Australian Wine Index

WINE AUSTRALIA: DIRECTIONS TO 2025

GLOBAL CONSUMER TRENDS
OVERVIEW

GLOBAL CONSUMER TRENDS

Overview

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Global Consumer Trends

Consumer trends

“We all know what’s changing in the world of wine and the broader alcoholic market – almost
everything: products, channels, whole markets, ownership, regulations etc. The one thing which
remains ‘constant’ is the reality that at the other end of all the multitude of offerings is a customer
– a customer making choices.”

Michele Levine, Roy Morgan Research, Australia

1 Overview
If the Australian wine sector is to influence consumer demand and create new markets, it must
understand and start to anticipate global trends in the consumption of all beverages, not just wine.
Implicit in that is to understand why decisions are being made, who is influencing those decisions,
and how these key people can themselves be influenced.
The wine sector was production-driven until the 1980s, with the winemaker largely dictating what
the consumer would buy, but the 1990s saw power swing to consumers. By the year 2000 it had
swung again to retailers and distributors – although they, of course, were keeping abreast of
consumer interests and expectations.
At the same time, product proliferation throughout the beverage category has made it harder to
connect with the consumer. As a consequence, simply putting high-quality, affordable wine onto
retail shelves does not guarantee sales; consumers have to choose to take it off the shelves –
and to keep choosing to do so in the face of an increasing number of enticing, cleverly developed
and well marketed options.
The challenge is to ensure that Australian wine remains relevant to existing wine consumers,
wherever they are in the world, and an attractive proposition to new consumers in existing and
emerging markets.
Many in the wine sector regard their product as the “natural choice” of educated individuals with
disposable income, but this is a risky assumption given the diversity of beverages on offer.
Before promoting specific wine brands, varietals and styles to existing and potential consumers,
the wine industry first has to convince them that wine itself is the beverage to choose. And, in the
future, it will likely need to convince them on the basis of more than just taste, price and even
image.
The Directions consumer trends analysis has combined global research and industry feedback to
identify:

• trends influencing beverage production, packaging and marketing decisions medium term and
the implications for the wine industry

• potential target groups for wine producers and marketers

• wine consumption trends in key markets.

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2 Global food and beverage trends
Historically consumers bought beverages for the basic needs of refreshment, rehydration and
nutrition. However, in a global, hi-tech world filled with lifestyle choices there are many more
sources of motivation – among them status, contentment, affiliation, release and discernment. A
US study talks of 15-20 distinct consumer “need states”.
One consequence of this change is decreased brand loyalty. Whereas a beer drinker 20 years
ago might have stuck with his or her favourite brand, that same drinker today might have a “hip
nightclub beer”, a “watching TV beer” and a “hot weather refreshment beer”. He or she also will
have a number of competing beverage options for each of these activities.
In making choices about what they eat and drink, modern consumers are influenced by three
mega-trends – Health, Convenience and Indulgence / Premiumisation – and eight inter-related
sub-trends – Wellness, Speeding Up, Demographics, Authenticity, Ethics, Sophistication,
Exclusivity and Value.
Each has implications for understanding consumer behaviour and making product and marketing
decisions.
The reality is that no matter how real a product’s value may be, it has no value until that value is
perceived by the consumer. Wine brands that can incorporate solutions to the 11 mega-trends
and sub-trends are likely to have higher perceived value and positioning than those that do not –
and with it the ability to charge higher prices.
This thinking has underpinned the development of the Wine Australia marketing strategy built
around four sub-brands or personalities.
Brand Champions – convenience, enjoyment and another beverage option (infrequent drinkers;
newcomers and simple wine drinkers)
Regional Heroes – adding interest for consumers who want to know more and get more out of
wine as their preferred beverage of choice (newcomers; aspirants and connoisseurs)
Generation Next – drinking for social occasion (food; fashion; music; art) and social status (peer
group), rather than for wine attribute (infrequent drinkers; newcomers; simple wine drinkers;
aspirants)
Landmark Australia – wine for its inherent quality and/or status (aspirants and connoisseurs).

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2.1 Mega-trends

The three mega-trends – Health, Convenience and Indulgence / Premiumisation – are not always
complementary (many “indulgent” products can be far from healthy), yet consumers increasingly
are seeking products that deliver all three.
At the aggregate level, Health is the trend leading the strongest volume and value growth in the
off-trade, for both alcoholic and non-alcoholic beverages (see section 2.3).

Figure 1: Interrelation of 11 key drink trends

Wellness

Health

Authenticity
Demographics
Ethics
Exclusivity
Value
Indulgence /
Convenience
Premiumisation

Speeding up Sophistication

Source: www.just-drinks.com and AWBC

Health
Health (and nutrition) is the most significant of the mega-trends across the beverage and food
industry, driven primarily by rising obesity in Western countries and concerns about binge drinking
by young adults, and this expected to continue in the medium term as governments and industry
raise awareness about the issue.
The consumer focus on health is highlighted by the growth of products such as dietary
supplements, yoghurt and sports drinks. In Australia, dietary supplements and yoghurt recorded
the highest growth in grocery sales in 2005-06.
Implications for the wine industry

• In some traditional wine markets, including Spain and France, consumers are turning away
from alcoholic beverages, although this is in part driven by other issues such as stringent
legislative regimes and rising taxes on alcohol.

• Wine is the best positioned of alcoholic beverages because moderate consumption,
particularly of red styles, is associated with a reduced risk of cardiovascular disease and
stroke, and this is increasingly well promoted.

• Positive health messages can boost sales. For example, the revival of the distilled beverage
Shochu in Japan since 2003, particularly among younger consumers, is attributed in part to
publicity about its supposed health benefits, including more rapid renewal of skin cells,
prevention of blood clots and reduction of heart attacks and strokes.

• There is momentum in the trade towards lower (as opposed to low) alcohol wines, yet in recent
years the average alcohol content in Australia’s main red wine styles – Cabernet, Merlot and
Shiraz – has grown from an 12.4% to 14%. Research in the UK suggests consumers are wary
of lower alcohol wines, however, although it is thought this is in part driven by value for money
concerns rather than stylistic considerations.

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• To maintain self-regulation, alcoholic beverage producers must be proactive, contributing to
the process of public policy development tackling alcohol harm and the promotion of
responsible drinking.

