How Kettle & Co signed 60 cafés as wholesale accounts

Great beans, no route to the buyers

The team drove around dropping off samples with no system, often handing bags to staff who never passed them up the chain. Chains weren't a fit; the independents that were took real effort to find.

Target the independents that care about quality

Kettle & Co used Business Explorer and Opportunity Finder to identify independent cafés and restaurants likely to value specialty coffee, organized them in Lead Lists, and used AI Outreach to reach owners with a warm, personal note and a sample offer.

From samples to standing orders

The roaster signed 60 wholesale accounts and tripled its wholesale revenue, with nearly a third of sampled cafés converting to standing orders.

Every sample now goes to a café that actually fits - and to the person who decides the menu.