Tim Hanni MW to speak at The International Bulk Wine and Spirits Show

Tim Hanni MW will be the keynote speaker at the upcoming International Bulk Wine and Spirits Show. Tim will be speaking on the subject “From Plonk to Cult Wines – exploring the myths and misconceptions about bulk wine”

Tim will cover the history and traditions of the bulk wine industry, role of the negociant and will cover case studies of high end wines and mega-brands that started and succeeded leveraging bulk wine opportunities.

The International Bulk Wine and Spirits Show (IBWSS) is an annual trade show and conference, open to trade professionals only, which takes place in San Francisco, CA. IBWSS will give wineries, importers, supermarkets, retailers, restaurants, distilleries and other buyers a premiere international platform to source bulk wine and spirits and meet private label suppliers. In addition to a wide range of programs running throughout the fair, the trade show will also feature a business conference dedicated to the private label and bulk wine and spirit business. With in-depth market studies and instructional seminars from some of the industry’s biggest names, the central part of the conference’s remit is to encourage sustainable growth and profitability in the private label and bulk wine and spirit sector.

About IBWSS Conference

Learn from some of the most influential professionals in the beverage industry at the IBWSS educational conference. These presentations from industry leaders on today’s principal ideas on marketing, sales and distribution will challenge and inspire you to grow your private label, bulk wine and bulk spirits business.

The conference will have 16 speakers delivering 16 TED-Style talks over 2 days where speakers will give you an insight into what strategies and standards the industry’s top thinkers are using to shape the marketplace around you. Confirmed speakers include Tim Hanni MW, a specialist in wine analysis and tasting, Dr Damien Wilson of Sonoma State University Wine Institute Unit, Deborah Parker Wong, a Wine Industry Journalist, Educator, Judge and Consultant and Brandy Rand of IWSR.

International Bulk Wine and Spirits Show (IBWSS) Visitor registrations are now open. Get Your Visitors Trade Pass Now. 


Bulk Wine Show Exhibitor Registrations Now Open

Beverage Trade Network is pleased to announce the launch of the International Bulk Wine and Spirits Show (IBWSS) in San Francisco on July 26-27, 2017.

IBWSS will give supermarkets, retailers, restaurants, wineries, distilleries and other buyers a premiere international platform to source bulk wine and spirits and meet private label suppliers.

In addition to a wide range of programs running throughout the fair, the trade show will also feature a business conference dedicated to the private label and bulk wine and spirit business. With in-depth market studies and instructional seminars from some of the industry’s biggest names, the central part of the conference’s remit is to encourage sustainable growth and profitability in the bulk wine and spirit sector.

IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing or private label programs, and wineries, distilleries and importers who have one-time excess stock to clear.

IBWSS buyers are wineries and distilleries looking to meet their demand, importers, retailers and distributors looking for private label programs, and negociants who are looking to meet new growers and producers.

“The bulk segment holds the largest market share in the wine and spirits industry,” said Sid Patel, CEO of Beverage Trade Network. “Bulk trading is an age-old trade between producers, but we are now seeing the business take on a very impressive position across the industry. The International Bulk Wine and Spirits Show aims to give the bulk trade a truly dynamic trading platform where buyers can confidently conduct business with the world’s most reputable suppliers.”

As the go-to shipping gateway on the Pacific seaboard and home to the majority of wineries in the USA, San Francisco is positioned perfectly for the fair. The city has long acted as the USA’s trading post between the northern and southern hemispheres. With the launch of IBWSS, international bulk suppliers from some of the world’s most important markets will have unprecedented access to the US market.

The centerpiece of the show will be ‘The Blending Lab’ – a section of the main exhibition floor with approximately 5 stations that participants can bring sample to and conduct on-the-spot trial blends, try different wine adjuncts and treatments with their blends, and even run a financial plan using proprietary online software.

IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing or private label programs, and wineries, distilleries and importers who have one-time excess stock to clear.

