Campari Australia: Improving Sales Effectiveness With Salesforce
Visit any bar, restaurant or bottle shop and you can expect to see products owned by Campari Group. With a family of instantly recognisable beverages, their market penetration is impressive. So how does Campari Australia get their 50+ premium products stocked on the shelves across countless outlets all over the country? They do it with Salesforce.
The Brief
Campari Australia aims to dominate product categories and boost sales across outlets nationwide. Although they had Salesforce in place, their Salesforce instance wasn’t optimised to achieve their full potential.
Campari was facing data trust and transparency issues, making sales, stocking products, and managing business operations more challenging than necessary. To succeed, they needed to enhance field sales effectiveness and ensure their products were consistently in front of consumers.
Our Approach
As Campari Australia’s new Salesforce consultant, our first step was conducting a thorough health check of their Salesforce system.
We quickly identified integration issues between Salesforce and Campari’s data warehouse, causing frustrating data inconsistencies. We focused on fixing these integration challenges to rebuild data trust.
With reliable data, Campari Australia could leverage it for strategic actions. We helped them establish consistent call planning, objective management, and KPIs across the sales team. Given that much of Campari’s sales execution occurs in the field, the ability to access live customer data reliably and on-the-go was essential.
The Result
Since partnering with Campari Australia over five years ago, we have transformed their Salesforce instance, building trust in their data and allowing them to make confident, informed decisions. The sales team can now access real-time insights on the road, boosting their efficiency and effectiveness in client engagements. Transparency in sales KPIs, call planning, and objective management has enabled Campari to maintain momentum and eliminate guesswork from their sales strategy.
Today, we are supporting Campari’s transition to Salesforce Consumer Goods Cloud, enhancing their operations and positioning them for continued growth.