Page 1

your news, your views September/October 2017 issue 60


Off to a Great Start With over $1 million in sales in the first 6 months across more than 50 brands.

Grayswine is proud to introduce Grayswine Connect, our new personalised wine service. We have been working with Australian wineries for over a decade and are now making it easier for our partners to do business...

Reach New Consumers | No Online Advertised Prices Increased Brand Awareness | Increased Sales | Increased Loyalty

Grayswine Connect is Grayswine’s latest growth initiative: a team of dedicated wine professionals marketing your products over the phone to Grays’ loyal database of consumers. Through our conversations with our partners, wineries and distributors alike, it has quickly become clear that there was a need for a new sales channel, capable of driving sales and profitability, without damaging brand image and prices. Grayswine Connect is our answer to this need. Operating since February 2017, the new team of wine professionals has achieved over $1 million in sales in its first 6 months across more than 50 brands.

An overwhelming response from consumers Our customers have reacted very positively to the service. The personalised approach with dedicated wine experts learning/ uncovering each consumers’ preferences and tastes, has led to higher average spend per order and greater frequency of purchase. As the relationships grow, our experts are able to recommend specific wines to their customers, guiding them in their purchase. This means increased sales and profitability for you as well as improved brand image and awareness.

An experienced team selling your wine on the phone The team is made of dedicated, highly-qualified staff members with a passion for sales, customer relationships and of course, wine. They are ‘Personal Wine Advisers’ building relationships over the phone with your future consumers. They act and are considered as ambassadors of your brand and ensure your wines are always represented in the most professional way, leading to increased sales, stronger brand loyalty and higher levels and frequency of repurchase.

Protecting your brands and pricing With no online advertised prices we ensure the offers our customers receive over the phone do not impact your pricing. This contributes to a stronger brand image and greater customer satisfaction. Don’t wait any longer! To learn more about Grayswine Connect or to become part of our suppliers’ network, you can email Greg Fitzsimmons at or 0420 939 371.

icc sydney






icc sydney

2017 AUSTRALIAN DRINKS AWARDS A SELL-OUT EVENT! the drinks association is gearing up to make the fifth annual Australian drinks Awards the most exciting yet. Together with Veritas Events, the drinks team has been busy planning the new look ceremony, to be held on Thursday 7 September. “We’re expecting more than 500 guests at the Awards,” said the drinks association CEO Sandra Przibilla.

“We would like to thank our members for their continued support and participation in making our awards the most spectacular and respected event in the industry.” The event will have a black, red and gold theme this year and will kick off with a theatre style presentation of the awards at the International Convention Centre (ICC), in Darling Harbour, hosted by MC Michael Walton.

The presentation will be followed by cocktails and a sit-down dinner at the ICC, where Brand of the Year and Supplier of the Year will be awarded. When the formalities of the evening conclude, the fun will continue with an after party featuring a big band, hosted by our Award Partner StayinFront. Bringing a modern twist back into the classy, sophisticated jazz band, 48 West will re-imagine foreverfavourite radio hits into swinging jazz anthems.

THANK YOU TO OUR AWARD SPONSORS the drinks association would like to thank all the award sponsors who help make the evening such a success. This year, Brand of the Year is sponsored by Nielsen, while Supplier of the Year is sponsored by The Advantage Group. “We look forward to the big awards night in September and celebrating the achievements of the

Australian liquor industry,” said Nielsen Pacific CEO Justin Sargent. Best Innovation is sponsored by NCI/AMA, Best Social Media is sponsored by Hip Media, Most Loved Brand is sponsored by Liebherr and Best Advertising/Marketing Campaign is sponsored by SKUvantage.

“Each year, NCI and AMA look forward to sponsoring an award and attending the gala dinner,” said NCI Managing Director Kirk Cheeseman. “We are proud to sponsor the category of Best Innovation and look forward to presenting the award to a worthy winner on September 7.” We can’t wait to celebrate with you all!




September/October 2017

PUBLISHER the drinks association All enquiries to: the drinks association Locked Bag 4100, Chatswood NSW 2067 ABN 26 001 376 423 The views expressed in drinks trade are those of the respective contributors and are not necessarily those of the magazine or the drinks association. Copyright is held by the drinks association and reproduction in whole or in part, without prior consent, is not permitted.

Other drinks association publications include: drinks bulletin drinks guide drinks yearbook


27 36 PROMOTE 04

Australian drinks Awards


08 drinks trade 10 Year Anniversary


27 Australia’s Wine List of the Year Awards

CONTRIBUTORS Alana House, Clarence Dent, John Scott, Maria Mitrofanis, Nick Levy, Simone Allan, Walter MacCallum

35 Flying High with Mars


64 Trade Activity

46 60 Spirits New Products

SENIOR DESIGNER Racs Salcedo .........................



62 Beer and Cider New Products 66 Eye

18 News


36 Top Rum Brands Produced and contract published by:

Director: Ashley Pini ACCOUNTS: 169 Blues Point Road, McMahons Point NSW 2060 Ph: 02 9492 7999 | | drinksmedia ABN: 42 126 291 914

06|drinks trade


46 Meet Your Local Brewers 23 Negotiating Your Salary


24 Hospitality Employment Laws 32 Three Sides of the Coin: Liquor Wholesaling

52 Pinot Noir Tasting Bench 56 Wine New Products


51 Wine Show Judging

Brand Awareness Brand Awareness

Reaching New Consumers Reaching New Consumers

Increased Loyalty Increased Profit New Sales Channel Increased Loyalty Increased Profit New Sales Channel

Over $1 million in sales Over $1 million in sales over the first 6 months over the first 6 months Grayswine Connect is Grayswine Connect is Grayswine’s latest growth Grayswine’s latest initiative: a team ofgrowth dedicated initiative: a team of dedicated wine professionals marketing wineproducts professionals marketing your over the phone your products over the to Grays’ loyal databasephone of to Grays’ loyal database of consumers. consumers. Since February 2017, the new Sincehas February 2017, the$1new team achieved over team has achieved million in sales in itsover first$1 6 million in in itsacross first 6 months of sales operating months of operating across 55 brands. 55 brands.

No online advertised prices, greater brand loyalty, stronger sales conversion rates; Grayswine Connect is theonline perfectadvertised avenue to prices, add to your existing channels. No greater brandsales loyalty, stronger sales conversion rates; Grayswine Connect is the perfect avenue to addmore to your existing&sales channels. If you’re looking to reach customers increase your sales, brand loyalty and awareness, then join our

of Grayswine Connect suppliers and let our team of winebrand experts market wines! then join our Ifnetwork you’re looking to reach more customers & increase your sales, loyalty and your awareness, network of Grayswine Connect suppliers and let our at team of wine experts market your wines! For any enquiries, please contact Greg Fitzsimmons or 0420 939 371. For any enquiries, please contact Greg Fitzsimmons at or 0420 939 371.


Editor’s Note I clearly remember the moment I got the call from the drinks association (then the Liquor Merchants Association of Australia), casually inquiring about my thoughts on potentially launching its own magazine. It was a strange call, as I’d previously published what would become the ‘other’ industry magazines that, when drinks trade launched, would vie for the attention of the liquor trade in Australia. The date was 11 May, it was a Friday and it was my son’s seventh birthday. I’d worked in drinks publishing for ten years at this time and often wondered why the leading industry association wasn’t present in this space. Most other industry associations had their own magazine, yet the drinks industry didn’t. So when asked my opinion, I jumped at it. Within three months, we had launched our first edition and now 10 years later, we are celebrating our 60th edition. It was a logical step, the industry taking control of its own communications and utilising the depth of information and knowledge available throughout its network of member companies, and the circulation quickly rose from 10,500 to 22,000 within two years - cementing its position as the highest circulating trade publication by a fair margin. In this issue, we take a look back at the first few editions of the magazine to see what was happening in the industry at the time. And the saying “what’s old is new again” couldn’t be truer, with many of the challenges of 2007 mirrored in 2017. Tax, advertising standards and the attacks on our industry from government funded bodies were all there, but may not be quite as prevalent as today. You can take a trip down memory lane, starting on page 10. Also in this edition, we talk to Australia’s Wine List of the Year Award winners; take a look at the best selling rums in the on and off-premise currently; meet the brewers crafting out of Sydney and the top drops from our recent pinot noir tasting. As this arrives in your mailbox, the final countdown to the Australian drinks Awards will be underway and the industry’s night of nights will unearth the big winners of 2017. All the winners can be found on on the morning of 8 September, or you can subscribe online to the EDM to find out from your inbox first thing. Thank you for taking the time to be a part of the drinks trade journey, and as always we invite you to help shape the future of the magazine by contributing your ideas and comments on how to improve what is your magazine. Your news; your views. You can email me at Cheers and here’s to the next 10 years.!

Ashley Pini Publishing Editor - Hip Media

Welcome to the 10th anniversary issue of drinks trade. I am thrilled to celebrate this special milestone in the journey of the drinks association’s premier publication. I became CEO of the drinks association on 31 July, following the retirement of Sandra Przibilla, who was instrumental in the establishment of drinks trade. Sandra launched drinks trade with Hip Media in October 2007, in response to industry calls for a publication that offered a 100 per cent ‘business-first’ editorial policy. The magazine is written by the drinks industry, for the drinks industry, and features strong interviews with its key stakeholders. It prides itself on its unbiased editorial coverage, which ensures your business has fair and equal access to the highest quality news and information. As the highest circulating liquor industry magazine in the country, drinks trade continues to go from strengthto-strength; thanks to the incredible support it receives from its advertisers and readers. I am honoured to lead the drinks association as it celebrates its 120th anniversary. It has achieved so many great things and I look forward to ensuring it continues to thrive and grow through the many services and publications it provides. Through my previous role as General Manager, People & Communications, at Accolade Wines, and my membership of various councils and boards, including the Winemakers’ Federation of Australia Board, Women in drinks Council, Diversity & Inclusion @ Drinks Council; and the Alcohol Beverages Australia Working Group, I have become passionate about our dynamic industry and its collaborative spirit. Together, we can do great things and the drinks association is testament to that strength and commitment. Cheers to the next decade of drinks trade! I hope you continue to find it beneficial to your business.

Georgia Lennon, CEO – the drinks association 08|drinks trade







NEWS There were some significant changes for the industry between the end of 2007 and 2008, particularly with legislation, alcohol tax and acquisitions. In some ways, they reiterate the stories we hear among the industry today. Here, we take a look at the biggest headlines from the very first issues of drinks trade magazine. NEW ALCOHOL LAWS FOR NORTHERN TERRITORY



In August 2007, a number of new radical alcohol laws were proposed for the Northern Territory to combat alcoholrelated crime. Katherine would be identified as a dry zone, while proof-of-identity for even a single can of beer would be requested in the rest of the state to determine purchases against any existing court orders and to record a person’s daily alcohol purchases.

In July 2008, Michael McShane, Managing Director of Brown-Forman Australia at the time, was appointed Chairman of the Distilled Spirits Industry Council of Australia, replacing outgoing Chair Eleanor Craig. McShane’s first responsibility was calling on the Federal Government to withdraw its tax trial on RTD products. McShane was Chairman until 2009 and Managing Director until 2016. Today, he is working on reinstating the iconic beverage business Swift + Moore that was around between the late 1800s to 2007, until it was acquired by Brown-Forman. An interview with McShane on the acquisition can be seen on page 15.

The Hardy Wine Company announced in March 2008 that it would be renamed to Constellation Wines Australia, aligning itself with the global company and what is known today as Accolade Wines. The move would take the spotlight off Hardy’s as a corporate entity, returning its focus to the winery. The company’s new focus would be on “regional winemaking at its finest.” The portfolio at the time also included Arras, Houghton, Jack Mann, Leasingham, Bay of Fires, Yarra Burn, Tintara, Stonehaven and Amberley. More on this can be seen on page 16.

SEPPELTSFIELD IS SOLD Foster’s Australia sold the historic Seppeltsfield winery, cellar door and much of the fortified wine stock on-site to Kilikanoon Wines in August 2007. The agreement would allow Kilikanoon to use the Seppeltsfield brand name for the sale of fortified wines, but prohibited its use on table or sparkling wine, which Foster’s held onto the rights for. Kilkanoon would sell its stake in Seppeltsfield in 2013.

RETAILER ALERT SCHEME Towards the end of 2007, in a further effort to promote the responsible consumption of alcohol, the industry decided to update the Alcohol Beverage Advertising Council (ABAC) Scheme, the same code that regulates alcohol advertising today, to include the vetting of the naming and packaging of alcohol beverages. The process would be known as the Retailer Alert Scheme.

LION NATHAN BUYS BOAG’S FOR $325M Lion Nathan bought the Tasmanian brewer J. Boag & Son in November 2007 for $325 million from the San Miguel Corporation. Lion planned on using its distribution strength to make the product more readily available across Australia. 10|drinks trade

WSET WINE COURSE OFFERED BY TAFE TAFE NSW launched the Sydney Wine Academy in 2008 to deliver the internationally recognised Wine and Spirit Education Trust courses. Clive Hartley was instrumental in its establishment and is still the Course Director today. He was recently named NSW Legend of the Vine in recognition of the significant contribution he has made to wine education in Australia.

RTDS - READY TO DIMINISH? Following concern among the community that RTDs or alcopops were driving youth binge drinking, the Federal government in the April of 2008 boosted taxes on these types of drinks by 70 per cent. The tax went up from $39.36 per litre of alcohol to $66.67 per litre. To address the concern, Lion Nathan Australia and Foster’s Australia also ceased production of the energy RTDs within their portfolios and set two standard drinks per single serve. Both commented at the time, however, that they believed excessive alcohol consumption was a cultural problem that needed to be addressed with intervention programs, not by banning the products.

NSW LIQUOR LICENSE What may seem astonishing for many among the trade in NSW today, considering the amount of red tape surrounding licensing, there was a time when the government was a little more lenient. In July 2008, the lemma government in NSW backed down on its opposition to a revised Liquor Act, reducing liquor licence fees from $15,000 to $500 for a small bar and $2,000 for a hotel. Small bars would also be able to open across Sydney without having to serve food. The news presented a positive change that would allow Sydney to have more small bars, similar to Melbourne.

For more information visit




Many of our readers will remember these products just as well as we do. While a few are no longer around, some have stood the test of time. The Jim Beam & Zero Sugar Cola, for example, is now one of the most popular premixed drinks on the market. Interestingly, key messaging from this time shows that consumers were just as concerned about their health and environmental impact then as they are today.



Our favourite release from the first issues of drinks trade – a limited-edition bottle of Absolut vodka with a glittery, silver casing around the bottle that could be removed and suspended from a hook (without the bottle inside), just like a disco-ball! We’re not surprised that it’s still around today.

The popular beverage with young adults was first released late in 2007. The mix of “triple distilled vodka with real fruit flavours” followed the successful launch of WKD Original Vodka Blue.



Cascade Green was a 100 per cent carbon offset full-strength, allmalt and preservative free lager released by Foster’s in March 2008. The packaging was also designed to minimise the beer’s carbon footprint using a minimum of 50 per cent recycled material.

Jim Beam & Zero Sugar Cola was released in September 2007 in cans and glass packaging in response to a growing segment of the market seeking reduced calorie beverages. It is now one of the most popular premixed drinks on the market.

PIG’S NOSE AND SHEEP DIP Southtrade introduced two new dark spirits, the Pig’s Nose and Sheep Dip, as a way of targeting the younger market of Scotch drinkers. 12|drinks trade

BANROCK ECOMATE Banrock Station launched a TetraPack version of its chardonnay and shiraz named EcoMate, “a greener packaging option for environmentallyconscious winelovers.” It was 100 per cent recyclable and also intended as a lighter, more portable pack for consumers.

FAIRY BOMB At 8.2% ABV, the Fairy Bomb, a mix of Green Fairy Absinth imported from The Czech Republic and energy drink, was a popular drink in bars and clubs back in the day.

MALIBU RUM AND MALIBU RTD PACK REFRESH Malibu Rum and Malibu RTD products were given a new look for the summer of 2008, adding the iconic twin palm trees at sunrise that is still seen on the bottle today.

FB067 Fastest Growing Ad 236x306 OL.indd 1

27/03/2017 6:54 pm



ADVERTISING How times have changed…These adverts from the early 2000s show a very different image of the industry to the ones we see today. What hasn’t changed though, is the support from drinks trade’s original advertisers, who can still be seen throughout the magazine.


it w o n ’t la s t lo n g enough to g at h e r d u s t.



red It’s our fastest growing tail] Cabernet Merlot. Introducing new [yellow blackberry With great varietal red wine category. gather in the fastest growing this is one red that won’t more attractive pricepoint, flavours and an even Discover more at www.yellow dust on your shelves.

Full strength, great taste, at a sensational price... and only available to independents! For further information see your ILG Business Development Executive or call (02) 9675 8400


16 Tyrone Place, Erskine Park NSW 2759 & 680 Boundary Road, Richlands QLD 4077 Fax: 02 9675 8479 Email: Website:



<ehceh[_d\ehcWj_edfb[Wi[YedjWYjoekhbeYWbIkdjehoh[fh[i[djWj_l[ DIM%79JÅ&(/,,)'.--L?9Å&)/)(/+.+'GB:Å&-))&./'&&I7%DJÅ&..)+'+&++ M7Å&./*++(*--J7IÅ&),()',(++

Australia’s Most Wanted

To speak to a Sales Account Manager about one of Australia’s fastest growing wine brands, please contact McWilliam’s Wines on 1800 800 584 (Sydney metro on 02 9722 1299).

A Drinks Trade promotion






Hot topic. Hot deals.

FOR FURTHER INFORMATION CONTACT YOUR SUNTORY SALES REPRESENTATIVE: NSW: (02) 9663 1877 SA/NT: (08) 8351 5055 VIC: (03) 9329 5851 WA: (08) 9455 2477 QLD: (07) 3308 9100 TAS: (03) 6231 6255

Don’t miss your chance to collect ‘Golden Offers’ and cash in on exclusive deals with


Strike Gold II


At the recent 2007 Australian Liquor Industry Awards (ALIA) evening, Oyster Bay was judged ‘Brand of the Year’ and for the third year running was also voted ‘Premium White Wine of the Year’. This is both a proud achievement and

31/10/07 2:04:33 PM

a great honour. Sometimes it is not the accolades you receive but the calibre of those who judge you, that makes winning so special. Tel:1300 131 815


Sometimes the world really is your oyster. DEL2187

14|drinks trade

Catalogue out now!

For your FREE copy contact 02 4929 5866 or 56 drinks trade

Strik e Gol

d II



The saying what is old is new again couldn’t be truer when reading these old interviews. Who would have thought that after saying goodbye to Swift + Moore in 2006 that we would see its revival in 2017? Or that Constellation Wine (now Accolade Wines) would eventually acquire the Fine Wine Partners brands Lion Nathan once vied for? Hear what the people behind the industry had to say on the biggest topics and issues of ten years ago.


Drinks Trade Insight

expertise and capability of the Swift+Moore team ensured that we were able to

Two years on from taking control of the Swift + Moore business and renaming to Brown-Forman Australia, in 2008 drinks trade interviewed Managing Director Michael McShane to find out how successful the restructure had been. In an uncanny move, McShane, having since left Brown-Forman, is now re-establishing the Swift + Moore business.

react to changing market requirements and guarantee the integrity of our brands. In terms of distribution models the approach has been to assess which model best suits the needs of our customers and brands in a particular market. As a company we have had the opportunity to work with some outstanding brands and partners in a number of global markets.


DT: With some time passed now since the departure of the Allied Domecq brands and the dissolution of Swift+Moore, how would you rate the success of the restructure of your business and are you comfortable with how your sales are tracking and the current status of your organisation?


With almost two years passing since taking control of the Swift+Moore business we have seen a number of changes, not the least of which has been the renaming of the business from Swift+Moore to Brown-Forman Australia and reinforcing the brand building goals of this fine global company. As commented at the time, our desire was to have the strength of the Brown-Forman brands, the focus of a single shareholder and the passion and dedication of the Swift+Moore staff to carry us into a new era. With the passing of time our goal remains the same and we are very proud of our success to date. Obviously there have been many highlights over the last two years with

Brown Forman, two years on from taking control of the Swift+Moore business, has set a solid pace for itself, both through the activities of its core and new brands, as Ashley Pini discovered from Michael McShane, managing director Brown Forman Australia.

many tangible changes to the way in which we are interacting with our consumers. Our entry in the V8 Supercars with Jack Daniel’s Racing is one clear example. We have also introduced a number of new brands such as Casa Herradura and Chambord which have been great additions. That said, our greatest pleasure has come from seeing our staff embrace the changes in the market and our business and the way they have continued to responsibly build our portfolio of outstanding brands.

