Tag Archive - wine

Give them Access, They Will Talk

May 24, 2010 in marketing with 3 Comments

Last week, the London International Wine Fair (#LIWF) saw the arrival of a new breed of exhibitor. This one was called “The Access Zone”.

The Access Zone was a combination of Press Office, Lecture Theatre, Consultancy Office, Networking Zone, Business Centre, Free Wi-Fi Spot and Sales Platform.

Instead of a stand being directed by a single company or brand, or acting as a neutral information or service point, The Access Zone was a place where ideas were exchanged, wines tasted and business contacts made. In many ways it was an exhibition within an exhibition. You can read some of the results here (thanks to @gabriellaopaz)

The organisers of the LIWF invited Ryan & Gabriella Opaz of Catavino.net, and my partners in The European Wine Bloggers Conference (EWBC), to help put together a site dedicated to Social Media in the wine business as part of the main event. This ‘hub’ was then home to all sorts of individuals and companies that wanted to explore the possibilities of social media for promoting wine, including this site as one of the main sponsors.

The users determined the content

What made this stand different was that all sorts of people in the trade were invited to give talks relating to social media tools and strategies. There were interactive talks on using facebook for wineries, wine fault seminars, promoting films, wine blending, personal branding (my own contribution), the launch of the EWBC 2010 in Austria, and more. The USERS determined the content, then stayed there to help others. It was about bringing our online social networks to life, and as such it was important to have the right people at the centre who could motivate and attract an interesting group of friends.

What did we discover? Well, in a show affected by the economic downturn and volcanic ash related travel woes, it was good to have a positive message to discuss. This was especially true online, but also in the trade press. The wine business is very interested in the potential of social media, but still uncertain as to how to achieve this. Having people there, not just us ‘consultants’, but practitioners, brands with experience and brands who invest in social marketing, they were able to get a better overall picture.

The stand was always busy, with a variety of bigger and smaller exhibitors coming to attend talks or meet someone on the stand, including generic wine bodies, wine journalists and winemakers. The stand also hosted Naked Wines‘ spectacular selection process where their ‘angels’ selected a wine (video) to import which then sold out in less than 24 hours! (more videos here)

The Access Zone is not necessarily a model for every future exhibition. In reality, embracing social media is something ALL exhibitors should do, but while adoption is still very low and exhibitors and visitors are interested in learning more in a non-commercial atmosphere, the Access Zone model is probably one that more exhibitions around the world should emulate. I suspect that many other wine events will now look to have such a space, and will invite key players from around the globe to fill it.

Did you come along? What did you think? Worth repeating? Was there other content you would have liked to see?

Well done James!

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Is there a Grand Cru in your future?

May 17, 2010 in marketing with 0 Comments

1976, BA begins Concorde flights

Another classic that failed to keep up with the times? Image via Wikipedia

I went to a great tasting event not that long ago, but the kind of “trade” tasting that has me scratching my head. Who goes to these things, and what do they achieve?

“Trade” tastings are officially intended to offer insights into certain wines (by region, style, importer) etc. to those whose job it is to buy, promote, review, or sell wines. However, this definition encompasses a great many people, and the reality is that they are mainly about reaching out hopefully to try and find an audience and champion, and avoid too many people coming simply for the free booze.

The problem is that they cost a LOT and achieve rather less, and the biggest issue is that many of the people there selling their wines don’t know what they want to achieve.

Anyway, the tasting in question was the Union des Grands Crus de Chablis (I’ve linked this, but since the site has not been updated since 2008, not much point clicking through). An organisation of some of the best producers of a marvellous style of wine, Chablis, representing the top fraction of wine produced in what is already a tiny region in France. The thing is, those who are invited all KNOW they are great. Why spend so much money hiring a room, marketing an event, flying over and pouring free samples in order to tell us so?

In order to try and work out what they were hoping to achieve, I asked most of the producers there who they thought their customers are. I got two “stock” answers:

  1. Slightly older consumers, already well off, who know what they like, buying these wines in top restaurants
  2. Those who recognise that Grand Cru Chablis is “better value that other top White Burgundies”

Well, the second answer is just ridiculous. Buying my own Boeing 747 might be cheaper than running my own private Concorde, but I still can get around the world quite easily without either.

The first is more worrying. Not only does it show a worrying lack of any understanding of the nature and motivation of those who choose £30-£50+ bottles of wine, but those folks are disappearing!

Being almost 40 (shock!) I remember a time about 20 years ago when ordering a “Chablis” was still a demonstration of great wine knowledge. When faced with hundreds of French & Italian wine options, knowing this one word made a great difference. These drinkers, trained on this style, were then more likely to ‘trade up’ to Chablis Premier Cru for special occasions, and eventually maybe discover Chablis Grand Cru as the boom-time bank accounts allowed.

