Lanchester Wines
A Fresh and Honest Approach to Wine in The UK On Trade, With Lanchester Wines
February is a great time to reflect and start planning for the coming months. With that in mind we’ve caught up with Lanchester Wines’ Tom Ochoa to ask him the vital questions of ‘What does the UK wine trade look like in 2019 and beyond?’ And, importantly, ‘How does this affect your business?’
examples of funky and contemporary label design in France and Spain in particular but, on the whole, the new world tends to have lead the way with pack design. Quality certainly helps too….. Clearly!
There was a time that every wine list had to include a Châteauneuf du Pape, a Chablis and a Rioja. However, times they are a changing and New World wines are now the norm across the majority of venues – even the higher echelons of fine dining establishments, which swore allegiance to the Old World legends, now include New World options at both the house and top end of their wine offering.
So, how come these (relatively) new kids on the block are so popular? Packaging certainly helps. In some old world, classic regions, it can be tricky for the non-wine educated consumer to decipher exactly what is in the bottle as it may list a region, village or even the vineyard itself. There are some superb
22 FEBRUARY 2019
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And, these designs and fun names make wine more approachable, easier to understand - because, let’s face it, wine can be baffling, intimidating even. New World tends to talk in a more colloquial language which makes it easier to digest – for example, an Aussie Shiraz is a well-known wine, accessible and easy to drink but not many wine drinkers understand it’s derived from French Syrah; the same with Sancerre and Sauvignon Blanc. Or that Rioja & Burgundy are named after the region rather than the grape variety. It’s understandable that the majority of wine drinkers find a wine they like – whether a brand or a varietal – and stick to it, leading to the rise and rise of the ‘super varietal’.
Fortunately for us, knowledge of the above can help us to extend sales and
even upsell. And, here’s my top tips on how to achieve this:
1. Packaging / Pack Options While wine is traditionally presented in the 75cl glass bottle, this is not the only format available and, indeed, other options are becoming more commonly available particularly with wines bottled in the UK.
• 187ml single serve • 37.5cl half bottle • 150cl double bottle
This enables an evolution of your wine list, presenting a variety of options for the consumer which is increasingly more important. The 37.5cl half bottle is ideal for trading up from a single glass while also ensuring the wine is fresh – ie not a nearly full bottle minus a glass or two, left over from the weekend.
And, in the same vein a magnum is also ideal for trading up – offer a small group or party a magnum instead of a single
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