Opportunities
Identify new business opportunities, partnerships
and projects in the international wine sector
1. Tenders
Working with Tenders: Opportunities and How to Participate
What are Tenders?
Tenders are public or private bidding processes through which companies, institutions or governments select suppliers to acquire products or services. In the context of our marketplace, tenders represent an opportunity for Spanish producers and distributors to participate in large international purchases, increasing their visibility and sales volume.
Why work with Tenders?
- Access to large contracts: Participating in tenders allows access to large volume orders and long-term contracts.
- International visibility: Participation in public or private processes helps to position the brand in global markets.
- Customer diversification: Reduces dependence on retail sales and fosters strong business relationships.
Why work with Tenders?
- Registration and monitoring: Stay registered on official platforms and specialized portals where relevant tenders are published.
- Documentation preparation: Make sure you have all the necessary documentation up to date (certificates, licenses, quality certifications).
- Analysis of the tender specifications: Carefully read the terms of the process, technical requirements, economic conditions and deadlines.
- Competitive proposal: Design offers that are competitive in price, quality, and compliance with requirements.
- Presentation and follow-up: Submit your proposal within the established deadline and actively follow up on the process.
Useful links to tendering platforms
Here are some links to platforms where you can find relevant opportunities for Spanish wines:
- EU Supply: European platform for public tenders.
- Tender Electronic Daily (TED): Official Journal of the European Union with public calls for tenders.
- Global Tenders: .
- Mercado Público (España):
- United States: Federal Business Opportunities (SAM.gov)
https://sam.gov/ - United Kingdom: Contracts Finder
https://www.contractsfinder.service.gov.uk/ - Australia: AusTender
https://www.tenders.gov.au/
How to prepare a winning proposal and identify the best opportunities
Tips for preparing a winning proposal
- Thoroughly understand the tender requirements
Carefully read all process documentation: tender documents, technical specifications, evaluation criteria, and contractual conditions. Make sure you understand what the customer is looking for and what the priority aspects are (price, quality, sustainability, delivery times). - Tailor your offer to the client’s needs
Personalize your proposal by highlighting how your wines meet the specific requirements of the tender. Include details about certifications, sustainable production processes, origin of the wines and any added value you can offer. - Present a competitive offer.
Carefully evaluate your costs and set a price that is competitive but also guarantees profitability. Consider including options or packages that can be adjusted to different budgets or customer needs. - Include all required documentation.
Do not omit any requested documents: quality certificates, health licenses, ecological certifications, samples if requested, etc. Lack of documentation may automatically disqualify your proposal. - Pay attention to the presentation.
The proposal should be clear, organized, and professional. Use formal language and make sure all information is well-structured and error-free. - Highlight your unique value proposition
Highlight unique aspects such as the producer’s history, sustainable practices, awards received, or product innovations that differentiate you from the competition. - Follow up proactively
After submitting your offer, make calls or send emails to confirm receipt and show genuine interest in collaborating.
How to identify the best opportunities based on the target market
- Research international market trends.
Analyze which types of wines are booming in each region (example: organic wines in Germany, sparkling wines in the UK). This will help you focus your efforts on opportunities aligned with those trends. - Clearly define your target market.
Who do you want to sell to?
Upscale restaurants, wholesale distributors, hotel chains, or specialty retailers? Each segment has different requirements and volumes. - Use specialized platforms and databases
Access official and private platforms where tenders relevant to your product and target market are published. - Participate in international trade fairs and virtual trade missions.
These events allow you to learn firsthand about market demands and establish contacts with potential buyers. - Analyze local and international competition
Observe what products other Spanish or international suppliers similar to yours are buying to better understand what customers are looking for. - Evaluate compatibility with your production capabilities
Only participate in tenders whose volume you can fulfill without compromising quality or on-time delivery. - Stay up-to-date with industry news and regulations
Changes in regulations or new trends may open up new opportunities or require adjustments to your offering.
2. Opening or growth of new markets
Outline of international markets for Spanish wine
1. European Markets
- Characteristics: High demand, cultural and geographical proximity, strict regulations.
