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Frequently asked questions

At Trade and Terroir, we believe in clarifying the complexities of wine market development. Our approach is rooted in quality and integrity, ensuring that everything we do reflects our commitment to helping your winery thrive internationally. Here are some common questions and essential insights we often share with our clients.

How do I know if my winery is actually ready to export?
You are ready when you have stable production volume, clear unit economics that allow for middleman margins, and a distinct story. If your domestic inventory isn't consistent or your pricing model breaks when adding importer markups, stabilize home first.

How do I find distributors who won't just let my bottles sit in a warehouse?
Target smaller, specialised importers whose portfolio strategy matches your philosophy, rather than chasing giant distributors. Build an active support plan: provide sales materials, host masterclasses for their sales reps, and commit to market visits. Importers sell what is easy and supported.

Which international markets make the most sense for my specific price point and volume?
Look for markets with an expanding middle class of curious drinkers and existing culinary alignment with your wines—not just the traditional "headline" capitals.

How do I explain my local or indigenous grape varieties to foreign buyers who cannot even pronounce them?
Anchor the unfamiliar in the familiar. Compare your indigenous variety’s style, weight, or acidity profile to a well-known international benchmark.

How can I charge a premium price when my region does not have the famous reputation of Bordeaux or Tuscany?

Focus on scarcity, farming precision, and gastronomic versatility. Value comes from low yields, organic/biodynamic craft, single-vineyard focus, and endorsements from top sommeliers—not just legacy appellation names.

How do I increase my wine margins without scaring away cost-conscious guests?

Balance your list. Use recognizable high-volume wines at standard markups to anchor guest confidence, while applying higher margins to exclusive, hand-sold boutique discoveries that offer high perceived value and food compatibility.

How can I keep my floor staff selling higher-margin, authentic wines when turn-over is high?

Replace lengthy technical sheets with 3-second selling hooks: Taste profile + Food match + One memorable detail (e.g., "Crisp, high-acidity volcanic white; pairs amazingly with grilled octopus; grown on 80-year-old ungrafted vines").

How do we structure a high-end wine tourism experience that justifies a premium price tag?

Move from passive tasting to active storytelling. Pair wines with local food, offer access to behind-the-scenes areas (vineyard walks, barrel tastings with the winemaker), and tailor the narrative to the guest's knowledge level.

Beyond the ordinary in wine market development

This is where our journey begins. Get to know our business and what we do, and how we are committed to quality and great service. Join us as we grow and succeed together. We are glad you are here to be a part of our story.