New Zealand Wine Marketing Programme 2015-2016

New Zealand WineMARKETING PROGRAMME 2015-2016

New Zealand Winegrowers I nzwine.com/members

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BETWEEN YOU AND A GREATNEW ZEALAND WINE

O-I NEW ZEALAND HAS ACTIVELY SUPPORTED THE GROWTH AND DEVELOPMENT OF THE NEW ZEALAND WINE INDUSTRY FOR MANY YEARS.

Kia Ora and Welcome to the Marketing Programme for 2015-2016

NEW ZEALAND BASED TEAM

INTERNATIONAL TEAM

Chris Yorke Global Marketing Director

09 306 5551 021 419 194

[email protected]

Anne-Marie McKenzie Marketing Projects Manager

09 306 5550 021 306 550

[email protected]

USA San FranciscoDavid Strada

+1 415 567 [email protected]

USA New YorkRanit Librach


AsiaNatalie Potts

+852 2511 [email protected]

UK, Ireland & EuropeChris Stroud


CanadaRobert Ketchin


Australia Natalie Corkery

+61 3 961 47577 [email protected]

Felicity Johnston Global Marketing Executive

09 306 5645 021 552 173

[email protected]

Jennifer Duncan-Marsh Marketing Office Administrator

09 306 [email protected]

Cover Image: Drew Lambert Australian Wine Blogger - Matthew Jukes Masterclass, Sydney 2014

USEFUL TIPS

- KEEP your Brand Profile information up to date via the New Zealand wine portal

(portal.nzwine.com).

- We use the information you provide on which markets you have or are seeking

distribution in when considering wine selection for seminars, masterclasses and

education programmes, and when planning itineraries for visiting trade and media.

We also use this information to determine who to send important market-specific

updates to.

- It is also a good idea to include Twitter feeds, Facebook feeds, videos, images and

sustainability stories on your Brand Profile, to tell your story on nzwine.com.

- If you do not have your username and password for the nzwine portal, please

contact Jennifer Duncan-Marsh, [email protected].

- SUBMIT your wines for our biannual blind tastings. These tastings are where we

source the wines we use in our international seminars, masterclasses and education

programmes.

- MAKE USE OF the market information

made available to you. The information we

provide is an excellent tool for gaining an

understanding of new markets, improving

your understanding of existing markets, and

making informed business decisions. This

information is available in the Marketing

section of nzwine.com/members. Contact

[email protected] if you don’t have your

login details.

- USE the New Zealand Wine collateral to

ensure a unified New Zealand wine message

in markets. Our current collateral and order

information is available on nzwine.com/

members, or can be downloaded for free

from the members Toolkit page.

- LET US KNOW when you are travelling! Having winemakers, viticulturists and

winery principals in market, and in direct contact with relevant trade, media and

consumers is invaluable, and adds real substance to seminars, masterclasses and

promotions.

- MAKE SURE your vintage 2010 wines onwards are registered as sustainable

on the New Zealand Wine Registration website (nzwineregistration.com). Any 2010

or later vintage wines must be registered as 100% sustainable for participation in

any New Zealand Winegrowers Marketing activity.

GLOBAL EVENTSIn addition to what you already receive as a levy-paying member of New Zealand Winegrowers,

there are supplementary events and promotions in all of our international markets. This is a user pays

scheme, and as such is voluntary. If you are interested in being involved in the events please see your

Global Events Booklet, or go to nzwinemarketing.com.

INTRODUCTION

Welcome to your guide on how to get the most out of Marketing from New Zealand Winegrowers

As you can see from the enclosed it will be a busy year and we have lots of exciting

activities planned.

Some highlights from last year and plans for this year:

Trade and Media Visits:- Last year we brought 73 visitors to New Zealand and NZ$5 million of media

coverage was generated from visitors

- The key focus this year will be bringing at least 84 top quality media and trade

visitors, primarily to the International Sauvignon Blanc Celebration 2016, the

Chardonnay and Sparkling Symposium, and then to other regions

Seminars & Masterclasses- Last year 68 seminars and masterclasses featured over 550 different wines to over

6,000 attendees

- This year our focus will be utilising the visitors to Sauvignon 2016 and the

Chardonnay and Sparkling Symposium, to spread the message to their peers with

particular focus on ProWein, Vinexpo Hong Kong and the USA

Information to Members- There will be a continued focus on sourcing a wealth of market data and reports

including Euromonitor and Nielsen, as well as maps, varietal and regional guides,

presentations, etc

- Go to nzwine.com/members – the chance is that what you are looking for is on

there!

Partnerships- We continue to work with NZTE in Europe and China and have global Memoranda

of Understanding with Air New Zealand and Tourism New Zealand to extend our

marketing reach

Here’s to a great year, and here’s to the All Blacks going Back to Back in October!

Cheers,

Chris Yorke

Global Marketing Director

Published by New Zealand Winegrowers, for our members.

Editor: Felicity Johnston

Designer: Lilly Johnson

Contributors: Felicity Johnston, Chris Yorke, Anne-Marie Mckenzie, David Strada, Ranit Librach, Natalie Potts, Chris Stroud, Robert Ketchin, Anik Gaumond & Natalie Corkery

Information contained in this publication is correct at the time of printing and while care and diligence has been taken in the preparation of this magazine, we are all human and mistakes can happen. If you find an error please give yourself a pat on the back and drop us an email.

facebook.com/newzealandwinegrowers

@nzwine #nzwine

New Zealand Winegrowers would like to thank the following organisations for their ongoing support of

the New Zealand Wine Marketing Programme:


If you have any queries on the International

Visit Programme please contact

Anne-Marie McKenzie, Marketing Projects

Manager, on 09 306 5550 or

[email protected]

INTERNATIONAL VISIT PROGRAMME

THE YEAR IN REVIEWDuring the 2014-2015 programme year, New Zealand Winegrowers has again conducted a highly successful International Visit Programme with 73 leading media and trade influencers hosted on 701 individual winery visits and 134 regional overviews.

The visitors originated from 15 markets, with the highest number (42) from Asian markets, due primarily to the ongoing support from NZTE in China, as well as joint initiatives with Tourism New Zealand on visitors from Hong Kong and Singapore. New Zealand Winegrowers also worked with NZTE on Northern European visitors, and Air New Zealand on joint initiatives for USA visitors. Ten guests were hosted as part of the Sustainability Communications Strategy and a further six (mainly buyers) via the User Pays programme.