- Main countries:
- Germany
- United Kingdom
- France
- Netherlands
- Belgium
- Switzerland
- Opportunities:
- Premium and organic wines
- Products with designation of origin (DO)
- Distribution channels:
- Specialized distributors
- Restaurants and hotels
- Gourmet shops
2. North American Markets
- Characteristics: High consumption volume, interest in quality and sustainable wines.
- Main countries:
- United States
- Canada
- Opportunities:
- Organic and biodynamic wines
- Vinos de alta gama y exclusivos
- Distribution channels:
- Specialized importers and distributors
- Retail stores (Walmart, Total Wine)
- Restaurants and hotel chains
3. Asian Markets
- Characteristics: Rapid growth in consumption, interest in premium wines and recognized brands.
- Main countries:
- China
- Japan
- South Korea
- India (growing)
- Opportunities:
- Wines with a recognized brand or with a history (branding)
- Products with ecological or sustainable certifications
- Distribution channels:
- Large distributors and specialty store chains
- Online platforms (Alibaba, JD.com)
4. Latin American Markets
- Characteristics: Growing market, interest in affordable and quality wines.
- Principales países:
- Brazil
- Argentina (strong local competition)
- Chile (strong local competition)
- Opportunities:
- Affordable wines that offer good value for money
- Products with Spanish designation of origin for differentiation
- Distribution channels:
- Local distributors
- Supermarkets and specialty stores
5. Middle Eastern and African Markets
- Characteristics: Developing market, interest in premium wines.
- Main countries:
- United Arab Emirates (Dubai)
- South Africa
- Opportunities:
- Premium and exclusive wines for sophisticated clients
- Distribution channels:
- Luxury hotels, exclusive restaurants, duty-free shops
Reliable sources for consulting and updating this data:
International organizations:
- International Organisation of Vine and Wine (OIV)
https://www.oiv.int
It publishes annual reports with global and regional statistics on wine consumption. - Statista
https://www.statista.com
Offers up-to-date statistical data on global and international wine consumption. - Euromonitor International
https://www.euromonitor.com
Market analysis and trends in alcoholic beverage consumption.
Specific reports:
- OIV Annual Report “World Vitiviniculture Situation”
https://www.oiv.int/publications - USDA (U.S. Department of Agriculture) data for North America:
https://www.nass.usda.gov
3. Fairs
Major international wine fairs
1. Vinexpo
- Bordeaux (France), Hong Kong, New York
- Description: One of the world’s most prestigious trade fairs in the wine and spirits sector, with a focus on bottled and bulk wines.
- Frequency: Annual (Bordeaux), biennial (Hong Kong and New York)
2. ProWein
- Location: Düsseldorf (Germany)
- Description: Europe’s leading trade fair for wines, spirits and related products, with a strong presence of bottled and bulk wines.
- Frequency: Annual
3. Vinalies Internationales
- Location: París (France)
- Description: Competition and fair that promotes the quality of French and international wine, with the participation of producers from all over the world.
4. London Wine Fair
- Location: London (United Kingdom)
- Description: Important trade fair for the British and international market, with emphasis on bottled and bulk wines.
5. Prowein Asia
- Location: Shanghai (China)
- Description: Asian version of ProWein, focused on the Chinese and Asian market.
6. Feria Internacional del Vino (FIV) - Argentina
- Location: Mendoza (Argentina)
- Description: The main wine fair in South America, with a focus on Argentine and international wines.
7. Vinitech-Sifel
- Location: Bordeaux (France)
- Description: Trade fair specializing in technology, machinery and services for the production and bottling of wine.
8. Enovitis Italia
- Location: Verona (Italy)
- Description: Fair dedicated to technological innovation in viticulture and winemaking.
9. Wine Paris & Vinexpo Paris
- Location: Paris (France)
- Description: Joint event combining the Vinexpo Paris and Wine Paris trade fairs, focused on premium wines and international distribution.
10. Vinitex – China International Wine & Spirits Exhibition
- Location: Beijing/Shanghai
- Description: Focus on the Chinese market for bottled and bulk wines.
2. Opening or growth of new markets
Outline of international markets for Spanish wine
1. European Markets
- Characteristics: High demand, cultural and geographical proximity, strict regulations.
