Bulk Wine Suppliers in USA

On this page, you will find a list of some of the leading bulk wine suppliers in USA. These include Rack & Riddle, Delicato Family Vineyards, Broken Earth Winery, Ciatti, Peltier Winery, Agajanian Vineyards and Wine Co., A W Direct, Northwest Wine Company, O’Neill Vintners & Distillers, Tanks for Wine, Turrentine Brokerage, Heringer Estates, and Bear Creek Winery.

1) Rack & Riddle:

When wine industry veterans Rebecca Faust and Bruce Lundquist first set out to establish Rack & Riddle Winery, they envisioned a leading-edge facility using premium vineyards to produce wine in the heart of the North Coast wine country. But not long into planning, their goals stretched to include a still and sparkling custom crush facility for custom crush clientele, as well as for their wine brand. In fact, Rack & Riddle’s very name is inspired by the process. “Racking” alludes to the process of removing sediment from still wine and “riddling” is the counterpart process for sparkling wine. The Rack & Riddle brand logo reflects this in its imagery of a historic French riddling rack. They are about more than just slapping a label on a bottle or mass producing wines. They are about ensuring the true nature of the wines shines through so distinctively that you’ll be proud to share, sell, and taste for yourself the wines crafted with their care, passion and expertise.

2) Delicato Family Vineyards:

Delicato Family Vineyards is one of the fastest growing wine companies in the world, celebrating 90+ years of California winemaking and grape growing heritage. They offer a portfolio of premium wines from a selection of the most desirable vineyards from notable California wine-growing regions. The winery harvests grapes from Napa, Lodi, Monterey and Sonoma to craft wines that express the diversity of these appellations. The Indelicato family has always understood that wine quality starts in the vineyard, and a vineyard is first and foremost a living thing. Delicato Family Vineyards will always strive to farm with the health of the environment in mind, while still providing quality wines, mindfully farmed and vinified, for their customers.

3) Broken Earth Winery:

Rancho Tierra Rejada, Spanish for “land of worked earth,” is the original name of the 2,500 acre Paso Robles ranch that is now home to the vineyards of Broken Earth Winery. Their unique wines reflect winemaker Chris Cameron’s committed & passionate approach to all aspects of winemaking. Their goal is to respect the land and its treasures with the belief that the soil will give its best only if it ‘feels’ its best, so attention to the earth’s health is critical. Join the Broken Earth Reserve Wine Club and enjoy quarterly shipments of their estate wines that are handcrafted and hand-selected by their Winemaker, Chris Cameron. Broken Earth Winery produces unique wines that are estate grown, harvested & bottled in Paso Robles.

4) Ciatti:

The Ciatti Company specializes in brokering bulk wines, and uses this expertise and knowledge to be the world’s largest wine brokerage company. Their goal is to provide the best information, experience, inventory and service in the global bulk wine market. As they are a pure brokerage company, they take no position on the wine so you are guaranteed an unbiased and honest opinion in terms of quality, price and demand. They recommend that customers take advantage of the wine sample system to assist in finding the perfect wine. No matter what volume of wine you are looking for, they can assist in finding the correct match for your requirements. The Ciatti Company negotiates both spot market and long term bulk wine contracts. They are responsible for matching the needs of the buyer with the available supply options from a diverse range of producers.

5) Peltier Winery:

Peltier Winery is an innovative, cutting-edge winery and custom crush facility. They mission is to produce and create outstanding wines from their sustainably farmed, certified green, estate grew vineyards. They passion is to enhance good food with exceptional wine and share this experience with everyone. Whether it is in Their Tasting Room, domestically or globally they want all to know their passion for wine, food, family and friends. So they invite you to taste the passion and experience the lifestyle that is Peltier Winery. Now 15 years later, Peltier Winery’s library of wines has expanded with multiple awarding winning brands and recently opened a Pop-up Tasting Room with the intention to grow into a larger tasting facility, barrel room, and executive suite.