Wine Bottles


IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing / private label


Domestic and international wineries and distilleries looking to sell bulk wine, bulk spirits, private label programs and contract bottling services and grape growers looking to sell bulk grapes qualify as an exhibitor.


Wineries, distilleries, importers, distributors, retailers, national and regional chains, negociants, brokerage firms and press members.

South San Francisco Conference Center

Event Location and Directions

South San Francisco Conference Center
255 South Airport Boulevard, South San Francisco, CA 94080, United States.

International Bulk Wine and Spirits Show (IBWSS) Visitor registrations are now open. Get Your Visitors Trade Pass Now. 


Insight into the Changing Supply Dynamics of the Wine Business

by Turrentine Brokerage

Novato, CA – The Turrentine Brokerage team is proud to announce the release of Issue 16 of The Turrentine Outlook: Forecasts and Strategies for a Competitive Advantage©.

The information in The Turrentine Outlook sets a foundation that illustrates the long-term cycles of the market, and is designed to be supplemented with specific advice and strategy for your individual situation. This publication draws upon Turrentine Brokerage’s real world experience and unique supply data to analyze changes in supply and demand for eight key varietals in the major regions across California and internationally. The report also suggests strategy options for a competitive advantage.
Highlights in this issue include:
• The potential impacts on the wine and grape markets from:
o The increased volume of wines and grapes sourced from northern interior to compete on store shelves above $10.00 per bottle
o Consolidation and distribution
o Land use restrictions and accessibility to water
• Factors strengthening the market and those weakening the market
• Supply and demand driven analysis for Cabernet Sauvignon, Pinot Noir, Chardonnay, Merlot, Pinot Grigio, Zinfandel, Petite Sirah and Muscat varieties

Excerpt from Central Coast Chardonnay

“Grapes from the Central Coast, including Crush Districts 6, 7 and 8, account for roughly 25% of the Chardonnay crushed in California and are extremely important because they supply brands covering the full spectrum of price points. The 2015 crop was 31% below 2014, bringing inventories much more into balance in the short-term. The market for 2016 grapes was more active early in the year, especially in the cooler regions of Monterey County and Santa Barbara County. The bulk market was also more active than in the previous three years.

The current perception of the 2016 crop is for an average crop with early projections based on counts of two clusters per shoot; however, there are singles out there as well. The winter of 2015-2016 provided more water than in recent years, and should be enough to properly farm throughout the 2016 growing season. In the long-term, the political effects from the drought have resulted in increased farming regulations, leading to even more scrutiny on water use, increased farming and development costs, and delays.

It seems likely that consumer demand will continue growing at a healthy clip from $8.00 up to $15.00 per bottle. The competition for consumers purchases in this price-point, however, will also be strong. In particular, it is hard to predict the outcome of the continued and concerted efforts to use more northern interior Chardonnay grapes and wine in order to supply a larger percentage of the Chardonnay sold in this price range. With this competitive development, it is difficult to know if the production of Central Coast grapes as well as the production of Chardonnay from competing regions will surge ahead of demand or if growing demand will match, or even exceed, the growth in supply. Growers will want to redouble their work on quality to help justify the premium paid for cool region Central Coast Chardonnay while still keeping control of costs. Brand owners will want to keep tinkering with the puzzle of how to best deliver stupendous perceived quality to the consumer at a highly competitive price.

The Turrentine Outlook©

The Turrentine Outlook is produced by a team of wine industry veterans with an understanding of both strategic and tactical actions necessary to capture a competitive advantage in the marketplace. This report draws upon a robust pool of information, both proprietary and public, that has been refined and corrected in accordance with expert opinion and real world practice.

The Turrentine Outlook delivers data snapshots for eight key varieties by region and forward looking analysis that are not available anywhere else, thus shedding a revealing light on supply dynamics.
Supply and demand is analyzed with the help of multiple graphs including: bearing vs. non-bearing acres and tons crushed, spot market versus district average grape prices, bulk wine availability, collateral values of wines in bulk, tons and values of grapes grown by district, international pricing and estimated price per gallon landed in California duty paid, and Turrentine Wheel dynamics for each variety at various price points.

