Notes from the seminar by Rosie Davenport (editor Off Licence News) at SITT Manchester

Independents are classed as shops that have at least 80% turnover from wine and to survive they need to have quality wines and great staff; customer service is paramount. Their average turnover is £500,000 or £250 million for the whole section and this represents 4% of the UK wine market. There are over 360 operators in the UK.

The favourite regions that independents buy most of their wine from are France, Australia and Italy (with a jump in sales of Prosecco and Pinot Grigio still selling well). They have around 10% that cross over into the supermarket sector – mainly champagnes like Moët and Chandon. Their average bottle price has gone up from £7.24 in 2008 to £8.25 in 2010. Included in that rise is the 3% increase in duty. But surprisingly most are not importing themselves because of the European exchange rate and are mainly buying from agents.

Promotions

Most of the independents had promotions last year. 84% of them had tastings and said that was the best promotion tool they have. Some do case deals and multi-buys; displays can entice people in. Because of last years demise of First Quench, 85% of outlets said that they had greater footfall. 24% more people have been coming in to purchase higher priced wines, 29% to purchase value wines and 75% of people come in for a more diverse wine. A lot of independents are now selling wines online – this has brought in 5.5% of sales and is still growing.

Main challenges for this year again are currency, duty rises, economy and getting people to come in more from supermarkets. A lot of them are expecting a good year with more growing confidence and expect to sell more premium wines.

© Paul Quinn 2010

SITT will be the first opportunity for Charles Taylor Wines to show new agency wines from Les Caves de Rauzan.

We are also very lucky to be joined by a whole host of producers, including:

Bodegas Luzon will join Wine Treasury at both venues.

Diogo Campilho from Quinta da Lagoalva will be joining Casa Leal in London.

Carol Maggs of Seidelberg Estate in South Africa and Sam Lockyer of Forrest Estate in New Zealand will be at both tastings with Haughtons/Adnams.

Returning after a couple of year’s absence, SWiG will be joined at both tastings by Adi Badenhorst, former head winemaker at Rustenberg. He will be showing his new range of family wines which are made from Rhone and Loire varieties. They are considered to be the future of South African winemaking.

For the first time in the UK SWig will also be showing the ‘Best Victorian Pinot Noir’ made by Tom Carson during his maiden vintage at Yabby Lake.

The legendary Larry McKenna will be with Seckford Agencies at both venues. The pioneer of New Zealand Pinot Noir.

Huber de Billy, Champagne Pol Roger will be in both London and Manchester.

Filipa Pato will be joining Clark Foyster at the London tasting.

New exhibitor Terroir Languedoc will be showing wine from new agency Domaine les Aurelles, the bio certified Domaine de Clovallon and the entry level cuvée from Pascal Fulla at Le Mas de L’Ecriture.

Jorje Maslakievicz, owner and winemaker of Domaine St Ferreol, Coteaux de Languedoc will be with Peter Osborne Fine Wines in London.   Jorje makes one of the finest Viogniers in the Languedoc, some consider on a par with great Condrieus of the N. Rhone.

10am: The SITT Seminar

Planning and action:

10.00-10.50: Join Rosie Davenport, the highly respected editor of Off Licence News to discover OLN’s latest research into the independent sector. Maximise opportunities presented and add your views to the debate with key speakers from Wines of California and the independent merchant category.

10.50-11.10: Top tips on how succeed and get yourself noticed on-line in 2010 from Social Media Specialists, Catavino.

“Social Media Speed dating” with Catavino (please pre-register your 15 minute slot with alison@jkmarketing.co.uk or tel: 01829 720130

Need help with your web site? Don’t understand how to tweet? And blogging – now what’s that all about?. Well at SITT you can book a 15 minute slot with international wine blogger and writer Ryan Opaz who we are shipping in especially from Spain to help you out with any social media queries you may have.

The speed dating initiative is designed to give you, the independent retailer or restaurant, an opportunity to build your relationship with the following generic bodies:

Chile, New Zealand, Portugal, and new to SITT this year, Sud de France and the Wine Institute of California.

The generic bodies are not allowed to show wines at SITT; they have to offer something to benefit the independent sector whether that be as exciting as a trip, financial incentives for organising promotional activity, and competitions or it could as simple as introducing new POS.