6) Agajanian Vineyards and Wine Co.:

They are a full service wine grape merchant working with wineries to locate, procure, and inspect wine grapes from all over California. They work with growers to market and sell their wine grapes. Their mission is to provide quality grapes, grape juice and premium bulk wine to their clients. They use different varieties, including Merlot, Cabernet Sauvignon, and Pinot Noir. They provide bottled wines to their local market and are always interested in new bottling projects. Agajanian Vineyards assist you in finding exceptional values on premium bulk wine.

7) A W Direct:

They own, create, and represent wine from CA and around the world. From sourcing to bottling, logistics to brand development, they have spent the last 30+ years improving their systems to provide their customers with everything they need in one place. They are a wine branding company, operating in all US markets, specializing in every commercial channel of the wine business, from consumer direct to the US Three-Tier system and B2B. A W Direct has created and represents wines from California and around the world for their customers through flexibility, innovation, and market relevance.

8) Northwest Wine Company:

Located in the heart of the Willamette Valley, NW Wine Company is Oregon’s leading custom winegrowing facility. Led by owner and Executive Winemaker, Laurent Montalieu, NW Wine Company has built a reputation on unrelenting attention to grape quality and state of the art winemaking tools. The Northwest Wine Company delivers full winegrowing services from vineyard to bottle. The culture of excellence-in-craft is made evident in the final product; NW Wine Co has produced over 200 90+ scores since 2003.

9) O’Neill Vintners & Distillers:

O’Neill Vintners is one of the premier bulk wine producers in California. Their unique production platform and winemaking approach enable them to produce a full range of varietals and wine styles – each tailored to meet the specific needs of the end customer. Featuring one of the most modern wineries in the Central Valley, O’Neill is strategically positioned to supply high-quality table, dessert and blending wines for their clients throughout the U.S., Canada, Europe and Asia. O’Neill Vintners boasts a highly skilled, experienced winemaking and production staff of industry veterans. They set high benchmarks for quality, and back up these standards by consistently producing award-winning wines across their full portfolio. The most important endorsement of their winemaking credentials is the fact that many of the leading beverage alcohol companies outsource much of their California wine production through O’Neill Vintners.

10) Tanks for Wine:

A tank for Wine is a family based business working within the liquid packaging industry with 25 years’ experience. Started in 1985 by their President Gary Clancy, the company has grown to become the industry’s leading liquid packing supplier. A tank for Wine is very proud of the fact that they have long time employees that all believe in superior customer service, high quality products and a professional & ethical sales organization. Tanks for Wine has not only grown into different types of liquid packaging they have been forward thinking and developed RFID Tracking systems, liquid transfer and containment products and custom “cradle to grave” environmentally sound recycling practices and programs.

11) Turrentine Brokerage:

After 36 years of wine business experience with Wine Institute the Company was started to assist grower and winery clients with supply challenges and opportunities and to provide the best, data-driven information and analysis to help clients avoid supply problems and make the most profitable choices in a complex and constantly changing business. Employee-owned, with a majority of the equity held by its senior brokers, Turrentine Brokerage has built up a substantial export/import business for wines in bulk and also sells private label and special situation case goods. A rapidly growing brand, for example, might contract for a flexible, multiple-year supply of wine to sustain case good sales growth. Or a winery might reduce their cost-of-goods-sold by maximizing production to include wines contracted to others in bulk.

12) Heringer Estates:

At Heringer Estates, the grapes guide us in the creation of their wine. Their vineyards thrive in the fertile soils of the Sacramento River Delta. The warm days and cool nights of summer in Clarksburg are ideal for growing wine grapes. The family honors its agricultural legacy while embracing the excitement of today and the promise of the future. Heringer Estates wines are created for you. Their hope is that their wines enrich your celebrations with friends and family; that they enhance your meals, get-togethers and quiet times. If Heringer Estates brings a bit more happiness to your lives, then that brings joy to theirs.

