Abstract
In small and medium-sized wine businesses, decisions during winemaking are often based on wine tastings and basic oenological reports. The routine application of high resolution analysis to improve commercial sales strategies is not yet widespread. Two-dimensional gas chromatography (2DGC) was applied to the commercial distribution of Sauvignon blanc and Chardonnay wines to characterise volatile compounds using an automated protocol that depicts these profiles as true 'aroma maps'. A protocol based on HS-SPME-2DGC-ToF/MS and sensory analysis was used to help Fruitservice GmbH (a company active in the distribution of international wines to European food retailers) identify the right commercial targets. The volatile profile of nine varietal Sauvignon blanc and Chardonnay wines produced in Argentina, Chile, Italy, South Africa, Australia and New Zealand were analysed using a Flux-equipped LECO Pegasus BT4D. The sensory profiles were evaluated by two different taster groups (a German and an Italian panel). The Italian panel awarded a higher score to Sauvignon wines with a ‘tropical fruit’ aroma, characterised by damascenone, a natural compound with a known suppressing effect on vegetal/herbal notes. In contrast, the German panel gave the highest score to ‘woody’ Sauvignon wines (mainly related to benzaldehyde and ethyl cinnamate). Most of Chardonnay wines were preferred by the German panel, compared to the Italian panel; this was related to the high vegetative and woody flavour of the Argentinian and South African (coastal) products, as was also the case for Sauvignon blanc wines. With this integrated chemical-analytical, sensory and chemometric approach, it was possible to steer the company towards a marketing strategy that is more focused on the ‘regionality’ of the consumer target group. Moreover, the two consumer groups can obtain wines that better match their preferences and the company can reduce its distribution costs.