How can I verify a greenhouse’s wholesale buyer relationships are not just verbal?

Begin with the sales records. Match invoices to the bank deposits that paid them, and sort the totals by customer so you can see how much of the revenue comes from a handful of wholesale accounts. A greenhouse that sells mostly to a few buyers carries real risk if those buyers are loyal to the seller personally rather than to the product.

Next, look for evidence that goes beyond habit. Are there written programs, annual crop commitments or standing orders placed before planting? Or does each buyer simply phone in what they need each spring? Neither is wrong, but the second pattern means you are buying goodwill, and goodwill is hard to hand across.

Finally, ask to speak with the main buyers. Prepare questions about delivery reliability, quality complaints and whether they have other growers they could switch to. Keep the seller informed about when this happens, since an abrupt call can alarm a customer. If a buyer refuses to talk, note it and discuss it with your advisers. Where possible, make the introductions a condition of the offer rather than an afterthought, and ask each buyer what would make them leave, so you learn the real weak points early.

Key takeaways

• Match invoices to deposits and sort the totals by customer.
• Separate written commitments from habit and goodwill.
• Speak to the biggest buyers directly, with the seller’s agreement.