Case Study: Washington Winery reduces wine club churn with Mather Economics

Winery Company - Customer Case Study

Mather Economics worked with Winery Company, a winery in Washington, USA, to address wine club churn. The company wanted to test whether different marketing efforts could reduce member cancellations compared with a business-as-usual control group, using data from OrderPort.

Mather Economics ingested several years of sales and wine club history from OrderPort, built a churn-risk segmentation model, and helped design marketing communications for email, direct mail, combined email-plus-direct-mail, and phone outreach. The incremental communications reduced the stop rate to 1.45% versus 2.75% for the control group, delivering a 47.2% reduction in churn.