The problem is that keen wine novices are no longer weaned on Chablis, and these are no longer boom times. Choices in general are much better, better value and more varied. Ordering a bottle of Chablis is no longer the ‘quality default’ it used to be.

The Chablis consumer pipeline is drying up.

“Classic” wine regions that simply rest on their laurels can become outmoded and struggle to become relevant again. Think about Sherry, Madeira and others . I’m not saying Chablis will disappear, but will it become sidelined?

The time has come for several things:

  • Cooperate! Producers need to work together, properly, to promote regions and their brands. Regionality is a key differentiator in wine that needs better promotion, and the benefits only come if producers can communicate its distinctiveness.
  • Invest! Investing in marketing and working out who the customer is and what motivates them – then work out how to reach them.
  • Engage! Stop preaching to the converted at cosy trade events, and reach out to consumers. If people want to buy the wine, the trade sales will follow. Two year old websites are an embarrassment.
  • Stay relevant! See these wines in a much broader, modern, context – understand that consumers have many more options.

Hopefully a new generation of consumers can be reminded that Chablis wines ARE distinctive and delicious, and that exploring them can be rewarding, but the UGCC must get its act together if these new customers are to arrive before the current crop die out.

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Turning Wii into Wine

May 14, 2010 in marketing with 12 Comments

Wii and Wine

I’m guessing that you’ve heard of the Wii? A large number of you will own one, or someone in your family will. I know mine do – they ALL do in fact. I’m also guessing that until the Wii came out, many of those who now have one would not have said they would be buying a games console.

Did you realise that the Nintendo Wii has almost 50% market share of games consoles around the world? That’s almost 70 MILLION Wii units in houses across the globe. I didn’t. Now, I’m not a gamer, and you probably aren’t either, so WHO CARES?

Answer: Any business who wants to go from nowhere to 50% share in 3 years should care, really!

So what helped to change their minds?

Was it the graphics speed? Was it the control device (wiimote)? Was it the funny name? Was it the design of the console itself that was so desirable? Was it because it loaded faster, or more easily? Was it made by special kinds of robots, or with particular components? Was it because it won all sorts of awards?

I doubt it.

Most importantly, what are the lessons to be learned for wine? Simple. It is about Benefits & Features. Nintendo didn’t just try to steal market share from competitors, they set out to “get new people playing games” [from Wikipedia].

While Sony & Microsoft tried to out-do each other in innovations of features that were important to gamers (graphics, sound, movie tie-ins), Nintendo focused on making their product fit into our lives. Yours and mine.

To this audience, the features of the Wii, or any games console, were immaterial. This audience simply had no reason to want to play games involving shooting zombies or scoring goals.

So was the brilliant thing the Wii did then? They convinced us that it wasn’t a games console, it was a family entertainment tool AND a fitness aid.

BRILLIANT!

They stopped talking about Features and found new Benefits.

I could go on (many gaming sites don’t seem to understand this issue either it seems), but lets get back to wine.

How many times have you read: “Handpicked”, “Careful selection”, “de-stemming”, “french oak”, “tannins”, “fruit”, etc. on a wine label? Pretty much EVERY time. These are FEATURES of the wine, and not only that, they rarely vary from one wine to another.

We (all) happen to have palates that can distinguish minute chemical differences between these wines, which is just as well, because in terms of message, wine brands are virtually indistinguishable from each other.

What could you say about your wine, or the wine in your glass, if you couldn’t talk about ANY features and only mention benefits? Most of us would struggle, because the only benefits we are used to talking about are “being more social” and, ultimately, inebriation.

Wine does not have a ready-made lexicon of terms for the benefits of this product, but it MUST develop one if it is to reach out to consumers and make wine relevant to them. Only the most creative, brave and switched-on brands will have the capacity to drive this forward, and the problem is that these are very few and far-between at the moment.

However, this is not just a money game. What is interesting is that this problem *might* be resolved by throwing lots of money at it; recruiting global advertising agencies, research bodies, copywriters, media buyers and more. It might also be resolved by speaking to consumers and actually asking them what the wine brand means to them, and that is where clever, lucky and energetic wineries with social media strategies can actually benefit.

Who knows if this will happen. I feel strongly that it is something that the wine business needs to resolve. We cannot continue to flog the dead horse of today’s wine messages. We are not reaching the consumer and the business is suffering.

I’m off to play Wii Tennis with my kids and get fit. What about you? Still drinking that stuff made from hand-picked grapes stuffed in wooden barrels for ages? Boring!