13) Bear Creek Winery:

Bear Creek is a winery in Alaska, a country winery. They make fruit wines and fruit grape wine blends. They grow, pick, and process some of the best berries in the world and it shows in their hand-crafted, award winning wines. Guests are invited to visit the wine tasting room, tour the facility, walk the gardens and take in the breathtaking views of Kachemak Bay. The winery also offers high-end lodging for those visitors looking for a relaxing and romantic getaway. Bear Creek Winery’s Suites are luxurious and elegant rooms. Come unwind in the extravagant custom hot tub. Play a round of horseshoes and sit by the fire while enjoying the waterfall sounds with a glass of wine.

Meet the leading wine suppliers at International Bulk Wine and Spirits Show(IBWSS)2017.  Register Now.

Why Your Winery Needs to Embrace Post-Modern Winemaking

In the past 40 years, there has been a massive restructuring of the U.S. wine industry. In 1972, there were just 250 U.S. wineries. By 2015, however, there were over 25,000 U.S. wineries. By any standard, that is truly remarkable, exponential growth. Shouldn’t we be celebrating the victory of the modern winemaker?

There’s just one problem – the number of wine distributors hasn’t kept pace with the number of wineries. In fact, quite the opposite: the number of distributors has fallen from 3,500 in 1972 to just 700 in 2015.

And that’s created a fundamental tension within the wine industry – you have tens of thousands of great, distinctive wines being produced that simply aren’t being sold in the broader market. At the same time, you have a relatively small number of standard, conventional wines being sold to the mass market.

In fact, it’s possible to say that we now have a two-tiered wine industry in the United States. There are the mainstream, commercial wines that represent 95% of the volume and 1% of the producers, and then there are the distinctive wines made in contrarian styles that represent the great long tail of the wine industry: the 99% of producers who account for just 5% of the volume.

Bulk plastic oil containers with metallic cage in storage area

What’s happening, in fact, is that we’re seeing a split between the “modern” winemakers who continue to make traditional, conventional wines the same way they have been making them for centuries, and then the “post-modern” winemakers who are experimenting with new technologies, following pragmatism and not just theory, and embracing wine’s fundamental mystery.

These post-modern winemakers are rejecting many of the principles of the modern winemaking era, viewing them as vestiges of the pre-technological era: the era when wine was a luxury good, when nothing was added to the wine, and when the taste of a grape was specific to a certain geographic location.

But just think of everything that these modern winemakers rejected or ignored – like natural ecologies, aesthetics, and anything that appeared to be irrational or unconventional. Remember: modernity was based on the scientific method and the pursuit of overarching, universal principles. That has led to the production of wines that are not always distinctive. That is why many consumers perceive that there is actually very little diversity on the shelves of even the biggest wine stores.

Tim Hanni
Bulk Wine Distribution Bulk Wine Market

But that lack of diversity simply isn’t true. The winemakers on the lunatic fringe of winemaking are making some truly original, evocative wines. But the only way for consumers to really discover them is via destination tourism, where they must travel to the location of a winery and taste the amazing wines that are being created.

Of course, modern winemakers don’t want this to happen. They control 95% of the market, after all, and aren’t willing to cede any of their market share to upstart winemakers that they perceive as being unfaithful to traditional winemaking techniques.

What post-modern winemaking does, though, is open up the inherent soulfulness of a wine. From this perspective, winemaking is the practical art of connecting the human soul of a place by rendering its grapes into liquid music. That is the only way to create truly original, evocative wines that capture the imagination of wine drinkers. If you want to connect with wine drinkers and become part of a new era in wine, then, you need to embrace the tenets of post-modern winemaking.

About Clark Smith

Clark Smith has been in the wine business since 1972 when he dropped out of MIT and got a job in an Oakland, CA wine shop.  He completed the BS and MS programs at UC Davis, built R.H. Phillips in the ‘80’s, and founded Vinovation in 1992, providing high tech services and consulting for over a thousand wineries, originally centered around the reverse osmosis VA and alcohol adjustment techniques I invented.

