Food Buyer Recognition Guide

By James R. Covart

Does your buyer fall into one of these categories? As you read through this list, keep in mind that it is your money that is being spent. If your buyer is not purchasing with the same attention and care that you would, some training might be in order.

The Quality Buyer

Favorite Phrase: “We only buy the best”.
Description: This buyer only purchases the best of everything. With little regard for price, this buyer is often convinced that a single brand or supplier is “the best” and concludes that everything this seller offers is the best quality available. This buyer is a prime target for sales representatives looking to take advantage of their willingness to pay high prices. This type of buying can be wasteful and extravagant.
Corrective Action: Frequently, products of equal or superior quality are available from more modestly priced suppliers or by using less prestigious brands. The solution is to compare quality and price and not be taken in by reputation or brand alone.

The Over-Buyer

Favorite Phrase: “I never run out of anything.”
Description: This buyer is usually a “guesser” and not a “planner.” Rather than run out of anything, he or she orders more than enough of everything. This buying technique is expensive and wasteful.
Corrective Action: Although packaging has improved in recent years, the fact is, many food items are perishable and it is sometimes better to pay a little extra for frequent smaller deliveries rather than order extra. Produce and fresh seafood are two areas of potential loss due to over ordering.

The Under-Buyer

Favorite Phrase: “I hate Inventory.”
Description: As with the “Over-Buyer,” this person is usually a “guesser” who does not know average consumption well. The strong desire to maintain a very low or non-existent inventory can lead to chaos. In order to avoid criticism, this buyer uses frequent small or emergency deliveries or trips to the store to compensate. All of these are expensive and push costs up.
Corrective Action: The food buyer should study his/her operation’s usage and be able to predict the operation’s needs. It is usually better to have a little too much rather than not enough of a product.

The Bargain Hunter

Favorite Phrase: “I got a great deal!”
Description: This buyer is always looking for a “bargain.” His only concern is getting something off the price or “beating” the supplier. This buyer may run the risk of compromises in quality or yield for the sake of getting a deal.
Corrective Action: A bargain price means nothing by itself; it must be judged in comparison to a standard of price and quality. The buyer must know the product and it’s market price well enough to know that the “net” cost of the product is a savings and not fall victim to inferior quality or lower yielding products. The smart buyer knows that if a deal sounds too good to be true, it probably is.

The Extravagant Buyer

Favorite Phrase: “This new item is great.”
Description: A buyer who insist on the “latest and greatest” at all times can often lead to extravagant purchases. Too often this buyer has no appreciation for the value of money, particularly when it’s not theirs! Moderation is not even in their vocabulary. This buyer is a sales person’s dream and can be easily attracted to new or slightly different items, even when the current product is perfectly satisfactory.
Corrective Action: The best solution to this type of buying is to constantly compare prices and ask if the product is truly necessary or worth the expense.

The Satisfied Buyer

Favorite Phrase: “We Do A Great Job Purchasing “
Description: The “satisfied” buyer sees little or no room for improvement. Frequently, this buyer has total trust in their suppliers and seldom compares quality or price with other sources. Complacency is risky and often leads to negative financial consequences.
Corrective Action: The smart buyer doesn’t even know what the word satisfied means. A wise buyer is always looking for better products and sources. This buyer meets with many sales representatives and is constantly comparing quality and price, sending a clear message to salespeople that you have an open mind and that no one has a “lock” on your business. Practicing this type of buying takes time but can yield substantial dividends.

The Old-Pro

Favorite Phrase: “My salesperson takes great care of us.”
Description: This person has been in the business for a long time. They have developed close relationships with sales representatives going back for years, often longer than they have worked for their present supplier. This buyer often fails to compare quality and price, assuming that his “buddies” are taking care of him.
Corrective Action: Make sure that new companies and products are evaluated with an open mind. Compare prices regularly and systematically. A solid professional relationship with suppliers can be very positive but you should discourage personal friendships with sales representatives.

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