How a Niche Coffee Roaster Scaled Past 25 Million by Fixing Its Wholesale Channel

In this episode of Scaling Up with Fexingo, Lucas and Luna dive into the story of a regional coffee roaster that broke through the 25-million-dollar revenue ceiling by rethinking its wholesale channel. They explore how the company shifted from a scattered network of grocery and cafe accounts to a focused partnership model with a handful of high-volume clients, and how that change unlocked predictable growth. The conversation covers the data behind the decision, the sales team restructure, and the operational tweaks that made the new model stick. If you've ever wondered why some B2B businesses scale smoothly while others stall, this episode offers a concrete playbook. Lucas and Luna also discuss the importance of saying no to the wrong customers and how a simple tiered service structure can transform profitability. Tune in for a practical, numbers-driven look at one company's journey from 12 million to 27 million in revenue in just under three years. #CoffeeRoaster #ScalingUp #BusinessGrowth #WholesaleChannel #B2BSales #RevenueGrowth #SmallBusiness #MidMarket #SalesStrategy #PartnershipModel #OperationalEfficiency #CustomerSegmentation #FexingoBusiness #BusinessPodcast #Scaling #Entrepreneurship #FoodAndBeverage #Distribution Keep every episode free: buymeacoffee.com/fexingo