In 1984 he began teaching a short course at UCD called Fundamentals of Wine Chemistry, which continued for 24 years and was one of their most popular courses, attended by everyone from home winemakers to seasoned professionals.

Dr. Stephen Krebs, Napa Valley College, has this to say about Clark Smith:

“Over my many years as a wine industry professional I have worked with innumerable master winemakers, but Clark Smith truly stands above them all. He possesses the most comprehensive understanding of the complexities of wine of anyone I’ve ever known in the business, and his ability to communicate his knowledge to his clients and his students is unparalleled.  The proof is in the bottle, and the wines speak for themselves.”

Only 20 Spots are left to become an Exhibitor at the 2017 International Bulk Wine and Spirits Show. Register Now and Join the show as an Exhibitor.

Who Is The World’s Largest Broker Of Bulk Wine?

Ciatti Company is the world’s largest broker of bulk wine, and they can provide you with all your wine supply solutions.

The Ciatti Company specializes in brokering bulk wines, and uses this expertise and knowledge to be the world’s largest wine brokerage company. Ciatti uses their local and global knowledge and extensive network to bring growers, suppliers and end-users together. With eight offices located around the world representing all major wine growing countries, they can offer global supply solutions to an extremely diverse international client base.

Bulk WineThe Ciatti Company recommends that customers take advantage of the wine sample system to assist in finding the perfect wine. No matter what volume of wine they are looking for, they can assist in finding the correct match for their requirements. They work with all valued customers to develop required wine specification details, which can later be used to form part of the purchase terms. The wine brokers operate within individual markets, but with their global knowledge they can help source wine styles and prices from their global inventory. Once they are aware of your wine style requirements, they will organize samples for style approval. The Ciatti Company negotiates both spot market and long term bulk wine contracts. They are responsible for matching the needs of the buyer with the available supply options from a diverse range of producers. This enables buyers to diversify their supply risk.

Meet Ciatti this July in San Francisco where International Bulk Wine and Spirits Show will bring thousands of Bulk Wine, Growers, Private Label and Contract Winemaking Professionals together. Get Your Visitor Pass Here.

What Drives Imports and Exports of Bulk Wine?

Georgi’s Conclusion

Exchange rates are part of the explanation. There are other things that influence the wine trade: yields, demand changes, policy (duty drawbacks)

Theory and Reality: Bulk wine 2011-2014

A strong dollar

  •  Increases volume of imports and
  •  Lowers the U.S. dollar price of imports
  •  Reduces volume of U.S. Exports and
  •  Raises prices of U.S Exports for foreign buyers in their currencies

Between 2011 and 2014 the dollar gained about 15.5% against currencies of most wine producing countries (weighted by value of imports).

The dollar gained about 7.5% against the currencies of major wine importing countries (Euro, Pound, Yen, Yuan, HK Dollar) • What happened to U.S. Imports and Exports of bulk wine?

U.S. Total Bulk Imports by Month

Chile, Argentina, and Australia are the major bulk suppliers to the U.S. (87%)

Chile, Argentina, and Australia Bulk Imports as Trendlines

Changes in Bulk Wine Quantities and Price (dollars/liter) from 2011-2014

Thoughts on Bulk Imports and Theory?

  • Bulk imports did increase in 2012 for all countries but then declined in volume the following two years
  • However Chilean and Australian prices fell in U.S. dollars by 18% and 19% and these two countries accounted for more than 50% of bulk shipments.
  • Argentine bulk prices in U.S. dollars per liter remained roughly constant, but volumes declined by 60% from the 2012 high. Not competitive with Chile and Australia?

Despite a strong dollar, volumes of U.S. bulk shipments have remained fairly constant

What Was Happening in the U.S.?

