Speyside Glenlivet Water Company

Our contacts in France enabled this premium bottled mineral water company to conquer Paris.

The issue

Speyside Glenlivet Water Company Ltd produces premium bottled mineral water, sourced from the Crown Estate of Glenlivet in the Speyside region of Scotland. Following a product-to-market assessment, in which FFB France evaluated the potential for Speyside Glenlivet as high-end product for the French market, Speyside Glenlivet sought to develop business accounts in the premium French foodservice sector.

What we did

FFB France worked in partnership with Scottish Development International to carry out an importer/distributor search for Speyside Glenlivet, targeting the premium foodservice sector in France. FFB France devised a list of key targets, prepared a French-language presentation of Speyside Glenlivet, mailed it to targets with samples, and followed up to evaluate potential interest. Strong interest was shown by IBB, a drinks importer specialising in premium mineral water and beer. FFB France  liaised between Speyside Glenlivet and IBB on such crucial issues as pricing and logistics, and a meeting was held in August 2004 to discuss a potential partnership. IBB placed their first order with Speyside Glenlivet in September 2004.

Through IBB, Speyside Glenlivet has successfully gained listings in premium foodhalls in Paris (La Grande Epicerie de Paris and Lafayette Gourmet), the restaurants of premier chef Alain Ducasse, the Colette Water Bar, and Printemps department store. Speyside Glenlivet was also promoted as the new whisky water at the Paris Whisky Live Show. Negotiations are underway with luxury bars, restaurants and hotels, as well as with whisky merchants.

Simon Holt, Speyside Glenlivet’s sales and marketing director, said: “After identifying an opportunity for our products in the market, FFB France devised a successful distributor search, pinpointing the most appropriate partner for us. We now have several key listings in the premium drinks sector, with further negotiations underway. We really appreciated FFB France’s professional, concrete and objective approach.”