Convenience
The demand for quick food and drink options is expected to continue, driven by an ageing
population, the growth of single-person households and more women in the workforce. In a recent
US survey, for example, 55% of respondents said they prefer to spend less than 30 minutes
preparing the day’s main meal, while 9% take less than five minutes. Increasingly consumers also
are looking for portability, value and nutritious products as well as speed and food and beverage
manufacturers are attuned to this trend.

• There remains room for innovation in convenient packaging, such as the screw cap and soft
pack variations, particularly in markets with existing low penetration for soft packs.

• Ageing populations and the growth of single-person households increase the potential for
single-serve packs in the medium term. In the US, 187ml bottles have experienced double-
digit growth (albeit off a small base) over the past three years. Consumers like the
convenience and the perception of zero waste, in spite of higher costs, highlighting the need to
straddle a number of consumer motivations to justify higher pricing. Single serves also
facilitate trial more readily, which is critical in markets without a wine culture.

• The demand for convenience also is reflected in the investment by multiple grocers in
convenience stores and petrol station forecourts – Tesco has bought 1150 UK convenience
stores since 2004 and is using this format to enter the US market, for example, while in
Australia Woolworths and Coles have developed joint ventures with Caltex and Shell. These
outlets tend to skew towards well-known brands.

• Vending machines are not an option in many markets as regulations do not allow alcohol sales
through this channel.

Indulgence / Premiumisation
Indulgence / Premiumisation is a newer consumer phenomenon and is expected to grow rapidly
in the medium term as consumers seek to compensate for feelings of anxiety/insecurity (arising
from increased awareness of terrorism) and make use of their rising incomes (assuming no
external economic shocks) and increased leisure time (particularly among Baby Boomers).
As show in figure 1 on page 3, Indulgence is affiliated with the sub-trends of Sophistication,
Authenticity and Exclusivity.
Wine is better positioned than many other beverages to participate in this trend, but to date hot
drinks (coffee and tea) have been the most successful. Coffee has evolved from a staple to a
gourmet beverage, assisted by specialty retailers such as Starbucks providing coffee alongside
lifestyle branding for the image conscious.

• Non-alcoholic beverages offering additional benefits, such as espresso coffee, herbal teas and
organic juices / smoothies, may be perceived as a treat, with consumers willing to pay a
purchase premium.
Some table wines, sparkling wines and luxury spirit brands are considered indulgent, although in
some instances this is due to the product’s price positioning rather than its inherent values.
The positioning of wine as a beverage to be shared makes it a leading choice for indulgent
occasions. However, indulgent needs are often individual, requiring a single-serve offer.
Champagne and sparkling wine producers have best captured this trend.

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2.2 Sub-trends

The eight recognised sub-trends are Wellness, Speeding Up, Demographics, Authenticity, Ethics,
Sophistication, Exclusivity and Value. The first three of these pose the greatest challenges for the
wine sector with respect to new product development.

Wellness
The growth of the “wellness” industry reflects a consumer focus on improving life balance. There
are increasing numbers of products and services that claim to improve health, reduce stress and
help consumers enjoy life – from at-home swimming bays to workplace yoga.
In the food and beverage industry, this trend has assisted the evolution of so-called “functional”
beverages such as enriched drinks (juices and waters with added vitamins and minerals),
nutraceuticals (products with added ingredients targeted at specific medical or health benefits),
sports drinks and energy drinks. Enriched drinks have emerged from health foods shops and
pharmacies into mainstream retail outlets.
Most new offerings of enriched drinks or nutraceuticals are non-alcoholic beverages. Brewers and
Japanese drink producers appear to be the most proactive in developing alcoholic beverages.
Karlsberg, for example, has developed Karla, a low-alcohol (1%) blend of beer, fruit juice and
vitamins. The Japanese appear to be leading the way in functional wine beverages; for example,
Mercian has started adding gamma-aminobutyric acid (the chief inhibitory neurotransmitter in the
vertebrate central nervous system) to table wines to further help drinkers relax.
Most new sports and energy drinks also are non-alcoholic beverages although brewers and
alcopop producers, noting an on-trade opportunity, have entered the market. Both Anheuser-
Busch and SAB-Miller have introduced caffeine-enhanced beers, containing such additives as
ginsent, guarana and taurine, and alcopops such as Red Square Reloaded (vodka, caffeine and
taurine) are available.
Our research did not uncover any wine products targeted at the sports or energy segments, but
this is not unexpected. It does not fit with wine’s market positioning and such products tread a fine
line with respect to social responsibility. Fosters Wine Group recently launched a low alcohol, low
calorie sparkling wine in Australia pitched up health-conscious consumers.
Wine fits comfortably with the wellness trend, although positioning may need to be revisited to
stimulate ongoing consumer interest. The “clean and green” image of Australian wine remains a
significant selling point, and there is potential for organic wine in some overseas markets.

Speeding Up
The human obsession with technology and efficiency is creating consumers who expect 24/7
access to goods and services, meals on the run, and products – and people – that can multi-task.
In the food and beverage category this has resulted in the evolution of sports and energy drinks
(as highlighted above) and in the growth in online sales as retailers begin to focus on multi-
channel retail strategies, particularly the multiple grocers. Retailers are increasingly using the
online environment, catalogues and convenience stores as additional channels to connect with
the consumer and meet their diverse delivery needs.
In the UK, the grocery multiples, such as Tesco, are using the online channel as a tool to manage
their growing wine clubs, for example. Purchases are by the case and a broader product selection
is offered, including internet exclusives. This is providing opportunities for producers with smaller
(and sometimes higher value) parcels to transact with the grocery channel.

Demographics
Two major trends are expected to influence wine industry performance over the next 10 years –
the ageing of the population base and the rise in single-person households. These trends are
being felt in Australia, in our top 10 export markets, and in emerging markets such as China.
In the period to 2011, Australia’s ageing Baby Boomers should positively impact on wine sales.
However, beyond this period growth challenges are likely to present themselves. The 20-

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something age group is flat-lining and this market is not expected to grow for the next 20 years.
Pitching alcoholic beverages to this population group will become more competitive and most
probably expensive. However, engaging them is critical.
Similarly, the percentage of traditional households in Australia (mum, dad and kids) is expected to
fall from more than 40% in 1991 to 25% by 2011, and beyond that single-person households are
expected to become dominant (over 30% of households). There is also an expectation that these
will be dominated by females, many elderly. Assuming this portion of the population continue to
consume alcohol, in particular wine, this may require packaging alternatives that are lighter
(easier to carry) and offer single serve options.