  • Domestic quantity demanded has been increasing (2-4% per year) • Quantity demanded for wine under $7 a bottle has decreased by 7% from 2011 to 2014
  • Short vintages in 2010 and 2011. CA supply did not keep up with U.S. demand.
  • This led to increased bulk imports in 2012, accounting for the spike • 2012 and 2013 were two record harvests in California
  • Southern S.J Valley harvest produced a record 2.48 million tons in 2013, filling tanks and reducing the need for bulk wine imports
  • All this effected California prices and import volumes

Quantity Demanded and California Shipments

Recent California Grape Crush

Drawback, if a factor, encouraged exports (and would tend to raise grape prices)


  • Exchange rates are one of several factors that effect grape prices.
  • A strong dollar makes imports more competitive with domestic wine, thus lowering grape prices in California (at least for those segments where imports are a substitute)
  • But decreasing U. S. demand for inexpensive wine coupled with large CA harvests also reduces CA prices (supply/demand)
  • We live in a global marketplace. The two strategies for success are: (1) Differentiation (i.e. reduce the potential for substitution)(2) Increased efficiency (out compete foreign producers)

Source : http://aic.ucdavis.edu/publications/CAWGLapsley2015.pdf

Only 10 Spots are left to become an Exhibitor at the 2017 International Bulk Wine and Spirits ShowRegister Now and Join the show as an Exhibitor.

Questions Asked by US Bulk Wine Producers

Q1 – Another winery is doing a custom crush for me, and will be producing and bottling my wine.  How do I get a label approval?

Federal regulations require that the bottling winery must submit the label for approval.  Even though the wine is produced and bottled for you and/or will be distributed exclusively (or not) by you, the bottler/importer is responsible for getting the label approval.

Q2- I operate a domestic winery and I am making wine from grapes or juice that I have purchased from another state or country.  What appellation of origin may I use?

This is a complicated question, and the answer (see 27 CFR §4.25(b)) depends on the particular circumstances. State or local laws and regulations may be more restrictive than Federal laws and regulations in some instances, and, to use an appellation, the wine must conform to the laws and regulations of the named appellation area.  (Please note that we use here certain states or regions only as examples to illustrate certain different circumstances.)  We advise that you confer with state and local authorities regarding their requirements before finalizing your COLA submission.  Remember that your wine, and the records that you keep, must adequately support any claims which are made on your label. The following situations serve as examples.  There are certainly more factual circumstances that might have a different outcome.

Situation 1:   I am making a wine with grapes or juice originating from a state that is contiguous to (that is,  touching)  my own state (e.g. when California grapes are used to produce  wine in Oregon).Suppose that I have purchased Napa Valley, California, grapes that I will produce into wine in Oregon.

The most specific appellation of origin eligible for use is the name of the contiguous state (California).  A viticultural area appellation of origin (e.g. Napa Valley) may NOT  be used because the wine was not fully finished within that state.

Situation 2:  The state from which the winemaking material originates is not contiguous to the state in which the wine is produced. For example, California grapes have been purchased to produce wine in New York.

The most specific appellation of origin eligible – for use is a country appellation, such as “American.”  Note that when a country is used as an appellation of origin a vintage date is NOT permissible for the wine.

Situation 3:   I am purchasing grapes or juice from another country.  An appellation of origin may NOT be used, as this wine is not eligible for such claims (see 27 CFR §4.25(b)(2)(ii)).  A vintage date or a varietal designation (e.g. Merlot) may not appear  on the wine,  as both items require an appellation of origin present on the label.  The wine may be labeled only with  a more general class or type statement, such as “Red Wine” or “White Wine.”

Q3 – May a proprietor of a bonded wine premises transfer bulk wine to a bonded wine premises, brewery, or distilled spirits plant?

Source: https://www.ttb.gov/wine/wine-faq.shtml

Only 10 Spots are left to become an Exhibitor at the 2017 International Bulk Wine and Spirits ShowRegister Now and Join the show as an Exhibitor.

Bulk Wine, Bulk Spirits and Private Label Show Comes To Europe in 2018

International Bulk Wine and Spirits Show (IBWSS) which is an annual show in San Francisco that caters to the US bulk wine, bulk spirits and private label buyers now also comes to London. IBWSS London will be an annual event exhibiting global bulk wine, bulk spirits and private label service providers. The IBWSS London will give European supermarkets, retailers, restaurants, wineries, distilleries and other buyers an opportunity to source bulk wine and spirits in one place, and meet private label suppliers.

