“Trust is the glue of life. It's the most essential ingredient in effective communication. It's the foundational principle that holds all relationships,” Stephen R. Covey wrote. True in business, it's also true in life. This week, contributor Anthony Boutard of Ayers Creek Farm elucidates the importance of longterm, stable relationships between the farmer and his local grocers.
We will return to the Hillsdale Farmers' Market with a full cargo of Chesters, along with Triple crowns. If you all run out of fruit midweek, Food Front and most New Seasons stores carry our berries. We harvest about 900 full 12-pint flats of berries a week during the peak of our blackberry season. Of those we sell only 100 at market, the balance finds it way to these grocery stores. We have a very good relationship with the buyers, Josh Alsberg at Food Front and Jeff Fairchild at New Seasons, and their staff. It meant a lot to us that both Josh and Jeff took the time attend our Ramble last year.
Food Front Cooperative Grocery.
About ten years ago, a national chain opened a store in Portland and contacted us about supplying berries. They bought a lot and were happy with our quality. The problem is that they rotated staff all over the country, making it impossible to establish a longterm working relationship with a produce manager. When each new harvest started, we found ourselves at the courtship stage again. The new person was from Palo Alto, Austin or Miami and knew nothing about the local produce. It didn't seem to matter that the chain sent a fancy photographer from Los Angeles to photograph us. For all we know, the fancy photographer photo still hangs in the store. The final straw was when they went extremely bureaucratic with respect to ordering and receiving. A very officious letter with lots of attachments explained all of the ways they didn't have to pay us if we strayed from the rules. Threatening farmers with nonpayment puts a deep and irreversible crimp in the relationship.
New Seasons Market.
The pleasure of working with Josh and Jeff is that we have known their staff for years. And when New Seasons opens a new store, it is always a seasoned staff member who takes the lead. We are not actually dealing with a new store, just a familiar face in a new setting. We know staff by name and it is always one of us who makes the delivery. This detailed approach means the store can eliminate wasted berries. If they feel they are a bit long on berries, they can email or call us and we adjust the orders. A fair measure of our time is spent convincing stores that running out of Chesters is okay.
This week we will have lots of berries, some purslane and amaranth, frikeh, herbs, shallots and garlics. We will leave the preserves at the farm in order to fit all the berries in the van. If you want to make your own preserves, this early season fruit is the best choice. All of our preserves are made from the first harvest, which means we never need to add pectin. There is enough in the fruit to get a good set. Adding pectin diminishes the flavor.