The Specialist Winegrowers Of New Zealand (www.tswnz.com) is an independent marketing alliance representing rare and exceptional wines from a small group of artisan producers. Fairbourne Estate, specialist producers of Sauvignon Blanc are the newest members invited to join the alliance and contribute to their strategic initiatives.
Fairbourne Estate is a family owned Marlborough wine company. Owners Sarah Inkersell and Russell Hooper are very pleased with the opportunity to work with The Specialist Winegrowers. While Fairbourne is young, we have both worked in Marlborough and with Sauvignon Blanc for many years. Sarah’s role is winemaking and Russell manages the sales and distribution. Despite the global recession and the regional surpluses of our industry, Fairbourne has made significant headway in developing wine style and markets with a single variety. Inclusion with The Specialists is reward for the focus and commitment we have put into our venture with Fairbourne Estate. Specialising in a single variety has isolated us from sales opportunities. However, collectively there are greater opportunities to develop markets with the association and co-operative approach of The Specialists. We can go to market as a group of non-competing New Zealand wineries and represent the New Zealand category of a buyer’s portfolio with wines from the regions they are most associated with.

Fairbourne sales director Russell Hooper has worked for the past fifteen years or so in the export markets with New Zealand wine. So it seemed natural that when he and wife, Sarah Inkersell, commenced their own wine company, Fairbourne Estate, that the sales would be to the export market. But it got to a point when a New Zealand route to market was desired to satisfy the growing list of inquiry from NZ buyers. A trip down memory lane to a time when supermarkets couldn’t sell wine brought an old client to the fore, who was by now considerably older, a client who may be open to hear our story and our aspirations and give some support to the retail presence of Fairbourne and Two Tails.

So, on my way through Sydney airport, I called Rumble in downtown Wellington and said I was coming through town in about four hours and had an hour to spare, could he see me and listen to a wee sales pitch? Not one for cold calls, I think Rumble liked the fact that I was calling him from Aussie, already an investment in him. So I was selling Sauvignon Blanc big deal, so was every other rat squeaking down the steps to his cellar, what makes you so good? You got a new breed of cat??? Hard man that Rumble. But a man with integrity, a man with courage and he’s still there after all these years. He must be doing something right. He listened, he was open to trial and when the wines arrived for tasting a few days later, he was impressed.

So you don’t have cats? Actually we have two but they live miles from the winery. Pleased the Fairbourne wines had differences from the run of the mill pouring down the Wairau Valley, he said “We’ll give these a try. They are worth the money. Lucky you have a clever winemaking wife, you probably don’t have to pay her” and so he has gone and gone and gone with repeat orders and he pays on time. It has worked out very well. So now everybody in New Zealand who wants to buy Fairbourne and Two tails can do so through Rumbles, (www.rumbles.co.nz). He delivers and sells a whole range of excellent and interesting wines that you won’t see at many other stores in NZ. Mix up a case from his website and away you go. Too easy.

There is no secret that Australia is currently New Zealand’ s biggest wine export market. There is an unrelenting demand for New Zealand wine in Australia and so no surprise that Fairbourne Estate has managed to secure distribution for its wines in the land of the Roo.

New South Wales, Sydney in particular, is the biggest market for Fairbourne and Two Tails, starting in July 2009, with the divine representation of Inglewood Wine Merchants (www.inglewoodwines.com.au) and it’s guiding light Mr Stephen Lovelock (GM). Buyers can find our wines at specialist independent retailers and selected restaurants. Contact Inglewood for details.

Victoria, Melbourne in particular, we are working with Ruby Richardson owner of the fine wine specialist company Vino Femme, vinofemme@optusnet.com.au. Ruby specialises with restaurant customers and fine wine retailers. You can dine in the sunny outdoors in a restaurant on the south bank of the Yarra with a glass of Two Tails.

Darwin, is the home of Russell’s brother, Carl, who insisted on having his brother’s wine on supply and available to his mates. Managing the distribution in Darwin is Darryl Thomas of Thomas Chin Pty Ltd, djthomas@bigpond.net.au.