On February 26, the International Bulk Wine & Spirits Show (IBWSS) officially opened at the Royal Horticultural Halls in London. The event kicked off with a brief keynote address and welcome by award-winning business editor Richard Siddle, who outlined the dramatic growth in the bulk wine industry in the UK and gave a brief outline of what participants could expect to learn in both the morning and afternoon sessions.

The busy Tasting Floor saw many genuine buyers mingling with the producers. Business cards were exchanged, samples were poured and hands were shaken.

The morning session started with a presentation by Clive Donaldson, wine sourcing manager at Wm Morrison Supermarkets PLC. Donaldson outlined what UK retailers are really looking for in private and bulk suppliers. Shelf space at UK retailers is increasingly scarce, so there is tremendous demand for wines that customers are actually willing to drink. The logic is simple: “If customers want to buy a product, we will want to buy the product.”


At one time, the decision by retailers to carry private label wines often involved a consideration of the trade-offs between price and quality, but not any longer. The average consumer is becoming much more sophisticated and the private label wines you can now find on the shelves of London’s top retailers are now of considerable quality. That has raised the bar for international winemakers attempting to access the fast-growing UK market.

In fact, the issue facing many UK retailers is not whether or not they should get involved in the private label industry, but rather, what sorts of private label brands they should be creating. In a panel discussion that also took place in the morning of Day 1, participants led by Andrew Catchpole, editor at Harpers Wine & Spirit, discussed the best ways to go about creating a private label program.


The important point to keep in mind here, said the participants, was that both small and large retailers are already heavily involved in the private label and bulk wine trend. In fact, according to many wine analysts, bulk wines now account for more than 50 percent of all wine sold in the UK, and that trend is only accelerating. In a market such as the UK, the competition is high and producers need to understand the needs of retailers as well as consumers to succeed.


There are a number of important things to keep in mind, in order to make sure that your private label program is working as planned. For example, you need to consider factors like best routes for sourcing, consistency of supply, quality control, and the potential marketing synergies in expanding a private label range.

Throughout the first day, speakers outlined in greater detail some of these factors that go into creating a highly effective private label program. For example, in the morning session, David Richardson of the WSTA discussed the regulatory issues specific to the bulk wine industry. He focused on the regulatory distinctions between bulk products and cased goods. What’s important, he says is to make sure that you are really capturing all the price advantages of shipping in bulk. You really need to have a handle on the hidden regulatory costs that might inflate your transportation costs. “Bulk has clear benefits,” he said, “but it also demands a higher level of commitment.”


Later, Barry Dick, MW went into finer grain detail about the differences between shipping with Flexitanks and International Standards Organization (ISO) tanks. When shipping in bulk, cost savings are just part of the total picture. You have to understand the important competitive differences of these two shipping standards (Flexi and ISO), he says.

By mid-day, the expo floor at the event had opened, and participants had plenty of time to mix and mingle with some of the exhibitors. All told, the exhibitors at the London event represented a range of bulk industry suppliers, importers and distributors, including Bear Creek Winery (California), Bodegas Vinival (Spain), Casa Girelli (Italy), Cortecchia (Italy) and Kingston Estate Wines (Australia). And, of course, there was plenty of innovation on display as well, such as the new spirit glassware from The Neat Glass.

The show floor gave participants a better chance to consider some of the strategic options for growing their own private label wine business. For example, should a UK retailer be talking with bulk wine suppliers from Australia and other New World wine destinations, or instead, keeping the focus much more on European bulk producers?

Answers to those types of questions were provided at an afternoon session led by Clem Yates, MW, who talked about private label and bulk strategies for importers and distributors. One issue she brought up was the need to avoid channel conflict. The problem, she says, is that private labels can put a strain on relationships with manufacturers. These wine and spirits brands are counting on distributors to get their products onto the shelves of retail destinations and can understandably feel a bit threatened when they see those same distributors embracing lower-cost private label brands.

Ultimately, suggested Yates, it’s all about seeing the emergence of new brands as an opportunity, not a threat. Those new brands are helping to grow the overall market, and can actually have a positive impact for wine suppliers. For example, consumers may develop a taste for red wines from Spain, and that could spark a trend that lifts all winemakers from Spain.

Day 2 Highlights From the IBWSS in London

28/02/2018 After an event-filled Day 1, participants of the International Bulk Wine & Spirits Show (IBWSS) returned for a second full day of meetings, presentations and panel discussions.

