International Bulk Wine and Spirits Show 2017 is here!

It is our pleasure to invite you to ‘International Bulk Wine and Spirits Show 2017’, a buyer’s only trade show, Workshop and educational conference happening in San Francisco, USA.

Register here to get a free entry. SAVE $40 by booking online now.

What’s On at International Bulk Wine and Spirits Show 2017?

Networking: Great time for you to meet and greet with fellow industry professionals. The international Bulk Wine and Spirits Show is the most important trade fair in terms of business trade focusing on the global bulk wine and bulk spirits where buyers can connect with the industry’s top professionals.

Workshops: IBWSS Workshops are a new concept for bulk wine and bulk spirit importers, distributors, and private label wine manufacturers to get information and insights from experts in a highly-personalized workshop-style class.

Trade Show: International Bulk Wine and Spirits Show 2017 in San Francisco will give supermarkets, retailers, restaurants, wineries, distilleries and other buyers a premier international platform to source bulk wine and spirits and meet private label suppliers.

Conference: At the IBWSS Conference, you can learn from some of the most influential professionals in the beverage industry. These presentations from industry leaders on today’s preeminent ideas on marketing, sales and distribution will challenge and inspire you to grow your bulk wine, bulk spirits, and private labeling business.

IBWSS 2017 will be focused on the below points.

  • Trends That Are Shaping the Global Bulk Wine, Spirits and Private Label Market
  • 10 Points You Need to Include in Private Label, Bulk Wine and Spirits Distribution Agreements
  • How to Make Your Online Advertising Pay Off
  • From Plonk to Cult Wines, myths about the bulk wine industry busted
  • Factors You Must Include in Considering Buying Bulk Wine
  • How Current Grape Supply and Demand Affects You
  • How to Develop and Delivery Successful Bulk Wine Programs’
  • Consumers love bulk wine. Emerging techniques for navigating fine wine obstructions in the distribution channel’
  • How You Can Optimize Your Revenues by Selling Bulk and Private Label Spirits.
  • How to Start a Brand Without a Distillery
  • How Retailers and Restaurants Can Grow Their Private Label Brands
  • How to Present Your Private Label Services to Mega chains
  • The New Brand / Craft Phenomenon: An Even Better Future
  • How to Optimize Shipments of Bulk Wine and Spirits and Save
  • Roadmap for Connecting With Multicultural Consumers – Hispanic, African-America and Asian Households

WHO ARE THE VISITORS / BUYERS?

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

WHY USA AND SAN FRANCISCO?

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 International Bulk Wine and Spirits Show, international bulk suppliers from some of the world’s most important markets will have unprecedented access to the US market.

WHERE AND WHEN

July 26-27, 2017 – South San Francisco Conference Centre

EVENT PRODUCER

International Bulk Wine and Spirits Competition is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish IBWSS as a premiere sales and marketing event committed to connecting the private label and bulk beverage industry.

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

How Current Grape Supply and Demand Affects You

Here are some important factors that you need to pay attention to if you really want to capitalize on buying and selling of the bulk wine or even grapes. In this session, Nat DiBuduo, President of Allied Grape Growers mentions important factors like the supply and demand of the crop that effect you.

Nat-DiBuduo

About Nat DiBuduo:

Nat DiBuduo is the President CEO of Allied Grape Growers, a winegrape grower’s winegrape marketing association representing over 500 members throughout California for over 65 years, producing over 250, 000 tons annually. Prior to joining Allied in May 2000, Mr. DiBuduo was employed at Capital Agricultural Property Services, Inc. as the executive manager (1994-2000), where he had the responsibility of managing approximately 22,000 acres of agricultural land throughout California and Arizona.  He also owned DiBuduo Agri-Resource Services, an agricultural farm management and consulting firm.

In January 2012 the California Association of Winegrape Growers (CAWG) recognized Mr. DiBuduo as CAWG Leader of the Year. Recognized for his many accomplishments and contributions in our State, Fresno County and City of Fresno, Nat was appointed to the CSU Fresno’s Foundation Board of Governors. Nat currently sits on many Boards including Chairman of the CDFA PD/GWSS Board.  Through his leadership, the Allied Grape Growers’ team was awarded the San Joaquin Valley Agribusiness of the Year by Baker Petersen & Franklin for 2011.   In 2007 Nat was name Agriculturalist of the year by the Greater Fresno Area Chamber of Commerce and was named CSU Fresno’s Distinguished Alumni of the Year at the 2008 Top Dog Awards.  Mr. DiBuduo and the team at Capital Agriculture Property Services won the American Society of Farm Managers & Rural Appraisers “1997 Farm Manager of the Year” award.  Nat and his wife, Marilyn have been married 44 years and have three children and their spouses’ and five grandchildren.

