.svg){kind=small}
The Snapshot: The Art of Portuguese Terroir
Quinta da Plansel is more than just a wine shop; it is a celebration of the Alentejo region’s soul. Located in Montemor-o-Novo, the winery is renowned for its focus on bold, single-varietal wines like Touriga Nacional and Tinta Barroca.
For a premium winery, the challenge is unique. Wine is a social product, often consumed over time or shared with friends. Selling a single bottle of a $20–$50 wine is a win, but shipping heavy glass bottles is expensive. To maximize profitability and customer lifetime value, the goal was to shift the consumer's mindset from buying "a bottle for tonight" to "a case for the season."
The Starting Line: Overcoming the "Single Bottle" Barrier
Before implementing a dedicated bundling strategy, many customers would browse the exquisite collection at Loja Plansel and checkout with just one or two bottles.
In the wine industry, shipping costs are a major conversion killer. By encouraging customers to fill a box (typically 3 or 6 bottles), the brand could justify shipping costs while providing the customer with a better price-per-bottle. Plansel needed a way to make the "6-bottle" choice feel like the most rewarding and logical path for the wine enthusiast.
The Solution & Execution: The "Quantity Break" Experience
Plansel leveraged Kefi Commerce to implement a seamless Quantity Breaks (Volume Bundle) strategy across their most popular labels, such as the Plansel Selecta and Dorina Lindemann series.
1. Visual Tiered Pricing (The "Nudge")
On high-performing product pages, Plansel introduced a clear, attractive pricing table. Instead of a hidden discount, customers immediately saw a "Buy More, Save More" grid.
- The Logic: Buy 3 bottles, save X%; Buy 6 bottles, save Y%.
- The Psychology: By anchoring the price against a full case of 6, the customer feels they are "losing money" by only buying one.
2. Removing Friction in Selection
By using Quantity Breaks on specific product pages, Plansel eliminated the need for complex "Bundle Builders." Since wine lovers often have a favorite varietal (like the Touriga Nacional 2022), the bundle allowed them to stay on one page and simply click "6" to see the price drop instantly.
3. High-Intent Implementation
Plansel didn't just apply this to clearance items; they applied it to their flagship wines. This ensured that the $54,018 in bundle revenue wasn't just "discounted stock," but high-value sales of their best-performing products.
The Outcome: $54,000+ in Incremental Growth
The results of this "Volume First" approach were immediate and impactful:
- Explosive AOV Growth: A 16.80% increase in Average Order Value is a game-changer for a luxury goods brand. It represents the difference between a casual taster and a loyal collector.
- Revenue Efficiency: By generating over $54,000 in revenue specifically through bundles, Plansel proved that their audience was willing to spend more if the value proposition was framed correctly.
- Operational Optimization: Larger orders mean more efficient shipping and packaging cycles, allowing the winery to move more volume with less logistical friction.
.svg){kind=small}
