In the second part of his investigation, Ian Buxton looks at well-known distilleries that have specialist sales teams selling mature casks at six figure prices and above to high rollers,…
In the second part of his investigation, Ian Buxton looks at well-known distilleries that have specialist sales teams selling mature casks at six figure prices and above to high rollers, big spenders and fat cats.
As we moved into the final years of the twentieth century it may have seemed that the private cask [read the first part of the story here] would become little more than a curious historical footnote to whisky’s story. But the industry is nothing if not cyclical. Though most larger distilleries eventually closed their doors to the private clients, fresh opportunities arose, slowly at first and, from the turn of the millennium began gathering pace. New distilleries, some actually opened and some merely a glint in a promoter’s ambitious eye, began to sell casks of whisky yet unmade to finance their construction or expansion.
Not all were successful. There were some very suspect deals around and, on occasion, well-intentioned failure, such as the Ladybank Company of Distillers. In 2003 it announced plans “to create one of the world’s greatest single malt whiskies” at a proposed micro-distillery in Fife, charging their founder members an initial £3,250 for the promise of future bottles. Perhaps the 15% commission on offer to intermediaries should have sounded the alarm – in any event, by 2007 problems were apparent and the business placed in liquidation by 2011, with investors losing their entire stake.
However, the sale of single casks to the public has gained renewed impetus and, if willing to risk your money to a start-up at some historically rather inflated prices, there are several offers from new ‘craft’ distilleries available on the web. But what if you would like a cask of something special from a recognised distillery?
Well, once again you can but this side of the business has changed a lot since the 1980s. Not just anyone can buy. It helps to be VHNW or, better still, UHNW (that’s Very or Ultra High Net Worth – filthy rich to the rest of us) for this is where the private cask action is to be found today. Macallan appears to have started the trend, launching their En Primeur programme in April 2007 with a large and very tasteful brochure. At 30 x 41.5 cm it was indeed very large, but then ‘go large’ was clearly the message: prices started at £5,000 (presumably for the 200 litre ex-bourbon barrel) with more to pay on delivery after the recommended 12 years maturation.
This was a whole new level of pricing for new fillings and, in retrospect, may be seen as a landmark in the transition of certain whisky brands to Veblen goods, where the marketing becomes as much about the trappings and experience of purchase as the product itself. We enter here the world of luxury and high-end marketing. Macallan maintains that the scheme proved a success, stating that they “took the decision to close the En Primeur programme in 2019 indefinitely due to unprecedented demand and an extensive waiting list of over five years.” Currently, no new applications will be considered.
But then, very quietly, something really interesting happened: brands noticed that very old whisky, long rather looked down on, could be very valuable indeed especially if it could be sold direct (just think of the margin). So single casks are once again available for sale. Not new make, however, for the new class of very wealthy buyer does not want to wait while their purchase matures – no, the demand now is for exceptionally old casks from distilleries with an established reputation that can be enjoyed as trophies.
Now let me stress that there’s nothing illegal going on here, though very few of the companies involved in the business want to talk about it. While multiple anonymous sources maintain that “everyone’s in the game”, I’ve seldom encountered such a wall of silence. However, both Whyte & Mackay (W&M) and Diageo were willing to describe some aspects of their operation to provide a glimpse of this market.
Both have identified that there is a small group of intensely private buyers prepared to pay handsomely for exclusive access to rare single malts. They may contact the distillery but, more likely, the marketing team have tracked them down to make a personalised approach. As W&M’s Rare Whisky and Private Client team see the business, it’s more of a relationship than a transaction and they look to trade with “the right people for the right reasons”. That definitely precludes flipping these precious bottles for profit and it’s stressed that the whisky is sold for drinking not for investment, with prospective buyers carefully vetted as to their suitability.
Be clear that we’re looking at a minimum of six figures to pay to play, and frequently the transaction will run well into the millions including bottling and bespoke, customised packaging. But then the likely client may call up from his superyacht (the typical client does appear to be male) where the whisky will be served to his guests while glancing casually at his million-pound Patek Philippe. Some of the figures quoted were eye-watering – one deal was mentioned at close to £20m!
Diageo, too, is represented here with a Rare & Collectable Spirits team established in 2015. It offers the Casks of Distinction – described as “special, old and very rare; entirely unique and individual in character… representing the most exceptional and singular expressions of their distilleries’ character.”
What distilleries? Well, any of them it seems. According to James Mackay, the head of rare & collectable spirits, nothing is off limits, and includes “some of the most famous Scotland has ever known; Port Ellen, Lagavulin and Caol Ila, Talisker, Mortlach and Cardhu, Clynelish and Brora, Oban and Royal Lochnagar on Royal Deeside” as well as “Benrinnes, Blair Athol, Carsebridge, Convalmore, and Dalwhinnie to Dailuaine”.
Like W&M, marketing is very discreet. “Casks of Distinction are offered only by appointment with one of Diageo’s network of private client teams in various cities around the world,” says Mackay, adding that “because Casks of Distinction is such a very small and niche programme, addressing the needs of a community of individuals who tend to be quite private by nature, it is neither necessary nor appropriate to promote it widely.”
So there you have it. If you haven’t been asked, don’t keep a Bugatti as your weekend car and consider flying in First Class a tiresome economy, you can probably forget access to these exceptional whiskies. In the words of an old song, “It’s the rich what gets the pleasure” but whether or not you find it all a “blooming shame” probably depends on the state of your bank balance.
Though he has neither a beard nor any visible tattoos or piercings, Ian Buxton is well-placed to write about drinks. A former marketing director of one of Scotland’s favourite single malts, his is a bitter-sweet love affair with Scotland’s national drink – not to mention gin and rum, or whatever the nearest PR is pouring. Once, apparently without noticing, he bought a derelict distillery. Follow his passionate, authentic hand-crafted artisanal journey on the Master of Malt blog. Or just buy his books. It’s what he really wants.