London Wine Fair 2018: What you need to know

With a new leader at the helm, this year’s London Wine Fair is set to offer guests and exhibitors lots of exciting changes. Edith Hancock speaks to event director Hannah Tovey, and highlights the producers to look out for at this year’s event

English wines, robots and apps are the future of our industry, according to London Wine Fair event director Hannah Tovey, who is determined to weather the storm of Brexit fully armed with the latest innovations in drinks.

Returning to Olympia for its 38^th showing, the London Wine Fair, the largest annual trade event for the UK wine industry, will see no fewer than 14,000 wines from 40 countries present at the three-day expo, but this year many exhibitors could be looking to impress consumers as well as those in the know.

The wine show has had a complete makeover. Five new spaces have been added to keep up with a rising demand for sparkling wines and UK wineries, while smart technology is set to take centre stage.

THE BREXIT FACTOR

The elephant in the room, or in the event space, of course, is Brexit. According to Tovey, economic uncertainty in the UK as it prepares to break away from the EU threatened to make some past exhibitors wary of returning this year.

“It’s undeniable that people are rethinking their budgets because of it,” she says.

The LFW team has been listening to attendees’ demands in a bid to make the event as accessible as possible, regardless of the current political climate.

“We have created a number of opportunities to widen the chance to participate on a smaller scale. Negating costs of building stands and hotel stays are all things we’ve looked into with our operating partner, Brintex,” says Tovey.

ALL CHANGE

So what does the new-and-improved London Wine Fair look like?

“When I came on board it was about analysing it, keeping what’s working and changing what could be made better,” Tovey says.

The biggest change has been the itinerary itself. The old fair brochure has been scrapped and replaced with a London Wine Fair app, which allows visitors and exhibitors to find the types of producers or talks they are looking for, and coordinates with a smartphone’s calendar to help show-goers keep track of the events and masterclasses they want to attend. A daily newspaper will also be distributed throughout Olympia, which will provide analogue aid to those yet to jump on the smartphone bandwagon.

One of the most popular sections – Esoterica, which showcases the portfolios of niche and micro-importers, has been kept on, and its capacity bolstered by a further 20 tables.

Another exhibition space set to return is Wines Unearthed, dedicated to discovery and finding exciting wines that have yet to be seen in the UK, which has also grown in size by 10% to accommodate a rising demand for unusual regions and expressions.

“These two were introduced when the show moved to Olympia four years ago,” Tovey explains. “We wanted to retain what people love about the show, but make it relevant to a new audience.”

Esoterica and Wines Unearthed may be the stalwarts of the London Wine Fair, but Tovey, who has been at the helm for just eight months, is not afraid of tearing up the rule book.

The event itself has been given a simple but effective rebranding, with the main hall now referred to as the Trading Floor. “We wanted to put the focus back on what this event is all about and the opportunities it can provide.”

Last year’s exhibition spaces have either been revamped or replaced, with five new sites offering a fresh look, including an Innovation Zone, new premium masterclasses, a section dedicated to wines grown and produced in the UK, a more rigorous education zone, where visitors can take the Wine and Spirits Education Trust’s Level 3 entrance exam, and, for the first time this year, Champagne Live on 22 May; a fresh twist on the Comité Champagne’s annual London tasting that will be opened up to consumers in the evening.

Curated by Richard Siddle, editor of The Grapevine, the Innovation Zone features a series of seminars and TED-style talks hosted by those driving innovation in all areas of business, not just the drinks industry. Topics will range from how to sell more wine online, to maximising your impact on social media. There will even be a deep dive into drone technology and the future of wine deliveries.

Tovey said the zone “puts us right on the cutting edge of industry and ahead of the curve. If you don’t stay ahead you won’t survive.”

And when it comes to exhibitors, the London Wine Fair is welcoming back some old faces. “We’re chuffed to have some of the suppliers who’ve been missing for a few years: Treasury, Boutinot, González Byass and Accolade, to name a few,” says Tovey.

RULE BRITANNIA

New this year to the London Wine Fair is Drinks Britannia; a zone celebrating everything the UK has to offer the trade, from gin and beer to English sparkling wine.

The new section is timely in a global market where the UK’s break from the EU has weakened the pound, providing a fillip to exports overseas.

