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Santa Margherita USA Unveils New Distribution Changes, Realigning The Portfolio

February 27, 2017

In a sweeping realignment of its distribution structure, Italian wine importer Santa Margherita USA has unveiled a series of new wholesaler agreements across the U.S. market. The shift has brought new accords with Republic National Distributing Company (RNDC), Empire Merchants, Breakthru Beverage Group (BBG), Young’s Market Co. and Johnson Brothers, among others, in their key markets.

Miami-based Santa Margherita USA’s portfolio is spearheaded by the flagship Santa Margherita label, the Pinot Grigio-led brand that sells around 650,000-700,000 cases in the U.S. market. Santa Margherita is owned by Italy’s Marzotto family, whose other properties include Torresella, Kettmeir, Lamole di Lamole, Sassoregale, Feudo Zirtari and Fattoria Sardi.

The Marzotto family founded Santa Margherita USA in 2014, aiming to consolidate its brands into one import company to more effectively leverage sales and marketing resources. The biggest step in that effort came in January 2016, when Santa Margherita joined the portfolio from longtime U.S. importer Terlato Wines. These new distribution agreements effectively complete the unification process, consolidating the portfolio at the second tier.

“For the most part, we now have our brands under the wing of one distributor in each market,” said Santa Margherita USA CEO Vincent Chiaramonte. “That will enable us to concentrate sales and marketing rescources across our entire network—and optimize effectiveness with our distributors.”

Santa Margherita is also expanding with third-party brands. In January, it became the exclusive U.S. importer for Ca’ del Bosco, the Franciacorta brand owned by Maurizio Zanella. Ca’ del Bosco currently sells around 7,500-8,000 cases in the U.S. market. —David Fleming

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