The old rule for success in a retail business was “Location, Location, Location.” When marketing directly from the farm to larger businesses like grocery stores or restaurants, that rule changes to “Communication, Communication, Communication.” The open line of communication between the farm and the buyer is critical for growing the relationship — and growing your business.
Buyers purchasing products to supply grocery store shelves and food service firms have stressful, demanding jobs. Wholesale buyers are very busy people, yet it is important to be able to reach them in a timely manner should there be a problem.
Many of the buyers we interviewed said they preferred to communicate by e-mail when possible. When asked about their expectations regarding communications between farm vendors and themselves, buyers stressed the importance of keeping them informed about your product and its availability.