Issue link: http://digital.copcomm.com/i/376390
14 / the tasting panel / september 2014 INDUSTRY SPOTLIGHT INSIGHTS FROM BEVERAGETRADENETWORK.COM Christine Kernohan of New Zealand's Gladstone Vineyard on Finding the Right Importer A fter moving to Wellington, New Zealand, in the '90s, Christine Kernohan fell in love with the Gladstone district in Wairarapa and quickly jumped on the opportunity of owning a winery in the area. Christine and her husband have owned and operated Gladstone Vineyard since 1996, and she's now one of only three Scottish women winemakers in the world. Together with their team, they have succeeded in establishing the Gladstone Vineyard label as a premium New Zealand offering on the world wine stage and are now seeking an importer in the U.S. market. "Finding the right importers who are compatible with our busi- ness plan is definitely the first step," says Kernohan. "It's about focusing on quality and understanding our part of the market. I would say that it's a combination of head-butting and luck—defi- nitely the hardest part! "We aim for importers who already know New Zealand wines but are not working with anyone from our region. We know that our wines complement Marlborough Sauvignon Blancs and Otago Pinot Noirs, so we promote our wines as a portfolio enhancement to prospective importers who already knew the delights of those two regions. Our own region is the home to some of the best New Zealand Pinot Noirs and is enjoyed in the Old World and New World alike. We've built up recognition through international competitions and we also worked hard to support and develop the brands with our distributors and customers. We've invested (and still invest) a lot of time in market visits, market support through sample programs and media com- munications. We work hard to maintain quality, price integrity in the market and always following up on our word." For the complete interview, go to beveragetradenetwork.com. APPOINTMENTS Beam Suntory Inc. appointed Tim Hassett as the President of its North America business. A veteran consumer products veteran, Hassett worked for Campbell Soup Company as the President of the Away from Home Division and Chief Customer Officer, North America. Hess Family Wine Estates named Larissa Dubose and Melanie Nicolas Field Sales Managers for its Southeast Region Team. As a Portfolio Manager focusing on Patrón, Dubose previously worked for another Hess distributor, Reliable Churchill. Nicolas came from Premier Beverage, which represents HFWE and where she held the title of a Sales Representative. Highly-acclaimed Washington State winery Force Majeure has appointed Todd Alexander as its first Head Winemaker and General Manager. Alexander comes to Force Majeure from cult winery Bryant Family Vineyard of Pritchard Hill in Napa Valley. The wines he produced at Bryant have earned high scores and critical praise from the media and trade, establishing Alexander as one of the top winemakers in the country. Force Majeure Vineyards produces small quantities of Bordeaux- and Rhône- based wines from Eastern Washington's celebrated Red Mountain AVA. Tim Hassett. Larissa Dubose. Todd Alexander. Christine Kernohan is one of only three Scottish women winemakers worldwide. PHOTO COURTESY OF GLADSTONE VINEYARD