My reason for coming to this trade fair? Because there aren’t many like it! (Viviane Thibault, sourcing manager for the Biocoop network) Viviane Thibaut is a sourcing manager for the Biocoop network. She proposes wines for sale in the network’s shops, which number 240 in France. Biocoop members all belong to the network but are independent (non-franchised). Vivaine Thibaut works on which wines to sell because the shops themselves do not have the time. Her advice is increasingly acted upon. How important are wine sales to Biocoop? The Biocoop network mostly sells food. Historically, wine came under dry foodstuffs. National increases in food sales stand at around 20% (all products). Annual sales of wine amount to hundreds of thousands of bottles and wine represents 2 to 3% of a shop’s volume of business. The aim is to reach 5 to 10% of the total. That 20% increase in food sales also applies to wine, although this is partly a catch-up effect because it used to be an under-performing area. France’s domestic wine trade isn’t doing very well, but at Biocoop, it’s pretty good. How is the wine section changing? The wine section is becoming more professional. As a sourcing manager, I’m not expected to monitor articles once I’ve proposed them. But I often do, especially the ‘Wine of the Month’, the Fête des Vins promotional operation in October, etc. Part of our work at Biocoop’s wine commission is to try and organise a planogram that corresponds to a certain number of articles for a given size of shop. To do so, Biocoop is working with a store layout company, which is also to examine the wine section. What sort of profile do Biocoop wine buyers have? There are two types of consumer. There are the organic or wholefood "veterans", who have been consumers for ten years or more. They are motivated by ecology and their aim is contribute to environmental protection by drinking wine that comes under foodstuffs. Our new customers first enter a Biocoop for health reasons. They extend their shopping to include the wine section. For these customers, quality is a much more important consideration than it is for the first group. They buy a broader range, but they have purchasing power. They generally tend to be over forty, but some young couples also buy wine. Organic food is slightly more expensive, but we work a lot on prices with package offers and partnerships between producers, platforms and Biocoops so as to offer organic products, including wine, at competitive prices. We offer basic packages on 80 articles for periods of four or five months and which systematically include wine. How do you see organic wines changing in the next five years? If the policy of subsidising conversions is abandoned on the production side, I don’t know what will happen. Everyone says supply exceeds demand, but I believe it doesn’t always correspond to demand. I’m not pessimistic when it comes to wines of quality. Considerable efforts have been made to improve quality in the last ten years. From the point of view of quality, organic wine wins hands down and we can explain why. But there are still unfulfilled expectations of quality products. What is offered on the market should cater to these requirements. There are still discrepancies between supply and demand in this respect. Are there any new market trends in terms of wines and packaging? No, I believe wholeheartedly in product diversity. Like everyone else, I’ve read that the BIB market is taking off again, but I can’t see any signs of it. You have to stock all things. It’s product diversity that makes an offer complete. You must leave the choice to consumers. For us, BIB sales are increasing because we used to have mostly entry-level wines, but we are broadening our selection with appellation wines, including in BIB format. It works well, but varies according to region and place. Is the choice of wines at Biocoop regionalised? No, and that’s for sure! It most definitely shouldn’t be because consumers buy a lot directly from the wine regions. You have to have diversity. We respect seasonality with our ‘Wine of the Month’ and by seasonal changes to shelf arrangements, especially when selling white and rosé wines. Apart from Beaujolais, we have few primeur wines; demand for them isn’t developed. All Biocoop shops organise a Fête des Vins operation in October with 25 different articles, and that’s followed by a Christmas hamper. Then in January, we go back to our ‘Wine of the Month’ offers. Our Fête des Vins doesn’t coincide with the wine fairs (foires aux vins) held in supermarkets. That’s deliberate because we’re not keen on the word foire*. It’s also a question of practicality because it would be difficult to organise in September straight after the summer holidays. * A fine, but distinct, difference exists in French between foire and fête. What are your reasons for coming to Millésime Bio? I’ve been coming to Millésime Bio for three years. My reason for coming is that there aren’t many shows like it! I really appreciate the fact that it’s for professionals. Besides which, it’s also very representative. I knew it when there were only producers from the region. It saves me an enormous amount of time and allows me to see a good many of my suppliers in a few days. For wine, it’s essential to maintain relations with the producers themselves. Do you attend other fairs and shows? Biofach every other year, because it’s difficult to fit into my work schedule. It means I can broaden my horizons to include foreign wines – New World or European – because we have started to increase our selection to include such wines. I also go to the Salon des Vins de Pays de Loire and the organic shows in Paris, such as Marjolaine. But it’s fairly tedious working at fairs like that. Millésime Bio should be kept professional. 