Scroll to the end of the article for a conversation with Armand on the role of a produce buyer.
If you’ve read much of The Packer or PMG, you’re probably familiar with Armand Lobato, our resident seasoned veteran best known for his insightful columns on the role of produce manager. Well, he also spent years as a produce buyer, so we wanted to get his perspective on the key areas of the job and advice for people new to that role.
In our previous articles on produce buying, Lobato discussed the nuances of seasonality and the big picture of pricing. Other key topics for new produce buyers and aspiring produce buyers to keep in mind include developing relationships, maintaining great communication with internal and external stakeholders, and keeping an open mind to learn.
Download our new, free resource for new and aspiring produce buyers.
‘Relationships are everything’
All companies have their preferred vendors, and it is a smart investment to treat those organizations as long-term partners, with both sides pursuing mutually beneficial outcomes and working to help each other be better, Lobato said.
No operation is immune from the occasional supply chain issue, however, so having a backup network of suppliers that can help you in a pinch is essential. You won’t want to wait until you’re in the pinch to develop those secondary and tertiary options. Budgeting to support those relationships — and possible new ones — is important.
Produce managers are your customers
The stores can tell you how that new stone fruit SKU is performing, how one size of Honeycrisp is moving compared to another. Talk to them, and invite feedback from them, Lobato said. Just let them know when you’re most available to talk, and the dialogue can be beneficial in both directions.
Again, when those relationships are in place and positive, it is easier to get help when you need it — say with moving some extra product that needs to sell quickly.
Look to learn
Many retail professionals visit the competition with a critical eye, Lobato said, but he learned years ago that it makes more sense to focus on what they are doing well.
Look for what you can learn from a rival operation, and you might notice the competition carries a different pack than you do or a particularly appealing line of a certain product. Keeping an open mind is a key attribute for a produce buyer who wants to help grow the business.
For more conversation on produce buying, watch the video below. New produce buyers and aspiring produce buyers can also find a free resource here on key areas of the role to keep in mind.