How a Coffee Roaster Scaled Past 10 Million by Fixing Wholesale

Scaling Up with Fexingo: How Small Businesses Become Mid-Market Companies · Aug 3, 2026 · 6m · transcript

In this episode, Lucas and Luna unpack how a specialty coffee roaster grew from a local café side project to a $10 million business by overhauling its wholesale model. The key wasn't better beans or flashier branding—it was a radical shift in how the company served its café clients. We break down the three-part strategy: tiered pricing that actually rewards loyalty, a minimum order policy that cut unprofitable accounts, and a dedicated client-success team that turned order-takers into partners. Along the way, we look at the numbers: how gross margin jumped from 38 to 52 percent, how…