Tell us about your backgrounds and how you got into wine?
This all started quite simply with a bottle of wine we couldn’t get hold of in the UK.
A few years ago, we discovered a wine in South Africa through close friends who live there. It quickly became something we wanted in our own collection but when we realised it wasn’t available here, curiosity turned into action.
That led us down the path of understanding what it takes to import wine, and ultimately to creating Dellavita Wines.
Professionally, our backgrounds are very different. Ella previously worked in investment banking and is now retraining as a psychotherapist, while I come from an engineering background within Formula One.
Alongside that, we’ve spent years travelling, visiting vineyards, tasting wines and meeting producers something we genuinely love.
It is quite a jump from Formula 1 and banking — why now?
Dale Upton and Ella Upton-Clarke are excited about bringing small hand selected producers to the UK
It might look like a big jump, but for us it’s been building for a while.
Ella is making the shift full time, whilst I have been balancing both as we get the foundations in place. It’s a transition rather than an overnight change.
We reached a point where we wanted something more aligned with how we want to live something more personal, more connected to people, and more meaningful.
There’s also a shift in the market. People are becoming more interested in where things come from and who is behind them, and that creates space for smaller, more thoughtful importers.
What do you see as your USP in such a competitive marketplace?
Our USP is authenticity, without compromise.
We work exclusively with small, family-run or boutique vineyards. These are wines made with care, attention and real passion not mass-produced products designed for volume.
Every producer we work with is someone we’ve met personally. We’ve walked their land, sat with their families, and built genuine relationships.
We will never advocate for mass-produced wine, and we have no ambition to build a huge portfolio. In fact, the opposite it’s important to us that we remain boutique.
We want to be able to look every producer and every client in the eye and know exactly what we’re representing. That personal connection is everything, and we don’t want to lose that.
What have you done to research and analyse the market?
We’ve approached it in a very hands-on way speaking to people in the trade, visiting venues, attending tastings and events.
If we’re honest, one of the biggest challenges is that it never feels like enough. The wine world is vast, and there is always more to learn.
We’ve also found that many businesses have very strong, loyal relationships with their existing suppliers and we completely respect that.That’s exactly the kind of relationship we want to build ourselves.
Breaking into hospitality without coming from that world has probably been the biggest challenge. Relationships take time, trust and consistency, and we understand that. We’re prepared to put that work in for the right people and the right wines.
How are you sourcing your producers and their wines?
Dellavita is all about forging close partnerships with the right producers for its customers
Everything we do is relationship-led.
We’ve spent years travelling, visiting vineyards, and meeting producers in person. Many of our partnerships have come from simply being there walking the land, tasting the wines, and connecting with the people behind them.
We are also leveraging both old contacts and new ones, but ultimately we believe the wines and the passion of the people who make them will speak for themselves.
What is your buying philosophy?
If we wouldn’t drink it ourselves, we won’t buy it.
Beyond that, it’s about: authenticity; the people behind the wine; the story and sense of place; and whether it brings something genuinely different.
There has to be a reason for every wine we carry.
Why focus on South Africa, Italy, Spain, France and Portugal?
These are regions that mean something to us personally.
South Africa is where this journey began for us, through close friends who live there. Portugal is a country we’ve spent time in and absolutely love, particularly working with producers like those at Sampayo.
Italy is also very close to us we were married in Sicily, so that connection runs deeper than just wine.
These are places where we’ve built relationships, not just sourced products.
Who is your target market and how are you engaging them?
We’re focused on people who appreciate the finer things in life, but in an accessible and genuine way.
That includes independent restaurants, wine bars, specialist retailers, and consumers who want to feel connected to what they’re drinking people who want to be part of each vintage, not just buy a label.
At the moment, engagement is very personal conversations, tastings, small introductions building relationships rather than pushing for quick sales.
Do you work direct with customers or through wholesalers?
We will work directly wherever possible, as that allows us to maintain the personal approach that’s so important to us.
That said, we do recognise that we will need to engage with a small number of partners as we grow but only those who share our philosophy and approach.
Do you plan to sell DTC?
Yes, absolutely. Direct-to-consumer is an important part of what we’re building, as it allows us to tell the full story behind the wines.
That said, it’s a challenging space. There are many online wine clubs offering heavy discounts, which we feel can undermine the passion and work of the winemakers.
We have a huge amount of respect for what goes into producing these wines, and we will always try to reflect that in how we price and present them.
Any interest from your Formula 1 contacts?
Not directly at this stage.
We are exploring it, but it’s very much about finding the right people and approaching it in the right way. It’s a relationship-driven environment, so we’re taking a “softly, softly” approach.
The same applies to the corporate world that Ella previously worked in it’s about identifying the right wine clubs, the right people, and ensuring there’s a genuine fit.
What has surprised you most about forging a career in wine?
How open and friendly the wine industry can be.
There’s a real willingness to share knowledge, and we’ve met some incredible people along the way. We’ve also really enjoyed the travel that’s been a huge part of the journey for us.
At the same time, you quickly realise how much there is to learn. From navigating HMRC processes, to building an Instagram presence, to learning how to host tastings (and sometimes how not to), it’s been a steep learning curve and a lot of spreadsheets along the way.
What are you enjoying most?
The people and the challenge.
We genuinely enjoy meeting producers, hearing their stories, and being able to share that with others. But we also enjoy the challenge of building something from the ground up even when it’s not easy.
What has been most challenging?
Logistics and breaking into the hospitality world.
There are a lot of moving parts when it comes to importing, and timing is always a factor. On top of that, entering an industry where relationships are already well established takes time.
It’s also a slower pace than we’ve been used to, which has been an adjustment and something we are definitely learning patience with.
We’re also learning to recognise who is serious and who isn’t. As a new business, we have to be mindful. We can’t afford to place wines or open bottles for people who aren’t genuinely interested in working with us.
Anything else to say?
We’re still very early in our journey, but everything we’re building is being done with care and intention.
We’re not trying to grow quickly or become something we’re not. We simply want to work with the right people, represent the right wines, and build something that feels genuine.
* If you want to find out more about Dellavita you can contact Dale and Ella on dellavitawines@gmail.com.
