Traveling to emerging wine regions such as South Africa, Greece and Cyprus and tasting wines in New York from everywhere from Hungary to Long Island, I’ve thought a lot about how an under-the-radar region can make its mark in a market flooded with wine choices. Consumers are already accustomed to finding good wines at reasonable prices, and from places they recognize. So how can a country or region perceived as exotic or “foreign” to Americans find a place on domestic tables?

To start, by perfecting and promoting their own unique varieties, and marketing them realistically. This sounds easy enough, but it’s quite a challenge on many levels. The first is financial: it’s tempting for wineries to plant familiar varieties like Cabernet or Chardonnay—wines they know sell in other markets—instead of upholding the indigenous tradition of a Pinotage or Furmint , no matter how noble or worthwhile an endeavor. In their minds, they know there’s a real chance those indigenous varieties won’t ever gain serious, bankable traction in the highly competitive international markets.

I would never fault a smaller winery for trying to make solid business decisions—money is a real issue for these producers and a few missteps could put them out of business quickly. But in general, I think it’s dangerous for emerging regions to jump into the huge pool that is international-style winemaking. I’m not denying that sometimes great mainstream wines come from unlikely places (just try a South African Chenin or Cypriot Syrah sometime) but the real strength of a rising star region lies in its native varieties.

These are the wines that are best suited to the soil and the climate of the region, that in many cases have been made for decades, even centuries, by local winemakers. Found nowhere else, they embody the essence of the place in which they are grown, offering a truly unique experience to wine drinkers often lost in a sea of commercial, homogenous-tasting wines.

Despite this cultural allure of the wines, how do wineries get the message out to the American public? That requires a difficult balance of “unique, but not too foreign.” Blending native wines with mainstream varieties is one way to introduce wine drinkers to an emerging region and its local grapes. Consumers are more likely to grab a bottle of Xinomavro and Merlot because at least one of those words is familiar to them and it feels less like a risk. Eventually, one hopes they will graduate to exploring single varietal Xinomavro and all of the diversity expert producers can offer, but let’s take it one step at a time.

Labeling is important too—the bottle should have character but be readable and distinguishable. And then of course there’s education—tastings at wine stores, articles in wine magazines like Wine Enthusiast, getting the wines on restaurant lists and inspiring servers to learn about them and promote them—all will help wine lovers embrace the unfamiliar. It’s not easy maintaining one’s cultural identity in a market so flooded with familiar, and in some ways easier, wine choices. But thinking strategically, producers can uphold the character and tradition of their own native wines, while at the same time staying in business. What do you think?

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