Photo for: Day 2 Highlights From the IBWSS in London

After an event-filled Day 1 at the Royal Horticultural Halls in London, participants of the International Bulk Wine & Spirits Show (IBWSS) returned for a second full day of meetings, presentations and panel discussions. The snow did not stop visitors as many arrived early on Day 2 for extra time on the expo floor mingling with exhibitors from all over the world.

There were buyers from retail chains like Tesco in attendance who were impressed with the quality and content of the presentations as well as the industry heavyweights presenting. Networking was a key feature at the event as the who's who of the bulk wine & spirits and private label industry convened at the IBWSS.

Day 2 kicked off with a presentation by Mark Lansley, CEO of Broadland Wineries, who discussed industry best practices that can optimize the profitability of any bulk wine or private label business. As he highlighted in his presentation, these best practices need to take into account the needs of consumers, retailers and bottlers.


There are two areas where wine retailers can benefit the most, Lansley said. One is by simply increasing the efficiencies in the bulk wine supply chain. The other is by using private labels to enhance your profits. When attempting to leverage best practices, wine retailers should keep both of these in mind.

This presentation was followed by a lively panel discussion hosted by Richard Siddle. Joining him on the panel were Robin Copestick, Managing Director at Copestick, Murray; Mark Roberts, Head of Sales at Lanchester Wines; Denys Hornabrook, Co-Founder and Managing Director, Vin-Exchange Group; and Neil Anderson, Marketing Director, Kingsland Drinks. The panelists discussed the major challenges, opportunities and threats facing wine retailers as they build out their bulk wine and private label programs. One big theme that emerged from the panel discussion was the need to listen to consumers and offer retailers the solution to growth.

By mid-day, the exhibition floor at the Royal Horticultural Halls had once again opened for business, giving buyers an opportunity to connect with a wide mix of wineries, distilleries and negociants from North America, Europe and Australia.


In the afternoon, participants at the International Bulk Wine & Spirits Show turned their attention to marketing and branding issues facing both winemakers and wine retailers as they attempt to get the word out about their new private label brands.

First up was Stylianos Filopoulos, Managing Director of the Wine in Moderation (WIM) Association, a nonprofit dedicated to educating wine industry participants about social responsibility. One important concept, says Filopoulos, is encouraging a healthy regard for wine appreciation in society. This means extolling the virtues of “wine in moderation.” Filopoulos explained what this concept meant from a practical, everyday perspective of a wine retailer.

Another speaker during the afternoon session of the event was Neil Anderson of Kingsland Drinks. He focused primarily on the changing image of bulk wines, encouraging industry participants to “stop apologizing, start celebrating” the rise of the bulk wine shipping business. We’ve now reached a tipping point where bulk wines account for nearly one-half of all wine sold in the UK.  As Anderson outlined in his presentation, the bulk wine business is good for both retailers (due to the increased profit margins) as well as for the consumer.


Wine retailers should view the bulk wine industry through this prism – as a better way to serve their customers. Bulk wine shipping leads to better wines at better prices, and can help to attract new people to become wine drinkers. Moreover, bulk wine is not just better for the UK economy and UK retailers. “Bulk wine shipping is better for the global environment… It is an issue that affects every one of us,” he said.

Finally, the afternoon session wrapped up with a brief presentation by Geoff Taylor of Campden BRI, a food and drink research service. Taylor discussed the quality challenges facing the bulk wine industry. In his presentation, he outlined the most common problems and how to avoid them. His quality lab sees just about every problem that a bulk wine shipper could see or imagine, and his advice is that many of these problems can largely be avoided.

After two full days of insightful presentations and engaging panel discussions, it was time to end the International Bulk Wine & Spirits Show with more activity on the showroom floor. Participants had one final chance to meet bulk wine and private label industry players from all over the world.


With the bulk wine, spirits and private label industry reaching new heights within the UK, it is likely that many of the relationships formed during the two-day event will lead to profitable new business ventures and the creation of exciting new private label wines for UK wine drinkers.


IBWSS UK Opens Early Bird Visitor Registration

The excitement continues to build for the inaugural International Bulk Wine & Spirits Show (IBWSS) in London, which is the only show of its type within the UK. Registrations for IBWSS London 2018 are now open, but places are filling up fast!

With less than two months to go until the event in February, there has already been strong word-of-mouth buzz about some of the high-profile speakers coming to London, as well as some of the exhibitors heading to the trade show floor of the Royal Horticultural Halls. There's palpable excitement around the growth of the bulk wine industry within the UK.

