INNOVATION CASE – Business Management and Organization of Internal Resources
Massimago and Divinea
Starting year: 2020
Involved subjects: Massimago, Divinea
Innovation area: Sales and marketing
Objectives
Increasing online presence and accessibility
Increasing opportunity of personalised experiences (tailored tours, curated packages,…)
Enhancing visibility and marketing
Strong focus on the educational component (tours, tastings, interactive experiences,…)
Increasing sales and expand their market
Summary
Massimago is a renowned winery located in Valpolicella, Italy, known for producing high-quality wines, particularly Amarone, Valpolicella, and Ripasso. The history of the winery dates back to 1883, but it underwent a significant revival in 2003 under the leadership of Camilla Rossi Chauvenet, who modernised production and elevated the company’s prestige. Nowadays, the winery stands out for its focus on sustainability and innovation in viticulture while maintaining a strong connection to local winemaking traditions. It is also well known for its wine tourism activities, offering experiences such as tastings, guided tours, and stays at their agritourism facilities, allowing visitors to immerse themselves in the wine culture of Valpolicella.
Divinea is an e-commerce platform specialising in the sale of high-quality wines and gastronomic products. The digital platform is specialised in enhancing the direct sales experience for wineries, using advanced technologies to connect wine producers directly with consumers. The collaboration between Massimago and Divinea allows the winery to expand its online presence, reaching a broader and more diverse clientele. Through Divinea, Massimago can distribute its wines directly to consumers, making it easier for wine enthusiasts to access their labels. This relationship is beneficial for both parties: Massimago can leverage Divinea’s established platform to increase sales and visibility, while Divinea enriches its catalogue with prestigious and high-quality wines from Massimago, attracting wine lovers looking for excellent products.
Difficulties
- Integrating traditional winemaking practices with modern digital solutions
- Technological adaptation (training the team)
- Logistical coordination (ensuring timely and accurate deliveries while maintaining high standards of customer service)
- Consumer engagement through innovative strategies (transition from a traditional in-person wine tasting and sales to a more digital-centric approach)
Results
Significant improvement in the competitiveness and economic sustainability of the Massimago winery by means of:
- Increase in direct sales
- Enhanced customer experience
- Market expansion
- Data collection and analysis