How to Sell Coffee Online

The coffee market is crowded. Success requires differentiation.

**Niche options:** - Single-origin specialty coffee - Direct trade / relationship coffee - Flavored or infused coffee - Cold brew concentrates - Subscription-first model - Local roaster / regional focus

**Questions to answer:** - Who is your customer? (Home brewers, offices, cafes?) - What makes your coffee different? - What's your price point? (Commodity vs specialty)

Your sourcing model depends on your scale and goals.

**Option 1: Buy green, roast yourself** - Higher margins - Full quality control - Requires roasting equipment ($5k-50k+) - Need food handling licenses

**Option 2: Partner with a roaster** - Lower upfront investment - White-label or co-brand options - Less control over quality/freshness

**Option 3: Private label** - Easiest to start - Lowest margins - Hardest to differentiate

**Finding suppliers:** - Coffee importers (Cafe Imports, Royal Coffee) - Direct from farms (requires relationships) - Trade shows (SCA Expo)

Coffee is regulated. Get compliant before selling.

**Requirements:** - Business license - Food handling permit (varies by state) - If roasting: FDA facility registration - Proper packaging with required labels - Consider cottage food laws if starting small

**Packaging considerations:** - Valve bags (for freshly roasted) - Roast date labeling - Brewing instructions - Origin/tasting notes

**Equipment (if roasting):** - Sample roaster for testing ($500-2k) - Production roaster ($5k-50k) - Grinder, scales, storage - Packaging equipment

Your platform matters. Coffee has specific needs.

**What to look for:** - Subscription support (critical for coffee) - Flexible shipping rules - Inventory management - Email marketing for retention

**Product setup:** - Offer whole bean + grind options - Multiple sizes (12oz, 2lb, 5lb) - Subscription savings (10-15% off) - Bundle options

**Photography:** - Clean product shots - Lifestyle/brewing shots - Origin story visuals

Subscriptions are the business model for coffee.

**Why subscriptions work:** - Coffee is consumable (regular reordering) - Predictable revenue (easier to forecast) - Higher LTV (subscribers stay longer) - Better margins (no re-acquisition cost)

**Subscription strategy:** - Offer 1/2/4 week frequencies - Let customers pause/skip - Consider prepaid options (3/6/12 months) - Include one-time add-ons

**Retention tactics:** - Fresh roast guarantee - Surprise samples - Early access to new origins - Subscriber-only pricing

Freshness is everything. Shipping matters.

**Best practices:** - Ship within 1-3 days of roasting - Use valve bags (CO2 release) - Ship early in the week (avoid weekend delays) - Offer local pickup if possible

**Carrier options:** - USPS Priority: Best for small packages - UPS/FedEx: Better for larger/wholesale - Regional carriers for local delivery

**Shipping strategy:** - Free shipping threshold ($40-50) - Flat rate options - Local delivery for your area

Coffee marketing is about education and community.

**Content that works:** - Brewing guides (pour over, French press, etc.) - Origin stories and farm profiles - Roast level education - Coffee lifestyle content

**Channels:** - Instagram (visual, lifestyle) - Email (retention, education) - YouTube (brewing tutorials) - Local events/markets

**Growth tactics:** - Partner with local cafes (wholesale) - Influencer gifting (coffee YouTubers) - Affiliate program (customers as ambassadors) - Corporate/office subscriptions