With the industry’s limited advertising spend the resultant press coverage from these visits has been a powerful tool in driving awareness and sales of New Zealand wines. To date, visitors from 2014-2015 have already produced coverage with an estimated advertising value of NZ$2.3 million (print only) and a circulation of 12.7 million. And we are still reaping the rewards from visitors in 2013-2014, with coverage having now risen to $6.2 million with a print circulation of 11.4 million circulation. This means $5 million of coverage was generated last year.

The post visit surveys highlight the guests’ enthusiasm for the industry, people and wines, plus the execution of the visits by New Zealand Winegrowers. You can see the coverage, post visit surveys and quarterly summaries for the International Visit Programme in the Marketing section of nzwine.com/members.

THE YEAR AHEADIn 2015-2016 the key focus for the programme will be on bringing international media and trade influencers to the inaugural International Sauvignon Blanc Celebration 2016 (ISBC 2016), taking place in Blenheim from the 1st to the 3rd of February, as well as the Chardonnay and Sparkling Symposium, in Gisborne on 4th and 5th of February. We are planning to host 84 people during the year, and a possible eight more via the Sustainability Communications Strategy and User Pays. 73 of the guests will attend ISBC 2016 and the Chardonnay and Sparkling Symposium.

Whilst a high number of guests will still come from Asia (23) thanks in large part to the NZTE support, increased New Zealand Winegrowers funding has been allocated to our key markets of Australia, the USA and the UK in particular, to boost visitor numbers to 18, 16 and 15 respectively.

BACKGROUND TO THE INTERNATIONAL VISIT PROGRAMMEFunding

For guests who New Zealand Winegrowers specifically target and fully fund, the monies are raised on a user pays basis, with slots on an itinerary purchased by a combination of New Zealand Winegrowers (with levy funds) and wineries. Where NZTE co-fund guests from China and Northern Europe, it means a substantially reduced visit fee. The slots purchased by New Zealand Winegrowers encompass overview tastings, regional tastings, introductory/farewell sessions, leisure time activities etc. When appropriate New Zealand Winegrowers will also buy slots for guests to attend key regionally and nationally significant events (e.g. International Sauvignon Blanc Celebration 2016, Chardonnay & Sparkling Symposium 2016, Pinot Noir 2017, Bragato). This dual funding approach of levy and winery funds stems from the rationale that both industry and individual brand benefit is derived from subsequent press coverage and sales.

For ad hoc visits where media approach New Zealand Winegrowers seeking assistance, often they will pay their own flights and all the domestic and organisational costs are covered via the user pays system as per the above, with New Zealand Winegrowers and wineries purchasing slots. Most trade buyer trips are funded by their companies, with the domestic costs covered by wineries on the itineraries or included in tastings on a user pays basis.

Daniel Honan, Australian Wine Blogger

New Zealand Wine Marketing Programme 2015-2016

Inclusion of Wineries on Itineraries

As the first step in selecting wineries, the guests are asked to forward a wish list of wineries they would like to see. They are supplied with a list of exporters from their respective market in advance to aid this selection. Please note, New Zealand Winegrowers uses the Brand Profile reports from the New Zealand wine portal (portal.nzwine.com) as the primary source to ascertain who is in a particular market/seeking to be in a particular market. Please ensure you keep your profile up to date. In order that we have flexibility to introduce the guest to less familiar wineries, we try and ensure that wineries from their wish list do not completely fill the itinerary. Regional tastings are also included where possible on the itineraries to enable a greater number of wineries to gain exposure, plus ensure the visitor has a solid, representative overview of the region.

With visitors from China and Northern Europe where we are working with NZTE, clients are automatically rotated on itineraries.

Make sure sure you complete your Brand Profile on the New Zealand wine portal to facilitate inclusion on an itinerary.

Formulation and Execution of itineraries

All itineraries are issued on nzwinemarketing.com which facilitates the administration of the visits as well as presents a professional interface to the guest. The sophisticated reporting mechanisms within the site eliminate any risk of visit clashes, and allow full analysis of visits by region, winery and guest.

On return from the visit, local market managers issue a post trip survey to the guest and monitor the fruition of the planned outcomes.

TIPS FOR HOSTING VIP GUESTSThe visit slots are effectively your opportunity to ‘advertise’ your company in a memorable, creative and enjoyable manner with the aim of generating media coverage or sales as a direct result of the visit. You therefore need to plan and use the time as effectively as possible to achieve this result. To do this, you need to ensure you are familiar with the guest’s background, visit aims and requirements (included in the visit proposal), so you can tailor the visit properly to meet their needs. Ensure the right people are available to host, and full pricing/agent details are available (in soft copy). Show a selection of wines which best meet their needs and tell your story. Make your visit memorable in terms of what you show, where you show it and how you show it. They have all seen a lot of winery interiors so get out and about on your property or the nearby surrounds. Hands-on involvement can go down well.

Make your visit memorable

Daniel Honan, Australian Wine Blogger


SEMINARS & MASTERCLASSES

THE YEAR IN REVIEWThroughout the 2014-2015 programme year, 68 seminars, masterclasses, education

programmes and themed tables were conducted, across all major markets, to over 6,000

international trade and media. Over 550 different New Zealand wines were poured, from

over 200 different New Zealand wineries. Post seminar surveys confirm almost 100%

satisfaction amongst attendees; for the seminars overall, the speakers, the wines, and the

materials. In China and Mainland Europe, the seminars and masterclasses were supported

by NZTE and the collaborative relationship in these markets.

THE YEAR AHEADDuring 2015-2016 New Zealand Winegrowers will fund a confirmed 60+ New Zealand

wine seminars, masterclasses, education programmes and themed tables at New Zealand

Winegrowers events, trade exhibitions and other industry events in our core markets.

Targeted, standalone masterclasses are also conducted in Tier 1 cities in major markets.

These activities are another strong tool for promoting the New Zealand wine brand and

generating positive media coverage. Additional seminars and masterclasses will be added

to the programme as oportunities arise.

THEMES

Seminar themes are developed in consultation with staff in overseas markets and are in line

with the current/future industry supply scenario. Selected themes also take into account

the previous topics covered, the nature of the audience, and the stage of development of

New Zealand wine in the market.

International Sauvignon Blanc Celebration 2016 NEW

In light of the inaugural Sauvignon Blanc Celebration in 2016, there will be a focus on

Sauvignon Blanc across our seminar and masterclass programme in 2015-2016. Please bear

this in mind when submitting your wines.


