When Rick Libby, president of Traveling Vineyard, bought the company in 2010, he never imagined that it would be as successful as it is today. Libby developed the ‘traveling vineyard’ concept 16 years ago when he was working for Geerlings and Wade.
At the wine firm, he was asked to create a new strategy that would increase the direct sales of wine, which was sold through a catalog at the time. After talking about it with a friend, he got the idea to use in-home demonstration to sell wine, just like his friend’s wife used the technique to sell kitchenware. When put to test, the strategy led to greater sales.
Traveling Vineyard continues to improve
Although Traveling Vineyard is successful, the company continues to implement new ideas. For example, the firm recently started using Awesomm Mobile Software to help wine guides process orders and perform other tasks faster. The company also created Sommology, a system that makes it easier for guides to arrange beneficial tastings and pair food with wines. Travel Vineyard has found that using HubSpot to build relationships with customers is very successful. Mr. Rick Libby explains that the automated system is effective in tracking sales leads, allowing representatives to maximize the value of all leads.
Maintaining relationships with wine guides is important
Although Travel Vineyard regularly trains and encourages wine guides, the company does not place unnecessary restrictions on them. The wine guides are allowed to choose their working hours and don’t have to wear uniform while working. The company recognizes the importance of respecting people instead of taking them for granted. That’s why the company attracts several entrepreneurs, Libby says.
About Traveling Vineyard
Traveling Vineyard uses an in-home wine tasting sales technique that benefits both the vineyard representatives and customers. Wine Guides (Vineyard Representatives) pay fees to receive a kit containing wine education material, tasting glasses, sample accessories, and 10 bottles of wine to get them started. The customers get to sample different types of wine before they buy what they like. They also get to attend events where they taste wine and learn how to pair food with wine.