Figure 2: Australian household composition, 1991–2026

Australian households 1991 2001 2011 2021

Single 20 25 28 29

Couples 24 26 28 30
One-parent 10 11 12 12
Couple familiies with children 41 34 28 26
Other family & group households 5 4 4 4
Total households 6,450 7,368 8,706 9,915

Source: ABS Catalogue 3236.0, series II projections

Authenticity
Modern consumers are overwhelmed with information and choice. For many, the response is a
greater interest in authenticity and real products and experiences. This is reflected in the rise of
farmers’ markets in Australia and the UK.
Wine is well positioned to exploit this trend given its strong agricultural base, plethora of small
producers and proximity of viticultural areas to major metropolitan regions – and a number of
producers already are doing so.
This trend is expected to be sustained medium term. It ties in with growing consumer
sophistication and health, and is a key theme underpinning the Corporation’s positioning of
Australia’s Regional and Landmark wine producers in its Wine Australia marketing strategy. From
a marketing perspective it demands a return of the winemaker as hero.

Ethics
Ethics is inter-related with all three mega-trends and closely aligned with the demand for
authenticity. Consumers increasingly want reassurance with respect to environmental and social
responsibility / accountability. A tangible reflection of this is the growth of FAIRTRADE goods (see
www.fairtrade.org.uk). This movement is turning mainstream, with Nestle recently launching a
FAIRTRADE Nescafe variant.
From a wine perspective, South Africa, Chile and Argentina are best placed to take advantage of
this trend.
This sub-trend is driving a number of changes within the wine industry such as:

• Considerations about whether to package in the country of origin and potential re-engineering
of supply chains (for example, the UK WRAP initiative is focusing on educating the trade with
respect to the economic benefits of lightweight bottles and bulk importing to reduce the volume
of non-recyclable green glass in the UK market).

• Greater adoption of bag-in-box and tetra-brik packaging formats, which are perceived to be
more environmentally friendly.

• Brand marketing programs with a commitment to environmental programs.

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Sophistication
Sophistication is a part of indulgence, and in the case of beverages and food this is provided in
part by the use of exotic and premium ingredients and flavours. This is clearly seen in the growth
in the gourmet and specialty food and drinks markets. A recent Business Insights report shows
that 28.5% of new alcoholic drinks launches in 2006 were targeted at gourmet or specialty
markets – more than double the share in 2001.
In the wine category, the quest for sophistication is revealed in developing consumer interest in
new wine styles and new regions. For instance, in Australia and the UK interest in aromatic light
white styles such as Sauvignon Blanc, Pinot Grigio/Gris and Viognier has been a leading driver of
growth. New Zealand has successfully leveraged this trend with Sauvignon Blanc.
Sophistication is positioned as one of the more accessible sub-trends for the wine sector.
However, from an Australian perspective leveraging the sophistication sub-trend may require a
realignment of international consumer perceptions of Australia. Research by Tourism Australia in
the early 2000s highlights that international consumers have a narrow view of the country,
dominated by the Rock, the Reef and the Opera House. Australia is not perceived as a dynamic,
predominately urban nation with a sophisticated food and beverage culture – until it is visited. This
has implications for the purchase of high-value Australian goods in international markets.
Australian wine producers are less able to leverage off a luxury goods culture that those in France
and Italy. For instance, France has the Comité Colbert which has a membership of 68 houses of
luxury (including nine wine and brandy houses) whose object is to collectively promote their
shared values internationally.
Perhaps the wine sector needs to undertake alliances with Australian futurists and style leaders in
food, fashion and the arts to ensure international target markets are appropriately engaged.

Exclusivity
Running parallel to the wealth creation trend that has taken place through the 1990s and 2000s is
the concept of mass prestige / luxury goods. As defined in book Trading up: the New American
Luxury by Michael Silverstein and Neil Fiske, these products “are not always the most expensive
items in the category, nor are they always the top of the line for the brand. They always sell at a
premium to conventional goods, but are always affordable by the middle-market consumer”.
However, as luxury becomes more accessible – the target market is now perhaps the top 20% of
consumers rather than the top 2% – higher income consumers are seeking to set themselves
apart again. This is leading at one end of the spectrum to bespoke (personalised) product
offerings by the high-end luxury goods manufacturers, and at the other to mass customisation.
Bespoke drinks are not a new phenomenon. They have been increasingly available in specialty
coffee outlets and juice / smoothie operators such as Boost Juice. Consumers appear willing to
pay a premium for drinks that are tailor-made to their specifications.
Although wine seems well positioned to leverage from the exclusivity trend, it is proving difficult to
execute, for brand owners and retailers alike. This may be attributable to price being the key
marketing tool currently used by the trade. The US is the standout market where wine has
benefited from this trend. Notably it is the market where Foster’s Group launched the Penfolds
Grange VIP Club, a 24/7 members-only concierge service that includes access to exclusive
evenings with contemporary wine raconteurs. Initiatives such as these assist in reinforcing the
brand ladder.

Value
The thirst for premium products and services is creating a convergence of expectations with
respect to value – consumers are demanding value across the pricing spectrum. This has been
reinforced by leading grocery retailers lowering operating cost structures over the past 15 years in
order to enable Every Day Low Pricing (EDLP). The growing power of the multiple grocers in
liquor retailing internationally (where legislation permits) has seen such pricing strategies impact
on wine retailing and marketing. There is a danger that wine could become regarded as a
‘commodity’, damaging its quality reputation.

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Figure 3: Power shift to retail—leading retailer market shares, 1995–05

Grocery chains 1995 2000 2005
Australia Top 2 22% 30% 48%
United Kingdom Top 5 59% 69% 80%
United States Top 2 26% 36% 42%
Source: Constellation Brands, Analyst Presentation Nov 2006

Over the past 15 years, leading retailers have combined state-of-the art information technology
with distribution efficiencies to drive down costs as a percentage of sales. Internationally, Wal-
Mart and Tesco Stores have led this global trend, while Woolworths and Coles Myer are the
leading proponents in Australia. Figure 4 highlights the gains Woolworths has achieved over the
past seven years via its cost initiatives which have delivered a cumulative saving of $5.2bn for the
group. As evidence by Woolworths declining gross profit margin, 75% of these savings have been
returned to consumers in lower prices.
EDLP is now taken as a given by consumers and they often want more. As a consequence,
retailers not only seek to improve internal cost efficiencies, they also require improved pricing and
margins from suppliers. Price differentials are a major driver of store choice for consumers
globally and, as a consequence, this focus on pricing pressure is not expected to abate. The
focus on lower pricing is also spreading to some on-trade environments, such as the UK pub
chains.