About Turrentine Brokerage

Turrentine Brokerage, founded in 1973, serves as a trusted and strategic advisor to growers, wineries, and financiers, specializing in the strategic sourcing of wine grapes and bulk wine from the major growing areas across the globe. Working with thousands of wineries worldwide, and with over 2,000 growers, this experienced team has negotiated transactions between buyers and sellers valued at more than $2 billion over the last decade. Widely recognized as the leading expert in wine business supply cycles, Turrentine Brokerage provides unique insight into the complex market dynamics that can make or break growers, brands, and financiers.

To subscribe to The Turrentine Outlook, please visit www.turrentineoutlook.com. For more information, please call Steve Fredricks or Daniel Tugaw.

Steve Fredricks President (415) 209-9463
Daniel Tugaw Market Researcher & Analyst (415) 209-9463

Steve Fredricks is also a keynote speaker at the International Bulk Wine and Spirits Show.


International Bulk Wine and Spirits Show (IBWSS) Visitor registrations are now open. Get Your Visitors Trade Pass Now. 


Private label Market Report For Europe

Private label’s value market share in Europe fell by 0.6 points to 38.3% in 2015, compared to the previous year as a share of the total FMCG market. This highlights both a downward trend and the fact that retailers and manufacturers are struggling to cope with challenging market conditions, including pressure from a growing discounter channel, as well as national brands pumping large amounts of money into promotions. Private label market share measured by pack sales also dropped by 0.5 points to 47.4% last year.private label market in Europe fell in 2015

The report analyses private label sales trends, price and promotions across six countries in Europe (France, Germany, Italy, Spain, the Netherlands and the United Kingdom), as well as in the US and Australia.

To learn more, please download and read this IRI Special Report


International Bulk Wine and Spirits Show (IBWSS) Visitor registrations are now open. Get Your Visitors Trade Pass Now. 


Key Considerations Regarding the Logistics of Bulk Wine Trade

This article presents the main characteristics of a shipping method increasingly chosen by producers and importers around the world that is trading between 1.5 and 2 billion liters of wine each year.

After a successful grape harvest, wine producers around the world have to analyze all the possible logistics of transportation alternatives to export their products overseas. Wine can be either bottled at the winery of source, or sent abroad in a bulk tank for its subsequent packaging. At first this might sound like an easy task, but in reality there are many aspects to be taken into account. This article presents the most import features about the logistics of bulk wine trade, a phenomenon that had been rising from 560 million to 1.24 billion liters in a decade, according to Rabobank.

  1. It’s all about the bulk tank

When looking to an alternative way to exporting wine in a bottle, there is only one method available in the trade market: bulk tank. Indeed, there are two different kinds of bulk tanks: ISO tanks, which are reusable steel tanks; and Flexitanks, which are disposable plastic bags that are fitted inside a standard 20 ft. (6.25m) container.

ISO tanks are stainless steel vessels that fit directly onto standard trucks and can readily be transferred to rail or sea transport. These kinds of bulk tanks have a capacity of 26,000 liters; plus they are reusable and robust, since they can also be used to transport hazardous materials.

Flexitanks are flexible bags that are fitted into a standard container and have a capacity of 24,000 liters. Usually Flexitanks are used only once, although they can be re-used. The bags’ components might vary, depending on the product being transported. The latest systems are constructed of polyethylene with a barrier material of ethylene vinyl alcohol (EVOH) copolymer in order to hold wine without impairing its quality. Nowadays these bags offer a very low oxygen migration rate and are an effective barrier to the organic materials (such as naphthalene) that can taint wine.

