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Case Study · Food & beverage · E-Commerce

Turm Kaffee: 150% more sales in first year

Turm Kaffee had the brand, the product and centuries of expertise. The opportunity was there to turn that heritage into digital growth. R17 combined acquisition and retention marketing to grow Swiss revenue by more than 150% in the first year, then expanded the model into Germany and Austria.

150%

year-to-year revenue growth

+1K

Customers acquired through the Barista Academy

+50%

Retention rate through email marketing

The situation

Turm Kaffee is Switzerland's oldest coffee brand, with a long-standing reputation built around craft, quality and coffee expertise. But a strong heritage brand still needs a modern growth engine to drive sales. The challenge was to grow the Swiss B2C business while building a sustainable customer base, not simply generate more first-time purchases.

The call

Turn a heritage brand into a performance-driven business

 

R17 focused on both sides of the growth equation: acquiring new customers through performance marketing and keeping them coming back through retention. We combined paid media on Google and Facebook with email campaigns and automations, creating a connected acquisition and retention approach rather than treating each channel in isolation. Once the model proved successful in Switzerland, we used it as the foundation for expansion into new markets.

The work

Aiming for strong retention

01

Build the acquisition engine

We launched performance marketing across Google and Facebook to drive B2C sales in the Swiss market. The focus was on turning digital demand into measurable e-commerce growth.

02

Build retention into the model

Acquisition was only part of the opportunity. We introduced email campaigns and automations designed to bring customers back and increase the value of the customers already acquired.

03

Prove the model in Switzerland

The initial focus was the Swiss market, where we used performance data to establish a repeatable acquisition and retention model. The result was +150% year-to-year revenue growth and more than 2,500 new B2C customers in the first year.

04

Take what worked into new markets

With the Swiss model established, R17 expanded performance marketing into Germany and Austria. Meta supported B2C customer acquisition, while LinkedIn was introduced to support B2B lead generation.

The results

Growth that can travel

 

  • +150% revenue growth
  • 2,500 new B2C customers
  • +50% average retention rate
  • Expansion into Germany & Austria
Since R17 Ventures took over our Performance Marketing, we were able to grow our business by 150% in the first year in the Swiss market. In the meantime, we have ventured into Germany with R17 and are successful there too. R17 also manages our B2B digital lead engine as well as e-commerce performance marketing.
Sara Leuthold
CEO, Turm Kaffee

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5x Digital Commerce Awards 20x Web Excellence Awards 2x Shop Usability Awards 2x African Excellence Awards 1x Clutch 100 Winner