The purpose of the Farm to Chef Directory is to link farmers interested in servicing local restaurants with chefs/restaurant owners interested in sourcing local food.

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What To Expect As A Farmer ^*

Commit – Be reliable and consistent in your selling relationships. Deliver what you say you will deliver; show them why buying local is so superior.

Maintain communication – Tell them what is going on at your farm, follow up on deliveries and find out what was appreciated or what can be improved. Some farmers find it’s best to call every week and update chefs on what is currently available. It’s all about building a relationship so that your clients call on you consistently!

Schedule – Find a delivery time that is efficient for you, but also works for the chef. Know their busy times and plan your visits and calls around them. Developing a schedule will ensure your chefs stay well stocked; it’s important that they have a steady stream of fresh products during the week.

Sell what you can deliver – Know the kitchen’s needs and plan accordingly. Chefs expect a certain quantity. Look at past invoices, if available, so you can reliably predict what you will be able to offer through the season. And if your product changes, call and ask if they still want it. Never assume.

Sell your product – Market yourself. Make personal visits to the kitchen and attend farmers' markets. Free samples are always a great opportunity for you to sell yourself and remain top of mind. Make suggestions to help chefs better use your product, especially if you offer something special or unusual; help them plan a menu around your produce. The easier you make their job, the more likely they will call on you again.

Know your customers and their customers – Eat at the restaurants and find out how your product is used. Ask to see a menu, or sample seasonal menus if available, and find ways to fit your products into them. (Many restaurants list menus on their website, if they have one.) To put it simply, when a need doesn’t exist, it’s your job to create one.

Be professional – It seems to be common sense but often goes unpracticed: be patient, diligent, on time, courteous, prepared, and call if you will be late.

Billing – Establish an account with your clients. It’s more efficient for everyone involved.

Specialize and Diversify – Why should they buy from you? Determine your competitive advantage and tell your chefs about it. Talk with chefs, find out what they need in particular, then tell them how you can fill that void. Some growers find it works best to concentrate on one or two strong crops, others find it’s better to offer a variety and be able to cover most of a chef’s produce needs for a week.

^* Source: Appalachian Sustainable Agriculture Project