Case Study: Campari America boosts sales productivity and brand growth with GreatVines

Campari America - Customer Case Study

Campari America, a major spirits supplier and subsidiary of the world's sixth-largest spirits company, faced challenges with its on-premise sales strategy. The company lacked direct engagement processes for key accounts, relied on lagging sales volume data for goals, and had no tools to measure critical KPIs like menu placements. Their sales and trade marketing teams used a disconnected mix of spreadsheets and outdated software, which provided little visibility into strategic execution and ROI, hindering growth despite a diverse portfolio of over 20 brands.

Campari implemented the GreatVines Sales Execution Platform to address these issues. The solution provided integrated sales data, mobile applications, and embedded analytics, enabling the team to plan, execute, and measure performance against strategic KPIs at the account level. This led to immediate improvements, including a 9.3% growth in the Americas in 2018 and an 11.2% growth in the U.S. in Q1 2019. The GreatVines platform boosted sales productivity, provided greater accountability, and elevated Campari's position with its distributors to that of a best-in-class supplier.

Campari America