Our GCP client was Savalan Wine, a premium wine producer based in Azerbaijan, known for its high-quality wines that reflect the unique ‘terroir’ and climate of the vineyards in the region. The company has been operating in the domestic market for several years and has established itself as a reputable brand. The management team at Savalan Wine has been considering expanding their business into foreign markets and decided to work with the Cambridge MBAs to assist them in this endeavour.

Our team had the opportunity to travel to Baku and Gabala in Azerbaijan to meet with the Savalan Wine management team. We were greeted with warmth and hospitality and given a thorough tour of their facilities. During our visit, we had the opportunity to discuss the challenges that the company faces in its current business and their aspirations for international expansion.

Our team conducted a comprehensive analysis of the international wine market and identified potential target markets that are a good fit for Savalan Wine. We also assessed the competitive landscape and developed a branding strategy that would help Savalan Wine differentiate itself from its competitors in these markets. We narrowed the focus on expanding its business in Scandinavia, UK, Japan and South Korea, where there is high demand and openness to imported wines from across the world.

The team – Alanna Klos, Tenaya Campbell, Cheryl Theixar, Jie Zhou and Teruyuki Morino.

To support the company’s expansion efforts, we developed market entry strategy and tactics that include identifying potential distribution partners, developing a social-led marketing roadmap, and establishing a channel strategy to support strong brand visibility in the target markets. We also provided the Savalan Wine team with insights into export regulations and some operational recommendations.

We are grateful to the Savalan Wine team for entrusting us with this project, and we all enjoyed working alongside them throughout the process. This project provided us with a valuable learning experience, and we are also confident that our recommendations will be the stepping stones for them to expand into foreign markets and achieve its growth aspirations.