How IBWSS London will help put bulk wine on the on-trade agenda

January may seem a long way away, but if you want to book your place and take advantage of early bird registrations at the inaugural International Bulk Wine & Spirits Show taking place in London then now is the time to do so. The two day event promises to not only highlight the latests trends in bulk wine but will feature leading figures in the trade taking part in both conference debates and seminars.

Keeping on top of bulk wine trends and opportunities is going to become increasingly more important for major UK on-trade buyers and suppliers.

Working in the wine and spirits industry means you are constantly worrying about both what is happening today and tomorrow, whilst at the same time keeping your eye on events and trends six months to a year down the line. 

Having such a short and long term perspective on the state of the drinks industry is none better demonstrated than what is happening in the world of bulk wine. On the one hand buyers are constantly tracking currency rates to see where they can get their next best deal for the most in demand grapes, whilst also looking to lock in deals and partnerships for a year to 18 months out.

Bulk wine, and spirits, as we know, is no longer just the preserve of the big supermarkets looking to fill containers full of Chilean Merlot or New Zealand Sauvignon Blanc. The cost savings and efficiencies involved in working with bulk wine means it is now very much in demand in the on-trade too.

Sourcing and developing own label, and exclusive wines for pubs, bars and restaurants is very much now on the agenda of the country’s biggest wine distributors and importers. With a number of the major on-trade operators, pub and restaurant groups also seeing the advantages of controlling their own supply chain, and either going direct to secure wine to be shipped and bottled in market, or increasingly expecting their wine suppliers to do that job for them.

Perfect timing 

All of which is good news and timing for next January’s inaugural dedicated conference and exhibition on bulk wine, the International Bulk Wine & Spirits Show, which is coming to London and Europe for the first time.

The event, which is organised by the American drinks publishing, marketing and B2B networking platform, the Beverage Trade Network, promises to bring all sides of the bulk wine industry together. From the end buyers in the on-trade and distribution channels, through to the bottling, shipping, logistics providers, through to major producers and suppliers of bulk wine.

The event, which takes place at London’s Horticultural Halls on January 24-25, will be a combination of a conference, featuring a series of seminars, panel debates and TED-style talks and a trade exhibition.

Some of the keynote panellist and speakers lined up take part include:

  • Andrew Shaw, group wine buying director of Conviviality PLC who is in charge of managing the strategy of the UK’s most significant wine supplier covering both the on-and off-trades through its own businesses including Matthew Clark, Bibendum, PLB, Bargain Booze and Wine Rack. Across the group it is heavily involved in sourcing and shipping large volumes of bulk wine to be bottled in market in the UK.
  • Neil Anderson, marketing director of Kingsland Drinks, which as one of the pioneering bulk wine bottling facilities in the UK is very well placed to not only look at the trends within the global bulk wine sector, but also using its own data, analytics and consumer research plotting the kinds of bulk wine that needs to be sourced and shipped in the future.   
  •  Mark Lansley, chief executive of Broadland Wineries one of the UK’s most important and innovative bulk and contract wine bottling facilities. It has built up its business working most of the major supermarket, wholesaler and retailer groups in the UK as well as developing strong business in the US and Nordic states. As well as doing contract, third party work it is also a significant brand builder and wine supplier itself using bulk wine to source the most competitive juice for either its own wines or its partners. It has achieved on average 20% growth figures for the last 10 years and is on course to hit a £250m turnover by 2025.
  • Robin Copestick, managing director of Copestick Murray, that was was one of the first companies to work closely with major UK supermarket groups to help source and ship bulk wine from around the world. It has gone on to use bottled in market wines as the commercial backbone to its varietal-driven I Heart brand which is now exported to around 30 countries around the world.
  • David Richardson, regulatory and commercial affairs director at the Wine & Spirit Trade Association who will look at how the various steps all parties need to be aware of when shipping bulk wine and that bottlers, distributors and retailers are all aware of their own risks and responsibilities.

Sid Patel, chief executive of the Beverage Trade Network and organiser of IBWSS said: “It is time, we made private label and bulk trade a norm. London being the most important market for private label and bulk trade, we decided to make London our host city for Europe.”