Chardonnay & Sparkling Symposium 2016 NEW

Capitalising on the trade and media in New Zealand for the Sauvignon Blanc Celebration, New

Zealand Winegrowers is organising a Chardonnay and Sparkling Symposium in Gisborne. The

Symposium will host 74 international attendees, who will participate in a full day Sparkling and

Chardonnay masterclass, showcasing the best examples of these varieties, to highly targeted

themes. The selection of wines for this opportunity will take place alongside our standard blind

tasting, with separate judges and criteria.

TARGET AUDIENCESeminars and masterclasses are conducted to relatively small targeted audiences of influential

trade, media, educators, and knowledgeable consumers.

FORMATThe formats primarily constitute:

• Amasterclassformatwithapanelofexpertpresenters

• Aself-pour,themedtableformatwithwinesset-upinflightsandpresentationsrollingonLCD

screens

Standalone masterclasses tend to be extended (up to 4 hours) and are highly detailed, often

including food and wine matching elements.

THE SELECTION PROCESSWines are selected via two blind tastings which take place in early October and mid February.

The wines are judged by teams of expert judges under standard wine competition rules.

ENTRY DETAILS AND CRITERIA FOR BLIND TASTINGS

• EntryintotheblindtastingsisopentoallNewZealandwineries.Itispreferable,thatthewines

entered are available in export markets.

• ThenextblindtastingwilltakeplaceinOctober2015andallwinerieswillreceivenotification

in early August that the proposal is available for completion on nzwinemarketing.com.

The proposal will include all details on the selected themes for the seminars, with specific

information on The Chardonnay and Sparkling Symposium themes.

• Theblindtastingisconductedintwoseparatevenues:Blenheim(forallwinesofMarlborough

origin), and Auckland (for all wines from other regions).

• Thereisnocostforenteringwinesintothetastingandwineriescansubmitasmanywinesas

they wish, for as many seminars as they wish.

• Ifselectedforaseminar,freight(exNewZealand)willbecoveredbyNewZealand

Winegrowers, provided wineries ensure the wine is supplied in time for the consolidated

shipment.

• Wineriesshouldideallybeexportingtothemarketwheretheseminarisbeingheld(some

exceptions may be made if the wine expounds the seminar theme better than any other which

is exported there, or if it is a new market).

IF YOU HAVE ANY qUERIES on the Seminar & Masterclass Programme please contact

Felicity Johnston, Global Marketing Executive, on 09 306 5645 or [email protected]


USATRADE & MEDIA VISITSNew Zealand Winegrowers will continue to host key influential members from both the

press and trade for visits to New Zealand. The focus for this year will be on and around

attendance at the International Sauvignon Blanc Celebration in February 2016. Invitations

are being extended to those who will be able to leverage the experience of their visits, place

articles, expand listings and promotions, and participate in seminars.

HIGH LEVEL MASTERCLASSESFollowing the success of our Oz Clarke masterclasses in 2014 and 2015, we intend to bring

Oz back to San Francisco and New York to host another round of these high level events.

We aim to attract A List influencers to attend and continue with the ‘Bring New Zealand to

the USA’ concept. We will host two sessions per city - the first for trade and media, and a

second session for sales representatives. The schedule has yet to be confirmed, but we are

hoping to hold these classes directly following ISBC 2016.

Along with the Oz Clarke series, we will host masterclasses in Houston, Los Angeles, Boston

and Honolulu. For these classes we will look at previous visitors to New Zealand as hosts,

along with visiting winery personnel if available in the market at those times.

SEMINARSSociety of Wine Educators Conference - August 2015

We will again be involved at the annual Society of Wine Educators conference taking place

in New Orleans in August 2015. We will hold a seminar featuring Sauvignon Blanc, hosted

by Will Costello MS. We will also participate and feature New Zealand wines across other

events taking place at the conference.

New Zealand Wine Fairs - March 2016

We will continue to host seminars in New York and San Francisco, in March 2016 around the

Wine Fairs, again building on ISBC 2016.

Hawaii - June 2016 NEW

New to 2016 we will be hosting events in Hawaii. We will hold a seminar in Honolulu, which

will be a first for New Zealand Winegrowers. We will also look to be a major participant in

the Kapalua Wine & Food Festival in Maui. We will have a New Zealand wine seminar there

and be involved in the different tastings scheduled over the course of the three day festival.

VARIETAL FESTIVALSNew Zealand Winegrowers will continue to have a presence at the different varietal festivals

taking place throughout the year: Pinot Days - San Francisco, Los Angeles, Chicago and

New York, World of Pinot Noir, and the International Alsace Varietals Festival. Participation

in these shows will allow us to showcase the quality and diversity of our wines as well as

position ourselves amongst the other top producers from around the world.


If you have any queries on the USA Marketing Programme please contact:

David Strada San Francisco +1 415 567 [email protected]

Ranit Librach New York+1 212 254 [email protected]

KEY INFLUENCER ACTIVITYAlong with our seminars, masterclasses and tastings we will also host other key

influencer activity throughout the year in order to promote brand New Zealand and

ensure we maintain contact with trade and media. We will continue with our social

media push, growing the @nzwineusa Twitter handle, and digitally expanding by

establishing a presence on Instagram. We will continue to promote #SauvBlanc Day

and look to integrate our efforts with retailers to make a bigger statement in 2016.

NEW ZEALAND WINEGROWERS E-NEWSLETTERS FOR TRADE & MEDIANew Zealand Winegrowers will continue to produce its e-newsletter that is

distributed to local trade and media, using a local editor and featuring influential

guests in each issue. We will look to produce articles that are informative and

useful, and capture the attention of our readers without inundating them with too

much information.

MARKET DATA & ANALYSISAs the number of New Zealand wine producers entering the United States continues

to grow, market data and analysis is crucial for all producers looking to establish and/

or grow their business. Along with our updates to the Guide to Market, New Zealand

Winegrowers will provide wineries with pertinent market info including The Wine

Market Council report, consumer trends and other key market updates. The USA

based New Zealand Winegrowers team will also help with specific questions in trying

to make sense of the complicated and evolving USA market. In addition, Euromonitor

reports for the USA will be made available to wineries annually.

SEEKING DISTRIBUTIONThe US works on a 3-tier system so the first step is to find an importer that is looking

to add a New Zealand wine to their portfolio. Importers range from small and

boutique, to large, big brand houses. Securing an importer is hard work and may

take considerable time and effort, but finding the right fit is necessary in order to be

successful. More detailed information can be found in the New Zealand Winegrowers

USA Guide to Market.


