Matthew Clark sees wine sales rise 7%

By Gemma McKenna

Published: 12 May, 2014

Wine sales at on-trade wholesaler Matthew Clark have jumped by 7% in the last year, outperforming the on-trade as a whole where sales fell 13%, according to CGA.

The distributor overhauled its wine list in an effort to change perceptions of the company and offer a more upmarket selection, resulting in 7% sales increase to January 26, 2014.

Matthew Clark says it is focusing on "quality" and now offers many smaller, more boutique producers such as Kent's Chapel Down, New Zealand's Te Karainga, as well as Spain's Bai Gorri and Herencia Altés.

The wholesaler transformed its annual tasting this year with its Discover the Unexpected tasting last month. It moved away from the traditional layout to an "interactive, colourful and educational format", attracting 65% more visitors on the previous year's event.

Ian Smith, commercial director at Matthew Clark, said: "This growth in wine value sales proves that our decision to focus on quality was the right one. We wanted to change perceptions of Matthew Clark and prove to people that we are more than just a reliable wine wholesaler. Our wines have received numerous accolades in the past twelve months and we, as a company, are very proud of this. Our buying team is second to none and is committed to sourcing wines to appeal to every customer, big or small, boutique or chain."

Back in February the firm's wine controller Laurie Davis told harpers.co.uk that changing perceptions with top end wine customers had helped win business. "In some of the accounts we've won over from previous years are more high profile wine groups that previously didn't see us as a wine supplier but rather as good all-rounders with a wine element."

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