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relationship, and the café-owner side. Bluestone offers multiple roasters, though it has partnered with a primary one for all espresso and filter coffee, and one guest roaster is brought in on a quarterly rotation. "The key to our strategy lies in our transparency with our roasting partners," Aaron says. "We make it clear right up front that we're looking for a three-month commitment. Then we work out the details of pricing, shipping, etc." This reveals where the huge opportunity lies. If we as roaster and wholesale retail partners are committed to mutual benefit, shouldn't we be able to creatively address the terms of our partnership to create the greatest returns? Typically, guest-coffee programs from roasters will garner the highest return possible when setting wholesale prices for the retailer, many times only a small percentage discount off retail or full shelf price. That doesn't even take into account shipping charges and limited support. What if roasters were to work out special pricing for retailers if the café owner promoted the roaster's brand more prominently in the shop while in the guest position? Maybe the value-added support tools of the past are replaced with throwdown sponsorship, or cupping supplies, or free shipping. I don't have all the answers. I don't know what the ideal partnership looks like for you. I don't know if you should be a single-roaster partner or choose to work with many. My only goal in writing this article is to start a conversation. Hopefully whichever side you're on, you'll commit to your partners with greater intentionality. Just as I began with "the end," I now end with the beginning: Take advantage of today and explore the benefit of fully tapping the resource of your partnerships. MAYBE THE VALUE-ADDED SUPPORT TOOLS OF THE PAST ARE BEING REPLACED WITH THROWDOWN SPONSORSHIP, OR CUPPING SUPPLIES, OR FREE SHIPPING. LEAVE THE ENERGY TO THE COFFEE. CONCEPT GREEN LINE ESPRESSO It Knows What You Want and Then Some MACHINE Self Learning Software Brewing Accuracy Software Multi-Boiler Huge Energy Savings memorizes your peak production hours and auto adjusts to stand-by mode during down time senses when your brew is not your best and will tell you how to correct it lets you operate group heads at different temperatures with 47.6% certified energy savings during its rest period & 30% when operational Like us on . WEGA USA GREENSBORO, NC 336.662.0766 WEGAUSA.COM www.baristamagazine.com 65