Ted’s Vietnam Adventure—Part Two

The Journey to Open a New Market Continues…

Our story so far: Ted McDonnell, a salesman and brand builder working in Asia, has been given the assignment to work with the Chivas Regal group.  He is sent to Vietnam to help the local team grow the brand in the newly opened market. Unfortunately, and unbeknownst to Ted, he ends up in Hanoi when he was supposed to go to Ho Chi Minh City (formerly Saigon). By the time Ted learns of his mistake, he has been through a bit of an ordeal—deserted, dark and lonely roads, fears of having been kidnapped, going from hotel to hotel in search of a place to stay, and exhaustion from the ordeal.

But, Ted also learns that the Vietnamese he meets are warm and friendly and, despite his fears, are anxious to help him.

We pick up our story at the point where Ted has just learned of his mistake. (Here is part one.)

Back to the Airport

So, it’s late, Ted is exhausted and anxious to get to Ho Chi Minh City. If he stays in Hanoi—assuming he can find a hotel room this late at night—he will lose time in getting there. Then the thought hits him: Get back to the airport, surely there’s a hotel there, and get the first plane out to the southern city.

Ah, but what about money? Credit cards are not yet widely accepted and he has a limited amount of dollars (having paid Tran, the driver most of what he had), but he has over 300 British Pounds. “After all,” thinks Ted, “if a dollar can buy 17,000 Dong (Vietnamese currency) the pound should …

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Altaneve Prosecco

A distinctive product deals with marketing challenges

Sparkling Wine in the US has grown twice as fast as the overall wine category over the past five years. Within sparkling wine, the non-champagne segment accounts for over 90% of sales (See earlier post on Booze Business) with prosecco leading the charge.

In fact, in a recent article in Shanken News Daily:

“The Prosecco DOC Consortium recorded a 34% increase in exports to the U.S. market in the first half of 2014, with volume reaching 1.27 million cases.” 

In effect, prosecco has challenged champagne for the top of the sparkling wine domain. In so doing, prosecco has changed the occasions for drinking sparkling wine. While champagne is for celebrations and special occasions, prosecco is for everyday and any time. Further, at $12 to $15 per bottle, prosecco has an advantage for everyday use.

But, just as there are $12 bottles of wine as wells as $20, $30 even $40 still wines, can an upmarket prosecco capture a significant share of that market?

Enter David Noto with Altaneve Prosecco

It’s quite an interesting story. David’s family has been making wine for 10 generations in Italy and he grew up with a passion for prosecco, particularly the high quality end. So he changed his career from engineering and finance technology and brought this product to market a few years ago.

According to David, “The US market is not deeply familiar with the broad range of prosecco, so we felt it was time to introduce the best.”

In addition, the brand has an interesting story to tell. Altaneve means high snow in Italian and is a reference to the snow capped peaks of …

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How a Chilean Wine came to the US via China…and won awards

labelsDon Mateo Wines started with three global entrepreneurs, a passion for wine making and a vision to become world class.

So, what’s so special, you ask, lots of aspiring winemakers out there.

Yes, but how many have won four awards at the recent Wine and Spirits Wholesalers of America (WSWA) convention? And, how many have had a journey that began in China?

I first met the partners running Don Mateo Wines in late 2010 and was immediately struck by their business acumen, gained in global trading, and applied to the wine world. Their story is interesting.

Andy Lam and his brother Matthew were successful exporters of various products and commodities to Chile from China. Over the years, the currency exchange swings hurt their business and so they turned the ship around and began importing wine from Chile. Their passion about wine helped, and they began buying vineyards and wineries. Added to that was the patience and tenacity to develop top quality wines. They hit the Chinese wine market at the right point in time and the business flourished._MG_0417

You can’t be a global wine player without the US market, so a third partner, Peter Loucks, entered the picture and applied his overall business skills to the wine business. Peter is smart and a quick learner so it’s not surprising that he soon realized that, unlike China, the supply of wine (Chilean and others) exceeded the demand. Consequently, growth here would be an uphill battle. Further, the mandatory wholesaler tier has become more and more difficult to deal with, as in “take on another wine brand, are you kidding?”

But, he knew that despite the hurdles, he had some key brand …

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