Asia

CHINANEW ZEALAND WINEGROWERS/NZTE JOINT PROGRAMME Many of the activities in China during 2015-2016 are delivered with significant support

and investment from NZTE via the ongoing collaboration in this market.

TRADE & MEDIA VISITS In conjunction with NZTE, we are bringing 18 top Chinese media, sommeliers and

Key Opinion Leaders to New Zealand. Some of the visits will be to the International

Sauvignon Blanc Celebration, while others will be more general and introductory,

depending on the needs of the visitors. The aim of these visits is to generate additional

listings and promotions, as well as widespread media exposure for New Zealand wine.

Please note, as some visits are co-funded by NZTE, the costs to participate will be

different from those solely funded by New Zealand Winegrowers.

NEW ZEALAND WINE CERTIFICATION PROGRAMME NEW Our focus for the coming year will shift to the Intermediate Certificate, or Level

1. The Level 1 programme will launch in August in Shanghai with six initial education

partners, who will teach their students a 2.5 hour New Zealand wine introductory

course in Mandarin. This will form a major part of our activity in China, and we expect

1,000 students will take the Level 1 course during the coming year.

The Advanced Certificate is well established in China, with over 190 graduates since

2013. We will continue to run this Level 2 Advanced Certificate, targeting one class in

Shanghai or Beijing to add around 30 new graduates.

SEMINARSWe will hold eight tastings across China to reach a wide range of wine trade and KOLs

with information about New Zealand wine. Seminars in Shanghai and Beijing (Tier 1

cities) will be linked to New Zealand Wine Fairs, while the seminars in Tier 2 cities will

be hosted by local experts as standalone events, with small scale tastings hosted by

local importers.


If you have any queries on the Asia Marketing Programme please contact:

Natalie Potts+852 2511 [email protected]

PR & MEDIA RELATIONSAs part of the collaborative relationship, NZTE has retained a local PR agency

who will support a number of activities throughout the year, helping to generate

media coverage for New Zealand wineries. The Chinese New Zealand wine website,

www.nz-wine.cn, as well as social media activity on Weibo and Weixin (WeChat) will

support events and provide broader information on New Zealand to local wine lovers.

MARKET DATA & ANALYSISNEW We will continue to provide access to the excellent guides produced by Debra

Meiburg MW - planned guides in the coming 12 months include Taiwan and Guangzhou.

In addition, we will provide quarterly China market data sourced from the China

Association for Importers & Exporters of Wine & Spirits (CAWS).

OTHER ASIATRADE & MEDIA VISITSWe are targeting two visitors from Hong Kong and Macau; educator and writer David

Wong in July, followed by Discovery Channel’s ‘Flying Winemaker’ Eddie McDougall

in late 2015 for a filming visit. Continuing the relationship with the Japan Sommelier

Association, we will award one young sommelier with a scholarship trip, and also bring

a Japanese media to ISBC 2016. Building links with sommelier communities across

Asia, we will also target two leaders of the Singapore Sommelier Association to visit

New Zealand for the beginning of a larger cooperation to promote New Zealand wine

in the territory.

SEMINARSIn Japan, we will work with the Japan Sommelier Association to host a seminar in

Tokyo as we have done in previous years, as well as holding separate tastings linked to

the New Zealand Wine Fair in Tokyo. In Singapore, we will hold a seminar in conjunction

with the New Zealand Wine Fair in January, and also with the Singapore Sommelier

Association with a seminar following the Sauvignon Blanc Celebration.

In Hong Kong, we will continue to work with Debra Meiburg MW and her newly founded

WineSPIT trade education foundation, and will also arrange a series of activities linked

to the New Zealand Winegrowers Pavilion at biennial trade show Vinexpo Hong Kong.


Uk & Ireland

TRADE & MEDIA VISITSThe International Sauvignon Blanc Celebration is a key focus this year and we are bringing

several guests to this event. There will be four guest speakers from the UK and a further

eight confirmed guests from the UK and Ireland to attend ISBC 2016 and the Chardonnay

and Sparkling Symposium following. They will then visit other regions according to their

requirements.

We will also assist with key retail buyer visits where requested.

HIGH LEVEL MASTERCLASSESThe Drinks Business NEW

The Drinks Business will be attending ISBC 2016 and as well as significant coverage to be

generated within the magazine and Daily Newsletter, we will run a high level masterclass

in the UK in association with the magazine, to showcase the diversity and innovation of

Sauvignon Blanc.

Ronan Sayburn MS NEW

Ronan Sayburn is a Master Sommelier and leading educator to sommeliers and the on-trade.

Ronan will also be attending ISBC 2016 and we will use his experience to run an educational

programme to reach key areas of the on-trade.

SEMINARS & EDUCATIONThe seminars we held at the London and Dublin Annual Trade Tasting were all very well

attended so we will run these once again. In addition Monty Waldin will present a seminar on

our sustainability credentials.

The self pour focus tables at our trade events are always popular, and these will also be

repeated.

DISTRIBUTOR EDUCATION PROGRAMME NEW We are planning a session for key distributors to teach them about New Zealand wine

and how to sell effectively in the on-trade. The aim is to create New Zealand ambassadors in

those companies that will train their salesforce and be able to increase New Zealand sales to

their customer base. We will use a recognised educator such as Ronan Sayburn MS to deliver

the education programme.

INTERNATIONAL #SAUVBLANC DAYMay 2016

Following the success of #SauvBlanc day in April 2015, we will again create activity to build

awareness and encourage participation through social media channels. This year we will look

to engage consumers more directly, by offering a Sauvignon Blanc tasting for them.


If you have any queries on the UK & Ireland Marketing Programme please contact:

Chris Stroud,+44 207 973 [email protected]

CONSUMER MASTERCLASSESTim Atkin will be conducting a New Zealand themed masterclass for consumers

attending the Manchester and Cardiff Three Wine Men events. There will be three

masterclasses at each venue in November and December 2015.

KEY INFLUENCER ACTIVITY AND PR & MEDIA RELATIONSIn the UK & Ireland, we have established strong relationships with key influencers

among media, importers and retail buyers. These will be maintained through regular

contact at trade events and tastings, as well as occasional hospitality. We will continue

to develop our network and ensure we keep our database up to date to target the

right people to each event.

New Zealand Winegrowers will engage with journalists and the key media outlets,

providing information and contributing to articles and features when required. We

will also be available for interviews and comment where appropriate, ensuring key

messages are communicated to maintain New Zealand’s positive image.

