Terroir Selection is a Piedmont-based fine wine merchant. Founded in 2015, it is solely owned and run by Davide Pasquero, a former winemaker and sommelier. His mission: “to make both the most famous Italian labels, and emerging producers, more easily accessible to customers worldwide.”
This case study focuses on how Terroir Selection leverages Liv-ex’s written analysis to make better strategic choices.
Davide joined Liv-ex to monitor prices, support his pricing decisions, and understand the market — where Market Intelligence plays a key role.
Liv-ex’s Market Intelligence is built on total independence and transparency. Drawing on 25 years of granular data, it gives readers a holistic view of the fine wine market and supports informed decision-making. Davide Pasquero at Terroir Selection engages proactively with all types of Liv-ex Market Intelligence, including reports, market updates, and release analyses.
The Release Analysis, which is real-time analysis of major releases (for example during Bordeaux En Primeur) helps him get an understanding of key release prices across the fine wine market.
The Personalised Market Report, which combines the past month’s most important fine wine market activity with tailored insights into his own pricing, is the most essential resource for him. The first section provides a broader view of what is happening in the market and what to expect in the coming months. The rest of the report helps him evaluate his own pricing; it enables him to assess whether he is pricing his wines correctly and how his prices compare with those of competitors.
Liv-ex Market Intelligence informs both his long-term strategy and plays a key role in important pricing decisions.
”As a Liv-ex member, I can spot and anticipate trends before others. What you see on Liv-ex is often months ahead of what's happening in the market.
Davide PasqueroFounder and CEO — Terroir Selection
“As a Liv-ex member, I can spot and anticipate trends before others. What you see on Liv-ex is often months ahead of what’s happening in the market.”
For example, Liv-ex Market Intelligence helped him see that prices were falling in mid-2023 and anticipate that prices would continue to fall. This data empowered him to act decisively outside of Liv-ex—selling a parcel of wines he had priced 10 months earlier, when market levels were higher. Had he held on to the parcel, he would have lost around €100 per bottle—approximately 30%. “If I wasn’t on Liv-ex, I wouldn’t have been able to predict this and make that decision. It saved me a lot of money.”
Davide concludes:
”Liv-ex's written intelligence is an incredible tool for understanding where the market is heading. It makes price trends clear, helping me plan ahead and be proactive in my strategy, so that I can set prices that sell.
Davide PasqueroFounder and CEO — Terroir Selection
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