Think of marketing your product as a partnership. Reputable wholesalers, retailers and marketers seek good, long-term relationships with growers who can be relied on to consistently produce a quality product. Be wary of the fast-talker who turns up at your gate 'offering top prices'. If it all sounds 'too good', it probably is!
The following steps can help you decide:
Find out who specialises in your product.
To find out which Central Markets wholesalers specialise in your product,
visit The Australian Chamber of Fruit and Vegetables Industries Ltd website
www.freshmarkets.com.au
or contact:
The NSW Chamber of Fruit and Vegetable Industries:
PO Box 6, Sydney Markets, NSW 2129
Email: nswchamber@freshmarkets.com.au
Phone: (02) 9764 3244
Fax: (02) 9764 2776
Ask other growers and contact your local growers' association for advice. NSW growers can also contact:
The NSW Farmers Association
Phone: (02) 8251 1700
NSW Free Growers Horticultural Council
Phone: (02) 4578 1352
Major retailers have websites with information about their requirements.
Make a short-list of potential marketing partners and talk to them direct.
If possible, visit their facilities and see their operations first-hand.
Check that they are members of a recognised industry association and check their credentials with that association.
agree how you will do business:
be clear about your requirements
understand their requirements and the services they can provide
ask about their food safety/quality assurance program
determine how often and by what method you will communicate
decide on terms and arrangements for payment
agree on what happens if your produce is spoilt or if there is a problem.
From your short-list, select a marketing partner
who best meets your requirements and with whom you feel most comfortable.
Remember, you are seeking to establish an enduring relationship,
not a one-night stand!