Event Date: Jan 24-25, 2018

Location: The Royal Horticultural Halls Lindley Hall, London

Bulk Wine - IBWSShow London - 2018

“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 central exchange for European trade, London is positioned perfectly for the fair. The city has long acted as the European 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 European market.

Registration for The International Bulk Wine and Spirits Show will open to all international suppliers on March 1, 2017. IBWSS London is brought to you by Beverage Trade Network.

For more information, press releases and launch discount for exhibitors, please fill out interest form here: https://goo.gl/forms/zrHJ8461hV0ZFRi32

About Beverage Trade Network

Beverage Trade Network (BTN) is a leading online marketing and B2B networking platform servicing suppliers, buyers and beverage professionals in the global beverage industry. BTN provides a selection of sourcing solutions for importers and distributors as well as an extensive range of marketing and distribution services for international suppliers. BTN also runs a line-up of b2b trade shows around the world. For more information about BTN, please visit www.beveragetradenetwork.com

About The International Bulk Wine and Spirits Show

The International Bulk Wine and Spirits Show (IBWSS) is an annual trade show and conference, open to trade professionals only, that takes place takes place in London, UK and San Francisco, CA. IBWSS exhibitors are wineries and distilleries looking to sell bulk wine and spirits, producers and negociants who offer contract manufacturing / private label programs and wineries / distilleries / importers who have one time excess stock to clear. IBWSS buyers are other wineries and distilleries looking to meet up their demand, Importers, Retailers and Distributors looking for private label programs, negociants who are looking to meet the growers and producers.

2018 International Bulk Wine and Spirits Show – Exhibitor Registration (London) Now Open Register Today!

Meet Ancient Lake Wine Company at IBWSS

Ancient Lake Wine CompanyAncient Lake Wine Company is a custom-designed facility built to preserve the quality of the grapes. The processing starts with a gentle belt driven receiving system feeding state of the art Bucher presses.

These presses, utilizing the “Organ” system, use fewer pressing cycles to extract optimum juice yields without excessive pressures that will release unwanted phenolic characteristics. From there, juice is sent to their stainless steel tanks, which are all individually insulated creating a micro-climate for each lot of wine produced, allowing them to apply specific techniques (native or non-native fermentations, variable fermentation temperature control, etc.) to each tank.

Additionally, optimum yields are desirable for most of their customers, so they installed a ceramic plated high solids cross-flow filter to capture close to 95% of the product, which protects any non-desirable characteristics that all Diatomaceous Earth filters introduce to the wine. Because of these systems, they are able to provide all customers uniquely sophisticated, vineyard specific, high quality, high yield wines that will be sure to meet and exceed all expectations.

List of services offered by Ancient Lake Wine company –

  • Bulk Wine
  • Custom Crushing
  • Press & Go/Pressing
  • Custom Winemaking
  • Wine Storage
  • Bottling

Ancient Lake Wine CompanyThey are taking  natural products in its prime, and helping it show its maximum potential through the art of winemaking to reach their clients’ goals.  They have a strong passion in allowing the grapes to speak for themselves through the wine, helping consumers identify the region they were grown and the different characteristics each site’s terroir promotes.

In their pursuit for excellence and their client’s success, they take many educated risks to help reach an optimum flavor profile for each block of grapes they process, narrowing down winemaking techniques that are uniquely desirable.  Hence, culminating a structurally balanced, terroir expressive wine which all wine enthusiasts are sure to never forget.

Meet and Explore Ancient Lake Wine Company’s services at IBWS Show. The International Bulk Wine and Spirits Show (IBWSS) is an annual trade show and conference which 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. Book now and save on exhibitor rates 

Only 10 Spots are left to become an Exhibitor at the 2017 International Bulk Wine and Spirits ShowRegister Now and Join the show as an Exhibitor.

