Brian Debono Gatt

Q: What factors influence wine sales in Malta, and how
do you tailor your strategies to meet market demands?
A: Wine sales in Malta are driven by seasonality,
consumer trends, pricing, and competition. White wines
dominate in the warm climate, while reds become more
popular in winter. Additionally, younger demographics
are showing increased interest in cocktails and alcohol-
free options. Adapting to these trends is key, with digital
platforms playing a vital role in expanding brand visibility.
Networking remains central to business growth.

Q: What types of wines are currently most popular, and
how have preferences evolved?
A: Before Malta joined the EU, local wines and a few
European labels dominated the market. As wine bars
became more popular, selections expanded to include
New World wines like New Zealand Sauvignon Blanc,
Australian Shiraz, and Argentine Malbec. Today, Malta’s
wine culture is more diverse, blending classic labels with
newer favourites like Pecorino and Primitivo, reflecting a
broader appreciation for different styles and regions.

Q: What are the biggest challenges in selling wine, and
how does Enba Wines stand out?
A: Malta’s highly competitive market offers a vast
selection of local and international wines, with rising costs
in manufacturing and transport pushing prices upward.
Enba Wines differentiates itself by curating a portfolio
that caters to all budgets while focusing on unique, lesser-
known indigenous grape varieties: hidden gems that
provide a distinct drinking experience.

Q: How do supplier relationships with restaurants, bars,
and venues impact wine sales?
A: My experience in the hospitality industry, combined
with my years as a DJ, has given me the opportunity
to meet a wide spectrum of people from all walks of
life. Maintaining and strengthening these partnerships
requires a high level of professionalism, ensuring
seamless product supply and ongoing support. This
includes comprehensive staff training and well-planned
promotional activities, all of which are essential in
sustaining long term business success.

Q: How do you balance your passion for music with your
career in wine sales?
A: With over 30 years as a DJ, I see a natural connection
between music and wine – both create memorable
experiences. DJing taught me how to read a crowd and
set the right mood, just as helping a customer choose the
perfect bottle enhances their dining experience.
Ultimately, it is all about passion. Whether I am behind
the decks or introducing someone to a great bottle
of wine, my goal is the same: to create enjoyable,
memorable experiences.