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Buyers’ Insight, Exhibitors' and Buyers' Comments

Empowered with decades of experience and expertise in organising trade exhibitions, the Hong Kong Trade Development Council (HKTDC) is reputed internationally for its outstanding performance.


Our trade exhibitions have been the distinctive platforms where both exhibitors and buyers alike explore business opportunities. At HKTDC's world-class events where buyers and exhibitors from different countries and regions converge, our comfortable and convenient venue provides the perfect venue where they can negotiate business, exchange the latest market intelligence, and establish business contacts.


The HKTDC sincerely invites you to join this exhibition, to explore the way to success.


Exhibitors' Quotes Buyers' Quotes Buyers’ Insight


Exhibitors' Quotes


The Southern United States Trade Association Pavilion is making its debut at the Hong Kong International Wine & Spirits Fair this year. The participating exhibitor Davis Valley Distillery concluded on-site deal of one container from customers from India and Hong Kong and expects the post show sales to be amounted to US$2 million. Another exhibitor Firestone & Robertson Distillery also made an on-site order of US$200,000 from customers from SEA. Both exhibitors expect to return to the 2018 show in view of the good results. Joining the fair’s Whisky and Spirit Zone for the first time, Central Standard Craft Distillery received a total of US$60,000 on-the-spot orders from Hong Kong, China, and Singapore, involving 3 pallets of products. Negotiations are underway with prospects from Australia, India and SEA. They look forward to return in 2018.
Owen L. “Rusty” Cox, Owner of the Davis Valley Distillery (Left in photo)
Leonard Firestone, Proprietor of Firestone & Robertson Distillery
Pat McQuillan, Co-Owner, Central Standard Craft Distillery (Left in photo)

“Spain is making a strong presence again at Hong Kong International Wine & Spirits Fair this year. A total of 48 wine companies have got together at the Spanish pavilion covering some 500 square metres of space at the fairground. Many of them have exhibited here in the past and they are keen to participate again to explore new business opportunities. Our companies are showcasing a great variety of quality wines produced in different DO wine regions across Spain. This fair offers a good chance for professional traders and consumers to taste different wines and pick up what they want. HKTDC is doing a good job to make it a successful event. We have been achieving good results over the years. Our wine companies are pleased to take advantage of this platform to establish contacts with professional and serious buyers to develop long-term business relationships. This is a very important fair for us to expand business in the wines markets across Hong Kong, the Chinese mainland and Asia.”
Maria Pérez-Ribes, Counsellor for Economic & Commercial Affairs, Trade Commission/Invest in Spain, Consulate General of Spain

Business France is organizing a French pavilion at Hong Kong International Wine & Spirits Fair for the first time. We have brought together 85 wine producers from different regions of France like Bordeaux, Bourgogne, Languedoc-roussillon, Provence and Rhone Valley. Several spirits makers have also joined us to showcase here. This fair is a very well-known trading platform for companies pursuing business development in Hong Kong and China as well as across Asia. French companies are happy to be here promoting wines and spirits and reaching out to a broad spectrum of buyers. We have established a designated area at the fairground for buyers to taste our French wines. The responses have been very strong. The booth designs look impressive. We’re pleased with the exhibition and look forward to developing good business with various buyers from all over the world.”
Sandrine Krummenacher, Manager, French Pavilions, Wine & Spirits, Business France, France

“SGV is making our debut at Hong Kong International Wine & Spirits Fair to promote French champagnes to buyers worldwide. Seven champagne producers from different regions of France have got together at this new pavilion to expand our presence in Asia particularly. We have met with a lot of buyers, especially customers from Hong Kong, China, Japan and Taiwan. They’ve expressed strong interest in our champagnes and we look forward to developing business with them through further negotiation. My family-owned company Marc Chauvet is also here promoting our vintage champagnes. In operation for 21 years, we see strong potential for growth of the champagne market in Asia. The Hong Kong fair is very well organized and provides a good meeting place for us to reach out to more customers.”
Clotilde Chauvet, Vice Secretary of Syndicat Général des Vignerons de la Champagne (SGV) and Winemaker of Marc Chauvet, France