The speakers appearing at the business conference component of IBWSS London 2018 will offer their insights based on in-depth market studies and perspectives gained from successful careers within the industry. The bulk wine market is now an incredibly important part of the overall UK wine market, and having a chance to meet and interact with these speakers during the two-day business conference will be invaluable. This is just a quick overview of what you will learn:

• How to build a private label strategy

Clem Yates, Sourcing and Supply Director at Off-Piste Wines, will examine the thought process that needs to go into crafting a private label strategy that works for importers and distributors;

• How to create a profitable private label brand

Andrew Catchpole of Harpers Wine & Spirit Magazine will lead a roundtable discussion on how retailers can build a profitable private label; 

• How to spot new market opportunities

Florian Ceschi, Director at Ciatti Europe, will present important findings and data from his companyÕs Global Bulk Market Report. This is a great opportunity to learn about New World markets like Chile and South Africa, and why they play such an important role in the UK bulk wine market;

• How to attract the attention of retail buyers 

Clive Donaldson, Wine Sourcing Manager at Wm Morrison Supermarkets, will guide you through the mindset of a supermarket retailer buyer. You'll learn what they are looking for, as well as how to attract their attention. Supermarkets are key players in the UK bulk wine market, and youÕll find out exactly what they want;

• How to optimize your business model for profitability 

Mark Lansley, CEO of Broadland Wineries, will walk through the various steps needed to drive top-line revenue growth and bottom-line profitability for bulk wine business models.

Whether you are looking for insights on how to optimize an already-existing business model, or how to create a new business model and strategy from scratch, the insights provided by these speakers will be invaluable. YouÕll learn how to maintain the quality of your bulk supply program, how to deal with regulatory issues when they arise, and how to set up a corporate responsibility program.

In addition, there will be plenty of opportunities to meet one-on-one with some of the biggest names in the industry. Whether itÕs talking with Richard Siddle, an award-winning business editor, or asking questions during one of the two informative panel discussions scheduled for the event, youÕll have access to the latest thinking from industry insiders. This is more than just one-size-fits-all thinking: this is a real opportunity to hear well-articulated answers customized for your specific business.

In addition, the trade show component of the IBWSS London event 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. For two days, youÕll have a chance to spend time on the trade show floor, meeting one-one-one with both buyers and sellers in the very center of London.

IBWSS buyers represent a diverse lot: wineries looking to meet their demand, importers looking to diversify their portfolio, retailers thinking about creating their own private labels, and brokers who are looking to 

meet new growers and producers. There are plenty of opportunities to get in front of all of them at IBWSS London and make your mark on the rapidly-growing UK bulk wine market.

By participating at this blockbuster event in London this winter, you will walk away with the knowledge, connections and relationships needed to prosper in the competitive UK bulk wine marketplace for years to come. 

Click here to obtain your visitor pass today.

When and Where

26 & 27 February, 2018, The Royal Horticultural Halls, London, UK

IBWSS London Announces 2018 Conference Schedule

An all-star lineup of speakers is headed to the first-ever International Bulk Wine and Spirits Show (IBWSS) in February 2018. These high-profile personalities will gather together over a two-day period (February 26-27) at the Royal Horticultural Halls in the very heart of London. There, they will give unique insights and analysis on the UK bulk wine and private label market that you just can’t find anywhere else.


The goal of this year’s IBWSS London event is to give participants both a high-level macro view of key trends and strategies, as well as provide some very granular advice on day-to-day tactics to succeed in the marketplace. With that in mind, the organizer of the show, Beverage Trade Network, has curated a speaker’s list comprising the who’s who within the industry, including the following:


  • Neil Anderson – Managing Director, Kingsland Drinks
  • Paul Braydon – Buying Controller, Kingsland Drinks
  • Andrew Catchpole – Editor, Harpers Wine & Spirit Magazine
  • Florian Ceschi – Director, Ciatti Europe
  • Robin Copestick – Managing Director, Copestick Murray
  • Barry Dick, MW – The Wine Superhero
  • Clive Donaldson – Wine Sourcing Manager, Wm Morrison Supermarkets
  • Mark Lansley – CEO, Broadland Wineries
  • David Richardson – Regulatory & Commercial Affairs Director, WSTA
  • Mark Roberts – Head of Sales, Lancaster Wines
  • Andrew Shaw – Group Wine Buying Director, Conviviality PLC
  • Richard Siddle, Award-winning business editor
  • Clem Yates, MW – Sourcing and Supply Director, Off-Piste Wines



Picture of Timm Hanni at the previous IBWSS conference which was held in San Francisco. IBWSS now comes to London. 