Figure 4: Woolworths’ CODB / sales ratio declines 3.9 percentage points

25.0% 75% of cost reductions reinvested in price
24.4%

24.0% 23.6%

23.0% 22.7%
22.3%
Percentage

22.0% 21.7%
21.1%
21.0% 20.8%
20.5%

20.0%

19.0%

18.0%
1999 2000 2001 2002 2003 2004 2005 2006
AIFRS AIFRS
Reductions +$141m +$343m +$486m +$707m +$906m +$1,130m
+$1,466m
Base year = $5.2bn

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2.3 How are these trends impacting growth?

At the aggregate level, in the off-trade, Health is the trend leading the strongest volume and value
growth across both non-alcoholic and alcoholic beverages, as evidenced in the UK data below
(Figures 5 and 6) and the global beverage market (Figure 7).

Figure 5: Trends in 2006 UK non-alcoholic beverage consumption, off-trade

Milk (flavoured)

Sports drinks

Yoghurt (drinking)

Energy Drinks

Water (flavoured)

Water (unflavoured)
All related to
Fruit juice Health and
Wellness
Cola
consumer trends
Soft drinks

Tea

Coffee

-5% 0% 5% 10% 15% 20% 25% 30%
Volum e grow th (MAT Oct 2006)

Source: AC Nielsen

Figure 6: Trends in 2006 UK alcoholic beverage consumption, off-trade

Sparkling wine Indulgence

Cider / Perry
Authenticit
y
Spirits

Beer

Light wine

Total liquor

0% 2% 4% 6% 8% 10% 12%
Volume growth (MAT October 2006)

Source: AC Nielsen

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In the UK market total liquor growth is currently travelling below that of soft drinks, notably
dragged down by the lacklustre growth in the still wine category. This trend is echoed in the
Australian market, where the wine category has been underperforming beer and spirits for the
past 12 months.
This suggests that despite the ongoing opportunity for still table wine the category may need to
reconsider the positioning of still table wine to increase the probability that it remains a leading
consumer preference when choosing a Healthy, Convenient or Indulgent alcoholic beverage.
Unlike still table wine, sparkling wine is experiencing strong growth in the UK and Australia and is
strongly aligned with the Indulgent, Sophistication and Exclusivity trends.

Figure 7: Global beverage market growth by volume, 2001–05
Category 2000–01 2001–02 2002–03 2003–04 2004–05
Bottled water 9.9 11.5 9.4 6.6 6.5
Carbonated soft 1.9 1.8 0.1 0.8 0.1
drinks
Coffee 2.2 1.6 -0.6 0.2 1.0
Fruit beverages 1.3 1.4 1.5 1.2 2.5
Milk 1.7 3.2 1.6 0.5 1.1
Tea 5.2 1.7 2.7 2.2 2.2
Beer 1.8 1.4 3.6 4.8 3.1
Distilled spirits 0.0 -1.7 -5.1 2.1 -0.7
Wine 0.6 2.0 0.5 1.6 1.3
Subtotal 3.2 3.0 2.3 2.2 2.1
1
Others 0.6 0.5 0.8 0.9 0.6
Total 1.3 1.2 1.2 1.2 1.0

(1) Includes all beverages, commercial and non-commercial such as tap water
Source: Beverage Marketing Corporation

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3 Consumer targets
Directions research has identified three consumer groups of growing influence that should be
considered, and addressed, to ensure long term industry viability:
1. There is a large pool of consumers of all ages who like the taste of wine but drink it infrequently
because they are intimidated by the idea of choosing and buying it and/or see wine as a drink
for special occasions only.
2. There is a similarly large pool of young consumers who are attracted to wine but want it to be
fun to buy, to fit with their lifestyle and to meet their desire to always be seen with what’s new
and trendy.
3. An increasing number of women, particularly younger women, are drinking wine and making
purchasing decisions.
The common thread is that many of these consumers see wine as just one of the numerous
appealing alcoholic beverages available to them.
The twin challenge for the Australian wine sector (individually and collectively) is to determine
what opportunities these consumer trends offer in terms of market and product development,
while also being aware of the threats they pose to existing markets, products and expectations,
and to the marketability of the Wine Australia brand.

3.1 Infrequent consumers

Research carried out on behalf of the AWBC’s Domestic Promotions Taskforce in late 2003 by
the University of South Australia shows that, despite the ready availability of product and
promotion that would be the envy of other consumer product industries, an estimated 9.8 million
Australians (65% of the adult population) are “infrequent wine drinkers” who generally like the
taste of wine but drink it only once a week or less. In Australia’s largest export market, the UK,
more than a quarter of the 31 million wine drinkers drink wine less than one a month (according to
the research firm Wine Intelligence).
Market research subsequently commissioned by the AWBC in 2005 indicates that many
infrequent consumers would choose wine more often if they did not feel so intimidated by what
they see as the hard work required to understand it and make the right choices without
embarrassment. Many infrequent consumers say they feel disenfranchised by current wine
promotions, which are perceived to be aimed at a more knowledgeable target audience. They say
they want clear information, not formal education. [The report Domestic Promotion Strategy:
Qualitative Research is available at www.awbc.com.au].
The vast majority of consumers want to be able to easily and consistently identify the wines they
will enjoy without having to ask for help – and with an estimated 20,000-plus wine brands
available in Australia, the confusion is understandable. Despite this, a 2004 survey by Roy
Morgan International shows that 37% of Australian wine drinkers often ask the retailer for a
recommendation. The goal for wine producers and marketers must be to make wine easier to
buy without losing the mystique associated with being able to try a variety of different styles and
brands.
These findings are mirrored in other markets. In the US for example – where wine sales are
booming but 12.5% of the drinking-age population accounts for 86% of consumption and 43%
drinks no wine – researchers watching consumer behaviour noticed that shoppers often appear
confused during the wine selection process (University of Bologna working paper A Country-Level
Analysis of Competitive Advantage in the Wine Industry, May 2006).
The situation is exacerbated in emerging wine markets which lack a developed wine culture.
Japan is a case in point. When the AWBC’s Tokyo office asked consumers and importers where
wine is heading, the common theme in the responses was that the “hurdle to trial” is too high.
New wine drinkers want a clearer idea of what they are buying and what it will taste like, and the
opportunity to purchase wine in something other than full-sized traditional bottles with corks.

