StateWays is the only magazine exclusively covering the control state system within the beverage alcohol industry, with annual updates from liquor control commissions and alcohol control boards and yearly fiscal reporting from control jurisdictions
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Second best-selling cognac Remy Martin is featuring this fes- tive VSOP bottle for the holiday season. Remy Martin and Courvoisier – all adding 30,000–35,000 9-liter cases nationally. Using Flavors he innovations have started to extend to brandy, where the flavor revolution arrived in the last two years in the form of Christian Brothers Honey, which has done its job, according to associ- ate brand manager Chris Ratterman. "It was a big initiative for the brand. T The premium flavor expanded the shelf set and pro- vided more of a range of products for the brandy drinker in general." Flavors have been an effective way to introduce other spirits to new consumers in a way that translates to success for the flagship marque, a transitional method that has worked especially well in whiskey lately. Paul Masson brandy marketing manager Joanne Vinci agrees there are opportunities here. "Spirit innovations in other categories are vying for the domestic brandy consumer's attention. There is opportunity for brandy to present consumers with new usage occasions and innovations that take advantage of current trends." But in general, the brandy and Cognac buyer is still extremely brand loyal, says Ted Carmon, spirits buyer for Beverages and More (BevMo!), which oper- ates 123 stores in California, Arizona and Washington State. "Brandy and cognac is a very predictable and sta- ble segment for us," says Carmon. "Our sales show our customers, who are pretty high end and sophisticated, Leading Brands of BRANDY & Cognac IN THE CONTROL STATES (9-Liter Cases) Brand Supplier 2011 2012 % Chg E & J . . . . . . . . . . . . . . . . . .E & J Gallo Winery . . . . . . . . . . . . . . . . . . . . .521,352 . . . . . .516,534 . . . . . .-0.9% Hennessy . . . . . . . . . . . . . .Moet Hennessy USA . . . . . . . . . . . . . . . . . . .393,924 . . . . . .401,674 . . . . . . .2.0% Paul Masson . . . . . . . . . . . .Constellation Brands . . . . . . . . . . . . . . . . . .306,346 . . . . . .301,918 . . . . . . .-1.4% Christian Brothers . . . . . . .Heaven Hill Distilleries . . . . . . . . . . . . . . . . . .261,198 . . . . . .258,631 . . . . . . .-1.0% Remy Martin . . . . . . . . . . . .Remy Cointreau USA . . . . . . . . . . . . . . . . . . .115,354 . . . . . .134,057 . . . . . .16.2% Courvoisier . . . . . . . . . . . . .Beam Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .94,133 . . . . . .98,069 . . . . . . .4.2% St. Remy . . . . . . . . . . . . . . .Remy Cointreau USA . . . . . . . . . . . . . . . . . . .29,745 . . . . . .30,282 . . . . . . . .1.8% Salignac . . . . . . . . . . . . . . .Beam Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . .20,458 . . . . . .22,968 . . . . . .12.3% Coronet . . . . . . . . . . . . . . . .Heaven Hill Distilleries . . . . . . . . . . . . . . . . . . .24,081 . . . . . . .22,391 . . . . . .-7.0% Korbel . . . . . . . . . . . . . . . . .Heck Estates . . . . . . . . . . . . . . . . . . . . . . . . . . .17,638 . . . . . . .17,990 . . . . . . .2.0% Total Leading Brands Others 1,784,229 1,804,514 134,743 Total Brandy & Cognac in the Control States Source: Beverage Information Group Data from NABCA data. * 12-month rolling data from first quarter 2012 20 StateWays s www.stateways.com s November/December 2012 1.1% 131,693 1,918,972 1,936,207 -2.3% 0.9%