Brexit has provided an “additional boost” to UK food and drinks manufacturers selling their products abroad, according to the latest report by supply chain and data standards organisation GS1 UK, which said the weakened pound is making UK-made goods, such as beer and gin, more attractive to global consumers.

The report, Brits Abroad: UK Food & Drink Exports in 2018, found that the export of goods had risen by 12% in the year to November 2017, with alcoholic drinks exports seeing the most growth at 16%. The London Wine Fair team researched their visitors from last year, and found that buying British products was a priority not only for attendees but across the board.

“There are so many reasons it seems logical,” Tovey says. “It is almost Brexitproof, because in the UK domestic market we wouldn’t be worrying about tariffs.”

She adds that, despite the risk of higher tariffs, being the main event for drinks in the UK is still a strong position when it comes to marketing products for export. “We are hoping to bring back some of that international audience. We can showcase british products better than any company.”

A number of UK wineries are set to make an appearance this year, including new Hampshire sparkling producer Black Chalk, which is set to release a brut and a rosé sparkling wine, both made with a high level of Pinot Meunier, this month.

THE MORE THE MERRIER

Tovey says she was keen to broaden the trade show’s appeal to the drinks industry as a whole. After all, with Brexit looming and creating an atmosphere of uncertainty, casting the net wider to brewers and distillers is a savvy move. “There are so many variables,” she says. “It just seems to make sense that we try to get a greater return on our investment and a wider audience.”

This year, three artisan cider producers will exhibit at the London Wine Fair for the first time within Drinks Britannia. All three – Starvecrow, Little Pomona and Fine & Foster – are made using techniques more commonly associatedwith winemaking. All have very limited production, so each will occupy the pod for one day. There will also be dedicated sections for spirits makers and brewers across the Trading Floor, to make this year’s event accessible to all arms of the drinks trade.

It’s not just about the trade this year either, as Champagne Live launches with a dedicated section in the evening for consumers to try fizz from the 60 Champagne producers expected to be at the show.

Whether it’s the proactive marketing strategy or a new focus on English wine, Tovey’s strategy appears to be working. Registration for the show is up by an impressive 2,000%, organisers have confirmed, while exhibitor numbers are already ahead of this time last year.Three themed tastings will take place continuously throughout the fair, with each signposted trail presenting a style of specific interest to the UK market including Bollinger, Joseph Perrier, Lanson and Pol Roger.

“That means we’re moving in the right direction. It feels like we must be doing something right. There seems to be a lot of people talking about London Wine Fair, and we’re still getting more and more enquiries about exhibitors every day,” she says.

Also making it’s debut this year is the M Den, the fair’s exclusive VIP section. Hosted by London group M Restaurants, the M Den comes complete with a big screen, table football and even a cocktail fountain.

EXHIBITOR NEWS

CONNOISSEUR ESTATES (A50)

The specialist importer will be introducing new wines from Bodega Volcanes de Chile and Gauchezco, as well as hosting Tohu winemaker Bruce Taylor. Established in 1998, Tohu is the world’s first Maori-owned wine company, and is based in the stunning Awatere Valley. On show will be the Tohu Marlborough Single Vineyard Sauvignon Blanc and Awatere Valley Pinot Noir as well as its Aronui wines from Nelson.

ASTRUM WINE CELLARS (B50)

The UK importer is participating in the London Wine Fair once again, with 18 special guest producers travelling to London to meet visitors. As advocates of smaller, family-run wineries, artisan production and unusual grape varieties, Astrum will be joined by the likes of Pietracupa, Cantina Terlano and Benanti, while two winemakers from the Austrian portfolio will also be at the stand this year; Johanneshof Reinisch and Huber. There will also be a chance to sample new additions to the portfolio, such as Dievole, Caiaffa, Tenuta di Tavignano and Gabbas.

COPESTICK MURRAY (C55 AND C57)

Having recently been acquired by German sparkling wine giant Henkell, Copestick Murray’s ‘i heart’ Wines will be joined by Mionetto Prosecco – one of Henkell’s pillar brands. Mionetto’s redesign will make its official London debut, while there will also be an extended range of the ‘i heart’ labels on display alongside the flagship Pinot Grigio and Prosecco the brand is known for. Robin Copestick, managing director of Copestick Murray, said it is “the perfect way for us to talk one-on-one with our customers and show what exciting things our brands have to offer”.