Finally, with the Rugby World Cup taking place in the UK this year, we are exploring

the various opportunities for New Zealand wine.

PARTNERSHIPSFollowing the MoUs signed with Tourism New Zealand and Air New Zealand we will

look for opportunities where we can work together to promote New Zealand, both as

a premium wine producing country and a high end visitor destination.

MARKET DATA & ANALYSISNielsen data is purchased twice a year and we provide an analysis of the statistics

to all wineries, with an up to date snapshot of the UK market. The information and a

management summary will be circulated twice a year in in December 2015 and June

2016.

NEW We will also purchase the Wilson Online Drinks Report twice a year. This is a

specialist report that provides a unique analysis of online sales of beer, wines and

spirits, covering key trends and UK growth opportunities. The report uses actual

ePOS sales data from 13 leading online specialist BWS retailers.

NEW In association with Wine Intelligence, New Zealand Winegrowers have produced

a detailed Guide to Market for the UK. This will be updated biennially, and is available

on nzwine.com/members in the Marketing section.

SEEKING DISTRIBUTIONFinally, New Zealand Winegrowers are here to assist wineries to identify opportunities

for distribution. A database of UK agents and importers interested in working with

New Zealand wineries will be made available, and the UK office is always willing to

meet with visiting wineries to provide information on the UK market.


Mainland EuropeTRADE & MEDIA VISITSWith the major investment of the International Sauvignon Blanc Celebration, we are focussing

on this event to bring the majority of media and trade influencers to New Zealand. There

are eight confirmed guests from Mainland Europe (six co-funded between New Zealand

Winegrowers and NZTE, with two fully funded by NZTE) visiting New Zealand this year, most

will attend ISBC 2016 and then visit other regions according to their requirements.

We will also assist with key retail buyer visits where requested.

SEMINARS ProWein - March 2016

ProWein is now widely considered one of the most important wine fairs in Europe and is a firm

fixture on the New Zealand Winegrowers event calendar. The newly designed stand with its

larger education area worked very well in 2015 and we will again run a series of seminars and

tastings in 2016. These seminars will cover a range of topics, with a focus on Sauvignon Blanc

following on from the International Sauvignon Blanc Celebration, using trade and media who

attended the Celebration to lead these particular sessions. Wineries exhibiting at ProWein are

also able to book this space to hold their own tasting session.

NZTE will once again be hosting a Sneak Preview for trade and media on the Saturday before

the fair opens.

Regional Tastings - Germany, Sweden, Switzerland - October 2015

In 2015-2016, at each of the User Pays regional tastings currently being planned in Germany,

Sweden and Switzerland, we will host a seminar using local experts and winery personnel if

available. As a big focus of our education activity will be on Sauvignon Blanc, we will ensure

due attention is paid to this important variety with self pour tables at each of the regional

tastings, if appropriate.

EDUCATION PROGRAMMESImporter & Agent NEW

In Europe we feel it is important to educate the distributor’s salesforce not only about New

Zealand wine in general, but to provide them with compelling reasons and arguments to

take to customers to help sell New Zealand wine to the on-trade in particular. We will run

a series of training events with respected and experienced members of the local trade in

each market.

Trade

We will continue to work with education institutions such as sommelier schools, hospitality

institutes and restaurant academies, supporting their activities by providing updated materials

and presentations, wines and speakers where necessary.


If you have any queries on the Mainland Europe Marketing Programme please contact:

Chris Stroud,+44 207 973 [email protected]

KEY INFLUENCER ACTIVITYGastvrij Rotterdam - September 2015 NEW

Gastvrij Rotterdam is a hospitality and gastronomy event in one of the biggest

cities in the Netherlands. It is a relatively new event having started in 2013, but has

already proven to be one of the leading hospitality events in the Netherlands. Last

year it attracted more than 8,000 visitors in three days. The visitors are made up of

entrepreneurs and bar/restaurant owners, importers, wine and culinary journalists,

and sommeliers/chefs. New Zealand Winegrowers will take a space at this event

and try to reach a new audience in a new region.

We will also bring key influencers from each market to attend our London Annual

Trade Tasting in January 2016.

PR & MEDIA RELATIONSIn Germany and the Netherlands our dedicated PR agency assists us in our

communications and media relations, ensuring we reach the main media outlets

and important journalists and commentators. Through constant contact with these

influencers the agencies can generate extensive media coverage, build our network

and ensure the image of New Zealand’s wines are enhanced.

In Sweden, media relations and activity will be conducted jointly by New Zealand

Winegrowers and NZTE.

New Zealand Winegrowers staff will travel to market for key events and are able

to provide information and contribute to articles and features if required. We

will be available for comment where appropriate, and ensure key messages are

communicated to maintain New Zealand’s positive reputation.

PARTNERSHIPSIn Europe, we work with NZTE through the ongoing collaboration between the New

Zealand government and the wine industry.

The key focus is on-trade education, influencer visits to New Zealand, market

information and PR in three focus markets; Germany, the Netherlands and Sweden.

MARKET DATA & ANALYSISNEW In association with Wine Intelligence, New Zealand Winegrowers have

produced detailed Guides to Market on the three focus markets of Germany, the

Netherlands and Sweden. These will be updated biennially, and are available on

nzwine.com/members in the Marketing section.


Canada

TRADE & MEDIA VISITSKey liquor board buyers and top Canadian wine media will be visiting New Zealand for the

International Sauvignon Blanc Celebration, the Chardonnay and Sparkling Symposium, and

the Central Otago Pinot Noir Celebration. Following or prior to these flagship events, the

majority of these visitors will be hosted by New Zealand Winegrowers on regional itineraries.

This is their opportunity to learn and to build relationships that will empower them to be New

Zealand wine ambassadors on returning to Canada.

HIGH LEVEL MASTERCLASSES Montreal, Toronto, Calgary, Vancouver NEW

The concept of a high level Sommelier Masterclass with a celebrity sommelier such as Will

Predhomme was successfully tested earlier in 2015 in Toronto, attendance and feedback

was incredible - “We want more!”. New Zealand Winegrowers have approached four

top sommeliers to help us find alternative venues and create “never been done before”

masterclass tastings. Opportunities for travelling winemakers to assist in these events would

be most welcome. Keep us posted on your Canada trips.