Mr. DiBuduo has developed, grown, harvested and/or marketed over 30 different varieties of grapes from A to Z, that’s Alicante Bouschet to Zinfandel.

About IBWSS Conference:

At the IBWSS Conference, you can learn from some of the most influential professionals in the beverage industry. These presentations from industry leaders on today’s preeminent ideas on marketing, sales and distribution will challenge and inspire you to grow your bulk wine, bulk spirits, and private labeling business. The conference will have TED-Style talks where speakers will give you insights into the strategies and standards that the industry’s top thinkers are using to shape the marketplace around you.

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.

Event Producer: Beverage Trade Network

International Bulk Wine and Spirits Competition is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish IBWSS as a premiere sales and marketing event committed to connecting the private label and bulk beverage industry.

Time & Venue :

San Francisco Conference Center, 255 S Airport Blvd, South San Francisco, California, on July 27, 2017, at 3:00 pm – 03:30 pm.

Grab your IBWSS Conference passes and learn more from Nat DiBuduo about how current grape supply and demand affects you

Global Bulk Wine

How You Can Optimize Your Revenues By Selling Bulk and Private Label Spirits

 

If you thought that marketing a spirits brand is all that you can do, think again. Earl Hewlette from Terressentia Corporation will talk at the IBWSS Conference about how you can optimize your revenues by Selling Bulk and Private Label Spirits.

Earl-Hewlette

About Earl Hewlette:

Earl Hewlette is the CEO of N. Charleston, South Carolina-based Terressentia Corporation. Since joining Terressentia in 2007, Hewlette has overseen the dynamic growth of this company that is situated at the intersection of tradition and technology. Over the past 8 years, annual revenues for the distilled spirits company have grown from $7K to $20MM.

Earl is a South Carolina native. He earned a BA in English at USC and then served as an officer in Vietnam, where he was awarded, among other distinctions, a Bronze Star with Combat “V.” After completing his service, Mr. Hewlette returned to USC and earned his JD and MBA. He has since enjoyed a diverse career, working in law, real estate development, hospitality management—and now—distilling.

About IBWSS Conference:

At the IBWSS Conference, you can learn from some of the most influential professionals in the beverage industry. These presentations from industry leaders on today’s preeminent ideas on marketing, sales and distribution will challenge and inspire you to grow your bulk wine, bulk spirits, and private labeling business. The conference will have TED-Style talks where speakers will give you insights into the strategies and standards that the industry’s top thinkers are using to shape the marketplace around you.

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.

Event Producer: Beverage Trade Network

International Bulk Wine and Spirits Competition is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish IBWSS as a premiere sales and marketing event committed to connecting the private label and bulk beverage industry.

Time & Venue :

San Francisco Conference Center, 255 S Airport Blvd, South San Francisco, California, on July 27, 2017, at 9:00 am – 09:30 am.

Grab your IBWSS Conference passes and learn more from Earl Hewlette about how you can optimize your revenues by selling bulk and private label spirits

Global Bulk Wine

How to Present Your Private Label Services To Mega chains

In this session, Jonathan Newman discusses tactics that producers can apply when they are looking to pitch their private label services into mega chains. How to conduct your meeting, what to cover in your meeting and other tactical points you will need when you are pitching to chains.

About Jonathan Newman:

Jonathan Newman, CEO, and chairman of Newman Wine has been recognized as one of the top leaders in the wine industry.

In 2003, he was named Wine Enthusiast Magazine’s Man of the Year. Jonathan has also received numerous significant industry awards, including the American Wine Society’s Award of Merit, and the Guild of Sommeliers highest honor, the Distinguished Service Award, for outstanding contributions to the wine industry. He was also named by Marvin Shanken’s Market Watch Magazine as one of the top five Leaders in the alcoholic beverage industry and was a keynote speaker at Shanken’s IMPACT seminar.

About IBWSS Conference:

At the IBWSS Conference, you can learn from some of the most influential professionals in the beverage industry. These presentations from industry leaders on today’s preeminent ideas on marketing, sales and distribution will challenge and inspire you to grow your bulk wine, bulk spirits, and private labeling business. The conference will have TED-Style talks where speakers will give you insights into the strategies and standards that the industry’s top thinkers are using to shape the marketplace around you.

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.