“This is our second-year participation in Hong Kong International Wine & Spirits Fair to promote our Shiraz to buyers in Asia. We produce over one million bottles of wines every year. Major markets include Australia, China, USA and UK. This fair serves as a solid platform to expand our sales in Hong Kong, China and Asia as a whole. We have attracted strong interest from Chinese mainland buyers again this year including customers from Shenzhen, Huizhou and Shanghai. So far, we’ve got confirmed orders for two containers of wines. Serious negotiation is underway for six containers of wines. The wine market in Asia is getting increasingly strong and wine lovers in the region have become more sophisticated and educated. Demand for wines is going to rise further and we will definitely continue to exhibit here for business expansion.”
Marco Singarella, Managing Director, Vino Bambino Vigna Bottin, Australia

“The Royal Agricultural Society of Victoria is participating in Hong Kong International Wine & Spirits Fair for the third year. Seven companies including wineries, breweries and spirits producers from Australia have joined us here to showcase a variety of wines, beers and spirits. This is a fantastic fair. Our participating companies successfully secured some new customers through the exhibition in the past two years. The response has been strong again this year. We feel very positive and energized as great crowds of people visited our booths keeping us busy all the time. We’ve met buyers from Asia, Europe and USA. HKTDC has demonstrated profound experience in organization providing excellent support and ensuring everything is professionally run. We are very pleased to be able to gain extra media exposure and take advantage of the platform to network with industry players to develop business.”
Ann Houlihan, Manager, Market Development, The Royal Agricultural Society of Victoria, Australia

“Founded in 1880, Domaine Duveau is a well-established wine producer with its origin from France. By 1990, our business has been expanded to Chile, that’s why our wine is blended with the wine-making cultures of France and Chile. We provide a range of quality wines mainly to customers in the United States and Europe and expand to Asia since 2012. Hong Kong is really the springboard to penetrate further the Chinese mainland market. We are participating in Hong Kong International Wine & Spirits Fair for the second consecutive year. The customer profile of wine fair is amazing. At our debut last year, we successfully secured our first customer from India. The feedback has been stunning this year. This year, we’ve met with over 100 new customers involving a broad base of buyers from various parts of the Chinese mainland such as Guangdong, Fujian, Shanghai, Beijing, northeast China and even Shaanxi. We have got a confirmed order from a buyer from Guangzhou for 3 containers of red wines and a Shanghai customer orderd 2 containers of red wines in the second day of the fair. The business this year is robust and we estimate to have least 20%-30% sales increment compared to last year. The fair meets our business expectation.”
Eric Bute, Marketing Manager, Domaine Duveau Chile, Chile

“With 550 hectares of vineyards in the Côtes de Provence, Fabre en Provence produces top-quality champagnes in France. Château l’Aumērade became the cru classē in 1955 with the largest production of Rose cru classē. We are so honored as the supplier of Rosé to the royal family of Henri IV who gave us a platane tree as gratitude and friendship. The tree is in our vineyard which has been kept for 500 years! Our major markets are USA, UAE, Australia, UK and the Netherlands. We are exhibiting at the HKTDC Hong Kong International Wine & Spirits Fair to expand presence in the Asian market. Over 40 buyers from different places have expressed interest in our wines. We have got a confirmed order from Hong Kong for the full range of our wine. Some buyers from Chinese mainland, India and Taiwan have also shown strong interest. Wine lovers in Hong Kong and Asia are increasingly interested in rosé. We like this fair and it is so well-organised. We reckon this fair is a good platform to promote our wines.”
Murielle Claudel, Executive Director, Fabre en Provence, France

“Romania is the sixth-largest wine-producing country in Europe. The Romania pavilion is making its debut at Hong Kong International Wine & Spirits Fair this year to grow our presence. We have brought together eight wine companies from Romania to showcase a variety of wines here. This fair offers a great platform for our participating companies to explore business opportunities and raise the profile of Romania as a wine-growing country. Halewood Wines & Spirits is one of the largest drinks companies in Romania. We produce high quality wines with vineyards in Dealu Mare and Murfatlar. Our wines have won international recognition and awards. We keep on investing in our vineyards and production facilities for business growth. By participating in international wine fairs, we are able to promote our products to more customers. This fair is a good place for us to establish contacts with buyers from Hong Kong and Chinese mainland to develop business.”
Adriana Grecu, Wine Exporters and Producers Association of Romania, and Export Director of Halewood Wines & Spirits, Romania

