LI winemakers eye sales in China
About a dozen local winemakers learned about selling wines in China at a session in Riverhead Wednesday hosted by the New York State Small Business Development Center. Jinshui Zhang, director of the center's international business development, told the winemakers of a new program that could bring them quick and inexpensive entrée to the Chinese market.
Called the New York Wine Outlet, the program is a collaboration with the China International Exhibition & Trading Center of Wine and Beverage, and several New York entities led by the state Small Business Development Center.
Zhang said the outlet acts as a gateway for winemakers to bring their products to China and is centered at a free-trade zone in Shanghai.
The group helps set up distributors, trade show displays, government approvals and regulator relations.
It costs winemakers $3,000 a year to join the program and begin selling their products.
"I had no idea that in China New York is so important to them symbolically," said Chris Baez, owner of Old Field Vineyards. "I think we've got a great marketing opportunity here."
Among the Long Island winemakers who attended were Herodotus "Dan" Damianos of Pindar Vineyards, Miguel Martin of Palmer Vineyards, Tom Morgan of Lenz Winery, Jim Silver of Peconic Bay Winery, and Susan Hearn of Suhru Wines.
Lucille Wesnofske, regional director of the center, said she was "pleasantly surprised" by the reception to the program. "I think some wineries will look into it further," she said.
"It's pretty much risk-free," said Zhang, who added that the state may look for a way to help subsidize some of the $3,000 fee.
Zhang suggested that local grape growers learn a little of the language, including the word for "bottoms up," and be insistent when refusing wine tastings in China, which can get out of hand, he said, with repeated refillings of full wine goblets. "You must be very persistent from the very beginning," he said, recommending that visitors suggest they are on medication, or are allergic.
And never, ever wear a green hat, he said. Chinese view green-hat-wearing people askance, Zhang said. It's an accessory associated with promiscuousness. "It's like the scarlet letter," he said.
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