Home Wine Industry Spotlights Tactics Associated with DTC Success

Tactics Associated with DTC Success


Direct to Consumer sales continues to be wineries’ most profitable revenue channel and in many cases, the only channel. However, developing a strategy that optimize sales, customer acquisition, and retention can be difficult without a solid dataset to benchmark performance against.

Now in its 11th year, VinQuest research conducted by wine industry advisors VinterActive LLC in partnership with Wine Industry Network and leading winery associations across the country, collects and analyses key DTC performance data to provide valuable insight into consumer direct wine sales trends.

Wineries that participate in the survey receive:

  • Detailed DTC sales results from every winery size and U.S. region.
  • Best practices reported for tasting room, wine club, and e-commerce.
  • Proprietary 2018 forecasts for tasting room, wine club, and e-commerce.

“Our ability to provide detailed analysis of survey responses is crucial to wineries looking to better understand their direct to consumer channel,” says Bryan St. Amant, Founder & CEO, VinterActive LLC. “These results help wineries improve their sales, customer service strategies, and ultimately their businesses.”

The current VinQuest survey runs through January 31, 2018, and all U.S. wineries that complete this confidential survey by the deadline will receive a free copy of the research results – $149 retail value.

Unique in scope, VinQuest is the only research to measure tasting room, wine club, and online direct sales at a national level and identify the best sales and marketing practices reported by top performing DTC wineries across the country.

“While correlation is not causation, tactics associated with success offer valuable insight for wineries seeking to grow their DTC sales. In the past our surveys have revealed three to five things that the top performing wineries were doing to differentiate and market themselves,” says St. Amant.

Employing these best practices can yield significant benefits with the last VinQuest report showing that the strategies developed by top performing wineries resulted in 50% higher than average growth of their DTC sales.

VinterActive and Wine Industry Network invite all U.S. wineries to complete the 30-question confidential survey and receive a free copy of the research summary including 12 pages of results with over 30 supporting chart and graphs including:

  • DTC sales growth averages for 2017
  • Wine club average share of 2017 DTC sales
  • Tasting room share of 2017 DTC sales
  • Ecommerce share of 2017 DTC sales
  • DTC revenue share for 2017
  • Breakout data for wineries by size
  • Tasting room sales per visitor
  • And much more…

Your participation in this research benefits the entire wine industry and is greatly appreciated by all the wineries, associations and industry leaders who use its results each year. Winery associations promoting the project with their members receive the research summary along with a special regional summary. (NB. the more wineries that participate from a region obviously results in better data to compare the region).

Take the Survey