See Full Top 20% 2025 Through August Report Here
While many wineries saw DTC revenue decline by nearly 10%, the Top 20% grew an impressive +15.5% — and they did it by rethinking how they engage with customers.
These top performers aren’t relying on club allocations alone. They’re diversifying channels, driving more in-person and phone sales, and expanding off-site event success. In the tasting room, growth comes not from conversion rates, but from more visitors (+7%) and higher average order value (+4%).
Even better, they’re retaining members longer and earning more from each — with +17–20% growth in revenue per member and attrition rates around 22–23%. More frequent shipments and “beyond allocation” club sales are also fueling momentum, proving that balanced engagement leads to stronger, more sustainable growth.
—> See the full Top 20% Report for all the numbers and insights behind how the best wineries are outperforming the market in 2025.