Event Producer: Beverage Trade Network

International Bulk Wine and Spirits Competition is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish IBWSS as a premiere sales and marketing event committed to connecting the private label and bulk beverage industry.

Time & Venue :

San Francisco Conference Center, 255 S Airport Blvd, South San Francisco, California, on July 27, 2017, at 2:00 pm – 2:20 pm.

Grab your IBWSS Conference passes and learn more from John Beaudette about how to present your private label services to mega chains

Global Bulk Wine

10 Points You Need To Include In Private Label, Bulk Wine and Spirits Distribution Agreements

 

Donna Hartman talks about agreements for bulk wine and spirits from the perspective of both buyers and sellers. A MUST attend session if you plan on offering bulk products to importers, retailers, and distributors.

Donna_IBWSS

About Donna H. Hartman, Esq

Donna focuses her practice on the representation of companies in the alcoholic beverage industry. In her more than twenty years of experience, she has worked with numerous preeminent brands.

Her areas of expertise include corporate legal affairs, general corporate, commercial transactions, due diligence, acquisitions/dispositions, legal and regulatory compliance, employment law, and intellectual property management. Donna represents the Millstone Spirits Group LLC, a Pennsylvania-based craft distiller, The Connacht Whiskey Company Ltd., based in Ireland, as well as others in the industry.

Previously, Donna was Senior Vice President, General Counsel and Secretary to Rémy Cointreau USA, Inc., a global industry leader of premium beverage alcohol products. Donna is also actively involved in the beverage alcohol industry, and has held various leadership posts at the National Association of Beverage Importers, Inc. (NABI) and the Distilled Spirits Council of the United States (DISCUS).

About IBWSS Conference:

At the IBWSS Conference, you can learn from some of the most influential professionals in the beverage industry. These presentations from industry leaders on today’s preeminent ideas on marketing, sales and distribution will challenge and inspire you to grow your bulk wine, bulk spirits, and private labeling business. The conference will have TED-Style talks where speakers will give you insights into the strategies and standards that the industry’s top thinkers are using to shape the marketplace around you.

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.

Event Producer: Beverage Trade Network

International Bulk Wine and Spirits Competition is brought to you by Beverage Trade Network, the leading online platform dedicated to connecting the global beverage industry. Beverage Trade Network (BTN) successfully connects wineries, breweries, distilleries and brand owners with international importers, distributors, brokers and beverage industry professionals on a daily basis. Strong partnerships with international and US organizations have helped BTN establish IBWSS as a premiere sales and marketing event committed to connecting the private label and bulk beverage industry.

Time & Venue :

San Francisco Conference Center, 255 S Airport Blvd, South San Francisco, California, on July 26, 2017, at 9:30 am – 10:00 am.

Grab your IBWSS Conference passes and learn more from Donna H. Hartman, Esq about 10 points you need to include in private label, bulk wine and spirits distribution agreements.

Global Bulk Wine

Postmodern Winemaking

Clark Smith is an MIT dropout who worked wine retail in the 70s. He has been making wine since 1976.  After two degrees from Davis and a decade of modern winemaking at R.H. Phillips, he realized that he made very tasty modern whites and terrible reds. He spent the 90s exploring French winemaking under Pascal Ribereau Gayon and Patrick Ducournau while also introducing winemaking innovations such as reverse osmosis, micro-oxygenation and barrel alternatives to the U.S.  In 2008 he sold Vinovation and took over the editorship of AppellationAmerica.com and published Postmodern Winemaking in 2013, Wine and Spirits magazine’s Book of the Year.  His Fundamentals of Modern Wine Chemistry, an enology degree in a weekend, has graduated 4,000 winemakers since 1986.  His principal interests today are to support the technical and marketing competence of wineries in emerging regions and to heal the bad marriage between winemakers and wine lovers by reestablishing a spirit of openness, authentic dialogue, and mutual respect.

IBWSS

About IBWSS Workshop:

IBWSS Workshops are a new concept for bulk wine and bulk spirit importers, distributors, and private label wine manufacturers to get information and insights from experts in a highly-personalized workshop-style class. There will be 6 workshops planned between two days. Get expert advice from people in the know. Some topics include ‘Postmodern Wine-Making’ by Clark Smith, ‘Bulk spirits – opportunities for adding value to a blank slate’ by Steve Burch, ‘They want what?? Practical responses to demands for Certificates of Analysis in International Trade’ by Gordon Burns and much more.

Time & Venue :

San Francisco Conference Center, 255 S Airport Blvd, South San Francisco, California, on July 26 at 12:00 pm – 01:00 pm.

