The Buyer | How Te Kano is building a legacy for its wines, land and vineyards

Tell us about your background and why you wanted to become a wine producer?

Keith and I both have roots in wine-growing regions - Keith from Hawkes Bay and I from near Napa Valley. While we never imagined owning a vineyard, our shared love for wine grew over time.

I remember the moment I was converted to Pinot Noir. It was a bottle of 1989 Gevrey-Chambertin that Keith had hidden away in his bachelor flat in Washington DC and from then on, Pinot Noir became my obsession.

We both found ourselves drawn to New Zealand, especially Central Otago, for its stunning beauty and perfect cool climate for growing Pinot Noir and Chardonnay.

What was it you were looking to buy and invest in when you first started out?

In 2014, while living in London with our young children, Keith made the bold decision to purchase our first piece of land in Central Otago; a two hectare plot on Felton Road. At the time, I wasn’t entirely sure, but Keith had a clear vision. What began as a small venture quickly expanded, first with another parcel in Bannockburn and then the acquisition of 100 hectares on Northburn.

This land, once mined for gold and used for sheep farming, was almost considered a brownfield site, but we saw its immense potential. Keith’s original idea was to find a place where we could live and farm, but it soon grew into something more: a dream to build a vineyard and winery, grow the wines we loved - especially Pinot Noir - and create a business we could be proud of.

With the help of our winemaker, Dave Sutton, we meticulously studied the site, conducting extensive soil boreholes to determine the best growing areas and the most suitable wine clones. Our vision for the land extended beyond just vines; alongside the vineyards, we launched an extensive native regeneration project, inspired by an ancient Kōwhai tree that overlooks the land and has been the inspiration behind our name and labels.

Eventually, in 2019, we took another big step and purchased a winery and vineyard in Waitaki to complete our estate. The journey has been one of evolution and growth. What began as a lifestyle plot has blossomed into a thriving wine business, and through it all, we’ve remained committed to making wines that reflect the land and our passion for what we do.

Why did you choose the particular vineyards you have bought and what you hope they can produce for you?

We kicked things off with two sites in Bannockburn, a well-established sub-region of Central Otago that gave us the confidence to branch out. About 10 miles away, we found Northburn, a place with huge potential.

Back then, there was just one other vineyard in the area - Cloudy Bay, which was a good sign for us, but we were starting from scratch. They had bought the old Northburn Vineyard, but we were planting new roots.

While our Bannockburn wines are fantastic, it’s Northburn that really set us apart. We were keen to grow Chardonnay, even though Pinot Gris was the dominant white grape in Central Otago at the time. I believe there was a general feeling that people were tired of over-oaked New World Chardonnays, but we saw an opportunity.

Northburn allowed us to plant 10 hectares of Chardonnay, and we’re thrilled with how it has turned out.

But it doesn’t stop there. David Sutton, our winemaker has also steered us towards some unique varietals, like Cabernet Franc, which we planted on a warm schist site. We’re pretty sure it’s one of the southernmost Cabernet Franc vineyards in the world. With four vineyards across Central Otago and North Otago, we’re able to craft a diverse range of wines - from vibrant, fresh Pinot Noir to rich, complex Chardonnays. For us, it’s all about creating wines that reflect the unique terroir of these incredible regions while staying true to our vision.

What is it about Central Otago that you like, and think is different in New Zealand?

Central Otago is a truly exceptional region. New Zealand's southernmost wine-growing area and one of the smallest in the country, yet it has earned global acclaim for its outstanding wines. The region’s extreme temperature swings - hot days followed by cool nights - create the perfect conditions for wines that show incredible flavour concentration and a brilliant balance of freshness. Thanks to its cool-climate environment and a long growing season, the wines here are vibrant, with fresh acidity that adds to their complexity.

But it’s not just the wines that captivate; the landscape is something else entirely. Central Otago is home to some of the most dramatic scenery in the world - rugged, snow-capped mountains, crystal-clear lakes, and valleys carved by ancient glaciers. The stunning surroundings give the wines a true sense of place, reflecting the purity and power of this special region.

