[ Industry advisory · Hospitality ]

Strategic advisory for producers selling wholesale and direct at the same time.

Coffee roasters and wholesale food producers run a fundamentally different business to a café or a restaurant. Green-bean and raw-input cost moves with FX and commodity cycles, wholesale customers pay on terms, and capacity is constrained by equipment. We help producers see the real economics across wholesale and retail, and make calmer calls about pricing, capacity and growth.

[ What we hear, again and again ]

The pressures inside coffee roasters & wholesale food producers.

None of these are signs of a poorly-run business. They're signs that the financial relationship around the business hasn't kept up.

  • 01Green-bean, raw-input and packaging cost moving with FX and commodities
  • 02Wholesale margin much thinner than retail — and easy to under-cost
  • 03Debtor days on wholesale accounts stretching cash without anyone noticing
  • 04Production capacity becoming the real constraint, well before the team sees it
  • 05B2B vs retail / D2C channel mix shaping margin more than headline revenue

[ How we work ]

What strategic support actually looks like.

  1. 01

    Fully-absorbed cost per kg / per unit — including labour, packaging and freight

  2. 02

    Channel gross margin separated clearly — wholesale, retail, D2C, subscription

  3. 03

    Wholesale debtor book reviewed monthly with credit limits and terms enforced

  4. 04

    Capacity utilisation tracked against installed equipment and shift pattern

  5. 05

    FX exposure on imported inputs hedged or planned for deliberately

[ The numbers that matter ]

What good operators in this industry actually watch.

Not a long list — the handful of numbers that, watched consistently, change how the business is run.

  • 01

    Channel gross margin

    Wholesale vs retail vs D2C — clearly separated

  • 02

    Cost per kg / per unit produced

    Fully absorbed, not just raw input

  • 03

    Wholesale debtor days

    How long wholesale accounts actually take to pay

  • 04

    Inventory days (raw and finished)

    Cash tied up across the production line

  • 05

    Capacity utilisation

    Real output vs installed equipment capacity

[ Across the year ]

A real cadence — not a tax-time call.

See the full 12-month cadence →

[ The honest line ]

Producers who understand cost per unit, channel margin and capacity make better calls about pricing, customer mix and the next piece of equipment. We help build that visibility.

[ The next conversation ]

See the real economics across the production line.

Bring the messy stuff. The numbers, the pressures, the decisions you've been putting off. The first conversation is structured, candid and obligation-free.

Book an introductory call →See the Command Centre

[ Other practices in hospitality ]