Short answer: Start with your customers. Track what sells, ask what they cook and stock the staples they need every week. Buy from a mix of farmers and wholesalers. Price simply so checkout is fast and every benefit works.
Know your demand
Count customers at every stop, every day.
Note busy and slow times, and how buying changes by week and season.
Track what sells fast and what sits.
Ask people what they are cooking, what is missing and what they make for holidays.
Check your local grocery flyer to learn the staples people expect.
Keep a core list in stock every week. Add seasonal and specialty items on top.
From the road: Many of our regulars were Spanish speaking women who wanted to make tamales. We did not carry corn husks. Our corn farmer agreed to try 12 dozen. They were the wrong kind, so we asked, learned and tried again. Once we got it right, word spread and demand grew every week. It was a win for the farmer, the market and the community.
Choose your suppliers
Farmers give you freshness, a local story and sometimes FMNP eligibility. Supply can be uneven.
Wholesalers give you steady supply and winter options. You lose some of the local story.
Grocery partners can offer volume pricing without big minimums. Get approval in writing from the right corporate contact.
Find suppliers through local food councils, co-ops and business associations.
Pick a pricing approach
Cost plus. Your cost plus a set markup. Simple and safe.
Loss leaders. A few items below cost to bring people in.
Charm pricing. $1.99 feels cheaper than $2.00.
Time limited deals. "Today only" for items that need to move.
End of day pricing. Drop prices in the last hour.
Pre-portioned items, like a bunch, a quart or "3 for $1", speed up checkout. Round prices make cash and benefit transactions easier. Change prices no more than once a week so customers can plan. Check your state's sales tax rules for prepared or processed items.
From the road: We once bought too many rainbow carrots on a good deal. We diced the extras into clear bags with a kitchen partner. They sold out. Convenience and color sell.
Sources: USDA Specialty Crops Market News · Federation of Tax Administrators, state sales tax rates · Canada Revenue Agency, basic groceries
