Success at retail is knowing what a particular customer wants and delivering the right product every time, said Paul Pappas, chief operating officer of Keany Produce Co., Landover, Md.
“It’s a value you bring to your customer,” he said. “If you have a cost-conscious customer, you bring the best value for the products. If you have a quality-conscious customer, you concentrate on providing what your customer wants.”
Adaptability also is important to retail success, said Lolo Mengel, co-owner and general manager of Coosemans D.C. Inc., Jessup.
“For us, it’s been being very flexible, being able to change your focus at the drop of a hat,” she said. “You feel a trend changing, and you need to be able to act on it.”