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Interview

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The Power of Premium Positioning: Illy Caffè’s Formula for Growth

📍New York, US

Few brands embody the essence of Italian culture quite like Illy Caffè. Founded in 1933 in Trieste, the company has built its reputation on three pillars: quality, sustainability and design. Under the leadership of Cristian Arcangeli, Vice President of Marketing, Commercial Strategy and Digital, Illy has managed to stay true to its heritage while achieving remarkable growth in new markets.

In just a few years, Illy has expanded its customer base in the United States by four times. What was once a niche European coffee brand is now becoming a household name among American consumers. This success came from a clear focus on consistency and a refusal to compromise on brand values. Rather than adapting to every retailer’s needs, Illy maintained its premium identity and communicated through the same lens of Italian excellence that made it iconic at home.

One of the boldest moves came through its partnership with Amazon. Illy treated the platform not only as a place to sell but as a stage to tell its story. By investing in Amazon’s streaming services, including Prime Video, Illy used video as a powerful tool for brand awareness. That curiosity to test, learn and innovate, combined with discipline to stay the course, helped the brand connect with consumers in unexpected ways.

Cristian describes coffee as more than a beverage. In Italy, it is a ritual and a community experience. Bringing that philosophy to a market where coffee is often a daily routine has required vision and persistence. Illy’s growth in the U.S. shows how a brand can respect its roots while embracing technology and new behaviors. When curiosity meets discipline, even a tradition as old as Italian coffee can find fresh ways to inspire.

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