We’re also fortunate to have our winery in Waitaki, New Zealand’s smallest wine region, where we cultivate about 10 hectares of vineyards. Waitaki is technically speaking in North Otago and is a stark contrast to Central Otago, with its limestone-rich soils adding a distinctive minerality and complexity to the wines, reminiscent of the great wines of Burgundy.

The cool climate here, with an exceptionally long growing season, encourages a crisp, racy acidity that defines the wines. The region fosters innovative winemaking, and we’re deeply committed to sustainable, low-intervention winemaking practices—constantly pushing the boundaries of what’s possible in this marginal climate.

Every day, we feel lucky to work in such an extraordinary place, creating wines that are as unique as the land they come from

What do you see as Te Kano's point of difference in terms of the wines you are making and the approach you take?

One of the things that really sets Te Kano apart is the way we manage every part of the wine production process - from grape to glass. We grow all our own fruit, so we have complete control over the quality of the grapes. Everything, from winemaking to bottling and storage, happens right on our estate. This hands-on approach gives us the freedom to focus on quality at every step, without rushing or worrying about external pressures.

It’s all about crafting wines we can truly stand behind, ensuring that quality is always at the heart of every decision. This holistic approach is a big reason why we’re different.

You have a big focus on sustainability and regeneration - what steps have you taken since taking over the vineyards?

Sustainability has always been at the core of our philosophy here at Te Kano. Our head of estates, Mark Naismith, refers to our approach as “the Te Kano Way,” which is focused on sustainable practices without being limited to a single farming method. Instead, we embrace a variety of approaches that best suit each site.

Our viticulture is holistic, with an emphasis on building organic matter in the soil through cover cropping. Most of our blocks are crimped and rolled rather than mowed, which helps shade the soils, retain moisture, and encourage the growth of a healthy soil microbiome. Since acquiring the vineyards, two of the four have undergone certified organic conversion, while others are farmed organically without certification.

One key decision we made was to use steel posts at planting, avoiding the use of treated timber posts that can leach arsenic into the soil over time.

From the beginning, we felt a deep connection to the land and knew it had to thrive. A remarkable Kōwhai tree on our Northburn vineyard, estimated to be up to 400 years old, inspired us to start a regeneration project. We began by collecting seeds from the tree and planting them alongside other native flora. To date, we’ve planted over 10,000 native trees, including 1,200 Kōwhai trees.

I envision one day looking at Northburn and seeing ribbons of yellow kowhai flowers in the spring.

Why is this so important to you?

In an industry flooded with wine options, we believe our authenticity is what sets us apart. From the start, Keith and I envisioned Te Kano as not just as a business, but as a legacy project. The name Te Kano, meaning "the seed" in Māori, reflects our commitment to future generations.

Our focus on Northburn, Kōwhai, and regeneration projects is about being custodians of the land, ensuring that we leave it better than we found it. This is about more than wine; it’s about contributing to something meaningful for the next generation.

What is your winemaking philosophy and the style of wines you produce?

Our winemaking approach is rooted in simplicity and pragmatism. We aim to get the best from each parcel of grapes. In years where the fruit quality is exceptional, we take a hands-off approach, allowing the fruit to speak for itself with minimal intervention. In more challenging years, we’re flexible, using every tool at our disposal to craft wines that are still enjoyable, whether it’s through quick handpicking before a rain event or using more impactful barrels to lend structure and longevity to lighter parcels.

Given our unique climate, extended ripening season, and exceptional grape quality, we’re able to produce wines that are fruit-driven but also complex, concentrated, and well-balanced with acidity that allows for aging. We're only just beginning to unlock the full potential of our sites and the wines we’re creating.

What are your most important export markets and which ones are growing the fastest?

We are thrilled to see our reach expanding beyond New Zealand, Australia, and the UK, with recent ventures into the EU, Thailand, and Korea. What’s particularly exciting is watching the growing interest in wine in Asia, where consumers are increasingly discovering and embracing wine culture. It’s like stepping into uncharted territory, developing our brand in markets that are interested to explore.

Each country brings its own unique challenges, whether it’s navigating regulations or understanding local consumer behaviour; it’s like piecing together a new jigsaw puzzle every time, and that’s what keeps the journey so dynamic and rewarding. We’re constantly learning, adapting, and celebrating the beauty of these diverse markets as they embrace wine in their own way!

