The Clawback Brand

What We Did:

Event planning, Product development

Description:

South Coast Winery Resort & Spa is Temecula Wine Country’s largest single-brand wine producer. It also is the home of a 400+ room resort. However, they experienced challenges maintaining their average daily room occupancy, and needed to claw back lost market share.

After evaluating how the winery resort’s business verticals interacted with each other, we identified that the property could benefit from bundling their various products. We worked with the resort’s Director of Revenue Management to create a “Wine Enthusiast” vacation package, that included tasting room tickets to both South Coast Winery and its sister Carter Estate Winery with a room reservation. To this day it remains the resort’s most popular upsell bundle.

Another challenge came in the leadup to July 4th. Traditionally, room occupancy dipped during the 4th of July. We identified that if the the resort’s target consumers went somewhere to celebrate the holiday, they usually went to locations where they could see fireworks. Unfortunately, fireworks wasn’t an option in wine country because of the fire hazard.

To create a draw that would drive room reservations, we organized Temecula Wine Country’s first ever drone light show. The show was a sell-out success: the South Coast Winery resort sold out, as did its sister Carter Estate Winery resort — fully double the room occupancy rate from the previous year.