“The Azerbaijan pavilion has attracted a lot of attention from buyers at Hong Kong International Wine & Spirits Fair this year. A total of 12 suppliers from our country in the west of Caspian Sea are here for the first time promoting a range of different drinks including vodka, wines and alcoholic beverages made from fermented fruits. With a population about 10 million, Azerbaijan has about 40 companies engaged in alcoholic beverages. Our government is leading a drive to encourage wine-growing business and the export of wines to diversify the economic base. The organizer has provided excellent support for our exhibition here. We’re pleased to have the opportunity to introduce our wines at the Gala Dinner and a seminar on the first day of exhibition. Hong Kong is a hub for wine trading. A lot of wines are imported to Hong Kong and then re-exported to other markets in the region. That’s why we participate in this fair to promote our wines. Hong Kong is the freest economy in the world. It’s easier and more economical for us to do business here in order to penetrate markets in the region.”
Yusif Abdullayev, Vice-President, Azerbaijan Export & Investment Promotion Foundation, Azerbaijan

“La Collina Dei Ciliegi produces a wide range of good quality wines with vineyards near Verona in the Veneto region of Italy. Hong Kong International Wine & Spirits Fair is a perfect platform to promote our wines in support of our expansion in Asia, particularly the Chinese mainland. We are launching the AC Milan wine collection at the fair and the response has been terrific. We’ve received interest from over 60 buyers from different places such as Hong Kong, China, Korea, Malaysia and Myanmar. We believe 8 to 10 of them are ready to conclude business with us. Our importer in Shanghai has placed an order for 50,000 bottles of the AC Milan collection. We expect the collection's sales volume to reach 400,000 bottles in the first year and 1 million bottles in the second year. This is a very good fair. Everything has been well organized.”
Massimo Gianolli (left), President and Chief Executive Officer, La Collina Dei Ciliegi SRL, Italy

“Oriental Pearl is pleased to be here again promoting our wines and raising our exposure to customers worldwide. A wide range of quality wines from USA and France are being showcased at the fair and a large number of buyers have come to appreciate our offerings. Wildfires in California earlier have destroyed some wineries in Napa and Sonoma counties and affected the supply of wines. France’s low wine harvest in 2017 has presented another challenge. We have responded quickly to work together with various wineries to ensure a stable supply of quality wines from California and France. Hong Kong International Wine & Spirits Fair is always an excellent platform for us to gain exposure. The Hong Kong wine market remains strong and sales in the Chinese mainland is even more robust. We have met with many mainland buyers looking for value-for-money quality wines. The overall response has been better than last year. The fair really helps us grow business. We can strength ties with existing customers and secure new buyers here.”
Ming K.S. Sze, Managing Director, Oriental Pearl (H.K.) Limited, Hong Kong

“The Japanese pavilion continues to draw a lot of interest at Hong Kong International Wine & Spirits Fair this year. We have brought together a total of 22 exhibitors from Japan including wineries, wine companies and industry associations. Six of them are newcomers. The key focus for this year’s exhibition is promoting Japanese sake. We are offering a great variety of sake from different regions including many award-winning wines. Also up for grabs is a unique collection of sparkling sake that involves a natural production process of secondary fermentation in bottle. A large number of buyers have approached us and expressed serious interest in our sake. The export sales of Japanese sake to Hong Kong jumped by 86% in 2016. This fair offers a perfect platform to promote our sake and we look forward to getting encouraging results again. We are especially keen to get in touch with chefs, bar managers as well as restaurants and hotel operators here.”
Ryoichi Ito, Director General, JETRO Hong Kong, Japan External Trade Organization, Japan

“Enterprise Mauritius is organizing the Mauritius pavilion at Hong Kong International Wine & Spirits Fair for the first time to promote the export sales of our rums and wines. Seven companies including six rum producers and one wine-maker have got together to showcase a variety of good quality products here. This is part of our government-backed effort to expand our presence in Asia Pacific including Hong Kong, the Chinese mainland, Japan and Korea. This fair allows us to reach out to different customers in this part of the world. We are open to different business opportunities from merchandising to private labels and production collaboration. I would like to express our gratitude to HKTDC for its extensive and efficient support to help us establish such a pavilion at the fair. We are so pleased that everything works out well.”
Karuna Devi Boodhun, Assistant Manager (Operations), Enterprise Mauritius, Mauritius

