Case Study: DBU USA Achieves Greater ROI Visibility with GreatVines

DBU USA, Inc - Customer Case Study

DBU USA, Inc., the U.S. subsidiary of Italy’s leading grappa distiller, needed a better way to plan, execute, and track sales and marketing efforts as it launched in New York and Florida. The company struggled to manage account-level spend, including time, travel, entertainment, and POS materials, and wanted more accurate ROI calculations than simple cost-per-visit tracking could provide. GreatVines provided the field sales and trade marketing management solution used to bring structure and visibility to these efforts.

GreatVines implemented a configurable system that let DBU sales reps plan account activities, log detailed expense categories, and apply ROI thresholds to distinguish between truly underperforming accounts and those still valuable for branding. The results included far greater visibility into spend and account performance, more accurate metrics tied to individual sales actions, and improved strategic planning and team incentives. After less than a year, DBU reported that GreatVines enabled more nuanced ROI calculations, helped identify “hidden winners,” and supported a repeatable methodology for growing sales efficiently.