He added: “The UK is one of the leading store-owned and private label markets, so it was a no-brainer that we provide the platform to connect these buyers to top class suppliers from all over the world who are ready to offer private label services and understand what it takes in being a private label supply partner and help the buyer build their brand.”

How to take part

There is an opportunity for anyone looking to be an exhibitor at the event to take advantage of early bird booking fees. Up to the end of May it is possible to make savings of 30% for any space taken with the added incentive of paying 25% now and then the full amount by the end of August.

As a visitor: IBWSS London is relevant for anyone involved in the making, sourcing, buying, shipping, bottling, selling and marketing of bulk wine and spirits. Designed specifically for key players across the multiple grocery, convenience, wholesaler, on-trade sectors as well as producers, wineries, distilleries and service providers across the private label and branded wine and spirit sectors. RSVP here to get your free visitor trade pass and special deals for conference ticket.

International Bulk Wine and Spirits Show(IBWSS) London Exhibitor Registrations Now Open. Register Now.

Sales reps: Tips for importers and distributors on how to retain them

Sales reps are often the only point of contact a retail customer, or on-trade operator will ever have with a wine importer and distributor. But how much care and attention are giving to their well-being?

You may have the best sourced and priced wines available and the most competitive and well thought through wine list in the country, but where would you be without the sales people to go out and sell them to your customers? Yet, the turnover of sales reps in an average wine business would suggest that more time and trouble needs to be taken to keep them as well cared for as the wines they are selling.

1. It’s all about the money, money money…

It might be obvious, but ultimately the whole purpose of being a sales person it to sell hit targets and bring in money for the business. Those who sell the most, receive more money. That’s the way the world goes round. But does it? How well are you paying your sales teams? Do you know how your payment terms compare to your competition? Do you benchmark your salaries and benefits against the competition? Do you only get round to paying an employee more once they threaten to leave? Don’t let it get to that stage. Pay them what they are worth.

2. Handcuffs behind the back

That said it is one thing having attractive and industry-leading salaries and bonuses, it is another delivering on them. The quickest way to demotivate a sales rep is to offer them the world and then put in so many hurdles in the way that bonuses end up becoming unfulfilled dreams. Very soon your sales reps will behave like they have millstones around their necks, which will only help drag your own business down with them.

3. It’s all about the leads

“Just give me some good leads,” is what the legendary Jack Lemmon pleads for in the classic Glengarry Glenn Ross, a film that tells you all you need to know about the mentality of a sales rep down on their luck. For Lemmon, it was all about persuading Kevin Spacey to give him some good leads to go and try to persuade homeowners to buy aluminum sidings for their house. For a wine sales rep, it is about giving them enough good accounts that will give them the easy sales on which they can rely on and build the confidence and foundations to go out and pin down the more elusive customers.

4. It’s the wine stupid

When a wine sales person starts having trouble selling wine, the immediate response is to start questioning how good they are at selling wine. But what if it is the wine range, and the individual wines that are actually the problem? Just looking at the bottom line sales figures does not always tell the full story. Wines ranges can become unfashionable in just a matter of months if they don’t have enough of the go to, on trend wines on there. It probably would not have mattered three years ago if you did not have an Albarino, a Picpoul de Pinet or a Falanghina on your list. But pity the poor sales rep trying to sell in a range without them today.

5. Part of the family

How involved are the sales reps in the big decisions being made about what wines are being kept or dropped in your next wine list review? After all they are the ones talking to customers day in day out about how well individual wines on that list are being tasted and what is in favour or not. It is surprising how far down the pecking order an average sales reps’ views are. Being out on the road can get lonely, and any steps that the main business can take to make their salespeople feel involved, and included in the wider business will go a long way to keeping them happy.

International Bulk Wine and Spirits Show(IBWSS) London Exhibitor Registrations Now Open. Register Now.

How can importers and distributors support their retail customers via social media?

If you are not using social media to drive business and consumers to your retail customers’ doors then your competition most certainly is.

