I have researched among wineries from several wine countries, specially from the new world and they have realized that important wine fairs they usually participate do not help them to get any new client or potential buyer. They say they spend so much money in airplane tickets, accomodations, salaries and extra cost to just smile and open new bottles that sometimes that money is the 6 months revenue they could get from a business done there....so whey they keep participating??

In my case, I tell them that they should prepare months in advanced for this great opportunity to have "potential buyers" infront of them. BUT, as usual, they expect to be "discovered" by a wine writer or an importer that like their wines.....and again I tell them....now is not enough to have a good wine....they need a story behind and a concept to tell the press and the trade....but...is this going to change?...

On the other hand...do organizers of wine events care about creating wine business opportunities for wineries, so they get new clients like importers, distributors or retailers....or...do they really want to visit and taste new wineries if they constantly recieve samples during the year from the same wineries???

Max
wines@andeswines.com