2Bits: What does Wholesale Readiness mean for Farmers and…
I have always said that everyone is in sales. Maybe you don’t hold the title of salesperson, but if the business you are in requires you to deal with people, you, my friend, are in sales.
Farmers sometimes don’t realize they’re in sales! They are—as they share their stories with family and friends about how and why they farm, they’re creating a farm brand. This story-telling sales process is important for sales directly to families as well as larger buyers. Selling in larger volumes is often referred to as “wholesale.”
As farmers decide if selling wholesale will work for them, they need to review their wholesale readiness. This week and for several of the upcoming weekly newsletters, we’ll be focusing on what farmers should consider as they decide to sell wholesale or not.
Farmers that are wholesale-ready have the knowledge, capacity and ability to sell their produce or products to grocery stores, schools, universities, hospitals, government facilities, restaurants, athletic venues, and other institutions that use, serve, and sell large volumes of food.
Typically, large volume buyers have specific standards and price expectations their suppliers must understand and follow. There also may be government or regulatory board compliance guidelines that must be met. So, in addition to being a trustworthy farmer and good sales person, you must also understand how to be compliant with customer standards and regulations. This is not an easy task!
Six areas farmers should consider before deciding to sell wholesale:
- Production Capacity
- Ability to Scale
- Post-Harvest Handling Capabilities
- Sales and Marketing Knowledge
- Distribution Logistics
- Food Safety Practices.
These are all big topics that we will be writing about in future blogs, so stay tuned.
Do you have specific questions or concerns you’d like addressed? Please send your ideas to info@2BuyAg.com and we’ll try to address these in our upcoming blogs.
Why should consumers know if the farmers they buy from sell wholesale?
Many farmers choose to sell directly to consumers, as well as wholesale. They manage their income flow by serving several large volume sales customers, while maintaining or building a group of families and smaller purchasing customers also.
It is helpful to know if your farmer friends sell wholesale because not all of their produce and products may meet their wholesale customer’s standards and guidelines. These farmers may be willing to sell produce or products that don’t comply to you for a lower price. It is worth asking about!