  1. Quality or quantity: that is the question

At first sight we might think that shipping wine bottled at origin preserves better the quality of the product, while the only benefit of exporting it in a bulk tank is its large scale. Premium wine producers believe that their consumers’ negative perception on the quality of their products might seriously affect their brands. This fear is real; at the end of the day it takes years to achieve a good brand positioning, and only minutes to undermine it. In this sense, we must ask the question: which method of transportation is the best in terms of quantity and quality for your business?

According to a Wrap’s report of 2008 “apart from top end wine specifically made with bottle ageing and longevity in mind, wine effectively begins to deteriorate from the time it is filled into bottles and it is at this filling point that the shelf life is deemed to start.  Bulk shipping defers the moment of bottling and thus the start of the shelf life. This has implications for the retailer in regards to stock levels and rotation, as the entirety of the shelf life is spent in the country of sale rather than during transport, which may be an advantage for entry level wines with a more limited shelf life”. In addition to this, a standard container holds between 12,000 and 13,000 bottles, while standard flexi-tank holds approximately 32,000 bottles and ISO tanks hold nearly 35,000 bottles. In this sense, bulk tanks do not appear to be the best option for wines produced and sold in small volumes.
Regarding quality, in the past years the wine industry has invested a lot in research and development (R+D) aspects regarding the potential quality risk associated with bulk transportation. As a matter of fact, the effect of oxygen, fermentation and the impact of temperature in a unique and complex beverage as wine is nowadays well documented, so it’s quality traceability is better managed.

Another paper written and published by Scorpex Wine Services[1] considers that bulk shipping has helped to avoid or reduce some of the risks associated with transporting wine in bottles, such as oxidation, re-fermentation, contamination and taint and temperature variation. In spite of this, the paper identifies some significant risks that need to be taken into account, such as oxidation,  re-fermentation (particularly in sweet wines), contamination and taint. All of these potential issues can be mitigated with the proper use of both bulk shipping methods: ISO tanks and Flexitanks.

  1. Markets, Costs & Stock Levels

Bulk Wine Bottled StockThere are many reasons why retailers and producers are increasingly choosing this trade method. In some cases the wineries have an oversupply that needs to be cleared. In others, wine from the new world is needed to be blended with local wines in order to balance expensive costs of production or to compensate a bad vintage. To produce a blend, one appellation of wine requires a specific varietal from another region and will source that.

According to a study from Rabobank in 2012, the estimated amount saved by shipping wine in bulk tanks and bottling it at the destination related to import duties, bottling costs and foreign exchange exposure and ranged from US$ 1.50 to US$3.00 per case. These are not small numbers when we take into account that between 1.5 to 2 billion liters of wine are shipped in bulk tanks each year, with a volume growing at 10–15% per year.

There are two main reasons to import this beverage in bulk tanks. First, a friendly wine packaging that matches its clients’ expectations and rapid product rotation are key aspects for the company’s profitability. Second, because the wine’s shelf life starts when the bottle is being filled. By importing wine in bulk tanks, companies have the opportunity to extend the shelf life by keeping stocks levels and rotation in a healthy rhythm that respects the life of a complex product like wine.

But, who is selling and who is buying? According to JFHillebrand, the world’s leading global beverage logistics company, the key trade lanes are from new world producing countries to Europe and the UK, which is the world’s largest wine importer. According to the US Department of Agriculture in 2012 South Africa led the bulk wine exports ranking by shipping 61% of its exports with this method; it was followed by Australia (53% of its wine exports), US (50%), Chile (39%) and New Zealand (30%).

  1. Looks matter

It’s not easy to indulge every wine customer in this rapidly changing world. Every market has its own secrets and every client has its own demands and expectations regarding a product and a brand. For instance, we can imagine how difficult it must be for a Latin-American winery to satisfy a Japanese and Swedish consumer with a single point of view born at the wine cellars. By transporting wine in a bulk tank to its final trading destination the company and the retailers have the opportunity to fill and pack the product with aesthetics that match the consumer’s demands and even enables the marketing team to respond to short term promotional campaigns. In many cases bulk wine is bottled and sold under the importer’s own brand or label.

