A good buyer relationship is one of a farm's most valuable assets.
Put it in writing
Even a simple agreement should cover: product and grade, quantity and timing, price or how price is set, delivery and who pays transport, payment terms and date, and what happens if quality or quantity fall short.
Keep your side
Deliver to spec on time, and communicate early about delays or crop problems. Keep samples and records of each lot.
Manage risk
Check the buyer's reputation, avoid long unsecured credit, and consider spreading sales among several buyers so you are never dependent on one.
Build trust
Consistent grading, honest information and prompt follow-up turn a one-time buyer into a repeat customer, often at better terms.
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