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12 ways indies can work better with suppliers says Les Grands Chais de France

Published:  05 February, 2015

A growing list of major wine suppliers and producers are now seriously looking to work closer and more effectively with independent wine merchants. Here Tim North, UK director for Les Grands Chais de France, one of the largest French wine producers with estates in all the main wine growing regions, offers his advice to merchants on how to buy and then market and sell their wines. Les Grands Chais de France is one of the partner suppliers behind the March for the Independents campaign.

 

A growing list of major wine suppliers and producers are now seriously looking to work closer and more effectively with independent wine merchants. Here Tim North, UK director for Les Grands Chais de France, one of the largest French wine producers with estates in all the main wine growing regions, offers his advice to merchants on how to buy and then market and sell their wines. Les Grands Chais de France is one of the partner suppliers behind the March for the Independents campaign.

* Don't compromise on quality to get a good RSP. You need to attract consumers with better wines not by competing with supermarkets on price.

* Look for producers top cuvees that are only available in limited quantities. These can be the very best quality and give you a real point of difference

* Estate, Chateau or Domaine wines add value more than generic blends. Be very wary of brands. Don't be afraid to sell great wines at expensive prices.

* Make sure your staff know the story behind each wine. Independent wine merchants have a great opportunity to interact directly with engaged wine drinkers.

* Use tastings, if possible with appropriate food, to enhance .the experience of visiting your shop and push your favourite wines.

* Look to participate in local events, festivals... that will attract people who are interested in good food and wine

* Work with suppliers who can support you with winemaker tastings or events

* Avoid deep price cut activity - offer consumers good value on all your wines all the time. Help them appreciate the true value of a great wine. Don't confuse them with artificially inflated prices.

Les Grands Chais de France is responsible for 20% of French wine exports to the UK and wants to grow market share

* Work only with suppliers who have structured their portfolio to make sure the wines you buy won't appear in supermarkets. Be sure that the whole company is committed to this, not just your account manager. A commitment to the Harpers guidelines is a good indication of this.

* If you can ship direct this cuts out the middleman, but be careful not to tie up too much cash in stock

* Look for producers who can supply you a wide range of products. The more products you can ship from one supplier, the lower your logistic costs and stock holding will be.

* Always remember that It is the customer experience in your store and when he opens the bottle that will make a difference. Sell great wines at fair prices.

* Les Grands Chais de France is one of the largest producers to sign up to the Harpers Best Practice Guidelines and pledge their support to the sector by following those trading principles. It is one of 20 suppliers that have now signed up.

If you are an independent wine merchant and have suppliers that have not signed up then please send them this templated letter setting out the reasons why you think they should support you and the sector by doing so.

You can follow more trading advice on how to work better with suppliers in our Action 1 week area of Harpers  March for the Independents campaign.

* Here's former head of wine at Somerfield, Angela Mount's top 10 tips on ho to buy and well better.

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