In addition to this, when the product is filled locally, the possible damage of the bottle or its label is potentially reduced; and any trouble of this kind that might appear can easily be solved by local suppliers.

  1. Let’s be eco friendly

Last but not least the environmental factor must be analyzed. Firstly, the fact that a bulk tank can transport double the amount of wine than a container full of bottles has a positive impact on the environmental emissions associated with the transportation. According to another Wrap paper “the carbon footprint of alcohol consumed in the UK is 1.5% of the total UK greenhouse gas emissions, of which one-quarter is attributable to wine”. In this sense, one way to reduce carbon emissions from wine shipments is the development and use of bulk tanks.

Secondly, in some countries the color prolife of imported glass might be a big issue, since it won’t always match the requirements of the glass manufacturers who need cullet to produce more bottles for their local costumers. Wrap’s paper presents an example of this the case in the UK. It quotes that there “green glass accounts for only 20% (approximately 400,000 tones) of UK production but comprises 50% of the glass waste arising, so the current supply of cullet to the green furnaces is close to maximum demand”. “An increase in the bulk importation of wine into the UK could help address this color imbalance by creating a demand for green cullet for the bottles which will be needed to fill the wine in the UK”.

Conclusion: We can conclude that exporting wine in bulk tanks appears as a flexible and modern alternative with many advantages for producers and retailers. By handling the product with care and responsibility, the beverage should not lose any of it’s rich and complex characteristics; in other words quantity does not have to be the counterpart of quality. Having the opportunity to blend the beverage with a local one in order to balance production costs, produce an exquisite blend or filling the bottle in the market of destination allows the seller to strengthen their brand strategy. Bulk wine trade has an extra benefit that must not be forgotten: it’s environmentally friendly since ISO bulk tanks can be re-used and the glass recycling efforts can be mobilized by creating a high value market for green glass.

Facts and Figures

  • From 560 million to 1.24 billion liters in 10 years raised global bulk wine exports.
  • Britain, Germany, the United States and China have the greatest demand of bulk wine.
  • Chile, Australia, Argentina, South Africa, the United States and New Zealand are the main exporters.
  • Between 24,000 and 26,000 liters of wine can be transport in a single bulk tank.
  • US$ 3.82 a liter in a bottle vs. US$ 1.06 per liter of bulk wine was last year average FOB price for Australian wine in the UK.
  • 64% of South Africa’s wine exports arrive to Britain as bulk wine in 2013.
  • From 23% to 43% increased the amount of wine shipped in bulk tanks by the new world wine producing countries between 2001 and 2010.
  • US$142,300,000are the estimated saving related to bulk wine shipping in 2010 in comparison with 2001, according to Rabobank. That’s a savings of $2.25 for a standard 9-liter case of wine.
  • Between 5 and 2 billion liters of wine are shipped in bulk each year.
  • Approximately 50% of US wine exports are bulk shipped.

[1]Gibson, R., Quality Risks – Shipment of Bulk and Bottled Wine, Scorpex Wine Services, 2006.


International Bulk Wine and Spirits Show (IBWSS) Visitor registrations are now open. Get Your Visitors Trade Pass Now. 


Top Tips to Navigating the Bulk Wine Market

Whether you are starting a new private label, trying to procure wine to meet demand or offloading excess inventory, understanding how to successfully buy and sell bulk wine is an essential part of any modern wine business.

From pre-bottled shiners to recently harvested grapes, the wide range of market opportunities available in the bulk wine industry makes it one of the most complex commodities to trade in.

Regardless of if you are buying or selling bulk wine, negotiating the best deal to fit your company’s needs can be the difference between a successful year of profits and one of lack luster sales.

So, how can you ensure you are getting the best deal when trading in the bulk wine market?

Here are ten tips for wineries, negociants, brokers, and large volume wine buyers and sellers on how to maximize profits and build your business.