Drinks Trade: The Jack Awards have represented a significant

DT: Jack Daniel’s Racing Team is involved in motor racing

provides the opportunity for us to stop for a minute and consider what is

investment for your company. How would you rate the awards in terms of sales and awareness for Jack Daniel’s? Can

events such as the V8 Supercar Series. How have you dealt with the criticisms of a liquor brand sponsoring motor racing

important to our customers and how we can best meet their expectations. The survey also gives us the ability to benchmark ourselves against a number

you confirm who the headline act for 2008 will be?

and how do you view the relationship between the two?

of very professional and well run competitor organisations. Like others in

Since 1862 when its legendary founder formed the Silver Cornet Band, the Jack Daniel’s name has been synonymous with live music. While styles

Jack Daniel’s has a long track record of promoting responsible consumption and our association with motor sport is another means by which we can promote this very

end of the day we want to improve upon the expectations of our customer base and the recent survey is a great way to gain an excellent overview.

have changed a little since these early days, Jack Daniel’s has stayed

important message. We believe the partnership between Jack Daniel’s and V8 Supercars

committed to supporting and celebrating live music. Together with our long-standing association with a number of major events the Jack Awards

is a natural fit and only makes ‘official’ a relationship that has existed for some time. The sponsorship itself makes sense from a business standpoint and just as

the industry we also want to improve and strive for best practice. At the

has played an important role in supporting Australian live music. For 2008 we will be continuing our music support and have recently announced the commencement of the JD Set which is a series of concerts designed to bring more bands to more people around the country and build upon the success of the Jack Awards and our other music investments. As a brand we are creating the JD Set to extend our support for the local music industry and are looking forward to supporting fresh new talent and getting them on the road and in front of audiences all over the country. Equally

DT: In the UK, Brown Forman and Bacardi Martini have a cost sharing distribution agreement whereby the two share sales and logistics

importantly from a responsibility standpoint. With the popularity of V8 Supercars in the

operations but each company maintains full control of marketing its

Australian market our product will be exposed to a significant number of consumers on

brands. How well does that arrangement work for Brown Forman in the

a regular basis and so is our message: ‘Pace Yourself, Please Drink Responsibility’. Since becoming involved in motorsport there has been very little criticism as

UK and is there any possibility of a similar scenario being replicated here in Australia or any other changes to your distribution?

everyone knows that drink driving is a crime – and just plain stupid. Our consumer’s love of motorsport also gives us the opportunity to get our responsibility message

The arrangement in the UK has many similarities to that which existed in

out to an audience that has a deep interest in motor vehicles and driving.

Australia with Swift+Moore. While Swift+Moore was a joint venture agreement between Brown-Forman and the then Allied Domecq, both companies

exciting is the fact that we are working with a new agency in Sound Campaign

DT: Brown Forman was a sponsor of the recent on- and off-premise

maintained active involvement in the marketing of their respective brands while

and Michael Chugg Entertainment to assist us in bringing this project to life. The JD Set represents the next step in Jack Daniel’s significant

surveys conducted by the Liquor Merchants Association of Australia and Catalyst. What value do you see surveys can offer your business

benefiting from the passion and dedication of a very strong and proud field force. In the Australian market Swift+Moore had a deep history with Brown-Forman

investment in live music. The JD Set will involve multiple brands touring

and how can liquor suppliers best utilise their results?

“Our desire when taking control of Swift + Moore was to have the strength of the Brown-Forman brands, the focus of a single shareholder and the passion and dedication of the Swift + Moore staff to carry us into a new era. And we are very proud of our success to date. We have introduced a number of new brands, such as Casa Herradura and Chambord, but our greatest pleasure has come from seeing our staff embrace the changes in the market and our business.” brands and an outstanding sales record. The decision to take full ownership of Swift+Moore was a natural extension of that relationship and a reflection of our

both regional and metropolitan Australia throughout the year; and while

we have decided to withdraw from some of the big festivals such as Big Day Out we believe this new program will continue the long standing

From a supplier perspective any information which can bring us closer to the needs of our customers is a good thing. To receive feedback from the

confidence in their ability to represent our brands and our company culture. We understand that the Australian market has unique elements and that

tradition set by Mr Jack when he formed the Silver Cornet Band.

Association and taking the time to consider the results of the survey also

local market knowledge is imperative to meet the needs of our customers. The

18 drinks trade

drinks trade 19



“Lion Nathan is now the sole owner of Fine Wine Partners after acquiring the remaining economic interest of the business from Tucker Seabrook. My role remains unchanged and is to ensure that the financial objectives of FWP, our brand principals, and our customers are achieved in line with our annual operating plans. Financial year 2008 will see FWP surpass sales of one million dozen bottles. We are not a large company per se’, but we do have a fantastic range of premium brands.”

“They [RTDs] have become a convenient scapegoat. Despite very strong growth since 2000, they really have become a much larger part of the alcohol market, but most people can see that our drinking patterns and our number of young and underage people drinking haven’t increased. So if they were the cause of underage binge drinking, we would have seen a sharp increase to match the increased volume – we haven’t seen that.”

Fine Wine Partners has been through some well-weathered seasons over the years and in 2008 it was waking up to new changes following the Lion Nathan acquisition. drinks trade got together with Managing Director Michael East to understand the vision for the company.

Drinks Trade Insight

RTD Senate inquiry

View from Following Fine Wine Partners’ recent ownership changes, the company has a clear directive of where they would like to head and how to get there. Michael East, managing director, shares his vision for the company with Katrina Holden.

DT: With Fine Wine Partners no longer being a joint-venture, can you provide us with an overview of the structure of FWP, who runs it and the company’s position within the Australian wine market? Lion Nathan is now the sole owner of Fine Wine Partners after acquiring the remaining economic interest of the business from Tucker Seabrook. Fine Wine Partners was launched in October 2005, as a joint venture between Distinguished Vineyards and Tucker Seabrook, to provide sales, trade marketing and distribution services for a portfolio of premium Australian and international wine brands. Rob Hirst will remain as chairman of the FWP Advisory Board of Directors following the change of ownership. He will continue in an active full time consulting capacity with FWP including leading the Fine Wine Partners / Gourmet Traveller WINE – Australia’s Wine List of the Year Awards, which were launched in February of this year, and the Master Sommelier Program in Australia. My role as managing director remains unchanged and is to ensure that the sales and financial objectives of FWP, our brand principals and our customers are achieved in line with our annual operating plans. Financial year 2008 will see FWP surpass sales of 1 million dozen bottles of premium wine for the first time. We are not a large company per se’ but we do have a fantastic range of premium brands, for which we act as custodians. Our business is split quite evenly between on-premise, retail and national retail channels. DT: How many brands are there in the current portfolio and are there any plans for expansion at this stage? What is the criteria for a brand to join the FWP portfolio? In all, Fine Wine Partners represent some 72 brands. In order to manage such a large portfolio we have a dedicated team of brand business managers whose responsibility is to liaise with both our principals and our sales force to ensure that all objectives and commitments are met. Our portfolio brings together some of the most iconic fine wine brands from distinctive regions of Australia, New Zealand and the world including Bollinger, Petaluma, Henschke, Bannockburn, Brokenwood, By Farr, Coriole, Croser, Joseph Drouhin, Giant Steps, Knappstein, Mitchelton, Pikes, Wither Hills, Sandalford, St Hallett, Stonier, Tapanappa, Bowen Estate, Taltarni, Tatachilla ,Villa Maria, Mt Difficulty, Grandin and Rumball. We are not actively seeking to recruit new principals to FWP at this stage. We have an ambitious organic growth plan through to FY10 and

12 drinks trade

A Senate inquiry into the new RTD excise (see page 10) received 37 submissions from the alcohol industry between June and August 2008. Stephen Riden from the Distilled Spirits Industry Council of Australia voiced some similar views to those still expressed today.

are independently judged and recognise the enormous investment in time

It was great that we achieved our Annual Operating Plan in FY07 as this has given everyone a real sense of self belief. Our brand owners have been very supportive in every way and in return we have taken an ‘open book’ approach to our relationship with each of them.

are working closely with each of our principals to understand their growth objectives and to develop channel plans to realise those goals. It is our stated intention not to represent more than two wineries from any region ie; Pikes and Knappstein from the Clare, Coriole and Tatachilla from McLaren Vale. We believe this approach is in the best interests of our principals and affords FWP the opportunity to focus upon and grow each brand accordingly. If we were to consider a new brand joining the portfolio we would assess the brand using the following criteria: business fit, brand health, market penetration, channel strategy, commercial arrangements and resources as well as ownership and cultural fit. DT: After being in your role now for a couple of years, what would you say have been your biggest challenges in that time and your greatest success? As with any joint venture the biggest challenge is always developing a new culture for the organisation. Bringing the teams from Distinguished Vineyards and Tucker Seabrook together was an uncomfortable experience for people as many had to re apply for their roles, some positions became redundant and there existed a high degree of uncertainty. This was further complicated by us not meeting our sales and profit targets in our first year of operation. We have worked hard to instill our company values of passion, achievement, leadership, integrity and teamwork and have married these to 10 behaviours that add value in ‘how’ we achieve our goals. We have a passionate wine team here and we strive to create an environment that builds genuine engagement and increased productivity. It was great that we achieved our Annual Operating Plan in FY07 as this has given everyone a real sense of self belief. Our brand owners have been very supportive in every way and in return we have taken an ‘open book’ approach to our relationship with each of them. We share FWP’s key strategic objectives, our sales performance and our financial performance. We have built a business model around the foundation of sustainable competitive advantage; customer intimacy, product leadership and operational excellence. We have made some exceptional improvements in many areas as we strive to provide a ‘best imaginable experience’ for our customers and brand owners. Notwithstanding the improvements so far, we are conscious that our ‘customer satisfaction survey’ results indicate that we have significant room left for improvement. We have set ourselves stringent KPIs to address any shortfalls.

and money necessary for restaurants to develop a quality wine list. The most significant way in which this year’s Australia’s Wine List of the Year Awards will be different from the previous Awards is that the results and successful establishments will be published as part of the August/September 2008 issue of Gourmet Traveller WINE magazine, providing a must-have reference for wine and food lovers. Each establishment across Australia will be judged by at least two members of the judging panel and given a rating. The best will receive either three glasses (Very Highly Recommended), two glasses (Highly Recommended), or one glass (Recommended). The Chairman of Judges will be Peter Forrestal and he and his fellow judges will use the following criteria in assessing each list: content, balance, suitability, presentation and pricing. The Judy Hirst Award for the Sommelier of the Year will be inaugurated this year. This award will be presented annually to the person most responsible for creating Australia’s Wine List of the Year. It will be presented in memory of Judy Hirst who established and managed the Awards for the first decade following their inception. As Fine Wine Partners enters its third year it is important that we do promote and expose ‘our brand’ more frequently whilst making a meaningful and tangible contribution to the wine industry. I can’t think of a better vehicle than Australia’s Wine List of the Year Awards. This is one component of our strategy to achieving sustainable competitive advantage and become the leading fine wine distribution company in Australia.

DT: What are the foremost concerns and challenges facing some of the brand-owners within the FWP portfolio this year and what role does FWP intend to play to assist in those areas? One of the main areas of concern for our principals is the ever increasing cost of doing business. This emanates from many quarters including the increasing cost of fuel, oak, water, storage, production, labor, raw materials and trading costs. We are working with Lion Nathan to pursue any synergies that exist to mitigate these rising costs in areas such as distribution and procurement and to make these available to all of our principals. Wine as a category has been very reluctant to consistently take price increases and has fallen well behind the beer, spirits and RTD categories in recent years. We will continue to encourage the implementation of price increases where they are warranted and where they do not break sensitive price points. Failure to increase wine prices will result in further margin erosion for our brand owners and a devaluation of the category. Trading costs have become prohibitive in many instances. This is across all channels and can be seen in the costs associated with running promotions, providing ‘pouring’ allowances, trading rebates and the demands for co operative advertising. It is our responsibility to make sure that we achieve a balanced sales plan for our brand owners that minimises their exposure to increasing trading costs. For our part it is essential that we also grow our distribution footprint for our brands. There are route to market opportunities that exist currently but FWP to date has been somewhat irrelevant. In particular we would like to form meaningful trading relationships with the wide range liquor wholesalers and in turn with the banner groups who are aligned to them. Whilst two thirds of our portfolio retails above $15 per bottle we do have a comprehensive suite of products on offer that we believe are suitable for promotion via these group members.

RTD inquiry Katrina Holden reports on the industry reactions to the recommendations made by the Senate Committee following an inquiry into RTDs.


he Senate inquiry into ready to drink (RTD) beverages or ‘alcopops’, received 37 submissions from interested parties, including submissions from Australian Wine Research Institute, Alcohol and Drugs Council of Australia, National Drug Research Institute, Winemakers’ Federation of Australia (WFA) & Wine Grape Growers’ Australia (WGGA) (SA), Independent Distillers Australia, Australian Hotels Association, Distilled Spirits Industry Council of Australia, Diageo Australia, Australian Medical Association, Australasian Associated Brewers. The purpose of the inquiry was to examine the effectiveness of the Government’s proposed changes to the alcohol excise regime in reducing the claims of excessive consumption of ready-to-drink alcohol beverages. The Committee conducted public hearings in Canberra on 11 and 12 June 2008 and released their recommendations on 24 June. The Senate comes back on 26 August, 2008. Some of the Committee’s recommendations included support for the introduction of the excise increase on spirit based RTDs. They noted the potential for ‘alcohol substitution’ to occur and supported the government’s commitment to evaluate the effectiveness of the measure increasing the excise on spirit-based RTDs and all components of the binge drinking strategy. The Committee also called for a review of alcohol taxation and noted that it would be included in the comprehensive review of the tax system currently underway (the Henry Review). Following the release of the Committee’s report, the excise increase looked doubtful, as Family First Senator Steve Fielding expressed views that he was considering joining with the Coalition and voting against the tax increase. Senators Murray and Xenephon were also unsure about their support for the tax increase. Drinks Trade spoke with two category associations on their reactions to the report. Here’s what they had to say to Drinks Trade:

Stephen Riden, manager information and research, Distrilled Spirits Industry Council of Australia (DSICA) DT: What was DSICA’s reaction to the senate report? What do you think it means for the future of RTDs and spirits? We are disappointed that the Senate is divided along party lines. We think that the Liberals took the most evidence-based view of it where they say it was far more about revenue than about public health. We also noted that the Greens and Senator Fielding and Senator Murray of the Democrats also took the view that it was more about revenue and will be ineffective without a far more comprehensive set of measures that have nothing to do with tax. DT: Do you think RTDs were given a fair go overall and were maybe seen as not the only factor surrounding youth binge drinking or do you think they have become a convenient scapegoat? They have become a convenient scapegoat and I say that on two counts. One is that despite very strong growth since 2000, they really have become a much larger part of the alcohol market, but most people can see (and this is backed up by the Australian Institute of Health and Welfare) that our drinking patterns and our number of young and underage people drinking hasn’t increased. So if they were the cause of underage binge drinking, we would have seen a sharp increase to match the increased volume – we haven’t seen that. And the young people and underage people were drinking to excess well before these products were even on the market. Secondly, one of the submitters in an earlier senate inquiry a couple of years ago raised the point of pre mix drinks are outside of what parents and legislators see as ‘normal’ alcohol – it’s not what they drank when they were young – it was the bottled wine or the beer or the spirits. So they’re seen as new and innovative. It’s kind of a case that many people are looking around for solutions to very complex problems around alcohol abuse and what’s happening with children and our society - and RTDs are an easy target.

DT: Will the government take this report and look at alcohol overall of do you think they will still focus on RTDs? It’s very hard to say what the government will do. I think that they expect to raise so much revenue from this excise hike but we have serious doubts whether they will or not. But it is a large sum of money and governments do not give up money. To be fair to the government, when they announced their binge drinking strategy back in March, we thought that they offered some good solutions. They weren’t going to be the total answer but there were some good parts. They announced three initiatives and one of them was where they talked about personal responsibility. Where people who had become intoxicated and had got into trouble were given diversions and hooked up with brief interventions. It was kind of a case of bringing home to young intoxicated people that they would be held accountable for their actions. So I don’t want to say that the government is only looking at tax – we should give them praise for what they do which is correct. We think that this tax increase has some serious unattended consequences and most of the committee did raise the issue of substitution, moving to cheaper and more cost effective forms of alcohol. This tax won’t achieve the goals of the national binge drinking strategy, either in terms of the revenue or in its stated public health goals. We would like them to rethink the whole thing around alcohol taxation.

Stephen Strachan, CEO, Winemakers’ Federation of Australia DT: You highlighted to the Committee the concerns for the wine industry over possible introduction of a volumetric wine tax. What sort of effect will volumetric tax have on the wine industry and wine regions? A move to a volumetric tax would cause major and irreversible structural changes to the industry. That impact would be most acutely felt in several regional communities that are already suffering substantial hardship from the impact of the drought and associated cuts in water allocation. A move to a volumetric tax at the current beer rate would see at least 3500 jobs lost in regional inland communities, with further impacts felt throughout the industry. In addition to making a submission and appearing before the Senate Community Affairs committee Inquiry into Ready-to-Drink alcohol beverages, the WFA has also participated in the Community Affairs Inquiry into the Alcohol Toll Reduction Bill, the Review of the National Health and Medical Research Council Australian Alcohol Guidelines for Low Risk Drinking and the Food Standards Australia New Zealand (FSANZ) Review regarding mandatory pregnancy warning labels. In addition, the WFA is working on submissions to the Government’s major taxation review – the Henry Review. We have also met with Members of Parliament, including Ministers and Shadow Ministers over the last six months. Our hope is that politicians will realise the simplistic approach by some to call for a volumetric tax as a solution to irresponsible consumption is flawed and the unemployment, negative regional consequences and social problems delivered as a consequence of the introduction of the volumetric tax would far outweigh any perceived benefits. DT: Do you think the wine industry has been pro-active with regards to social responsibility messages? What sort of initiatives would the wine industry be willing to further support to reduce harmful drinking? The wine sector has been proactive, both as a collective and as individual companies, in the area of social responsibility, and we should always be striving to improve on our performance. The wine sector’s vision for the industry is for wine to be understood as a lifestyle beverage to be enjoyed in moderation and for the industry to promote sustainable and socially responsible consumption of our wines. The wine sector contributes to messages and programs around responsible consumption of alcohol on a regulatory, self-regulatory and voluntary basis, including through: standard drinks labeling; voluntary standard drinks logo for clearer consumer information adopted by wine companies in Australia; voluntary labels with messages such as “Enjoy wine in moderation” or “Drink Responsibly”; and WFA is a founding partner of DrinkWise Australia, an evidence-based organisation focused on promoting change towards a more responsible drinking culture in Australia. The wine sector recognises that adopting strong positions on social responsibility is essential to the industry’s future and is committed to taking a long term approach to the issue of binge drinking and underage consumption so that it becomes ‘uncool’ to drink excessively.

cover competition closes soon The Drinks Trade cover competition deadline is fast approaching, so all graphic designers, design students, art directors and budding artists don’t forget to get your entries in before 1 September 2008. The winning design will be on all six Drinks Trade covers in 2009 and the winner will be featured and profiled in the December/January 2009 issue of Drinks Trade.

DT: This year, Fine Wine Partners will recommence running the ‘Australia’s Wine List of the Year’ awards, in conjunction with Gourmet Traveller WINE. What benefit and opportunities do you believe these awards bring to both the trade and your organisation? Established in 1994 Australia’s Wine List of the Year Awards are our most recognised and respected national awards for wine lists. Importantly, they

drinks trade 13

The magazine is distributed nationally to 18,000 recipients and is aimed at liquor stores, bars, clubs, restaurants and liquor suppliers all over Australia. That means that your design could be on the front cover of six Drinks Trade issues seen by over 18,000 readers and any other promotional media we send out. Drinks Trade magazine has a policy of business first and the cover design is required to reflect this. This competition gives you the chance to have your design on the front cover of a professional, welldesigned magazine, which will look fantastic in your design portfolio. For more information you can view the competition media release at and email with your entries and any questions you may have.

DT: Do you think it’s plausible to group all alcohol together when debating some of these issues? Should they equally take accountability for some of the issues surrounding problem drinking? Wine is a regionally based, value-added agricultural product produced by in excess of 2300 wineries and 7500 wine grape growers in 61 regional areas all over Australia. Employing almost 30,000 direct and 30,000 indirect jobs, the wine industry provides a substantial basis for many rural economies. Wine is different and it is our very strong objective to ensure that all stakeholders, and in particular politicians, understand those differences. The Australian wine industry does recognise that when wine or other alcohol products are consumed to excess, they can contribute to a range of social and physical harms. However, by its very nature, wine is not attractive to most underage drinkers. Data from the 2004 National Drug Strategy Household Survey

Contact your Drinkworks representative on: 02 9389 7266

drinks trade|15




2007 wasn’t a great year for Foster’s with customers unhappy after it transitioned to a multi-beverage strategy, incorporating brands from the Southcorp, Beringer and CUB acquisitions. The business had also reported disappointing first-half profits, not helped by the wine oversupply in Australia at the time. Nevertheless, Managing Director – Australia, Asia and Pacific, Jamie Odell, remained positive.

