The Buyer | Hallgarten & Terlato Wines on their successful on-trade sales strategy

No matter how good your wines are they will not succeed in such a competitive marketplace as the UK unless you have a top class distributor fully on board to sell them and place them in the right channels of the trade. But just how does a major importer bed in a new producer to its business to ensure it delivers the sales the winery is looking for? To better understand that relationship in detail Richard Siddle talks to Chuck Cramer, EMEA and Asia sales & marketing director for Terlato Wines and Hallgarten & Novum Wines ’ buying director, Jim Wilson, and senior brand manager, Monica Allan, about how they have built a successful working partnership.