Client Success Story
Le Riche Wines
Le Riche Wines was established 30 years ago with the vision to produce premium quality Cabernet Sauvignon to export from Stellenbosch to the European market. From the beginning of the business, they have been exporting their wines, and have continued since. Read further to learn about how Le Riche Wines have been able to export and import through the highs and lows of the global landscape, and how strong relationships have been their secret to success!
1. Can you please share a bit of background information about your business?
Le Riche was established by owner and Cape Winemakers Guild Founder Etienne le Riche in 1996. Our focus is on the production of premium quality Cabernet Sauvignon from the Stellenbosch region. The winery is situated at the foothills of the Helderberg mountain, with grapes being sourced from a multitude of vineyard sites and terroirs.
The Le Riche portfolio consists of three core wines, all made using Cabernet Sauvignon. All expressions stay true to our three pillars, which are quality, elegance and consistency. Le Riche wines are sold across the globe and have gained international acclaim.
2. Which countries do you export to or import from?
Currently, our main export markets are Sweden, the UK, Germany and Switzerland.
Our barrels are all imported from France.
3. When did you realise your business was ready for exporting/importing? What were the key indicators?
In our first year of business, all our wine was exported to ensure an initial stable income to boost subsequent wines released on the local market from 1997 onwards. We have maintained a strong and loyal local customer base, whilst exploring constant growth internationally.
4. Can you share some tips for finding and researching international markets for export, or international suppliers for import? Where did you find your best leads?
In my experience, the buyers who approach us from the onset remain the most valuable and loyal as they search our quality wine with intent. Cold calling is never as effective.
Receiving top international accolades, presenting tastings locally and abroad and meeting with journalists all create awareness for the wines, which in turn bring new buyers.
Often, industry recommendations also open doors for new opportunities.
5. What was your biggest initial fear or concern about exporting/importing, and how did you address it?
The greatest risk is that a new importer is not legitimate and does not settle payments. In order to address this, we offer various pre-payment options on initial orders.
6. Did you encounter any unexpected obstacles, and how did you adapt?
Covid proved that one has to be able to adapt, change perceptions and think on one’s feet. Our entire business model changed during those few years. By God’s grace and with the help of loyal importers, we were able to negotiate the strict local restrictions and still keep our brand selling in the long run.
7. Did you attend trade shows or participate in international business development programs? If so, can you mention any that were helpful?
We usually attend Cape Wine every four years at the CTICC.
8. What advice do you have for aspiring exporters or importers in South Africa?
Never be afraid to ask! Our industry is full of professionals with many years of experience. Ask for advice, take a chance and never make assumptions about new markets or potential buyers.
Contact details:
Yvonne Le Riche – yvonne@leriche.co.za
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