[{"data":1,"prerenderedAt":207},["ShallowReactive",2],{"guides-en-US-selling-wholesale-coffee-to-cafes":3},{"kind":4,"guide":5,"categorySlugs":199},"guide",{"key":6,"slug":6,"category":7,"order":8,"featured":9,"schema":10,"title":11,"seoTitle":12,"description":13,"excerpt":14,"keywords":15,"published":23,"updated":23,"readingMinutes":24,"cover":25,"related":28,"body":53,"faq":107,"products":117,"sources":130,"locale":131,"sourceHash":132,"translated":133,"paths":134,"slugMap":143,"categorySlug":198},"selling-wholesale-coffee-to-cafes","selling",50,true,"HowTo","Selling wholesale coffee to cafes: winning and keeping accounts","How to Sell Wholesale Coffee to Cafes","How roasters win wholesale cafe accounts: targeting, the tasting visit, pricing and terms, equipment, barista training, onboarding and keeping the account.","Cafes rarely switch roaster for a slightly better coffee. They switch for reliability, support and someone who understands their business. How to find, win and keep wholesale accounts.",{"primary":16,"secondary":17,"intent":22},"sell wholesale coffee to cafes",[18,19,20,21],"how to get wholesale coffee accounts","coffee roaster wholesale customers","supplying coffee to cafes uk","wholesale coffee supplier","informational, roaster growing wholesale","2026-10-09",8,{"figure":26,"kicker":27},"1 kg bags","Wholesale",[29,37,45],{"key":30,"slug":30,"category":7,"title":31,"excerpt":32,"readingMinutes":33,"updated":23,"cover":34},"cafe-wholesale-account-terms","Cafe account terms: credit, minimums and equipment on loan","Most bad debts and lost machines in roasting come from accounts opened on a handshake. The terms to put in writing before the first delivery, and how to enforce them politely.",7,{"figure":35,"kicker":36},"30 days","Account terms",{"key":38,"slug":38,"category":7,"title":39,"excerpt":40,"readingMinutes":41,"updated":23,"cover":42},"b2b-coffee-pricing-tiers","B2B coffee pricing tiers that protect your margin","Volume discounts are fair: bigger accounts cost less to serve per kilo. But tiers built on guesswork give away margin. Build each band from your cost to serve.",6,{"figure":43,"kicker":44},"Tiers","B2B pricing",{"key":46,"slug":46,"category":47,"title":48,"excerpt":49,"readingMinutes":24,"updated":23,"cover":50},"how-to-price-wholesale-coffee","running","How to price wholesale coffee from your real cost per kilo","Start from cost, not from the roaster down the road. A five-step method to build a wholesale price per kilo that survives a rise in green prices, with a worked example.",{"figure":51,"kicker":52},"£\u002Fkg","Pricing",[54,56,58,67,69,93,95,97,99],{"p":55},"Wholesale gives a roastery steady, predictable volume: the same kilos every week, delivered in 1 kg bags, invoiced monthly or on terms. It also brings competition on price, requests for equipment and the work of supporting baristas. Done well, a handful of good accounts carries the fixed costs of the whole roastery.",{"h2":57},"Winning an account, step by step",{"ol":59,"steps":9},[60,61,62,63,64,65,66],"**Choose your targets.** Independent cafes, bakeries, restaurants, offices and hotels within your delivery area, whose menu and price point suit your coffee.","**Find out what they use and pay.** Visit as a customer first. Note the grinder, espresso machine, menu prices and what they would likely buy per week.","**Ask for a tasting, not a sale.** Bring two coffees dialled in for their equipment and taste with the owner and head barista.","**Send a written proposal:** price per kg by volume tier, delivery days, payment terms, minimum order, any equipment terms and the support you provide.","**Offer a trial** of a few weeks with clear terms, so both sides can judge consistency and support.","**Onboard properly:** dial in on site, train staff, set up standing orders and the ordering method, and agree how to report a problem.","**Review after a month** and then quarterly: volume, feedback, recipe, staff turnover.",{"h2":68},"What cafes value",{"table":70},{"head":71,"rows":74},[72,73],"What they say matters","What you do",[75,78,81,84,87,90],[76,77],"Consistency","Recorded profiles and roast logs, blind cupping of every batch, the same blend all year",[79,80],"Reliable delivery","Fixed delivery days, cut-off times, stock held for their standing order",[82,83],"Support","Barista training, recipe advice, quick help when the grinder goes off",[85,86],"Price","A clear tiered price, with the value of support and service explained",[88,89],"Equipment","Equipment on loan or lease against a volume commitment, with servicing arranged",[91,92],"Easy ordering and invoicing","A simple ordering portal and accurate invoices",{"h2":94},"The economics of an account",{"p":96},"Work out the margin per kilo for each account after delivery and support time. A cafe using 10 kg a week is a very different account from one using 40 kg. Set a minimum volume for free delivery and for equipment, and price small, distant accounts so they still make money. See [B2B pricing tiers](guide:b2b-coffee-pricing-tiers) and [gross margin per kg](guide:gross-margin-per-kg).",{"h2":98},"Keeping accounts",{"checklist":100,"title":106},[101,102,103,104,105],"Visit or call each account on a schedule, not only when there is a problem","Retrain when staff change","Tell them before you change a blend component or a price","Track weekly volume per account; a drop is an early warning","Fix complaints the same week, in person if needed","Account care",[108,111,114],{"q":109,"a":110},"How do I find wholesale coffee customers?","Start with independent cafes and food businesses near you whose style suits your coffee. Visit as a customer, then ask for a tasting with the owner and head barista.",{"q":112,"a":113},"How much coffee does a cafe use per week?","It varies widely with size and trade. Ask the cafe, or estimate from cups sold and recipe dose; a busy independent can use tens of kilos a week.",{"q":115,"a":116},"Should I give cafes free equipment?","Only against a written commitment to a minimum volume over a minimum term, with a way to recover the equipment. See the account terms guide.",[118,122,126],{"target":119,"label":120,"note":121},"page:sales","Wholesale accounts and orders","Price lists, standing orders, delivery days and invoices.",{"target":123,"label":124,"note":125},"page:portal","Cafe portal","Your cafes order, reorder and see invoices in a portal with your brand.",{"target":127,"label":128,"note":129},"page:leasing","Equipment on loan or lease","Track machines placed in cafes and their 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