Defining a digital channel strategy to leap ahead in the online wine market
Villebois Wineries is a French winery in the Sancerre region, focusing on mid- and upper-segment Sauvignon Blancs. As digital has started to transform the wine industry and this has been accelerated by COVID-19, Villebois requested SparkOptimus to define a digital channel strategy to leap ahead in the market and grow its brands and sales.
Working with SparkOptimus was a delight: they helped us tremendously with creating a clear digital sales vision, and then really helped our team to execute!
We thoroughly analyzed the online wine landscape via in-depth research and CEO interviews. We developed an indirect sales model to grow online retailer presence and sales per retailer, by taking away retailer barriers to selling Villebois’ wines. Also, we created specific approaches for seven key markets and assessed the feasibility of a direct-to-consumer (D2C) model. Finally, we identified pragmatic investments in organization and technology to realize the strategy with a limited team and budget.
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We delivered a clear strategy and action plan to grow brands and sales, with prioritized markets, potential retail partnerships, and an actionable improvement toolbox. We developed a direct-to-consumer proposition including branding, assortment, and delivery. Lastly, we defined an implementation roadmap and business case for key investments.
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