In focus

“Integrating different businesses is a challenge and it can mean losing focus on getting the job done. We’ve said it publicly, last year was difficult and we didn’t achieve all that we wanted for our customers or ourselves. But after speaking to customers, we’ve refined our sales structure, introduced wine specialists, a premium on-premise team and focused on making it easier to do business with Foster’s. On the bright side, after making these refinements we turned the corner in the second half and have achieved some great results.”

There was a big change for the Hardy Wine Company in 2008 when it decided to change its name to Constellation Wine Australia, putting the focus back on Hardys as a winery and “regional winemaking at its finest” (see page 10). drinks trade interviewed newly appointed President John Grant whose comments highlight China was just an important market for wine producers then as it is now. “As with much of the industry, we are monitoring the rapid development of the Chinese market, and have recently entered into a new distribution agreement for the Hardys brand in mainland China. The investment that the governments of the Emirates are injecting into their economies is generating significant growth in infrastructure, tourism and other related industries, which gives rise to further opportunities for wine. Despite the pressures being suffered by the US economy, the US wine consumer continues to trade up. We are under-represented in this market and rectifying this situation is both a priority and our major opportunity going forward.” Drinks Trade Insight

Foster’s fights back

With a directional change taking place at Hardy Wine Company, Katrina Holden interviewed John Grant, president, at the time of the company’s major announcement of its name change to ‘Constellation Wines Australia’.

Following customer grievances, Foster’s Australia have simplified their systems, bringing improvements to their wine and beer sales. Katrina Holden spoke with Jamie Odell, managing director Foster’s Australia, Asia and Pacific. Drinks Trade: The move into Foster’s multi beverage strategy has presented a rocky path. First-half profits were disappointing. On the eve of the announcement of your full-year results, can shareholders expect to see some improvements? Integrating different businesses is a challenge and it can mean losing focus on getting the job done. We’ve said it publicly, last year was difficult and we didn’t achieve all that we wanted for ourselves or our customers. In the first half of the year we focused on creating the right structure to meet customer demands. After speaking to customers, we refined our sales structure, introduced wine specialists, a premium on-premise team and focused on making it easier to do business with Foster’s. On the bright side, after making these refinements we turned the corner in the second half and have achieved some great results, drawing upon Nielsen ScanTrack Liquor MAT to June 2007, here are some highlights: The big picture is wine growth across the entire portfolio – our

on strengthening customer relationships. The closer we are to customers and the better we understand their business, the more value we can offer them in meeting consumer demands and adapting to the evolving market place.

which represent approximately 70 per cent of total wine volume, increased 7 per cent in the last financial year. Rosemount was relaunched across the world throughout the last year and we reported Rosemount volumes increased by 17 per cent over the last quarter of FY07. Lindemans volume grew strongly in the Americas and in EMEA. Lindemans South African wines are the number two brand in the South African category in the US. Lindemans Chilean wines were launched in the UK in May and have received listings in major supermarkets. Back on Australian soil, we plan to continue the momentum we achieved in wine in the first six months of the year which created our highest growth in wine sales since before the Southcorp acquisition. Our focus will be on growing wine value for our customers by focusing on premium bottled wine. We’re ideally placed for this as the supply balance changes and consumers return to the premium brands they know and love.

DT: Improving customer relations following the integration with Southcorp was high on your agenda for 2007. What progress can you report in this area?

One of the criticisms of the multi-beverage model was that it didn’t allow for the specialisation within the sales team. After listening to customers we have over the past year refined the model, so that it provides a high level of support to all types of retailers, making it easier to do business with Foster’s. In its essence in FY08, multi-beverage means we will focus on our lead categories of beer and wine supported by spirits, RTDs and cider. Our aim continues to be to make it simple to do business with Foster’s by providing single back of house support. We are continuing to work to this by bringing together beer, wine and spirits distribution and warehousing and having one-stop call centres for all orders. We believe this blend of specialised, focused sales force with strong customer relationships supported by single back of house support provides an unrivalled level of customer support. Consumers demand brands they know and trust and Foster’s has a leading portfolio of consumer brands including; VB, Carlton, Pure Blonde, Penfolds, Wolf Blass, Rosemount, Yellowglen, Cougar and Skyy delivers this, backed by quality support services.

There is no doubt the change associated with creating one sales team from the legacy CUB, Beringer and Southcorp businesses did disrupt relationships with customers. We recognise the importance of strong relationships with the trade and rebuilding them has been a focus for the sales team and leadership team over the past year and of course it doesn’t stop there – it’s an ongoing focus for the entire business. I’m pleased to say we enter the new financial year with a dedicated and stable sales force which is making real progress in building partnerships with customers to help them grow their business. We called upon our relationships with customers last year and they told us what we had created was too complex. We took on their feedback and that led to the introduction of specialists to service wine and premium on-premise. We moved to two sales channels and we recently appointed Trevor Croker as the national sales director. Customer relationships are vital and Trevor and the sales team, with my support, will continue to focus

The global wine consumer is trading up and we have positioned ourselves accordingly. Step one of that process was to establish an appropriate corporate vision, which is ‘Australia’s regional wine champion, respected for our quality brands and winemaking excellence’. In order to better support this regional vision and more appropriately represent our regional portfolio, we have recognised the need to change our trading name. So, in March we took step two and changed our name to Constellation Wines Australia – with the corporate positioning – “regional winemaking at its finest”. The corporate name change has enabled us to both refocus Hardys as a winery and better showcase our smaller regional wineries, such as Bay of Fires in Tasmania, Leasingham in Clare Valley, Yarra Burn in the Yarra Valley, Tintara in McLaren Vale, Stonehaven in the Limestone Coast, Amberley in Margaret River – you get the picture. So, directionally we have evolved the company to much more of a regional wine footing.

Foster’s made a decision to move into the wine business ten years ago and that is starting to pay off. Wine is the fastest growing alcoholic beverage globally. In our annual results which were announced at the end of August CEO Trevor O’Hoy revealed wine now makes up 40 per cent of Foster’s global earnings. He said the momentum for global wine growth accelerated sharply in the second half, and he flagged this to continue. Volume of our five global wine brands,

highest growth since before the Southcorp acquisition. A highlight among this is that Rosemount’s value share is marginally higher now than it was at that time. Leading our innovation charge, talking to the growing consumer trend for health and wellbeing, Pure Blonde accounted for over 20 per cent of the total beer category growth by value over the year. It grew by an amazing 128 per cent in value over the past 12 months. Supported by great advertising Carlton Draught was up over eight per cent in value. Another innovation only launched in May, was VB Mid – our most successful ever brand launch. Nielsen shows that in the last two months of the financial year, VB Mid gained 1.2 per cent value share of the total Australian beer market and 7.8 per cent value share of the Australian mid-strength category. Yellowglen Jewel was released for the first time in March. Since then Nielsen shows this brand has gained 2.4 per cent of the total sparkling category. Importantly, this is all incremental growth for Yellowglen, which also grew its value share by 10 per cent. Devil’s Lair is up 26 per cent in value over the same 12 months a year ago.

Foster’s ended the year with approximately the same overall market share as we entered it, so tales of lost share are misleading. Market share aside, we’ve been working with the sales team to ensure they have clear priorities and also looking at our portfolio mix to ensure we have the right products in growth categories. We’ve done a lot of work with our beer portfolio – recent examples include our most successful brand launch ever - VB Mid launched in May to meet the growing consumer demand for Midstrength beer. In only two months it gained 7.8 per cent value share of the Australian Midstrength segment. The

team will continue to build the profile for VB Mid over the summer. As already mentioned, we’re seeing continued growth from Pure Blonde (it’s grown by a staggering 128 per cent in value in the 12 months to June) and Carlton (up over eight per cent in value in FY07). Corona continued to dominate the import category with 34 per cent value growth over the 12 months. In the past couple of months we have also released a couple of premium niche beers; Shanghai and Pepperjack both of these further strengthen our portfolio of leading premium beers which includes Stella Artois, Carlsberg, Asahi and Matilda Bay. We have plenty of focused activity to support our beer portfolio over the coming summer period including a new look VB summer promo with Shane Warne , new VB advertising as well as new advertising campaigns for Carlton and Pure Blonde.

drinks trade 19

DT: With Constellation Wines U.S recently announcing a new organisational structure, integrating the wineries acquired from Fortune Brands, is there any

reason behind this and what is your long-term strategy for the company?

possibilities of changes to your organisational structure here in Australia to something similar of the U.S model of your holding company, Constellation?

our priority is to offer regionally distinctive, premium wines to meet the shifting demands of global consumers. This means aligning our warm climate and cool climate fruit sourcing to meet consumer demands.

Similar to the intent of Constellation Wines US, our focus is on our premium wine portfolio. We are strengthening our sales team as part of this focus, but not undertaking any wholesale structural changes. DT: How are your exports performing, given the recent global

DT: Last year, you said that the company would lead with a regional wine range, with more releases in the Oomoo range to reflect regionality and another brand to be launched at a higher price point. When can we expect to see some of these ranges in the market?


Jamie Odell, managing director Foster’s Australia, Asia and Pacific

DT: With some of Australia’s most iconic beers in your portfolio, what groundwork has been covered in the past six months to reclaim lost market share?

DT: The company is shifting its focus away from cask wine, reducing your intake of grapes from Riverland and Sunraysia by 15 per cent. What’s the

Wines produced from Riverland and Sunraysia continue to be an integral part of our business. Leading on from my response to the previous question,

Hardys shifts

What are your comments to the critics of the ‘multi beverage strategy’ who say that it is near impossible to integrate beer and wine into the same supply chain? Can they be proven wrong or vindicated?

18 drinks trade

In order to better support this regional vision and more appropriately represent our regional portfolio, we have recognised the need to change our trading name.

Drinks Trade: You’ve been in the role as president of Hardy Wine Company for one year now - what directional changes have you implemented in that time to the organisation?

DT: External negative forces have affected all players in the Australian wine market, including overproduction in Australia, an international wine glut and a rising Australian dollar. How is the wine side of your business performing under such conditions?

economic pressures and rising U.S dollar? Is the company also focused on any new, emerging markets? Over the last twelve months (MAT Jan 08) our share of bottled wine

2008 will see a renewed emphasis on communicating and enriching our regional wine offering. Hardys is expanding the Oomoo range to showcase individual regions that we believe excel in particular varieties

exports has risen by 2.3 per cent to 19.7 per cent. This would indicate on the surface that our exports have performed well in light of recent global pressures and a depreciating US dollar, not to mention drought, rapidly increasing production costs, retailer consolidation and ongoing competition

.. shiraz, grenache and mourvedre from McLaren Vale, cabernet from the Coonawarra and sauvignon blanc from the Adelaide Hills for example. These wines will be available in limited quantities from September 2008. A second development from the Hardys winery is the relaunch of a cross regional, vineyard specific varietal collection. In essence, this is a return to Hardys past. In the 1940s, 50s and 60s, the Hardys ‘Bin Range’ presented cross regional varietal wines and became much sought after by collectors. A smattering of these wines will be available leading up to Christmas. In October, Hardys is also launching a small range of ‘progressive’ dual blended wines. They represent the assemblage of select noble and Mediterranean varieties, such as chardonnay and pinot grigio for example. The wines have been previewed by (and have delighted) leading industry palates, including those from the UK and Canada. In addition to the Hardy winery initiatives, several of our regional wineries are sharpening their micro-cru offerings. Tintara for example, will be releasing a range of McLaren Vale sub-regional wines, showcasing and contrasting specific micro climates. Likewise, Leasingham will release just a few dozen cases of shiraz from each of its two vineyard jewels – Provis and Schobers. Both yielded just three quarters of a tonne per hectare in vintage 06. The wines could not be more different. Provis soils are a combination of tight shale and slate, producing a wine of profound power, aromatic intensity and spice. Schobers loam soils are rich and red. The vines are dry grown and produced a wine of velvetine texture, yet great power. So as you can see, the exploration of regionality is foremost on our agenda.

from producers around the world. However, we still face the challenge of improving our sales mix and increasing the return on invested capital. In 2007 we have focused on reinforcing the strength of our key brands, raising awareness of the uniqueness of our regional estates and emphasising the quality of our wines throughout our portfolio. These messages have been strongly supported by ongoing success in major Australian wine shows, and reviews domestically and abroad. We continue to assess new markets. As with much of the industry, we are monitoring the rapid development of the Chinese market, and have recently entered into a new distribution agreement for the Hardys brand in mainland China. The investment that the governments of the Emirates are injecting into their economies is generating significant growth in infrastructure, tourism and other related industries, which gives rise to further opportunities for wine. Despite the pressures being suffered by the US economy, the US wine consumer continues to trade up. We are under-represented in this market and rectifying this situation is both a priority and our major opportunity going forward. The nurturing and evolution of our strong bases in Australia and the UK will be fundamental to our ongoing success, and we are investing heavily in our brands in these markets in 2008. The shift to higher ground for a business is not without its challenges, however in 2007 we took our first steps and we will become progressively more aggressive as we gain momentum. We have the brands, estates and people to deliver on our vision and we are collectively determined to deliver … regional winemaking at its finest.

14 drinks trade

drinks trade 15


In 2008, having won the contract for the CL World Brands in the Pacific region, which included the Angostura Lemon, Lime and Bitters, 1919 8YO Rum and 1824 12YO Rum, Managing Director Les Page established the business that would go on to manage and distribute leading brands such as Jose Cuervo and Stoli. Ten years on, this year Page announced his retirement from the island2island Beverage Company and its sale to Proximo Spirits.

Drinks Trade Insight

Island treasures Island2sland Beverages is a new company established to look after the iconic Angostura bitters and rums in Australia. Katrina Holden spoke with Les Page, managing director on the company’s current focus and growth plans. Drinks Trade: What brands are there currently within the Island2Island portfolio and do you have any expansion plans? What position do the brands hold in the market place? The island2island Beverage Co has been established to look after the needs of CL World Brands in the Pacific region. Initially we are concentrating on the established Angostura brands, aromatic bitters, 1919 8YO rum, and 1824 12YO rum, and the adult soft drink premix Angostura Lemon Lime and Bitters. CL World Brands has acquired some excellent businesses and brands over the last few years and we will look at these once we settle the changeover in distribution. I should also say at this point a big thank you to the Foster’s Group. They have distributed our brands extremely well over the years and the partnership has been excellent for both parties. They continue to produce our adult soft drink Angostura Lemon Lime and Bitters, and distribute it into the supermarket and route channels.

DT: What is your target market, in terms of customers and end

The trade expect knowledge and service from companies. Outlets need decisions, employees need to be empowered to make decisions within agreed guidelines. Once again we are lucky being a small operator as our decision making processes are fairly immediate. We also have gathered together a great team, a mixture of industry

consumers and what strategies do you use to reach them?

and FMCG experience. I am amazed and, of course, extremely pleased how well the team has gelled in such a short time.

With our premium brand Angostura aromatic bitters, we have 100 per cent distribution. A big claim, but one with which we feel very comfortable. It is mainly consumed as the adult soft drink Angostura Lemon Lime and Bitters. Research tells us that our consumer acceptance is also very broad – around 95 per cent awareness and 76 per cent trial among 18-65 year old male and females. As we are predominantly an on-premise drink, we need to ensure our drink has visibility at the point of purchase. The only ‘weakness’ we have with the consumer is low frequency of consumption. Consumers love our drink but it doesn’t instantly come to mind when they approach the bar.

I think having the ability with a brand to satisfy a consumer’s needs is the most important thing. It then becomes a matter of presenting the brand in the right place in the right manner. Creating a consumer need is another matter, and an incredibly difficult thing to do. I take my hat off to the person forty odd years ago who created the drink Angostura Lemon, Lime and Bitters. We are reaping the benefits of that creativity. Research has told us what the consumer expects from our offering, I guess that it’s our job to present it to them in the best possible way, without dictating to them. After all their needs are what is keeping us in business.

DT: Can you tell us about the structure of your business and staff and how your company operates? As a new company, we are small but keen. Presently we have state managers and key account managers, as well as office staff. We are distributing exclusively via wide range wholesalers, but will service the trade with area managers and merchandisers as we grow.

16 drinks trade

DT: As someone who has considerable experience in the liquor industry, in your opinion, what is the key to ensuring a brand’s success in our crowded market place? What are your consumers and trade customers demanding more today than they have in the past?

DT: Golden rums are set to take off globally in the coming years. What are your predictions for the growth of rums in Australia? I am probably the wrong person to ask this question as I tend to be very pragmatic about the spirits jndustry. Rum in Australia is dominated by two very well respected and well marketed brands - Bundaberg and Bacardi. Sure there is always a place for new entrants with new tastes, but it is a very difficult challenge, if you want to seriously challenge these icons.

drinks trade 17

“As a new company, we are small but keen. Presently, we have state managers and key account managers, as well as office staff. We are distributing exclusively via wide range wholesalers, but will service the trade with area managers and merchandisers as we grow. I should also say at this point a big thank you to the Foster’s Group. They have distributed our brands extremely well over the years and the partnership has been excellent for both parties.”

16|drinks trade


WE’VE FOUND WHERE TO GO FOR SOME OF THE WORLD’S FINEST WHISKIES From the Scottish highlands to the Cairngorm Mountains, Brown-Forman brings consumers some of the finest whisky Scotland has to offer. Whether it’s the richly-sherried style of The GlenDronach, the fruity flavour of The BenRiach, or the coastal charm of Glenglassaugh your customers are after, Brown-Forman’s selection has premium malts from some of Scotland’s leading distilleries to suit even the most discerning palate.

LIMITED RELEASES BENRIACH PEDRO XIMENEZ SHERRY WOOD FINISH 17 YEAR OLD SINGLE MALT SCOTCH WHISKY Matured in American bourbon barrels and finished in pedro ximénez butts in the heart of Speyside, this unique 17 year old single malt offers a combination of delicious dark chocolate, oak and sherry flavours, with complementing aromas of creamy spice, sugar-coated almonds and rich fruit cake. 700ml | 46% ABV

BENRIACH CASK STRENGTH BATCH 1 SINGLE MALT SCOTCH WHISKY The distillery’s very first cask strength single malt showcases its classic and popular style without chill filtration or colouring. Its creamy, delicate taste and captivating aromas of vanilla, fruits and sweet barley won Silver at the 2016 International Wine & Spirits Competition. 700ml | 57.2% ABV



A distinctive single malt with rich red fruit flavour and a warming copper glow from maturation in American bourbon barrels and tawny port hogsheads to finish. The Tawny Port Wood 21 year old single malt also delivers enveloping aromas of fresh cranberries and white pepper. 700ml | 46% ABV

Classic BenRiach single malt characteristics intertwine with unmistakable peat smoke, bourbon and sherry cask flavours. Toasted oak, toffee apples and nectarines join lingering notes of sweet heather and peat smoke on the palate. 700ml | 56% ABV



The 2015 Distiller of the Year has used American bourbon barrels and moscatel wine casks to create an unrivalled premium single malt with inviting aromas of dark orange marmalade, rich figs and sweet dates, plus delightful flavours of velvety dark chocolate and maraschino cherries. 700ml | 46% ABV

Numbered by hand and selected by Master Distiller Billy Walker from some of the oldest and most unique oloroso casks at GlenDronach. It is classic in style with opulent aromas of sherry, which transcend onto a palate of dark espresso, rich molasses and dried tobacco. 700ml | 50.3% ABV drinks trade|17



THE GLENROTHES From 1 September, trade will need to place orders of The Glenrothes range from Spirits Platform. The company is taking over the distribution of the award-winning Speyside single malt Scotch whiskies from Samuel Smith & Son, completing its representation of Edrington’s portfolio, which includes The Macallan, Highland Park, The Famous Grouse and Cutty Sark.

Founder and Head Brewer Dan Dainton

CHAMPION AUSTRALIAN CRAFT BEER Dainton Family Brewery’s Cherrywood Smoked Baltic Porter was recently named Champion Australian Craft Beer at the Craft Beer Awards. The beer’s complex flavour is described as tasting “like a chocolate cigar,” according to founder and Head Brewer Dan Dainton, and was an unexpected winner at this year’s competition. Dainton said he was delighted with the win: “The award was a huge surprise and we are really thrilled to think we rate alongside our peers in the industry.” Trade can order the beer through Phoenix Beers.

