Building strong relationships with food closeout liquidators is of the utmost importance when it comes to successfully managing surplus, short-dated, or excess food inventory. The world of food liquidation is a competitive industry, where quick turnaround and efficient logistics are essential, and having trust and consistency in a food closeout partner or a food discounter can make all the difference between success and failure.
Fostering long-term relationships with a food broker can lead to smoother operations, increased profitability, and a steady outlet for your goods, whether “in code” “short dated” or even expired food goods. With these factors in mind, here a few tips for how food manufacturers, food distributors, and wholesalers can create lasting relationships with food closeout buyers.
How to Build a Relationship with Food Liquidators and Closeout Retailers:
1. Focus on Mutual Benefits
The key to a strong buyer-supplier relationship is that it’s based on a mutually beneficial exchange. Buyers want great deals on wholesome, desirable products, while suppliers are looking for a reliable outlet for their inventory. This mutually beneficial dynamic is a crucial foundation for building a fruitful partnership that strengthens over time.
2. Maintain Consistency
In the food liquidation industry, consistency is crucial. You want suppliers who send regular offer sheets, provide accurate product details, and follow through on logistics efficiently, factors that instill confidence and builds trust with buyers. Look for:
- Updated product lists sent frequently
- Sticking to agreed-upon pricing and terms
- Reliable shipping and fulfillment processes
3. Fair and Competitive Pricing
Pricing plays a huge role in the buyer-seller relationships: overpricing can drive buyers away, while underpricing cuts into the sellers’ profits. It’s important to strike a fair balance by researching market demand and competitive rates, using historical sales data to guide pricing decisions, and negotiating volume discounts or incentives for larger purchases. Case and Pallet purchases are naturally priced differently than full truck loads.
4. Provide Detailed Product Information
Buyers need clear, detailed information to make informed decisions quickly, so be sure offer sheets include:
- Product name, brand, and category
- Expiration or best-by dates
- Packaging details (case count, weight, dimensions)
- Storage requirements (dry, refrigerated, frozen)
- Freight terms and shipping options
- Bonus: Product images or spec sheets
- If “off spec/condition” explain the situation
5. Facilitate Full Truckloads When Possible
Full truckloads minimize per-unit freight costs, especially in today’s increased fuel and shipping costs. Finding flexible (and creative) ways to build mixed truckloads can be beneficial to relationship building, while improving efficiency and profitability. For instance, this might include grouping compatible products or working with a third-party logistics provider to make it work. If full truckloads aren’t always an option, there are platforms that allow buyers to combine orders for cost-effective shipping.
6. Be Responsive and Act Quickly
In the food liquidation business, speed is everything. Buyers (as well as Sellers) often need to move fast, especially when dealing with short-dated inventory, and sellers who can demonstrate prioritization and prompt communication by receiving an inquiry and acting quickly to confirm details, process orders, and coordinate logistics typically make for great long-term partners who appreciate the collaborative aspect of performing and delivering successfully for all parties concerned.
7. Foster Open Communication and Feedback
Building trust requires open lines of communication. Sellers should regularly check in with buyers to understand their needs, preferences, and any challenges they face, as well as actively listen and make necessary adjustments. This demonstrates a commitment to long-term partnership rather than just one-off sales.
8. Be Adaptable to Market Changes
The closeout food industry is always evolving, as changes in consumer demands, seasonal inventory shifts, and market fluctuations need to be constantly accounted for. Suppliers who are adaptable—whether by offering new products, adjusting pricing strategies, or exploring new sales channels—are better able to maintain strong relationships with closeout food buyers who specialize in discount foods.
9. Show Appreciation and Build Long-Term Trust
At the end of the day, business is about relationships. Taking the time to acknowledge and appreciate buyers—whether through a simple thank-you message, exclusive deals, or flexibility on key orders—can go a long way in fostering loyalty. When buyers feel valued, they’ll be more inclined to prioritize your inventory over competitors.
At Marvell Foods—one of the most experienced food closeout liquidation companies in the nation—we specialize in bridging the gap between food manufacturers, suppliers, and discount retailers, ensuring that closeouts and liquidation food items find the right buyers. Are you looking to build better relationships in the food liquidation industry?
Get in touch with us today to explore how we can work together!