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Even wine closures can prove a barrier: corkscrews are a rare item in Japanese kitchens yet
much imported wine into Japan is sealed with cork.
In Australia, the Domestic Promotions Taskforce followed up its research with a series of focus
groups and a trial advertising / promotional campaign that targeted infrequent wine consumers in
the 25-to-29 year age group. The feedback was very positive, suggesting there is potential to
quickly and appropriately inform a new generation of wine drinkers. This was seen as a key age
group, but there is every reason to believe that older infrequent wine consumers might also be
attracted by more accessible communication. The objective is not to increase alcohol
consumption, but to increase wine consumption at the expense of other alcoholic beverages.

3.2 Next generation consumers

As discussed earlier, Baby Boomers (ages 42 to 60 in 2006) are expected to drive continued wine
consumption growth to 2011, but they are not a renewable resource and spending priorities are
likely to change as they age. Research indicates the Millennial generation (people born 1977-99)
have the potential to support continued uplift in wine consumption beyond 2011, particularly in the
US. As a demographic group they are larger in size than Generation X.
Recent research by the US Wine Market Council suggests that the Millennials who are reaching
drinking age are adopting wine as a preferred beverage—drinking at core wine levels (two to
three times per month). They like the taste of wine and associate it with fun times in a casual
context, but also perceive it as a sophisticated beverage. Focus groups run in Australia, as part of
AWBC’s infrequent consumer research, reveal a similar situation.
Datamonitor research suggests there is also room for optimism in Europe, where young adults
are turning to wine because they perceive it as more sophisticated than Alcopops. Wine sales are
strongest in countries with a wine culture, but even in countries where beer and spirits have
traditionally been the on-premise drink of choice among the 18-25 demographic (eg the UK and
the Netherlands) there has been an explosion in stylish bars and a demand for premium quality
drinks, including wine. Rosé and sparkling wine have been major beneficiaries of this trend.
These new consumers are not loyal to brands or even country of origin but they will pay a
premium for their alcoholic beverages. Wine brand owners will have to work hard to maintain their
interest, however, as they are spoilt for choice. Although growth in Alcopops has slowed, the
explosion of offerings continues. New product development in both the spirits and beer categories
appears to be accelerating faster than for wine.

3.3 Female consumers

Women are drinking more wine and are making or influencing more purchasing decisions. A 2005
US wine consumption survey indicated that women now comprise 60% of weekly US wine
drinkers and buy 80% of all wine. In the UK, Mintel research indicates that a slightly higher
percentage of women than men drink wine – 68.5% compared with 62%.
Key drivers of this trend include increased female participation in the workforce, greater
disposable income and a rise in the age of first marriages. Over the past 15 years, female
employment in Australia has grown by 32%, almost double the figure for males, and female
labour participation is approaching 60%. The average age an Australian woman married in 2005
was 28 years, compared with 23 years in 1985. These trends are unlikely to be reversed.
In spite of the above statistics, traditional wine marketing has until recently ignored female
consumers (male and female decision making criteria differ). This is perhaps because, as
highlighted in Figure 3, women are interested in wine without being passionate about it.
Wine Intelligence research also suggests women generally are less confident in their knowledge,
relying heavily on price as a risk reducer. Other outcomes of risk reduction in women’s purchase
process include: less experimentation; dominance of Brand Champions in individual consumer
beverage portfolios; and increased dependence on packaging and labelling cues.

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Just as car manufacturers now target selling communications for both genders, some wine
producers are seeking to incorporate packaging and branding tactics that are more commonplace
in marketing for other female-oriented products such as cosmetics, perfume and lingerie. These
tactics are most evident in the sparkling wine / Champagne category.

Figure 8: UK wine involvement by gender

70%
58% 57%
60%
% of respondents

50%

40%
32%
30%
21% 21%
20%
11%
10%

0%
Low involved Medium involved High involved

Male Female

Survey undertaken Feb 2006, UK regular wine consumers—1,300 respondents
Source: Wine Intelligence briefing, May 2006

In Australia, sparkling wine is the fastest growing wine segment – growing at 5% in the year to
June 2006, versus an overall flat market – and women are fuelling the growth. The Yellowglen
“Seriously Bubbly” campaign identifies with the sense of fun associated with sparkling wine, the
product adding energy to an event at any time of the day. It also links with women’s desire to
connect socially.
Women also have driven the growth of Rosé sales, with many seeing it as an entry point into the
wine category. The AWBC’s Wine Australia offices report that Rosé’s popularity continues to
grow in the UK (7.2% of the light wine market and annual growth of 34%), Europe (up to 10% of
the wine market in countries such as the Netherlands) and North America. In some markets Rosé
is portrayed as a distinct brand and given its own sections in supermarkets. The success of blush/
Rosé is seen as a driving force behind the huge success of Californian wine in the UK in the past
three years.
In Australia, older women also are buying more wine, according to a recent study of 25,000
women quoted in the May 2006 Euromonitor report Alcoholic Drinks in Australia. In many cases
they have switched preferences from flavoured alcoholic beverages. Women also have been
behind the growth of stylish bars serving premium wine in parts of Europe and Asia.

3.4 Changing perceptions

Retail consolidation has permanently changed the shape, scale and demands of commercial
engagement and consumer exposure to wine. Wine is now firmly established as a fast-moving-
consumer-good (FMCG) and sold with similar promotion-driven dynamics to other FMCG goods.

