Conference Schedule

Session 1: 26 February 2018 (9 am to 10.30 am)

Welcome and Keynote

Award-Winning Business Editor Richard Siddle will open up the 2018 International Bulk Wine and Spirits Show in London.

What are Retailers Really Looking for in Private and Bulk Suppliers

Clive Donaldson, Wine Sourcing Manager at Wm Morrison Supermarkets Plc shares his insights on how he selects his supplier and what is it that he really is looking for in his supplier.

Regulatory issues specific to bulk products compared to cased goods

The principal reason for shipping in bulk is the ability to save on transport costs and thereby maintain or increase price competitiveness. The need to have a bottling or packaging facility in the destination market also offers opportunities for investment, diversification, and partnership working. In this session, David Richardson from WSTA will cover the Regulatory issues specific to bulk products compared to cased goods.

Panel Discussion moderated by Andrew Catchpole (Harpers Wine & Spirit ): How retailers can build profitable private label programs:

Panel Discussion:

With bulk wine in the ascendancy, now accounting for over 50% of wine sold in the UK, and with quality high, while meeting economic and ecological criteria, Harpers has assembled a panel of both large and small retailers to explore how best to manage, benefit and profit from embracing Private Label.

Hosted by Harpers Wine & Spirit and Drinks Wholesaler editor, Andrew Catchpole, the discussion will focus on key points to consider, including: NPD; best routes for sourcing; shopping around; ensuring consistency of supply; QC; and considerations when looking forward to further developing/expanding a Private Label range.

Speakers: Multiple location buyer, On-trade group buyer, Independent merchant buyer, Smaller on-trade operator

Session 2: 26 February 2018 (1 pm to 2.30 pm)

Private Label and Bulk Strategy For Importers and Distributors

Private label can have many benefits for distributors, but it can also create challenges, including putting a strain on relationships with manufacturers, says JB Steenkamp, author of Private Label Strategy: How to Meet the Store Brand Challenge, in Private Label & Channel Conflict.

By partnering with manufacturers on private label products, distributors can avoid channel conflict by presenting these new brands as an opportunity, rather than a threat.

Global Bulk Market Report, Trends and Opportunities

Florian Ceschi, Director, Ciatti Europe will give a detailed statistical analysis of the current bulk market and will identify opportunities where producers and negotiants can take advantage of.

From Customer Aquisition to Supporting The Customer: The Business Of Bulk and Private Label On The Supply Side

Session 3: 26 February 2018 (9 am to 10.30 am)

Selling The Brand VS Selling The Solution As A Winery or a Distillery

Bottled in market strategy and how suppliers can partner with Conviviality

Andrew Shaw is the group wine buying director of Conviviality, under which it runs two wine buying teams keeping retail and trading/direct separate. 

One of the clear advantages of its new strategy is that it potentially offer much bigger volumes to its wine producers who can make decisions about working in different channels of the Conviviality group. For Shaw bottled in market wines is now the right route to market for so many wines at certain price and value levels in to the on-trade. “Bottled in market wines allows us to make much more control of our own supply chain and manage it most efficiently.”

In this session, Andrew discusses how they prefer to work with suppliers on their new strategy.

Panel Discussion moderated by Richard Siddle (The Buyer)

Panel Includes:

Robin Copestick, Managing Director of Copestick Murray,

Mark Roberts, Head of Sales, Lancester Wines,

Denys Hornabrook, Co-Founder and Managing Director Vin-Exchange Group Limited

Session 4: 26 February 2018 (1 pm to 2.30 pm)

Flexi v ISO quality and Why Ship In Bulk

Problems In Wine Quality In Bulk

The wine industry lab sees every problem associated with bulk as all the issues get sent to them for analysis so Geoff sees all the problem trends. In this session, Geoff gives you an overview of most common problems and how to avoid them.