SIPNOT IS BACK THIS SEPTEMBER It’s not every day that you have the opportunity to taste some of the world’s best pinot noir together with some of the industry’s all-time greats. The annual Stonier International Pinot Noir Tasting (SIPNOT) will return in September, showcasing pinot noir from Australia, New Zealand, France, the US and even Germany. Held every year since 2000, both trade and consumers are invited to participate in the blind tasting and subsequent discussion, which will be led by a master panel consisting of leading wine journalists and critics James Halliday AM and Huon Hooke; Wine Marketing and Strategy Specialist Aaron Brasher; and Chief Winemaker of Stonier Wines Mike Symons. The event will be held on Monday 11 September, 6pm-9.30pm at the Museum of Contemporary Art in Sydney. To register, call the winery on (03) 5989 8300 or email

ROB HIRST NAMED CHAIRMAN OF HOUSE OF FINE WINE ADVISORY BOARD In August, House of Fine Wine (HoFW) announced Rob Hirst as the new Chairman of the Advisory Board. The Advisory Board consists of representatives from the three winemaking families that make up HoFW - Société Jacques Bollinger, Henschke and Villa Maria, as well as internal HoFW team members. Hirst has many years of experience in the Australian market and close ties with the families, having worked with them previously as Chairman of Fine Wine Partners and before that, Chairman and MD of Tucker Seabrook.

18|drinks trade

ASAHI INCREASES SPIRITS PORTFOLIO Asahi Premium Beverages (APB) has acquired ASM Liquor’s four core spirits brands. They include Vodka O and its ready-to-drink format; Tequila Blu; Spicebook Whisky; and VDKA 6100. ASM will continue to market and distribute VDKA 6100 in the US and other markets, but APB will take over the brand in Australia, New Zealand and Japan. Scott Hadley, Chief Commercial Officer, APB commented: “These brands will give APB an important position within the full-strength spirits category. This will mean we can offer our customers an even broader range of alcohol beverages.”



The Alcohol Beverages Advertising Code (ABAC) Scheme will update its guidelines to regulate where alcohol marketing can appear from 1 November 2017. These include the use of age restriction controls, such as age gates in digital media, to exclude minors from an audience, or if a digital, television, radio, cinema or print media platform does not have age restriction controls available, alcohol marketers and advertisers must ensure that the communication is only placed where the audience is reasonably expected to comprise at least 75 per cent adults. A marketing communication must also not be placed with programs or content primarily aimed at minors or sent to a minor via electronic direct mail. Chair of The ABAC Scheme, the Hon. Alan Ferguson said that these guidelines aim to go further than the existing placement regulation in media specific codes and to keep up with new technology.

NSW PREPARES FOR CONTAINER DEPOSIT SCHEME Five of Australia’s largest beverage companies have formed a joint venture that will work with government, other drink suppliers and network operators to manage the NSW container deposit scheme ‘Return and Earn’ that comes into effect on 1 December 2017. Exchange for Change (EfC) is backed by Asahi Premium Beverages, Carlton & United Breweries, Coca-Cola Amatil, Coopers and Lion, and has been appointed by the NSW Government as the official coordinator of the Scheme. Part of EfC’s role will be to find a balance between securing enough funds to cover the 10c return per container and keep the costs to beverage suppliers as low as reasonably possible. At this stage, the NSW Government is predicting a cost per container for the first three months of 13.54c for aluminium and then 10.94c after; 14.07c, going down to 11.36c for glass; and 13.78c, going down to 11.13c for PET. The initial spike in price is to prepare for consumers who may have stockpiled eligible containers in the lead up to the launch. These costs will be covered by the beverage suppliers, who need to have a supplier agreement in place with Return and Earn by 1 October and will receive the first invoice on 1 November. The impact this will have on the pricing of eligible containers for retailers and consumers is still yet to be seen and will vary between suppliers. At the time of print, it was too early for any of the suppliers to comment on how they would be managing the costs and pricing. As this is the first time the Scheme has been in place in NSW, the cost per container is also expected to change again in early 2018, when it is clearer how many containers are being returned per month. More information is available online at and

HOTELS SUPPORT YOUTH JOBS The Australian Hotels Association (AHA) has aligned itself with the Commonwealth’s Youth Jobs PaTH (Prepare-Trial-Hire) program, which will support up to 10,000 internships across the hotels and hospitality industries nationally. As well as providing work experience placements for young people, the AHA will offer training courses and the Youth Bonus wage subsidy agreements. Endorsing the program, AHA (WA) CEO, Bradley Woods, said: “Getting a start in the world of employment is always hard, but PaTH offers a much-needed boost, which is just what so many young people want and need. Financial support for both young people and business provides a platform for positive long-term employment outcomes.”


Contact your Treasury Wine Estates representative on 134 893



2017 YOUNG LIQUOR RETAILER Congratulations to Sharni Fenton, Retail Manager of the Nine Eleven Bottleshop in Hobart, Tasmania for winning the Australian Liquor Stores Association’s 2017 Young Liquor Retailer of the Year. Other finalists this year included Tegan Clemow from Cellarbrations Gold Creek; Steve Dinnell, Porter’s Liquor Ryde; Toby Morrissey, Dan Murphy’s Double Bay; and Shanais Marcus-Hogue, Dan Murphy’s Erina, who was also a GrandFinalist. As part of the prize, Fenton will join the ALSA International Retail Liquor Study Tour to New York in February 2018.

BREWDOG DOWN UNDER The UK’s popular BrewDog beer has announced plans to open a brewery in Australia. And what’s better, it’s asking you for suggestions on where to locate its new home. Launched in Scotland in 2007, the alternative brand has quickly become a favourite with drinkers across the world, including Australia, where there are plenty of customers thirsty for the beer. So if there’s a scratch of dirt near you with a great local community, email your suggestions to project Top Dog and Aussie Zarah Prior at


2016 Bacardi Legacy Finalists Ryan Snedden, Dave Kerr and Joshua O’Brien

WINEMAKER AND WINERY OF THE YEAR The latest Halliday Wine Companion is now on sale, unveiling the Australian wines and wineries to look out for and get on your shelves in 2018. This year’s guide features over 1,200 wineries and 6,840 individual wine ratings, plus reviews of Bleasdale Vineyard’s Paul Hotker as the newest Winemaker of the Year and the 2012 Henschke Hill of Grace as Wine of the Year and Best Shiraz. The Yarra Valley also gets a few mentions, with Mount Mary recognised as the Winery of the Year, Dappled Wines as Best New Winery and Boat O’Craigo as a Dark Horse to watch. For Best Value Winery, author and wine critic James Halliday AM points to Grosset Wines in the Clare Valley. The book is available from stores nationally for $39.99. 20|drinks trade

Know of a rising star in your venue or have your own legacy to share? Bacardi’s Global Cocktail Competition is back for another year and entries are open from now until 2 October, which means it’s time to get creative. Bartenders are challenged to create a cocktail that could contend as a Legacy with legendary concoctions like the Daiquiri and Mojito. Once you’ve nailed your recipe, take a picture and upload it with the entry form via the Bacardi Legacy Australia Facebook page to be in with a chance to win.

ADVANTAGE’S JOHN MCLOUGHLIN TO SPEAK AT NETWORK BREAKFAST Advantage Australia’s John McLoughlin, Group Managing Director, Asia Pacific will present “Developing Effective Commercial Relationships – What are the key drivers of success in today’s trading environment?” at the drinks association’s next Network Breakfast. His presentation will offer an examination of the attributes that correlate with the delivery of successful commercial relationships. It will cover an analysis of the key drivers of collaborative business relationships, the barriers to productive collaboration and where to focus when getting the organisation fit to collaborate. Date: Tuesday, 24 October 2017 Time: 7.15-9am Location: Luna Park, Sydney To book, visit NEVER RUN OUT OF BEER AGAIN A Wollongong entrepreneur has developed new technology that will ensure venues never run out of beer again. Michael Burton, whose background is in computer science and engineering, has created a wireless sensor that can read how much beer is left in a keg, the temperature inside each keg and a keg’s location. It costs as little as $30 and can attach to Euro and DIN kegs, sending a message back to the brewer before the venue runs out of beer. Its website reads, “Binary Beer takes the guesswork out of beer supply chain management to ensure that taps never run dry. We’re developing smart kegs that report how much beer is left and how the beer is being stored, no matter where they are in the field.” Five Barrel Brewing in Wollongong has already started using the kegs with success and Burton is apparently in talks with major brewers, including Heineken and AB InBev.





John Scott is the CEO of DrinkWise Australia, an independent, not-for-profit organisation established by the alcohol industry to bring about a healthier and safer drinking culture.

Alana House, Communications Manager at the drinks association, provides an insight into the mentor experience on the Women in drinks Mentoring Program.

Hannah Sparks is the Associate Editor of drinks trade magazine. In this column, she shares her experience as a mentee in the 2017 Women in drinks Mentoring Program.

In November 2016, DrinkWise celebrated 10 years with a showcase at the Parliament House. Attended by industry leaders and politicians, then Health Minister Susan Ley, expressed her appreciation for DrinkWise’s pragmatic approach to educating the public about the importance of moderation. Today, the drinking culture in Australia is undeniably changing for the better, with survey data from the Australian Institute of Health and Welfare showing unquestionable improvements in our drinking habits:

Drinks industry leaders taking part in the inaugural drinks Mentoring Program 2017 have praised the positive impact it has had on both themselves and their mentees. Campari Sales Director Brad Madigan noted that he was surprised by how much he had gained out of the program, after initially expecting it would be more about encouraging his mentee. The mentors gathered for a mid-point check-in at the beginning of August. They

We’re now at the halfway point of the Women in drinks Mentoring Program, an initiative that identifies emerging female leaders in the industry and helps them to move towards the next stages of their careers. By now, the mentees have established solid relationships with their mentors and are well on their way to ticking off their original goals. For many of us, it’s a matter of building confidence, either in our current roles or to be able to say yes to the next challenge. We all know how difficult it can be to maintain

discussed the level of interaction they’d had with their mentees, the practical insights they’d been able to impart and expectations moving forward. Many of the mentors had been able to have “fantastic tactical discussions” about immediate issues their mentees were experiencing but were reminded by program facilitator Bianca Havas about the importance of not focussing too much on the day-to-day. Exploring career direction was also vital. “Your role isn’t to solve their problems,” she noted. Havas said seeing that “aha!” moment when a mentee reflected on their learnings and effectively embedded change in their behaviour as “the mentor’s gift out of the process.” Havas discussed the Iceberg Model, a thinking tool designed to help an individual or group discover the patterns of behaviour,

self-belief and resilience when facing the unknown, whether that’s in the form of a new project or prospective job. One of the frameworks recently shared with mentees by program facilitator, Serendis, was the Iceberg Model. The idea behind it is that if we can understand how our beliefs, values, thinking and emotions make us feel about a situation (the 90 per cent of the iceberg under the water that others can’t see), we can reframe our thinking to change our behaviour and deliver better results (the 10 per cent of the iceberg above the water that others can see). Imagine this in a workplace scenario where an employee has been told by their supervisor that they would like to meet to provide feedback on a project they’ve been working on. Now, imagine that this person has low selfconfidence. Will they walk into that meeting assuming the feedback will be positive because they’ve been working really hard on this project

supporting structures, and mental models underlying a particular event. In other words, while an individual’s competencies (skills/knowledge) are visible, attitudes, traits, self-image, and motives are hidden beneath the surface. These motivation drivers impact on how work is done and explain the impact of employees’ performance and actions in the workplace. What is visible to the organisation is behaviour, but below is what is actually driving behaviour. Understanding that can make the difference in the employee and company’s overall success.

or anxious and defensive because they believe the feedback will be negative and worse, their job might at risk? The Iceberg Model helps us to see how a person’s underlying beliefs and self-values can completely alter a situation from one in this case that could have been positive and helped the employee to grow, to negative and possibly harmful. It’s the same when we put a project off because we think it’s too hard. By listening to the voice in our head that says “I can’t,” we hold ourselves back from doing the best we can. Instead by reframing these messages to positive affirmations, we become open to new ideas and better ways of working.

• Less Australians consuming alcohol on a daily and weekly basis • A decrease in the rate of underage drinking and a rise in the age that young Australians have their first drink • A decrease in lifetime risky drinking (>2 standard drinks/day) across all age categories • A decrease in young adults (aged 18-24) drinking in risky ways Through Kids Absorb your Drinking, How to Drink Properly and You Won’t Miss a Moment if You DrinkWise, we have shown that effective integrated and strategic social marketing has the power to influence social change. Since 2007, DrinkWise has been attacked by academics and advocacy groups who criticise industry for playing a role in creating shared value and making a positive social impact. That is the greater pity, because DrinkWise presents a new model for how the alcohol industry can work with government, the community and organisations genuinely interested in promoting change. The industry should be rightly proud that their sustained financial contributions have facilitated a realistic conversation with consumers about the importance of moderation. Industry recognises it is not only the responsibility of government to address these social issues and will continue to exercise its obligation to do good. DrinkWise presents no better example of the way forward.

drinks trade|21





Nick Levy has worked in the liquor industry for over ten years, including in marketing roles with Coles and Taylors Wines. His column examines best marketing practice worldwide.

Clarence Dent is the Managing Director at StayinFront Group Australia, a mobile CRM and Sales Force Automation solutions company.

Maria Mitrofanis is the On-Premise Area Manager at Samuel Smith & Son, based in the Melbourne CBD.

While Schlafly Beer may not be known much outside of St. Louis in Missouri, US, its brewer has become the largest independent craft brewing company in the state due to clever product development and marketing. The Saint Louis Brewing Company opened its doors in 1991 and immediately faced the challenges of a market saturated by local multinational corporation Anheuser-Busch. Most people thought founders Tom Schlafly (a lawyer) and Dan Kopman (a brewer) were

at an all-time high. To help organisations capitalise on these opportunities, the Promotion Optimization Institute (POI) has evaluated 25+ solutions from 20 vendors, identifying best-inclass capabilities and recommendations for excellence. StayinFront is pleased to

With 21 years in the business, Maria Mitrofanis has an enduring passion for the liquor industry and is committed to serving her territory with authenticity and a high level of service. She began her career with Tasmanian brewer, J. Boag and Sons in Sydney, and after five years moved into selling premium wine with Angove Family Winemakers. From there, she moved to a retail-focused role in Perth, representing Negociants Australia, and after two years, transferred to

crazy for trying to brew beer in the backyard of the literal ‘king of beers’, but they knew there was more than the existing gardenvariety of light and full-bodied beers. Starting with its flagship pale ale, the company saw double-digit growth every single year after opening its Schlafly Bottleworks bar, and it now brews upwards of 50 different types of beer and multiple side projects. In 2016, to mark its 25th anniversary, Schlafly partnered with mobile proximity marketing platform Juxtad to install TapTalker beacons at on-premise locations across the city that could connect to consumers’ smart phones. On Earth Day in April, fans that had downloaded the app received a “Do your part and have a pint” message. When customers clicked on the beacon, they learned about Schlafly’s beers and that

announce that it has been ranked Best in Class for Mobile User Experience, Analytical Insights, Guided Selling, Interactive Customer Presentations and Coaching. But, what exactly does it mean to be Best in Class and, perhaps even more importantly, what does it take to earn this title? Our CEO, Tom Buckley, recently interviewed Dale Hagemeyer, Partner at the POI and asked about the criteria it had used to determine who is Best in Class. According to Dale, the first step is determining the categories that really matter - the capabilities that help companies improve sales performance. POI assessed company viability, geographic strategy, market responsiveness and track record; deployment capabilities, market understanding, vertical and industry strategy, plus partner leverage and

Melbourne, embracing the challenge of the CBD on-premise territory where she’s been a champion of the Samuel Smith & Son portfolio ever since. In 2015, she was named the Samuel Smith & Son Victorian Area Manager of the Year and in 2017 she was the Victorian winner of the inaugural Fred Caley Smith Prize. Her vibrant territory of the Melbourne CBD on-premise sees her in regular contact with customers, keeping them up-to-date with new products and vintage releases, as well as introducing winemakers and arranging varietal specific master classes. Maria’s mantra is to always be up front, behave with integrity and follow through with what you have agreed to. Her main aim is supporting her customers as a supplier with the various challenges that venues encounter regularly, ensuring their businesses are successful by providing tailored product offerings and activations.

Schlafly would donate $1 to environmental organisations for every beer sold on the day. Schlafly’s sales spiked and charities received significant donations. The first lesson for Australian alcohol brands here is that bespoke brands can gain share in markets dominated by big players. Secondly, app-based proximity marketing can be used to drive sales and connect consumers with brands, big and small - a tactic worth investigating perhaps for the on and off-premise environments.

company vision. They analysed and compared product aptness and flexibility, solution completeness, offline capabilities, user experience, analytical capabilities, delivery flexibility, product vision and configuration. StayinFront is honoured to be recognised as Best in Class in five categories. Our goal is to continue to provide customers with the shortest path-to-value by delivering innovative and cost-effective solutions that enable them to do more, know more and sell more.

Maria sees the introduction of new technology, most importantly the Online Ordering/Trade Portal, as an opportunity for customers of Samuel Smith & Son and Negociants Australia to view both portfolios. Customers are able to have instant access to everything they need for their business via the 24/7 Trade Portal and can place orders, access invoices, statements and view their pricing. Her must-have wine at the moment is Yalumba’s Vine Vale Grenache. Its juicy, vivid strawberry fruit and racy acidity is the perfect match with her fail-proof red wine beef ragu.

22|drinks trade

With the steady advancement of game-changing technologies in mobile sales force automation and CRM, the opportunities for executing perfect sales strategies are

NEGOTIATING YOUR SALARY Simone Allan is the founder and Director of Mondo Search (Destination for Best Hidden Talent).

Money, money, money… It’s a topic that we all want to know more about, but we rarely are willing to talk about, even with our best friends. How much shall I be paid? Apart from the dollars, you have to take into account other offerings, such as company leadership/ culture, the challenge of the work, workplace benefits and career path options. Salary ranges are as variable as the number of wine SKUs on a wine shelf. Organisations have varying pay parameters, whether the industry is high/ low paying and profitable/unprofitable, tenure versus competence, or company philosophy (e.g. rewarding well or providing low pay but with extra lifestyle benefits). There are three instances where we negotiate salaries: 1. Starting a role: This is a vulnerable time. Keep your armour of confidence and list key strengths and capabilities that you bring to the position. UK career strategist, John Lee, stated that “when an employer extends a job offer to you, this is a critical moment.” Make the most of this honeymoon period, as any significant rise is unlikely for another two to three years. 2. Being reviewed: This can be after probation, a yearly performance review or a promotion. Make sure again to be armoured with a list of your achievements and contributions. Have what is discussed in writing with a commitment from both parties. 3. When considering resigning: Research shows that nine out of ten times, being counter offered with a pay rise or a promotion is revoked with a resignation within 12 months. This is because people resign not over the money, but over the other factors mentioned - company leadership/culture, the challenge of the work, workplace benefits and career path options. If you know you are worth more with a competitor, then share your concerns with your employer respectfully. The only thing worse than a surprise resignation is an unwanted surprise resignation. Drinks industry executive salaries have not

Credit: Nik Macmillan

increased in line with CPI. This is ironic considering that CPI costs have increased dramatically (ABS 2017). I started hiring for the drinks industry in 1996, and C level executives were earning base salaries of $150K to $250K. Twenty years later, average base salaries have moved marginally, averaging $180K to $250K. AON Hewitt, a leader in human resources consulting, stated that there has been a push towards longer-term incentives - i.e. equity - to drive longer-term philosophies (Executive Pay General Trends Paper prepared for the drinks association, August 2017). The only real increase in average salaries has been seen across the discipline of CTOs and CIOs. HOW TO FIND WHAT YOU’RE WORTH • Review average salaries using PayScale,, LinkedIn Salary, Career and • Ask an expert (industry specialised recruiters can help). Mondo Search has a sound knowledge of pay scales, as we have interviewed over 24,000 executives. • Research how in demand your skills are. Assess the demand/supply scenario in relation to your job in the job market. Seek. com has helpful information on this.

