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Lawson’s Dry Hills: resilience in a bottle

At a family-founded winery in Marlborough, long-term investment in responsible winemaking has built a brand that continues to stand out globally.

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In a category where shelves are crowded and price competition is relentless, wine producers are tested on far more than quality. Shifting consumption patterns, rising compliance requirements, climate variability, and cost pressures are constantly redefining the global market.

Lawson’s Dry Hills shows how a strategic business model, clarity of purpose, and sustainable investments can create stability in a sector under pressure.

General Manager Sion Barnsley, who has spent 25 years with the company, and is also a shareholder, says a long-term commitment to responsible winemaking has shaped the winery’s resilience.

“Rather than reacting to short-term shifts, we have focused on making decisions that will stand up over time.”

Lawson’s Dry Hills is a vertically-integrated producer, meaning the business is structured for maximum control over the journey from vineyard to bottle. This operational model has been key to success when it comes to integrating long-term sustainable practices and servicing over 20 international export markets.

A defining choice made early

More than a decade ago, long before sustainability became a commercial requirement in many export markets, Lawson’s Dry Hills committed to building it into the core of the business.

At the time, most wineries stopped at basic certification, and it wasn’t clear if doing more would help the business. But Sion believed achieving higher standards would bring the team together around shared values. He also felt it could help them manage change in the industry by standing apart from it.

Achieving greater levels of certification wasn’t easy. It added complexity and cost, but the decision was grounded in a collective belief of a better future. Over time, sustainability became deeply embedded across the operation, from vineyard practices and energy use, to packaging choices and supplier relationships.

Turning values into commercial strength

Today, Lawson’s Dry Hills is New Zealand’s most sustainably-certified wine producer, and that position is delivering tangible commercial benefits. Around 80 percent of production is exported to Europe, where sustainability reporting and compliance are becoming standard requirements.

Investing with a long view

Lawson’s Dry Hills has directed capital into initiatives such as solar power, energy-efficient refrigeration systems, and regenerative farming practices. Many were undertaken years before financial returns would be realised, but the long-term vision remained clear.

BNZ has worked alongside the business for more than 25 years, across multiple growth phases and industry cycles.

Relationship Manager, Teresa Hodgkinson says the bank has supported Lawson’s Dry Hills with vineyard acquisitions, expansion, asset purchases, and foreign exchange services.

BNZ’s Green Business Loan is one example of that support. It has enabled Lawson’s Dry Hills to invest in sustainability initiatives on competitive terms, supporting both environmental outcomes and long-term commercial resilience.

Ready for what comes next

Lawson’s Dry Hills is focused on protecting its market position while continuing to invest in infrastructure that will support future growth.

Sion says time spent in export markets remains critical to the future of the business. To reduce the environmental impact of travel, however, fewer trips are planned for longer periods.

“It’s still really important to be present in our export markets. We build relationships on the ground, reinforce the brand story, and strengthen our long-term partnerships.”

In a sector under sustained pressure, Lawson’s Dry Hills has taken a considered path. Decisions made early and backed over time continue to shape a business built for longevity.

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This article is solely for information purposes and is not intended to be advice with respect to any matter discussed in it. If you need help, please contact BNZ or your professional adviser. Neither BNZ nor any person involved in the material accepts any liability for any direct or indirect loss or damage arising out of the use of, or reliance on, all or any part of the content.