201 Alameda Del Prado, #101, Novato, CA, United States of America, 94949
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Ciatti California Market Report, January 2024
It is fair to say 2023 was not an easy year for California’s wine industry, battling not only the same macroeconomic headwinds – inflationary costs and rising interest rates – faced by all, but also having to come to terms with the return of flat or shrinking wine sales volumes after the brief respite provided by the pandemicinduced demand spike. Tough decisions that might have got made in 2020 and 2021 in response to long-term demographic/behavioural changes and the proliferation of alternative alcohol beverage products – and which were postponed by the pandemic demand – are now back on the agenda. Ultimately, the direction in California, as around the world, is probably towards a more streamlined wine industry.
By the year’s end it was clear that growers and wineries had begun to concertedly adjust to the reality. Grapes and bulk wine suppliers are becoming better attuned to buyer needs and more open-minded to re-engineering their businesses in order to make work for them the prices that buyers can actually pay. Many such adjustments are painful – not least the mothballing or removal altogether of uncontracted vineyards, for example, or the rationalizing of headcounts – but they are helping lay the groundwork for a rightsized industry enjoying greater resilience in 2024 and beyond.
Our final report of 2023 made plain the bulk wine pricing trend and its “2019 vibes”: “Pricing has weakened as the year has progressed and – outside Napa and a few areas of Sonoma – the price hierarchy has condensed somewhat towards Californiaappellation pricing.” While some programs will switch their sourcing from Coastal to premium California wines in order to shore-up margin at this time of elevated costs, others programs might take the opportunity to trade up on grapes in order to boost quality, assisted by the 2023 vintage being – as is widely perceived – a very good one. Lower pricing on excellent-quality wines frees-up wineries, negociants and retailers to create new lines and products that might help attract fresh consumers and younger demographics, so that overall sales volume has a chance of returning to growth at some stage. We remain positive about our industry and see 2024 as a year of opportunity.
- Bulk wine suppliers should send their samples in to us as it remains the best way for their wines to find a buyer. They can contact either Mark at +1 415 630 2548 / mark@ciatti.com or Michael at +1 415 630 2541 / michael@ciatti.com to get their wines listed.
- Growers should keep us up to date with the 2024 grapes they will have for sale by contacting Molly at +1 415 630 2416 or molly@ciatti.com.
- International buyers seeking to harness some highly attractive price-quality opportunities on Californian wines, including from premium Coastal areas, should contact Greg at +1 415 458-5150 or greg@ciatti.com. California is also able to offer lower-alcohol wines for international buyers seeking to meet the growing global demand, particularly among younger consumers, for such products.
Read on for our review of 2023 and look ahead to 2024 and – for the most up-to-the-minute information – get in touch with Ciatti directly. The broker team with its many decades of experience stands ready to help guide buyers and sellers through the year ahead – and would like to wish all its friends, clients and business associates a very Happy New Year
About
With 8 offices world wide, Ciatti serves our clients with the most up-to-date and accurate market information available. Please contact us with any questions. We are truly at your service.
Greg Livengood
President, Partner and Broker
Greg joined Ciatti in 1994 and became a partner in 1997. Greg has used his degree in International Relations to build Ciatti into the world recognized leader in the alcohol beverage business. Greg is currently the President and CEO of the company and drives the international group.
Email:greg@ciatti.com
Steve Dorfman
Partner and Broker
Steve Dorfman joined Ciatti in 2007 after working with the Brown-Forman Corporation, Fetzer Vineyards, Sonoma-Cutrer Vineyards and Bolla Wine brands for 24 years. His primary responsibilities are wine and grape sales within California, and the supply demands of markets throughout Europe, South Africa and Australia.
Email:steve@ciatti.com
John Ciatti
John White
Partner and Broker
Ciatti has a long history of seeking to provide clients with a well rounded team of brokers whose experience in the industry cover the breadth of the business. John joined the company in 2003 after working as a Winemaker for several of California's major producers for 20 years. John's emphasis is maintaining relationships with California wineries ranging from the largest to the smallest. John has focused on all aspects of growth within the business, from long-term custom crush contracts to spot bulk wine and grape sales. His speciatly is the sourcing and selling of premium varietal lots from the coastal and interior regions of California.
