Vineland Estates Winery
- Case: Last Call Analytics enables Vineland Estates Winery to optimize its sales pipeline and route to market.
CLIENT OVERVIEW
Nestled on the slope of the Niagara Escarpment, The Vineland Estates Winery and Restaurant is one of the most memorable stops on the wine route. Winemaker Brian Schmidt has over 30 years of experience and devotion to winemaking with world renown Cabernet Franc, expressive Riesling, rare Pinot Meunier and a memorable Chardonnay.
BUSINESS CHALLENGE
Prior to implementing Last Call Analytics, Vineland Estates was struggling to get a full picture on what was happening with their wine sales across the country. They had access to industry numbers via liquor board raw data sets but lacked the staff and analytical skills to parse the data into digestible and actionable figures and insights.
Without being able to decipher and use this data, Vineland Estates was essentially blind in various aspects of their business including sales performance, category trends, inventory levels and success of promotions.
In addition, prior to Last Call Analytics, Vineland Estates Winery was relying on old school sales tactics like relationships and branded merchandise giveaways.
THE WINNING SOLUTION
Since working with the Last Call Dashboard, Russian Standard has experienced great success in streamlining and optimizing their sales; salespeople can now easily understand the province-specific data needed to plan their days and routes, prioritizing the most strategic accounts, and confidently sharing reports with store managers on Russian Standard offerings. Through the dashboard, sales representatives can identify where the products are successful – and where they aren’t, allowing them to plan where to do tastings and promotions. In addition, Last Call Analytics gives the Russian Standard team insight into where their competitors are and aren’t doing well, allowing Russian Standard to target the weaker spots and increase their footprint and brand recognition by targeting competitors’ shelf space.
The Last Call Dashboard has given Russian Standard insight into matters they weren’t aware of. The dashboard showed pockets of Alberta that were peak sales spots for vodka where Russian Standard had no dedicated staff. Through this analysis, Russian Standard hired a new salesperson in the region, who has quickly driven the brand’s success in Alberta. In addition, when seeking to launch new offerings, the Last Call dashboard allowed Russian Standard to develop products with the highest consumer demand, down to flavor and size format specifics.
Last Call Analytics has empowered Russian Standard to make quick and confident decisions, optimize reports, improve global brand strategy, and remain competitive in the tough vodka market.
THE COVID-19 IMPACT
In early 2020, many parts of Canada shut down all on-premises dining and drinking locations in response to the Covid-19 pandemic, causing Vineland Estates to shut down their restaurant and winery visits; and forcing the business to rely solely on retail and direct to consumer sales for most of the past year. By leveraging the Last Call Analytics dashboard, Vineland Estates was able to execute their retail strategy and keep the business afloat and find growth in new channels.
Key Business Benefits for Vineland Estates Winery include:
- Data-driven decision making
- Improved productivity
- More efficient and streamlined operations
Last Call Analytics is a powerful sales data analytics and visualization platform that empowers frontline sales teams and managers to identify opportunities to improve sales and profitability.