Receiver Coffee: Brewing Up Wholesale Customers

Case Solution

Eric Dolansky
Ivey Publishing ()

Receiver Coffee (Receiver), a Prince Edward Island-based coffee roaster and coffee shop, has been successful since it opened in 2012. Co-owner Colleen MacKay and her partners sought to wholesale the business by selling quality coffee to cafes, restaurants, and other businesses outside of your regular business area, with a focus on Ontario and Quebec customers. Despite the overall success of the brand in its home region, growth in wholesale coffee sales was limited. Receiver had a clear identity as a high-quality local coffee roaster, a well-defined set of marketing tactics including price and promotion, and ambitious growth targets. Now, in 2018, MacKay wondered how to find a market that could take receivers to the next level.

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