Email:johnw@ciatti.com
Chris Welch
Partner and Broker
Chris Welch joined Ciatti in 1994, and began brokering bulk wine and grapes in 2003 and became a partner in company in 2007. The premium and super premium segment of the California wine industry are the breeding grounds of innovation and where Chris truly excels. His consistent approach helps small and medium size wineries and negotiants achieve the innovation and growth they seek. Chris also works very closely with the Oregon Wine Industry.
Email:chris@ciatti.com
Glenn Proctor
Partner and Broker
Glenn Proctor joined Ciatti in 2003 and became a partner in 2007. Glenn advises wineries on supply positioning and works closely with growers and wineries in marketing their grapes and wine. He specializes in spot and contract bulk wine and grapes sales from all regions of California. He has over 23 years of experience in wine supply strategy, wine-grape quality improvement, brand strategy, and business development. Glenn was previously the Vice President of Winegrowing for Diageo Chateau and Estate Wines, and before that was a Director at Benziger/Glen Ellen Winery during its rapid growth in the early 1990's.
Email:glenn@ciatti.com
Broker
Johnny Leonardo joined Ciatti in 2004 as a broker and knows that surviving in a dynamic wine industry requires one to be a Jack-of-all-Trades. He has experience in all aspects of winery and vineyard operation, from the field to the street. Johnny has developed and managed vineyards, and worked in wine sales and marketing.
Email:johnny@ciatti.com
Andy Bivona
Broker
Andy joined Ciatti as a broker in 1996. His areas of expertise and responsibility include grape and fruit concentrates, beverage and industrial alcohol, fruit alcohol and brandy, and food specialty products. Andy's knowledge of these products has allowed him to branch out and work throughout various parts of the world including Mexico, South America and Europe. Andy remains a wealth of knowledge and offers a creative approach to all endeavors.
Email:abivona@hvc.rr.com
Todd Azevedo
Broker
Todd Azevedo joined Ciatti in 2004 after completing his Agricultural Finance degree from Cal Poly San Luis Obispo. Although Todd brokers wine, grapes, and wine products throughout the state of California, Todd's focus is on the California Central Coast.
Email:todd@ciatti.com
Mark Ishimaru
Customer Account Representative - North America
Joined Ciatti in 2011.
Email: mark@ciatti.com
Molly Richardson
Customer Account Representation - Grower Accounts
Joined Ciatti in 2016
Email: Molly@ciatti.com
Administrative/Accounting Assistant
Joined Ciatti in 2000.
Email:alette@ciatti.com
Michael FungCustomer Account Representative - Sample Room
Joined Ciatti in 2013.
Email: michael@ciatti.com
Contact
Contact List
| Title | Name | Phone | Extension | |
|---|---|---|---|---|
| Partner/Broker | John Ciatti | john@ciatti.com | 4152640762 | |
| Partner/Broker | Steve Dorfman | steve@ciatti.com | 7073213843 | |
| Partner/Broker | Greg Livengood | greg@ciatti.com | 4154975032 | |
| Partner/Broker | Glenn Proctor | glenn@ciatti.com | 7073370609 | |
| Partner/Broker | Chris Welch | chris@ciatti.com | 4152988316 | |
| Partner/Broker | John White | johnw@ciatti.com | 4152500685 | |
| Broker | Todd Azevedo | todd@ciatti.com | 4152656943 | |
| Broker | Johnny Leonardo | johnny@ciatti.com | 4157174438 | |
| Broker | Dennis Schrapp | dennis@ciatticanada.com | 9059338855 |
Location List
| Locations | Address | State | Country | Zip Code |
|---|---|---|---|---|
| CIATTI Global Wine & Grape Brokers | 201 Alameda Del Prado, #101, Novato | CA | United States of America | 94949 |
List of Locations
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