We might spend an increasing part of our social life glued to our favorite social media platforms on our smartphones and tablets, skills we might think are not relevant to our business life. Well, think again. Social media now gives importers, suppliers, and distributors the chance to be more relevant, more effective and more valuable to their retail customers than ever before. Here are five reasons why.

1. Up, close and personal

Social media allows us to get up close and personal with complete strangers in a way that has become a completely accepted way of life. Imagine 10 years ago receiving a knock on the door and being offered a personal, handwritten letter offering you a 20% discount from a supplier or brand to go and spend in one of your local retailers. Well, that’s what a promoted tweet direct to your Facebook or Twitter feed effectively is. If you can help persuade your social media followers to take that promo code and spend it with your chosen retail customer then everyone is a winner

2. Fans and followers

The reason why it’s so important for importers and suppliers to build up their own social media networks – their own followers and fans. You have to have a captive audience to influence. The more fans and followers you have, the more chance there is to please them and your retail customers by giving them reasons to go and spend their money in their stores.

3. Retailer ambassadors

As an importer or drinks distributor, you might only have one, two or three products with any given retail customer going into either its wine, beer or spirits departments. But the retailer itself is selling thousands of products across multiple categories. They only have the time or budget to promote a handful of them. It is why the most effective distributors are now the ones that can do the retailer’s promotional work for them. Act as their ambassadors and help push the brands they are selling direct to potential shoppers on social media.

4. At a distance

Social media might allow businesses to engage and connect with people online like never before, but for retailers, it is a relationship they need to handle with care. Yes, they are attracted to the idea of communicating directly with their customers on social media, but at the same time, they are wary of bombarding them with too many unwelcome promotions and offers. Which is why an importer or distributor can be a valuable ally. They can handle and nurture that consumer relationship on the retailer’s behalf with targeted and personalized activity on social media about specific products that retailer sells.

5. Repeat business

The alcohol category has long been one of the most important and effective footfall drivers for any retail business. It is why the retailers spend so much money promoting their beers, wines and spirits offers. But getting a customer through the door once for a promotion is one thing, getting them to repeatedly come back is nirvana. Imagine how valuable you will be to any retailer if you can use your social media relationships to identify the core consumers willing to engage and go back time and again to the same retailer with the right repeated targeted promotions. That’s a social media strategy that drives bottom line sales for both you and your retail customers’ businesses.

International Bulk Wine and Spirits Show(IBWSS) London Exhibitor Registrations Now Open. Register Now.

BevRoute Magazine Becomes IBWSS London Conference Sponsor and Strategic Partner

We are pleased and excited to announce that IBWSS London conference sessions will be sponsored by the BevRoute Magazine. BevRoute is the ONLY magazine that is focused on global wine, beer, spirits import and wholesale business. The magazine will be available in print and digital and will help wine, beer and spirits importers and distributors grow their business.

There’s a ton of interest from importers and distributors on how they can improve their business but there is no platform which caters to small and medium sized importers and distributors in an open format where they can discuss their business issues and seek solutions.  Our goal is to help small and medium sized distributors who are the backbone of the UK wine and spirits. Partnering with BevRoute magazine will allow us to add value to our trade buyers.

BevRoute magazine aim’s to fill the gap for alcohol beverage importers and distributors to learn and grow their business.  What you will find within the pages of the BevRoute magazine are instructive articles written with information relevant to members of the importer and distributor community. Each issue is meant to educate and inspire you to build a better import and distribution business.

BevRoute is a new quarterly magazine for importers, distributors and retailers in the alcoholic beverage trade. Each issue brings you informative and inspirational articles written by authoritative experts and industry insiders, all designed to help you grow your business.

They are passionately interested in the details of what makes a great import or distribution business in the wine, beer and spirits industry. Their content is tailored to the issues that matter to you. They talk to people from all over the industry and tell you how they are overcoming the types of challenges you might be facing in your business on an everyday basis. It’s practical, hands-on knowledge, told in a way that’s both engaging and informative.

Unlike other industry publications designed for the wine and spirits consumer, BevRoute is focused on all the participants that are required to bring a great wine or spirits product to market, from the moment a new wine is imported to the moment it shows up on retail shelves. Our content includes everything from the latest proprietary data in the industry to interviews with industry insiders. There are plenty of case studies, examples and information to help you grow your business and understand the key trends that are shaping the industry.

