You are currently viewing the International Edition. You can also switch to the Hong Kong Edition.
Thursday 2 July 2015

Distribution “most important” issue for wine trade

18th July, 2012 by Gabriel Stone

“Distribution is the most important thing for the future”, according to Miguel Torres Maczassek as he prepares to succeed his father as general manager of Bodegas Torres.

Although keen to emphasise that there would be “no dramatic change” within the family business as a result of this transition to the next generation, Torres Maczassek emphasised the ongoing importance for the business of improving its distribution networks in key markets.

The company already operates its own distribution firm in China, where it also represents other family-owned producers such as Symington Family Estates, Baron Philippe de Rothschild and Joseph Drouhin, as well as a distribution business in Brazil, another rapidly emerging wine market.

Nevertheless, Torres Maczassek maintained: “If we can find a good distributor with our importers then we prefer they manage the brand, but in certain markets it’s hard to find good distribution. What is key for the wine industry is that distribution will be the most important thing in the future.”

It is a view shared by Concha Y Toro, whose deputy communications manager Bianca Bustamante reported: “We have been investing a lot in terms of our distribution network.”

From the opening of its own UK office in 2001, the company has since established bases in Scandinavia, Brazil, South Africa, Mexico, Canada, Singapore and, following last year’s acquisition of Fetzer, the US.

Although some of these offices, such as those in Canada and South Africa, have a commercial rather than distribution focus, Bustamante remarked: “These still help distributors in the marketing of our products.”

In particular, she linked this investment in local offices to the company’s premium shift, a strategy shared by many of Chile’s major exporters. “You need a different relationship to push a premium strategy and have to talk to all the sommeliers,” explained Bustamante. “It’s best to have our own executives there as a good connection point between the team here [in Chile] and the distributor.”

Leave a Reply

Your email address will not be published. Required fields are marked *

You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <s> <strike> <strong>

If that's interesting, how about these?

Oregon producer takes international view

One of Oregon’s youngest wine estates has partnered with Jackson Family Wines more...

UK craves Spanish wining and dining

British foodies are passing over Bordeaux and Burgundy in favour of Spanish more...

Australia puts quality centre stage

Wine Australia has pledged to invest AUD$35m annually for the next five years more...

Head of On-Trade Sales

London, United Kingdom

Santa Rita launching new Irish campaign

Chilean wine producer Santa Rita Estates is spending €500,000 on a new more...

Online retailer to highlight 'hidden gems'

A new online boutique wine importer and retailer Perfect Cellar has opened for more...

MMD bolsters Italian portfolio with Mazzei

Maisons Marques et Domaines has extended its Italian portfolio with the more...

Austrian wine importer launches in Hong Kong

A wine importer specialising in Austrian wines has launched in Hong Kong to more...

Chilean brand looks back to move forward

Chilean producer Santa Carolina has launched an “icon” wine with a more...

WOSA woos UK indies and on-trade

Wines of South Africa has announced plans for a new UK trade tasting later this more...

Digital and Communications Executive

£22,000-£26,000 dependent on experience

Mateus rosé clears up its design

Portuguese rosé brand Mateus is switching to a clear glass bottle this summer, more...

China’s Ningxia region launches wine contest

Select winemakers will have the chance to travel to China to learn from its more...

Top 10 wines in the UK press

An English fizz fit for Wimbledon, a "chunky, berry-stuffed" Negroamaro and a more...

Sales Executive - Wines & Spirits Competitions

London, United Kingdom

Competitive

Cockburn’s wins the boat race

Cockburn’s has won the 2015 Barcos Rabelos race, featuring the boats that more...

Accolade's Fish Hoek goes Fairtrade

South Africa's Fish Hoek is to go Fairtrade from the 2015 vintage, becoming more...

Hardys invests £4m in summer of cricket

Hardys has unveiled a new £4 million consumer marketing campaign to tie in more...

Hatch Mansfield – Brand Manager

London, United Kingdom

Competitive salary

Castel feeds aperitif thirst

Europe’s largest wine producer, Castel, has unveiled a raft of new products more...

Diageo appoints North America president

Deirdre Mahlan, Diageo's chief financial officer, has been announced as the more...

Delegat aims high with new Barossa brand

Oyster Bay owner Delegat has launched “a new global brand” from more...

Supplier Relationship Manager

London, United Kingdom

Lidl hints at plans for online wine shop

UK supermarket Lidl has not ruled out launching an online wine shop, reporting more...

Sud de France launches Wine Hub

An "innovative" tool designed to support wine producers and importers operating more...