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Five minute focus Thierry's commercial director, Matthew Dickinson.

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| March 07, 2008 | COPYRIGHT 2008 Financial Times Ltd. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan.  All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)Copyright

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California dreaming California is a hugely missed opportunity. We've just signed a deal with 585 Wine Partners of Sonoma to promote and distribute Red Truck, Picket Fence and Steelhead - our first Californian wine brands. South America and Spain are also looking promising. We want to do more with Chile. I'm not sure that one company [Concha & Toro] should have such a huge share of the category.

Staying consumer-focused As an industry, we're absolutely crap at talking to the consumer. We are in the business of increasing consumption so why aren' we taking it more seriously? Why are people happy to spend AGBP3 on a pint in their local boozer but then think AGBP3.99 on a bottle of wine is a struggle? I'd like to see the big brand owners taking a lead on consumer research and sharing that with the rest of the trade.

Prices will stay low I predict alcohol duty will go up between 4p and 10p a bottle in this month's Budget. Putting it up a bit will be seen as popular with the ...

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