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The Marketing of the Ultra-premium Whiskeys

11/29/07 @ 04:18:33 am, by Kate Hopkins Email 1057 views • Categories: Whiskey/Whisky

Eric Asimov, the chief wine critic at the New York Times, takes a look at bourbon and its increase in popularity.

The dive in sales forced bourbon producers to accept that the whiskey market had changed. They might not be able to compete with vodka, but to avoid permanent relegation to the dusty back shelves of liquor stores, bourbon producers would have to find a way to attract the budding connoisseur class.

For me, this evolution in the whiskey industry here in America is quite fascinating. For all of this talk of "tradition" and "history" in the Kentucky/Tennessee whiskey industries, the fact remains that these companies didn't really hit their stride until our own lifetime. Around the fifties and sixties, Canadian Whisky was the popular drink. Then Jack Daniels and Jim Beam hit their stride in the sixties and seventies, mostly from the fact that they had good financial backing, decent marketing, and the ability to get into markets that other distillers could not. No where on this list is the phrase "devoted to the quality of the product".

The drinks from these places were good enough to get by, but once single malts from Scotland began hitting the American Market, only then did they realize that a better product will lead to better sales. Here came a competitor that marketed themselves as "sophisticated" and their distillers as "craftsmen". With some of the Scotches out there this was (and still is) pure hype. But there were (and are) some Scotches that could back up the words coming out of marketing. Jim Beam and Jack Daniels, with their distilling processes almost fully industrialized to the point where the craft of distilling was nearly an afterthought, simply could not back up any similar claim.

Or to put it another way, the Bourbon industry got schooled by the Scotch, both in terms of quality and of marketing.

Thus all the recent introductions of new bourbons that have been marketed as "crafted". In my own experience, some are worthy, some are not. My own favorite, if I were to drink Bourbon regularly (which I currently don't, because of all the research into other whiskeys) would be Bulleit, while I would bring (and have brought) out Jim Beam's Basil Hayden to introduce new comers to the world of good bourbon. But admittedly, I have yet to try many on the list favored by Asimov's reviewers, but I hope to rectify that within the next few months.

Meanwhile, the Canadian Whisky industry, truly the last whisky "varietal" to acknowledge the allure and benefit of Ultra-premium whiskeys, has been left reeling. In talking with the folks up north last week, they've lost market share every year for the past fifteen years. That is not a good trend, especially when compared against the following:

From 2002 to 2006, sales of bourbon and Tennessee whiskey rose by 12.23 percent. In the same period, sales of high-end whiskeys ($20 to $30) rose by 27.62 percent and sales of superpremium bourbons (above $30) rose by 60.52 percent.

The only thing that has saved the Canadian Whisky industry was the fact that their market share was so huge back fifteen years ago that they could afford to lose customers. But clearly this trend is not sustainable for them.

Like I said, I find this stuff fascinating.

Comments, Pingbacks:

Comment from: Kevin [Visitor] Email
Kate,
I lost your email...please contact me at the above email...
PermalinkPermalink 11/29/07 @ 05:25
Comment from: steve [Visitor] Email · http://christmascarnage.blogspot.com
You should take a peek at the super-premium vodka industry, Grey Goose in particular. The brand itself was created as a marketing ploy and a way to charge way more for a product that ultimately isn't any higher in quality than Absolut or Smirnoff.
PermalinkPermalink 11/29/07 @ 05:37
Comment from: Penny [Visitor] Email
Kate, have you tried Buffalo Trace. Since you like my favorite Irish-- Red Breast, I think you will also like my favorite Bourbon. What's more, it is a great value.

Penny
PermalinkPermalink 11/29/07 @ 05:44
Comment from: Matthew Kayahara [Visitor] Email · http://everythingfromscratch.blogspot.com
Two notes, Kate: First, try the Eagle Rare 10 year old listed in the NY Times review, if you haven't already. Wonderful stuff.