You are working in the UK with Davy’s - how did that come about and why did you want to work with them?

We first met Davy’s at the London Wine Fair in 2018 and instantly connected with them and their story. As a family-owned business ourselves, we found a lot of common ground. Davy’s is not only reliable and well-established, but they’re also a genuinely fantastic group of people.

In 2023, we invested in hiring a global sales and marketing manager based in the UK (Natalie Walsh), which has allowed us to collaborate more closely with Davy’s and better support them in the market. Like any meaningful business partnership, trust and mutual respect are key, and those qualities have developed over time as we’ve backed each other, especially during challenging moments. At the heart of every great relationship is belief and support, and this shared philosophy has been the foundation of our ongoing success with Davy’s.

What do you see as the biggest challenges and how are you overcoming them?

Given the current global challenges - rising costs, geopolitical tensions, and declining discretionary income -it’s clear the wine industry faces a tough landscape. However, at Te Kano, we remain optimistic. We’ve worked hard to build our brand, investing in strong partnerships and digital marketing to reach the right audience. We’re not only competing with international producers but also navigating a market where grape plantings continue to rise, despite a dip in global consumption.

While these conditions create challenges, they also present opportunities. Wine will always have a place as one of life’s simple pleasures, especially when consumers are looking for quality and authenticity. New Zealand’s reputation for premium wine and sustainability gives us an edge, and we’re excited about tapping into new markets that appreciate our commitment to craftsmanship.

Our story is one of courage and passion, and we’ll continue to share it as we seek out those who truly value the outstanding quality of Te Kano wines.

What do you see as the biggest untapped opportunities for Te Kano?

We are ardent about growing our regeneration and sustainability efforts while expanding our presence on the global stage. The world is full of exciting opportunities, and we’re determined to make Te Kano one of the go-to brands from Central Otago, recognised for its quality and value.

With our fully operational estate, we’re in a prime position to respond quickly to market trends - whether that’s offering new formats and packaging or crafting unique wines tailored to specific markets. The possibilities are endless, and we can’t wait to see where this journey takes us!

You also run your wine club - how is that going and what learnings have you taken from it?

The wine club is a key component of our marketing focus along with our cellar door on Felton Road. It is imperative that everyone who encounters our brand and team, has the most memorable experience and that we look after them as if they were whānau (family).

Most of the wine club members sign up when they visit our cellar door. We then ensure they have further connection to our brand and wine via the wine club discounts and communications.

Midway through last year, we launched an exciting new wine club platform complete with a custom CRM, transforming how our members interact with us. Now, each member has their own personalised login, giving them the freedom to browse and order at their convenience, all whilst still enjoying their exclusive benefits. This upgrade has also streamlined our processes, cutting down on administrative tasks and allowing us to focus more on what matters, delivering a great experience.

As our wine club continues to grow, we remain flexible and responsive to our members' needs. We’ve learned that the key to success isn’t in bombarding them with constant promotions, but in offering carefully curated, exclusive wines that truly excite. For example, our single site Land wines have been a hit, and now with the introduction of the new Landwalker, we’re raising the bar even higher.

How does your wine club help you get a better understanding of who your consumers are and what they want?

Our wine club members are an extremely important part of our business, it is their loyalty which helped launch our brand and they are also a key part of our consumer interface. The new wine club platform has significantly enhanced customer interaction and provided valuable insights through analytics, helping us gain a deeper understanding of our members and their preferences.

For instance, we observed strong interest in mid-tier wines from our Life range, particularly our signature Blanc de Noir (white Pinot Noir), Pinot Gris, and Rosé. This insight helped us realise the opportunity to focus on marketing our Land level wines with exclusive offers, catering to the evolving tastes and desires of our members, whilst still providing value on the Life wines that they consume more regularly.

* You can find out more about about Te Kano at its website here.

* You can taste Te Kano's wines at Davy's portfolio tasting taking place at London's Royal Overseas League on June 4 between 11am and 5pm featuring over 25 key producers from around the world. Click here to find out more.