What is in this article?:
- Wine Has a Rosé Outlook
- The Odd Couple
Supermarket wine directors experiment with new ways to promote their extensive selections
Dierbergs Markets uses Skype and other methods to promote its important wine category.
The Odd Couple
Specialty beers have captivated American consumers, and there’s no end in sight to this love affair. According to Mintel, sales of craft beer nearly doubled between 2007 and 2012, increasing from $5.7 billion then to $12 billion now.
Compared to wine, beer benefits from two specific promotion opportunities: Seasonal brews and IPAs. The former allows supermarkets to tailor promotions to specific holidays, while the latter emphasizes style. Wine lacks these elements, so category growth can seem a bit constrained.
“You can only grow the audience so much,” said Nicoll of his efforts to sell wine during the ascendency of craft beers. He noted that a beer dinner held “in season” in Palm Desert sold out in a mere two days.
“Trying to attract a new one is always a great challenge. You can only sell so much wine to the same customer,” he said.
Industry observers agree that the trend has been apparent for several years now as brewers — and their brews — get bolder.
“Most of the beer is very flavorful, some high in alcohol, so they behave like wine in many regards,” Brian Sudano, managing partner of Beverage Marketing Corp., told SN. “The beer industry has presented themselves very similarly to wine with larger, multi-serve packages, use of corks, food-pairing notes, and the like.”
Retail wine directors have been tempering the competition by using beer’s popularity to recruit consumers willing to try compatible wines. At Heinen’s, a “brew/wine” dinner at a local restaurant pairs certain foods with ideal wines and beer.
“This is a new frontier,” said Thompkins. “It shouldn’t be a wine or a beer question. It should be a wine and beer answer to a food.”
The dinner includes four wines and four beers, and each course has a matching food. For those looking to increase wine sales, it’s one of the more creative ways to find new customers.
Beer and wine also shared the spotlight on June 8, when Dierbergs hosted Sip & Savor, a benefit for Angels’ Arms, a local organization serving foster families. The happening took place again at the retailer’s Des Peres store, but inside the parking garage. According to Vasel, more than 300 people attended and enjoyed sampling from a selection of 238 wines and beers (as well as spirits), accompanied by food vendors including Dierbergs Kitchen.
“In this case, we had experienced buyers taking advantage of case discounts and casual converts supporting Angels’ Arms while getting a very relaxing education about various wines,” he said.
Some wine departments are also installing beer tap-like stations that offer preset pours of wines at ideal temperatures. One such system, the WineStation 3.0 from Napa Technology, Campbell, Calif., preserves vintages for a longer period of time, and is more approachable for many novices than sampling events, according to company officials.
“What retailers are capitalizing on is that, not only are customers more willing to buy something that they taste, it’s giving them an experience to try wines they might not have otherwise tasted at all, or in pricepoints they otherwise would have shied away from,” said Jayne Portnoy, Napa Tech’s vice president of marketing and brand strategy.
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In the meantime, retailers continue promoting wine the old-fashioned way — with big displays and great prices. Earlier this month, Nicoll launched a marketing blitz throughout every Bristol Farms department to remind customers that there’s a wine for every occasion. The Summer Sippin’ campaign places four varieties of wine in the meat, seafood and cheese departments, two in bakery and produce and eight by the front door.
“It’s a meaningful display with lots of sign work,” Nicoll said of the initiative, which is being promoted through the chain’s weekly email blast, a weekly Twitter special, and mentions on Facebook.
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