The timeless rule for success in a retail business is “Location, Location, Location.” When marketing your farm to larger businesses, like grocery stores or restaurants, the rule changes to “Communication, Communication, Communication.” An open line of communication between you and your buyer is critical for growing your relationship — and growing your business.
Clear, consistent communication is foundational to building strong relationships with local food buyers. Buyers rely on producers for accurate information about product availability, pricing, specifications, and delivery timelines so they can plan menus, manage inventory, and meet their customers' expectations. Professional communication builds credibility and signals that you are ready for larger-volume markets, while timely updates and follow-through build trust over time. Good communication also helps prevent misunderstandings, reduces risk for both parties, and creates space for problem-solving when challenges arise. Ultimately, producers who communicate well make buyers’ jobs easier — and those are the producers buyers are most likely to work with again and recommend to others.
Some buyers we have interviewed said they preferred to communicate by e-mail when possible. When asked about their communication expectations, buyers stressed the importance of being informed of your product and its availability.