• B  elieve in yourself. If you’ve done your research, you’re in a stronger position to negotiate. Be upbeat in your delivery. USEFUL TIPS WHEN NEGOTIATING YOUR SALARY: • Pick your time, i.e. make sure you book the time for the salary conversation. • View negotiations as a joint problem-solving conversation. • Always be positive with points about your contribution and achievements. Speak with gratitude and excitement about your future. • Set a range by establishing your target salary and your absolute bottom line. Be upfront and smart about when you flex your expectations within that range. • Determine what other benefits are important to you, rank them by priority and value (for example, extra annual leave, health benefits and flexible hours) and consider whether these are negotiable. • Listen to your gut as it can anticipate whether a decision is right or wrong for your future. • Never burn bridges even if you (kindly) say no, as your career path could one day cross their own. Good luck with these tips and navigating your career journey choices ahead!

drinks trade|23


FAIR WORK COMMISSION HANDS DOWN EMPLOYMENT CHANGES FOR HOSPITALITY It’s hard to think of an aspect of hospitality more important than staff. They meet and serve everyone who walks through the door, so every interaction has a long-term impact on how well a business will develop. So the decisions affecting the conditions and pay of staff in hospitality coming from the Fair Work Commission this year will certainly have drawn the interest of every bar and restaurant owner. By Walter MacCallum, a Director with Aitken Lawyers


n face value, a lot of the decisions appear to be good for business and there are some decisions that didn’t get a lot of publicity that deserve more attention because of the way they can help an owner structure how staff work, keep them happy and keep the business humming along in the right direction. The first of the changes came at the start of the year when the Commission reduced Sunday and public holiday penalty rates for full and part-timers, with a view to providing an incentive to increase opening hours and services in hospitality. It’s still too early to tell what effects this reduction in penalty rates (from 175 per cent to 150 per cent) will have because the changes only came into

24|drinks trade

force on 1 July. It’s worth noting though, that these changes did not touch rates for casuals. In early July, a full panel of the Fair Work Commission handed down its long-awaited review of casual employment. Making the news was the right of casuals who have worked for more than 12 months with a level of regularity to demand conversion to permanent employment. What wasn’t widely reported, is the fact that about 20 of the nation’s 122 industry modern awards already feature these casual conversion clauses, including the Hospitality Award. At the moment, casuals enjoy a 20 per cent loading on their pay in place of sick leave, annual leave and other benefits of the National Employment

Credit: Serge Esteve

Standards, and it’s a trade-off many are happy to keep in place. If a casual did consider the shift to a more permanent position was worth it – a change that would require an owner to be responsible for sick leave and holiday pay – it’s clear that many would baulk at a 20 per cent reduction in pay. There are checks and balances of course. An employer may refuse, if the conversion to part-time or full-time would require a significant adjustment to the casual’s hours of work, or if it is reasonably foreseeable that the casual’s position will cease to exist or their hours of work will be significantly reduced within the next 12 months. How this will be interpreted remains to be seen as there is a mile of open sea in terms of determining what would be deemed reasonably foreseeable in this regard. The review also dealt with penalty rates for casuals specifically under the Restaurant, Club and Hospitality Awards, and it was recommended that these be amended to include the requirement to pay overtime penalty rates for time worked in excess of 12 hours in one day or 38 hours in a week. Such suggested triggers can be averaged over a roster period and overtime pay will not be compounded on the existing casual loading. No doubt when introduced, this could create payroll and roster complications for employers subject to these three awards. Equally significant, however, but generating much less publicity, were the changes the Commission made to the status of part-timers, giving proprietors a greater level of flexibility in how they structure the rostered hours of staff working part-time. As things stand, under these three awards, ordinary hours of employment for staff working part-time are to be fixed when the staff member begins work and can only be changed by written agreement. The Commission recognised that this level of inflexibility does not allow hospitality proprietors to meet fluctuating business demands. The Commission has proposed altering the Restaurant, Club and Hospitality Awards so that rosters are prepared around the availability of part-time staff to work. The Commission recognised that a lot of parttime workers in these industries have major commitments outside of the hours they make themselves available to work. Again, this will play out in situations where a part-time worker’s major commitments, and availability, changes throughout the course of employment. A decision on when these changes will come is expected in August, so now is the time to start planning and reviewing working arrangements for the casual and part-time staff you employ, particularly if you have casuals that have been working reasonably regular hours for close to 12 months to find out who would like to move to more permanent employment. It’s probably also a good time to start discussing with part-timers, who have commitments to family or study outside of work, what better arrangements can be made to find greater levels of flexibility by changing the times they are rostered on according to their availability to the best out of their time. If you need legal advice, contact Walter MacCallum on 02 8987 000 or

MINIMUM PAY RATES Every year, the Commission announces rates for a minimum wage, which were $672.50 or $17.70 per hour for the 2016/17 financial year and are now $694.90 or $18.29 per hour for the 2017/18 financial year. Junior employees (aged from 16 to 20) are entitled to a percentage of the minimum wage on a sliding scale according to their age, and, for staff covered by modern awards, minimum wages are increased by 3.33 per cent rounded to the nearest ten cent mark.

drinks trade|25

Thousands of people work in the wine industry but few end up on the bottle. At Yalumba, we’ve been making wine since 1849. One thing we’ve learnt over the years is that you can’t do much with a bunch of good grapes unless you have already picked a bunch of great people. With this in mind, in 1962, we decided to honour the great people who have made an outstanding contribution to life and tradition at Yalumba by crafting ‘The Signature’. Each release of this iconic Cabernet Sauvignon and Shiraz blend bears the signature of the person honoured. With the 55th Signature, we salute Andrew Murphy. Murph started his working life in the cellar where he quickly rose to Cellar Manager, qualified as a Winemaker, was promoted to Operations Manager and is today our Director of Wine. So he doesn’t need anybody to tell him that the wine which now bears his name is one of the finest Signatures we have crafted yet. In fact, he’d probably say the wine he’s ended up on is the one he’d most like to upend.

One family. Many stories.

Judy Argent 2008

Clive Weston 2009

Jane Ferrari 2010

Robert Hill-Smith 2012

Andrew Murphy 2013

and through regular attendance at the Langton’s Fine Wine Auction. An ingenious wine preservation policy, explained by Sluiman here, allows for these to be enjoyed by the glass, turning what for many would be an unaffordable bottle into an unforgettable experience. The set wine by the glass menu is selected from those best suited to the modern Australian fare served at Jonah’s and with a great story behind the label.

DT: How do you keep track of the 1,600+ wines at Jonah’s? Niels Sluiman: It’s a day-by-day task. It’s all about being accurate on your cellar mapping, being organised and extremely tidy. Spending a lot of my time in the cellar is also one of the major elements leading me towards a well-managed cellar. Niels Sluiman and Christian Baeppler

2017 Established in 1994, Australia’s Wine List of the Year Awards, in partnership with Gourmet Traveller WINE and the drinks association, recognise the enormous investment by owners in time, skill and resources that go into developing the best quality wine lists, and reward the dedicated and talented sommeliers creating those lists for Australia’s restaurants, hotels, clubs, wine bars, pubs, cafés and brasseries – small and large. The judging panel is Chaired by wine writer and commentator Peter Forrestal, who is joined by Deputy Chairs Jeni Port and Toni Paterson MW and over 30 other internationally respected Master Sommeliers, Masters of Wine, wine writers and commentators. Visit and for reviews of all current and past award winners.

JONAH’S RESTAURANT, WHALE BEACH, SYDNEY 2017 Wine List of the Year The sommeliers at Jonah’s have set a benchmark impossible to beat, both in the number of awards that grace their walls and the exceptional 1,600+ wine list featuring local and international stars. This year, Niels Sluiman and Christian Baeppler exceeded their efforts, receiving not only the prestigious Wine List of the Year and Judy Hirst Award but also Best Wine List NSW and Best Hotel Restaurant Wine List. This is the second year in a row that Jonah’s has won the latter two on top of three glasses every year since 2011. Sluiman is Group Head Sommelier and brings a wealth of experience from working at Europe’s world-class restaurants, including most recently at the two Michelin-star ‘Restaurant Sat Bains’, alongside well-known Master Sommelier Laurent Richet. Managing a wine list of such a size is no humble affair and requires an enormous amount of attention to detail. The wines are split by reds and whites, into two temperature-controlled cellars. There is also an additional storage room and two wine fridges for extra premium wines. This is important, with Jonah’s home to some extremely rare back vintages, sourced from around 30 different wine suppliers

DT: And how do you help customers choose from such a large selection? NS: Helping the customer is a great part of our job. Indeed, as a sommelier, you need to understand and feel the guest’s wishes. We are here to give advice to exceed our customers’ expectations. Our extensive wine list can appear overwhelming for some guests, which is the reason why we need to keep our approach simple, great and genuine. DT: What is the wine preservation policy at Jonah’s? NS: High turnover wines are sealed after each service using a vacuum pump. We also use Winesave, which is an aerosol dispensing argon gas; it’s heavier than air, totally nonreactive and food-safe. Wines preserved in this way will easily last two weeks in excellent condition. Finally, I am growing our offering of wine by the glass by using the Coravin system, which allows us to serve some extremely rare and exceptional wines by the glass.

Judges’ Comments In a word: PHWOAR. Jonah’s boasts a powerfully constructed, extensive and detailed wine list that resets the accepted size parameters of a wine list - this is a tome. The Champagne selection is nothing short of jaw-dropping, and it is very exciting to see verticals of many of the wines listed - it shows a passion and knowledge about the houses featured and allows us (price permitting) to explore a broad range of styles and varietals across many different vintages. This is a very impressive, world-class list, and worthy of drinks trade|27 every praise.

drinks trade|27

Blair Hayden Credit: Kelu Macdonald

DT: How long has The Lord Nelson been serious about its wine list? Blair Hayden: I’ve been the publican for 31 years and right from the outset we’ve always been dedicated to great beer, wine and food. At the time of opening, all pubs were focused on was gaming machines; no one ever thought of anything other than that. Our focus has never been on gaming, instead, we have worked hard to be recognised as a gastropub - we make our own beer and we’ve always had interesting wine lists and innovative food to go with it in the Australian style.

UPSTAIRS, THE LORD NELSON, THE ROCKS, SYDNEY 2017 Best Pub Restaurant Wine List Despite its name, The Lord Nelson Brewery Hotel is not just a top destination for its beers. Winner of Best Pub Restaurant Wine List two years in a row, the restaurant above the brewpub, conveniently titled Upstairs, has also won the hearts of locals and tourists alike for its modern Australian cuisine and 300+ strong wine list from Australia and beyond. Set in the historic area of The Rocks, Sydney in a building made from large convict-quarried sandstone, The Lord Nelson oozes old-world pub charm, which has been protected by its no gaming machine policy. Publican Blair Hayden has been responsible for the wine list since the pub opened many moons ago. His philosophy is to choose wines based on the ones he likes, explaining the monster pinot noir segment. Hayden also believes in balance, which is why the list showcases smatterings from all countries, local states and styles. For added interest, not all recently purchased wines will make it onto the list straight away; Hayden likes to sneak a few into The Lord Nelson’s cellar to be brought out as matured wines in years to come.

Judges’ Comments Brewing its own beers is one of the drawcards at Upstairs, The Lord Nelson, the other is its compact wine list. It’s especially strong with reds, starting with a vertical of Rockfords sparkling shiraz, selections of older vintages perhaps Roda 1 Reserva 2004 to current releases from Bass Phillip and Cirillo. 28|drinks trade

DT: Do you think other pubs should consider their wine list a serious part of the business offering? BH: From my point of view, I have tried to create the type of pub I like to visit. I value when the food quality is good and it has a wine list that is interesting and innovative, not a list that is tied up by the one company because the operators don’t have a sufficient interest to want to select the wines themselves and so they have someone write the list and tend to be dictated to. It’s a bit like the tap takeovers from the large breweries. I like the freedom of choice, so we look for great tasting craft beers and interesting wines. DT: What’s your approach to matching the wines to the food at the restaurant? BH: We have such a broad list that we don’t necessarily concentrate on matching the wine to the food, but rather leave it to the individual to choose. If they would like help, I’m very happy to offer it to them and to make a suggestion, but we have so many variants that it’s possible for our customers to make that choice. DT: How do you find out about new wines to list? BH: My door is always open to wine reps, I haven’t turned one away in 31 years. If we don’t look at what they have to sell, we don’t know what’s out on the market. It’s not about price for me, it’s whether there’s room, if it suits our needs and it’s worth purchasing. Nothing is ever blocked, we have wines from all categories and price points. The only rule I have is that I must sample every wine. I won’t put the next vintage of a wine we already have on without tasting it, because the standard might not be the same year to year.

At Montagne, Sobb has devised a small to medium sized, all-French wine list inclusive of representatives from every wine region around the country. All 26 of the wines are available by the glass and joined with extensive descriptions to assist the customer. The 141-large wine list at La Tratt reflects the fine dining here, with all of the glassware (even water glasses) supplied by Riedel. All red wine is poured into Riedel decanters at the table to create a theatrical experience and winemakers’ notes on every wine are available to customers by request. Anthony Sobb

DT: RSLs are not generally well known for their wine list. Why has it been important to Fairfield RSL to diversify its offering for its members with high-quality restaurants and wine lists? Anthony Sobb: The strategy behind this when I first commenced at the club approximately 17 years ago was to create a point of difference. My early background was in food and beverage and five-star hotels and restaurants, so utilising my knowledge in this area seemed a natural progression to creating a point of difference amongst our competitors.

Anthony Sobb

FAIRFIELD RSL, NEW SOUTH WALES One-Glass Rating – Montagne and La Tratt Fairfield RSL, located in the south west of Sydney, is far from your ordinary club. Its five-star fit-out encompasses six restaurants, several conference and event rooms and a shopping centre, with no expense spared on any level to ensure its members get a unique experience in every way, particularly when it comes to fine dining. Its Italian restaurant, La Tratt, has been recognised with an outstanding one-glass rating nine times (nine times!), while its French restaurant, Montagne, has been recognised for the same acclaim for three consecutive years. The club’s wine lists are managed by seasoned food and beverage professional and CEO Anthony Sobb, who has over 37 years of experience at international hotels, with his earliest responsibility of a serious wine list at the former famous hatted restaurant Simpson’s. Yet he doesn’t consider himself a sommelier, not technically anyway, b ut more as someone with a little knowledge, a lot of passion and a great love of wine.

DT: What value has winning the one-glass ratings for Montagne and La Tratt added to the club? AS: It certainly has given us credibility. Historically, there has been a stigma attached to the quality of food and beverage in registered clubs. Being the recipient of awards such as these informed the discerning diner that we have met the benchmark and criteria set by the panel of industry experts. DT: How important do you think it is that other clubs consider the quality of their wine list? AS: There is certainly a buzz amongst the club industry, where that leads to I’m not sure. One would assume that being in the hospitality industry means we need to constantly evolve and audit the quality and standards of gastronomy offered at respective properties. DT: Have your wine lists been skewed to your members in terms of offering best value or access to unique wines? AS: I believe we offer excellent value, thus giving the customer an opportunity to experience wines they possibly couldn’t afford at other dining venues. As for access to unique wines, the La Tratt wine list for example, while offering some superb Italian wines, is broad enough to also give some excellent wines from various countries such as Greece, Slovenia, France, Germany, Spain, the US and a wonderful chardonnay from Japan.





The Perfect Large Mixing Glass

We can all be a little classier. Dress better. Drink better. Raise the bar. So we asked the world’s leading barman to create the perfect cocktail glasses. Ladies and gentlemen, we present the Perfect Serve Collection. You’re welcome.

Spiegelau_RaiseTheBar_Print Ads x8.indd 5

18/11/2016 12:18 PM

Judges’ Comments MONTAGNE, FAIRFIELD Immerse yourself in the total French experience with French cuisine and a totally French wine list. Though a small list, the wines are all available as wine by the glass and it offers plenty of choice of wine style. Importantly, the wines are well chosen to offer both quality and interest at really affordable prices. This list ensures the diner will have a really enjoyable night out. LA TRATT, FAIRFIELD La Tratt presents a well-balanced list perfectly suited to its Italian cuisine, and once one delves into the heart of this list, the passion of the sommelier begins to shine through. Back vintage verticals of Henschke, Grange, aged Hunter Valley semillon and even some Japanese wine, set this list apart. A wonderful execution. We love the philosophy behind the bottomless glass of sparkling water (should this not happen everywhere?) and the Japanese charcoal water purification


Momofuku Seiobo, NSW





Jonah’s, Whale Beach, NSW

Aria, Sydney, NSW




Stone House

Niels Sluiman and Christian Baeppler NATIONAL CLASS OF TRADE OR CATEGORY

est., NSW




Rockpool Bar & Grill, Sydney, NSW




Barn Steakhouse

Aria, Brisbane

Bentley Restaurant + Bar, NSW





Appellation, SA

Healesville Hotel, VIC




The Botanical

Jonah’s, NSW

Café Sydney, NSW




Upstairs, The Lord Nelson, NSW

Aubergine, ACT



The Queen’s Club, NSW

Biota Dining, NSW



Love, Tilly Devine, NSW

Aria, Brisbane, QLD



Stokehouse, St Kilda, VIC

Hardy’s Verandah, SA



Harvest, NSW

The Source, TAS



Chiswick, Woollahra, NSW

Lake House, VIC



Aubergine, ACT

Settlers Tavern, WA



Cru Bar + Cellar, QLD



Charred Kitchen & Bar, NSW



Pialligo Estate

Il Lido 2017 HALL OF FAME - PREVIOUS NATIONAL WINNERS fermentAsian, Tanunda, SA (2016) Bentley Restaurant + Bar, Sydney, NSW (2015) Lake House, Daylesford, VIC (2014) Rockpool Bar & Grill, Perth, WA (2014) Royal Mail Hotel, Dunkeld, VIC (2012) Pilu at Freshwater, NSW (2011) Rockpool Bar & Grill, Melbourne, VIC (2010) Rockpool Bar & Grill, Sydney, NSW (2009) Aria, Sydney, NSW (2003) Syracuse, Melbourne, VIC (1999) PREVIOUS NATIONAL INDIVIDUAL AWARD WINNER Franck Moreau MS (2014)

drinks trade|31





General Manager of Trading and Marketing, Peter Hampson, Independent Liquor Group

Chairman of NILWA and CEO of Novocastrian Liquor, Martin O’Mara

National Retail Operations Manager - IBA, Phil Ritchie, Australian Liquor Marketers

When your job is to service thousands of on and off-premise customers, you quickly become clued up on the products in demand and trends driving sales in a market. drinks trade recently interviewed three leading liquor wholesalers to get the run-down on the brands moving the fastest out of their warehouses right now and the trends retailers and venues should be prepared for.

drinks trade: Which products are moving out of your warehouse the fastest currently? Peter Hampson: When you look at retail, the drivers come from Diageo with Bundy. In the on-premise, it stays with Diageo but moves to Smirnoff. Over a 12-month period, ILG’s largest volume product is Coopers Pale Ale. Phil Ritchie: Mid-strength, low-carbohydrate and craft are driving beer growth, but we are also getting great results from Scotch whisky along with red wines currently. Martin O’Mara: Hot categories for us at the moment are craft draught beer, on-premise only wines, especially from Vintage House Wine & Spirits, De Bortoli Wines and Accolade Wines, and the spirits category at LUC $40-$45 plus, in particular American whiskies Maker’s Mark and Jack Daniel’s, and spiced rum led by Sailor Jerry and Kraken. DT: What’s driving these sales? PH: Promotional programs can easily tilt product and category performance. A good example for 32|drinks trade

us is the Chivas brand; this sits quite high in our promotional calendar and performs very well. You also need to consider the work from suppliers with above-the-line support. Marketing support can have a dramatic impact on results. NPD is another factor. PR: Shoppers are more health-conscious today and are drinking less but better quality. This is evident in the beer category, with classic brands continuing to decline, but mid-strength and low-carbohydrate up around six per cent in value MAT. We also see the same trend in glass spirits, with shoppers trading up in quality, particularly in Scotch whisky, with almost 15 per cent growth driven by brands selling above $50 a bottle. Although total bottled red wines are up by nine per cent in value, it is the $12-$16 and over $20 price segments that are driving excellent growth from a solid base. MO: The draught craft beer segment is growing as outlets drop mainstream taps to try something different and appeal to consumers’ curiosity. For

example, Murray’s Craft Brewing Company and Iron Bark Hill are local and growing due to their strong branding and experimentation with interesting small batches. Big brands are now constantly under attack because of the craft, artisan and premiumisation movement that is unearthing hundreds of new brands that chip away at their market share. DT: Rosé took the industry by storm recently. What are you predicting will be the next big thing? PH: It’s fair to say rosé is a growing category, but I don’t think it is over yet. In Europe, rosé is as I understand the largest still bottle wine category. We are somewhat behind when it comes to trends, so I would suggest we still have a way to go. The sauvignon blanc bubble also hasn’t burst. PR: I suggest the next big thing will come from gin. It’s in massive growth, and smaller craft distillers using an ever-expanding range of interesting ingredients are driving it. MO: I think organic will be the next big thing.

Shoppers and consumers want to engage with their on-premise venue or retailer, as they demand more than just a transactional experience. They want to be educated and valued for the time, effort and investment they are willing to offer. Organic wines are already here and growing, but the movement could be massive in the next one to three years. In terms of craft beer, I anticipate more brands to move into cans because it tastes better, stores better and you can dispose of it better.

distributions are being carefully limited so as not to kill off the “everything old is new again” trend. Bacardi and the entire white rum category are growing share from dark rum, and there is a growing awareness of vermouth as aperitifs and in cocktails.

