February 2025

Last week, I spent several days traveling through what I’d call rural Pennsylvania, visiting a range of stores in the natural grocery space—from single-location independents to chains with up to six locations.

A clear theme emerged: these stores are significantly understaffed, with buyers often wearing multiple hats. At Weaver’s Way Co-op, for example, the buyer at the Carpenter Street store also manages the category for all four locations—all while attending nursing school full-time. Buyers at Kimberton Whole Foods face similar challenges.

This is where having a dedicated rep becomes truly invaluable. We offer regular updates on new products, provide merchandising ideas, and help manage product lines—support that can make a meaningful difference in their day-to-day operations.

When one buyer mentioned, ‘It is so much easier to order on Faire,’ I gently reminded her that I, too, am a local business. Without support from stores, reps won’t be there to provide the hands-on service and partnership that platforms like Faire simply can’t replicate.

It’s not just our responsibility as reps but also yours as suppliers to remind retailers that reps are a critical part of their business. Now is the time to talk to your stores about their role in supporting us. Without this advocacy, reps will disappear, and everything will shift online.

This week, I’m heading to California to spend three days on the road with our partners there. We’ll visit accounts throughout Northern California to showcase new brands and items for the third and fourth quarters—key seasons when we do most of our business. It’s the perfect opportunity to reinforce the value of reps and the importance of keeping this vital connection alive.From there, I’ll head to Expo West to connect with both new and existing buyers, strengthening our relationships and building new opportunities.

We will continue to do what we do best, sell your products and support our buyers.  

Mindy