Traditionally, FMCG markets offer a small number of dominant brands which capture a large
percentage of the market and generate a high degree of repeat purchase.
The upside of this is increased potential for a larger, more accessible consumer franchise,
targeted through coordinated retail platforms that enjoy greater economies of scale, supply chain
efficiencies and positive consumer impact. The downside is that the enormous concentration of

13


buying power and control of consumer access comes at a margin demand that is increasingly
difficult to sustain for many companies.
Undoubtedly, competitive advantage can come from an improved understanding of consumer
behaviour in the wine category, which in turn can be leveraged to advantage in the distribution
stakes. Adopting a brand and/or category leadership position with regard to consumer insight will
benefit sales strategy in all key markets. This will involve a new kind of segmentation built on the
consumers’ relationship with wine, rather than by demographics, and by understanding how those
segments contribute different rates of profit and volume to businesses.
The real challenge for Australia – as it is for every successful category – is to ensure that we
continuously displace or renew our entry point wines with fresh, varied and interesting brands.
Consumers need to be reminded why they first chose Australia, so that that the “loyalist” can
confidently assert that, “Australian wine affordably meets my wine needs and comfortably and
dependably suits my lifestyle – why should I look elsewhere?”
The logical conclusion of this mutually supportive relationship between accessibility, mid-tier
interest and ultimate pursuit of wine quality is a dominant and successful wine category, with at
least something for every occasion if not something for everybody. In order to do this, the
Australian wine sector must present clear and relevant consumer propositions, sustain interest
through new product development and maintain aspirational cues by educating consumers about
wine regions and our landmark wines.
This is the rationale behind the current Wine Australia market programs, which are structured
around four sub brands or themes that reflect new market and channel opportunities and seek to
champion quality and excitement at all price points.

3.5 Is ‘trading up’ the answer?

Many in the Australian wine sector argue that the key to success is that wine consumers can
naturally be encouraged to “trade up” to higher priced wines. The rationale is that they will
automatically want more once it is explained to them what more there is to have, but the
mechanism is ill-defined and the supporting evidence is lacking.
While it may work with powerful and well-established brands, it is unlikely to work as a general
proposition, especially as modern winemakers are adept at making low cost wine taste good.
There is a less obvious “next stage” than in the past when cheaper wines were more obviously
lesser wines.
A significant part of the issue is the huge diversity in the perception of wine quality. Numerous
studies have failed to find an agreed and meaningful definition that is relevant to consumers, wine
producers and wine professionals (including critics, retailers and sommeliers). Even among
consumers, low-involvement consumers have quite different perceptions about wine quality to
high-involvement consumers (“it tastes good” versus “good balance and structure”).
Elements of how wine quality can be determined include scientific analysis, reviews by wine
critics and recommendations by sommeliers and retailers, wine show medals, regionality and
price. However, for many consumers, perceptions of quality also are affected by the occasion or
environment in which a wine is consumed.
Even influential wine writers like Tim Atkin MW admit to shifting definitions of wine quality. In The
Observer newspaper in August 2006, Atkin wrote: “My perception of quality has changed over the
past decade. I used to be impressed by wines with power, concentration and a load of fruit, but
nowadays they bore me. I am increasingly drawn to wines that are enjoyable with a meal, rather
than a meal themselves, that leave you wanting more rather than less.”
From a marketing and communication perspective, research suggests there is nothing to lose by
increasing the awareness about the enjoyment of responsible wine consumption. Increasing sales
of higher priced wines (which is the ultimate objective of the “trading up” proposition) are more
likely to be achieved through better targeting of niche market opportunities based on a clearer
understanding of consumer trends and more focussed efforts to profitable distribution channels.

14


3.6 The appeal of quality

While “trading up” may not be a given, there is a growing demand for premium quality wine – and
other goods. It is interesting to note, however, that general research into consumer choices
suggests the motivation for choosing premium products is moving away from status to indulgence
– a reward for leading a busy life.
In Europe, Datamonitors forecasts that the 50-plus age bracket will be drinking more wine by
2010 (switching from beer and spirits for health reasons) and will buy higher-priced wines,
adopting a “less but best” approach. Euromonitor notes a similar trend in Australia: “the increase
of consumer disposable income led to many consumers switching their preference of alcoholic
drinks to premium labels,” its report says.
To this end, a finding from a recent AC Nielsen survey in Australia is relevant. When asked what
steps they take to stay within budget when the cost of living is rising rapidly, respondents rated
buying cheaper brands of alcohol 13th out of 14 responses with just 12% – lower than seemingly
more onerous options such as looking for better home loan rates or credit card deals. On the
other hand, cutting down on take-away meals and home entertainment topped the list at 67% and
61% respectively. Clearly, the consumption of alcoholic beverages of choice is an important part
of the Australian lifestyle.

15


4 Global consumption trends
As illustrated in Figure 9, Euromonitor International anticipates continued growth in the global still
table wine market to 2010, rising to 3.1 billion nine-litre cases (or 1.8% growth per annum).
However, wine is not anticipated to grow as fast as beer (+3% per annum), cider (+4.2% per
annum) or flavoured alcoholic beverages (+4.9% per annum) over the period.

Figure 9: Growth in alcoholic beverage volumes, 2005–2010

215%
60%

50%

40%
Volume growth

30%

20%

10%

0%
pe

ld
a
pe

sia

st
ica

c
ic

i

or
Ea
cif
ro

ro

la
er

er

-10%

W
Pa
Eu

Eu

ra
Am

Am

e
dl
st
ia
rn

n

id
Au
rth

tin
er

As
te

M
st

La
es

No

d
Ea

-20%
an
W

a
r ic
Af

Beer Cider / perry FABs Wine Spirits

Wine drinking is increasing in Australia, in most of our 10 main export markets, and in a number
of key emerging markets, but decreasing in many of our wine producing competitors (most of
which, like us, have a current oversupply).The distinction is quite marked. Wine consumption per
person and wine’s share of the total alcohol market are rising in the UK, the US, Canada, New
Zealand, Ireland, Denmark, the Netherlands and Sweden, but falling in France, Italy, Spain,
Portugal, Chile and Argentina. France and Portugal have shown the largest rates of decline, with
Italy likely to soon pass France as the world’s largest wine consumer per person.
Ireland and Japan are the fastest movers in the other direction (Ireland has been the leader in per
person wine consumption growth since 1994), but just as significant in terms of the volumes
involved are compound annual growth rates of 5% and 4% in the UK and the US respectively.
Emerging consumer markets such as Russia, China and South Korea are anticipated to grow
above global trend rates (see page 26). These markets are evolving rapidly from a consumer
goods perspective, and the complexity of consumer beverage needs varies by region and income
levels. As such, each should be addressed on an individual basis. The AWBC’s Export Market
Guides are a valuable source of information, and Austrade can provide guidance with respect to
cultural cues.
Both China and South Korea have existing social and cultural roles for alcohol, and China has a
tradition of grape wine consumption, but in both countries traditional alcoholic beverages
dominate consumption. For instance beer and baijiu (fermented rice beverage) are the most
popular in China, while South Korean consumers charge their glasses with beer and soju (distilled
rice beverage).
Despite the lack of a traditional wine culture in these markets, the current significant economic
and social change provides a real opportunity for wine penetration. As a ‘new’ drink wine has the
opportunity to be associated with ‘modern’ lifestyles and values—a different positioning than
traditional European perceptions. The execution, however, needs to be appropriate as the
consumption or rejection of a national traditional beverage is often an emotive issue.