Grab your IBWSS Workshop passes and learn more from Clark Smith about Postmodern Winemaking.

Postmodern Winemaking

Private Label Wine Business in USA

The growing US private label market offers European producers a chance to sell wine in the biggest wine-consuming country in the world, not only reaching a new market but also possibly getting better margins. But, as with all things US wine-related, creating private labels means negotiating the three-tier system that regulates US wine distribution – each of the 50 states has its own laws, and there are sometimes even different laws within a state.

In addition, the private label system – that is, the creation of wines that are exclusive to one retailer or restaurant – can be almost as complicated as the three-tier system. Not only are there two major kinds of private label, there are also several legal and supply chain hurdles to overcome to do it successfully.

Still, say those who do private label, it can work and benefit producers. “You have to be willing to be flexible,” says Jean Hoefliger, a Swiss native who is the winemaker at California’s Alpha Omega, as well as a consultant who has worked with private label on both sides. “You have to be willing to understand how the US market is different, on how the system works, and what retailers are looking for.”

What is private label?

Private label wine, also called ‘store label’, is a brand that is created for, and sold exclusively by, one retailer and can’t be found anywhere else. It may carry the name of the retailer – which is common in Britain, but less so in the US – or a name devised for that retailer. The two best-known private labels in the US are Kirkland, which is sold only at the Costco warehouse chain, and Charles Shaw, the legendary ‘Two Buck Chuck’, available only at the Trader Joe’s specialty grocery chain.

Traditionally, private label was only for retailers, but the growth of large regional and national restaurant chains in the US has created a demand for private label on-premise as well.

The other thing to know? There are two kinds of private labels – control, or exclusive brands, and traditional private label brands. In the former, the producer owns the label, and can sell it to any retailer it wants. The Charles Shaw wines are control brands, since its producer, Bronco Wine Company, owns the label. Costco’s Kirkland is a traditional private label, where the retailer buys wine from a variety of producers and sells it under a name that it owns.

Each approach has its advantages. Owning the brand allows the producer to make the best deal it can, and to shop the label if it doesn’t like the current deal. But working on a private label with a big retailer offers stability and predictable sales. In this, says Gary Glass, president of the Parducci-owned Mendocino Wine Co in Ukiah, California, it’s not one size fits all. Each producer has to decide what works best for it; if it doesn’t want to worry about marketing, then traditional private label works better, for instance.

For some producers, it’s so worthwhile that they specialise exclusively in private label; they buy bulk wine or juice and then package it for the retailer, based on the retailer’s requirements. Or they put together a private label program and pitch it to a retailer or restaurant chain. The system also works the other way. Costco, for instance, contracts with producers to make wine for its Kirkland brand, and looks for specific varietals and regions of the world.

Even small wineries make private label. About 15% of the 5,000-case Brooklyn Oenology, a small New York City producer, goes to private label. Owner Alie Shaper says she works with local retailers and restaurants, who don’t need to buy enough wine to interest a bigger producer, but do want to do private label.

Growth of the market

The private label market is growing quickly, though it still isn’t as established as it is in Britain or used as often as it is in other US consumer categories. John Bratcher, a long-time retailer, wine broker, and winery sales executive in Austin, Texas, says: “It has picked up over the last 15 years, and really accelerated over the past five years.  The idea is that, with the expanding wine market in the US and more retailers, more retailers want to sell something that consumers can’t buy anywhere else.”

One difficulty with tracking private label in the US is that many retailers are reluctant to identify their wines as private label. Kroger, the $110bn grocery store chain, sells several private label wines under names such as Parkers Estate. This is such a common practice that Nielsen, which tracks grocery store wine sales, has a difficult time estimating the extent of private label sales in the US.

The Total Wine & More chain, with 135 stores in 18 states, and BevMo!, with 158 stores on the west coast, have a heavy focus on private label. After speaking with a number of private label producers, it appears that as much as 20% of the wine sold at the largest national supermarkets could be store brands; at some retailers, it may be as high as 40%.

The reason is not hard to find. The margins on private label wines are simply better – often double that of branded wines – and they also offer the retailer exclusive products. As important as margins are, that exclusivity matters, too. Retail competition in the US is more intense that it has ever been, as chains like Total Wine & More expand and supermarkets like Kroger boost their wine sections. This means that smaller retailers, in particular, are looking for something to sell that the bigger retailers don’t carry.

So what works in private label?

