Russians emerge as cognac sales drivers

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DFNI reveals the growing importance of Russian cognac buyers

Wealthy Russian travellers are becoming a serious challenger to the Chinese as the next big duty-free cognac purchasing nationality, a report in the next issue of DFNI reveals. Following an extensive survey of travel retailers and suppliers worldwide, it is clear that affluent Russians are driving high-end sales of XO cognacs not only in Russia, but also in the Middle East, Turkey and the US.

Gebr Heinemann director Russia, CIS, Mongolia and Baltic Pierre Viarnaud said: "In an airport such as Moscow Sheremetyevo, where we (and our partners) have about 60% of liquor sales, premium cognac is outperforming the total cognac segment. It is not only XO, but also the Extra and super-premium products that are sought after."

In the US the number of Russians buying expensive cognac at New York JFK airport this year has surprised Duty Free Americas director buying and merchandise liquor Jonathan Bonchick. "Their economy is doing well and prices are attractive for them. It has caught us off guard, especially when you consider there is normally a lead time of two to three months between ordering stock and getting it on the shelf," he said.

See the April 15 issue of DFNI for a full report on the cognac market.