For the latest in our series of wine columns with Inverarity Morton, SLTN spoke to regional sales manager Tom Clarkson about the changes he’s seen over three decades in the wine trade and some hidden gems in the Inverarity Morton portfolio he can’t stop talking about.
Tom has worked in the wine industry for 37 years and holds a WSET Level 4 Diploma in Wines. He joined Forth Wines 25 years ago and moved to Inverarity Morton when they acquired Forth in 2013. Today he’s Regional Sales Manager, leading a team of three and working with customers across Edinburgh, the Lothians, and the Scottish Borders.
You’ve worked in the wine business for many years. How much has the industry changed in that time?
“When I first started in the trade, it was still very much European-driven, and Australia was the new kid on the block. Argentina was virtually unheard of. When I sat my WSET Diploma, I don’t think Malbec even got a mention, and now it’s one of our biggest-selling red grape varieties.
“That’s the lesson: you’ve got to stay on your toes, because consumer tastes never stop changing.
“Vinho Verde is a great example – one of our best-sellers today, and ten years ago you couldn’t give it away. Scotland used to have more of a sweet tooth too, with Germanic styles doing well. That’s shifted firmly towards drier profiles; Picpoul and Vinho Verde have been the standout performers in that space.”
What wines do you prefer to drink yourself?
“I’m a big, bold reds man at heart. But with the warmer summers we’ve had recently, I’ve found myself drawn to lighter styles too – Albariño in particular has been a real success story. It’s a good reminder that there are some genuine hidden gems in our own portfolio.”
Such as…..?
“People joke that I must work in marketing for Les Vignobles Foncalieu, as I always recommend
a wine called La Tannerie from Carcassonne, in the south of France – a stunning walled city. It’s predominantly Cabernet Franc, earthy and rich, and exceptional value for money.
“I’m also a big fan of Springfontein, from Walker Bay in South Africa. They champion grapes like Pinotage, alongside Chenel – a rare South African variety you’ll struggle to find grown almost anywhere else in the world. Their winemaker, Jeanne Vito, was born in Chablis to West African parents, and it’s genuinely exciting to see a female winemaker pioneering indigenous varieties like this.
“There’s real experimentation and character in what they do.”
How important is wine knowledge and engagement with producers at Inverarity Morton?
“It’s central to who we are as a business. I lead a team of three, and they’re either at WSET Level 3 or working towards it, which I’ve no doubt they’ll achieve.”
“But it’s not just my team – WSET training is something we invest in across the whole company. Having people educated to Level 3 as standard sends a strong message out in the trade, and it means every conversation we have with customers is backed by real expertise, not just sales patter.
“That commitment to knowledge goes hand in hand with getting winemakers over here for our Explore. Taste. Love. event each year. I firmly believe you need to taste the product and know the people behind it – because ultimately, you’re selling their story.”
To find out more about how the Inverarity Morton team can work with you on your wine range visit inveraritymorton.com or email sales@inveraritymorton.com