These IBWSS London speakers will provide a valuable top-down overview of the bulk wine marketplace, enabling participants to see the broad trends and strategies at work. For example, Florian Ceschi of Ciatti Europe will go over some of the key findings and statistics in his company’s Global Bulk Market Report, in an effort to help identify new opportunities for producers and negociants. Clem Yates of Off-Piste Wines will analyze how importers and distributors can create a private label and bulk strategy that minimizes channel conflict, while David Richardson of the WSTA will review the varying regulatory issues facing importers of bulk products.


Where IBWSS London really differentiates itself is the ability to drill down on specialized topics with the help of experts. For example, what exactly is the best way to import bulk wines from overseas countries? Barry Dick, MW (The Wine Superhero) will provide relevant data and insights on the comparative benefits of Flexitanks vs. ISO tanks as a bulk shipping method.


Another question participants might have is: What’s the best way to use the bulk wine and private label market as part of a new business model? Mark Lansley of Broadland Wineries will focus specifically on how the bulk wine and private label market can drive both top-line revenue growth and bottom-line profitability.


By attending these talks, participants will be empowered to think creatively about how to develop their own strategies and tactics that have been customized according to their own unique situation. 

For example, what if you’re a small or mid-size supermarket chain trying to compete with the huge supermarket retailer in the UK? You’ll definitely want to listen to Clive Donaldson’s presentation on how to select a supplier. Donaldson draws on his experience in the industry with Wm Morrison Supermarkets, explaining how he selects a supplier and what he’s really looking for when he does.


Or, what if you are struggling with quality control issues as part of your bulk wine program? Geoff Taylor of Campden BRI will review the quality challenges facing bulk wine market participants and then suggest ways to avoid them, while Andrew Shaw of Conviviality PLC will review the benefits of having a bottled in market strategy.


There are also two panel discussions scheduled during the IBWSS event. These two panel sessions represent a unique opportunity to ask questions one-on-one with some of the leading names in the industry. On Day 1, Andrew Catchpole will lead a panel discussion on how retailers can build a profitable label program, and on Day 2, Richard Siddle will moderate a panel discussion on the bulk wine and private label industry featuring noted industry insiders Robin Copestick, Mark Roberts and Denys Hornabrook.


For participants attending IBWSS London, these will be two action-packed days featuring some of the industry’s best and brightest. You will hear them deliver their insights and views and then interact with them one-on-one. For anyone thinking of how to get involved in the UK bulk wine market, attending the IBWSS London event in February 2018 is going to be the must-attend event of the winter.



February 26-27, 2018. The Royal Horticultural Halls, 80 Vincent Square, London, SW1P 2PE


Who Should Attend?

Whether you are a grower, winery, distillery, brewery, importer, distributor, retailer or a negociant that’s just starting out, or work in bulk, private label or contract bottling at an established beverage company, or simply wish to expand your skill set and gain new perspective in bulk and private label business, IBWSS Conference is a must attend event.

London Wine Competition to reward wines for how they look, taste and cost













The London Wine Competition is being launched to identify and reward those brands and products that consumers actually want to buy, rather than simply recognise good quality wines for their winemaking ability alone.


To be a real success a wine has to be bought by consumers, be it from a supermarket shelf or a restaurant wine list. The London Wine Competition will single out and highlight the wine brands on sale in the UK that are truly commercially successful.


All winners in the London Wine Competition will have been judged in three key areas:


? Drinkability. All wines will be initially tasted blind to assess their quality and how drinkable they are they for consumers in their target area. The London Wine Competition wants to highlight and reward wines that are enjoyable to drink, not just high point scorers where one glass in enough.


? Value for money.  Wines will then be assessed to see how much value for money they are offering their target wine drinkers at that price point.



? Packaging and design. As the majority of wine is bought with our eyes, the London Wine Com-petition will recognise wines that stand out on shelf, or on a back bar, and will assess how well suited that design or packaging is to their target consumer group.



The London Wine Competition has been introduced to give consumers a clear guide to the wines that are best suited to their tastes and give them maximum value for money.


The majority of other national UK wine competitions only judge a wine blind and take in to no consideration how much it might cost, or even have an idea of what it looks like.