23/11/2005   Organic wines have more soul and character! (M. Pieksman from Pieksman Wijngenturen in Holland) M. Pieksman specialises in selling French organic wines to upmarket Dutch restaurants. He sells about 100,000 bottles a year. After having worked for a firm in Bordeaux, he started his own business five years ago. What do your clients expect? What my clients need to have in particular is quality. They are upmarket restaurant operators who employ the services of wine waiters. These wine waiters systematically taste the wines I offer and they are very happy that they’re organic. Interest in organic wines is growing in Holland. There is an increasing number of articles and interviews on the subject. Many restaurants offer organic wines; it’s fashionable and they put organic wine on their wine lists. My sales figure has risen by 60 to 70% in a year. But quality is more important than organic properties. I believe organic wines can be better than non-organic ones because they have more soul and character. I have great success with the Loire wines, grape varieties like Chenin Blanc, Romorantin, Marsanne, Grenache Blanc and Grenache Gris, and wines such as white Collioure and white Châteauneuf-du-Pape. What sells depends on a restaurant’s menu and food & wine pairings – for classic cuisine - Vin de Pays de Loire, for Mediterranean cuisine - wines from the Languedoc-Roussillon region, for example. For the day’s set menu, restaurants opt for varietal wines. What do you think of Millésime Bio? To me, Millésime Bio is very interesting and worthwhile. A lot of producers attend, so I can see them every year and visit the vineyards. I come with my son. I like to get hold of a list of exhibitors beforehand so that I can organise my visit (available on-line from the Web site). I also go to the Salon des Vins de Pays de Loire and I’m just starting to attend shows in Spain and Italy. Millésime Bio is very good, as is the fair in Angers (Loire valley), because there are a lot of organic wines. Personally, I’m also looking for information on cuisine and matching wine with food. 23/11/2005   Organic wine: genuine, unadulterated, first-rate and affordable Organic wine: a genuine product Since 24th June 1991, its authenticity has been guaranteed by European legislation (EEC 2092/91), which requires: - That the Organic Agency be notified of such activity - That vines be grown without recourse to synthetic chemicals (e.g. fertilisers and pesticides) - That the rules governing organic farming be practised for a period of three years before any mention of "wine produced from organically grown grapes" may be used on labels. - The producer to have obtained certification from an approved body. Organic grape growing is currently one of the most closely monitored of all agricultural production methods. Each year, the relevant certifying bodies carry out a standard inspection plus random spot checks. On average, organic estates are inspected more than once a year. Since 1st July 2005, French wines that are the product of organic viticulture are stamped with the "AB" (Agriculture Biologique) logo and bear the wording "inspected by + name of the certifying body". Organic wine: an unadulterated product Organic grape growers seek and stimulate interactions between the vines, the soil and the surrounding natural conditions, all the while employing environmentally-sound practices. Additions of organic matter to the soil increase its structural stability, help prevent water erosion and abrasion and contribute to improving vine root development. The absence of the use of artificial fertilisers and pesticides derived from fossil energies considerably reduces the risk of pollution and makes this a more energy-saving method of production. Vinification methods use a minimum of oenological products in order to bring out the best qualities of the grape itself. Organic wine: a first-rate product Organic wine is of excellent quality – a fact repeatedly borne out by the number of medals organic growers receive in the conventional wine competitions. Producers of organic wine are actively committed to the pursuit of quality and to the production of wines that express the full potential of their ‘terroir’. Organic wine: an affordable product Differences in prices between conventionally-produced and organically-produced wines have diminished, much to the delight of consumers. It is now possible to find organic wines in a variety of outlets (wine retailers, specialist stores, super and hypermarkets) at very affordable prices. It is also possible to find organic wine of virtually all types (white, red, rosé, sparkling, fortified