Koatji City Capture Architecture

**A city is captured when 10 accounts in a single zip code are on Odeko auto-reorder and two of them have referred at least one other account.** | Term | Definition | |------|------------| | **Capture Unit** | A zip code with 15+ specialty coffee shops. The minimum meaningful territory. | | **Wave** | A time-boxed outreach + field blitz cycle. Typically 3 weeks per wave per capture unit. | | **Hot Zone** | A capture unit where 3+ accounts are in stages `sampling` or later. | | **Beachhead** | The first won account in a capture unit. All subsequent outreach references it. | | **Spillover** | When a won account refers a neighboring shop unprompted. The strongest signal a capture unit is maturing. | | **Drop-Ready** | An account flagged as route-proximate to an existing delivery stop. Priority for field visits. | | **Dead City** | A market where reply rates never crested 8% across two full waves. Do not re-enter for 90 days. | | **Gravity Score** | 0-100 signal per account: Referral (40) + content engagement (25) + route-proximate (20) + specialty indicator (10) + mutual follows (5). | Owners sign contracts. Baristas make the daily buying decision. The owner who never touches the espresso machine buys what their head barista asks for. The head barista uses what their staff enjoys making. The staff enjoys what tastes good and has a story behind it. 1. **The buying decision is social before it is economic.** A shop does not switch oat milk because the price-per-liter improved. They switch because a barista at a nearby shop they respect started using it. 2. **Capture is not about persuading one shop. It is about creating a local preference cluster.** When 3-4 shops in a neighborhood all use Koatji, the holdouts start asking questions.