tiergain
B2B wine bundle pricing tactics for AOV in 2026
Restaurants and retailers buy wine by the case. Your wholesale pricing should reward mixed cases and larger orders with progressive tiers.
55%
AOV lift from tiered B2B wine bundles
$1240
Average B2B wine bundle order
5.2x
Higher AOV on B2B wine vs D2C
Wine B2B is built on mixed cases. Restaurants want variety across reds, whites, and sparkling. Your wholesale bundles should reward the full-spectrum order.
The hacks
Dollar-threshold tiers for restaurant wine orders
Spend $500: save 12%. Spend $1000: save 18%. Spend $2500: save 25%. Restaurants order mixed cases across reds, whites, and sparkling. Dollar thresholds fit wine buying perfectly.
Restaurant wine list builder bundle
Let restaurants build their wine list as a bundle: pick from reds, whites, rosé, and sparkling at a combined case discount. Tiergain handles cross-category wine bundles with dollar-based progressive tiers.
Mixed case pricing with per-bottle display
1 bottle: $28. Case of 6: $142 (save 15%). Case of 12: $269 (save 20%). Show per-bottle price: "$22.42/bottle in the 12-case." Restaurants compare per-bottle cost across distributors.
Seasonal wine selection for restaurant wine lists
Summer selection: lighter whites and rosés. Winter selection: bold reds and fortified wines. Seasonal bundles help restaurants refresh their wine list quarterly. Tiergain structures seasonal wholesale bundles with rotating product pools.
Free delivery on B2B wine orders above $800
Wine is heavy and fragile to ship. Delivery costs are significant. Free delivery at $800 motivates adding one more case. The threshold should be 120% of your median B2B wine order.
Auto-restock for restaurant recurring wine orders
Restaurants reorder wine every 2-4 weeks. Offer auto-restock at an extra 5% off. The recurring delivery removes ordering friction and locks in predictable wholesale revenue.
One restaurant account equals 200+ individual bottle sales
A single restaurant ordering $1240/month in wine generates the revenue of 200+ individual $6.20 D2C add-ons. Build a dedicated B2B wine page. One account can be your biggest revenue source.