Ideally, the nature of your relationship with your wholesale customers is less like a transaction and more like a partnership. How do we approach caring for those who have decided to serve our coffee in a way that is true to our values, supports their success, and creates growing trust and mutuality? In this episode these questions and more are answers as we talk with the Partner Program manager for Cat and Cloud Coffee, Marc Gessler!  Marc has been in coffee now for 7 years. Born and raised in Santa Cruz, he began his career at Verve and after following the progress of Cat and Cloud he landed a job as a barista and quickly moved into working in the wholesale partnership program. Marc now leads this program that seeks to build authentic and values based relationships with all the people who partner with Cat and Cloud.  In this conversation we will talk a bit about Marc's own journey into coffee, then dive into the work he does in supporting all the Cat and Cloud wholesale partners on a day to day basis, how they manage challenges, and continue to improve their standards and communication. I love the passion Marc brings that absolutely resonates with what I know about the whole team over there at Cat and Cloud. You are sure to gain some very valuable insight that you can apply to your wholesale department after listening to today's episode.    We cover: Where do leads come from Values and authenticity as prerequisites Managing partner relationships Training and customization Trusting your clients Meeting people where they are Dealing with difficulties and when to part ways Keeping track of partner progress and needs Links: www.catandcloud.com   Related Episodes: 246 : Selecting a Wholesale Coffee Provider 133 : 5 Keys to Successful Wholesale w/ Sarah Richmond 233 : A Conversation w/ Anthony Ragler, Black and White 235 : 4 Tips for Training your Staff 191 : Retraining your Staff on new Standards   Visit our amazing Sponsors! www.prima-coffee.com/keys www.pacficfoodservice.com www.coffeefest.com