International Bulk Wine and Spirits Show(IBWSS) London Exhibitor Registrations Now Open. Register Now.

Regulatory Issues In UK Specific to Bulk Wine and Spirits v/s Cased Goods

By, David Richardson, Regulatory & Commercial Affairs Director, The Wine and Spirit Trade Association

David joined the WSTA in March 2014, after a career prosecuting a wide range of cases for HM Customs and Excise. He leads the WSTA’s work on responding to fraud.  He sits on the Joint Alcohol and Tobacco Consultative Group and the Joint Customs Consultative Committee. He advises on compliance, particularly the implementation of the Alcohol Wholesaler Registration Scheme and HMRC’s change programme. David supports the Logistics Group.

David Richardson will speak on the Regulatroy Issues in UK specific to Bulk Wine and Spirits on Jan 24, 2018. The show will also feature 11 more speakers in its two-day Conference on bulk wine, bulk Spirits, Private Label and Contract Bottling Business.

Date: Jan 24-25, 2018

Location: Royal Horticultural Halls in London, UK


Learn from some of the most influential professionals in the beverage industry at the IBWSS educational conference in London. These presentations from industry leaders on today’s principal ideas on marketing, sales and distribution will challenge and inspire you to grow your private label, Bulk Wine and bulk spirits business.

The conference will have 12 speakers delivering TED-Style talks over 2 days where speakers will give you insights into the strategies and standards that the industry’s top thinkers are using to shape the marketplace around you. Confirmed speakers include Robin Copestick – Managing Director of Copestick Murray, Mark Lansley – CEO of Broadland Wineries, David Richardson – Regulatory & Commercial Affairs Director, Andrew Catchpole Editor, Harpers Wine & Spirit Magazine and The Drinks Wholesaler and Andrew Shaw, Group Wine Buying Director, Conviviality PLC.

You can become part of this exciting phenomenon today. Private label is expanding faster than national brands. Large and even small retailers have committed themselves to an aggressive store-brands strategy while specialty chains are using their own brands to create shopper loyalty unheard of only a few years ago. Buyers from every sector will attend the IBWSS 2018 London show. These buyers are looking for private label supply partners who can help them grow their bottom line.

The International Bulk Wine and Spirits Show (IBWSS) is an annual trade show and conference, open to trade professionals only, which takes place in London, UK. IBWSS will give wineries, importers, supermarkets, retailers, restaurants, distilleries and other buyers a premiere international platform to source bulk wine and spirits and meet private label suppliers. Register now as an super early bird exhibitor and avail the biggest launch discount. Find out more information on how to become an exhibitor.

International Bulk Wine and Spirits Show(IBWSS) London Exhibitor Registrations Now Open. Register Now.

What are UK wine importers really looking for in a new brand?

The world has got enough Chardonnays, Sauvignon Blancs and Malbecs. It does not need another critter-driven wine label. What it does need are brands, but how does an importer know what is going to be an effective, game changing brand that genuinely connects and engages with their target consumer?

You only have to look at the Top 20 selling wine brands in the UK to see how hard it creates a new brand that is going to make it. The large majority of that Top 20 will have been brands that have been around for years or are increasingly supermarket exclusive labels that are best sellers because they have taken the place of failing brands on the shelf. So it’s a risky business taking on and investing in anything new. Here are our top five ways to give yourself a fighting chance.

1. It’s not what you think…but your customers

When deciding whether to take on a new wine brand, ultimately it does not matter what you as an import business think of it, what’s important is whether you can see prospective customers taking it on. Too many wine brands have been left languishing on drinks lists because the importer has got carried away by the winery, the location, the producer’s story, and not put the interests of the retailers, and their strategies’ first. So look at what gap this new brand is going to fill in a retailer or customer’s armory and if you can’t find one, then don’t take it on.