EDUCATION & SEMINARSLiquor Board & WSET/CAPS/ISG Education

Our goal is to offer educational training programmes to the front line staff of the top liquor

boards and restaurants across Canada. Liquor Board Product Consultants and sommeliers

are key influencers in moving New Zealand wine product. These seminars are varietally and

regionally driven, and also offered to on-trade students, media and educators attending

Wine and Spirit Education Trust (WSET), Canadian Association of Professional Sommeliers

(CAPS), and International Sommelier Guild (ISG) wine courses. To be showcased in these

seminars, wineries should submit their wines to the New Zealand Winegrowers blind tasting.

New Zealand in a Glass - May 2016

We will also continue to host our seminar series across the New Zealand in a Glass fairs in

May 2016.

PR & MEDIA RELATIONS, INFORMATION TO TRADE & MEDIA, AND KEY INFLUENCER ACTIVITYKey influencers in addition to liquor boards include wine media, wine educators, private wine

shop buyers and sommeliers. New Zealand Winegrowers continually monitors and updates a

Canada wide database for media and trade, in order to ensure we keep them informed of all

New Zealand wine activity and key industry news. New Zealand Winegrowers meet in person

with A List media for insights to our market activities, and potential industry stories planned

for the coming year.


If you have any queries on

the Canada Marketing

Programme please contact:

Robert Ketchin+1 705 444 [email protected]

PROVISION OF INFORMATION TO NEW ZEALAND WINERIES & CANADIAN AGENTSThe importance of wineries and agents working and communicating together is

crucial to their success. Each year the New Zealand Winegrowers Canada Marketing

Programme is presented to the agents in Canada, to ensure they are up to date on

the marketing plan and promotion opportunities for the coming year. In addition New

Zealand Winegrowers keeps wineries informed on all the liquor board New Zealand

product calls, department contact details, regulation updates, currency variations,

and freight rates.

PARTNERSHIPSIn Canada we enjoy a close working relationship and collaboration with the New

Zealand High Commission and NZTE. By partnering with New Zealand food sponsors

and increasing the New Zealand brand experience at our events, we ensure consumer

and trade loyalty to our wines. We look forward to a potential joint venture promotion

in the on-trade in 2016.

MARKET DATA & ANALYSISNew Zealand Winegrowers throughout the year provides

wineries with the latest statistics on market segment trends,

including data on New Zealand wine’s performance by

province. Included are CATMAN reports from the LCBO,

and annual marketing plans and performance reviews from

the following provincial liquor jurisdictions; Ontario, Quebec,

British Columbia and Manitoba. Euromonitor reports for

Canada are also available to New Zealand Winegrowers

members.

In addition, each year the Canada Guide to Market is updated by the New Zealand

Winegrowers team in Canada. This is a comprehensive guide and insight into the

Canadian market by province. Covering the key decision makers, market structure,

current market trends, pricing, legal requirements, the agent’s role, and tips to success,

the Guide to Market will benefit those who are in the market as well as those looking

to enter the market.

LIqUOR BOARD & KEY CHAIN ACCOUNT LIAISONMaintaining a strong working relationship with the key decision makers at all liquor

boards is integral to the success of New Zealand wine in Canada. New Zealand

Winegrowers meets annually with heads of purchasing and marketing to review the

New Zealand wine brand strategy, premiumisation of the category, key messages,

sustainability, and supply chain status. Of great importance is sales growth and the

promotion of the core varieties; Sauvignon Blanc and Pinot Noir; but also exposure to

New Zealand Aromatics, Chardonnay and North Island reds.

New Zealand WInegrowers

would like to thank O-I

New Zealand for their

ongoing support of

the New Zealand Wine

Marketing Programme

in Canada


AustraliaTRADE & MEDIA VISITSWorking closely with editors of the major wine and lifestyle publications, up to six key media

influencers will be hosted at special events on the national calendar, including the International

Sauvignon Blanc Celebration in Marlborough, and Chardonnay and Sparkling Symposium

in Gisborne. These events will also be supported with attendance from key trade including

representatives from the major supermarket retailers and Sommeliers Australia. Guests will be

offered time hosted in other regions during their trip to further promote our regional diversity.

To meet the changing landscape of publishing in Australia, New Zealand Winegrowers will

coordinate annual tastings and regional tours for influencers who publish wine reviews and

features on digital platforms, such as Wine Front and James Suckling.

Outcomes focus on the promotion of New Zealand Wine’s brand messages through editorial,

increased wine listings and the building of ambassadors who can be used for educational efforts

upon their return.

EDUCATIONSommelier Scholarship - January-February 2016 NEW

New Zealand Winegrowers is working with Sommeliers Australia on a scholarship programme

where up to ten sommeliers are awarded a week long immersion experience at the inaugural

International Sauvignon Blanc Celebration and Chardonnay and Sparkling Symposium. A

‘Sommit’ (Sommelier Summit) will welcome the group on their first official day in New Zealand

with invited sommelier guests from New Zealand and abroad presenting unique examples of New

Zealand wine that excite them about our industry. The full day of tailored sessions will celebrate

the regional and varietal diversity of New Zealand wine, showcase the latest trends in Australia

through interpretation of New Zealand varieties and winemaking approaches, and offer inspired

wine professionals the opportunity to learn from some of the greatest minds in the industry.

Sauvignon Blanc ‘Think Tank’ - March-April 2016 NEW

In conjunction with Sommeliers Australia and media guests to the International Sauvignon

Blanc Celebration, New Zealand Wine will host ‘think tank’ sessions in Melbourne and Sydney

bringing together key influencers and their peers to present discoveries on conference topics

in an informal setting.

Woolworths Liquor Group Drinks Academy - August 2015 NEW

New Zealand Wine is hosting a Pure Discovery masterclass for 26 Woolworths Liquor Group

Drinks Training Specialists in August. Presented by Mike Bennie, the full day session will include

an overview of the New Zealand industry and regions followed by an in-depth tasting of our

major varieties. The comprehensive textbook will be supported with varietal module materials

that the Drinks Training Specialists will then use to educate the thousands of BWS and Dan

Murphy’s staff nationwide.


If you have any queries on

the Australia Marketing

Programme please

contact:

Natalie Corkery


TASTE OF MELBOURNE November 2015 NEW

Dedicated education sessions will rotate on a New Zealand Wine Cellar Stage at Taste of

Melbourne in November 2015, as part of the New Zealand Wine Pavilion. Cleverly curated 15

minute seminars will present New Zealand Wine’s core messages in a unique and engaging way

to groups of passionate wine enthusiasts attending this major event.

