How a Coffee Roaster Scaled Past 10 Million by Fixing Wholesale

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 customer churn dropped by a third, and how the founder's decision to fire his largest client freed up capacity for more profitable work. If you've ever wondered why some small businesses stall at the million-dollar mark while others break through, this episode offers a concrete playbook. No hype, just the mechanics of a smarter wholesale operation. #CoffeeRoaster #WholesaleStrategy #SmallBusiness #ScalingUp #GrossMargin #CustomerChurn #TieredPricing #ClientSuccess #B2B #SpecialtyCoffee #BusinessGrowth #RevenueMilestones #FexingoBusiness #BusinessPodcast #Scaling #MidMarket #CaseStudy #Operations Keep every episode free: buymeacoffee.com/fexingo