2. Consumer driven brands

Go to any brand launch of a major FMCG brand, be it a new chocolate bar or soap power and the majority of the presentation will be taken up by a brand manager talking about consumers. How they shop, where they shop and why. What they spend their money on, where they go on holiday, what TV programs they watch? So before the big reveal, we know exactly which target consumer this new product is aimed at and why. Any new wine brand has to do the same. But few do. It’s not about the quality of the juice in the bottle. That should be a given. It’s about how focused and attractive it is to a specific type of consumer drinker and how you can prove that to your retail customers.

3. How big can it be?

The biggest and most exciting change in the wine industry over the last 10 to 15 years is how it has become, for many, their number one choice of a drink. The wine has joined beers and spirits as being a true multi-channel category. Can any proposed new wine brand be successful in both a high street retailer and a restaurant or bar? Will it work online, and get a following on social media? Does it even have the potential to become an international brand and build business outside of your core market? The days of creating a brand just to operate in one channel are over. Big brands of the future have to be ambidextrous and adaptable enough to exist in any channel of the trade, anywhere in the world.

4. Creating brands for yourself

Wine importers and suppliers are increasingly not looking at wine producers anymore for new brands to sell. They are looking at themselves. With margins increasingly tighter all the way down the supply chain it makes far more commercial sense to come up with brand ideas yourself. We can expect to see more importers go out and source and blend their own wines and take control of each step of the process.

5. Shipped and bottled

The year-in-year-out increases in duty levels imposed on wine in the UK mean being able to ship wine in bulk to be bottled in the market is only going to become more important thanks to the huge savings that can be made. So much so that already up to 70% of wine on sale is the UK bottled. It is not just the go-to option for more and more brands owners looking to make their mark in the UK, but for those importers making brands for themselves. It is why varietal-driven brands are now so important. They give the brand owner, the importer and their customers the flexibility to change where they source any particular variety from depending on their cost at any given time of the year.

International Bulk Wine and Spirits Show(IBWSS) London Exhibitor Registrations Now Open. Register Now.

German Bulk Wine Market

Study and report by Marianne E. Steinschulte Geisenheim University, Germany (

The bulk wine trade plays a very important role for the wine business in Germany as it covers a large quantity of the market. The aim of this study is to contribute to the understanding of the German bulk wine market complexities and the long-term development.

The study is based on an exploratory analysis about the trade flow of bulk wine. A new database of the bulk wine transports in the Rhineland-Palatinate region in combination with official statistics provide a detailed insight into the structure and changes of the market.

The trade flow of the transported bulk wine volume shows different developments within the wine-growing regions. Structural changes on a long-term basis are motivated by the improvement of wine quality management requested by the customers and successful strategic management of the companies. The concomitant creation of a two-step-trade model reflects the intensive networking including a division of labor and as such represents a concentration process in the German wine business. Vintage-related short-term variability, however, doesn’t show a great impact on the trade flow organization of German bulk wine.

Practical implications: The detailed overview about the development of the bulk wine market is interesting for all managers concerned as well as politicians to assess the competitiveness of their own or the domestic wine production regarding prospective strategic decisions.

Read Full Germany Bulk Wine Market Report

International Bulk Wine and Spirits Show(IBWSS) London Exhibitor Registrations Now Open. Register Now.

Meet Winegrapes Australia at IBWSS London 2018

About Winegrapes Australia:

Winegrapes Australia is dedicated to marketing and selling premium wine grapes and bulk wine parcels from the most recognised regions across South Australia, direct from their extensive network of growers.

In 1992, a small group of McLaren Vale growers decided to join forces. With a shared passion, they saw value in selling their grapes as a collective rather than individually. And so, Winegrapes Australia was established – a collective dedicated to marketing and selling their grapes.

Now, more than 20 years later, the business has grown to include a large number of growers from across South Australia, with an expanded offering of both grape varieties and bulk wine. Wholly owned by growers, Winegrapes is dedicated to producing some of Australia’s finest grapes, and now, exceptional wines tailor made to their requirements.


Since 1992, they’ve been connecting buyers with quality grapes direct from their growers in the most sought after regions of South Australia.

While a lot has changed in the industry over the years, their commitment to making the process of sourcing fruit as efficient as possible has stayed the same.