16


In a number of global markets, the beer category is experiencing off-trade growth rates ahead of
wine. In mature Western beverage markets a dichotomy in beer category growth exists. The
major volume mainstream and value beer brands are generally experiencing flat to declining
growth, however the premium and light/low-calorie beers are experiencing growth. Consumers
are switching to these segments as they reflect the Indulgence / Premiumisation and Health
motivations.
In emerging markets, beer is experiencing strong growth. This trend is evidenced by the merger
and consolidation activity that is occurring, particularly across the BRIC (Brazil, Russia, India and
China) regions. The disparities between the established and emerging beer markets provide room
for growth in the global beer business.
While the fad for flavoured alcoholic beverages has passed in Western Europe and North
America, the category is expected to continue to outpace other alcoholic beverages in Eastern
Europe, Latin America and Australasia. Taxation changes put the breaks on growth in Western
Europe, however, industry participants, such as Diageo, are continuing new product development
and launches in Western Europe. The new offers incorporate the Health mega-trend; for example,
Diageo launched Quinn’s, a fruit ferment blended drink “where everything, even the alcohol, is
made from 100% fruit”, in the UK 12 months ago.

4.1 Wine consumption trends in key markets

Consumer trends in Australia’s domestic and key export markets (existing and emerging) are
briefly reviewed below.

Australia
Average wine consumption in Australia is increasing and in 2006 the average Australian
consumed about 22 litres of wine per year. In 2005-06, Australians consumed about 430 million
litres of wine with a retail value of around $A2.7 billion.
Domestic sales of Australian wine have grown steadily over the past decade with annual growth
varying between 1% and 6%. Beer and spirits consumption has been declining.
Of note, however, are:

• the continuing growth of RTDs (up 10% in 2006 according to Liquor Merchants of Australia)
and their increasing acceptance by younger males – this is likely to be significant as the wine
industry targets younger infrequent consumers; and

• the 22% increase in sales of imported wine in 2005-06 (to 27 million litres), driven primarily by
white wine and sparkling wine from France and Italy. More than half of all imports come from
New Zealand.
White still wine was the major contributor to growth in 2005-06, followed by sparkling wine. Sales
of red wine and fortified wine fell. Soft pack sales fell for the second successive year.
Industry observers are noting and predicting increased consumer interest in new grape varieties
and wine styles, including traditional European strains such as Sangiovese, Tempranillo and Pinot
Grigio. Marketers argue that Australian consumers are becoming more market and brand savvy
and are increasingly interested in experimentation and experiences when buying consumer
products – including alcoholic beverages.

United Kingdom and Ireland
The UK has transformed from a traditional beer and spirit drinking country into a major wine
market as is expected to be the largest importer of wine by 2010 – overtaking Germany. Per
person consumption increased from 12.6 litres in 1994 to 21.1 litres in 2004. With a total
consumption of 1.2 billion litres, the UK is the eighth largest wine consuming country in total
volume terms – and Australia’s biggest export market. New World wines excel in the UK, with
around 55% share of total wine consumption.

17


The major driver of increased consumption has been affluent middle-aged consumers rather than
an insurgence of younger consumers. The 35-to-54 age group represents the biggest wine
consuming segment. There are three main factors influencing UK consumer’s purchasing
decisions and these include: wine style; price; and promotional offers.
Other factors include recommendation by friends or family and brand familiarity. Australia has not
performed as well in the under-25 category; there is an inexplicable under-representation of
Australian wine consumers in this age group. This segmentation of the population is unlikely to
have developed any bias or country preferences and as such represent a good opportunity.
In the total alcoholic beverage market the on-trade channel still holds a greater volume share than
off-trade channels, but this picture is skewed in the wine market. Off-trade sales of wine account
for approximately 79% of the market by volume while on-trade volume sales represent 21%.
Retail consolidation has driven more and more power into the hands of multiple grocers. Total
alcohol consumption in the UK fell slightly in 2005, the first fall for six years.
In Ireland, wine now represents 16.3% of the alcoholic beverage markets – one of only two
sectors (the other being cider) to show growth in recent years. Annual per capita consumption of
17.4 litres remains one of the lowest in Europe, however. Australia has been the leading provider
for the past four years. As in the UK, the dominance of the supermarket sector continues to grow.

United States
Wine is booming in the US, with both domestic production and imports increasing and per capita
consumption at an all-time high after increasing for 11 straight years (though still low by global
standards at 9.8 litres). This is expected to continue, with the US tipped to lead the continuing
growth in wine consumption. Contributing factors include highly evolved marketing campaigns by
major brands, publicity about wine’s health benefits and the number of young people choosing
wine ahead of other alcoholic beverages.
Recent research shows more Americans are choosing wine first when they decide to drink an
alcoholic beverage and the “twenty-something” set are emerging as core rather than marginal
consumers. The total market is still quite small, however, with just 12.5% of the drinking-age
population (over the age of 21) accounting for 86% of total consumption, and 43% drinking no
wine at all. Most wine drinkers live in the cities, and imports have greatest appeal among
sophisticated, higher-income consumers on the east coast.
Off-premise sales dominate by volume at 78%, but this falls to 54% by value. Supermarkets and
liquor stores are the preferred distribution channels. Imports have risen to 27.3% of the market,
with reds accounting for 58% of sales. Imports compete well in the US$4.26-$10 category, but US
wines generally dominate the lower and higher price categories.
Chardonnay and Zinfadel top awareness measures but several varietals are widely known and no
grape dominates consumer preferences. The success of the movie Sideways has seen demand
for Pinot Noir skyrocket.

