Articles Tagged nomcorc

Infinite Substitution Means That Without A Unique Wine Brand Message, You’re Screwed

Vinted on May 30, 2012 binned in commentary, wine buying

My friend Rémy Charest has been reporting on events from the London Wine Fair over at PalatePress.com, and one of his recent reports really struck a chord with me.

What stood out for me was the concept of “infinite substitution” introduced to Rémy during one of the conversations that he had at the Fair. To the tape (emphasis mine):

Dan Jago, category director at Tesco, the supermarket chain that is also the largest retailer of wine in the United Kingdom, pointed out that in the wine world, a major difficulty is what he called “infinite substitution”. “There is always another product that will do the trick, in any shop. And if you do anything new, there are 45 others that will jump in and do the same thing”, he summed up, pointing out how most customers in supermarkets or large wine stores pick bottles rapidly, to get a price point and taste profile.

This stood out for me because Jago effectively summed up the vast majority of wine brands available right now in the U.S. For a sense of the volume we’re talking about here, Rémy mentioned a conversation he had with another friend of mine (damn, this wine world really is small!), Nomacorc’s Jeff Slater, who told him “there are something like 700 different wines in an average US supermarket.”

It sums up the vast majority of the 1200 or so bottles of wine samples that have overtaken my basement, and if they’re any indication of the U.S. wine market at large (and I’d certainly argue that they are), then the average wine consumer has learned something very important about how to shop for wine, something retailers have picked up on and have already factored into their stocking approach:

Most wine brands, within certain flavor profiles, taste the same and are priced the same; and so they are effectively interchangeable. And that is bad news for a lot of wine brands….

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