CASE STUDY — Mark Anthony Group

Wine Making on the Edge

Reinterpreting a luxury wine brand in a modern digital world

+30K Digital Club Members
829K Page Impressions

Business Environment

When talking about world-class luxury wines and wine experiences, regions like Napa Valley and Bordeaux tend to dominate the conversation… British Columbia, decidedly less so. Even though wine consumption by Canadians has grown over the past decade, and sales of Canadian wine are increasing 4.7% annually, consumers of high-end wine (more than $60 per bottle) prefer imports. With the wines of the Okanagan Valley gaining critical acclaim globally for their quality and unique features, the Mark Anthony Group, one of the largest luxury vineyard owners in the valley, is building an immersive wine experience on par with that offered by any great wine region. This architecturally significant and cutting-edge experience is aptly named “Iconic Wineries of British Columbia” (IWoBC) and is set to open in Kelowna in 2020.

Challenge

Despite its breathtaking natural beauty and its proven track record for the production of award-winning and terroir-centric wines, British Columbia’s viticulture enjoys only modest recognition at home and abroad. Restaurants across Canada that cater to high-end wine lovers see less than 25% of their sales going to domestic wine producers, and less than 10% of those wine lovers have visited the Okanagan region to enjoy its amazing varietals. With a 100% Canadian pedigree, the family-owned Mark Anthony Group (MAG) partnered with Astound to help educate wine lovers about the singular beauty of the Okanagan, as both a wine destination and a producer of award-winning world-class wines. To achieve that vision, Astound had to design an experience-driven commerce ecosystem that would enhance visitor experiences in the Okanagan as well as empower compelling brand value at distance.

Strategy

Our strategists, marketers, and engineers completed an intensive discovery exercise to map MAG’s unique digital ecosystem, which included brand positioning, digital marketing, customer experience, and technology—uniting all consumer touchpoints, both online and offline. We developed an umbrella marketing approach that could bring the story of the uniqueness of the Okanagan to life, while supporting each winery’s place in the narrative. A singular platform is being designed and implemented to easily incorporate all the wineries, as well the Kelowna-based “Iconic Wineries of British Columbia” (IWoBC) experience. To deliver an online, modern luxury wine experience that could match the attractiveness of the wineries, our CX team designed a next-generation wine interface that will bring all of these stories to life in a compelling and frictionless way.

Execution

The digital marketing strategy employs a multipronged approach, utilizing demand and lead generation, consumer segmentation, and data analytics to acquire and engage the right audience for the MAG brands—including wine lovers from Montreal to Vancouver. Our digital marketing team is also leveraging the IWoBC brand platform in a multifaceted social media program that endeavors to cultivate awareness and encourage consumers to discover Okanagan and all it has to offer. Armed with marketing data and insights, our experience design specialists are developing rich and flexible customer journeys that embody a modern approach to the sale of luxury wines, and building them on a single commerce platform that encompasses all of the MAG business units, including winery restaurants, tasting rooms, wine clubs, and D2C sales.

Results

In order to compete in the complex world of luxury wines, we are reinterpreting what it means to be a luxury wine brand in a modern digital world. Our goal is to give IWoBC a pivotal role in establishing the Okanagan as a world-class wine destination producing iconic luxury wines. They have pledged to be the most “customer-centric” wine brand in Canada, which demands a robust set of solutions in this highly competitive marketplace. The early results are very promising and we are proud to partner with the company as it blazes this unique trail in Canadian soil.

+30K Digital Club Members
829K Page Impressions
  • Engaged and activated 1.2 million Canadian luxury wine lovers
  • Conducted trade events in major cities to test value proposition
  • Developed reference architecture to align commerce, marketing automation, sales, POS, order management, reservations, subscription, and compliance
  • Gained +30K new digital club members
  • Driven 829K page impressions, 340K post impressions and 25K engagements
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