In this conversation with Marc Kauffman, The Noted Celebrity Sommelier, Certified Cellar Master, and wine judge, we explore the Cantina Cortecchia Winery's long-standing legacy of producing high-quality bulk wines and its global expansion strategy. With over 65 years of experience, Cantina Cortecchia specializes in supplying bulk wine for private labels, exporting to more than 20 countries worldwide, including the USA, UK, Japan, and Canada.

Marc discusses the challenges and strategies involved in expanding into international markets, emphasizing the importance of customer relations, navigating foreign alcohol laws, and understanding bulk shipping requirements. He highlights his approach to market promotion, which focuses on trade show exhibitions and building personal connections with large private label buyers.

1. Tell us about yourself and your role at Cortecchia.

Cantina Cortecchia is family-owned and has been producing wine for over 65 years. They specialize in supplying bulk wine for private labels. I became acquainted with the Cortecchia family during one of my vineyard visits in Italy about 8 years ago. Working with their Export Manager I am their sales and marketing consultant for North America.

2. Which country do you mostly export your bulk wines to?

Cantina Cortecchia exports to over 20 countries including most of Europe, the UK, the USA, Korea, Japan, Vietnam, Mexico, Argentina and Canada.

Image Source: Cantina Cortecchia Winery

3. What are the challenges faced while expanding into international markets?

Expanding into international markets requires full-time attention to customer relations, study of foreign alcohol laws, great winemaking and knowledge of bulk shipping parameters. Also a lot of foreign travel.

4. What strategies do you use to promote your wines in international markets?

My primary strategies for foreign market promotion are exhibiting at trade shows and making personal contact with large private-label buyers.

5. What are the top-selling wine varieties in international markets?

In our experience with our wines, the most popular varieties are Pinot Grigio, Chardonnay, Merlot and Sangiovese. We sell out our entire inventory each year.

6. How do you build relationships with international distributors and importers?

The choice of distributors and importers is left up to the customer. We support our customers in supplying any and all information needed to meet government and importer requirements.

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7. What are the most important factors private-label buyers look for when selecting a winery to produce their custom wines?

Several factors influence buyers in selecting a winery to work with for private label bulk wine supply. First is wine quality, Second is price. Then the ease of dealing with the winery and communication.

8. What trends are you seeing among private-label buyers in terms of wine preferences? Are there any particular styles or varieties that are gaining popularity?

Pinot Grigio remains popular and we sell out early each vintage.  We usually supply PG from 3 different regions in Italy. Many buyers are requesting organic and/or sustainably labeled wines, Lower alcohol wines (under 13%) are also in demand. 

9. Are there particular regions or countries Cortecchia is targeting for future expansion?

Cantina Cortecchia is only able to accept a limited number of new customers for each vintage. Our prior ongoing commitments to long-term customers account for most of our available wine. We sell primarily in bulk however recently we are receiving more requests for bottled wines. I am looking forward to expanding the customer base in North America.

Conclusion:

Marc Kauffman’s deep insights into Cantina Cortecchia's successful journey of expanding its bulk wine supply across global markets highlight the winery's dedication to quality, customer relationships, and strategic growth. As Marc shared, their approach, focused on building strong partnerships and providing exceptional support to distributors, has played a vital role in their international success.

For professionals in the wine industry, opportunities like the International Bulk Wine and Spirits Show (IBWSS) provide a great platform to connect, learn about the latest trends, and foster valuable relationships. As the demand for quality bulk wines grows, events like the IBWSS are essential for staying ahead of the curve and exploring new avenues for growth.

Don’t miss out on the chance to connect with industry leaders, expand your network, and discover innovative strategies to take your brand to the next level. Join us at the 2025 International Bulk Wine and Spirits Show (IBWSS) and be part of the largest gathering of bulk and private label professionals in America!  Register here.

Header Image by: Marc Kauffman

Related links:

IBWSS 2025: Empowering Bulk & Private Label Buyers
Bulk Wine Business: Challenges Amid Surplus & Uncertainty