1. Dependability Can Be Leveraged

As a seller, being a dependable supplier means retaining important contracts year after year. Limiting variances in the quality of your product and vineyard costs means you can consistently give your buyers a trustworthy solution to their needs. The longer you develop your relationships, the easier it will be for you to start leveraging them across the industry. Building your reputation will let you confidently expand your customer base to bigger and more important buyers.

On the flip side, buyers who regularly source from the same suppliers can also use their existing relationships to leverage their payment terms. When you are looking to grow and money is tight, you will be happy to have established strong relationships with your suppliers. Being able to ask for more stock on flexible payment terms is a whole lot easier when your partner already knows you are a good for it. If you aren’t in a growth year, then regularly providing a bulk wine market supplier with a steady check means giving yourself the chance at negotiating a better bottom line.

2. Relationships with Key Market Makers Are Important

Whether they are buyers or sellers, bulk wine traders are some of the most knowledgeable, business minded people in the industry. Working with influential clients who can ensure profitable partnerships for years to come is the first step towards successfully trading in the bulk wine market.

Make it your priority to get to know all of the most important supermarket buyers, negociants, and bulk wine traders on both the supply and demand side of the business. Being recognized as a key supplier to successful brand owners (or buyer of the some of the industry’s best product) will guarantee that your business will thrive as theirs does too.

3. Bulk Branding Works

Gone are the days of ‘behind closed doors’ bulk trading. The market has grown enormously over the past twenty years and with so many different people trading the commodity branding has become the normal.

Developing your company’s brand in the bulk wine industry means building and developing your professional relationships around your company’s name and, just like in any other business, this means putting some of your hard earned dollars into crafting an image that resonates across the industry.

4. Competitions Add Value

Part of your marketing strategy should be to develop a portfolio of award winning juice. Sending samples to be tested can greatly increase both the value of the bulk wine as well as its bottled end product. Whether it’s been put into tetra packs, premium labels, or is still in stainless steel tanks, the more marketing you put towards your product, the easier it will be to sell.

5. Tradeshows are Invaluable for Networking

Connecting with suppliers, buyers and brokers at international trade shows is one of the best ways to expanding your network base and getting new clients. The more trade shows you can attend, the better your chances at finding lucrative trading partners that fit your company’s needs.

Take the time to plan your yearly trade show attendance. This means reaching out to new and established clients and contacts to schedule meetings and generate awareness about the opportunities you can provide them.

6. Know the Industry

The bulk wine industry doesn’t stop after you make the sale. It’s important to be connected with and fully understand the international supply industry. Bottle suppliers in California, cork suppliers in Portugal, screw-top makers in China, label designers in Argentina, grape prices in Italy – the bulk wine market and industry is dependent on a whole range of different services.

The more connected you are with the industry, the easier it will be to find the right channels for you and your customers. You want to be able to always provide your trading partners with the right solutions for their requests, so knowing contacts in every of the industry gives you the ability to help your clients realize their goals.

Plan on attending at least one or two conferences a year to learn about the current state of the international bulk wine market and what kind of developments are happening around the world. Touching base with and learning from the industry’s top market makers will give you the necessary contacts, data and tools to grow your company year-in and year-out.

7. Brokers Can Help

If you can’t find the right partners on your own, then there are a number of brokers around the world who can help you along the way. Each broker will specialize in certain niches, so be sure to do your research. Typically, brokers will charge a 2% commission fee.

8. Negotiate Every Penny

If you feel more comfortable using a broker, that’s fine, but remember that the bulk wine industry is played and won by the ability to negotiate the best possible price, down to the very last penny. Saving one dollar per gallon can mean a substantial increase in a buyer’s trade marketing budget while making an extra dollar per gallon can mean a new tractor for the grape grower.


International Bulk Wine and Spirits Show (IBWSS) Visitor registrations are now open. Get Your Visitors Trade Pass Now.