Charles de La Portbarré
Luxury Clienteling
Your best Clients are asleep in your data.
I read your sales history, private Clients and trade alike, and tell you who to call back, who to move up, who to win back. The clienteling methods of the Luxury Maisons, without their budget.
For the fine wine world: estates, importers, distributors.
Fifteen years in Client analytics, including Chanel and Richemont.
Let’s talkA first conversation, no strings. You'll leave knowing what your data can tell you.
Beyond your best Clients, some are ready to buy again, others to win back, impossible to track by hand.
What you see
A good year.
Your two year-end numbers. They're up: nothing seems to need attention.
The same numbers, opened up to act on.
Illustrative example, fictional data.
- Behind “+20%”, 39 Clients left unnoticed, while your loyal ones are only waiting to trade up.
Why should you care about clienteling?
Because it all rides on the Clients you already have.
- Selling more to a Client who already buys costs a fraction of winning a new one.
- Bringing back a Client who has drifted is far easier than finding a new one: the relationship is already there.
- Your best Clients become ambassadors: they bring others in, and build your reputation.
Reading your base is what tells you who to act on, and how.
Whether you sell direct to your Clients or through distributors/F&B, I read your Clients on both sides.
My method, in brief.
Three stages, taken only as far as each one serves your team:
- Client Portfolio DynamicsI read your sales history and show you where you stand, how your Client base is evolving, and which actions actually get results.
- TransmissionI train your team to run the method themselves, so reading who to keep, grow and win back becomes routine.
- AccompagnementThe concrete moves learned inside the great maisons to build engagement, applied to each Client group.
References and testimonials
A guest of Areni Global, the world reference in fine wine
Building Buckets: What Fine Wine Can Learn from Luxury Brands' Data Playbook
He knows wine and our trade as well as he knows data.
"When Charles arrived, our Client data was scattered across several files that weren't linked to each other. I sensed there was something to be drawn from it, but I didn't really know how we'd go about it. He took the whole thing on himself, with minimal effort on our side. His real strength is that he knows wine and our trade as well as he knows data: he applied to an estate like ours the Client tracking methods used by the great luxury houses. What came out was a clear read of our Clients: who comes back year on year, who moves up the range, who to rely on to build the brand, with concrete actions attached. Even if we had been able to devote a great deal of time to it, I'm convinced we would never have reached the same level of information and quality of analysis."
He precisely measured how a change in our menu affected our net margin.
"As a restaurant, we don't have a team dedicated to IT or data. Charles helped us download and prepare the data, then worked autonomously. On top of the Client analysis, he precisely measured how a change in our menu affected our net margin. His ability to tailor his approach to our needs and our systems delivered concrete actions on our side."
Your data stays with you.
Your data reaches me pseudonymised: every Client is given a number and never a name, the key stays with you. Nothing starts before an NDA, and if building that extract is the blocker, I'll come and do it with you.
Who I am.
Fifteen years reading the Clients of the great luxury maisons, including Chanel and Richemont, across Europe and Asia. Now at the service of fine wine.
Let's talk about your Clients: one conversation is enough to see what your data reveals.
A first conversation, no strings.