Meet Matt Wilkin MS, Alliance Wine's New Director of Prestige Sales
Following our acquisition of H2Vin, one of the UK's premier wine suppliers and specialists in traditional French wine regions, we are thrilled to welcome Matt Wilkin MS to the Alliance Wine team. With over three decades of experience in the wine industry, Matt brings a wealth of knowledge and expertise. In this Q&A, Matt shares insights into his journey, the challenges facing the wine industry, and his vision for the future.
Could you introduce yourself and share a little about your background in the wine industry?
Having started out in hospitality in 1989 in McLaren Vale, South Australia, I worked closely with wine from the word go. Driven by my interests in geology and geography, my passions quickly turned from soils to vines, then wines! The hospitality industry provided an immediate international porthole for rapid learning, from exposure to fine foods and ingredients to a plethora of wines from across the globe, influencing and enabling me to absorb a lot of information very quickly from some very creative and talented people.
Multiple stages spent in various vineyards and wineries naturally attributed to life learning experiences whilst inheriting in-depth knowledge, either directly or via osmosis.
There are fewer than 300 Master Sommeliers in the world. With a pass rate of just 3-8% this highly respected qualification is an extraordinary achievement. What inspired you to pursue it?
I recall when starting out in hospitality in Australia in 1989, hearing of the Master Sommelier (MS) title and its global rarity. I was in awe of the vast knowledge and skills needed to achieve the MS title, yet I never saw myself even getting close to being a Head Sommelier in Michelin-starred restaurants, let alone becoming an MS.
It wasn't until I arrived in the UK in the late '90s, where whilst working as a Sommelier at The Capital Hotel in Knightsbridge London, I received in the post a pamphlet from the Court of Master Sommeliers (CMS). The curriculum breakdown on what was required to sit and pass the exams, and details of the upcoming courses and exam dates, triggered a dream.
At the time (spring of 2000), I was studying for the WSET Diploma and competing in the UK Sommelier of the Year competition and thought, why not? Surely, one must contribute to the others. So I enrolled and started a five-year committed path to achieving all three, passing the WSET Diploma in 2003, then the MS Diploma in March of 2005 - seven days after winning the UKSA Sommelier of the Year competition.
It was a whirlwind five-year rollercoaster of full commitment and a lot of sacrifices, which I'll never forget. As for the reasons why, well, I just wanted to see if I was capable of achieving things which I saw so far from reach; it was a personal target spawned by pure passion.
What are some of the biggest challenges facing the wine industry today, particularly in the UK market?
Brexit, increased costs in Freight Forwarding and Importation red tape, RH&D, UK GOV complex new duty tax systems, the block in free movement of people limiting international talent from enhancing the UK's hospitality sector, the global economic status quo, the ongoing cost of living crisis and a very chaotic international political landscape in constant flux. The only option on the table is to remain optimistic, plan carefully, face forward, and soldier on with a "chin down, head up" attitude!
You’ve been working in the industry for over 30 years. What do you think has changed the most over that time?
Mind Set! Backed by continuous feedback I receive from recognised industry leaders, the social culture of true hard work ethic vs surreal expectations has become harder for the industry to grasp. Finding true talent with "a can-do attitude" who understand that hard work and grit result in overriding success is becoming more and more rare, yet those who do grasp that basic core ethos catapult quickly vs those waiting in expectation for it to land on their feet.
The standouts are becoming rarer, and the few who do exist rise above everyone else so quickly, and they win in the long run, sustaining success. Take that step, and you're guaranteed to rise; don't take that approach, and you'll have to come to terms with "No one gets a lifetime rehearsal, No one gets to come back and do it again better; what did you do with the life you've been given?". Rule Number 1 - keep yourself busy and make yourself useful.
How would you describe the current London On Trade market?
There's growth in London no matter what, but you must navigate carefully now. It's always been challenging, even in the most successful of economic times. However, there's a massive opportunity for those who know exactly what they're doing, are creative, know their strengths and weaknesses, read markets well, listen, improvise, move quickly, and maintain customers' needs. The trap is complacency; if you snooze, you'll lose. Competitors are ready to pull the rug out from under your feet very quickly if you lapse.
What is on trend right now? And why?
Interesting question, as there are a lot of external influences swaying consumer spending habits of late. Pre-pandemic and pre-political chaos (since 2016, then significantly since 2020), I would have gone straight for highlighting how consumer interests were drawn to more esoteric wines from Greece (Naoussa, Santorini and Crete), Italy (Mt Etna), South Africa, Jura and potentially Georgia (Orange wines).
Those interests are still there - however, for a large number of consumers, I've found many have returned to the comfort of classic regions based on challenging times, just as they did during the pandemic; they're seeking comfort in familiar favourites with guarantees. Let's see what happens this year – to be continued…
What sets the combined H2Vin and Alliance Wine apart from other UK importers and distributors?
A combination of diverse and multi-talented professionalism and experience aligning, where both sides enhance the other, fortifying a much stronger overall package, customer service and experience. Added to that, we've some exciting times ahead with greater scope and activities to come – just watch this space!
Are there any Alliance Wine producers you're particularly excited work with, and why?
Loads! There's quite a combination of new discoveries here and nostalgic returns from producers I'd worked with in restaurants previously (circa 1999–2010) or sold to the trade myself whilst working at Genesis Wines (circa 2005– 2008). Mostly, these wines tell a story, have a unique sense of place, display an exceptional pedigree and have savoury characteristics, which I'm drawn to:
- Roebuck Estates, Rosé de Noirs, Sussex
- August Kesseler, Riesling, Lorcher Schlossberg VDP Erste Lage, Rheingau
- Pazo Señorans, Albariño, Selección de Añada, Rias Baixas
- Abel Mendoza, Viura, DOCa Rioja
- Abel Mendoza, Selección Personal, DOCa Rioja
- Viña Cobos (Paul Hobbs), Cobos Malbec, Mendoza
- Viña Cobos (Paul Hobbs), Vinculum Chardonnay, Mendoza
- Iona, Elgin Highlands Chardonnay, Elgin
- Iona, Kroon Single Vineyard Pinot Noir, Elgin
- Raats Family Wines, Eden High Density Chenin Blanc, Polkadraii Hills
- Mvemve Raats, MR De Compostella, Stellenbosch
- San Polino, Brunello Di Montalcino, DOCG Riserva, Tuscany
- Paul Hobbs, Chardonnay, Russian River
- Paul Hobbs, Pinot Noir, Russian River
- Qupé, Syrah, Central Coast, California
- Equipo Navazos, I Think Manzanilla En Rama, Jerez
- Bodegas Ximénez Spínola, PX Delicado, Jerez
- Bodegas Ximénez Spínola, PX Solera 1918, Jerez
I could go on; there's so much more to still discover…
What's a wine region or style you're particularly passionate about, and why?
Fine Loire Valley Chenin Blanc and Cabernet Franc wines. I love them. They're so versatile, produced in multiple styles (especially Chenin), and so drinkable / food-friendly.
Do you have a favourite restaurant or style of restaurant?
Japanese! I love the precision of exceptionally prepared fine fresh seafood with umami flavours matched to delicious Junmai Daiginjo.
What is your favourite wine and food pairing?
A fine Puligny-Montrachet 1er Cru served with grilled tender Lobster tails in lemon butter with seasoned Charlotte potatoes.
We will be showcasing over 450 wines from nearly 100 producers selected from our new combined and greatly enriched portfolio at our Portfolio Tasting in March. Register now, and receive updates and more details as they are confirmed:
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