With so many products now on the market it is increasingly confusing and difficult for all wine drinkers, both enthusiasts and the occasional drinkers, to really know, with any great confidence, what they are buying.


The London Wine Competition has been created to put consumers back in charge. To give them the re-assurance that any of the award winning wines with the LWC logo will have been based on how drinkable they are, how much value for money they offer, and what they actually look like.


Each of the London Wine Competition winners will receive either a Gold, Silver or Bronze award with separate weighted marks awarded by the judges for the wine’s quality and drinkability, value for money, and packaging and design. 


Sid Patel, organiser of the London Wine Competition, said: “We all need help when buying wine. There is simply so much choice out there. But at the end of the day we want to invest our money in wines that we actually want to drink, be it with our partner or our friends. We want to highlight and reward those wines that have the winning combination of drinkability, value for money and that look great too.”


To help identify those wines, the London Wine Competition will work with a panel of commercially focused buyers currently working in either developing new wines for the market, or directly involved in buying wine from all channels of the industry.


“Our judges will be making decisions every day about the commercial viability of the wines presented to them,” added Patel.


“We want them to regard the London Wine Competition as an extension to the great work they are already doing in their respective businesses. Together we can help create a selection of the most robust and commercially viable wines available in the UK.”


Judging for the London Wine Competition takes place in March 2018 with the winners announced shortly after. Entries for the competition will open on November 1, 2017.


* The London Wine Competition has been created exclusively by the Beverage Trade Network, the US drinks events, services, business and publishing group, dedicated to help drinks producers and brand owners get closer to the buyers, distributors and retailers that can bring their products to market.


It is part of a new wider London drinks awards initiative that also includes The London Spirits Competition.


* If you would like any more information then please contact Sid Patel at sid@beveragetradenetwork.com or call USA +1 855 481 1112 or UK +44 0203 8580159


Deals Were Done and Business was Written at IBWSS. JULY 2017

The IBWSS was the first-ever bulk and private label wine and spirits event in California


Close to 1500 wineries, distilleries, importers, distributors and retailers met in San Francisco for the debut of the highly anticipated International Bulk Wine & Spirits Show on July 26 & 27. At the event, suppliers and buyers traded and attendees learned about the latest trends in bulk wine and spirits, including methods to use private labels as a way to win over customers, boost loyalty and drive new sources of revenue.


The event saw unprecedented success with most exhibitors walking away with deals or potential contacts with buyers. Exhibitors had the chance to meet buyers from Gallo wines, Trader Joe’s, Kroger’s, Bevmo amongst many others.  Buyers came from all over the United States and were  not limited to the vicinity of the Californian wine industry.


In the post-event survey, 80% of the exhibitors reported a high level of satisfaction with the show quoting that they were pleased with the number and the quality of buyers that they met at the show. 60% of the exhibitors mentioned that they were likely or very likely to exhibit again with 30% signing up on the spot to exhibit at IBWSS 2018!



(Exhibitor proudly displaying the number of business cards he collected from buyers at the show.)


Gary Aganjanian from Agajanian Vineyards and Wine company mentioned that “the buyers that they have met at IBWSS  knew exactly what they wanted and they came with a precise need, It was great talking to them.”


The list of exhibitors at the IBWSS included some of the biggest names in the industry, including Allied Grape Growers, Bulk Wine Centre, Delicato Family Vineyards, JF Hillebrand USA, Terressentia Corporation and The Ciatti Company. Notably, exhibitors came from all over the world, not just the United States. 


Exhibitors represented all the major wine growing and wine producing regions of the world, including North America, South America, Europe, Asia and Australia. At this year’s IBWSS, there were exhibitors from Australia (South Australian Wine Group, Qualia Wines), South Africa (Riebeek Cellars), South America (Punti Ferrer), New Zealand (New Zealand Wineries) and Europe (Maison Rouge Wines, Mamerto de la Vara Wineries, Les Vins Skalli).


“Our focus from the outset was to make this a truly global event, bringing in the biggest names in the wine industry from all over the world,” said Sid Patel of the Beverage Trade Network, the organizers of the event. “Right now, the IBWSS is the only show of its kind in the United States.”


Not only did participants have the chance to connect with prominent contract manufacturers and bulk wine suppliers, they also had a chance to develop relationships with key decision-makers who will impact the future trajectory of the industry.


Many of these decision-makers within the wine and spirits industry gave presentations at the two-day event, in which they covered the major trends and ideas that are influencing the future growth of the bulk wine and private label market. They also took time to debunk some of the myths and misconceptions that may have slowed the initial growth of the bulk and private label wine market in the United States. For example, it is not always price and excess stock that are the driving forces to trade bulk wine.


