We put your
roastery
in the black.
Commissioned wholesale sales for specialty coffee roasters. We find the accounts, send the samples, close the deals. You pay nothing until we do.
Your coffee.
New accounts.
Commissioned wholesale sales for specialty coffee roasters. We find the accounts, send the samples, close the deals. You pay nothing until we do.
Your coffee.
New accounts.
The Offer
Most roasters don't have a wholesale sales problem. They have a bandwidth problem. You're running a roasting operation — you don't have time to cold call cafés, follow up on samples, and close accounts.
That's exactly what we do. And we only get paid when you do.
You pay for
Samples + shipping. That's it.
We handle
Prospecting, outreach, follow-up, closing
We even
Print labels and package your samples
You pay us
Commission only — when we close
How It Works
We prospect, pitch, sample, follow up, and close — the full sales cycle, done for you. Here's what that looks like month to month.
01
We research and prospect 40–60 qualified accounts per month in your target markets. Cafés, restaurants, offices, grocers — the right fit for your coffee.
02
Personalized outreach via email, phone, and in-person visits. We follow up 5–7 times per lead. No prospect goes cold on our watch.
03
We print your labels, package your samples, and ship them. Average turnaround: 48 hours from request to doorstep. You just send us the beans.
04
Average sales cycle: 45 days from sample to signed account. You fulfill the orders. We collect our commission. That's it.
40–60
Accounts prospected per month
45
Average days to close
5–7
Follow-ups per prospect
48hr
Sample turnaround time
Who We Work With
"We don't work with everyone. We work with roasters who have a product worth selling and the capacity to fulfill what we close."
Pricing
You cover samples. We close accounts. Our commission scales with the contract — the bigger the deal, the better for everyone.
Year 1
10%
Of the first year's wholesale contract value. Payable when the account closes.
Renewals
5%
Annual renewal commission. We stay invested in keeping your accounts — not just closing them.
Best Value
Multi-Year
8%
Of total contract value for 2-3 year commitments. Bigger deal, better rate — locked in revenue for everyone.
Sample costs — covered by you. We print labels, package, and ship on your behalf. No setup fees, no retainer, no monthly costs. Ever.
Meet the Founder
I've spent my career building revenue systems for businesses that make great products but struggle to scale sales. Through my consultancy, Treetop Growth Strategy, I've helped companies across industries build the outbound sales infrastructure that actually moves the needle.
I started In The Black because I kept meeting specialty roasters with incredible coffee and zero wholesale pipeline. They didn't need a marketing agency or a better Instagram strategy — they needed someone to pick up the phone, send the samples, and close the deals.
That's what we do. Commission only, so our interests are perfectly aligned with yours. We don't eat unless you do.
Common Questions
It means we don't charge you a retainer, setup fee, or monthly fee. We earn a commission on the wholesale contracts we close for you — that's it. If we don't close, you don't pay. Our incentives are 100% aligned with yours.
We work nationally across the United States. We'll identify the best target markets for your coffee based on your capacity, price point, and growth goals. Most of our roasters start with 2-3 metro areas and expand from there.
Most roasters see their first new account within 60-90 days. The sales cycle from first contact to signed account averages 45 days, plus time for initial prospecting and sample sends. We'll have pipeline activity within the first two weeks.
Specialty roasters with a quality product and real capacity to fulfill new wholesale orders. If you're roasting at least 500 lbs/month and have room to grow, we should talk. We're selective because our reputation depends on the coffee we represent.
Coffee samples and shipping — that's your only cost. We handle everything else: prospecting, outreach, follow-up, label printing, sample packaging, and closing. You just keep roasting.
There's no contract lock-in. If it's not working, you can walk away. But because we only get paid when we close, we're highly motivated to make it work. We're not here to collect retainers — we're here to sell your coffee.
Work With Us
Tell us about your roastery. We'll be in touch within one business day.
Within one business day.
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