History Of Globalizing An Australian Wine Company Marketing Essay

The study reviews features of the selling environment in a broader aspect that BRL Hardy is confronting and size uping and urging the channel strategies that it can follow. Besides provides suited declaration for quandary faced by Christopher Carson, pull offing manager of BRL Hardy Europe and Steve Millar, pull offing manager and CEO of BRL Hardy Ltd, sing proposed D’Istinto launch and the Banrock Station versus Kelly ‘s Revenge determination.

Executive Summary:

The vino industry is extremely competitory in nature. BRL Hardy aimed at globalising its trade name and geting an established name worldwide. It was ranked at figure two place in Great Britain conveying great pride to the executives of the company. The end of going a Globalized vino company is disputing yet realizable in the long tally nevertheless certain issues need to be resolved and important determinations need to be taken. Analysis of the selling and company environment has been done on assorted factors and the domestic and international markets are scrutinised with mention to the instance survey. The pre and station amalgamation conditions of the company are studied and how meeting helped them in being unusually successful. Scaning the assorted trade name lines of the company and understanding the consumer purchasing and ingestion form within the industry and company. Recommendations are drawn after complete analysis of the instance.

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BRL Hardy had acquired figure two place in Britain ‘s off trade but still had facing issues and paradox state of affairss associating to selling schemes and corporate administration. The company ‘s strategic sight was to go universe ‘s first planetary vino companies. Christopher Carson, pull offing manager of BRL Hardy Europe had achieved a 10-fold addition in gross revenues volume in merely 7 old ages. Steve Millar, CEO and pull offing manager of the South Australia based parent company was a great believer in decentralised attack to direction. For both Millar and Carson important determinations were:

Proposed launch of D’Istinto

Kelly ‘s Revenge versus Banrock Station determination in both the UK market and Australia.

Berri Renmano Limited ( BRL ) and Thomas Hardy and Sons were two separate companies holding contrasting organisational civilization ‘s wherein BRL was more “ aggressive and commercial ” and Hardy was “ polite and traditional ” . The nucleus competences of the two companies were perfect complements. The two companies consolidated in June 1992 and became a populace listed company three months post the amalgamation. BRL had entree to combined co-ops specialised in bastioned, majority and value vinos whereas Hardy had award winning quality vinos which led to post amalgamation success of the administration. The new company formed was BRL Hardy and comprised majorly of ex-BRL executives and few places were allotted to Hardy ‘s staff. The demand for consolidation was BRL ‘s call for enlargement and Hardy ‘s fiscal crisis. The two companies together accounted for 17 % of national vino exports and 22 % of Australian vino market. Both the companies were strategically adjusted for accomplishing the purpose of being globally recognized. BRL had entree to fruit, financess, and disciplined direction and Hardy brought in selling expertness, trade names and winemaking know-how. Covering with Financial concern was the initial project by the company and they decided directing attention at place. Millar wanted to change the company ‘s civilization and direction manner and germinate a more decentralized entree. The program of onslaught was to try 20 things and acquiring 80 % right alternatively of carry oning one or two large things and acquiring them 100 % correct. The sensed planning and lucidity sing cardinal attacks were efficaciously blended. The instance survey will research the promotion of BRL Hardy and the prevailing obstructions at strategic and operational degree.


The company has a big authority in widening frontward quality vinos to pull and retain the clients and achieve its place as a planetary wine making company. Analysis of the instance has been done maintaining in position the undermentioned factors impacting the selling schemes being adopted and implemented by the company.

1. Cultural Conflict:

Post amalgamation and acquisition, Cultural differences and power and liberty issues between BRL and Hardy were witnessed in their working construction. Major proportion of occupations in BRL Hardy was attained by ex-BRL executives that led to many of the Hardy employees experiencing dispirited and they felt like foreigners. The cardinal mark was to deconcentrate the work and keeping direction accountable for the work or undertakings performed on their terminal. Hardy employees had to truly endeavor hard to gain their coveted chevrons. Serious tenseness sing centralisation or decentalisation of the company between Davies and Carson wherein Davies had an feeling of passing over the pricing, labelling and branding issues to Australian place direction, Carson had sentiment that labelling and positioning should be made with the cardinal regulators of the local market.

