Wholesale and enterprise

B2B performance

The Group runs two B2B motions. Wholesale roasting for Seven Miles and Padre, and enterprise beverage solutions at ABC. They are reported separately because they are grown differently.

B2B unit economics

Revenue to contribution to CAC on one model · 24 May 2026 to 21 Aug 2026

Motion	Accounts	Revenue	Gross margin	Cost to serve	Contribution	Contribution margin	CAC	Payback	LTV	LTV:CAC	Retention	Revenue at risk	Read
Wholesale roasting	870	$12,028,470	38%	$866,050	$3,027,591	25.2%	$12,318	8.6 mo	$120,497	9.8x	86.5%	$8,780,783	On track
Enterprise beverage solutions	180	$16,145,935	35%	$1,679,177	$2,474,694	15.3%	$144,877	19.7 mo	$618,793	4.3x	91.2%	$8,006,980	Watch
All B2B	1,050	$28,174,406	36%	$2,545,227	$5,502,285	19.5%	$33,030	13.5 mo	$205,920	6.2x	87.3%	$16,787,763	On track

Contribution is gross profit less freight, cost to serve and the sales and marketing carried by the motion. CAC is fully loaded on new partners and contracts won, not media alone, and payback runs on contribution before acquisition. The same definitions drive every B2B number in the console.

Wholesale roasting · Seven Miles and Padre

Active partners

870

54 onboarded · 29 lapsed in period

Green weight per week

24.4K kg

28.1 kg per partner per week

Revenue per partner

$56,071

Annualised on the current run rate

Order cadence

7.8 days

Retention 86% · top 20 partners 25%

Enquiry to ordering partner

Wholesale onboarding · 24 May 2026 to 21 Aug 2026

Wholesale enquiries540

Site forms, search and referral

Qualified partners329

61% step conversion · Volume, location and fit confirmed

Cupping and sample sent238

72% step conversion · Blend match and tasting

Equipment and training booked151

63% step conversion · Machine, grinder and barista training

First order placed103

68% step conversion · Opening order and account set up

Active at 90 days82

80% step conversion · Still ordering on cadence

Wholesale base

Where the roasting volume actually sits

Trade share of revenue

38%

Balance is ecommerce, subscription and retail

Trade revenue in period

$12,028,470

24 May 2026 to 21 Aug 2026

Owned cafés

Padre retail sites, reported inside trade

Net partner movement

+25

New partners less lapsed accounts

Top wholesale partners

Contribution after cost to serve and renewal risk on the shared 0-100 score · $8,780,783 annualised revenue at risk across the base

Partner	Type	State	Sites	Kg per week	Revenue	Orders	Days since order	Growth	Contribution	Renewal risk
Fitzroy Collective	Multi-site hospitality	VIC	8	335	$456,890	33	27	+23.8%	$117,87826%	57Medium 27 days since last order on a 8 day cadence
Harbour Lane Group	Multi-site hospitality	NSW	11	394	$455,225	38	20	+10.9%	$117,44826%	47Medium 20 days since last order on a 8 day cadence
Brunswick Roast Bar	Independent café	VIC	1	41	$416,017	12	25	+21.7%	$107,33226%	55Medium 25 days since last order on a 8 day cadence
Surry Hills Espresso	Independent café	NSW	2	87	$321,759	16	29	+27.7%	$83,01426%	51Medium 29 days since last order on a 8 day cadence
Northside Workplaces	Corporate workplace	QLD	14	366	$309,492	43	8	-9.9%	$79,84926%	16Low Volume -10% against prior period
Meridian Hotels	Hospitality group	NSW	6	163	$285,742	28	10	-7.6%	$73,72126%	18Low Volume -8% against prior period
Southbank Catering Co	Catering	VIC	4	118	$235,723	23	12	-2.7%	$60,81726%	17Low 12 days since last order on a 8 day cadence
Terrace Universities	Education	NSW	9	291	$214,311	35	16	+3.4%	$55,29226%	26Low 16 days since last order on a 8 day cadence
Peninsula Coffee Houses	Multi-site hospitality	WA	5	102	$151,892	26	2	-22.1%	$39,18826%	25Low Volume -22% against prior period
Cityworks Facilities	Corporate workplace	SA	7	216	$148,531	31	14	+0.2%	$38,32126%	21Low 14 days since last order on a 8 day cadence

