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Auldstone Cellars captures export sales
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Auldstone Cellars, a small winery in the heart of the Glenrowan Wine Region has recently succeeded in achieving two substantial export orders to Chinese buyers. The orders were a direct result of efforts going back a number of years and a recent visit to Singapore with a group of potential exporters arranged by Alpine Valleys Agribusiness Forum.
During their trip to Singapore, Michael and Nancy Reid visited an outlet which had previously stocked their wines in modest quantities; the Chinese couple have family in Melbourne so when they came to Melbourne recently they were invited to visit the winery and in return for their hospitality given in Singapore.
Austrade have always suggested that the Chinese value trade built on mutual trust; the reason for this is the realization that in China and many Asian countries, the amount of solicitors per head of population is very low whereas in Australia, we rely heavily on legal redress to sort out any legal issues.
Not long after this visit, Auldstone Cellars received an order from this family for a pallet of labelled wines and ten thousand litres of bulk red wine for bottling in China. They wish to represent the brand in Shanghai, China.
The second substantial order came from a reconnection with a Chinese businessman who had acted as interpreter, when Michael visited China in 2001 with a delegation from a number of Chairs from various Agribusiness Forums in Victoria. This man, Lincoln Wu, who was educated in Melbourne, had a client wishing to import Australian red wine. Because Lincoln felt he could rely on receiving an excellent product and after samples were sent, his client was prepared to order six pallets of wine, and sent a substantial deposit to get things moving quickly. This company hopes to continue this strong relationship by further orders in the future.
The interesting points about these orders is not just the importance of being able to supply quality product but the importance of building relationships with Asian buyers and the assistance provided by AAVAF. Michael & Nancy say that these people have become friends and doing business becomes much more straightforward, this would not have been possible without the assistance of the Alpine Valleys Agribusiness Forum.