“This is the fourth year we’ve organized an Argentinian pavilion at Hong Kong International Wine & Spirits Fair to promote our red wines and white wines. About 60% of Argentina’s wines are consumed domestically with the remainder for export sales. Major export markets include USA, UK, Canada and Brazil. Argentinian red wines are especially popular among customers worldwide. We are breaking new ground at this year’s pavilion to put our white wines and sparkling wines in the spotlight to draw buyers’ interest. Our pavilion features a total of 26 wineries from different wine-growing regions of Argentina. Many buyers from different places including Hong Kong, the Chinese mainland, Malaysia and the Philippines have come forward to make enquiries about our wines. Chinese mainland buyers have shown strong purchasing interest in particular and we see tremendous potential for growth. This fair is a great place for us to expand export sales in Asia.”
Mario Giordano (left), General Manager, Wines of Argentina, Argentina


Buyers' Quotes


“Founded in 2000, Richfield specializes in the import and sale of premium wines in Singapore. We import wines mainly from Italy, USA, France, Australia and Croatia. At presence, we sell about 70% of our wines directly to consumers and the remaining 30% are sold to high-end restaurants. This is my first visit to Hong Kong International Wine & Spirits Fair to explore sourcing opportunities. I have found two potential wine suppliers from Italy and Argentina through the organizer’s business matching meetings on the first day of exhibition. The Italian winery from Pulia provides high quality red wines and white wines. We will carry out market research to gauge Singaporean consumers’ interest in these wines. Further talks will be held and we may purchase up to 600 bottles a year upon successful negotiation. The Argentinian winery has already got a Singaporean importer. We will keep in touch with them to explore business cooperation. This is a good fair with an interesting mix of wines from different parts of the world. There are a lot of choices here. This is definitely a good sourcing platform.”
Toh Ee Loong, Director, Richfield Brands & Services Pte. Ltd., Singapore

“In business since 1996, Finewines is one of the top five wine importers in Vietnam. We import quality fines from different places worldwide including France, Italy, Spain, USA, Australia, Argentina and Chile. We operate two wine shops in Hanoi and Ho Chi Minh City. We are visiting Hong Kong International Wine & Spirits Fair for the third year to source new wines. The trip has proved to be rewarding. We have already got in touch with an Italian supplier for Barolo wine and an Argentinian supplier for a variety of red wines. We are going to place orders after further negotiation on the pricing, payment terms and associated marketing support. Initial orders are expected to involve one pallet of wines each. We are also in talks with a French supplier who will send us samples of rosé wine to taste and explore business development. The wine market in Vietnam is growing fast with increasing demand for imported fine wines. This fair is a good place to source wines. We successfully found new suppliers over the past two years to enrich our offerings. We are positive about the results this year.”
Huang Tran (left), Retail Sales Manager, and Van Nguyen (right), Purchasing Manager, Finewines, Vietnam

“In business for four years, Qingdao Lepin specializes in sales of French fine wines in Qingdao and Shandong Province. This is my first visit to Hong Kong International Wine & Spirits Fair to source new suppliers. I have already got in touch with a French winery from Languedoc in southern France and placed an order worth US$20,000 for red wines. The winery offers some high-quality full-bodied red wines with soft tannins that really suit the taste of our consumers. The wines also come with appealing packaging to facilitate the marketing drive. This fair is a good place to source new wines and new suppliers. It also offers me a great chance to learn about the wine market development in Hong Kong and the region. I would like to visit the fair again.”
Chen Siyu, CEO, Qingdao Lepin Best Wine, the Chinese mainland

“GP is engaged in the hospitality business under the brand of AVANI in Thailand. We are also a partnering with Minor International which operates some 400 hotels worldwide. This is my first visit to Hong Kong International Wine & Spirits Fair to source new wines. I have established contact with two French wine merchants from Bordeaux who offers some quality wines. I will place orders worth €100,000 to €150,000 for red wines with them. This is certainly the best wine fair in Asia. Everything is nicely managed with a well-designed exhibition venue. I attended three wine tasting classes that offered a great experience with a lot of wine information. I look forward to visiting the fair again.”
Sanjog Modgil, Vice President – Hospitality, GP Group of Companies Limited, Thailand

