The growth question behind the sales data
For a fine-wine company with a portfolio of brands, growth is a local question. The Duckhorn Portfolio’s California team wanted to understand the restaurants and retailers around its existing business: where its wines appeared, where comparable producers had a presence, and which accounts were worth getting to know.
Connecting the distributor sales managers with observations from wine lists and retail shelves would give the team a fuller basis for deciding where to focus.
The picture came together in Los Angeles
The collaboration began in Los Angeles. Wine Labs brought observed restaurant and retail placements into a geographic account view, then added Duckhorn’s supplied depletion data: sales moving from the distributor to accounts.
Together, those perspectives made an account easier to understand. An existing placement could be reviewed alongside distributor sales. An account carrying comparable wines could become a starting point for further research. The team’s knowledge of its market remained central to deciding what to do next.
A market, seen account by account
Fictional accounts on a real Los Angeles map
Portfolio presence
Account to explore
Select an account to see the context.
A local view became a statewide workspace
As the work developed, the workspace expanded from Los Angeles to California. Duckhorn’s feedback shaped follow-up improvements to city and ZIP-code coverage, keeping the view connected to the way the team explored its territory.
The result was a shared place to review market presence and distributor sales, moving between the statewide picture and the accounts behind it. For the California team, that created a more informed starting point for account planning. Feedback from the Duckhorn team captured the practical value of seeing the Los Angeles sales updates in context.