Consumers know Marlborough makes high quality, easy to drink Sauvignon Blanc but if you asked consumers to point to it on a map, it would be a pin the tail on the donkey exercise.
The latest research on the significance of region of origin by Wine Intelligence shows that at mainstream price points (£4 to £4.99) Marlborough, the Barossa Valley and Napa all feature in the top five regions from which UK consumers say they are likely to buy wine. Marlborough and the Barossa are still among the top choices when the same question is posed for purchases of £8 and above. So far so good.
Although prompted awareness of Marlborough is relatively low, consumers have a favourable view of New Zealand and say Marlborough wines are high quality, easy to drink and often recommended by friends. They are also more likely to be available in casual restaurants.
Research director Jean Philippe Perrouty said: “Bordeaux and Burgundy are known by 90% of UK consumers but only one in four or less say they would buy it. UK consumers say they are more willing to buy Marlborough, Rioja or Barossa – if they have heard of them – than Bordeaux or Burgundy. These wines have been able to create the perception of affordable quality.”
Still so far so good.
However, when it comes to knowing where Marlborough is or what the region is like, you’ll get a blank look. Many US consumers associate cigarettes with the region. How positive. Nevertheless it’s a similar story for Chianti, which conjures up images of Italy, red and Hannibal Lector.
Beyond country of origin, it seems most regions are failing to portray an effective image.
So where now?
Tourism is key. If you can get people to visit, they become ambassadors for the region. And it just so happens 85,000 people are heading this way for a few rugby matches in September.
Longer term, Marlborough should be shouting to the rooftops about tourism and food. The Marlborough Sounds are breathtaking, tell people about them. There’s great walking, mountain biking, and fishing on your doorstep. Plus, there are a wealth of artisan producers, from oyster farms, to pine nut orchards and cheese makers.
The Barossa has employed the skills of Paul Henry, ex general manager Wine Australia, to educate consumers that there’s more to the South Australian region than burly Shiraz. Perhaps Marlborough should be doing the same.