“Moon’s Steakhouse is a fine dining restaurant at Swissotel Grand Shanghai in Jing An District of Shanghai. We offer quality wines to pair with delicious food for customers. I am happy to visit Hong Kong International Wine & Spirits Fair for the first time to source new wines. I have found a new supplier from Bordeaux of France who offers a selection of unique whiskies. I expect to purchase some whiskies from them through distributors in the Chinese mainland. The amount of orders will be subject to the pricing details. We are keen to offer more wines for customers and this fair is a good sourcing place to fine new products. I saw new products like honey wines and group pavilions for Romania, Mauritius and Azerbaijan this year. The organiser is working hard to bring in something different and more exhibitors from different parts of the world.”
Carmen Lim, General Manager & Wine Director, Moon’s Steakhouse, the Chinese mainland

“Our company is engaged in the import and wholesale of various wines and spirits in Vietnam, Cambodia and Myanmar. We currently operate a total of 8 wine shops in the three countries. This is my first visit to Hong Kong International Wine & Spirits Fair. I have got in touch Spanish winery Bodegas Castano S.L. and intend to purchase some red wines. Talks will also be underway with an Italian winery for red wines. We will receive some samples and get the feedback of customers such as restaurant managers and chefs to the new wines before confirming the amount of orders. This fair offers a lot of interesting choices and everything has been well taken care of. I would like to come with my staff next time to choose more suitable wines.”
Meng Hieng, Managing Director, The Warehouse, Cambodia

“Huiyin Lehu is an e-commerce platform selling a wide range of products from food and wines to household and baby items as well as cosmetics and fashion collections. We operate 20 to 30 retail stores in different cities of Jiangsu Province. At presence, we source wines mainly through distributors in Nanjing. I am visiting Hong Kong International Wine & Spirits Fair for the first time to explore new sourcing opportunities. I have found two to three new suppliers based in Shenzhen and Guangzhou for red wines, champagnes and Japanese sake. Initial orders will involve several boxes of wines to test customers’ feedback. We expect to make bigger orders later subject to successful sales, especially when demand increases sharply during Lunar New Year and other festive periods. This is quite a good fair where I can get what I want.”
Guo Jing Jing, Purchasing Director, E-Commerce Business, Huiyin Lehu Global Market, the Chinese mainland

“Société Commerciale specialises in the import and sale of wines, beers and spirits in Quebec of Canada. We are also responsible for sourcing alcoholic beverages for the government states. This is my first visit to Hong Kong International Wine & Spirits Fair to find new suppliers. I have found two new suppliers through the business matching meetings including an Argentinian winery for red wines and white wines as well as a Japanese supplier for sake. I will discuss with our customers and government states in Quebec to gauge their interest in order to finalise the amount of orders. This is a good fair offering a diversity of choices. The exhibition facilities are excellent and the fair has great potential for growth.”
Lucien Davalan, Vice-President, Société Commerciale Clément Internationale Inc., Canada

“Hakkasan was founded in London in 2001 and has since become a worldwide hospitality company offering unique dining and nightlife experiences across North America, Europe, the Middle East, Africa and Asia. The company operates restaurants, nightclubs and dayclubs under diverse brands, and is expanding into the hotel and resort sector. I am visiting Hong Kong International Wine & Spirits Fair for the first time to source new wines for our Hakkasan Chinese restaurant in Shanghai. I am very interested in the Shichiken sparkling sake showcased by Japanese supplier Yamanashi Meijo Company Limited. I will ask our wine distributors in the Chinese mainland to source the product from the supplier. We are always looking for something new to enrich our wine list. This fair offers some interesting choices and allows me to exchange ideas and information with other industry players.”
James Teng, Head of Wine Asia, Hakkasan Group, the Chinese mainland

“We produce a wide range of wines under three labels with two vineyards in the Wairarapa region of New Zealand. Our wine production operates under Luna Estate offering various collections including Pinot Noir, Syrah, Chardonnay, Riesling, Pinot Gris and Sauvignon Blanc. Major markets are currently the Chinese mainland, Sweden and Japan. Xi’an International has helped us establish strong presence in the northern and central parts of China. We are promoting our wines at Hong Kong International Wine & Spirits Fair for the first time to find new buyers and expand into other markets. A number of buyers have come to taste our wines and they really like the mix of acidity and texture. We’ve got many business leads with Hong Kong importers and wine dealers from Guangdong Province and southern China. We are positive about concluding business with them. We will definitely exhibit here again.”
Ricky Lindsay, Sales & Marketing Director, Xi’an International Trade Co., Ltd, the Chinese mainland

