Gebr Heinemann’s Kay Spanger honoured at inaugural Wine O’Clock seminar

FRANCE. Gebr Heinemann Chief Commercial Officer Kay Spanger was recognised with an award for Outstanding Contribution to Wine in Travel Retail in a surprise presentation at the end of the inaugural Wine O’Clock event during the TFWA World Exhibition in Cannes late last month.

The well-received session, which took place in a relaxed environment at the Hotel Majestic in Cannes on Sunday 29 September, also featured a tasting of wines from across the world, an insightful panel session and research into the category from m1nd-set.

Kay Spanger (right): Described by The Moodie Davitt Report Founder & Chairman Martin Moodie (left) as a champion of wine

Presenting the award to Spanger, The Moodie Davitt Report Founder & Chairman Martin Moodie said: “Categories such as wine need champions and, if I look back over my 32 years in this business, one name stands out in that regard.”

Accepting the award, Spanger issued a rallying cry calling for stakeholders in wine to do more to maximise the category’s gift-giving potential, particularly through magnums. “A magnum is the best gift you can bring to an event – better than any limited edition of perfume and better than any whisky because wine is drinkable with everybody,” he said.

Top-class trio: (Left to right) Sharon Beecham, Rüdiger Stelkens and Scott Hamilton discuss the potential of wine in travel retail

The potential of both gifting and staff training was discussed in depth in an earlier retailer panel session featuring Dubai Duty Free Manager Purchasing & Research Sharon Beecham, Gebr Heinemann Purchase Director Rüdiger Stelkens and Lagardère Travel Retail Head of Liquor Category Management Scott Hamilton.

Beecham said that wine was now the 13th biggest category for Dubai Duty Free, putting it ahead of prestigious categories such as sunglasses, men’s fashion, souvenirs and precious jewellery. “In the last few years it has become a more and more interesting category across nationalities,” she added.

Heinemann, as a German company, has wine in its DNA, Stelkens noted. The retailer sold 20 million bottles of wine across its operations in 2018 and he added: “Wine has played and always will play a huge role for Heinemann.”

For Lagardère, there is a huge opportunity to engage Chinese consumers in wine through its operation of the liquor & tobacco concession at Hong Kong International Airport in a joint venture with China Duty Free Group. Hamilton said that having the right staff to explain varietals and styles was of critical importance. “Once you get them talking, that’s when the real selling starts… I can’t champion enough about expertise. We employ sommeliers and ensure they attend every training session, so they can pass knowledge on to the staff on our floor,” he said.

M1nd-set Owner & CEO Peter Mohn presents key facts about wine shoppers in travel retail

M1nd-set Owner & CEO Peter Mohn presented research into wine shoppers in travel retail and also emphasised the importance of employing knowledgeable staff.

The research, which came from interviews at airport departure gates with consumers that had the chance to shop for wine, found that 54% of those that purchased interacted with sales staff and 43% of those that interacted said the sale was influenced by the sales staff. “Next time you decide on your budget, do not forget how important it is to invest in training the sales staff,” Mohn said.

Distell Global Travel Retail Regional Business Manager Africa/Middle East Thomas Modinger enjoys the wine tasting with Lagardère Travel Retail Head of Liquor Category Management Scott Hamilton (left) and Treasury Wine Estates General Manager, Global Travel Retail Simon Carter

The engaging presentation and panel sessions were interspersed with tastings of wines from around the world.

Representing South Africa, Distell showcased Nederburg Vintage Limited Edition Pinotage 2004; for Australia, Treasury Wine Estates brought Penfolds Bin 28 Kalimna Shiraz 2017; and Viña Concha y Toro brought Don Melchor Cabernet Sauvignon 2017 from Chile for attendees to try.

The Venetian Campolongo di Torbe Amarone Della Valpoicella Classico DOCG 2012 was showcased by Masi; and France was represented by Château Enclos Haut-Mazeyres Le Paradis Pomerol from Peuch & Besse.

The upcoming ezine from The Moodie Davitt Report, coming next week, will have a full report from Wine O’Clock

Click here to open the October 2019 edition of The Moodie Davitt Report Magazine, which includes a tribute to the remarkable 40-year career of Kay Spanger at Gebr Heinemann
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