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July 14th 2009
Attracting attention in the UK

by Robert Joseph

Today, courting the British wine press is arguably more important than ever. In Britain, unlike many other countries, it is very hard to build retail sales from the reflected glory of being served in smart restaurants; the influence of sommeliers is very limited. Well over 80% of the wines are sold by a shrinking band of big brand- and discount-focused supermarkets, with the remainder being distributed through a handful of specialist chains  and a couple of hundred or so significant independent retailers, most of whom offer ranges covering the entire world.

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July 9th 2009
Immersion in design

by Alain Courbière speaking to Felicty Carter

The first contact a consumer has with a wine is often through the label. But what is the best approach to take? What works and what doesn’t? In the first of a series about design, Alain Courbière from the major French firm Autajon, discusses ways to approach the issue.

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June 18th 2009
Slow and steady in Poland

by Tomasz Prange-Barczyński

Consumption in Poland, the biggest of the middle European countries, grew by approximately 15% last year – which means that the growth in consumption over the last decade was 100%. To be more precise, Poland’s population of 38.48m spent approximately €625m on wine last year, making this a small, but attractive market.

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May 7th 2009
Do wine fairs add up?

by Maggie Rosen

With so many trade fairs and tastings on offer, wine professionals could spend the equivalent of months on the road. But in a recession, can you afford the time and expense of participating or attending? Can you afford not to? Maggie Rosen reports.

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April 23rd 2009
Does China add up?

by Chantal Chi in China

Excited by the prospect of China’s enormous population, producers are eyeing the fledgling wine market with interest. But while some international companies are doing well,  this market can lay traps for unwary players.

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April 9th 2009
Doing business the Russian way

by Eleonora Scholes

As selling wine gets tougher, many producers have set their sights on the emerging Russian market. But, as Eleonora Scholes explains, there are many obstacles to market and the prize goes to those who are most prepared – and patient.

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September 9th 2008
Impressing the Russians

by Eleonora Scholes

The Russian wine market may still be small relative to its population, but growing wealth, steadily expanding consumption and rising wine imports give international producers a reason to approach it with optimism, says Eleonora Scholes.

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September 9th 2008
Macau: struggle and growth

by Jeannie Cho Lee MW

Against the backdrop of luxury hotels and casinos, importers are working hard to capture the potential of this rapidly growing market but, as Jeannie Cho Lee observes, the duty reduction in Hong Kong threatens the fine wine business.

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July 19th 2008
Roads to market in India
by Subhash Arora

The wine world has high hopes for India, given its population and rising wealth, which is creating an interest in Western goods in general and wine in particular. But not so fast, because anybody looking to enter the market needs to consider a number of obstacles, including punishing duties.
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June 17th 2008
The Italian approach to distribution
by Michèle Shah

Trying to understand Italy’s distribution system is as difficult as coming to grips with its politics, finds Michéle Shah. If you’re interested in doing business, it’s best to have a single, national agent or create your own network of distributors. And don’t get upset when your wines go into a random ‘international’ pile.
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