5 ways to Start Right with Mt Yengo Wines

Australia’s wine scene is one of the best in the world, but it’s also one of the most competitive. In a business environment dominated by a handful of major brands – and where smaller outfits must fight for recognition and retail opportunity – it’s vital for independent winemakers to have a distinctive voice, as well as a premium product.

Enter Mt Yengo Wines, Australia’s first Indigenous-owned wine brand. Founded in 2016, Mt Yengo operates as a joint venture between hospitality entrepreneurs Ben Hansberry and Gary Green, a Gamilaraay and Githabul man, along with renowned artist and Palawa man Wayne Quilliam. Together they saw an opportunity to tell a wine story that wasn’t simply Australian but also spoke to the values and knowledge of First Nations people.

Key to this approach are their eye-catching labels, which use Wayne’s acclaimed art and photography to share and celebrate Indigenous culture and country. Mt Yengo is also proud to donate 25c from every bottle sold to the National Indigenous Culinary Institute, helping young Indigenous chefs experience world-class training at some of the country’s best restaurants. 

“Everything we do – our storytelling, our partnerships, our business decisions – aligns with our core purpose,” Wayne explains. “That’s what makes it real."

The three partners certainly know something about growing a business. Having recently witnessed a 10-fold surge in sales in a single quarter thanks to new partnerships with Coles and Carnival Cruises, Mt Yengo is a true Australian wine success story and a tribute to hard work, perseverance and the importance of an authentic brand purpose. 

We sat down with Ben and Wayne to ask them what they’ve learned during their Mt Yengo journey – and what advice they have for people who are starting a business.

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Lean into what makes you different

"Storytelling is everything. When people pick up a bottle of our wine, they’re not just buying a drink: they’re buying a piece of culture, a piece of history. Our labels aren’t simply designs. They’re stories, artworks that have meaning and connection to country. When we present our wine to buyers, they don’t just want to hear about the flavours, they want to understand the story behind it. That’s what makes us different and that’s why people remember us."

Stay adaptable and open to new opportunities

"We started with a focus on China because it was a booming market, but we quickly saw that Australia had huge potential, especially with corporate buyers and retailers. That shift led us to partnerships with Coles, Carnival Cruises and other major distributors. The key is to always be looking at where the real opportunity is and being willing to shift gears when needed."

Be prepared to play the long game

"You have to be patient. Some corporations move slowly and people change roles all the time. It took us five years to get into one of our largest distributors. We’d build a relationship with someone and then they’d move on and we’d have to start over. But we kept at it, knowing that once we got in it would be worth it. The key is persistence and making sure you’re always building new relationships within these companies."

Learn from your mistakes

"There were times when we trusted a handshake deal and it didn’t work out. We bottled wine for clients who weren’t ready and it impacted our cash flow. Now, we’re more cautious. We still trust people, but we make sure everything is locked in contractually before we get going. Business is about learning from your mistakes and making sure you don’t repeat them."

Don’t try to do everything at once

"It’s tempting to jump on every opportunity, but you can only do so much at once. We’ve learned that doing fewer things well is better than trying to do everything and spreading yourself too thin. That’s why we focus on growing in a way that makes sense, making sure each step is sustainable before moving to the next."

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