aperitif and dessert wines), appellations and as Vin de Pays. There are more than 400 different items at Millésime Bio. 23/11/2005   Vinification charter to reinforce regulations Since 1991, vinification is excluded from European regulations governing organic products, mainly because of the lack of a schedule of conditions. For the time being, certifications concern only grapes. In order to advance with regulations and provide consumers with the guarantee of a totally organic wine, from the vineyard to the bottle, industry professionals got together to draw up and implement a charter of organic wines, the application of which is being co-ordinated nationally by the FNIVAB (France’s interprofessional federation of organic wines). This charter is governed by private law. It calls for: - The minimal and controlled amount of preferably pure oenological products - A positive list of oenological products and techniques - The traceability of operations, particularly in ‘mixed’ situations (organic and non-organic cultivation) - The absence of use of GMO products or those derived from GMO methods - Rules governing the transport, bottling and packaging of wine - Reduced maximal doses of SO2 compared with those authorised by European regulations. This charter concerns all operators in the sector, and is subject to verification by the same authorised body that issues vineyard certification. You’ll be able to find supporters of the charter during the fair, thanks to a special logo and a specific reference in the wine fair catalogue. Should you require further information about the organic wine charter, please contact: FNIVAB: Monsieur Pierre Abel Simonneau, SCEA Simonneau et fils, 2 place du Lavoir, 33760 Saint Pierre de Bat, France Phone: 33 (0)5 57 34 52 52 Fax: 33 (0)5 56 23 65 05 pasi@club-internet.fr 23/11/2005   Marked growth in the UK’s organic wine market and fierce competition between the New World countries and Southern Europe Interview: Mr. Lance Pigott, managing director of Vintage Roots, Great Britain Vintage Roots was founded in 1986. It’s the UK’s leading organic wine retailing company and is also developing sales of organic wines on the Internet (over 300 articles). How is the UK market doing at the moment? For us, it’s not bad. Our business has increased by 18% in the last year, although that’s mostly due to organic wines from the New World. Why organic wines from the New World? Because the British like the taste of them. They have more fruit, are easier to drink straight away and their tannins are soft. You can drink them between meals - many British people drink wine outside mealtimes. We buy organic wines from Chile, Argentina, Australia and South Africa. Competition is also great among organic wines. New World wine packaging is more contemporary than French packaging. Labels are in English and the brand names are easy to remember. If a name is too complicated, people won’t buy. That’s a problem common to French, Italian and Spanish wines. What is your interest in attending Millésime Bio? It’s very interesting and worthwhile for us. There are always five of us here every year. We meet many French, Italian and Spanish producers. And I find new products and producers. I don’t have either the time or the money to attend many fairs and shows or to visit a lot of producers. We also go to Biofach (World Organic Trade Fair in Nuremberg), but Millésime Bio is more convenient because all producers are under one roof. 20/10/2005   An organic wine market that has levelled off in Germany and some interesting synergies between organic wines and other organic products in the specialised outlets Interview: Mr. Wolfram Lambrecht of Weinhandel W. Lambrecht, Germany Wolfram Lambrecht comes to Millésime Bio regularly. As a regional wholesale importer of organic wines, W. Lambrecht sells to 130 customers in central Germany (organic shops, specialist wine retailers and restaurant operators). His portfolio covers 400 wines. Besides his wholesale business, W. Lambrecht is a bulk wine sales agent and consequently also organises bottling operations for German wholesalers of organic products. How is the organic wine market doing in Germany? The organic wine market has levelled off compared with the last three years. Sales have dropped off in the last few years because customers have made fewer purchases in the small organic stores (60 to 80 sq.m). It is this clientele that has reduced spending as a response to economic change in Europe. Some organic shops have closed down. Those that remain have generated a steady market. There is a slight increase in organic wine sales, which is as marked as sales of organic products in general. How do you see the organic product and wine sector changing in the next five years? Organic products are very well received and the market for them is growing. Wine goes down well in organic shops and has the potential to increase the turnover of such shops. A synergy exists between organic wines and organic products when it comes to sales. In Germany, organic wines are mostly sold in organic shops. I also supply shops that sell only wine, but they are having trouble holding their own in the market because of the mass distribution