Territoriacoffee Case Study: How launching ad campaigns from scratch drove coffee and tea sales to a 439% ROAS
The whole-bean coffee and tea market is highly competitive, with a diverse audience ranging from retail connoisseurs to HoReCa and office procurement managers. The brand territoriacoffee.com needed to build an effective online order acquisition system from the ground up and establish a firm foothold in the Ukrainian market. A systematically configured PPC strategy allowed us to segment incoming traffic and quickly bring the project to stable profitability.
To avoid wasting budget on mixed audiences, the team separated search scenarios based on different consumption models.
Over the course of 9 months, our specialists completed the following tasks:
- Full analytics infrastructure: we set up e-commerce tracking in GA4 and Google Tag Manager to accurately assess the profitability of each product.
- Segment categorization: we divided advertising campaigns into retail categories, gift sets, and offers for the HoReCa segment.
- Performance Max optimization: we launched smart shopping campaigns focusing on the highest-margin coffee varieties and popular teas.
- Negative keyword filtering and cleanup: we excluded informational traffic and recipe-related queries, directing 100% of resources toward one-click purchases.
This distribution of promotional efforts made it possible to quickly identify the highest-converting items and redirect the budget toward products with the highest average order value.
Monetizing high-intent demand: search advertising, a 212 UAH customer acquisition cost, and project economics
Focusing on the value of ordered items and precise targeting created a sustainable business financial model:
- Return on Ad Spend (ROAS): the return on advertising investment reached a steady 439%.
- Cost Per Acquisition (CPA): the average cost to acquire a single customer was maintained at 212 ₴.
- Cost Per Click (CPC): thanks to high ad relevance, the average click cost was 6.49 ₴.
As a result, the brand gained a functional sales channel with strong potential for further LTV growth through repeat purchases.
Scaling e-commerce in the beverage niche: Locomotive Digital's takeaways for territoriacoffee.com
The Territoriacoffee project demonstrates that even in the oversaturated coffee and tea market, you can quickly carve out your niche by correctly distinguishing between B2B and B2C demand and launching targeted shopping campaigns.
Do you want to turn your online store into a source of consistent orders and optimize your advertising spend? Our team will select the best promotional tools for your goals. It is profitable to order search advertising from the experts at Locomotive Digital – it is the solution for the confident growth of your business.
