What Tbilvino does

Tbilvino is a family-owned Georgian winery founded in 1962 that produces wines using both traditional Qvevri clay-vessel fermentation and modern stainless steel/French oak aging techniques. The company owns approximately 400-405 hectares of vineyards in the premier microzones of Georgia's Kakheti wine region (Kindzmarauli, Mukuzani, Tsinandali) and operates a state-of-the-art production facility in Kvareli, built in 2012, capable of producing 6,000 bottles per hour. Its portfolio centers on indigenous Georgian grape varieties including Saperavi, Kisi, Mtsvane, Mtsvivani, and rare endemic varieties, sold under the 'Rarity Wines Collection' brand, and includes premium single-vineyard and Special Reserve programs developed in collaboration with Australian wine consultants since 2002.

The company serves both domestic Georgian consumers and international markets through B2B distribution. Named enterprise customers include UK retailer Marks & Spencer (partner since 2013 under the Project Found initiative with co-branded Mtsvane and Saperavi labels), Direct Wines / Wall Street Journal Wine Club in the USA, Ukrainian online marketplace Rozetka.ua, and distribution partners in China and Turkey. Go-to-market combines event-driven trade fair participation (notably ProWein in Düsseldorf), dedicated export and domestic sales heads running direct field sales, and content-driven marketing that emphasizes Georgian wine heritage, cultural editorial, and culinary partnerships through the Chef's Cellar program.

Revenue is generated through one-time sales of bottled wine across export and domestic markets; pricing is handled via direct B2B negotiation with no public disclosure. The Margvelashvili family controls the company, with George Margvelashvili as President and Zurab Margvelashvili as Director. The company has accessed international debt capital from the IFC (loans in 2011 and 2013) and from the EBRD (€12 million credit facility in 2023) for capacity expansion, vineyard cultivation, and a new qvevri wine cellar. It has earned significant international recognition, including a Trophy at the International Wine Challenge 2022 (one of 40 from over 10,000 entries) and gold medals at both the IWC 2024 and Decanter World Wine Awards 2022.

Name

Tbilvino

Legal name

TBILVINO

Website

https://tbilvino.ge

Company type

Private

Founded year

1962

Operating status

Operating

Headcount range

51–100 employees

Short description

Tbilvino is a family-owned Georgian winery founded in 1962 that produces wines from indigenous grape varieties using traditional Qvevri and modern methods. It exports to the UK, USA, China, Ukraine, and Turkey through B2B distribution, serving retail, wine club, and restaurant customers.

Ownership category

akta.pro rank

Product category

Premium Wine Production

NAICS

Wineries (312130), Grape Vineyards (111332), Wineries (31213)

SIC

Beverages (2080), Wholesale-Beer, Wine & Distilled Alcoholic Beverages (5180)

akta.pro primary industry

Wine Grape Vineyard Operations (Varietal/AVA Practices, Yield & Quality Targets) (AFAGAJAJ)

akta.pro secondary industries

Wine & Sparkling Wine Wineries & Brands (CRADAIAB), Wineries & Vineyards (Tasting Rooms) (THAFALAE), Vineyard Certification & Sustainability Programs (Organic, Biodynamic, Regenerative, GAP) (AFAGAJAL)

Keywords

• Georgian wine production
• Qvevri winemaking method
• Indigenous grape varieties
• Wine export distribution
• Wine retail partnerships

Headquarters

HQ city

Tbilisi

HQ country

Georgia

HQ region

Asia

Offices2 records

Markets served

GTM type

B2B

Offering type

Hardware or Manufacturing

Cost components

Operations, Supply Chain, Personnel, Marketing or Sales, Infrastructure

Revenue model

1. Wine Sales - Export Markets: Primary revenue from selling Georgian wines to international markets including the UK (Marks & Spencer, Direct Wines/Wall Street Journal Wine Club), USA, China, Ukraine, and Turkey. Includes specialized labeled products for key retail partners.
2. Wine Sales - Domestic Market: Sales through domestic distribution and restaurant partnerships in Georgia, including restaurant collaborations through the Chef's Cellar program.

Go-to-market motion2 records

Distribution channels7 records

Marketing channels5 records

Core offering

Tbilvino produces premium Georgian wines from indigenous grape varieties such as Saperavi, Kisi, Mtsvane, and rare endemic varietals, combining traditional Qvevri clay-vessel fermentation with modern stainless steel and French oak aging. The company manages 405 hectares of vineyards in the Kakheti microzones (Kindzmarauli, Mukuzani, Tsinandali) and operates wineries in Tbilisi and Kvareli to produce a portfolio spanning everyday wines through to single-vineyard reserves and Special Reserve lines.

Product overview

Tbilvino is a Georgian winery founded in 1962, now marking its 60th year, specializing in crafting exceptional wines from indigenous Georgian grape varieties. The portfolio centers on the 'Rarity Wines Collection' featuring wines made from heritage grape varieties including Saperavi, Kisi, Mtsvane, Rkatsiteli, and rare endemic varieties. The company employs both modern stainless steel fermentation and traditional Georgian Qvevri winemaking methods (8,000-year-old tradition). Key wine lines include: Saperavi (standard and Single Vineyard expressions), Qvevris Kisi (orange wine), Qvevris Saperavi, Saperavi Vachnadziani Plot #4 (premium single-plot), Special Reserve lines (Mtsvane, Mukuzani, Kisi), and emerging rare varieties (Mtsvivani, Vardisperi Rkatsiteli, Budeshuri Saperavi). The company owns 405 hectares of vineyards in Kakheti's best microzones (Kindzmarauli, Mukuzani, Tsinandali) and operates state-of-the-art wineries in Tbilisi and Kvareli.