2. Branding, Labelling and Positioning:

Each trade name was introduced with different selling schemes and maintaining in head the client demands. Some stigmatization and labelling issues were discovered associating to Hardy ‘s Nottage hill and Hardy ‘s Stamps in the UK market portion. Carson was eager to relabel, repositing and relaunch these trade names as to achieve an efficient and effectual place in the market place. The company focussed its gross revenues on branded bottle gross revenues for growing and tried shifting itself from “ quality exporter ” to an “ international vino company ” .The company ‘s motto was “ doing quality vinos for the universe ” . Davies repositioned and rationalised the trade name line from simple to quality vinos. Divers consumer groups were targeted associating to distinctive trade name values. Following were the trade names operated under BRL Hardy group-


Launched in 1998

Unique trade name image which created a point of difference in the trade name placement

Mediterranean lifestyle- passionate, warm, romantic, relaxed

Wine and nutrient loving clients could be easy attracted

It was proposed to make full in the higher terminal monetary value points suffered by Stamps- $ 4.49 and Nottage Hill- $ 5.49

It aimed at functioning the low and in-between monetary value points

It did reasonably good and had planetary authority

Kelly ‘s Retaliation:

Low monetary value terminal trade name

Had colourful labels

Detailed and extended selling program

It was positioned as the merriment trade name at $ 3.99

Lower monetary value terminal prospective clients

Target group consisted of immature consumers and first clip vino drinkers

Banrock station:

Launched in Australia in 1996

Brand Image created was earth tone labels and protection from environment

Positioned as unpretentious, down to earth wine

Price- $ 4.95 to $ 7.95

Immediate success and hit in the market

Marketing schemes proposed-

More push than pull should be created for the trade names

Retailers backup demands to be installed

Labeling is important

Progression from trade good to trade good, trade name to soft trade name to difficult trade name.

3. Marketing Environment:

While scanning the selling environment of BRL Hardy, Davies identified a diversified portfolio of market places:

Small portion of Hardy vinos in UK

Bulk concern shared by BRL in Sweden

Weak presence in US supported by Hardy merchandises

Nonexistent presence in Asia

Marketing environment comprises of the undertaking environment and wide environment-

-Task environment:

The environment which affects its ability to make concern goals.The company had discovered four export markets- UK, Germany, Japan, US. The geographical distance being covered is making operational issues in the company. The competition was truly high in the vino industry. Analyzing the consumers behaviour revealed that they buy any type of vino if it ‘s inexpensive and easy to imbibe. Domaine de la Baume, Brolio de Ricasoli and Whiclar and Gordon were the major acquisitions of the company and helped in administering the trade names worldwide.

-Macro environment:

Following factors are reviewed from the position of Macro Environment:

1.Economic arena- The economic tendency is unsloped for BRL Hardy as the exchange rate was in favor for Australia in export.

2.Socio-cultural area- In Australia there was a alteration in consumer wont of ingestion as they shifted from beer to wine and demand in the non-traditional market from new consumers created a hiking. Due to big figure of manufacturers and Sellerss in the market, clients could easy switch to the replacement trade names available in the market depending upon their varied picks. The ingestion form enormously created fury in the vino industry for Australia as consumers started devouring more of it with traveling times and more than 1000 wine makers were constituted in Australia by 1996.The clients in UK were non truly charmed with the trade name “ Kelly ‘s retaliation ” .

3.Natural environment- The Company introduced Banrock Station which was positioned as Environmentally Responsible trade name. Banrock Station is a 4500 acre land foregrounding some of the universe ‘s most picturesque scenery.

4.Technological forces- Developments were made in the wine making industry to farm high quality vinos by following scientific wine making patterns and modern viniculture. The company had besides come up with more productive vinery techniques and new winemaking methods.

5.Legal forces- The hazard attached to alcoholic industry sing authorities infliction of restrictive Torahs need to be checked upon by the industry.

