February 15, 2022

HMS offers each of its clients a tailored service which goes above and beyond

Philippe Tapie spoke to The Daily about the company’s client-focused approach and digital stand

The high end wine merchant has come up with an innovative solution for keeping its clients connected.

Tell us about HMS and how it all started?
I started HMS about 20-years-ago which is dedicated to working with very premium wines – almost exclusively Grand Crus and Grand Crus Classés. We sell wine, but also everything around the brand by relaying and echoing its image and properties. So you see, for us the most important thing is that we offer our clients a tailored service that is made-to-measure. We are absolutely not a ‘négociant généraliste’, we are ‘haute couture’. I think we must be one of the merchants working with the smallest number of winemakers in Bordeaux. We are mainly focused on the left river bank, but not exclusively.

What’s the idea behind HMS?
The idea of HMS is this connectivity, a unique and privileged relationship between our brand and our clients. Because we really start working when others stop. For example, for us the purchase order is not the end result, but a starting point. Yes we’ve sold wine to an importer, but we want to know what happens next. Did it sell well? Are they happy with the promotion? Are they satisfied with their purchase? So that they come back and buy more.

I see you have an interesting stand. Tell us more.
Today, we are supporting Wine Paris & Vinexpo Paris 2022 because we believe it is an essential trade show for the industry. Obviously we can’t ignore the context because many of our Asian clients are not here. But we wanted to send a strong sign and so decided to transform a standard commercial stall into a connection studio. This way we can shine a spotlight on the properties we work with, but also put them in touch with our clients who are not here. For example, this morning we were connected with one of our biggest clients in China. Of course we are looking forward to meeting people face to face, but we’re also keeping with the times and that’s why we’ve chosen this format.

Hall 3 / Stand  D-188