“Retailers always tell you that they want the best quality private label, but so many other things go into it,” says James Gunter, who owns Wines With Conviction, a wholesaler and distributor in Dallas who has worked with private label for years. “Where are they trying to slot the private label? What pricing do they want?”

Does the retailer want control or traditional private label? What grapes? Does it need a private label to compete with a national brand? To fill a certain space on the shelf, be it a category like red blends or a specific region? Does the retailer have a particular demographic in mind?

Retailers are more likely to use well-known international grapes for private label, rather than regions or more unusual grapes.  This doesn’t mean there isn’t a market for Rhone wines, or for French, Italian, and Spanish varietals, but that it’s often an uphill battle trying to make private label wines from them. Retailers are a little more open than used to be, says Gunter, but it still isn’t easy.

As to how to get into the market, while referrals happen, Glass of Mendocino Wine says cold-calling is vital. His company uses a pitch book with sample labels that include the name of the wine, the price point and the wine blend. This gives retailers “the look and feel” of what they might finally see on their shelf; a retailer who wants a $20.00 red blend or an $18.00 Chardonnay will be able to see a product mockup.

What the label looks like is crucial, says winemaker Hoefliger: “This is something that is difficult for Europeans to understand,” he says, adding that the wine is sometimes less important than the name and the label. “Don’t be surprised if you spend 70% of the cost of developing the private label on that part of it.”

That’s why Gunter says it’s important to find an importer with private label experience. The importer will better know which retailers are looking for a private label, what wine they’re looking for, and who makes the decisions. “I’ve wasted a lot of time with teams of salesmen over the years,” says Gunter, “but they weren’t anyone who could make a decision. Find the decision maker, and have a clean conversation.”

In three-tier, every wine sold to a retailer or restaurant must go through a distributor. This means that almost every private label wine, even if it’s 100% exclusive, still has to be distributed through a wholesaler to the retailer or restaurant. This isn’t as much of a problem when dealing with a big retailer, since the retailer’s wholesaler will probably be happy to take the wine to keep the retailer happy. But it can be problematic when selling to a smaller retailer and there isn’t enough volume to interest larger wholesalers.

Labels must also be approved by the US government, and some states require that wine goes through their own label approval process. In both cases, an experienced importer can help navigate the legal challenges.

Is it worth it?

Producer margins on private label wines can be much better than on branded wines – 50% to 55% compared to the more usual 30% to 35%, says Texas retailer Bratcher.

Here, as in so many other areas, says Glass, one size does not fit all.  Producers may have to sacrifice margin to get a retailer’s business, and larger retailers may offer lower margins in any case, because they do more volume or are using the private label to undercut a rival’s brand. Hence, producers need to be flexible and willing to work with the retailer on price and margin, particularly when it comes to their first contract. Once the first private label wines are on the shelves and selling, they will hopefully prove themselves and be a key to future business.

– Jeff Siegel

Source : Meininger’s Wine Business International.

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

IBWSS

Meet Winegrapes Australia at IBWS Show

Winegrapes AustraliaWinegrapes Australia is dedicated to marketing and selling premium wine grapes and bulk wine parcels from the most recognized regions across South Australia, direct from our extensive network of growers.

Established in 1992, when a small group of McLaren Vale growers came together over a shared passion for wine, the Winegrapes Australia collective now includes more than 105 growers across 12 regions, 2,200 hectares of vineyard and 900 individual blocks of fruit—including certified organic and biodynamic grapes.

The business has grown to include a large number of growers from across South Australia, with an expanded offering of both grape varieties and wines. Wholly owned by growers, Winegrapes is dedicated to producing some of Australia’s finest grapes, and now, exceptional wines tailor made to your requirements.

Winegrapes Australia

Based in the world renowned region of McLaren Vale in South Australia, Winegrapes Australia continues to be a solution driven business and has become a single credible resource for the supply of grapes, wine and related professional services.

On both domestic and international platforms, Winegrapes Australia has an extensive portfolio of wine resources and remains committed to providing its partners with value, sustainability and leadership in a highly competitive marketplace.

Supplied to your Requirements – 

Winegrapes Australia can supply grapes to your requirements from estate-grown single vineyards through to sub-regional options to provide diversity for blending. And if you’re looking for a particular variety or region, they can source it for you.

Winegrapes Australia can also supply bottle ready wines direct to you for packaging, or produce a finished bottle product to your specification, right through to a fully branded package, ready for retail.

Winegrapes AustraliaFor all your winemaking needs, meet Winegrapes Australia at the IBWS Show in San Francisco, California. 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 

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

IBWSS