Interview with the Importer - Mako Abashidze, 80-20 Wines

A question about where to drink Georgian wine in the UK is a truly evergreen one, so we decided to talk to the UK-based importers, distributors, and sellers of Georgian wine and introduce them to the wide wine-loving audience.

In our first Interview with the Importer, we’re pleased to introduce Mako Abashidze. Having been at the heart of Georgian-British business relationships for years, she’s channelled her knowledge and experience into a fascinating gastro-cultural project. Alongside her partners, Mako imports Georgian wines from medium and small producers and runs two wine bars in London.

How and when did you come up with the idea of importing Georgian wine?

We started in 2023, just as the gastronomy and hospitality industries began recovering after the pandemic. The idea was to create a warm, welcoming space where Georgian wine could be introduced to wine lovers in a casual, approachable way – without making it feel too exotic or boxed into an “ethnic” niche.

Our wine list is intentionally diverse — 80% of it features Georgian wines, while the remaining 20% showcases lesser-known regions from around the world. That’s why it’s called 80-20 Wines.

Running my own wine bars has given me valuable insights into consumer preferences, which has helped me make informed decisions about what to import. While we import directly from Georgia, we also buy from all the importers in the UK to ensure that we offer the most comprehensive Georgian wine selection in the country. Our brand, 80-20 Wines, is also proud to be the first Georgian wine shop on Amazon UK.

Where can wine lovers find the wines you import? Is it only available at 80-20, or do you distribute it too?

We’ve managed to get some of our wines into high-end establishments in the UK: in London, you’ll find them at Kinkally and Theatre of Wine, and in Glasgow, at Michelin-starred Margo. This is all part of my mission to normalise Georgian wine and remove the sense of it being “exotic”.

What are the main challenges you face when selling Georgian wine, and how do you overcome them?

The biggest challenge is transportation. The cost of shipping increases the price of the wine significantly, and on top of that, high local taxes on alcohol make even mid-range wines quite expensive.

That said, sales aren’t a problem. Consumer awareness is definitely growing — and I’d credit the National Wine Agency for its ongoing work in promoting Georgian wine. I’ve worked with them on various projects since 2009, and I can see the positive impact. Georgian wines are now available in specialist shops, supermarkets, and high-end restaurants. It’s also wonderful to see young, hip customers — the kind with beards or green hair — walking into my shops asking for qvevri wine, which shows just how much awareness has improved.

One of the challenges, though, was the lack of knowledge among the waiting staff and sommeliers. Even if a Georgian wine is listed on the menu, many staff members wouldn’t be able to answer questions about it. To address this, we started offering a one-day course on Georgian wines, qvevri wines, and amber wine. Restaurant managers have been booking this course for their staff, and it’s proving to be an effective solution.

Can you share some pleasant moments related to your connection with Georgian wine? Any achievements you’re particularly proud of?

We’ve had some fantastic events promoting wines made by women. Wineries like Kardenakhi Estate, Doctor’s Bio Wine, and Demi’s Marani are all run by women, and it’s been an absolute pleasure supporting them.

Together with Isabel Salomon and Tanya Mann, I established the Clay Wine Contest, which promotes wines made in qvevris, amphorae, karases, and tinajas. The first contest attracted over 80 entries, and we expect even more producers to get involved next year. The results also provide a valuable resource for restaurateurs who want to include more clay-fermented wines on their menus. They can access a list with expert scores and tasting notes, which is incredibly helpful.

I’m also very proud of 80-20 being the first Georgian wine shop on Amazon UK — another step towards making Georgian wines more accessible to a wider audience.

Who is your favourite type of customer?

I’ve seen a significant shift in British wine and coffee culture over the years. The British population has moved from tea and Bordeaux-only to embracing high-altitude fair-trade coffee and low-intervention organic wines. The speciality and artisan segments are growing rapidly, and it’s an exciting time for Georgian wine to be part of that movement.

As for my favourite customers — definitely young, open-minded, curious wine drinkers. They’re the ones who bring energy to the space, and I love their willingness to explore new styles.

Which wines are your bestsellers? Which types or producers stand out?

White classical-style wines are always popular. Tsinandali by Seroba and Pirveli sell incredibly well. Giuaani wines are also customer favourites. Amber wines have a growing following among more adventurous drinkers — the Blackbird Rkatsiteli by Kardenakhi, as well as Barbale and Lagvinari wines have their devoted fans. And then there’s Wet Dog wines, which are fun, quirky, and absolutely fly off the shelves!

Are there any new arrivals or events to look forward to?

We run a Guest Chef’s Program, inviting renowned chefs to create unique dinner experiences paired entirely with wines from our collection. So far, we’ve hosted Tekuna Gachechiladze, Guram Bagdoshvili, Andrey Ryvkin, and Levan Tskhadadze.

Looking ahead, from the end of May, we’re launching a new series of Silk Road-themed dinners, where we’ll pair Georgian wines with Indian, Thai, and Chinese cuisine. I’m convinced Georgian semi-sweet wines pair beautifully with spicy Asian dishes, so it’ll be exciting to explore that.

We’ve also created a unique Georgian Tapas concept in collaboration with chef Tamta Kikaleishvili (Tamtaki). This allows us to offer Georgian flavours in a modern tapas-style format without turning into a full-service restaurant. It’s been hugely popular, and we plan to expand the Tamtaki Tapas selection with more seasonal dishes, and of course, delightful wines.

Your message to UK wine lovers?

Discover without limits, stay open-minded, and you’ll see that Georgia has so much more to offer than just wine!