10 Factors to Consider when Selecting a Bulk Wine Supply Partner

BTN talks to Steve Dorfman, partner at the Ciatti Company about the 10 Factors That One Should Consider when Selecting a Bulk Wine Supply Partner.

Steve joined the Ciatti Company in 2007 after working with the Brown-Forman Corporation, Fetzer Vineyards, Sonoma-Cutrer Vineyards and Bolla Wine brands for 24 years. His primary responsibilities are wine and grape sales within California, and the supply demands of markets throughout Europe, Scandinavia and Australia.

Ciatti Company is one of the world’s largest broker of bulk wine, and their services include brokering grapes, evaluating prices from a lot of wine to entire wineries and sourcing both domestic and international concentrate, as well as alcoholic spirits.

With such extensive experience in this industry, we asked him for his insights for buyers looking to get into this business. He mentioned that the buyer should do extensive groundwork to figure out the type of wine they would like to create. With a clear requirement in mind, they will be able to approach bulk suppliers with greater ease.

BTN talks to Steve Dorfman, partner at the Ciatti Company about the 10 Factors That One Should Consider when Selecting a Bulk Wine Supply Partner.

1. Know your market: On-Premise or Off-Premise, branded, private label etc.
What is your customer profile? The wine you create will be based on this. Are you looking to create a premium pour? Or a value driver with low profit margins to supply in a national retail chain. An answer to this question will lead you to seek an appropriate supply partner.

2. Know your target customer: Wholesaler, retailer, consumer
These three tiers are all your customers ultimately. Therefore, you must understand the profile of the customer at each tier that you are trying to reach. Will you be placing your brand with a small to medium wholesaler or a large one? Will it be retail chain or a mom-and-pop shop or a supermarket that will house your brands? What is the profile of the end consumer that will be buying your wine? These factors will help you determine the type of wine you require, the margins you will need to keep and lead up to the supplier who can make it for you.

3. Know your plan to go to market: Do you have a brand? Do you have all of your appropriate licenses?
Often, these steps are overlooked and the time and effort underestimated when one sets out to create a brand. Ordering wine from a bulk supplier is only one step in the chain. You need to finalize your brand’s name, SKUs, label designs, carton design, decide whether you will use a cork or bottle cap, file for required licenses. Without these, you will not be ready to go to market.

Continue Reading: 10 Factors to Consider when Selecting a Bulk Wine Supply Partner

Bulk wine supply partner

Steve Dorfman, Partner and Broker, The Ciatti Company.
Steve joined the Ciatti Company in 2007 after working with the Brown-Forman Corporation, Fetzer Vineyards, Sonoma-Cutrer Vineyards and Bolla Wine brands for 24 years. His primary responsibilities are wine and grape sales within California, and the supply demands of markets throughout Europe, Scandinavia and Australia.

Learn from some of the most influential professional in the beverage industry at the IBWSS 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. Register now to get lowest pricing.

Only 10 Spots are left to become an Exhibitor at the 2017 International Bulk Wine and Spirits ShowRegister Now and Join the show as an Exhibitor.

Meet JF Hillebrand: Global Beverage Logistics at IBWS Show

JF HillebrandWhen transporting beverages, companies around the world have come to rely on the logistics services of JF Hillebrand. Combining expert staff, specialist knowledge and market-leading technologies, we offer a complete logistics management solution to a range of customers across the globe.

100% Beverage, 100% JF Hillebrand
Since inception, JF Hillebrand has been solely dedicated to the business of beverage logistics. Over 170 years of experience has equipped them with specialist skills and dependable processes – shaped around the unique demands of the products we handle.

100% Global, 100% Local
You’ll find a JF Hillebrand office or representative in every major beverage market in the world. Their global network assures customers of a single set of world-class service standards, but also means they can act more efficiently at a local level, with expert local staff who understand the challenges faced by local customers.

100% Innovative, 100% In touch
They strive to be at the forefront of logistics and IT developments, developing innovative systems and solutions which add tangible value to the customers. Through investment in innovation, we create solutions that set the standard – from online management tools, to the very latest developments in transportation.

