How do I explain my market garden's farmers' market and restaurant orders to a buyer?

Farmers’ market sales and restaurant orders behave differently, so explain them as two parts of the business. At the market, describe your stall, the days you attend, the staff you need and the products that sell best. Share sales notes by season, and explain what happens in rain or on a quiet week. Say how your place at the market was obtained and whether it can pass to a buyer, and ask the market organizers about that.

For restaurants, name the types of customers without exposing private details, and describe how orders come in, whether by message, a standing list or a weekly call. Explain delivery, invoicing and how you handle a shortfall. Chefs often buy from a person, so say how much depends on your relationship and offer introductions.

Be open about the risks. A single large restaurant account, a stall with an uncertain future or a customer who pays slowly all matter. Show how the two channels support each other, such as what unsold market produce becomes. Your accountant can tidy the sales split so it matches your books before a buyer sees it. Invite the buyer to work a market day with you, so they can see the customers and the pace themselves.

Key takeaways

• Treat the market stall and the restaurant accounts as two separate channels.
• Ask the market organizers whether your stall position can transfer.
• Offer introductions to chefs, and say how much rests on your relationship.