Second, Canadian distillers seem to be responding to the super-premium trend in Scotch and Bourbon with their own high-end versions, such as Forty Creek Small Batch Reserve, Wiser's Red Letter, Alberta Premium 25 year old, Crown Royal XR, etc. This trend is probably worth an examination in its own right.
PermalinkPermalink 11/29/07 @ 06:37
Comment from: Kate Hopkins [Member] Email · http://www.accidentalhedonist.com
Matthew,

You're correct up the recent move to ultra-premiums in Canadian brands, but this move is being done begrudgingly. Due to the cost of storage and the amount of whisky evaporation, the profit margin on these bottles is slimmer, especially in the higher aged brands. I was told by one distiller that a ten year old whisky is the perfect age, not because it tasted best, but it brought the largest return on their investment. I got the distinct impression that they were only producing older bottles only because the market has forced them to have a presence in the ultra-premiums. It's possible that some distillers don't feel this way, but I know a few who are quite unenthused.

If you want to know which ones hate this trend, it'd be any distillery that don't have a public tour of their plant, nor any swag for sale on sight. This trend between visitor facitlities and ultra-premiums are tied together by two factors marketing and money.

Such is the world of the whisky business.
PermalinkPermalink 11/29/07 @ 06:50
Comment from: Bill Samuels, Jr. [Visitor] Email · http://www.makersmark.com
Hello Kate,

We read Mr. Asimov’s article as well and are delighted bourbon is getting such wonderful attention. We encourage folks to taste bourbon. As people who have been making bourbon in Kentucky for 225 years, we think there has never been a better family of bourbons on the market than is right now.

We aren’t shocked or surprised at the results of the tasting since many of these bourbons are high-poof or “woody.” Maker’s Mark was designed to be the sweet, well-balanced version of traditional bourbon. We will get overwhelmed in a tasting environment comparing Maker’s Mark to a large group of big, overpowering bourbons. There’s no question our bourbon doesn’t stand up in a quest for power.

We are curious, however, how they conducted the test. If 25 were tasted, we hope they divided and conquered. We never comparatively sample more than seven and that’s if the samples are diluted to approximately 60 proof. Did they add water? We’re pretty sure 25 whiskies undiluted, even over a couple of days will kill your taste buds.

A better way to taste and compare is to take two or three, add a little water to get the proof below the shock and burn effect on the taste buds (60-70 proof), in our case, two parts Maker’s and one part water. Then taste, compare and enjoy and you’ll most likely see a different outcome.

We’d love to hear about yours.

Bill
bill.samuels@makersmark.com
PermalinkPermalink 11/29/07 @ 09:42
Comment from: Michael Fay [Visitor] Email
Much as I appreciate the trend towards really good bourbons, I have to lament the fact that it is getting harder and harder to find an excellent rye whiskey anymore. When I was in college, there were at least a dozen. Now, even the best liquor store I can find in Illinois (as determined by variety available) only has 3.
PermalinkPermalink 11/30/07 @ 09:07
Comment from: Kevin [Visitor] Email · http://seriouslygood.kdweeks.com
Kate,
This article might interest you:

http://www.npr.org/templates/story/story.php?storyId=16631663
PermalinkPermalink 12/01/07 @ 10:27
Comment from: Kevin [Visitor] Email · http://seriouslygood.kdweeks.com
Kate,
This article might interest you:

http://www.npr.org/templates/story/story.php?storyId=16631663
PermalinkPermalink 12/01/07 @ 10:28
Comment from: Japanesewhisky [Visitor] Email · http://Nonjatta.blogspot.com
This is a similar trend to that seen in the Japanese whisky industry. Until the 90s, Japanese whisky was booming but the product was definitely not crafty. In recent years, Scotch imports have become a lot more available and a lot cheaper. Scotch single malts are now in every supermarket (mostly from the big Scotch distilleries owned by the Japanese) One effect has been to stimulate a flowering of high end single malts from Japan`s substantial domestic industry, which are now doing extremely well in international tastings. This post and Kevin`s at Scotchblog point out that whisky is now an international culture, not bound in by national boundaries. I find it fascinating.
PermalinkPermalink 12/06/07 @ 02:55

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