JF Hillebrand is the world’s leading specialist logistics provider to the wine and spirit trade, with a global network of offices in every major wine and spirit market.

Learn more: Global Beverage logistics 

Looking to develop a private label, source bulk wine or meet contract winemaking suppliers?

Get your visitor trade pass and join the industry at International Bulk Wine and Spirits Show in San Francisco. Meet more than 80 exhibitors from all over the world offering private label, bulk wine, bulk spirits and contract winemaking services. (Register online to save and avoid gate
ticketing fee)

Only 10 Spots are left to become an Exhibitor at the 2017 International Bulk Wine and Spirits ShowRegister Now and Join the show as an Exhibitor.

From Plonk to Cult Wines by Tim Hanni MW

From Plonk to cult wines – exploring the myths and misconceptions about the bulk wine. The history of selling and buying wine in bulk is about as old as the history of wine itself. For centuries the role of the negociants in Europe was a transparent and highly regarded imperative for the purchasing, blending, aging and bottling of wines. This often including the greatest Grand Crus of Bordeaux and Burgundies well into the mid-20th century. With the advent of new wine sales channels and emerging global markets the bulk wine market is once again more visible and tangible to many people in, or interested in entering, the wine industry.

The most common misconception about the bulk wine business I find from students in my wine business classes is that that the products available are exclusively, or even primarily, large quantities of modest to marginal quality wine. In short, the term “bulk wine” is almost synonymous with “plonk.” In fact, the international bulk wine marketplace is rife with a diverse range of products from the ubiquitous, inexpensive products that are essential for developing and maintaining many international value brands to high-end micro quantities of world class products, and anywhere in between.

Why would any winery in their right mind sell off top quality product as bulk wine? Reasons include quickly turning excess inventory into working capital, production that exceeds sales forecasts, wines that may not meet the parameters of a high blend, and even wines produced by a smaller or medium sized winery that holds a production permit and can make, then profitably sell off, excess production on a regular basis and at very attractive prices. I have been a part of transactions for amazing barrel fermented Chardonnays and fantastic red wines form the highest quality appellations and AVAs. Recently I found a significant quantity of literally world-class product that was custom crushed for a client that reneged on the contract. The wine had been fully paid for and the wine I was able to pick it up for pennies on the dollar.

Of the most popular marketing options available, and made more viable with today’s online and wine club sales, is the concept of offering special lots of wine with short-term availability that are sold on a first-come-first-served basis to a loyal customer mailing list, or via a specialty wine club, retail store, restaurant or web site. Many independent and chain retailers also take advantage of these shorter-term opportunities by creating a private label and find it a very profitable addition to their product range.

There are many examples of well-known super- and ultra-premium brands that got their start leveraging opportunities in the bulk wine market. And creating a long-term brand with bulk wines comes with its own set of risks, primarily the task of sourcing the appropriate specifications and standards of the material to sustain a brand over time. These brands live and die according to the dynamics of supply and demand in the grape and retail wine market thus careful business planning and establishing deep sourcing options are essential to mitigate the risk and reap the potential rewards.

Succeeding in developing a product with bulk wine requires a great deal of skill and the patience to ferret through hundreds of samples and make careful selections. The bulk wine market offers an enticing, quick to market alternative to more vertically integrated and long term traditional wine production models. Taking advantage of the opportunities requires connections to the wines, many available only through the “whisper market” and the networking of buyers and sellers at bulk wine conferences and market fairs. It is a fascinating, dynamic and essential segment of the wine industry and anyone interested in starting a new brand, ideating a new product or learning more about the industry will find it a rich source for an amazing variety of wines and opportunities.

Tim HanniThis article is contributed by Tim Hinnai MW. Meet Tim Hinnai MW at IBWSS Conference to learn and explore on the myths and misconceptions of the Bulk wine industry. Tim will also lead the wine and spirits blending laboratory at the IBWS show.


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