You’re probably familiar with the old expression “You don’t know what you don’t know.”
That may be an oversimplification, but I believe the principle could extend to the relationship between produce buyers and sellers.
Bruce Peterson, former Walmart produce executive and now president of Peterson Insights, recently penned a column for The Packer about how buyers have changed over the past few decades.
In the same way the omni-channel and global retail chain Walmart is far different today than the general merchandise retailer it was during the 1960s, the characteristics of produce buyers have changed over that time period as well, Peterson noted.
With that being the case, suppliers today shouldn’t relate to the buying side the same way their grandparents did, Peterson said.
Experience used to be a key qualification to become a produce buyer, but it may not hold the same value today. Similarly, merchandising skills, transportation acumen, pricing strategies and good interpersonal communication skills were highly valued.
All of those attributes, Peterson said, were manifested in what was known as “a produce buyer.”
Those dynamics have changed. Buyers today are younger, highly educated, culturally diverse and internationally aware. Not all view produce as a permanent landing spot.
For suppliers, the key to relating to this new generation is to match their sales team to the needs and concerns of their buyers.
“Recognize that the changes at retailer will continue and that business has become much more dynamic,” Peterson counsels.
That is good advice to suppliers. In the same way, retailers must understand the realities and challenges of their suppliers.
In the pages of Produce Retailer, both retailers and suppliers can gain valuable business insights.
The August/September issue examines the influence of foodservice and how retailers can test out some of the trends and findings in that segment and apply the learnings to grocery.
We also bring you merchandising tips for specific items as well as for broader programs like local produce.
With editor Ashley Nickle at the helm, Produce Retailer will provide insights and perspectives from retailers and suppliers in each issue.
The supplier and buyer of fresh produce may never totally understand the challenges that the other faces, but in the pages of Produce Retailer, both can read from the same page and profit from it.