Devonian Coast Wineries: Overcoming Provincial Barriers
(8 pages of text)
By late 2015, the chief executive officer of Devonian Coast Wineries in the Canadian province of Nova Scotia had invested in the business and had broadened the distribution of the wines he produced. His chief concern was growing sales beyond Nova Scotia’s provincial borders. Selling wines in other provinces was difficult because it required approaching the various provincial liquor control boards. He had three options: continue to engage with each provincial liquor board’s buyers, lobby for greater retail access, or pursue the removal of provincial barriers to wine trade within the Atlantic provinces. If all interprovincial barriers were removed, he would need to compete with other provinces’ larger wine producers, and they would likely gain market share at the expense of local wineries. What was the best strategy to expand Devonian Coast Wineries’ distribution beyond Nova Scotia?
This case has been designed for use at both the undergraduate and graduate levels for courses on strategic management or on business policy and regulation. After completion of the case, students will be able to do the following:
- Understand Canada’s interprovincial barriers to wine trade.
- Apply a game-theoretic approach to business decisions.
- Formulate a strategy to influence government policy.
Accommodation & Food Services
Canada, Small, 2015
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