Creating win-win relationships is one hallmark of a produce buyer

What makes a great produce buyer?

I asked that question a few days ago to the LinkedIn Fresh Produce Industry Discussion Group in this way:

What are the ideal qualities of a produce buyer? 

So far, there have been 18 responses to the question, and the answers reflect both the need for both technical knowledge and people skills.

Here are a few excerpts:

• Someone that knows what the difference is between an Atemoya and an Cherimoya or the difference between Rambutan and Lychee. 
• Understanding of what it takes to grow harvest and get product to the shelves;
• Adaptability-The industry is changing everyday and a great produce buyer is able to step out of their comfort zone, try new things and be in endless pursuit what’s next;
• Building trust and developing relationships over a period of time, and there will be wins and losses but they are shared equally between buyer and seller because you are invested in each others business;
• As in most of produce it’s always relationships but buying is much more than just relationships. You must know the interrelationships of supply and demand. The cycle of how the products move from area to area. You must know the weather, past present and sometimes the future so you have the knowledge of where markets are headed;
• Realizing in this industry it is a marathon not a sprint. Relationships need to be fair on both ends and the understanding of every deal, every transaction, every load can’t always be a winner. You have to accept your losses and move on to the next file. Pigs get fat, hogs get slaughtered!!
• Produce Buyers must be great communicators and able to understand what it takes to create win-win relationships!;
• The ideal produce buyers are able to understand how to leverage their upper hand to get the best out of their growers; and
• The art of the deal is to be in a position where you’re known for taking buying opportunities first vs. your competitors!

TK: I love the wisdom and experience reflected in the comments. Despite unprecedented COVID restrictions for in-person meetings, next-generation buyers coming into the business and ever-changing market realities, the ideal qualities of a produce buyer sound remarkably old-fashioned.

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Thank you, United Nations. The group is marking 2021 as the International Year of Fruits and Vegetables,“ spotlighting their vital role in human nutrition and food security, as well as urging efforts to improve sustainable production and reduce waste.”

From the United Nations news release:

“Fruits and vegetables are the cornerstone of a healthy and varied diet. They provide the human body with an abundance of nutrients, strengthen immune systems and help lower risks for a number of diseases. As the COVID-19 pandemic continues to affect the health and livelihoods of people across the world, we must come together to ensure that nutritious food, including fruits and vegetables, reaches the most vulnerable, leaving no one behind.”

The International Year of Fruits and Vegetables 2021 was proclaimed by the General Assembly in December 2019 to raise awareness on the important role of fruits and vegetables in human nutrition, food security and health, as well as in achieving Sustainable Development Goals (SDGs). 
It will promote diversified, balanced, and healthy diets and lifestyles through fruits and vegetables consumption, reducing losses and waste in fruits and vegetables food systems, and share best practices. 

Check out the UN's 81-page background paper here.