Differentiator

Problem solved

Functional benefit

Brands

• Rarity Wines Collection: Premium wine collection showcasing exceptional Georgian wines with focus on indigenous grape varieties and traditional Qvevri winemaking methods.
• Special Reserve

Products and services

• Saperavi

Quantifiable outcome

• Gold medals with 95 points at International Wine Challenge 2024 for Qvevris Saperavi 2022 and Saperavi Single Vineyard 2020
• +2 more outcomes

Named customers4 records

Segments4 records

Ideal customer profiles3 records

Technology focussed No

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

Feature3 records

Partnerships

Seven partnerships are on record, tiered core, secondary and strategic.

• Marks & SpencercoreChannel Partner/ Reseller/ Distributor · 1 January 2013Marks & Spencer, a multinational retail chain in Great Britain, has been a valued partner since 2013. TBILVINO emerged victorious in an international tender held within the framework of the Marks & Spencer Project Found initiative, presenting two new distinctive wines (Mtsvane and Saperavi) with specialized labels to British customers.
• Direct Wines (Wall Street Journal Wine Club)coreChannel Partner/ Reseller/ DistributorDirect Wines in the UK, renowned for its Wall Street Journal Wine Club, delivers finest wine specials and cases to customers in the USA. Leveraging TBILVINO's established presence in the UK, this new partnership expands accessibility to American wine enthusiasts.
• Chinese DistributorcoreChannel Partner/ Reseller/ DistributorLong-term partnership contract signed with one of China's biggest distributors during Georgian Prime Minister Irakli Garibashvili's visit to China in Chengdu and Beijing. Partnership opens new opportunities in the Chinese market.
• Turkish Alcoholic Beverage Importer & DistributorsecondaryChannel Partner/ Reseller/ DistributorCollaboration with Turkey's leading alcoholic beverage importer and distributor. Partnership demonstrates TBILVINO's dedication to reaching new heights and expanding reach across the globe.
• Australian Wine ConsultantscoreStrategic or Co-development PartnerCollaboration with Australian wine consultants since 2002 for crafting exceptional Reserve wines. This partnership led to TBILVINO's decision to make red Reserve wines from their own Vachnadziani vineyard grapes starting in 2018.
• MUA ArchitectsstrategicStrategic or Co-development PartnerAward-winning architectural team working on a new project - a temple of wine to be built in rural Kakheti. The minimalist temple will house a Mariani (cellar with Qvevri vessels), reception hall with wine bar and degustation area, designed using natural ecological materials and traditional methods.
• Rozetka.uasecondaryChannel Partner/ Reseller/ DistributorUkraine's foremost online marketplace for direct wine sales to Ukrainian consumers. Rozetka.ua is renowned for leadership in sales across diverse product categories.

Scale indicators6 records

Recent moves7 records

Expansion highlights6 records

Direct peers

• Telavi Wine Cellar: Major Georgian winery producing traditional and modern wines from Kakheti region, including Qvevri and European-style wines. Direct competitor in domestic and international markets with similar heritage positioning and export focus.
• Khareba Winery: Large Georgian wine producer with extensive vineyard holdings and both traditional and modern winemaking. Competitor in domestic and export markets with similar full-chain production capabilities.
• Schuchmann Wines: Georgian wine producer combining traditional and modern winemaking with significant European investment. Comparable in technology adoption, export focus, and premium positioning.
• Pheasant's Tears: Artisanal Georgian winery specializing in Qvevri-fermented wines using indigenous grape varieties. Closely comparable for traditional Qvevri winemaking method and premium positioning in natural wine markets.
• Badagoni: Established Georgian wine producer with significant export presence, offering similar portfolio of traditional Qvevri wines and modern varietals. Competes directly in international markets and retail placements.
• GWS (Georgian Wines & Spirits): Major Georgian wine conglomerate with multiple brands and substantial export presence. Comparable in scale, portfolio breadth, and international retail partnerships.
• Telavi Marani: Georgian wine producer in Kakheti region with traditional Qvevri winemaking focus. Direct peer in indigenous grape varieties and traditional method offerings.
• Mukuzani: Georgian wine producer focused on Kakheti region with both traditional Qvevri and modern production. Direct competitor for share of premium Georgian wine market domestically and internationally.

Broad incumbents

• Concha y Toro: Large international wine producer with significant premium portfolio and global distribution. Illustrative of scale benchmarks for premium wine exports and retail partnerships that Tbilvino aims to compete with.
• Marques de Caceres: Established Spanish premium wine producer with international retail distribution. Comparable in market positioning (premium, retail-focused) and export strategy to major retail chains like Marks & Spencer.

Market position

Strengths5 records

Weaknesses5 records

Competitive moat4 records

Key risks6 records

Key highlights7 records

Customer concentration

Compliance1 record

Revenue estimate

Valuation estimate

Number of profiles

Profiles7 records

Funding overview

Funding rounds

Investors

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about Tbilvino