Canada
Canada’s wine market is mature and sophisticated, with growth being driven by higher priced
wine. The sector grew 6% by volume (to 358 million litres) and 10% by value in 2005. Reds
account for 53% of sales but are expected to drive continuing growth. About 75% of reds are
imported and 50% of whites.
Australia is the number two provider nation behind France, having recently overtaken Italy. There
is a clear regional variation, however. Consumers in French-speaking Quebec (where per person
consumption is 18 litres compared with the national average of 11.3) prefer Old World wines, but
Australia outsells France three-to-one on the west coast, particularly in British Columbia. Reds
account for up to 70% of total sales in Quebec.
Reports suggest young professionals are drinking more wine than their parents did, but wine is
still considered a special occasion rather than everyday drink in Canada and this, coupled with
increasing disposable incomes, has seen drinkers focus on quality ahead of price. The highest
selling segment is the $C12-14.99 category, with reds commanding higher price points than
whites.

18


Single varietal wines are increasing in popularity at the expense of blends. Grape variety and
origin are a major focus for many consumers. Cabernet Sauvignon is the most popular red
varietal followed by Merlot and Shiraz, although Shiraz has been a success story in recent years,
driven largely by Australian imports. Chardonnay and Sauvignon Blanc are the most popular
white varieties.
The off-trade channel accounts for 85% of total sales, due in the main to government liquor
control boards restricting alcohol sales to their own specialty stores. The relaxation of these
restrictions in some provinces should lead to growth in supermarket sales.

Continental Europe
Continental Europe includes a number of key export markets for Australian wine, including
Germany, Denmark, the Netherlands and Sweden. Total wine consumption is 14,919 million
litres with consumption per person per country varying between five and 35 litres. In 2005,
Australian wine exports accounted for 112 million litres and an export value of $315 million.
Australia’s market share within continental Europe is just under 1%.
Europe is a large wine market providing steady growth for New World wine at the expense of the
Old World. Consumers are relatively open-minded towards innovation and new products so there
is a promising future for Australian wines. Consumers are generally price-sensitive and are driven
towards their own (non-English) culture. There is also increasing competition from South Africa,
Chile and California. There is an untapped potential for Australian wine within the large on-trade
segment, estimated at 500 million litres in our four key countries.

Key markets
Germany: Germans have one of the highest per capita wine consumption rates in the world at
23.6 litres. Wine represents around 30% of total alcohol consumption. Germans are renowned for
their frugality and for being price-conscious. Much of the wine sold in Germany is from EU
countries, but New World wines are slowly increasing market share. German consumers are
recognising the price-to-quality ratio provided by Australian wines. Germany is Australia’s fourth
largest export market.
Denmark: The growing wealth in Denmark combined with the lowering of taxes has seen a shift
in consumer trends towards wine – though it remains predominately a beer drinking nation. Danes
prefer red wine. Unlike other Scandinavian countries, cask wine has an insignificant share of the
market.
The Netherlands: Wine consumption has been increasing steadily over the past decade, helped
by the 2003 increase in excise duties on spirits and a shift in consumer focus to a more moderate
and healthy lifestyle The market is still dominated by European wines, led in particular by France,
but there has been strong growth in sales of New World wines, particularly from South Africa.
Sweden: The high duty on alcoholic beverages in Sweden encourages consumers to cross into
neighbouring countries to buy wine. Despite this, wine sales increased during 2005 after falling
during 2004. Much of the Swedish wine market is supplied by the traditional Old World nations
such as Spain, Italy and France. The largest New World supplier is South Africa. There is a large
market in Sweden for soft packs or bag-in-box wines.

Other markets
Norway: Rising disposable incomes in Norway have increased spending on luxury items,
including wine. The partial relaxation of government controls on the wine market has meant a
more open market with a greater selection and more affordable wines. Increasingly, Norwegians
are matching wine with food and are seeking advice on the best styles to accompany their meals.
Austria: Austrian consumers are extremely loyal to their own wine industry. An ACNielson survey
of consumer preferences and perceptions placed Austrian wine significantly higher than any other
wine in terms of quality and price. Even French wine was considered of lesser quality.
Belgium: Belgians are traditionally beer drinkers but wine consumption is increasing. The
southern, French-speaking region of Walloon tends to favour wines from France but the Flemish

19


speakers in the Flanders region are more brand conscious and willing to try wines from around
the world.

Emerging Markets
The AWBC’s new three-year plan for emerging markets highlights Russia, China and South
Korea as key growth opportunities, with Brazil, the Czech Republic and the Philippines also falling
into that category. Singapore, India and Hong Kong are smaller niche markets where Australian
wine has seen success, and thus require a defensive strategy. The same applies to Taiwan,
Malaysia and Thailand. Japan also remains a focus.
Russia is one of the fastest growing wine markets in the world (driven largely by affluent young
people making the switch from vodka) and government initiatives are supporting this. A number of
analysts predict Russia and the countries of Eastern Europe to show significant growth in the next
five years. Both red and white wine are popular in Russia.
The Chinese market has been gradually expanding, assisted by increasing disposable incomes,
publicity about wine’s health benefits and a government campaign against grain-based alcoholic
drinks. Reduced import tariffs also have made the market more accessible, and Australia’s bottled
wine exports to China are expected to exceed those to Japan in 2008. Red wine currently
dominates in China but increasing Westernisation and more wine education offer potential to
promote white wines.
Alcohol plays a large part in South Korean society and consumers are increasingly interested in,
and better educated about, wine. Sparkling wine is still seen as a drink for special occasions only,
but this is slowly changing with regard to table wine. New World wines are becoming more
popular thanks to their perceived price-to-quality ratio and consumers are very attracted to wine’s
healthy image and the fact that it has less alcohol than other beverages. Australia’s “clean and
green” image is valuable.
In Japan the developing wine market is dominated by France, but Australia is becoming more
prominent and was the shining light in 2005 with a growth rate of 24% in an otherwise static
market. Beer is the preferred alcoholic beverage in Japan, and in general alcohol consumption
has been in decline for some years. Nevertheless there is a growing market for wine amongst
women in their late 20s and early 30s who increasingly perceive wine as a sophisticated
beverage of moderate alcohol content.

"We used to market wine to people like ourselves, who loved it and knew a lot about wine. Now,
we're trying to learn what people want, what drives them to buy certain wines."
Karla McKee, Trinchero Family Estates, California

20

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