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Packaging: think green, but what about the wine?

May 13, 2010 in packaging with 1 Comment

I’ve often looked at innovations in wine packaging on the blog. There are two reasons for this:

  1. Innovations might appeal to the imagination of consumers and give them new reasons and opportunities to explore wine
  2. The wine business, like all others, needs to move with the times and ‘go green(er)’
  3. (and I quite like checking out new things .. oh, wait, that’s 3!)

When producers innovate with their packaging, moving away from heavy glass towards recyclable plastic or tetra-pack containers, or using new closures such as screwcaps or glass stoppers, we should applaud them for their concerns and their commitment.

But what about the effect on the wine?

Would you drink wine from a plastic bottle, can or carton?

Sample bottles

When it comes to some changes, such as the use of screwcaps instead of cork, research has already demonstrated the many potential benefits to the wine itself (in certain conditions). It has actually also helped to improve the cork business and fostered innovation there too.

However, plastic bottles are another issue, and one that has not been explored scientifically until now (that I know of).

So, why use ‘plastic’ bottles? The main arguments are:

  • They are MUCH lighter, so transport costs (and therefore the ‘carbon footprint‘ of the bottle) are much reduced
  • Certain plastics are less energy intensive to produce and recycle than glass
  • The demand for recycled green glass is not high (in UK), so let’s focus away from it
  • Usually used where wine is shipped “in bulk” to modern plants near where the wine will be bought, and not in inefficient small lots in wineries around the world
  • Better from a health & safety perspective (fewer bits of broken glass)

If all else was the same, then it would seem sensible, right?

The problem, all else does not seem to be exactly the same, but until now wine experts could be accused of being ‘snobbish’ about these bottles if they criticised them. However, the Institut des Sciences de la Vigne et du Vin (ISVV) in Bordeaux are conducting a long-term study on the effect of different wine containers on the same red & white wines.

The ISVV packaged the same wines in large & small bottles of glass, two types of plastic bottle (single PET and multi-layer PET) and also in a 3L Bag-in-Box. It is still early days, but there are some key and obvious results already after 12 months. If you are interested, the overview presentation is included here (but I list some key observations below)

Does the packaging of the future match the future needs of wine?

View more presentations from Lisa Twidell.

For white wines, the cheapest and lightest plastic (single-layer PET) shows dramatic deterioration compared to glass. This is confirmed by the ISVV tasters observations and scientific analysis (and my own tasting). In fact, for the smallest bottles (187ml) the damage starts after only 3 months with oxygen levels increasing (oxidation) and the protective SO2 (sulphur dioxide) levels decreasing rapidly after 6 months. In summary, it would seem that these bottles are really not suitable for white wines for more than a few weeks, not months.

The situation is not much better for more expensive multi-layer PET or bag in box, but in any case there is a marked difference of all alternatives compared to glass.

The results are less conclusive for red wines – so far. It does look like a similar pattern will hold true, but it takes longer to be noticeable on red wines I guess.

The ISVV could not include other alternatives such as tetra-pack or wine pouches as they could not put the same wine they used in the study in these formats.

I can’t say any of these conclusions comes as a great surprise to me, but it is good to have some sort of numbers and ‘evidence’ to point to. Thinner plastic bottles that flex more are more likely to create opportunities for gasses to get in/out of the bottle, and wine is a very delicate product. Smaller bottles will suffer proportionally more as the volume of wine is smaller. A delicate white wine will suffer from oxidation faster than a more robust red.

So, should we simply stop experimenting and stick to glass?

Not at all. We need to continue to innovate and look for opportunities to make changes that will help consumers, be better for the environment and be better value for producers. However, the wine itself should not suffer.

So, next time you are shopping for wine (for example, see below for announcements by M&S), will you be tempted by the plastic bottle? What would make you try them?

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Where on Earth?

May 4, 2010 in wine conversation with 0 Comments

SIngapore Under Construction Sign
Image by hellochris via Flickr

It is has been too quiet here recently. I did have some amazing ideas for posts, but none have made it past the draft stage yet. Sorry!

My intention is to keep the main part of this blog for more general wine marketing and communications topics, and to keep details of the wine events that I attend in a separate area. One day soon I shall integrate them here properly (a site redesign is underway). However, I have already started writing about some of my wine and food experiences in the last few weeks.

In case you have missed them, there are two ways to read some of these:

  1. Click on the “thirstforwine” tab above and get a snapshot of tweets, posts, videos and photos that I am posting on a daily basis
  2. Visit thirstforwine.posterous.com – my new way of sharing details of some of the interesting wine and food experiences I come across

Here are a few of my recent favourites that I hope you’ll enjoy:

Back soon!

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