- Main countries:
- Germany
- United Kingdom
- France
- Netherlands
- Belgium
- Switzerland
- Opportunities:
- Premium and organic wines
- Products with designation of origin (DO)
- Distribution channels:
- Specialized distributors
- Restaurants and hotels
- Gourmet shops
2. North American Markets
- Characteristics: High consumption volume, interest in quality and sustainable wines.
- Main countries:
- United States
- Canada
- Opportunities:
- Organic and biodynamic wines
- Vinos de alta gama y exclusivos
- Distribution channels:
- Specialized importers and distributors
- Retail stores (Walmart, Total Wine)
- Restaurants and hotel chains
3. Asian Markets
- Characteristics: Rapid growth in consumption, interest in premium wines and recognized brands.
- Main countries:
- China
- Japan
- South Korea
- India (growing)
- Opportunities:
- Wines with a recognized brand or with a history (branding)
- Products with ecological or sustainable certifications
- Distribution channels:
- Large distributors and specialty store chains
- Online platforms (Alibaba, JD.com)
4. Latin American Markets
- Characteristics: Growing market, interest in affordable and quality wines.
- Principales países:
- Brazil
- Argentina (strong local competition)
- Chile (strong local competition)
- Opportunities:
- Affordable wines that offer good value for money
- Products with Spanish designation of origin for differentiation
- Distribution channels:
- Local distributors
- Supermarkets and specialty stores
5. Middle Eastern and African Markets
- Characteristics: Developing market, interest in premium wines.
- Main countries:
- United Arab Emirates (Dubai)
- South Africa
- Opportunities:
- Premium and exclusive wines for sophisticated clients
- Distribution channels:
- Luxury hotels, exclusive restaurants, duty-free shops
Reliable sources for consulting and updating this data:
International organizations:
- International Organisation of Vine and Wine (OIV)
https://www.oiv.int
It publishes annual reports with global and regional statistics on wine consumption. - Statista
https://www.statista.com
Offers up-to-date statistical data on global and international wine consumption. - Euromonitor International
https://www.euromonitor.com
Market analysis and trends in alcoholic beverage consumption.
Specific reports:
- OIV Annual Report “World Vitiviniculture Situation”
https://www.oiv.int/publications - USDA (U.S. Department of Agriculture) data for North America:
https://www.nass.usda.gov
3. Fairs
Major international wine fairs
1. Vinexpo
- Bordeaux (France), Hong Kong, New York
- Description: One of the world’s most prestigious trade fairs in the wine and spirits sector, with a focus on bottled and bulk wines.
- Frequency: Annual (Bordeaux), biennial (Hong Kong and New York)
2. ProWein
- Location: Düsseldorf (Germany)
- Description: Europe’s leading trade fair for wines, spirits and related products, with a strong presence of bottled and bulk wines.
- Frequency: Annual
3. Vinalies Internationales
- Location: París (France)
- Description: Competition and fair that promotes the quality of French and international wine, with the participation of producers from all over the world.
4. London Wine Fair
- Location: London (United Kingdom)
- Description: Important trade fair for the British and international market, with emphasis on bottled and bulk wines.
5. Prowein Asia
- Location: Shanghai (China)
- Description: Asian version of ProWein, focused on the Chinese and Asian market.
6. Feria Internacional del Vino (FIV) - Argentina
- Location: Mendoza (Argentina)
- Description: The main wine fair in South America, with a focus on Argentine and international wines.
7. Vinitech-Sifel
- Location: Bordeaux (France)
- Description: Trade fair specializing in technology, machinery and services for the production and bottling of wine.
8. Enovitis Italia
- Location: Verona (Italy)
- Description: Fair dedicated to technological innovation in viticulture and winemaking.
9. Wine Paris & Vinexpo Paris
- Location: Paris (France)
- Description: Joint event combining the Vinexpo Paris and Wine Paris trade fairs, focused on premium wines and international distribution.
10. Vinitex – China International Wine & Spirits Exhibition
- Location: Beijing/Shanghai
- Description: Focus on the Chinese market for bottled and bulk wines.