DT: Like fashion, do alcohol trends move in cycles? PH: Some categories are circular, whereas brands might not be. A good example is in beer. We are not drinking the same brands our fathers did. Manufactures need to be constantly redeveloping, like craft beer. PR: There is a massive movement by shoppers and consumers to be supporting local premium products, which is a move away from the globalisation trends that started in the 80s and 90s. We see this across multiple segments such as craft brewers, regional wineries and craft distillers as consumers get much more parochial about their local area. MO: Melbourne Bitter is in vogue again and tap

DT: What other trends do you think the trade should prepare for? PH: Not so much a trend, but we need to be ready for the Container Deposit Scheme. The increase will put some products out of reach of everyday consumers, so if you’re in the beer/ cider and RTD space, you might be somewhat concerned. This could push consumers into other categories. Good for some, but not for others. (See page 19 for more information on the Scheme.) PR: Shoppers and consumers want to engage with their on-premise venue or retailer, as they demand more than just a transactional experience. They want to be educated and valued for the time, effort and investment they

are willing to offer, so as an industry we must train our staff to have better product education so they can have the ability and confidence to sell products, the venue and themselves in the best way possible. MO: Hopefully, there will be some sensible amendments to licensing restrictions so that the on-premise liquor industry can trade profitably and responsibly. I’m predicting the revival of fortified wines next year when Millennials tire of their single malts. There may be further rationalisation of brands across all categories. The current competition and discounted pricing programs are not sustainable, partly due to the proliferation of private label brands and a lack of long-term planning. This may lead to more supplier cost cutting, distribution mergers and acquisitions or, in other words, business as usual!

drinks trade|33



FLYING HIGH WITH MARS Located at 798 metres above sea level on the Japanese Alps of Nagano, a three-hour drive from Tokyo, is a family-owned distillery crafting some of the country’s highest quality whisky.


he Mars Shinshu Distillery is associated with the production of a handcrafted, pot still whisky that has grown in popularity in Australia over the last few years as one of the rarest of its kind. This has been in part due to the fact that parent company Hombo Shuzo was forced to stop distilling at the point of the country’s great whisky crash in 1992, thirty-two years on since it had begun. Mars reopened in 2011 and has been investing in growing its inventory ever since with the build of a second distillery in Kagoshima in November 2016, plus a warehouse for maturation in the south in Yakushima. However, as is the case with any great whisky, it will need more time before it sees the bottle. While Hombo Shuzo is also known for its production of Japan’s traditional spirits shochu and umeshu, plus wine (not available in Australia), whisky is what it is best-known for both locally and globally. Originally made by the Hombo family only in small quantities, it was third generation and current President Kazuto Hombo who pursued the expansion of Mars Whisky. He joined the company at the age of 26, beginning work at the head office in Kagoshima where they make shochu, before moving into wine and whisky sales. It was in this role that he was able to get the insight and foresight to see the potential Mars had on a larger scale. To do this, he knew he needed to find a larger distillery, so he began searching for one and in 1985, found just what he was looking for on the Japanese Alps. The conditions where the Mars Shinshu Distillery is currently are perfect for making a premium and light, floral, slightly sweet style of whisky. The snow and soft granite here give the distillery access to some of the best naturally filtered, soft, mineralised water, while the clean air, high altitude and cool climate on the mountains encourage slow maturation, beneficial to the aged character of the whisky, over the minimum requirement of three years. This is ensured even further by the distillery only operating during the winter months when the temperature reaches as low as minus 15 degrees Celsius. The primary woods used at the distillery are bourbon, new American white oak, sherry, umeshu, cherry blossom and the Japanese wood mizunara. These are used to create a number of cask finished single malts, as well as Mars’ core, blended whiskies. The best-selling in this market, Mars Iwai Tradition Japanese Whisky, is

aged in various casks and made using a more mature malt to create full and layered flavours of dried fruit and marmalade in the distillery’s delicate style. While the second-most popular, Iwai Japanese Whisky, is aged mainly in bourbon casks and is much spicier as a result. Not traditionally farmed in Japan, the barley necessary for making whisky is usually imported by distilleries from Scotland, including Mars until now. In an innovative step, however, Mr Hombo has begun collaborating with local farmers to grow the grain close to the distillery, which will give it more control over the type of malt grown and levels of peat (the smokiness in the barley gained during drying) for flavour. It’s a wise move for other reasons too. With its own supply of malt, Mars will soon have complete control over the quality and access to all of the ingredients it needs to secure long-term production right on its doorstep. Coupled with the larger volumes from the additional locations expected to be ready for release in the next few years, the story of Mars is likely to be heard in more bars and bottle shops across the world than ever before. Deja Vu Sake Co. imports and distributes Hombo Shuzo’s Mars Whisky, shochu, umeshu and gin in Australia. A list of the available products can be found below and online at

Mars Komagatake American White Oak 30YO Single Malt Whisky Mars Komagatake Rindo Single Malt Whisky Mars Komagatake Kohiganzakura Single Malt Whisky Mars Maltage Cosmo Whisky Mars Hoken 16YO Aged Brandy Japanese Gin WA BI GIN Hombo Shuzo Arawaza Sakurajima Shochu Hombo Shuzo Gensyu Yakusugi Shochu Hombo Shuzo Kishogura Tsubo Shochu Hombo Shuzo Kuro Koji Jitate Sakurajima Shochu Hombo Shuzo Kokuto Umeshu Hombo Shuzo Joto Chiran-Cha Umeshu

drinks trade|35


LOCAL DROPS Rum holds a remarkably long and intimate history with Australians. Even today, it remains our fourth most popular spirit, which is aided by the fact that we have some of the world’s best rum producers right here.


Celebrating its 130th birthday next year, Bundaberg Rum’s rich history has cemented the iconic brand as synonymous with Australia. Like a true Aussie battler, it’s survived the depression, given our troops liquid courage and even risen from the literal ashes of two devastating fires and two floods. The Bundaberg Original Rum UP is still crafted using the same processes its creators developed in 1888. The sweet molasses, water and yeast used in production are all sourced locally in Bundaberg, ensuring the large-scale operation stays authentically Australian. To create a quality, highly flavoursome product, all Bundaberg rums undergo two rounds of distillation and a two-year maturation time before bottling. The distillery can pump out an impressive 120 bottles per minute from its bottling line in Sydney, making the brand Australia’s biggest rum producer. Products range from the Classics – Spiced, Red and Original Rum UP to premium and aged rums in the Master Distillers’ Collection and Old Aged Range.


Established by Englishmen Francis Gooding and John Davy in 1866 on 300 acres by the Albert River, Beenleigh was affectionately named after the British farm they left behind. They initially thought the land would be good for the cultivation of corn and cotton, however, within a year the better-suited tropical crop of sugar cane was planted and by 1884, they had their rum distillery set up. Since then, Beenleigh Rum has been committed to using only the best locally sourced ingredients of pure Queensland rainwater, premium molasses from Australia’s only remaining family-owned sugar mill and its own 36|drinks trade

Bundaberg Rum Distillery

yeast. During the harvesting phase, Beenleigh chooses not to burn its sugar cane, instead mechanically collecting the crop. The distillery believes this keeps the sugar cane fresher for longer before being milled. The artisanal distillers then begin the 12-day fermentation process. The liquid is boiled and poured into the original copper pot still for distillation, the only one like it in Australia. The Old Copper, as it is fondly known, is the very same pot used on the SS Walrus, one of the original rum distilleries that travelled up and down the Albert and Logan Rivers from 18691871. The rum is then aged in a variety of woods, including small ex-brandy vats and ex-bourbon barrels for up to five years, giving the spirit notes of spiced oak and a floral bouquet. Beenleigh’s range entails the original Copper Pot Distilled Rum, made using traditional methods; Beenleigh White Rum, Beenleigh 10 Year Old Rum and the Double, Port and Bourbon Barrel aged rums.

Beenleigh Artisan Distillery


When the colony of NSW was founded in 1788, it had a serious lack of coins, so the preferred currency became rum. The government of the time didn’t exactly approve of this barter system, so in 1813 Governor Lachlan Macquarie imported

£10,000 in Spanish coins from the British Government. To ensure they weren’t traded with merchants from outside of the colony, Macquarie had a convicted forger cut out the centres of the coins, making them worthless to foreigners. This story is the inspiration behind Holey Dollar Rum, which seeks to recreate the taste of the prized spirit that was once Australia’s currency. Founder, Master Distiller and former Olympic yachtsman, Stuart Gilbert, achieved this goal as the brand won Worldwide Distiller of the Year at the International Wine & Spirits Competition in 2009, only a year after its founding. This small-scale brand is focused on creating handcrafted rums made in pot stills with extra ageing in oak barrels. Hand cut sugar cane is imported from the tropics of Fiji to create a diverse range of rum products with a complexity of flavour and a distinctively rich, dark texture. Holey Dollar’s core range includes the Silver Coin (40% ABV), Gold Coin (57.2% ABV) and Platinum Coin (75.9% ABV), all aged for three years.

reputation as a genuine, traditional rum. The distillery proudly upholds itself as a 100 per cent Australian-owned and family-operated business that, wherever possible, uses locally grown ingredients. Ord River Rum is made from local sugar cane and wet season rainwater that is vat fermented, pot distilled, aged in oak barrels and then hand bottled. The 300 litre oak barrels used in the ageing process naturally colour and flavour the rum, giving it a smooth, tropical flavour with an oaky finish. A few years back, the Kununurra sugar mill shut down and the Hoochery suddenly no longer had access to molasses to make its rum. Taking matters into his own hands, Spike travelled to Colombia to learn about cane crushing processes and imported a cane crusher. The Hoochery now has a three-hectare sugarcane plantation on site from which the crop is hand cut and crushed to make the high-quality molasses that are the base of all their products.

STONE PINE DISTILLERY HOOCHERY DISTILLERY Owner Raymond ‘Spike’ Dessert III fell in love with the Kimberley’s Ord River region after first arriving in 1972 to develop his seed business in the fertile soils of the region. In 1995, with the booming sugar industry in the area, he found a way to diversify his dream and create Western Australia’s oldest, continuously operating, legal distillery. The small pot distillery, which can create 50,000 bottles of rum a year, has developed a

Since 2008, the Stone Pine distillery has been passionate about bringing high-quality rums to the Australian market, made from premium ingredients and minimal processing. Its aim is to showcase the natural flavours of the materials it uses without additives or preservatives. Owners Bev and Ian Glen came out to Australia in 2006 with the goal of establishing Bathurst’s first microdistillery. With Bev having worked in pubs for many years and Ian possessing a Post-Graduate Diploma in Brewing and Distilling,

Holey Dollar Distilling Company’s founder and Master Distiller Stuart Gilbert

there is a wealth of industry experience between them. Ian is also an Associate Member of the Institute of Brewing & Distilling and has dedicated his life’s work to the malting, brewing and distilling industry. The distillery is proud of its environmental sustainability, with solar power and harvested rainwater used in the distilling process. Alongside this, they have passive solar building designs, a high efficiency still and, where possible, recycled packaging materials. In celebration of Bathurst’s bicentenary in 2015, Stone Pine released its Dead Man’s Drop Black Spiced Rum. Inspired by the infamous bushrangers, The Ribbon Gang, the rum harmonises Stone Pines’ barrel aged rum with orange peel, vanilla and the Australian native flavours of ringwood and cinnamon myrtle.

drinks trade|37


Top Rums

in the On & Off- Premise Think you have the best rum brands on your shelf? We’ve managed to get our hands on the latest data by volume and value for the on and off-premise so that you can find out.

No.2 On & OffPremise

Captain Morgan This mention represents the overall brand, encompassing its white, dark and spiced rum. The leading product of the three however, is Captain Morgan’s Original Spiced Gold Rum. Made with a secret recipe of spice and natural flavours, this rum is then aged in charred white oak barrels to give it rich flavours of vanilla, brown sugar and warming spice. RRP: $42.99 (700ml) | ABV 35% Distributor: Diageo Australia

No.4 OffPremise

Sailor Jerry Spiced Rum Based on the age-old tradition of sailors improving the flavour of their high proof rum rations by blending them with spices, Sailor Jerry’s selects only the best Caribbean rums to be blended together and infused with all natural spices and flavours. The result of this process is a rum full of vanilla and oak flavours, with subtle notes of clove and cinnamon spices. RRP: $48 | ABV 40% Distributor: William Grant & Sons Australia

No.5 On-

Bundaberg Original Rum UP First distilled in 1888, Bundaberg Original Rum UP (underproof) is still crafted using the same processes developed by its creators. It is made from 100 per cent sugarcane and aged for two years, and has a smooth, pleasing oak flavour with an aroma of wood. There are also distinct notes of caramel and subtle hints of toffee and butterscotch. RRP: $42.99 | ABV 37% Distributor: Diageo Australia


On & OffPremise

Bacardí Carta Blanca Superior White Rum After 10 years of hard work to perfect his recipe, Don Facundo finally created what is now the world’s best known white rum, Bacardí Superior. Developed in white oak barrels and blended with charcoal to ensure smoothness, Bacardí Superior has strong notes of almond and vanilla. RRP: $40 | ABV 37.5% Distributor: Bacardi-Martini Australia

No.5 OffPremise

No.3 On-

No.3 OffPremise

No.4 OnPremise



Bundaberg Extra Smooth Red To create the extra smooth taste, this rum is filtered through red gum charcoal during the distilling process. The resulting spirit has a silky caramel, brown sugar and honey taste with hints of sweet toffee and butterscotch. RRP: $42.99 | ABV 37% Distributor: Diageo Australia Off-Premise data (volume and value): IRI MarketEdge Liquor MAT to 02/07/17 On-Premise data (volume and value): Swigg MAT to June 2017





This year marks NILWA’s 20th anniversary and we’re excited to take this opportunity to celebrate who we are. We’re proud to work with seven diverse wholesalers, who together represent over 4,000 on-premise and off-premise customers, and that number is continuously growing. As an association, we are also always developing our supplier relationships and innovative strategies. We can’t wait to move into the next chapter.

D’AQUINO LIQUOR MERCHANTS is a foundation member of NILWA. Over three generations, many facets of the business have evolved and expanded. Under the current guidance of owner and NILWA Director Rex D’Aquino, and over the last twelve months, it has opened warehouses in Sydney, Brisbane and Perth. Now, with the head office and logistics operating from Orange, the business has coverage and service of over 450 customers in NSW, QLD and WA.

42|drinks trade

NOVOCASTRIAN WHOLESALE LIQUOR has been a member of NILWA since it was established. Owners Jeff and Leigh Crawley have successfully achieved considerable growth year-on-year and in July 2016, NILWA Chairman Martin O’Mara was appointed as CEO to continue to grow and develop the business. More recently, Novocastrian moved into a 3000sqm warehouse to sevice 550 plus customers in Newcastle, Hunter Valley, Central Coast and surrounding regions.

GATEWAY LIQUOR WHOLESALE is a wholly Australian owned company and a productive and supportive member of NILWA. It commenced wholesaling in 2013 as a start-up business. Under the direction of General Manager and NILWA Director, Stephen Williams, and with its specialised support and sales team, Gateway Liquor has grown to service over 950 on-premise customers. It provides the distribution of beer, wine, spirits, mixers and more in the Sydney CBD and suburbs.

G H COLE & SON is based in Dubbo and services 300 plus customers in central western NSW. On 1 June, the business was purchased by Midwest Foods. G H Cole and Son, under the new ownership, applied and was approved as a member of NILWA. While liquor is a new category of the business, owners Damien and Rachael Mahon and Shane and Toni Alderdice have extensive experience in the food channel.

RIVERCITY WHOLESALE LIQUOR is a service-driven business in Queensland, owned and operated by Sam and Luba Oddo. It has a dedicated and knowledgeable team with over 35 years of experience in the liquor industry. Rivercity Wholesale Liquor also has a centrally located warehouse in Brisbane, designed to efficiently supply 240 plus on-premise customers in the city and surrounding suburbs.

MONACELLARS WINE & SPIRITS was founded in 1991 by the Monacella family and has been a NILWA member since May 2016. The business started as a small retail store in what was Gippslandâ&#x20AC;&#x2122;s premier industrial town of Morwell. Having a vision, the family diversified its business by entering the liquor wholesaling market, providing outstanding service to more than 400 customers.

FESTIVAL CITY WINE AND SPIRITS (SA), FESTIVAL CITY FOOD & LIQUOR (VIC) AND FESTIVAL CITY OZ NORTH FOOD & LIQUOR (NT) are food and liquor wholesale businesses, with extensive product ranging of over 7,000 lines with over 1,150 customers. The business has recently changed ownership to Bidfood and on 1 July 2017 applied and was approved by the NILWA Board as members. It will continue to be led by Don Totino and Joe Carbone, who have over 40 years of experience in food and liquor. Bidfood recognises the success and hard work of the management, administration and sales teams at Festival City in SA, VIC and NT and is looking to expand and integrate liquor into its national customer base of over 49,000 customers.

NILWA HEAD OFFICE The Nilwa Head Office is located in Newcastle, New South Wales and coordinates national marketing activities, business partnerships and agreements, data warehousing and national conferences for members.

drinks trade|43



20 1997 The Goat is born! Dave had begun home brewing as a way to recreate the beers he enjoyed on his travels overseas and when Cam tried some of these beers on a trip to Canada, he sent a postcard to Dave saying they needed to start a brewery. They first started brewing in the basement of the Scottish Chiefs Hotel in Geelong and then at the Grand Ridge Brewery on the other side of Melbourne.

1999 Mountain Goat needs a home. Dave had been sleeping on the stage of the disused Mirboo North Town Hall near to the brewery and Cam had been driving up and down the freeway in his old Falcon wagon each week to collect the kegs and cases, hand labelling them back in the city. So, they decide to rally the support of friends and family and raise enough cash to secure a warehouse on Crown Street in Richmond.

A hop, skip, and a jump away, Mountain Goat moves to a warehouse one street over to North Street where they still are today.

Mountain Goat releases the Organic Steam Ale and the response is overwhelming. People love the subtle aromas and crisp, lightly hopped taste of this beer. And what the people want, the people get, so Dave and Cam keep doing what they do best and brew more beers.





Cheers to beers! Mountain Goat beer can now be found across all states in Australia.

Mountain Goat is growing at a pace Dave and Cam never expected, so they enlist the help of the William Bull Brewery and Asahi’s Laverton brewery.

Not long after, the first keg of their English style amber ale, Hightail Ale, is tapped at the Great Britain Hotel in Richmond.


44|drinks trade



Dave and Cam are committed to creating great tasting and good quality beer and have been growing their range over the last couple of years with a number of speciality beers, limited edition Rare Breeds and now Summer Ale, their first beer in a can. Shortly after, one of the popular Rare Breeds, a modern amber ale named Fancy Pants, joins the core range also in a can.


Mountain Goat continues to grow, expanding its Barrel Breed program and releasing more speciality and Rare Breeds than ever before, including The Zymurgist and Pulped Fiction Blood Orange IPA, which took home the AIBA trophies for Best IPA in 2016 and 2017 respectively.

2015 It’s time to celebrate! Mountain Goat wins Champion Australian Beer at the Australian International Beer Awards for a barrel aged Barley Wine. Later that year, Cam and Dave sell the brewery to Asahi Premium Beverages, and in a nod to their next chapter, the brewers release a new Rare breed, Japanese Cowboy IPA.




PRESENT DAY – Mountain Goat raises a glass to its 20th Anniversary and to celebrate, Head Brewer Ian Morgan is bringing Dave back to the brewery to join him and former Head Brewers Jayne Lewis and Dave Edney for a special birthday brew. ‘Back to the Brewer’ will be an amped-up version of Mountain Goat’s Steam Ale and is launching exclusively at the Goat Birthday Tour events taking place across the country this October.


drinks trade|45



Meet Your Local Brewers

Who would have thought that there are more than 40 breweries in Sydney today (and thatâ&#x20AC;&#x2122;s only counting the metropolitan area)? Beer is alive and thriving in this city, with countless pubs, clubs and hotels also doing their part to support the craft movement. Meet Your Local Brewers introduces the interesting and eclectic gypsy brewers, microbrewers and larger brewers across Australia, one city or region at a time.



