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«Vinoloa crece en el mercado del vino gracias a la reducción de intermediarios»

1 enero, 2018 - Entrevistas Emprendedores
«Vinoloa crece en el mercado del vino gracias a la reducción de intermediarios»

El mercado del vino está marcado por el cambio que se está viviendo en la actualidad en el sector. Ante la tradición de bodegas con décadas de antigüedad, se está abriendo paso una serie de marcas jóvenes que están cambiando el mercado con calidad y ante la pasividad y la gran cantidad de intermediarios existentes. Top Emprendedores entrevista a Antonio Camacho, Gerente en Corporación Vinoloa, con cinco años en el mercado y en pleno proceso de expansión.

Antonio Camacho, Gerente en Corporación Vinoloa

Antonio Camacho, Gerente en Corporación Vinoloa

¿Qué es Corporación Vinoloa?

Corporación Vinoloa es una empresa dedicada a la distribución de vino con marcas propias. Llevo seis años en el negocio del vino distribuyendo el producto en territorio nacional. Esta empresa posee un modelo de negocio disruptivo e innovador. Se separa de las bodegas tradicionales gracias a la gestión eficiente del negocio, una estrategia que se basa en la eliminación de intermediarios y la ausencia de bodegas propias, lo que nos permite ofrecer un producto de alta calidad a un precio muy competitivo que no supera los 5/7€.

¿Cómo surgió la idea de crear Corporación Vinoloa?

Esto nace de un estudio de mercado en el que se abusa de sobrecostes si tenemos en cuenta  el viticultor, el intermediario, la bodega, los gastos de bodega, los gastos de distribución y los gastos comerciales, con lo cual el vino tiene prácticamente un incremento de un 60% sobre el precio de origen. Así, decidí aprovechar esta oportunidad para crear Corporación Vinoloa, que en tan solo seis años ha crecido exponencialmente y tenemos una alta tasa de fidelización y de repetición en el hábito de compra.

Corporación Vinoloa no tiene bodegas propias, ¿cómo es el proceso?

Nosotros lo que hacemos es subcontratar la bodega, la crianza. Compramos el granel, lo cedemos a una bodega que, evidentemente, seleccionamos para que tenga una buena madera que esté acorde con el producto que vamos a sacar bajo la marca que queremos envasar, y una vez que pasan los 365 días de barrica lo pasamos a un tren de embotellado, lo proveemos de botella, de corcho, etiqueta, contraetiqueta, tirilla de Consejo y caja de cartón. Es entonces cuando lo bajamos a un punto logístico en Madrid que es desde donde cubrimos toda España.

¿Cuáles son los principales mercados/clientes de Corporación Vinoloa?

España es el principal mercado, porque creemos que el valor de venta no se corresponde con la calidad del mismo, lo que intentamos solucionar con nuestro modelo de negocio disruptivo. Nuestro cliente más importante es Carrefour, habiendo vendido algunas partidas de nuestra marca a Francia, y ahora también hemos empezado a comercializar nuestro producto en E.Leclerc y es muy posible que ampliemos a alguna otra gran cadena.

¿Cuántas referencias tiene Corporación Vinoloa?

Ahora mismo tenemos 9 referencias, que acabarán siendo 12. Contamos con una línea propia de vinos de Galicia: tenemos un Ribeiro a un precio muy competitivo y un Albariño de calidad excepcional. Por otra parte, los vinos tintos son en su mayoría de La Rioja Alavesa que es el vino más cotizado por la calidad tan alta que tiene, la cual es debida a lo abrupto del clima, a estas temperaturas tan dispares que hay: cuando es verano, hay máximas de calor, y cuando estamos en invierno, exceptuando este año, la planta aguanta unas temperaturas de algún grado bajo cero.

De las firmas que comercializan, ¿cuál es el producto estrella?

El producto que más calidad tiene es una referencia que hemos sacado este año bajo la marca Peccatorum; luego, hay otra marca nueva que salió también este año, Usted; y después hay marcas un poquito más económicas, como puede ser Sabiyano. Pero la referencia estrella, que es con la que empezamos, por la que todo el mundo nos conoce y la que nos ha dado más éxitos y muy buenos sabores de boca es la marca Guardiano. Es la que más se sigue vendiendo. De entre todas las referencias que comercializamos, la botella de crianza más cara, cuesta unos 4,60€.

¿Cuál es vuestro método de distribución?

Lo hacemos a través de los canales clásicos, a través de la web y de grandes superficies. La gran distribución es una parte del negocio en la que ya tenemos mucha experiencia porque llevamos prácticamente cinco años distribuyendo a una gran superficie a nivel nacional, a la cual repartimos dos veces a la semana: aquí la jornada empieza a las 5:00 y a las 10:30 ya está todo el producto en ruta hacia las distintas plataformas logísticas, que son las que se ocupan de llevar luego a los hipermercados el producto de las distintas referencias.

¿Qué objetivos tiene marcados Vinoloa para su primer año en la venta online?

La verdad es que la ilusión es alta, las previsiones que tiene nuestro departamento de Marketing son de un crecimiento con el que llegaríamos a un 60% en la línea del mercado actual que tenemos. Son unas previsiones que se están cumpliendo.

¿Cómo es el proceso logístico desde que el cliente cierra la compra hasta que le llega a su Hogar?

Hay un envase especial que se llama “caja anticaídas”, que es una caja octogonal la cual permite que se pueda caer al suelo sin sufrir ningún tipo de rotura. Aparte, nosotros metemos la botella dentro de una funda de tela para que de alguna forma proteja la etiqueta de suciedad y de la humedad que pueda coger en el transporte.

El producto online, si es Madrid lo hacemos directamente nosotros y si es para provincias se entrega a la empresa de transporte y esta se encarga de llevar el producto a casa del cliente, lo cual quiere decir que prácticamente va directo al transporte, o sea que el tiempo que está viajando el producto se limita al transporte y a la posterior entrega.

¿Algo que destacar?

La gran calidad de nuestros vinos, sin duda. Evidentemente son marcas que están cogiendo penetración en el mercado. Nuestra táctica se basa, como ya decíamos, en la reducción de intermediarios y que hace que la calidad del vino, supere al precio. Hay vinos de precio superior que no llegan a tener la calidad que tienen nuestras referencias.

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