Micro environment:

1. Pricing:

The monetary value points of the company ranged from lower terminal to higher terminal. Hardy ‘s Nottage Hill and Hardy ‘s Stamps were retailed at 2.99 and 3.69 lbs but Carson was concerned about the image of the trade names being eroded. They were once more repositioned subsequently at 4.49 and 5.49 lbs. Kelly ‘s Revenge was positioned at 3.99 lbs. The monetary value scope of Banrock station ranged from A $ 4.95 to A $ 7.95. D’Istinto was priced at 4.99 lbs. Analyzing the pricing scheme reveals that merchandises were ranged at different monetary value points and for all degree of consumers.

2. Rivals: ( European Industry-minuscule market portion )



Veuve Clicquot

Mass market planetary brands rivals:

Mateus Rose

Blue Nun

Mouton Cadet


Gallo, universe ‘s biggest vino trade name

3. Channel schemes: Following channels were used by BRL Hardy-

-Distribution Channels-Hardy ab initio relied on importers, distributers and agents for functioning the market. Subsequently on they acquired Whiclar and Gordon, a UK-based vino importer-distributor. Two other distributers of the company were Domaine de la Baume and Brolio de Ricasoli. In Australian market 90 % of the gross revenues were through hotels and bottle stores whereas the UK market was non a good established and branded vino market. Channelss were established such that the retail merchants were convinced to put the merchandises on their shelves and stigmatization and labelling were done maintaining in position the adult females wine purchasers that constitute 60 % of the supermarket vino gross revenues. Selling and distribution capablenesss were evolved negociating a 50/50 joint venture wherein the Chileans aimed at supplying the fruit and winemaking installation while vintners were send to do vinos by BRL Hardy to be sold in Europe.

-Communication Channels-The communicating channels between the assorted executives were disorganised and major struggles over centralisation and decentalisation of the operations were witnessed. Paul Browne acted as a barrier of communicating between Australia and Europe.

STP of BRL Hardy ( cleavage, aiming, positioning )


Segmentation fundamentally means dissecting the market into smaller subdivisions. The BRL Hardy company had its markets segmented and spread across broad countries like Europe, Australia, UK, US.

1. Demographic Segmentation- The demographic environment of the industry deals with consumers who became more sophisticated and were served with vino in bottle varietals alternatively of vinos earlier being sold in two liter bags in a box.

2. Geographic Segmentation-The cleavage on the footing of geographical country, BRL Hardy ‘s market was segmented into geographical countries like UK, Europe, Australia, US.

-BRL Hardy in Europe:

Biggest difference over selling schemes was that of Branding and Labelling issues

Entrant products-Hardy Stamps and Hardy ‘s Nottage hill

Carson wanted to relabel, repositing and relaunch them

In 1993, relabelled and relaunched which quadrupled the gross revenues

-BRL Hardy in US:

Attempts were induced in establishing Banrock Station as a planetary trade name so it was successfully established in Canada and the US authorities withdrew Hardy ‘s Stamps merchandise from the market and replaced it with Banrock Station.

-BRL Hardy in UK:

Carson wanted a new trade name to be introduced to make full in the suspension between the lower and higher terminal monetary value points. Changeless attempts were made sing placement, stigmatization and labelling the merchandise and the trade name introduced was Kelly ‘s Revenge. It was positioned as a merriment trade name and targeted majorly at the younger coevals of the state. Carson slashed the merchandise line from 870 to 230 points and reduced the head count from 31 to 18. Well established trade names like Nottage Hill and Hardy ‘s Stamps in UK at lower monetary value points of 2.99 and 3.69 lbs started losing its appeal and Carson decided on repositioning, relaunching and relabeling the. At a ulterior phase in clip these trade name were priced at higher monetary value points at targeted for higher income groups.


For Kelly ‘s Revenge the mark group were younger consumer and first clip vino drinkers. D’Istinto trade name launched in UK targeted at wine-and-food-loving consumers. In UK, adult females represent 60 % of the supermarket vino purchasers so they are targeted maintaining labelling of the merchandise in head. Hardy ‘s Nottage Hill and Hardy ‘s Stamps targeted at the higher income or regular vino drinkers and were priced at higher terminal points. The Banrock Station besides targeted varied income group clients as it ranged its monetary value points from A $ 4.95 to premium varietals at A $ 7.95.