3 2 8

9 10

4 7

46|drinks trade


Complete brewery list 1. Australian Brewery, Rouse Hill

Harts Pub, The Rocks

2. Balmain Brewing Company, Balmain

Hopsters Cooperative Brewery Limited,

3. Endeavour Vintage Beer Company, The Rocks


4. Malt Shovel Brewery, Camperdown

Merchant Brewing Company, Marrickville

5. Nomad Brewing Company, Brookvale

Modus Operandi Brewing Company, Mona Vale

6. Redoak Boutique Beer Café, Sydney CBD

Paddy’s Brewery, Homebush

7. Rocks Brewing Company, Alexandria

Pixel Brewing Company (gypsy brewery)

8. Wayward Brewing Company, Camperdown

Riverside Brewing Company, North Parramatta

9. Willie The Boatman, St Peters

Sauce Brewing Company, Marrickville

10. Young Henrys, Newtown

Shark Island Brewing, Kirrawee

4 Pines Brewing, Brookvale

Shenanigans Brewing Company, Enmore

Akasha Brewing Company, Five Dock

Sir Chapel Bistro and Brewery, Forest Lodge

Basement Brew House, Bankstown

St Peters Brewery, St Peters

Batch Brewing Company, Marrickville

Staves Brewery, Glebe

Black Font Brewhouse, Marrickville

The Grifter Brewing Company, Marrickville

BrewPack, Smeaton Garage

The Lord Nelson Brewery Hotel, The Rocks

Casey’s Beer, Penrith

The Red Tape Brewing Company, Darling

Doctors Orders Brewing (gypsy brewery)


Flatrock Brewing Company, Naremburn

Tooheys Limited, Lidcombe

Frenchies Bistro and Brewery, Roseberry

Underground Brewing Company, Erskine Park

Hahn Brewing Company, Camperdown

Wildflower Brewing & Blending, Marrickville

Happy Goblin Brewery, Mount Kuringai

Yulli’s Brews, Surry Hills

Hart and Hound Brewery, Riverstone drinks trade|47



The Malt Shovel Brewery is the busy hub for one of Australia’s most famous craft beers. Like James Squire, the brewery also tells a good story. Originally a furniture factory, the building in Camperdown was first transformed into a brewery not by Lion Nathan but by craft brewing pioneer Dr Charles Chuck Hahn. Unfortunately, it came into a bit of a crisis due to economic conditions in the early 1990s. So in 1998, Lion Nathan took over the brewery, renaming it after the halfway house established by James Squire in the 1700s. The brewery and the beers have won countless awards, still made under the direction Malt Shovel Brewmaster Chuck Hahn today. Malt Shovel Brewery

AUSTRALIAN BREWERY One of the larger brewers, the Australian Brewery, has gone from humble beginnings in a small brewery in the Hunter Valley to breaking out of the Sydney bubble from its newer base in Rouse Hill to national and international acclaim. In fact, it’s currently sitting on a two-year gold medal strike rate at every competition it’s entered. It’s easy to see why its beers are popular with the masses, with the Australian Brewery taking international styles everyone loves and putting its own slant on them. The current range includes a New World Pilsner, Seis Hermanos Lager, Australian Pale Ale and All Star Session IPA. 350 Annangrove Road, Rouse Hill, NSW 2155 Tel: 02 9679 4555

BALMAIN BREWING COMPANY The Balmain Brewing Company was launched in 2010 by a group of local Balmain friends passionate about beer and bringing great tasting, hand crafted beers to other locals. Its home is an

Endeavour Vintage Beer Compoany

iconic one, claiming the largest amount of pubs per capita in Australia in the mid-1800s. With that number having fallen somewhat over the years, Balmain Brewing Co. aims to re-establish the area’s former sentiment of tradition, mates and pub culture, and become Sydney’s well-known local beer company. Currently their beers include the Original Pale Ale, Pilsner, Summer Ale and Bock. The pale ale, a popular brew across the city, is a ramped up English-style ale, rich in malt flavour and bitterness. (Balmain is currently contract brewing in western Sydney) Tel: 0418 244 658

ENDEAVOUR VINTAGE BEER COMPANY Endeavour was the first brewery to introduce vintage to its beers, not only in name. It was launched by Ben Kooyman, a man of the industry since 2006; corporate guy Dan Hastings; and winemaker and brewer Andy Stewart, who together realised that they could create bettertasting beers by selecting the ingredients from the regions that experience the best vintage each year. Like wine, this means the recipes vary slightly depending on the barley and hops sourced from the season. Their first commercial beers were released in August 2010 and the range today includes the Harvest Blonde; Growers Bright Ale, Pale Ale and Golden Ale; and the Reserve Pale Ale and Amber Ale. 39-43 Argyle Street, The Rocks, NSW 2000 Tel: 1300 289 233

48|drinks trade

99 Pyrmont Bridge Road, Camperdown, NSW 2050 Tel: 02 9519 3579

NOMAD BREWING COMPANY Nomad is an apt name for a brewing team that met while travelling the globe. This Brookvale brewery has its roots in the friendship of Kerrie and Johnny Latta, owners of one of Australia’s leading craft beer distributors, and Leonardo di Vincenzo, an Italian world-class brewer. After a lot of correspondence and travel, the Lattas convinced Leonardo’s protégé, Brooks Caretta, to move across the globe and start what came to be Nomad Brewing Co. Three years on and they are still going strong, and their year-round range, which focuses on showcasing Australia’s unique botanicals, now consists of an IPA (Easy As), a sessionable pale ale (Sideways Hoppy), an IPA brewed with native finger lime (Jet Lag) and a saison (Long Trip). 5 Sydenham Road, Brookvale, NSW 2100 Tel: 02 9907 4113

REDOAK BOUTIQUE BEER CAFÉ AND BREWERY Redoak was established in 2004 by siblings David and Janet Hollyoak, with the aim of serving as many craft beers as imaginable and to find as many beer and food matches as possible. They believe that there is always a new flavour combination out there waiting to be tried and tested. That’s why at the Redoak Boutique Beer Café up to 20 different beer styles can be found on tap in a day, fresh from the brewery, as well as a recommended dish to go with it. Beers can range from anything like an oatmeal stout to a weizen doppelbock, which are also sold to good bottle shops. Young Henrys

201 Clarence Street, Sydney, NSW 2000 Tel: 02 9262 3303

ROCKS BREWING COMPANY After six years of blood, sweat and tears, relying on other breweries to take them in and let them make their beers, the Rocks Brewing Co. team finally found its perfect home in the industrial setting of Alexandria in 2014. Rocks is dedicated to showcasing Australian ales and its first ever Red Ale is still a favourite. Its core range of beers is based around early convicts and settlers, while the Conviction Series features limited edition brews that push the boundaries of brewing. Building 2, 160 Bourke Road, Alexandria, NSW 2015 Tel: 02 9669 3600

WAYWARD BREWING COMPANY The name Wayward represents the brewery’s willful nature. A term often used to explain a desire to take the road less travelled, the people at Wayward aren’t afraid of doing things differently if it means creating something people are excited to drink and share. Quality is still key, however, and brewers Peter Philip Rocks brewery and bar in Alexandria

and Shaun Blissett are dedicated to finding the best ingredients, even if it takes a little longer. The core range includes the Pale Ale, Bavarian Lager, Indian Red Ale, India Pale Lager and Raspberry Berliner Weisse, which are sold primarily to venues and bottle shops around Sydney. Seasonal releases are also released in kegs to the on-prem. 1 Gehrig Lane, Camperdown, NSW 2050 Tel: 02 7903 2445

WILLIE THE BOATMAN Nick Newey and Pat McInerney met on the school run many moons ago and instantly connected over their mutual love of fishing, boating and home brewing. A few successful experiments later, and with neither happy in their professions at the time, they threw caution to the wind and followed their passion. Luckily the support of the community carried them and in 2015, Willie The Boatman opened. The duo is still committed to using their original home brewing ethos to make good, clean beer. Current beers include the slightly left of field Albo (a corn ale) and Salty Melon (a slightly sweet and salty gose). There’s also the more traditional

Todd’s Trailer Ale (pale ale), Crazy Ivan (IPA) and Marrickville Lager, among others. Suite 202-75 Mary Street, St Peters, NSW 2044 Tel: 0413 514 026

YOUNG HENRYS First brewed in 2012, Young Henrys was started after two dudes at a bar started talking about their love of beer and the need to improve Sydney’s beer scene. Their idea was straightforward: “brew beer our local community would enjoy and be proud to call their own.” Despite the brand’s popularity, the YH team still believes in keeping things local and minimising the brewery’s environmental footprint. Most of its stockists are based around the Inner West and YH promotes for consumers to use refillable growlers. YH also uses cans for the majority of its packaged beers, which include the Real Ale (English best bitter), Natural Lager (unfiltered lager), Newtowner (Australian pale ale). 76 Wilford Street, Newtown, NSW 2042 Tel: 02 9519 0048 Tanks at Wayward Brewing

drinks trade|49


Mountain Goat has been brewing carefully crafted beers since 1997. Almost twenty years on, we are still brewing beers unrestrained in flavour, technique and creativity. We are humbled by the kudos for our beers at the 2017 Australian International Beer Awards, including trophies for Best IPA and Best New World Pale Ale. With a range of beers also recognised, from our Steam Ale and Hightail Ale through to a Triple IPA, we are simply chuffed.

There’s a lot of hard work that goes into making good beer happen, along with a lot of love and dedication to the job. Here’s cheers to everyone that helps make good beer happen, not just here at Goat but at all the other breweries, bars and bottle shops around Australia. Visit us at 80 North Street, Richmond, Victoria or check us out at @ goatbeer • Drink Responsibly.



BEHIND THE SCENES AT THE 2017 KPMG SYDNEY ROYAL WINE SHOW At the Sydney Royal Wine Show, a day’s work is taken seriously. This is a major city wine show, with over 2,200 wines to judge, requiring the input of some 60 wine industry professionals to pour, taste and score over four days. In July, drinks trade went behind the scenes on the McWilliam’s Wines ‘Wine Show Judging Experience’, an annual opportunity open to those in the wine trade and interested in learning about the national wine show system or wanting to apply to the Len Evans Tutorial and Advanced Wine Assessment Course.


ver 55 wine shows are held throughout the year in Australia; this includes the National Wine Show in Canberra, the capital city wine shows, regional and themed wine shows. Each is a chance for winemakers to have the fruits of their labours independently evaluated and benchmarked against competitors, while stewards and judges get to catch up with colleagues and see what’s on the circuit. Considered as the judging apprenticeship, stewards are usually people working in the wine trade and looking to gain show experience. They support the judges by organising glassware, clearing and pouring the wines. The next step on the wine show ladder is to become an Associate Judge. Although an Associate Judge’s comments and scores aren’t counted, the position gives the person a chance to step into the shoes of a judge for the duration of the show and build confidence as they gain guidance and feedback. Judges are often winemakers, wine writers, sommeliers and merchants with substantial judging experience. Grouped into panels, they are responsible for the scores that decide where a wine should place – bronze, silver, gold or trophy. Often an area of discrepancy, judges are led by a Panel Chair, who is responsible for managing a unanimous decision and making the final call. Above the Panel Chairs is the Chairman of Judges, someone who has experience at all levels of a wine show, both at regional and capital city, and is appointed by the organisers of the show, usually for three years. Their job is to oversee the quality and integrity of the show and the flow of judging, taking into consideration breaks and the interaction between the judges. A typical day starts early and ends once all of the allocated wines have been scored and the results lodged. Each judge is expected to get through around 100 wines a day and to reassess the highest scoring wines twice.

Wines are split into classes, which are usually defined by style and varietal. All the wines are blind tasted - poured by the stewards in a separate area - and scored on the 20 or more popular 100 metric system. A bronze medal, which represents very good quality, must receive 85 to 89 points; a silver medal (excellent quality) must receive 90 to 94 points, and a gold medal (outstanding quality) must receive 95-96+ points. Trophy-winning wines go into a judge-off and are selected from those that score 97-98, enough points worthy of a Top Gold for exceptional quality. These will be chosen based on the trophy, such as Best Red or White of Show. Points are awarded for colour and condition, bouquet/nose and palate with regionality, the age of the wine and distinctive varietal characteristics considered. Judges will also factor in the weight of the wine, structure, mouthfeel and length of the palate. Stewarding and judging are great experiences for trade, who will walk away with the knowledge of how the judging system works and what goes into an award-winning wine, with only around 25 per cent of wines entered into a show guaranteed to win a medal. For sommeliers, it is an opportunity to try wines in a new environment and to see what’s out there in terms of new producers and styles. The Sydney Royal Wine Committee in partnership with the Royal Agricultural Society of NSW Foundation is currently offering a scholarship valued at $6,000 for a young person passionate about the Australian wine industry to take part in the Australian Wine Research Institute’s Advanced Wine Assessment Course in November this year. Trade can apply online at and should also keep an eye on other wine show websites for similar experiences in different areas of the country.

drinks trade|51



Pinot noir, known for its light red colour as a wine and, if made well, hallmark flavours and aromas of cherries, strawberries, raspberries, plums and violets. It is France’s famed grape, although here it takes the name of the region it was originally cultivated in - Burgundy. In Australia, the largest plantings of pinot noir are in the Mornington Peninsula, Tasmania and Yarra Valley, with its early ripening nature dictating a cooler climate. That is not to say that other regions don’t make great pinot, however. The Bellarine Peninsula, Adelaide Hills, Great Southern, Hunter Valley, Orange and Tumbarumba should also be mentioned here, as should New Zealand. All the wines were blind tasted and scored on the 100 point scale, with varietal characteristics, regionality, vintage and value taken into consideration.





Director, Luxury Beverage Group

Cellar Director, Cellarmaster Wines

Sales and Marketing Manager, Tumblong Hills

Executive Chairman, Luxury Beverage Group

Ben became the world’s 236th Master Sommelier in October 2016 and received the inaugural Dom Ruinart Cup for completing the examination on his first attempt. While managing LBG’s portfolio of around 60 producers, Ben is also responsible for wine education and training and consults on wine list development.

Christine has had a keen interest in all things vinous from an early age. She has worked for some of Australia’s best-known wine names like Saltram and Charles Melton and contributed significantly to wine education in Australia through implementing wine training in businesses and teaching the WSET courses.

A winemaker and horticulturist, Michael has created awardwinning wines from across NSW, most notably from his time with Hungerford Hill, working with fruit from the Hunter Valley, Tumbarumba and Hilltops. His passion and studies in marketing and consumer engagement have led to his most recent venture with Tumblong Hills.

Peter has been collecting wines and visiting vineyards on four continents for over 35 years. In 2013, he put that passion into LBG, which imports and distributes wines from Europe, NZ and the US. Prior to that, Peter had a number of senior executive roles specialising in global market development and business investment.




Wine Consultant The main reason Sharyn gets out of bed in the morning is to make sure more people drink great wine. She has worked in Sydney wine retail since 2002, including with Dan Muphy’s for 12. She holds a Bachelor of Science (with Honours), has completed the WSET Level 3 and Associate Judged at wine shows across

Marketing Manager – Hardys, Accolade Wines

Winemaker - Cockfighter’s Ghost, Agnew Wines

Travis sees his role in the wine industry as much as a hobby as it is work. This passion has led him to gain 23 years of experience with some of Australia’s bestknown wine brands including Penfolds and Wynns. Coupled with an interest in travel, Travis is a regular senior judge at local and

the country.

international wine shows.

Xanthe’s nine vintages in the Hunter Valley have provided her with a solid foundation in appreciating the nuances of the unique region. She has been nominated for the Wine Society’s Young Winemaker of the Year and in 2016 she was awarded the Hunter Valley Alasdair Sutherland Scholarship.

52|drinks trade

VICTORIA TarraWarra Estate Pinot Noir 2015

Coldstream Hills Pinot Noir 2016

RRP: $28 Region: Yarra Valley Distributor: Negociants Australia Judges’ comments: A bright and elegant pinot, showing good typicity, redolent of raspberries, spice and a hint of clove on the aroma and juicy cherries and raspberries on the palate.

RRP: $34.99 Region: Yarra Valley Distributor: Treasury Wine Estates Judges’ comments: Dusty red berry and spice aroma; a well-balanced and textural wine with dense, rich forest fruits and grippy tannins.

Santolin Syme on Yarra Vineyard Pinot Noir 2015

Stonier Pinot Noir 2016

RRP: $45 Region: Yarra Valley Distributor: Ergo Wines (NSW), ExCellar Agencies (VIC), Santolin Wines (all other states) Judges’ comments: Complex aromas of mushroom, sweet black cherry and spicy vanillin oak prepare for a bigger, fullerflavoured style of pinot, but one that does not lack in freshness or vibrancy.

Scotchmans Hill Swan Bay Pinot Noir 2015 RRP: $20 Region: Bellarine Peninsula Distributor: Scotchmans Hill Judges’ comments: Light to mediumbodied palate with juicy sour cherry and earthy flavours. The tannins are fine and acid well balanced. Good value.

RRP: $24.99 Region: Mornington Peninsula Distributor: Accolade Wines Judges’ comments: Distinctive sappy cherry and cola aromas, but an approachable wine with red berry and spice, fresh acidity and fine, firm tannins on the palate.

Scotchmans Hill Pinot Noir 2015 RRP: $35 Region: Bellarine Peninsula Distributor: Scotchmans Hill Judges’ comments: Pretty floral aromas and a medium-bodied palate with a pleasant note redolent of cordite, plus stewed rhubarb and dense, red berry flavours and savoury tannins.

drinks trade|53

Untap Potential with Aon

Aon Best Employers know how to untap the potential of their people, just ask our 2017 Aon Best Employer, Coca-Cola Amatil New Zealand. To find out more on how we can help you untap the potential of your people, contact: Simon Wolnizer +61 2 9253 82 77

â&#x20AC;&#x153;Vision and mission can come from the top down, but values come from people up.â&#x20AC;? Chris Litchfield Managing Director, Coca-Cola Amatil New Zealand


TASMANIA Jack Rabbit Pinot Noir 2016

Eddystone Point Pinot Noir 2016

RRP: $38 Region: Bellarine Peninsula Distributor: The Sharp Group Judges’ comments: Aromas of sour cherry and drying oak. It has a long, wellsupported palate with forest floor and savoury oak flavours. The acid is fresh and tannins are soft.

RRP: $26.99 Region: Tasmania Distributor: Accolade Wines Judges’ comments: This wine is backed up by a number of gold medals. It has nicely perfumed aromas of red cherry, cloves, nutmeg and vanilla; juicy, flavoursome layers of red fruit and spice. Well-balanced and very easy to drink.


Bream Creek Vineyard Pinot Noir 2013 RRP: $37 Region: Tasmania Distributor: Bream Creek Vineyard (WA/ SA/NT), Fesq & Company (VIC/NSW/QLD), Fine Drop Wines (TAS) Judges’ comments: A really different style of pinot; gamey and cedar oak aromas; stewed fruit flavour and a rounded mouthfeel, plus firm, fine tannins.


Dawson James Pinot Noir 2014

Castle Rock Estate Pinot Noir 2015

RRP: $68 Region: Tasmania Distributor: Dawson James Judges’ comments: Another distinctive Tasmanian pinot with gamey, toasted and mushroom aromas; layered forest floor flavours carried by a long line of acid. Drinking best now.

RRP: $39.99 Region: Great Southern Distributor: Inglewood Wine Merchants Judges’ comments: Lifted aromas of earth, spice and stewed plum and mulberry; a medium-bodied wine with flavours of cherry, vanillin and plum, and fine, firm tannins. Very easy to drink.

Stoneleigh Latitude Pinot Noir 2015

Giesen The Brothers Pinot Noir 2015

Mud House Claim 431 Vineyard Pinot Noir 2015

Giesen Small Batch Pinot Noir 2014

RRP: $24.99 Region: Marlborough Distributor: Oatley Fine Wine Merchants Judges’ comments: Deep crimson in colour; raspberry conserve and cherry flavour on a long finish; a bright and elegant wine. Another good value pinot from New Zealand.

RRP: $29.99 Region: Central Otago Distributor: Accolade Wines Judges’ comments: A complex wine with good acidity; primary cherry flavour and a slight herbal note; well balanced with a dry finish.

RRP: $33.99 Region: Marlborough Distributor: Oatley Fine Wine Merchants Judges’ comments: Good wine; flavourful with balanced fruit and nice spicy and savoury notes; dry finish.

RRP: $22.99 Region: Marlborough Distributor: Pernod Ricard Australia Judges’ comments: A concentrated and well-balanced wine with an opulent black cherry aroma and a touch of oak; black cherry flavour and a slightly herbal finish. Great value.

drinks trade|55





RRP: $19.99 Distributor: Pernod Ricard Australia

RRP: $30 Mudgee Petit Verdot, $25 Stephanie Pinot Gris Distributor: Gartelmann Wines Gartelmann Wines in the Hunter Valley has released two new wines - a high altitude petit verdot and a cool climate pinot gris. Last year, when Gatelmann’s usual grower of petit verdot in Rylstone was struck with black frost, a Mudgee grape grower that the winery had previously worked with, offered his small amount of good quality grapes. To increase the quantity of the drop, Gartelmann blended the petit verdot with a small parcel of cabernet sauvignon from the Clare Valley. The wine was then matured for 14 months in a combination of Missouri casks and one to three-year-old French and American casks before the blending and bottling process. The resulting wine tastes of sweet blackcurrant, aniseed and fennel with soft tannins and a lingering finish. Grown in the cool climate Orange region, the 2017 Stephanie Pinot Gris is the second release of this wine, named after owner Jorg Gartelmann’s daughter. The elevation of this region gives a natural acidity to the wine, which is rich in flavour and has structure and length. The nose is powered by aromas of ripe pears, while the palate explodes with sherbet and lime.

Prosecco, spritz and aperitivo style drinks are becoming increasingly popular with consumers right now and Jacob’s Creek isn’t missing a beat with the release of this bottle of bitter-sweet fizz. Made with Australian grown prosecco, bitters, zesty blood oranges and select botanicals, this spritz is ready for consumers to serve and share with friends in a convenient 750ml bottle. Recommended over ice with a slice of grapefruit, it has flavours of bitters and citrus with an underlying crispness and vibrancy from the prosecco, all in a low 8.5% ABV.

