How do I hand over my wholesaler’s restaurant and shop accounts?

Your accounts are relationships, and many are built on one driver or one sales contact. Write down, for each restaurant and shop, what they order, when they like deliveries, who places the order, and any special handling you agreed. A buyer who inherits this knowledge can keep the service the same from the first week.

Next, sort the accounts. Which ones order weekly and which only seasonally? Which pay slowly, and which are owed money now? Be ready to show your receivables and explain any unusual credit terms. A buyer will also ask whether any customer is likely to leave when you do, so be honest and offer to make the introductions.

Decide with the buyer how to tell customers and when. Visit the biggest ones together, and let the buyer see the delivery run. Confirm that the buyer’s food licences and tracing records are ready before the first delivery under new ownership. Your lawyer can advise on account terms, and your accountant on how the receivables are handled at closing. Keep the driver or sales contact in the picture during the first weeks, and thank them for their part, since customers often trust that person more than the owner.

Key takeaways

• Write an account file for each customer before anyone meets the buyer.
• Be open about slow payers and any customers who might leave.
• Make joint visits and deliveries part of the handover plan.