Positioning a trade name means the attempts made on the portion of the company to do certain that a trade name is identified in a given mode by the clients. Banrock Station was positioned as unpretentious, down to earth vino. Kelly ‘s Revenge was positioned as merriment trade name. D’Istinto adopted the Mediterranean life style and positioned itself as a alone trade name.

SWOT Analysis:


BRL-access to fruit, financess and disciplined direction

Hardy-marketing expertness, trade names and winemaking know-how

World category production installations

International distribution

Global trade names of BRL Hardy


Poor fiscal state of affairs

Poor public presentation in old twelvemonth

Poor stigmatization and labelling

Grape crop was vulnerable to disease, weather and elements impacting the quality and measure


Entree to Research the planetary markets

Australian vino was going the “ hot tendency ”

Ambitious industry witnessing immense export authority


Jean-Louis Duneu said “ the promise of a trade name is that it will be same quality every clip ”

Jonathon Knowles quoted “ Wine lovers look for something they have n’t heard of ”

B2B Market:

B2B market means Business to Business market. With mention to our instance, B2B market was viewed wherein BRL Hardy started covering with a smattering of providers who provided them with quality merchandises in a wide line as Carson believed that sourcing from multiple parts would assist in understating the hazard.


The glide way followed by the company to achieve planetary success is a hard nonsubjective due to differentiation of mass merchandises towards quality individual branded merchandises. Firm can seek Diversifying into new countries within the given merchandise scope, or diverseness into new merchandise inside the existing markets. But trying both at one time is non recommended. It must be made certain that each vino represents its peculiar part and does non savor like other countries. The professionals in the field demand to be invariably engaged in stigmatization and labelling patterns and understanding the mark groups with traveling times as even established merchandises need to reevaluate their points of para and points of distinction demands to be altered or modified with altering times. The frame of mention in which the trade name is positioned demands to be good established and made certain it does non provides any ambiguity to the clients. Through some mentions it has been viewed that Gallic vino industries pay attending towards the type of grape used alternatively of underscoring on the part of production which in bends aids in defying competition and boosting the gross revenues. The direct interaction with clients permits the induction of a complex procedure of value co-creation ( O’Neill and Charters, 2000 ) . This means that relationship selling must be the cardinal factor underlined to heighten the value of the client experience. The increased popularity of vino nines in many states indicates the success of relationship selling techniques ( Coppla, 2000 ; Teaff et al. , 2005 ) . The wine manufacturer may construct a eating house and/or a hotel, design guided visits of vino caves, or develop specific touristic events related with wine bring forthing activities – such as vino festivals ( Shanka and Taylor, 2004 ) . BRL Hardy must maintain in head advanced communicating with the clients by utilizing trade name names or logo that can travel around the universe. It can besides see selling their vinos in tins like coca-cola does as it is an advanced selling expression. Establishing the D’Istinto trade name will assist BRL Hardy broadening its providers and will supply step up power as a distributer. The chief ground for back uping the launch is that it blends good with the planetary scene that is being looked upon by the company and it will assist achieving transnational growing in a broader vision of clip. Establishing Kelly ‘s retaliation would be an ideal determination for Carson and Millar as it highlights the alone trade name properties and entreaty to the immature coevals in the UK market and besides the monetary value points at which it was positioned were simply low and appreciable by the mark group. But so the placement and labelling of Banrock Station as addressed colourless, dull and limited entreaty demands effectual check and attempts need to be induced to make a appeal for the trade name worldwide. The decentralized program of onslaught is good for the administration to thrive but in times of crisis, determinations must be made by the top degree executives. Company can besides look in for sponsorship schemes at musical events as adopted by Heinekens Beer group. It is besides of import to understand that shifting is non merely hard but sometimes impossible and may take to market portion sufferings for the company. Wine touristry can besides be looked for as a good option of publicity of vino by set uping a direct nexus between the vino industry and the touristry industry. For an industry like this where no set forms are followed to be successful, BRL Hardy should believe out of the box and purpose at being the tendency compositor instead than tendency follower.


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BRL Hardy: globalising an Australian Wine Company ( REV October 6, 2003 )

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Three Questions you need to inquire about your Brand ( Harvard concern reappraisal 2003 )

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