The IBWSS included a full two-day slate of presentations, workshops, master classes and networking sessions. On Day 1 of the event, wine industry journalist Deborah Parker Wong kicked things off by explaining how to develop and deliver a successful bulk wine program. She explained the role of different players that make up and influence this industry, quoting Denys Hornabrook to say that the “Global bulk market is becoming more fluid.”

She was followed by Lewis Perdue of Wine Industry Insight, who gave a detailed talk on how to make online advertising for private label wines pay off.  “You may think you are selling to the masses, but you will miss the target if you don’t ‘narrowcast’”, he explained. Steve Fredericks, President of Turrentine Brokerage, analyzed the factors to consider when buying bulk wines, talking about the effect of cycles on the bulk market. Summarizing the role of brokerage firms in the bulk market, he mentioned that “Just because you know the price doesn’t mean you know the market.”

Tim Hanni in his talk presented the Product Opportunity Matrix and explained how different flavour preferences are valued by a different consumer mix.

And later on Day 1, Nat DiBuduo, President of Allied Grape Growers, highlighted how current grape supply and demand impacts the broader wine market using the example of Pinot Grigio. When mentioning the $10-$20/bottle market segment, he emphasized that “This is the hottest, sizeable price segment presented today.”



Day 2 of the event focused more specifically on the finer points of building a bulk wine business. Earl Hewlette, CEO of Terressentia Corporation, explained how participants could optimize their revenues by selling bulk and private label spirits. That was followed by a presentation by Chris Mehringer, President of Park Street, who explained how spirits companies could start a new brand even without a distillery, an approach that he referred to as an “asset-light” strategy. And Bob Paulinski MW, Head of Sourcing Wine at Coles Liquor Group, Australia explained how retailers and restaurants could grow their own private label brands.


For participants of IBWSS who wanted to follow up on those ideas after the event, there were plenty of chances to get hands-on insights by attending workshops and master classes. For example, on Day 1 Steve Burch of Radoux USA led a workshop designed to lead participants to uncover new opportunities in the bulk spirits industry. Later, on Day 2, Tim Hanni MW discussed the changing nature of consumer tastes, and how to deliver exactly what consumers wanted. “Love the wine you drink,” he told participants.


One theme that emerged at the IBWSS event was the global nature of the private label and bulk wine industry. It was also clearly demonstrated that there is a growing demand in the bulk and private label industry in the United States, this year’s IBWSS event provided plenty of opportunities for attendees to learn more about this exciting trend and how to get involved.


On Day 2 of the event, for example, wine industry professional Jeff Hansen of AH Wines led a workshop on sourcing and creating wines for the Chinese market. Hansen offered simple advice for winemakers: “Sell it first, produce it second.” And, on Day 1, Gordon Burns of ETS Laboratories led a workshop on international trade, focusing on the role of certificates of analysis (COA). As Burns suggested, these COAs may seem a bit daunting to the outsider trying to crack a new market, but they should not be a reason to put aside global expansion.


In addition to all the activity that was taking place in the main exhibition hall and the workshop sessions, there was also plenty of time for participants to network with each other and discover potential partnership opportunities. “We fully expect participants to walk away from this event with real trade deals,” said Sid Patel of Beverage Trade Network.


Speakers at the event included the following: Deborah Parker Wong, wine industry journalist and judge; Donna Hartman, attorney at OlenderFeldman LLP; Lewis Perdue of Wine Industry Insight; wine expert Tim Hanni MW; Steve Fredericks, President of Turrentine Brokerage; Nat DiBuduo, President of Allied Grape Growers; Earl Hewlette, CEO of Terressentia Corporation; Chris Mehringer, President of Park Street; Bob Paulinski MW, Head of Sourcing Wine at Coles Liquor Group; Damien Wilson, Chair of Wine Business Education; John Beaudette, President and CEO of MHW, Ltd.; and Thomas Barfoed, Managing Director of JF Hillebrand USA.



Danny Saltzman from Breakthru Beverage Group mentioned that it was “Great execution and overall conference so far.  I am certainly excited for tomorrows agenda.”


Bree Boskov MW from Oregon Wine: IBWSS was an insightful conference, especially regarding the premiumization of high-quality grapes and wine.


What our exhibitors liked about IBWSS:


“Attendees are professional, here to do business.”