Now with a network spanning 105 growers across 12 regions, 2,200 hectares of vineyard and 900 individual blocks of fruit—including certified organic and biodynamic grapes—they have all your options covered.

They can supply to your requirements from estate-grown single vineyards through to sub-regional options to provide diversity for blending. And if you’re looking for a particular variety or region, just ask and they’ll source it.

They’re constantly expanding their network and developing new offerings. Rather than waiting to hear about it on the grapevine, so-to-speak, sign up and stay up-to-date.


Their business of marketing grapes has now grown to crafting some of the country’s finest wines using premium Australian wine grapes, available in bulk wine parcels or bottled to your requirements.


They boast more 2,200 hectares of vineyard, which include popular varieties such as Shiraz, Cabernet, Chardonnay and Mataro. Choose from a wide range of single vineyard varietals, or with 105 growers producing 48 varieties, you can let regional diversity guide their creativity and they can make a blend to order.

Meet and Explore  Winegrapes Australia at IBWS Show. The International Bulk Wine and Spirits Show (IBWSS) is an annual trade show and conference which will give wineries, importers, supermarkets, retailers, restaurants, distilleries and other buyers a premiere international platform to source bulk wine and spirits and meet private label suppliers. Book now and save on exhibitor rates 

International Bulk Wine and Spirits Show(IBWSS) London Super Early Bird Exhibitor Registration Now Open. Register Now and Get The Best

Why London is to host landmark conference on bottled in market wine

The UK’s strategic importance as one of the most important hubs for bulk wine has been underlined this week with news that the prestigious International Bulk Wine and Spirits show is to hold its two-day 2018 conference in London in January. Sid Patel, chief executive of event organiser, Beverage Trade Network, explains why it is bringing the show to London and why bottled in market wine has such a big role to play in the on-trade.

The Buyer is pleased to link up with The International Bulk Wine and Spirits Show as one of its key strategic media partners as the event looks to put bottled in market wines high on the agenda for the on-trade.

You are bringing the IBWSS show to London, why and why now?

It is time, we made private label and bulk trade a norm. London being the most important market for private label and bulk trade, we decided to make London our host city for Europe. After getting a great response for our bulk wine show in USA which is held in San Francisco, (the latest being in July)  we see that buyers want to explore more options when they select their private label and bulk supply partners.

The UK is one of the leading store-owned and private label markets, so it was a no brainer that we provide the platform to connect these buyers to top class suppliers from all over the world who are ready to offer private label services and understand what it takes in being a private label supply partner and help the buyer build their brand.

You are looking for exhibitors and visitors. What can they both expect?

Visitors will get a chance to meet wineries and distilleries who offer private label / contract manufacturing options, bulk wine suppliers from all over the world, bulk spirits suppliers and contract bottlers. The idea of the show is that a visitor can walk in with an idea or a concept and can meet all the parties involved in developing a brand.

We will have graphic design companies who are experts in designing concept brands, we will have contract bottlers, we will have grape and spirits suppliers and we will have legal advisors.

Exhibitors will get a chance to meet buyers looking to develop private label brands from all channels. Exhibitors will also meet wineries and distilleries looking to meet their demand of bulk wine and spirits.

Who do you think the show is particularly relevant to and why?

The show is relevant to custom crush suppliers, distilleries and wineries who could branch into providing these facilities in addition to bulk wine and spirits and buyers from every tier of business who want to explore these services.

It is time we educated suppliers about the advantages of offering such services and how it helps distilleries and wineries grow their bottom line and build relationships. It is time we accepted the new norm and the future of the wine industry. It is all about taking advantage of these opportunities and hitting new channels.

Why do you think the bulk wine market is so important to deserve its own two day conference?

The timing of the show is very important. The show is the ONLY one of its kind where bulk wine, bulk spirits and private label business will happen. We wanted to create a show that encourages bulk providers to do business openly. For many of the top reasons, bulk trade has been in the grey area. We want to clarify a lot of myths, we want to share case studies of wineries that have their own brands and at the same time develop private label brands for their own customers.

If you don’t do it, someone else will, it’s as simple as that. The conference topics will help wineries and distilleries understand how they can optimise their wineries by offering such verticals, it will also show buyers what to look for in their supply partners and it will educate the trade on myths about bulk wine and spirits.