LOGAN CLEMENTINE WINES RRP: $25 Distributor: Logan Wines Inspired by winemaker Peter Logan’s toddler Clementine, the new light red pinots and returning pinot gris from Logan Wines are fresh and lively. Both are a mix of juicy fruits, florals and spice. The 2017 Blushing Minnie Pinots is made primarily from pinot noir grapes (80 per cent), a little pinot gris and a splash of pinot meunier to create a deep raspberry coloured, daytime drinking wine with strawberry and orange aromas and raspberry and cherry flavours. Following on from the highly popular 2016 vintage, the 2017 Logan Clementine Pinot Gris has been made with three differently fermented batches of pinot gris on their skins. It has a rich, burnt orange colour; aromas of pear, orange, wild strawberry and a hint of spice and stone fruit and orange flavours. 56|drinks trade

W E N T E M P U S T WO G O E S P L AT I NU M New Platinum series offers accessible style to every occasion. Wines that taste as good as they look!

Available now, contact your AVL representative or call 08 8172 8333 to place an order.

ST HALLETT OLD BLOCK AND BLACKWELL SHIRAZ RRP: $120 2014 Old Block, $40 2015 Blackwell Shiraz Distributor: Accolade Wines St Hallett released the newest vintages of its iconic Old Block and Blackwell Shiraz wines at the beginning of July. Originally made in 1980, Old Block is a classic and has been long recognised under the Langton’s Classification. The shiraz is made from grapes grown on vines as old as 100 years from the sub-regions of the Barossa and Eden Valley. In comparison, the 2015 Blackwell Shiraz is crafted from fruit that comes from across the northwestern Barossa. Grapes from this area are chosen for their richness to create a powerful and full-bodied wine. Each parcel of shiraz is then matured in carefully selected American oak barrels for two years for added texture and complexity. These are limited editions, so place your orders quickly.

TEMPUS TWO PLATINUM RANGE RRP: $24.99 Distributor: Australian Vintage Limited The award-winning winery Tempus Two has created a new range of wines designed specifically for the retail market. With the Copper and Pewter ranges moving to the on-premise and cellar door channels only, the Tempus Two Platinum Range will replace these in-store. It features three SKUs – a McLaren Vale shiraz and chardonnay and pinot noir from the Adelaide Hills, which have been developed inline with evidence that the $20$30 segment is growing, driven by these varietals. Senior Brand Manager for Tempus Two, Kate Skelton, said of the launch: “The Platinum Series truly reflects the essence of our brand – wines that taste as good as they look. We have taken great care ensuring the Platinum range not only upholds the premium packaging cues customers have come to expect from our brand, but over-delivers on wine quality – giving customers and retailers an exceptional product experience.”

WYNNS BLACK LABEL TURNS 60 RRP: $44.99 Distributor: Treasury Wine Estates This August marks a momentous milestone for Coonawarra’s iconic winery with the 60th vintage release of Wynns Black Label. One of the most collected cabernet sauvignons in Australia, the 2015 vintage of this classic wine has intense aromas of dark fruits, cherries and blackberry, plus subtle notes of spice. On the palate, there are flavours of ripe fruit and black pepper and soft acidity. Rich notes of French oak give way to a finish of smooth, lingering tannins. The 2017 Wynnsday collection is now also available to order and includes the 60th vintage release of Black Label and the following wines: • Black Label Shiraz 2015 RRP $44.99 • V&A Lane Shiraz 2015 RRP $59.99 • V&A Lane Cabernet Shiraz 2015 RRP $59.99 • Johnson’s Block Single Vineyard Cabernet Sauvignon 2014 RRP $79.99 • Michael Shiraz 2014 RRP $149.99

THE ICONIC GRAND RESERVE BAROSSA VALLEY SHIRAZ 2013 RRP: $175 Distributor: Calabria Family Wines In 2010, Calabria purchased two iconic Barossa vineyards containing centenarian vines that would be used to create its most premium wine yet. Hand-tended by Head Winemaker Bill Calabria and his family, The Iconic aims to capture the fruit from these sites at its very best. The inaugural 2012 vintage, released in 2015, was a success with consumers, and now we see the results of another good vintage for the region with the 2013 release. This bright, powerful red has already won five gold medals and 97 points, with aromas of blackcurren and oak and forest fruit flavours; dense tannins give way to hints of white chocolate. Matured for an 18-month period in French oak barrels before being bottle-matured for a further 12-months, this wine is designed to age for a medium cellaring of ten to twenty years.

drinks trade|59




JIM BEAM DOUBLE SERVE RRP: $23.99 four-pack Distributor: Coca-Cola Amatil

RRP: $50 Distributor: Coca-Cola Amatil

Jim Beam’s latest product contains double the bourbon and almost a 2% higher ABV than the original Jim Beam White Cola RTD. Double Serve responds to consumers’ desire and willingness to pay more for a higher ABV at 6.7% versus the regular 4.8%. Now with two standard serves of Jim Beam Kentucky Straight Bourbon in each can, the new product also has a fuller flavour. The cans are currently available in a four-pack and will be available in a ten-pack for a limited time in October. They are being supported in the off-premise with point of sale and visibility packaging, key retailer catalogue and specific out of home advertising.

Australians are the first to try the newest global addition to the Canadian Club portfolio, Canadian Club 8 Year Old. The whisky is stronger than the Canadian Club 6 Year Old but not quite as powerful as the 12 Year Old, making it the perfect next step up for fans of the younger expression. Made from the same mash bill as CC 12 YO, it has a higher rye and barley content than the Original 1858 and is aged for longer. This gives the amber liquid a more mature, smoother flavour, with rich notes of toffee, creamy vanilla and mellow toasted oak. There are also subtle hints of soft nutmeg, clove and spice. This depth of flavour gives Canadian Club 8 Year Old the versatility to be drunk neat, as a highball with soda and fresh lime, or with the customer’s favourite mixer. Keep your eyes peeled for the new packaging in store, as Canadian Club is using the launch to start rolling out its labeling refresh.

JOHNNIE & GINGER RRP: $19.99 four-pack bottles, $24.99 six-pack cans Distributor: Diageo Australia

WOODSTOCK BOURBON EASY ROLLER RRP: $18 four-pack, $80 case Distributor: Asahi Premium Beverages Woodstock Bourbon’s newest RTD has rolled onto the market just in time for summer. The light, fresh mix of genuine Kentucky bourbon and ginger beer is perfect for daytime drinking sessions with friends. The release comes after a study by an independent research group that suggested consumers are looking for less sweet alternatives to the standard bourbon and cola. Woodstock is also taking the opportunity to unveil its new packaging design at the same time as the drink release, hoping the updated branding will appeal to a millennial audience. 60|drinks trade

Diageo Australia has recently joined a number of others in jumping on board the gingerflavoured trend with its new release of Johnnie & Ginger, a premix RTD that combines Johnnie Walker Red Label and natural ginger ale. Available in both bottle and can, it offers consumers a crisp and refreshing beverage, gearing up for the warmer months. Both formats feature the premium visual cues found on other Johnnie Walker products, including the grey stripe and striding man, and will be promoted through a wider marketing campaign featuring outdoor, PR, social and POS support. At the same time, the company has also released a refresh of the Johnnie & Cola RTD range. It includes a new look of the formats and improved cola to match the flavour profile of the existing Johnnie Walker Red Label whisky inside.



RRP: $95 Distributor: Wildbrumby Wildbrumby has released a new spirit into the wilderness of the gin world. A perfect blend of juniper, wild mountain pepper berry, strong black tea, ginger and orchard-grown citrus, it is distilled in a small batch pot to give it a smooth and spicy flavour. The resulting navy-strength spirit (57% ABV) has a hard-hitting juniper flavour, with notes of citrus and cassia. The spice of the spirit is complemented by a thick, silky ‘oiliness’ and the pure taste of the minerals from the natural alpine spring water used in the distillation process.

JAPANESE GIN WA BI GIN RRP: $130 Distributor: Deja Vu Sake Co. Is Japanese gin the next big thing? Australia has enjoyed an explosion of gins from across the world, including our very own over the last few years, and now we’re anticipating Japan to join the trend. Signified by the arrival of Japanese Gin WA BI GIN from the same creators of Mars Whisky and Hombo Shuzo Shochu and Umeshu (also distributed by Deja Vu Sake Co.), drinks trade is also aware of other brands that are planning on releasing gins of this kind here in the next year. If this gin is anything to go by, Japanese gins are expected to provide a range of unique and distinctive traditional flavours for bartenders and consumers to try in drinks. Japanese Gin WA BI GIN features four types of citrus – bitter orange, yuzu, kumquat and lemon, intertwined with green tea, perilla (a mint-like leaf), cinnamon leaf, ginger, shell ginger, and juniper berry. Paying homage to the home of Mars Whisky and Hombo Shuzo beverages, all of the ingredients, apart from the juniper berry which isn’t native to Japan, are grown around Kagoshima. The base liquor is also made from rice normally used in shochu production and twice distilled. The aroma is predominantly of the citrus fruits with hints of spice, while to taste, the strong citrus notes of the yuzu are closely followed by green tea and spice.

WILD TURKEY 101 RRP: $24.99 four-pack Distributor: Campari Australia Despite a slight decline in overall sales of bourbon and cola, premium bourbon RTDs are enjoying around 20 per cent growth currently. That’s why Campari Australia has released the Wild Turkey 101 and Zero Sugar Cola, capitalising on premiumisation and health trends. An extension of the Wild Turkey 101 premium blend RTD range, the new product “will deliver the cut-through flavour of Wild Turkey 101 with the familiar flavour of zero sugar cola” for consumers, according to Campari Australia Marketing Director, Nicole Stanners. The launch will be supported by a national marketing campaign, including digital, social and out-ofhome from September until December 2017, and is available to all leading liquor retailers.

drinks trade|61





RRP: $27 six-pack Distributor: Coopers Brewery

RRP: $14.99 bottle Distributor: Two Birds Brewing

Coopers’ highly anticipated annual release of the Extra Strong Vintage Ale is upon us, with the first cartons on sale in August. The 17th release of this popular beer has seen the brewers revise their grist recipe for the first time in a decade. This year, they have included a special blend of caramalt, which gives the brew a unique crimson red colour and a taste rich in malt and honey with dry nutty characteristics. Denali and Calypso hops have been used to provide soft fruity aromas of pineapple and pear, as well as hints of pine and citrus. It has an IBU of 50 and an alcohol content of 7.5%, both of which result in a beer that is designed to age. Over time, the bitterness will soften to reveal a caramel-like sweetness. But don’t let this hold you back from putting it on shelves, Vintage Ale can be opened as a young buck too.

Two Birds has released a bolder version of its crowd favourite Sunset. Double Sunset is a double red ale with a higher alcohol content of 7.3%. The brewing team turned the malt up to 10 and used twice as many Citra, Galaxy and Cascade hops as the original. The result is rich toffee malt and grapefruit hop notes. Double Sunset is available in kegs and bottles, but for a limited time only.

THE HILLS CIDER COMPANY HOP EDITION RRP: $19.95 four- pack Distributor: Samuel Smith & Son The second release of this popular limited edition cider uses 100 per cent crisp, fresh Adelaide Hills apples combined with the strong citrus and grapefruit aromas of Riwaka hops; the pineapple and tropical fruit flavour of El Dorado Hops and the subtle herbal and black tea notes of the Idaho 7 hop. The result is a cloudy cider that finishes with hints of resin and pine needles.

IRON JACK RRP: $48 case Distributor: Lion Iron Jack is the first beer to be released under Lion’s new Legendary Brewing Company trademark. The overarching brand will stand for beers that celebrate the Aussie culture and its many characters, with Iron Jack taking inspiration from fabled Australian outdoorsmen. Set to hit bottle shops and pubs on 4 September, Iron Jack will offer male drinkers a beer that promotes adventures with mates, with a coordinate pinpointing to one of many remote camping, fishing and 4WD-ing locations, as well as some classic Aussie pubs, printed underneath each bottle top. It’s also been brewed with Australia’s hot climate in mind, creating a hoppy aroma but lower bitterness on the palate to ensure it’s easy drinking.

62|drinks trade

THE LORD NELSON 111 BRITISH INDIA PALE ALE RRP: $4.99 bottle Distributor: Lord Nelson Brewery The Lord Nelson has created its new 111 British style IPA to get drinkers through the last of the wintery weather. A heavily hopped and malted brew of British pale, amber and crystal malts and English hops Goldings and Target, the ale has a deep and bitter aroma, followed by a warming and flavoursome, smooth palate.



A contemporary twist on European style higher ABV ciders. Fresh and balanced, with a crisp finish. NOW AVAIL ABLE IN 4x330 ml BOTTLES & 10x330 ml CAN PACKS





L-R: Alistair Harris, Pierre-Alexandre Portet, Jeff McKenzie and Ami Sheehan


ANGOSTURA GLOBAL COCKTAIL CHALLENGE PRELIMINARY FINALISTS island2island has announced the ten bartenders making their way to the preliminary final of the 2017 Angostura Global Cocktail Challenge. The finalists will go head to head for the chance to be in the national final, where just one individual will be named the Australian Angostura Brand Ambassador for the next year and win a cash prize of AU$10,000, as well as go on to compete at the 2018 global final held during Carnival in Trinidad. Well done to Emma Borelli from Taxi Riverside; Chris Brittain, Therapy Cocktail Bar; Michael Chiem, PS40; Daniel Gregory, Canvas; Lachlan Gunner, Della Hyde; Liam Monk, Bobeche; Lachlan Robinson, Bobeche; Hikaru Terasaki, Daddy Long Legs; Hyobin Wang, Hains & Co; and Nathan Willmott, Rhonda’s.

G.H. MUMM PARTIES IN THREDBO G. H. Mumm brought the party to the annual Thredbo Top2Bottom race weekend in August. As part of this year’s ski season, the Champagne brand took over the iconic Alpine Hotel in Thredbo with a high-energy party kicking off the festivities surrounding the race. Maybe not the ultimate warm up for competitors (for the following morning Top2Bottom race), but revellers made the most of the occasion. With Champagne Ambassador Chris Sheehy on hand to keep the Champagne flowing, the next day the activities extended up onto the slopes for a Champagne breakfast and celebratory lunch, before doing it all again that evening with Mumm Poolside.

COOPERS CELEBRATES 2017 VINTAGE ALE The release of Coopers’ Extra Strong Vintage Ale is always eagerly awaited by trade and the wider beer industry, and those who couldn’t wait this year were invited to try a small batch with the brewery team at three events in Adelaide, Melbourne and Sydney. First made in 1998, Vintage Ale is one of the few beers in Australia designed to age. It uses the best hops from the most recent vintage, and this year there were some new bittering and aromatic varieties added. You can read more about the release on page 62. Chief Brewer Dr Tim Cooper talking to guests

L-R: Adrian Clark, Nick Sterenberg, Melanie Cooper and Janie Zimmerman from Coopers

2016 Angostura winner and James Irvine Australian Brand Ambassador

L-R: Cam Pearce, Tanya Wojcik and Graham McDonald from Coopers LEFT: Mungo McCall (Ebiquity), Georgia Lennon (the drinks association) and David Segreto (McWilliam’s Wines)

ABOVE: Bryan Fry and Jeff McKenzie (Pernod Ricard) RIGHT: Jennifer Collins (Pernod Ricard) with Nicki Drinkwater and Sally Byrne (Coca-Cola Amatil)

POLITICIANS AND INDUSTRY UNITE Federal politicians joined alcohol industry stakeholders, including winemakers, brewers, distillers, retailers, restaurateurs and caterers, clubs and hospitality representatives in Canberra mid-August for the inaugural Celebration of Industry Dinner. Hosted by Alcohol Beverages Australia, in the Great Hall of Parliament House, Canberra, the dinner featured speeches from politicians and key industry figures, with the aim of coming together to celebrate the industry and the significant economic and social contribution alcohol beverages make to Australia. Read what was said online at

ABOVE: Campbell Stott (Dan Murphy’s) and Mark Churi (Casella Family Brands)

Gwyn Olsen, Hunter Collective


Neil McGuigan and daughter Margaux, McGuigan Wines

Online wine retailer Cellarmasters held its annual wine tasting event Meet The Makers in Sydney in July, bringing together over 20 of its Australian winemakers for an evening to meet, greet, share their stories and some 60 awardwinning wines with customers.

Graeme Wellman, Dorrien Estate

GREY GOOSE FLIES OVER THE RED CARPET The Melbourne International Film Festival 2017 red carpet was turned blue again this year by major sponsor Grey Goose. At the Opening Night Gala, the vodka brand welcomed celebrities and movie buffs to the VIP room where they could receive a glass of its famous cocktail at the unique Press for Le Fizz bar. Guests were invited to ring a bell to receive a Le Fizz from one of four hatches of the bar. From there, guests walked the blue carpet into the World Premiere of Jungle, directed by Grea McLean and starring Daniel Radcliffe. The screening was preceded with an official after party at the Plaza Ballroom. Over 4,500 Le Fizz cocktails and around 500 Espresso Martinis were served throughout the night. Press for Le Fizz bar


Grey Goose MIFF Ambassadors with Bacardi Brand Ambassador Andy Wren

TOP: MIFF Patron Geoffrey Rush ABOVE: Grey Goose MIFF Ambassadors Tahyna McManus and Zac Stenmark

Campari kicked off its month-long celebration of Milanese style and culture with an exclusive event at Sydneyâ&#x20AC;&#x2122;s Bel & Brio in late July. The campaign, Meet Me In Milan, brought the spirit of the iconic Italian aperitif to the streets of Barangaroo for a month, with selected retailers, restaurants and bars offering complimentary Campari and tonic. At the opening event, guests were treated to four different Campari cocktails and a large spread of Italian charcuterie and cheeses.

Jungle Actor Joel Jackson and guest

drinks trade|65




UNCERTAIN WATERS AHEAD FOR A NORTHERN TERRITORY PUB UNDER NEW OWNERSHIP The iconic Daly Waters Pub, a stalwart of the Northern Territory’s pub scene, has been sold for an undisclosed amount. The watering hole, known as the “original outback pub,” and for its tongue-in-cheek décor of bras and undies, has been the pet project of owner Lindsay Carmichael and his partner Robyn for 18 years. The pub was sold to a businessman from South Australia, and his plans for the development of the establishment are currently unknown.

STOP EVERYTHING! A CHAMPAGNE DISPENSING VENDING MACHINE HAS LANDED IN MELBOURNE From snacks to sandals to even mobile phone chargers, is there anything you can’t buy out of a vending machine nowadays? Well, it appears not, with a restaurant in Melbourne now home to the world’s first Dom Pérignon vending machine. Masterchef star Shannon Bennett, owner of the triple chef-hatted Vue de Monde, had the idea for the vending machine one night when he had closed the 55th-floor restaurant and ran into some guests on the ground floor who were wanting to continue their night with a bottle of Dom Pérignon. Bennett replied, “I just have to organise that vending machine!” before retrieving a bottle from upstairs. Thinking about what he had said later, Bennett decided to turn his harmless joke into a reality with the help of a Sydney-based robotics engineer. The Dom Pérignon Illuminator, named by Bruce Nancarrow, Senior Brand Manager, was eventually approved by the Champagne house and is expected to dispense six bottles a week (at a price of $290 per bottle).

VODKA SAVES TIPSY KITTY Vodka was just what the vet ordered for one kitten from Queensland. The now named Tipsy is lucky not to have lost all of his nine lives after consuming antifreeze. Vet Sarah Kanther had to quickly think on her feet after the cat was brought into the RSPCA hospital. Kanther told ABC that she knew the only way to save the kitty’s life was to administer 20ml of diluted vodka into the animal’s system to reverse the effects of the toxic substance. After a short spell of intoxication and a bit of a hangover, Tipsy was expected to make a full recovery and was looking for a permanent home.



Answering the secret dream of every dog owner, American brand Apollo Peak has created a range of non-alcoholic wines safe for pooches. The range includes a yellow beet The CharDOGnay, a red beet The Malbark and a ZinfanTail, together with ‘Champagne’ made with chicken and apple and The Doggy Mary with natural bacon flavouring. The drinks contain relaxant ingredients like peppermint to give pets that calming clocking off feeling you get from an end of the day drop.

A bottle of 1951 Penfolds Grange sold at an auction in July for an astounding AUD$51,750. The ‘51 vintage was the first vintage of Grange produced by Penfolds’ great winemaker, Max Schubert, and is now extremely rare, with only 20 bottles from the original 160 cases thought to exist. A private collector from Melbourne was lucky enough to get their hands on the prized piece of history in the last hour of wine auction house MW Wines’ online auction.

66|drinks trade



drinks trade issue 60 (Aug/Sep 2017)  

Welcome to the 10 Year Anniversary Edition of drinks trade. In this issue, we celebrate ten years of publishing the highest circulating liqu...