“Nice staff, easy to navigate facility, very good turnout for a new event and simple setup.”


“We met good quality buyers. Good representation in all the categories we were looking for - bulk, bottle and brand.”


“The number of buyers.”


“We sold wine!”


About the IBWSS


The International Bulk Wine and Spirits Show is an annual trade show and conference, open to trade professionals only, which takes place in San Francisco. IBWSS attendees include wineries, distilleries, importers, distributors, national and regional chains, and brokerage firms. The next edition of the show is to be held on 24 & 25 January at the Royal Horticultural Halls in London.


About Beverage Trade Network


Beverage Trade Network is the leading platform dedicated to connecting the global beverage industBeverage Trade Network also hosts events in London and New York.


Day 1 Highlights From the IBWSS in San Francisco

The International Bulk Wine & Spirits Show (IBWSS) kicked off in San Francisco on July 26 with a packed exhibition hall and a keynote address from Bobby Koch, President and CEO of the Wine Institute. That led to a full day of presentations, workshops and master classes from some of the top names in the bulk wine and spirits industry.

The question on everyone’s mind at the event, of course, was: “How can my business make the most out of being involved with the bulk wine and spirits industry?” For some participants, it meant mingling on the showroom floor with the 80 international and domestic exhibitors, who were ready and willing to share their advice on how to take advantage of opportunities in the bulk wine and spirits industry offering trade prospects and private label services. These exhibitors included some from nearby California wine-growing regions as well as some foreign exhibitors from as far away as Chile and Australia.









Click image for video of opening.


Visitors shifted their focus between the Tasting Floor and the series of presentations and workshops at the South San Francisco Conference Center designed to give participants a deep-dive into the world of bulk wine and spirits. Deborah Parker Wong, a wine industry journalist and judge, set the tone for the day with a presentation on “How to deliver successful bulk wine programs.” As she noted, the global bulk market is becoming more fluid, and that’s changing the go-to-market strategies for many wineries.


That was followed up with presentations designed to cover specialized issues related to the bulk wine industry – everything from marketing to legal issues to pricing. The final presentation of the day came from Nat DiBuduo, President of Allied Grape Growers, who went into detail on how current grape supply and demand impacts the industry, using the example of Pinot Grigio. As he suggested, many wineries get involved in the bulk wine industry because the shifting conditions of supply and demand make it imperative to explore new market approaches.



Day 1 of the IBWSS also included three workshops designed to help wineries and winemakers already involved in the bulk wine industry to develop their expertise even further. For example, winemaker Clark Smith led a master class on postmodern winemaking, in which he described why values like openness, mutual respect and authentic dialogue are so important for today’s winemakers to reach consumers. Steve Burch of Radoux USA followed up with a workshop on how spirits brand owners and distilleries can take advantage of opportunities within the bulk spirits industry, including learning how to make their own apertif for the consumer market.


And, for winemakers trying to negotiate the intricacies of shipping their bulk wines across national borders, Gordon Burns of ETS Laboratories led a workshop on how to use certificates of analysis (COAs) in international trade. As Burns pointed out, wine is an inherently safe product, so many of the COAs now required as part of international trade deals might not really be needed. The goal should be cutting down on the number of certificates required, not demanding more of them. However, when COAs are required, it’s paramount to ensure quality results, usually by having the certificates of analysis done by an accredited laboratory.



As the final workshop came to a close, participants milled back out on the exhibition floor of the South San Francisco Conference Center, eager to put their new knowledge to work. Join us on Day 2 of the IBWSS as we hear from another full slate of speakers and workshop participants on topics related to the world of bulk wine and spirits.

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New Zealand showcased as a world-class wine producer

New Zealand was under the spotlight as a world-class wine producer In January 2017 with an influx of international media and wine trade arriving to attend a series of events that showcased the country’s diverse regions and wine styles. New Zealand Winegrowers hosted over 90 international wine experts from around 20 countries at several events across the country including the Aromatics Symposium in Nelson, Pinot Noir NZ 2017 in Wellington, and Classic Reds in Hawke’s Bay.

“Our guests came to discover what makes New Zealand such a unique place to grow grapes and explore the evolution in our wine styles” said Philip Gregan, CEO of New Zealand Winegrowers. “New Zealand may produce less than 1 per cent of the world’s wine but we are attracting serious global attention. The events come at a time when New Zealand wine exports are riding high, exceeding a record $1.6 billion”. “We are confident the upcoming events will continue to fuel the interest in our world-class Pinot Noir, Sauvignon Blanc, Chardonnay, Riesling, Syrah and much more. New Zealand is ready to shine”.

