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Penfolds gets its own managing director

Published:  07 December, 2011

Iconic wine brand Penfolds has appointed Gary Burnand as its managing director.


Wine Australia UK plays down proposed London move

Published:  05 December, 2011

Wine Australia's UK chief has played down the proposed move from its central London offices as part of a drive to cut costs.


Treasury targets top end with fine wine unit

Published:  28 November, 2011

Treasury Wine Estates has set up a fine wine business unit to better showcase its wines in the £15 plus category.


Western Australia bushfire - minimal impact on wineries

Published:  25 November, 2011

Western Australia bushfire impact on wineries has been"small", according to Nick Power, chief executive officer, Margaret River Wine Industry Association (MRWIA).


Penfolds releases Bin 620 after 40 year wait

Published:  16 November, 2011

After a wait of over 40 years, Australian producer Penfolds has released Bin 620 Coonawarra Cabernet Shiraz 2008.


Lindeman's adds NZ Sauvignon Blanc to range

Published:  26 October, 2011

New World wine brand Lindeman's has added a New Zealand Sauvignon Blanc to its Winemaker's Discovery Range.


Currency and pricing strategy takes toll on Treasury Wine

Published:  25 October, 2011

Treasury Wine Estates - the company which owns the Penfolds, Lindemans and Wolf Blass brands - has blamed currency fluctuations for a decline in earnings in the Europe, Middle East and Africa region.


Australian Vintage relaunches Tempus Two to UK

Published:  29 September, 2011

Australian Vintage has set up its own independent and on-trade division to distribute its premium Tempus Two range in the UK.


Mike Paul on why independents do deserve a more disciplined service from suppliers

Published:  16 September, 2011

I've been following the debate around channel strategy with great interest and with some surprise. The UK trade is in my view more professional than ever which implies that the rather ad hoc basis on which many suppliers, and indeed retailers, went about developing their business in the last century has been replaced by a more strategic mindset. And whilst I accept that the recession has put more pressure on companies to take business where they can the intensity of the debate suggests that a surprising number of suppliers are attempting to "run with the hare and also with the hounds".


Casella's McPherson joins Rosemount team

Published:  14 September, 2011

Treasury Wine Estates has named Angus McPherson as the new managing director of Australian wine brand Rosemount.


Blog: Anne Krebiehl does Australian Shiraz

Published:  13 September, 2011

Anne Krebiehl blogs on Australian Shiraz tasting.


Sir George Fistonich receives IWC Lifetime Achievement Award

Published:  07 September, 2011

Sir George Fistonich, owner and managing director of Villa Maria Estate, has received the International Wine Challenge Lifetime Achievement Award.


Win £2500 worth of wine with Penfolds promo

Published:  01 September, 2011

Aussie wine brand Penfolds is giving away a cellar of wine worth £2500 in a new neck-collar promotion.


Treasury Wine Estates posts net profit of AUS$64m

Published:  22 August, 2011

Treasury Wine Estates, which owns Penfolds, Lindeman's and Wolf Blass, has posted net profits of AUS$64.1 million as the volume of wine sales fell by 6.6%.


Bordeaux faces New World challenge

Published:  19 August, 2011

New World wines have the potential to challenge Bordeaux's dominance of the fine wine market, according to one leading merchant.


Australian and US wines under-represented in on-trade, says WDR

Published:  16 August, 2011

Australian and USA wines are being under-represented in pubs and restaurants according to analysis from the Wilson Drinks Report, WDR.


Australian producer loses £675k of wine in forklift blunder

Published:  25 July, 2011

An Australian winery has lost a third of its production after a forklift dropped 462 cases of its wine.


Paul Schaafsma, European Sales and Marketing Director of Australian Vintage

Published:  07 July, 2011

McGuigan is the fastest growing global wine brand in the UK top 20 despite a 9% increase in its shelf price. McGuigan has experiencing 62% sales growth in the past 12 months with its sales now topping £65M. How?

Simple. Listen, don't dictate and get your head out of the sand.

here is no question that the UK is challenging market but it also fluid, dynamic and full of opportunity. The key to building a successful brand is to listen to the market - adapt your strategy and innovate to ensure you are delivering wines that are relevant and appropriate. Continually sense check your wine style, varieties and packaging to ensure your brand has the edge, and is delivering what retailers and consumers what now, not yesterday or 12 months ago.

As a supplier you need to be culturally appropriate, flexible in your approach, quick to respond and be a 'user-friendly' distributor who will listen, take on board feedback and not dictate terms. Brand owners with the attitude of 'my brand is king, this is what it is, it is a must stock and by the way, I'm increasing my price' will see sales decline and their brand become irrelevant.

Our retail partners are just that, partners. We share a common goal to deliver quality, value and consumer appropriate products across all price points.

You must ensure your brand is relevant to the consumers who buy it.

Ignore market trends at your peril. This is not a case of one-size fits all - the UK market is unique and complex, and as such you must be flexible, listen and willing to change.

The lifecycle of Australian wine in the UK is such that the market is looking for what is new from Australia, what is different and how we've evolved our wine styles to remain relevant and appropriate. Australia is a key category to every retailer - the challenge is to not rest on our laurels and continue to evolve, innovate and make wines that retailers want to list, and consumers want to drink. Quality and value for money across key price points is of utmost importance and more often than not the market looks to Australia to take the lead.

Wine is a trend, and constantly evolving - as a brand owner you must be at the forefront of these trends to ensure your brand remains relevant to the UK market otherwise you're dead in the water.

Paul Schaafsma is European sales and marketing director of Australian Vintage


Sterling makes gains against Australian dollar

Published:  05 July, 2011

Yesterday's currency markets shows sterling strengthened slightly against the euro and US dollar, with its biggest move against the Australian dollar which slipped following poor figures.


Bumper harvest for Australia

Published:  15 June, 2011

The Australian harvest is estimated to be up 1% on last year, reducing hopes that the country can overcome its major oversupply problems.