HATCH MANSFIELD (D40)

The UK importer will return to the show this year with the most popular brands in its portfolio, including Australia’s Robert Oatley, California’s Domaine Carneros, and Champagne Tattinger. As one of the official sponsors of the 2018 FIFA World Cup, Taittinger has released a limitededition bottle of its Brut Réserve NV, which will be on show (RRP £42.85), targeting the on- and off trade.

LOUIS LATOUR AGENCIES (D36)

The Euro-centric importer be showing a selection of key wines from its portfolio, including Vidal-Fleury, which has been absent from the London Wine Fair for several years, and its latest new addition, Castello Banfi from Montalcino. Each day, Louis Latour Agencies will be hosting onstand seated masterclasses with wine educator Quentin Sadler, exploring the impact of location, season and the human hand on one of three classic grape varieties.

COAL PIT (Y125)

The label from New World wine distributor Antipodean Sommelier in Central Otago is coming to the UK for the first time, previewing the new release 2016 Coal Pit Tiwha Pinot Noir and 2017 Coal Pit Sauvignon Blanc. A vertical tasting of Pinot Noir back vintages will also be available on its stand in Esoterica.

BADET CLÉMENT (K41)

The Languedoc, Burgundy and Rhône Valley producer is bringing two product launches to the show: the Domaine du Trésor range, with a treasure map theme that plays on the name of the estate; and a stylish rosé, Clair de Gris, under the Les Jamelles brand umbrella. Bought by Badet Clément at the end of 2015, Domaine du Tresor consists of 60 hectares of IGP Pays d’Oc vines on the plain north of Narbonne, in the former Aude river bed. Laurent Delaunay, winemaker and president at Badet Clément, said: “l am really pleased with the first estate wines from our Domaine du Trésor, which reflect the potential of the terroir.”

I TANT VINS (Y154)

The boutique Spanish wine importer will be showing its latest Garnacha expressions from Priorat, Terra Alta and Montsant, which run the gamut from fresh and mineral, and smooth and velvety, to more robust, depending on the soil in which the grapes are grown.

DOMAINE SAINTE ROSE (Y166)

The family-owned estate will present its wines from the Languedoc, along with a sneak peek of a new vintage from Kentish property Simpsons Wine Estate. Charles and Ruth Simpson have been making wine in the Languedoc for 16 years and this year have given the Domaine Sainte Rose branding and website a smart, contemporary new look, which will be on display. For this year’s show, the Simpson’s will be pouring their newly bottled 2017 Roman Road Chardonnay.

ECLECTIC WINES (Y164 & Y 165)

The Greek wine specialist is highlighting several wines new to the UK market, including the last wine created by Haridimos Hatzidakis before his death in August 2017: Skitali 2016, made with 100% Assyrtiko. Alongside this, Eclectic will also launch a new organic winery within its portfolio, Tetramythos, which makes Retsina from Roditis grapes, fermented without sulphur in clay amphorae. The resin is collected by hand from the pine trees adjacent to the vineyards. Winemaker Panagiotis Papadgiannopoulos will be on hand.

REDEVINED WINES (Y129)

New to the show, the boutique importer will introduce rare wines from the appellations of Blaye and Bourg on the Right Bank in Bordeaux. One of Redevined Wines’ directors, Anthony Cunliffe, is a vineyard owner himself, and will be showcasing his wine, Etalon Rouge, at the fair. “Creating Redevined Wines with co-director Pat Berniehas given me the opportunity to bring together my love for Bordeaux and my passion for my own wine, which I’m delighted to exhibit at LWF 2018,” he says.

SENDIÄNA WINES (X191)

The Lebanese winery, situated in the Monastery of St John, is working with UK-based renowned winemaker Ulrich Hoffmann to bring its selection of boutique expressions to LFW. Sendiäna’s vineyards are located at high altitude, both on the maritime side of Mount Lebanon and the drier Bekaa valley (all at 900m–1,200m). Each vineyard is chosen for its location, clay-limestone soil and for the grape varieties that thrive in it, resulting in red wines that are ideal for visitors looking for something unusual.

