Outsourced wholesale sales for specialty coffee roasters. We find the accounts, send the samples, and close the deals. One flat monthly fee, plus commission only on what we close.
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. A flat monthly fee keeps outreach running every week, and the rest of what we earn comes from accounts that actually buy.
You pay us
$300 a month, plus 15% of what we close
We handle
Prospecting, outreach, follow-up, closing
We even
Print labels and package your samples
You cover
Samples and shipping
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
One flat fee keeps outreach running every week. Commission keeps us focused on accounts that actually buy. And it stops after 24 months, so we never become a permanent tax on your revenue.
Monthly
$300
Covers research, list building, copywriting, outreach from your own inboxes, and weekly reporting.
Commission
15%
Of the revenue you collect from each account we close. Paid monthly, and only on money you've actually received.
Commission Window
24
Months of commission per account, starting at its first order. After that, every dollar from that account is yours.
Sample costs are covered by you. We print labels, package, and ship on your behalf. No setup fees and no long-term contract: cancel anytime, though we recommend 90 days to see a full sales cycle.
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. A small monthly fee keeps the work moving every week, and commission on every account we close keeps our interests aligned with yours.
Common Questions
$300 a month, plus 15% of the revenue you collect from each account we close, for 24 months from that account's first order. The monthly fee covers research, list building, copywriting, outreach, and reporting. Commission is paid monthly, and only on money you've actually received. After 24 months, every dollar from that account is 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, plus the monthly fee. We handle everything else: prospecting, outreach, follow-up, label printing, sample packaging, and closing. You just keep roasting.
There's no contract lock-in. Cancel anytime by email. We recommend giving it 90 days, because many buyers only revisit their coffee supplier a few times a year. And since our commission depends on accounts that actually buy, we're highly motivated to make it work.
Pricing
Commission-only models leave the unglamorous early work unfunded: research, list building, copy testing, and months of steady follow-up before the first account closes. A modest monthly fee pays for that work, so it happens every week whether or not a deal closed that month. The 15% commission keeps our incentive tied to accounts that actually buy and reorder.
It varies widely, depending on whether the rep draws a salary, how large the accounts are, and how long commission runs. Ours is simple: 15% of the revenue you collect from each account we close, for 24 months from its first order, plus $300 a month. No setup fee, no renewal commission after 24 months, and no permanent cut of your revenue.
Official Agency Partner
Billy powers our entire wholesale operation — branded offer pages for every roaster, buyer qualification quizzes, automated outreach, contract management, and real-time analytics. It's how we move fast without missing a beat.
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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