In 1994, the same year that the iconic sitcom Friends made coffee culture a household topic with its Central Perk cafe setting in New York City, Santa Lucia Coffee came to life in Silver Spring, Maryland, just down the I-95 corridor.
According to Jodi Lehr, co-owner of Santa Lucia Coffee, the key to the company’s impressive 31-year existence has been its willingness to embrace innovation in the coffee industry. “Instead of simply rejecting new ideas, we focus on finding solutions,” explains Lehr, who runs the family operation alongside her husband, William Gutierrez, and their son, Marco Gutierrez. “This has been our guiding principle from the start.”
Historically, Santa Lucia Coffee did not offer super-automatic espresso machines, which deliver coffee drinks at the push of a button. However, after numerous customers expressed interest in these machines to reduce staffing costs, Santa Lucia not only began selling them but also designed tailored business models to support their clients.
As the demand for coffee, both regular and spiked, continues to rise, Santa Lucia has created a cold brew coffee base that powers various offices, bars, restaurants, and prominent events in the area. If you’ve enjoyed an espresso martini at popular gatherings like Capital Food Fight, Rammys Awards, or charity functions such as the March of Dimes Signature Chefs, you’ve likely tasted the quality of Santa Lucia Coffee. The surge in popularity, including partnerships with local chefs like Tim Ma of Lucky Danger, has spurred a remarkable 40% increase in sales, as stated by Lehr.
La Bonne Vache sells an average of 80 French Quarter espresso martinis each week.Sophie Macaluso/La Bonne Vache
Currently, Santa Lucia serves over 100 regular clients, including popular spots like Casta’s Rum Bar in the West End, the Eater 38-recognized Tabard Inn in Dupont, and On St. Elmo in Bethesda. The same hospitality group behind Chaplin’s and Zeppelin, along with the new La Bonne Vache in Georgetown, rely on Santa Lucia for their espresso martinis. Notably, Chaplin’s works the hardest, serving over 200 orders each week.
Other renowned D.C. eateries that incorporate Santa Lucia Coffee’s espresso in their martinis include Estuary at the Conrad Hotel, Ris, and the Circa restaurants. “We have clients we never expected to serve,” remarks Lehr, highlighting the success with sibling establishments Yume Sushi and Kyojin.
Additionally, four years ago, Santa Lucia Coffee collaborated with Bardstown Bourbon Company to craft a bourbon-based espresso martini, a cocktail featuring their nitro brew coffee mixed with Bardstown’s bourbon. They serve this unique drink at local events and fundraisers.
Santa Lucia Coffee sources its exquisite, single-origin coffee from Nicaragua and roasts it in Queens, New York. Once prepared, their team hand-delivers the coffee to local restaurants and hotels, allowing them to stay connected with clients and foster strong relationships — a personal touch that larger brands often lack.of America’s specialty coffee trend in 19r Lehr, coffee has always been a source of joy, as it embodies elements from nature and involves a complex production process that many overlook.
“Growing coffee is as intricate as growing wine,” Lehr asserts, drawing from her previous experience as an assistant to the renowned chef Roberto Donna at the now-closed Galileo in Dupont Circle. “The meticulous steps in both agriculture and the journey from bean to cup showcase a commitment that enhances the quality of the final product.”
William Gutierrez possesses deep knowledge about Nicaraguan coffee, which Americans were mostly unfamiliar with due to an embargo that the U.S. imposed against Nicaragua in 1985 during Ronald Reagan’s presidency. This embargo prevented any Nicaraguan imports, including coffee, from reaching U.S. shores until President George H.W. Bush lifted it five years later.
Prior to launching their business, the couple participated in a Specialty Coffee Association seminar in Houston, conducted by David Dallis of Dallis Bros. Coffee. It focused on enhancing coffee quality in restaurants, a topic dear to Lehr, as she believed restaurant coffee was lacking.
“Bread is typically the first offering when you dine out, so it should be good, but what about the finale, which deserves an excellent cup of coffee?” Lehr comments. “Regrettably, many fine restaurants were serving subpar coffee.”
This insight led them to identify a gap in the market that they could fill using Nicaraguan coffee beans. While their primary focus remains the DMV area, Santa Lucia Coffee also distributes to wholesale clients in states like Florida, Louisiana, and New York. Through their website and Amazon store, they provide coffee across the nation.
Paying attention to customer feedback and cultivating meaningful collaborations has been crucial for Santa Lucia’s survival during challenging periods, including the 9/11 attacks, the COVID-19 pandemic, and ongoing economic troubles.
“As survivors, we are adaptable,” asserts Lehr. “You just have to wear whatever hat is necessary.”
