Interview, Part 2: Winebow CEO Dean Ferrell And Winebow Imports EVP Ian Downey
In the second part of our interview, Winebow president and CEO Dean Ferrell and Winebow Imports executive vice president Ian Downey discuss new producers added to the 1.7-million-case portfolio over the past year, the innovation pipeline, and Winebow’s distribution business, which covers 17 states and Washington, D.C.
SND: Can you discuss some of the newer entries to the Winebow Imports portfolio, and what they bring to the table?
Downey: This past year has been busy. From Europe, we welcomed producers from Italy, Spain, and France. Rocca di Frassinello (a sister property of Castellare di Castellina), and Podere Forte from Val d’Orcia expanded our signature Tuscan collection. Pecchenino, a new Dogliani producer, adds depth to our Piedmont offering.
We also launched Flora Lisa, a Pinot Grigio made from organic grapes from Abruzzo. Flora Lisa is already being met with enthusiasm in the market for its environmental stewardship and lush flavor profile. From Spain, we welcomed fourth-generation family-owned Faustino and Portia wines, both a part of Familia Martinez Zabala. Notably, Faustino just launched its Grand Faustino 2004 and first ever white, Gran Reserva Blanco 2019.
Additionally, we began an exciting relationship with Boisset France, importing J. Moreau & Fils, Mommessin, Laboure-Roi, and Domaine Maire. The first three add to our grower-led Burgundy portfolio, with complementary negociant offerings, while Domaine Maire adds an acclaimed Jura winery.
From Boisset’s U.S. collection of wineries, we added two properties: DeLoach Vineyards, a biodynamic Pinot Noir and Chardonnay specialist, and Elizabeth Spencer from Napa Valley. Ancient Peaks winery, a Paso Robles-based, family-run estate, rounds out our California offering.
Additionally, we added Cooper Mountain, Willamette Valley, Oregon’s first and longest-running biodynamic grower/producer. Along with Ancient Peaks and Elizabeth Spencer, Cooper Mountain’s longstanding relationship with Winebow through its distribution footprint grew into a partnership with Winebow Imports’ national sales and marketing group. Finally, we added Bodega Garzón, extending our South American offerings to include Uruguay.
SND: Are any further additions to the Winebow Imports lineup expected in the coming months?
Downey: First and foremost, we’re focused on building our business with our current producer partners and brands. As it’s important for us to stay disciplined in the management of our portfolio’s health, adding diversity or depth to the portfolio must be done in balance with increasing our competitive footing for the benefit of our current partners.
With that in mind, on the wine front, there are a few new releases from existing partners coming soon in the non-alc and “better-for-you” categories. We’ve launched a premium non-alcoholic sparkling rosé wine under the E de M (Elena de Mendoza) label from the Catena Institute. And, along with Yalumba’s Hill Smith Family Estate, we’re nearing the release of Y-Series Lighter, a line of low-alcohol, low-calorie wine from Australia.
And within our artisan spirits portfolio, we’ve just announced the launch a range of distinctive Icelandic spirits from Wanderlust.
SND: How are you leveraging Winebow’s business model to differentiate the company in the market and attract new partners?
Ferrell: Winebow’s business model is unique as we are both a significant fine wine and spirits wholesaler and national importer. We believe this model affords us a perspective that enhances our ability to partner with our suppliers and customers to build business together.
Winebow Wholesale is a leading distributor of fine wine and spirits in the U.S. Our footprint comprises 17 states and the District of Columbia, which represents 60% coverage of U.S. consumption and includes seven of the top 10 markets. The portfolio has strong representation of both domestic and imported wine producers, as well as a growing base of spirits partners. Our highly knowledgeable salesforce specializes in consultative selling, which is vital to our success and a key market differentiator.
Winebow Imports is a top 25 national wine supplier in the U.S., selling 1.7 million cases throughout all 50 states, and a leading supplier of wine over $15 retail. The robust portfolio of wines and spirits from around the world includes category leaders, historical relationships, and exciting new and emerging partners, including domestic offerings. This national business is supported by a strong team of sales and marketing professionals, with a network of nearly 80 wholesale partners across the U.S., in addition to its anchor business through Winebow Wholesale.
We believe this dynamic model and our industry strengths position us to best serve the needs of our customers and supply partners.
Subscribe to Shanken News Daily’s Email Newsletter, delivered to your inbox each morning.
