Project Description

Leading Spirits Supplier Boosts Sales Productivity and Drives Brand Growth

Campari America

New York, NY

Campari America faced challenges in pursuit of strategic, on-premise account activation in the United States. Like most suppliers in the industry, their go-to-market strategy relied on a relatively small salesforce which was focused on managing distributors to execute at retail and on-premise trade accounts. While having success with this strategy over the years, Campari realized the absence of several critical success factors were impeding their growth. These included sufficient direct key account engagement processes, effective goaling strategies and performance metrics, and appropriate technologies and tools to measure and ensure success.