INFLUENCER NEWSLETTER NEW Taking the lead from New Zealand Winegrowers USA’s successful ‘NZ Dirt’ e-newsletter,

a quarterly digital publication for trade and media will be launched in 2015-2016. New Zealand

wine news and activity will sit alongside feature articles by guest contributors and support the

day to day engagement with trade and media in promoting our key messages.

INDUSTRY & TRADE SUPPORTNew Zealand Winegrowers will work with distributors, industry associations and major retail

education programmes to support their activity with up to date New Zealand wine information

and resources.

PARTNERSHIPSNew Zealand Winegrowers is working collaboratively with Air New Zealand, Tourism New

Zealand, NZTE and other strategic partners to promote New Zealand wine and wine tourism

to New Zealand. Where appropriate, New Zealand Wine will support the New Zealand brand

offering at partner activations and promote unique experiences on partner famils targeting

Australia travel trade and media.

MARKET DATA & ANALYSISA popular marketing resource on nzwine.com, the Australia Guide to Market is updated annually

with current statistics, market trends and market information. ‘Cheat Sheets’ for popular sections

of the guide will also be created in 2015-2016.

Euromonitor reports for Australia will also be made available annually.


Seeking Distribution in International Markets

New Zealand Winegrowers can help you to answer questions

about local markets. We have developed and researched

a number of resources for your use, which are available in

the Marketing section of nzwine.com/members. These are

market dependent and include:

• GuidestoMarket

• EuromonitorReports

• WineIntelligenceReports

• NielsenData

These reports cover many questions relating to the local

market, including market size, price points, pricing structures,

distribution networks and more.

Other tips to ensure you get the most from the New Zealand

Winegrowers team:

• Letthemknowifyouaretravellingtoamarket

• Ensureyouare registered forUserPaysactivities in the

markets you wish to develop - please speak to the User

Pays events team regarding their event offering by market

• Ensure your winery profile on the New Zealand wine

portal (portal.nzwine.com) is up to date with respect to

the markets in which you are seeking distribution

Also make sure you are in touch with the NZTE teams in New

Zealand and overseas.

USA

The USA is an attractive market in that upwards of 375

million cases of wine are sold each year, more than any other

country. Wines in the marketplace are sourced from virtually

every wine producing region in the world. Sales of New

Zealand wines in the USA have shown steady growth over

the past fifteen years and there is good reason to believe

that will continue.

Every export market is unique. The USA has what is referred

to as the 3-tier distribution system. For wines originating

in New Zealand that means that they must pass through

a federally permitted importer, a state licensed distributor,

and then sold to consumers through either retailers or on-

premise accounts. Each tier will take a percentage of pricing

in order to cover their expenses and make a profit. There are

fifty states and the District of Columbia, meaning that there

are that many set up rules and requirements.

Despite demand, the structure of this system creates

challenges. Due to consolidation of the sales channels over

the past twenty years, there are fewer and fewer importers

and distributors in business. It is important that your wine is

an appropriate fit within a portfolio. Do they have a history

of selling to accounts that sell wines such as yours? Do

your wines have a point of difference from others within

their portfolio? Are you realistically able to meet supply and

pricing requirements? Any successful brand must spend

time in the market to train sales people and provide support

by calling on accounts and offering attractive incentives. You

must be willing to spend time in the market, and to host

educational and familiarisation trips to New Zealand.

ASIA

ChinaGiven the huge population and large geographical area

of China, it’s important to focus very clearly on what you

want to achieve from selling wine there - are you targeting a

particular channel, consumer, city or region? Identifying these

factors will help narrow your search for a distributor who can

meet your needs. Shanghai may appear the least challenging

place to begin, but it is also the most competitive market in

China. Consider looking outside the Tier 1 cities to ensure

a larger market share, but be prepared for unconventional

business practices and logistical difficulties.

China is not a place that values casual relationships. It

will take time to find the right distributor, and once the

relationship begins, it will take longer to cement than you

expect. Business relationships are based on personal rapport

and trust as much as quality product and mutual benefit. Be

prepared for the time and financial cost of numerous market

visits; if you can’t afford to go at least twice a year, you can’t

afford to be in China!

Many distributors in China are strong at moving volume but

lack the capacity to build brands, so be sure to get a clear

idea of where your product will be distributed and what

marketing investments will be made. Expect to negotiate on

pricing and volume targets, so work out China specific prices

and your ‘walk-away point’ before entering negotiations.

NZTE can help businesses to assess market opportunities,

develop market entry strategies and identify suitable

partners. For assistance please contact your local NZTE

office.


Hong KongDespite its proximity to China, Hong Kong is a small,

compact and competitive market in its own right. Do not

come to Hong Kong searching for distribution in China!

Since import duty was removed in 2008, the number of

importers has rocketed - there are an estimated 3,000

importers in a city of 7 million. Make sure you find an

importer who can support your volume, price point and

level of market engagement by asking detailed questions

about their customer base, distribution and brand building

capabilities.

JapanTread carefully when entering this highly traditional

market, as impatience and a casual manner will not win

contracts. Feel free to make contact, but never push or

chase people into a decision. A clearly outlined proposal

giving information about your winery, products and sales

strategy will win more attention, especially if it is translated

into Japanese.

Japan is a market with huge seasonal trends and traditions,

so consider this when pitching products; for example, Pinot

Noir will mostly be consumed in Autumn, so approach

importers in January to ensure negotiations are complete

and stock is available in market to meet demand in

September.

General Unfortunately we cannot give direct recommendations

for distributors, but we are happy to assist in answering

questions about local markets and specific companies.

Please check the many resources available in the Marketing

section of nzwine.com/members. Guides to Market

are available for Hong Kong and Shanghai, Beijing and

Singapore, with Japan, Guangzhou and Taiwan to be

uploaded shortly. These cover many questions about the

local market, pricing structures, distribution networks and

more.

UK & IRELAND

The UK is a well established market, so wineries wishing to

enter the market for the first time or change their current

distribution arrangements need to be well prepared and

have done their research. Compared to other markets where

New Zealand is successful, the UK can deliver high volumes

but due to the intensity of competition and supermarket

dominance, can offer low margins due to a squeeze on prices,

exchange rates and other regulatory pressures. However, the

independent sector is thriving and if you find the right partner,

it can be very successful.

There are several options open to entering the market:

• Directtoretailer

• NationalImporter/DistributionPartner

• Regionalwholesalers

• Setupowncompany

• Directtoconsumer(online)

Margins will differ depending on the option you use.