“Black Forest imports and sells a great variety of wines in Thailand. Based in Phuket, we have been in business for 23 years sourcing wine products from different countries worldwide. I have been visiting Hong Kong International Wine & Spirits Fair over the past few years. This year, I’ve got in touch with Grand Napa Vineyards from USA and will place initial orders worth over US$10,000 for two to three pallets of Napa Valley Cabernet Sauvignon. Talks are underway with a Japanese exhibitor for two pallets of craft beers. They will also send us some samples of sake to explore cooperation. At the Gala Dinner, I met an Australian exhibitor who supplies gins and we will discuss business opportunities. This fair is a good sourcing platform to find new products. We successfully secured some new suppliers through the exhibition in previous years and are still doing business with them.”
Hans Peter Blumer, Director, Black Forest Distribution Co., Ltd., Thailand
“Headquartered in Qingdao, Dong Zhou Hong Jiu Hong is the largest wine importer in the northern region of the Chinese mainland. In business for 10 years, our wines are selling across the country and we supply inflight wines for Hainan Airlines. This is our fifth visit to Hong Kong International Wine & Spirits Fair for five years. So far, we have found two Italian suppliers and a French winery for a selection of red wines and white wines. Initial orders are expected to involve two pallets of wines each. If sales prove to be strong, we will place bigger orders accordingly. This fair allows us to source quality wines and we hope to see it grow and expand further.”
Zhao Li, Overseas Purchasing Manager, Dong Zhou Hong Jiu Hong Wine Company Limited, the Chinese mainland

“With a history of 21 years, Tan Khoa is one of the largest beverages importers in Vietnam. We have a robust portfolio covering spirits, wines, non-alcoholic beers and syrup-based drinks. The company sources products from major wine-producing countries around the world. We currently work with 50 to 60 suppliers while major customers include restaurants and those in the hospitality sector. This is our first visit to Hong Kong International Wine & Spirits Fair to source new spirits brands, in particular boutique gins and Japanese whiskies. So far, I found an Australian supplier who makes a variety of interesting gins from wine-based spirits. The fair is in the right size featuring all exhibitors on the same floor and that really enables easy and efficient access to suppliers. I am deeply impressed by the offer of on-the-spot interpreting service to facilitate exchanges between international buyers and non-English-speaking exhibitors who are eager to promote their products.”
Bob Zamacona, Chief Operating Officer, Tan Khoa Distribution Corporation, Vietnam

“Grace Bodega imports high-quality Alsace white wines from France for wine lovers in Taiwan. In business for 10 years, we have expanded our portfolio with vintage from all major wine-producing regions in France as well as a selection of Spanish and Italian wines. Major clients include hotels, restaurants, wine shops and private consumers looking for quality wines. I am visiting Hong Kong International Wine & Spirits Fair for the second time to source more Spanish and Argentinian wines. HKTDC has provided strong support right from the start and organized business matching meetings with suitable exhibitors. The meetings were useful and I have found three new suppliers from Argentina who offer some interesting wines. This fair is a very international trade event. The organizer has made extra effort to enhance the diversity of exhibitors by bringing in more wineries from different places and lesser-known wine-producing countries. I took the chance to taste wines from those countries and was impressed by their quality. It has been a great experience.”
Grace Chang, Grace Bodega, Taiwan


Buyers’ Insight


  • In the Chinese mainland market, consumption of French wine still dominates other wine producing countries around the world. Australian wines have taken over Chilean wines to become the second most sought after wine in the region.

  • In Vietnam, the alcohol market is shifting from dark spirits (whisky, brandy) to clear spirits (vodka, gin), and from beer to wine. Wine has become a tool for Vietnamese people to show social status and masculinity, rather than a drink for enjoyment.

  • The demand for gin is growing worldwide and its growth rate is above any other spirit.

  • Japanese whisky has been gaining popularity, and this sales boom has resulted in a global shortage. Japanese whisky appeals to a younger crowd compared to traditional scotch and bourbon.