our panel of retailers and feedback was provided. The best wines were featured in the supplement.
Staying in touch by email
We keep in contact with our readers in between publications by sending a variety of emails.
Our Wine Merchant Bulletin is an e-newsletter that alerts readers to the arrival of the print edition, and provides links to the online version – which can be viewed online as a flippable PDF, or downloaded.
This bulletin also contains some brief editorial content.
We can include messages from advertisers within the bulletin, with a link, for £375. Or we can send a bespoke email to our readership base (or a section of it, if that’s more helpful) for £500.
Our open rates for emails are comfortably above the industry average. Talk to us for details.
Rate card
Prices are accurate as of November 2022 but may be subject to fluctuation. VAT will be added except where clients are exempt.
Supplier Bulletin
£250 per month (half page – templated design)
Full page display ad
£650 for ROP; £750 for premium positioning eg page 3 or back page (dimensions A4 + 3mm bleed)
£1,200 for double page spread Prices are based on supplied artwork. Please add £100 if design work is required
Half page display ad
£375 (dimensions 190mm x 133mm, landscape)
Quarter page display ad
£185 (dimensions 122mm x 89mm)
Website advertising
£500 for two months (dimensions 640px x 640px)
Sponsored editorials
For straightforward projects, £700 per page or £1,300 for a double page spread; then add £500 for a third page, £400 for a fourth etc These rates also apply to features such as Winemaker Files, Partners in Wine and On the Road.
Mailers
Bespoke emails to Wine Merchant Bulletin subscribers: £500 Smaller inclusion within the Bulletin itself: £375
Inserts
Lightweight flyers etc can be included at a standard rate of £550. These will only be sent to retailer readers of the magazine, not suppliers or agencies etc, unless stipulated by the client.
Zoom masterclasses and tastings
£1,700. This includes the recruitment of a suitable group of up to 12 merchants, co-hosting of the event, sharing the recording and producing a two-page editorial including key messages from the event and feedback from some of the participants. For larger group sizes, add £250 per extra six sign-ups. For additional pages, add £500 for a third page, £400 for a fourth etc.
Lead time: usually 42 days
Real-life masterclasses and tastings
£1,950. This includes the recruitment of a suitable group of up to six merchants, cohosting the event and producing a two-page editorial including key messages and feedback from some of the participants. For larger group sizes, add £250 per extra six sign-ups. For additional pages, add £500 for a third page, £400 for a fourth etc. Venue costs are not included and are borne by the client. In some cases we may apply a small travel supplement to cover our costs.
Lead time: usually 42 days
Sponsorship opportunities
Rates will depend on the type of regular feature being discussed and the frequency of publication.
Buying trips
Typical rate: £3,200. This includes the recruitment of a suitable group of up to six merchants, handling all admin connected with passports, food allergies and any special travel arrangements, co-hosting the trip and producing a four-page editorial including key messages from the event and feedback from some of the participants. For larger group sizes, add £250 per extra six sign-ups.
Round table events
Cost structure is usually identical to real-life masterclasses and tastings, at £1,950, but the final figure will depend on the specific requirements of the client.
Direct telephone contact
For clients requiring assistance with achieving sign-ups from independent merchants for their own projects, we can target 40 merchants from our database at a rate of £320 or 80 for £590. This service is subject to staff availability.
The Wine Merchant in numbers
2012: The year the magazine launched
1,200: Our monthly print run
1,020: The number of independent specialist wine shops in the UK (Nov 2022)
1,009: The number of subscribers to our email bulletin (Nov 2022)
6,463: The number of people who follow us on Twitter (Nov 2022)
£15.10: The average selling price of a bottle of still wine among our readership
11%: The average proportion of revenue coming from online sales among indies
www.winemerchantmag.com 01323 871836
Twitter: @WineMerchantMag
Advertising (Sarah Hunnisett) sarah@winemerchantmag.com
Editor (Graham Holter) graham@winemerchantmag.com Mobile 07736 740107
Assistant Editor (Claire Harries) claire@winemerchantmag.com
Accounts and invoicing (Naomi Young) naomi@winemerchantmag.com
The Wine Merchant is published by Graham Holter Ltd Registered in England: No 6441762 VAT 943 8771 82