International Bulk Wine and Spirits Show(IBWSS) London Exhibitor Registrations Now Open. Register Now.

New record for sales of wine with DO La Mancha

The Regulatory Board closed the 2016 year with more than 81 million bottles, hitting record sales for La Mancha Designation of Origin.

Sales rose to a total of 81,218,300 bottles, a slight increase of 0.77%, that is, some 626,050 bottles more than the 80,592,250 bottles sold in 2015, a year in which sales saw a spectacular surge of almost 24%. These significantly increased figures are an immense source of satisfaction for the industry. 

The 2016 increase is reflected in practically all the wines produced in the La Mancha Designation of Origin, ranging from ‘Young’ wines (16,330,000) to ‘Traditional’ wines (47,607,000), ‘Cask-Aged’ (936,000), ‘Crianza’ (11,119,100), ‘Reserva’ (4,358,400) plus ‘Gran Reserva’ (766,900) and ‘Sparkling’ (100,900).

In terms of exports, the growth trend for DO La Mancha wines continues from previous years, reaching 29,070,818 bottles over the past year and accounting for 35.8% of total sales.

By markets, behaviour is uneven but on the whole positive, with nearly all countries recording growth. The biggest foreign markets purchasing DO La Mancha wine from abroad have maintained their position at the top of the ranking. Germany (with 6,572,944 bottles) and especially China continue to lead the way in terms of purchasing Manchego wine abroad. Growth in the Asian giant, where last year the same continuity was maintained in terms of promotional effort, is still an unstoppable force to be reckoned with, becoming in the top foreign market for quality Manchego wines in 2016 with 8,386,536 bottles.

There was a positive response from customers like Japan too. The land of the rising sun is already the fifth largest buyer, increasing its acquisitions to 1,090,452 bottles, 15% more than the previous year.

One of the places where foreign sales seem to have gained a firm foothold is eastern Europe, where Poland accounted for 845,112 bottles (a 77.7% increase) along with Baltic countries Lithuania (with 744,072 bottles) and Latvia (605,952 bottles). Even more remarkable is the recovery of Do La Mancha commercial wine sales to Russia, with 620,088 bottles and an 84.7% increase, which is very positive in a country that has traditionally shown a preference for buying wines from labels with no quality designation.

The United Kingdom follows as the world’s third largest buyer of DO La Mancha wines, with a figure of 1,639,680 bottles, a 10% increase with respect to 2015. Holland also maintains its excellent position in terms of purchase volume (fourth buyer with 1,154,136 bottles) and is joined by countries like Switzerland, already the ninth largest buyer of DO La Mancha wines, with a huge increase taking it to 715,308 bottles and heading foreign sales in Europe. In fact, the European Union, Spain excluded, now accounts for 49.47% (14,382,236 bottles) out of the total sales of quality La Mancha wines, a figure that rises to 54.67% (15,893,633 bottles) if the rest of the continent is added.

The United States, however, has experienced a slight 5% fall in sales, with 905,100 bottles, dropping down to sixth place, while Mexico is now the second best customer for DO La Mancha wines on the American continent (tenth in the world rankings) with 697,848 bottles and a significant 30% increase.

Harvest Statement 2016

Overall data for last year also show an increase in wine listed as DO La Mancha in 2016, the only wine that can be sold under this label, which means that the vineyards where the grapes are grown to produce these wines may not exceed the maximum yields set by the Designation of Origin in its Terms and Conditions. It must also comply with other requirements aimed at ensuring quality control over wines before they eventually reach consumers.

The total amount of DO La Mancha wine from the 2016 harvest stood at 141,284,583 litres, a slight increase of 0.5% compared to the previous campaign, which produced 140,590,977 litres.

By wine types, 90,914,907 litres of red were declared compared to 50,369,676 of white, with Ciudad Real (63,531,825 litres) being the highest producer of the four provinces making up the La Mancha Designation of Origin. Next is Toledo with 30,698,356 litres, Albacete with 24,063,307 litres and in fourth place is Cuenca with 22,991,095 litres.