New Zealand wine is exported to more than 90 countries, and is New Zealand’s 6th largest export

• Around 285 million bottles of New Zealand wine were exported in 2016. • 37,129 ha of wine grapes are planted in New Zealand.
• 7,919 ha are red wine varieties, 29,210 ha are white wine varieties.



New Zealand Winegrowers welcomes Trade Agenda 2030

New Zealand Winegrowers has warmly welcomed today’s announcement by the Prime Minister of the government’s new vision for trade strategy outlined in Trade Agenda 2030.

The shifts in trade policy will help increase the resilience of the New Zealand wine sector by creating more opportunities to grow exports and diversify markets said Jeffrey Clarke, General Manager Advocacy at New Zealand Winegrowers.

“Extending the coverage of quality free trade agreements and reducing non-tariff-barriers will ensure the wine industry continues to benefit from the open and rules-based trading conditions that have underpinned our success.”

“We also welcome the investment of an additional $91 million into the government’s trade architecture to make sure New Zealand can deliver on the aspirations of the trade agenda.” New Zealand wine exports have reached a record high and now stand at $1.61 billion up 5% for the year end January 2017. New Zealand wine is exported to more than 90 countries, and is New Zealand’s 7th largest export good. The industry is working towards a goal of $2 billion of exports in 2020.




New Zealand now top 3 wine import into USA by value

The value of New Zealand wine imported into the US has grown significantly in the past 12 months according to a recent Gomberg Fredrikson Report.


In 2016 the total value of New Zealand wine imported into the US reached US$400 million, now only surpassed by Italy (US$1,960 million) and France (US$1,589 million).


“To be third ranking in terms of value in the world’s largest wine market is outstanding, especially given New Zealand produces less than one per cent of the world’s wine”, said Philip Gregan, CEO of New Zealand Winegrowers.


New Zealand wine, especially Sauvignon Blanc, is very popular in the US and continues to grow at a rate much faster than the total market said Jon Moramarco, owner of The Gomberg Fredrikson Report.


“The growth doesn’t surprise me, just because of the quality and value of what New Zealand has to offer.” New Zealand wine exports have reached a record high and now stand at $1.61 billion up 5% for the year end January 2017. New Zealand wine is exported to more than 90 countries, and is New Zealand’s 7 th largest export good.



• The Gomberg Fredrikson Report looks at month by month and year by year import figures provided by the US Department of Commerce along with data from US Customs.

• The US is the world’s largest and most competitive wine market. It became New Zealand’s largest market in 2015 overtaking the UK and Australia.




New Zealand Winegrowers releases first Sustainability Report


New Zealand Winegrowers has released the first ever report on the wine sector’s achievements in sustainability. The Report presents data collected from vineyard and winery members of Sustainable Winegrowing New Zealand – one of the first and world-leading sustainability programmes in the international wine sector.


The Sustainability Report highlights actions undertaken by the wine industry such as enhancing biodiversity, reducing and recycling by-products, optimising water and energy use, investing in people, protecting soil, and reducing agrichemical use.


In 2016, 98 percent of New Zealand’s vineyard area was certified by Sustainable Winegrowing New Zealand, and around 7 percent of vineyards operated under certified organic programmes, said Philip Gregan, CEO of New Zealand Winegrowers. “Wine producers from north to south are committed to protecting the unique places that make New Zealand’s famous wines. The Report illustrates the widespread participation in Sustainable Winegrowing New Zealand, and highlights some of the direct benefits of the programme.” “A core philosophy of the Sustainable Winegrowing New Zealand programme is continual improvement and the data presented in this Report will help us benchmark our achievements in the coming years.”




• The New Zealand Winegrowers Sustainability Report can be downloaded here: http://www.nzwine.com/media-centre/downloads/

• 98% of New Zealand’s vineyard area was certified by Sustainable Winegrowing New Zealand in 2016. This equates to 35,558 Ha.

• 7% of New Zealand’s vineyard area was certified by independently audited organic programmes in 2016.

• Some wineries and vineyards choose to participate in more than one programme, for example they may be members of Sustainable Winegrowing New Zealand and be certified as organic and/or biodynamic.

• The Sustainable Winegrowing New Zealand programme is based on adherence to standards and guidelines used by the International Organisation of Vine and Wine.

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