About robertoluigi

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So far robertoluigi has created 16 blog entries.

July 2011

Time for an Annual Review

The new financial year is a great time for sales people to stop and relook at their sales territory. By now the figures for the last 12 months should be in, making it a great time for wine reps to go through their own customer list and do an honest appraisal of where things currently [...]

April 2011

The Retailer’s View

Many of the frustrations felt by wine reps and wineries are caused by a lack of wearing the shoe on the other foot - putting oneself into the place of the customer and understanding what their real (and perceived) needs are. As we should all understand, the most solid relationships are built around trust, however [...]

October 2010

Initiate change or be changed

Some discussions on the weekend have backed up the notion that we in the wine trade and wine industry are not moving with the times. For hundreds of years the wine sales chain was fairly standard: producer to middleman to licensee to consumer; simple and effective. Our booming export trade of the 1990s funded a [...]

September 2010

If you can’t beat them – copy them

The ongoing 'them and us' outlook of independent retail when referring to the chains is understandable and realistic given the business goals, financial backing and supplier clout differences between the two off premise routes to market. The chains have brought fresh ideas (many borrowed from grocery) into liquor retailing, whether that be marketing campaigns, adverts [...]

Find me a distributor!

Help me find a distributor! A common theme for emails to this site. Unfortunately, wineries seeking distribution today face more hurdles than in any previous time in recent memory. Distribution companies are bombarded almost daily by wineries hoping to secure a distribution channel, meaning few succeed in their quest. It is a numbers game, distributors [...]

July 2010

Gold, Silver or Bronze?

The wine industry loves awarding medals and trophies to itself, much like the entertainment industry loves giving itself shiny awards (in 1991 the Academy Awards won an Emmy Award for best Variety show!). In the 2009 Melbourne Wine Show, 566 producers entered 3,493 wines in the chase for the 22 trophies on offer, and with [...]

The Pains of Retail

Thought this video might amuse, found it on YouTube:

May 2010


In the old world of wine, regionality is everything - it is the style of the wine, the varieties used, the outlook of the producers, the crucible holding centuries of tradition together. Customers roughly know what they are paying for when they put their hand in their wallet for a Chianti, Burgundy or Rioja - [...]

Discounts – An Alternative Option

It's probably about time that we face up to the fact that the discounting and buy deals of the last half of the decade have now become the expected norm - the trade does not expect to pay list price, that's just a starting point for negotiations. Given the reduced return distributors and wineries are [...]

Packaging Pains

An esteemed member of the trade recently put forward a good reason that many wineries struggle to make a mark in the retail sector, namely unsuitable, unseemly or just downright poor packaging. A wine’s front label along with bottle shape and colour is it’s calling card, its brand communication, as well as quality and value [...]