Meet the Stanthorpe producer whose top shelf wine vinegar is in demand at home and abroad

Turning an export deal into a business

For Ian and his wife Robyn, that meant stepping away from her family’s wine business, mortgaging their small farm on Queensland’s Granite Belt and borrowing money to build a factory to house their fledgling venture.

For its first four years, Australian Vinegar was a one product, one customer business and demand exceeded supply.

“Every month, the US would order and we would short ship and then they would order more,” Ian says. “We wanted to scale up as quickly as possible and putting money into the business was the only way to do so.”

Pivoting and prospering

But the onset of the global financial crisis and the subsequent collapse of the Australian dollar brought the first chapter of the Australian Vinegar export success story to an abrupt end.

In the pivot to the domestic market, the Hendersons set about expanding their range and developing new revenue streams selling shiraz, merlot, chardonnay and apple cider vinegar to food manufacturers, retailers and chefs.

Then came a string of white label manufacturing contracts and deals to supply premium and everyday value ranges to supermarkets and specialty retailers.

They propelled Australian Vinegar into a dominant position in the Australian market and necessitated the construction of a larger production facility.

Completed in 2018, the company’s 5800m2 Stanthorpe factory turns out millions of litres of product each year, some of it commanding prices as high as $100 a litre.

Seeking fresh opportunities offshore

Having fulfilled its growth potential locally, Australian Vinegar is making its second serious foray into the export market. Overseas sales are expected to account for 15 per cent of its turnover by the close of 2026, off the back of freshly inked distribution deals in China, Hong Kong, Taiwan, Bangaladesh and the US.

“Customers in those countries are looking for chemical free traceability and the clean, green credentials of Australian farmers and producers are a big selling point,” Ian says.

“And the importers and distributors want to deal with suppliers that are reliable and respected. We’ve earned a reputation for our perfect product, perfect documentation and perfect communication. That stands us in good stead as we pursue global growth.” 

Partnering with a bank that supports Australian exporters

NAB Agribusiness Manager Jacob Paynter says working with a bank that’s willing to back emerging agri-businesses has helped Australian Vinegar scale up and position itself for a second round of export success.

“NAB is helping them facilitate those new markets and minimise risk, via our foreign exchange and payment security services,” he says. “We’ve been on the journey with Australian Vinegar from the start and it’s fascinating to watch them continue to expand and evolve.”