TERRE DEI BUTH (X140)

The organic and vegan wine specialist will be showing off its range at the Wines Unearthed area. Among its labels are sparkling wines, such as Prosecco DOC, a Rosé Special Cuvée made with Pinot Grigio and Chardonnay, and Pinot Grigio still wines in white and blush versions.

“At Terre dei Buth, our vineyards have been organically farmed since we began making wine in 2003,” says founding oenologist Paolo Marion. “We strongly believe that genuine wine starts at the root of the vine, and that organic viticulture allows grapes to fully express their characteristics.”

Ahead of the fair, we asked key figures in the trade: “How important a player is the UK in the world wine market, how has its role changed in recent years, and how important is it that your business succeeds here?”

Click on for their responses. 

TRADE TALK: “How important a player is the UK in the world wine market, how has its role changed in recent years, and how important is it that your business succeeds here?”

Paolo Lasagni, managing director, Bosco Viticultori

“Although the UK market is going through dramatic changes, it remains one of the largest in Europe and worldwide, especially among the nonproducing wine countries (UK production is still very limited). In addition to that, taking into consideration that Bosco is one of the biggest producers of Pinot Grigio and Prosecco in Italy, we can’t help but look at the UK as a very strategic market.

“There is just one way to be successful: focus on quality and brand awareness. If customers recognise a consistent higher level of quality, they don’t mind spending a few extra pennies.”

Cristina Forner, president, Marqués de Cacerés

As far as Rioja is concerned, the UK is by far the leading importer, with 33% of the overall exports, followed by Germany, the US and Switzerland, according to the Consejo Regulador statistics for 2017. Exports of reserva and crianza red wines have lost ground to the young tinto joven red wine category. Competition is rife, with many wines from almost every wine-producing country in the world, and several distributors have merged, meaning that their portfolios of wines have increased considerably.

“The effects of Brexit remain to be seen, and European wine exports (Spain, France, Italy and others) that now have tariff-free access to the UK will face new barriers to trade on top of the existing duty and VAT rates. For the time being, for us, it is business as usual, and we are working hard to highlight our brand values and the quality of our wines.

Terry Pennington, export commercial director, Europe, Santa Rita Estates

“Just five years ago, 46% of Chilean exports went to the US and UK combined. Today it’s 21%, as the Asian markets, notably Japan and China, have grown from taking 11% of exports to 24%. The UK is still an important player for Santa Rita Estates, but not as important as it used to be. In terms of total Chilean wine exports, the UK market has moved from second down to fifth behind China, the US, Japan and Brazil.

“It’s all about getting the balance right, and with only two really major Chilean offerings: Concha Y Toro and private label, we believe the consumer should have a greater choice in the sector. Pricing also continues to be an issue, but recent research indicates that South America is set for continuous growth and is on target to become the second biggest supplying country to the UK, which is positive news.”

 Richard Cochrane, managing director, Félix Solís UK

“As a growing family-owned business, the UK was already a key market for Félix Solís, but future growth was a strategic objective from the start. Since then, Spanish wine sales in the UK market have declined by 28%, which has made our plans challenging, although in the last quarter of 2017, Spain returned to growth, and is now the fastest-growing country in this market.

“The UK is our largest export market, and we will continue to invest here. Brexit, post the transition period, is still uncertain, and ongoing decline in wine sales and alcohol consumption looks likely to continue. Our growth to date and future ambitions will hinge on ongoing innovations and new ways to engage customers and consumers, many of whom, I suspect, will be delighted to sit down with a delicious glass of our wine as they consider and face into these challenges.”

Valérie Vincent, head of marketing and communications, Maison Gabriel Meffre

“The UK has been and is still a big player in the wine world. Many new trends have emerged thanks to UK consumers’ curiosity and interest in new products. Brexit (with many unknown consequences) has changed the situation. Better balanced relations have emerged, and it’s a good thing, as we all have an interest in building a win-win relationship. Britain is one of our main export markets, thanks to our long partnership with many off-trade chains.

“We now intend to develop our presence in the on-trade sector via our premium ranges and the developing notoriety of the Gabriel Meffre winery. That is why we’ll be at the London Wine Fair.”