The first thing we did when Sue and I arrived in Mendoza was to walk to the offices of Área del Vino, the group that publishes Vinos y Viñas magazine, the WineSur website and provides economic and strategic analysis to the wine industry here. We met with Javier Merino, Área del Vino director, and Gonzalo Merino, director of WineSur. They got our visit off to a flying start.
Our discussion was wide ranging. Gonzalo is working on new media projects to expand the market for Argentinean wine and reach a new generation of consumers. Javier was just back from Hong Kong and China and keen to discuss the potential new markets there. Both were happy to talk about controversial questions, such will the Malbec boom be sustained and whether Torrontés really is The Next Big Thing.
Their analysis has been very useful to me as I have met with wine-makers, winery owners and managers. Based on all these discussions I have prepared this SWOT analysis, which represents my current thinking about Argentinean wine today. This is a work in progress (and necessarily very brief), so I welcome comments that correct my thinking or re-direct my analysis.
Argentina has many strengths. The most important may be that it has a “hot” brand, its signature Malbec. When wine enthusiasts think of Argentina they think of Malbec and vice versa — a strong identity that many wine regions envy.
But, as I will explain in future posts, Argentina is not just Malbec (or even just Malbec and Torrontés as some writers propose). Quality extends across a broad spectrum of wine varieties, styles and price points, which is a very good thing.
That said, the industry is very dependent upon exports of Malbec to three main markets, the United States, Brazil and Canada. There would be trouble if Malbec exports to these markets were to falter due to either a decline in demand to a shift to some other “hot” variety.
The domestic market for wine is very substantial, but it is still dominated by low-price basic wines — another weakness. The Argentinean industry would be much stronger if a larger domestic market for quality wines could be developed.
Water is also an issue here as it is in many wine regions. Not an issue today, Javier told me, but for the future. And of course the future is fast approaching.
There are a number of very serious economic threats that cloud the short term outlook. Domestic inflation is high in Argentina. The government estimate is about 10%, but I failed to find anyone who thinks that it is less than 25%. Production costs are rising rapidly– labor, grapes and other inputs are increasingly expensive. Land prices for new vineyard projects seem to be growing exponentially.
Revenues are not increasing at the same rate, with the result that margins are being squeezed. In fact, the pressure is on to cut prices in the competitive U.S. market. It is not clear how long the current combination of rising costs and falling revenues (or soft revenue growth) can be sustained.
I visited several wineries that were clearly focused on increasing efficiency in an attempt to claw back margin without sacrificing quality. But I also heard rumors of wineries that were taking the perhaps desperate move to source lower cost grapes from other regions to stay in business. The concern was that quality would suffer and The Brand undermined.
There are many opportunities and they fall into two categories: new wines and new markets. By new wines I mean a movement to expand Brand Argentina beyond value Malbec, both into the higher reaches of the wine wall and into other varietals. I’ll be writing more about this in future posts.
I’ve already written about the new markets. As I listened to Javier discuss the great potential in countries like Brazil, with large and growing populations and fast economic growth I knew just what he was talking about: The BRICs (and the New BRICs). Javier believes that the BRIC-like markets are the key to the next stage of Argentina’s export growth. Because geography still matters in both wine and economics, Brazil is a particularly attractive target, but both Hong Kong and China are high on the list.
Argentina’s China card is that its wines could fill an open market niche. Not cheap bulk wines like those from Chile and Australia. And not overpriced prestige labels like those from France. Quality Malbec from Argentina would be more affordable (and in most cases better) than the French and of course much better than the bulk wines. Distinctive, too, on several dimensions.
But China’s a tough market to break into, as I have said before. China will require patience and good luck as well as good wine.
The new market with the greatest potential for Argentinean wines may be Argentina itself. Nearly everyone I talked with said that the best thing that could happen would be for the domestic market for quality wine to expand, making the industry less dependent on exports and less vulnerable to inflation and exchange rate changes.
Bottom Line Analysis
So what’s the bottom line? Well, of course, I believe that the long run opportunities are important, but it seems to me that the short term threats are on everyone’s mind right now, in particular, the inflation-exchange rate squeeze. If inflation continues at high rates and the U.S. dollar – peso exchange rate stays stuck at about 4 pesos per dollar, some producers here will be squeezed out of the U.S. market. Perhaps they can sell to Brazil or on the domestic market, but the prospects are not good if everyone tries to shift focus at once.
What is keeping the exchange rate stuck at an over-valued level? Politics and fear, I suppose. There’s a presidential election in the fall and everything here has taken on a political significance, so it is no wonder that holding the line on the exchange rate (and denying that an inflation problem exists) would be political, too.
And then there is the fear. Argentina has experienced inflation-devaluation vicious cycles in the past. Inflation leads to a falling currency, which adds to inflation pressures, which forces the currency down even more. Etc, etc. There’s a worry here that lowering the exchange rate would set the cycle off once again and nobody wants that.
Fear and politics are powerful forces. Argentinean wine, for all its strengths and opportunities, is caught in the squeeze.
Thanks to Javier Merino, Área del Vino director, and Gonzalo Merino, director of WineSur for meeting with us in Mendoza and to everyone who has talked with us about wine economics in Argentina during our stay here. Watch for future posts that examine particular elements of the Argentina wine story in more detail.
good article Mike.
saludos from aregentina.!
Did Gonzalo mention anything about WINE being declared National Beverage in Argentina in November?
Take a look at these:
Do you think this might help increase interest in quality wine?
Great! Thanks for this, Miriam.
Another great article Mike. It will be interesting to see if Argentina has any more “cards up their sleeve” beyond Malbec and Torrontes.
Good analysis – agree with you, 4 million cases of bulk puts a downward pressure on price in the US which is terrible.
If Malbec is hot, it is because it brings such a quality for the price. Either price will go up or quality will go south, therefore the hotness will disappear in the mid term. IT is after all a very basic equation.
Now to your point if Argentina can collectively make consistent quality wine from its top producers and vineyards, whether it is Malbec or Cab, then it can create its reputation as a good wine and avoid the Yellow Tail bulbonic plague for Australia.
Very good analysis Mike!
In talking about opportunities, there is another dimention which affects the price/quality ratio perceived by the final consumer. You may gain competitiveness in the longer run by consistently increasing wine quality at the same price. The way to do this is thru investment in R&D+ i as we are doing in Tempus Alba. When the market realizes a wine from a given origin (say Argentina) is offering much more value than it costs at any given price range, the incentives to rise consumption will como into force.
Thanks, Aldo. I agree about the importance of R&D. Regular readers will remember that I wrote about the Tempus Alba project here
I agree, great analysis….I’am also reading your book!
However, I am very surprised that only Brazil from all Lain American countries plays a role in the export of wine from Argentina.
In my opinion, another opportunity could be exporting and educating the rest of the Latin American countries about wine, in particular, from Argentina; I am a fan of their wines! Ramon T.
Thanks for your comment, Ramon. Hope you enjoy Wine Wars!
I definitely am….
But I have to say, as fascinating as wine is, reading your book makes me wonder a great deal about what wine to enjoy; going forward! In other words, I think I have been overpaying for what I love in wine….
Great book, and looking forward to reading more from you in the near future! Ramon T.