Enterprise beverage solutions · ABC

Marketing qualified leads

146

335 enquiries · 44% qualify

Cost per SQL

$1,894

Cost per lead $351 · 62 sales qualified

Marketing sourced pipeline

$2,374,383

39% of $6,045,628 open pipeline

Average contract value

$172,732

85 day sales cycle · 29% win rate

Lead to contract

Enterprise funnel · 24 May 2026 to 21 Aug 2026

Enquiries335

Website, LinkedIn, events and trade media

Marketing qualified146

44% step conversion · Fit, site count and budget signal

Sales qualified62

42% step conversion · Accepted by the sales team

Opportunities35

56% step conversion · Site survey and proposal issued

Contracts won10

29% step conversion · Signed, installation scheduled

Revenue mix

Recurring supply and service against one-off equipment

Line	Revenue	Share	Margin	Type
Consumables and supply	$6,115,527	42%	41%	Recurring
Managed beverage programs	$3,494,587	24%	36%	Recurring
Technical service contracts	$2,766,548	19%	53%	Recurring
Equipment sales and leasing	$2,184,117	15%	27%	One off

Lead sources

Priced on pipeline created, not on lead volume

Source	Leads	MQL rate	SQLs	Cost per lead	Pipeline created	Win rate	Read
LinkedIn paid and organic	79	54%	17	$457	$3,237,252	32%	Watch
Industry events	45	64%	12	$574	$2,459,090	34%	On track
Referral and existing accounts	25	77%	8	$59	$1,881,203	36%	On track
Google Search (non brand)	66	42%	11	$387	$1,832,963	30%	Off track
Email nurture and CRM	34	58%	8	$100	$1,607,364	33%	On track
Trade media and partnerships	37	49%	7	$439	$1,301,416	31%	Watch
Content, SEO and GEO	42	39%	7	$142	$1,156,491	30%	Off track

Target verticals

Sized for account based marketing, ranked by revenue

Vertical	Sites	Revenue	Pipeline	Growth
Convenience retail	1.1K	$5,704,735	$1,216,187	+16.1%
National retail chains	675	$3,453,055	$810,986	-2.4%
Quick service restaurants	434	$2,183,257	$1,153,760	+16.3%
Hospitality groups	348	$1,769,811	$962,201	+4.3%
Healthcare	272	$1,364,446	$721,219	+20.8%
Education	180	$923,973	$506,378	-7.4%
Corporate workplaces	138	$690,831	$534,192	+24.4%
Franchise networks	65	$330,045	$312,287	+11.3%

Service delivery

The leading indicator for contract renewal

Measure	Current	Target	Status
Machine uptime across the fleet	98.2%	98.5%	Watch
First-time fix rate	87.4%	90%	Watch
Mean response time (metro)	4.2 hrs	4 hrs	Watch
Preventative maintenance on schedule	78.1%	85%	Off track
Contract renewal rate	91.2%	90%	On track
Open service tickets	148	Under 120	Watch

National accounts

Installed fleet, contribution after service, and renewal risk on the same 0-100 score · $8,006,980 annualised revenue at risk

Account	Segment	Sites	Machines	Revenue	Consumables share	Service SLA	Contract ends	Contribution	Renewal risk
7-Eleven	Convenience	751	1.1K	$2,869,297	52%	93.3%	Mar 202819 mo	$523,53618%	6Low
Coles Express	Convenience	618	893	$2,354,805	49%	92.3%	Sep 202713 mo	$419,03818%	24Low Service at 92.3% against a 94% commitment
Woolworths Metro	National retail	254	413	$1,923,115	55%	94.6%	Jun 202710 mo	$362,79519%	16Low Contract ends Jun 2027, inside the renewal window
IKEA Australia	National retail	12	15	$977,586	44%	90.3%	Nov 20263 mo	$164,69717%	58Medium Contract ends Nov 2026, inside the renewal window
Meridian Hotels	Hospitality group	34	40	$775,314	40%	88.9%	Feb 202818 mo	$125,61916%	50Medium Service at 88.9% against a 94% commitment
Ridgeway Health Network	Healthcare	46	60	$719,139	44%	90.5%	Aug 202712 mo	$121,85817%	44Medium Service at 90.5% against a 94% commitment
Northline QSR Group	Quick service	188	346	$616,110	62%	97.2%	Apr 20278 mo	$123,88620%	20Low Contract ends Apr 2027, inside the renewal window
Terrace Universities	Education	21	27	$565,831	44%	90.4%	Dec 20264 mo	$95,61817%	57Medium Service at 90.4% against a 94% commitment
Cityworks Facilities	Corporate workplace	96	140	$446,250	50%	92.4%	Jul 202711 mo	$79,67318%	27Low Contract ends Jul 2027, inside the renewal window
Peninsula Franchise Co	Franchise network	143	213	$377,626	51%	92.9%	Oct 20262 mo	$68,20318%	33Medium Contract ends Oct 2026, inside the renewal window