‘Star names by the glass are key to success,’ says Enotria & Coe wine head

Chris Losh

Chris Losh

08 February 2018

Enotria buying, marketing and retail director Jon Pepper MW
Enotria buying, marketing and retail director Jon Pepper MW

The continuing trend towards ‘less but better’ is opening up big opportunities for some of the world's most exclusive wineries, according to Enotria & Coe’s buying, marketing and retail director, Jon Pepper MW.

‘People are happy to trade up, but don’t necessarily want to drink a whole bottle,’ Pepper told Imbibe, adding that Enotria is increasingly offering free preservation systems, such as Verres du Vin and Coravin to its accounts.

‘It allows us to offer more iconic producers, but the cheaper wines from their ranges – the kind of wines that would normally appear on a wine list at £50-£60,’ he said.

Pepper cited the likes of Stag’s Leap, Henschke, Planeta and Glaetzer as the kind of producers whose products are attracting extra traction.

Enotria is also looking to get some of its producers to produce wines in KeyKeg so venues can serve their wines on tap, a trend that is growing in popularity.

‘That’s not so much about a cost saving as an added benefit,’ said Pepper. ‘The ability to offer better quality and wines that are more reliable in terms of serve.’

Enotria & Coe is currently talking to half a dozen producers with KeyKeg wines predicted to be available in the autumn.

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