Key things to consider when choosing a partner are:

• Where to position your wine (off-trade, on-trade,

independent merchant, supermarket)

• Youravailablevolumes,andpricingandmarginrequirements

• Pickanimporter/agent/distributorwithexperienceinyour

chosen channels

• Understandyourdistributor’sbusinessandrequirements

• FindyourUSP:Ensurethereisagapintheirportfoliofor

you

• Makesurethere isaculturalfit- it is importanttohavea

good relationship with your views and values aligned

• Bepreparedtosupportwithstafftrainingandeducation,

market visits, sampling stock etc

• Berealisticinexpectations-takealongtermview

In the UK it is not unusual for an agent or importer to have

several New Zealand wines on their portfolio. You are unlikely

to be exclusive, but you may be the only New Zealand wine

from a particular region.

New Zealand Winegrowers are here to offer advice and

guidance and assist wineries to identify opportunities for

distribution. A database of UK agents and importers interested

in working with New Zealand wineries will be made available,

and the UK office is always willing to meet with visiting

wineries to provide information on the UK market.


MAINLAND EUROPE

Each market in Europe has different challenges and

requirements so it is essential that thorough research is done

to ensure your products are suitable for a particular market.

Key things to understand in Europe are:

• Languageandculturalbarriers

• Differentpricingexpectationsbetweenmarkets

(legislation, taxation)

• Differentmarketdynamicsandstructure

• Volumeexpectationsaredifferent

• Varietalmixofyourwines

GermanyGermany is generally seen as an aggressively priced market

with a low average price. However, although the percentage

share of wines costing more than €5.00 is small - around

5% of sales volume - it still represents a market of 1 million

hectolitres. So there is room in the market for New Zealand

wines, which fit into these higher priced segments.

Importing in to Germany is quite fragmented. There are only

a few large national importers. The majority of importers are

state specialists or regional importers who are often involved

in both wholesaling and retailing.

The NetherlandsThe Netherlands is primarily an off-trade market, led by

value oriented supermarkets and larger discounters. Beyond

the supermarkets, the Netherlands has a wide network of

specialist liquor and wine retailers. The on-trade is supplied

by a mix of smaller specialist distributors and larger

wholesalers. Dutch wine importers may re-export to other

European markets, as well as supplying the domestic market.

SwedenIn Sweden, Systembolaget is the government controlled

monopoly and is the only route to market for the off-trade.

Systembolaget will issue tenders for a particular style of wine

based on price and volume expectations. Systembolaget

does not have an import licence, and buys the products

only from licensed producers and importers. The key to

listings is therefore successful local partnerships with the

major national agency/distributors. There are a number of

reputable importers, but also a large number of agents who

work part time and try to get business once a tender has

been issued. It is important to find the right importer for your

business.

As part of its strategic work with New Zealand businesses,

NZTE assists in researching and entering new markets or

developing existing ones. If you need specific support in a

market, please contact NZTE for an initial discussion.

CANADA

Key to distribution and listings through the monopoly liquor

boards is finding the right agent in each province. Liquor

boards will only accept submissions through an agent and

will not deal directly with the winery. Note that 94% of all

sales are through four provinces, in descending order -

Ontario, Quebec, Alberta, and British Columbia.

Finding a good proven agent depends more on the agent

wanting to represent you and your wines. Most agents have

more products than they can manage in their portfolio,

therefore to convince them you must have compelling

marketing support materials and your wines should have

scored well in recognised wine ratings or wine competitions.

Another important factor is strategy and expectations. Most

agents have a specialty; New World/Old World wines, while

others prefer to trade in certain channels; Liquor Board main

stream (high volume), Liquor Board Specialty (small orders,

ultra premium price), Private Order and Consignment, selling

to on-trade (case by case). It is important to find an agent

with the right fit, culture and focus.

Before contacting New Zealand Winegrowers Canada,

please read the Canada Guide to Market, available in the

Marketing section of nzwine.com/members, this will answer

a lot of questions on liquor boards, pricing, commissions,

agent contracts etc.


AUSTRALIA

While highly developed and competitive, the Australian wine

market offers a broad range of growth opportunities for New

Zealand’s many and varied wineries. Wineries looking to sell

into the Australian market need to be well prepared and

carefully weigh up market entry options with sound market

research and intelligence.

Very little movement between on-trade and retail share of

volume is forecast over the next five years. Retail volume

is predicted to account for 81% of sales volume which is

dominated by the two supermarket chains Woolworths and

Coles. A route to market (e.g. national/state distributor, own

company establishment, direct to retail) will depend on

your business goals surrounding margin requirements and

available volumes.

Other elements to consider:

• Where do you want your wine to be sold (Melbourne,

Sydney, Adelaide, Brisbane, all states and territories)?

• In what channel(s) of business do you want your wine

to be sold (on premise, independent retail, direct to

consumer)?

• Howmanywineriesdoes theproposeddistributorhave

in its portfolio and how many of these are from New

Zealand?

• How many competing products are in the proposed

distributor's portfolio?

• Whatpricepointsare theexistingwinesandwherewill

yours sit at trade prices?

As the most significant supplier of imported wine to

Australia, New Zealand is well recognised in the market, but

with this comes the likelihood that a distributor has several

New Zealand wines in their portfolio. Competition for good

distribution is strong - those that do their homework and are

prepared to support with staff training, education, market

visits and sample stocks will be the most successful.

Detailed information on entering the Australian market

can be found in the Australia Guide to Market, available for

download in the Marketing section of nzwine.com/members.

A list of Australian distributors can be found in The

Australian and New Zealand Wine Industry Directory

available for purchase via www.winetitles.com.au/wid/index.

asp. Winesearcher also has a limited list of Australian Wine

Wholesalers to view online at: www.wine-searcher.com/

merchants/australia,wholesale,13.

Wine Business Solutions publishes an on-premise report

that in the first chapter analyses Australia distributor

performance based on a data set of over 120,000 individual

listings. This is available in hardcopy format for AU$495

at www.winebusinesssolutions.com.au/product/wine-on-

premise-australia-2015.

savour regionality

savourstyle

savourdiversity

@sauvignon2016 I www.sauvignon2016.com

#pinot17, @pinot17 www.facebook.com/PinotNoirNZ www.pinotnz.co.nz

New ZealaNd wiNe Fair 2015 29

New Zealand Wine Marketing Programme 2015-2016

Documents

Transcript of New Zealand Wine Marketing Programme 2015-2016