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Tips for Beginner Wholesale Markets

Tips for Beginner Wholesale Markets

Wholesale sales are key to high volume sales. They will increase your market's revenue and instill loyalty in your best producers. Even if your market doesn't currently include wholesale sales, it's easy to get started. Try beginning with a small local restaurant whose proprietors might not have the time to shop locally. Work your way up to larger resorts and institutions with one or two products.

Remember: Consistency, reliability, and time-savings are key to most chefs. Price is important too, but a superior product delivered without hassle is like gold to them. Make it easy for buyers, and it’s an easy (high volume) sale for you.


  • Deliver a sample box in person to chefs in late morning. Go to the kitchen door. Ask who is in charge of purchasing, and hand them marketing material.

  • Ask what they need, what works, what time is best for you to check in.

  • Follow up with an email or phone call that day or the next.


  • Email a wholesale price list at the beginning of the week.

  • On the day before the order deadline, call or visit during the time they indicated.

  • Be ready to enter the order by logging into their account, so all they have to do is complete the transaction.

  • The first 3 times a wholesale buyer makes a purchase, call on delivery day to check on customer satisfaction. Once a routine is established, check in less periodically but at least once a month.


  • Thank your wholesale buyers by offering discounts, freebies, etc. This is relatively inexpensive and goes a long way to cement their loyalty.

  • Deliver sample boxes to feature new products or sellers.


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