outlets. Few people buy a €5 bottle in a small shop and many prefer to buy from a supermarket at €1.90. But for us, we shouldn’t try to offer the same prices; that would be suicidal! What new trends are emerging in the market in terms of types of wine and packaging? Consumers are tending to go for well-rounded, relatively structured wines that are inexpensive, well-made and have a degree of volume. There is no longer a demand for light, fruity wines of mediocre quality. Primeur wines in particular have gone out of fashion; every year, it gets more difficult. Bag-in-box sales aren’t developing; it’s a small market that goes down better in France than in Germany. Rosé sells well; it’s very seasonal, like white wine (spring-summer). The rosé season takes off again in February and March. What are your reasons for coming to Millésime Bio? Firstly, I come to taste the new vintage, but also to get an idea of what’s going on in the market and in respect of prices, which provides me with the means to work during the rest of the year. I also advise other buyers on what to go for. New growers and new products always interest me. Narbonne is smaller and much more compact than Prowein (Düsseldorf’s wine & spirits trade fair) or Biofach. Prowein is vast. It’s harder to work for three days at Prowein than at Millésime Bio. At Biofach, I’ve had a stand for as long as I’ve been coming to Millésime Bio. And I also attend Vinitaly. Does that mean that, if Millésime Bio gets too big, you’ll stop coming? Yes, an expo where you can’t do everything you plan to is always difficult. With the number of exhibitors there are at Narbonne, it’s already borderline as far as working is concerned. I don’t have a partner, but I come with an assistant. Because I know a lot of producers, I can’t walk past a stand without saying something! On the question of improvements, do you have any special requests? I am happy with the way you work. What interests me is visiting producers, talking to producers and tasting their wine. We come to Narbonne via Gerona (Catalonia), which is 93 miles from Narbonne, and we hire a car. There are more flights from Gerona to Germany than from Montpellier. 20/10/2005   More than 65,000 hectares (>165,000 acres) of organic vineyards in Europe Organic viticulture accounts for a significant proportion of European organic production and occupies a sizeable agricultural area. In December 2003, the situation was as follows: Italy – 31,709 hectares (78,356 acres) with 5,900 producers France – 16,259 ha (40,178 acres) with 1,455 producers Germany – 2,000 ha (4,942 acres) with 350 producers Spain – 16,435 ha (40,612 acres) with 1,200 producers Austria – 1,400 ha (3,460 acres) with 250 producers. The total for all these countries together is 67,803 ha / 167,548 acres (Burgundy’s vineyards cover 50,000 hectares or 123,555 acres!) and 9,155 producers. Organic viticulture also exists in Greece, the Czech Republic, Hungary, Slovenia, Bulgaria and Croatia. An estimated 1.5% of wine is produced organically. In some countries, such as Italy and France, the rate at which areas are converting to organic production has slowed down since 2002, something that seems to be largely associated with changes in the system for conversion aid. In some Member States, producers run small operations (producing fewer than 10,000 bottles), but their approach is becoming increasingly professional. As such, they need innovation and technical knowledge, but are frequently financially restricted insofar as technical improvements in the winery are concerned. In other Member States, organic vine growers form part of an innovative viticultural fringe group that deliberates use of techniques and market positioning. 20/10/2005   Germany: an estimated 20-25 million bottles a year from specialised operators According to ONIVINS and UBIFRANCE (2003), Germany’s organic wine trade accounts for an annual 20 to 25 million bottles, representing approximately 1% of the total wine market. 34% of these are German wines, 28% French, 20% Italian, 15% Spanish and 3% from elsewhere. This market increasingly sources low-cost wines retailing at under €5 a bottle and is subject to the hard discount store effect. At present, the market is steady but industry professionals believe long-term prospects to be good. Buyers of organic wine can be broken down into three types: - Organic consumers who typically shop in organic-wholefood shops and have little interest in alcohol, tending to buy entry-level wines. - New organic consumers who shop in town-centre organic supermarkets and are looking for the ‘terroir’ character in organic wine. - Wine lovers buying top-of-the-range organic wines for their quality and not for their organic character. The different distribution networks include: - 2,300 organic-wholefood stores whose sales of organic wine constitute a minor part of total turnover - 2,000 healthfood shop movement ‘reform stores’, who have been selling wine for a few years without it being a priority - Specialist wine retailers, which are the favourite outlet for superior organic wines retailing at over €7 a bottle - The mass retail outlets (super and hypermarkets), which sell virtually all types. 20/10/2005