Exceeding Expectations Should Be Standard

It’s Sunday night, and it’s showtime at the Hunts Point Terminal Produce Market in the Bronx, NY. Wholesalers are gearing up for the week ahead. Sunday is the busiest day, with inventory being restocked and trucks unloading the majority of the week’s shipments.

Wholesalers diligently prepare orders for the upcoming days, dedicated to the mission of meeting every customer’s needs by offering the highest-quality produce.

Warehouses should be continuously stocked and replenished, ensuring the freshest produce is always available at any given time. As the bulk of shipments arrive on Sunday, this is a crucial day for the sales team to execute.

“Sunday is full throttle for us. We’ve replenished our stock. It’s Day One, our clean slate,” says Mike Castro, fruit salesman at A&J Produce Corp.

Typically, the shift should begin by walking through the warehouse and evaluating each item. Because A&J’s produce comes from all over the world, we thoroughly examine the condition of every pallet to ensure nothing was damaged during transit. Each package that arrives carries a story shaped by its origin, and it is our job to carefully inspect and preserve its quality.

Each package that arrives carries a story shaped by its origin, and it is our job to carefully inspect and preserve its quality.

This level of attention should extend into every interaction we have with the product. It’s not enough to just look, we should engage all our senses by touching, feeling and smelling, using our hands and nose to guide us, thoroughly analyzing each item to guarantee it meets premium standards. For example, fresh tomatoes should have a sweet, earthy smell. If the smell is off or unpleasant, that’s a red flag that the tomato may be past its prime.

It is our job to preserve and maintain the shelf life of each item, while never sacrificing quality. We assess scent, size, shape and color, each of which plays a key role in determining optimal taste.

Customers should always be at the forefront of a wholesaler’s mind. They rely on us to guide their purchasing decisions — we are their eyes and ears.

We recognize that what works for one customer may not suit another, and we must find the ideal fit. Our goal is to match the right products to each customer’s unique needs, carefully finding a home for each item. Whether we’re suggesting products for a promotional campaign or addressing specific requests, we keep our customers’ best interests at heart. We’re always thinking ahead, reaching out with, “I saw this, and thought of you.”

Sales representatives should go beyond simply making sales — we are consultants, photographers, and advisers rolled into one. A significant part of our job involves documenting the quality of the products we offer.

Salesmen’s cameras are filled with photos to give customers a clear view of the product’s quality before it reaches them. The more we can anticipate our customers’ needs and take the work off their shoulders, the more business we build. In this role, we’re not just selling produce, we’re building lasting, transparent relationships with those who rely on us.

While building trust and anticipating customer needs is essential, the fast-paced, high-energy environment of the market requires the team to stay agile and responsive at all times. Phones are ringing off the hook, and the intercom is buzzing — it’s a lively atmosphere with constant action. There’s no time for calculators here; salespeople are doing the math in their heads with ease and efficiency. They’re on call 24/7, taking orders, not just at their desks, but from anywhere. “I’m with you” is a common phrase as they juggle phone calls.

Whether on the work phone or their cell phones, multitasking is taken to the highest level. Each team member knows which call to take and when, ensuring seamless communication and coordination. Action is second nature to them. They move before being spoken to, anticipating needs and responding instantly.

Furthermore, as trusted wholesalers, our customers count on us to think ahead, act with purpose, and deliver lasting value. Guided by the principle “we are nothing without our customers,” we stay sharp and responsive, providing the right solutions at the right time.

With deep expertise and a strong understanding of the market, we build relationships rooted in trust, transparency, and a shared commitment to excellence because exceeding expectations should be standard. 

Stephanie Tramutola is the first female in the family working at A&J Produce Corp., Bronx, NY. The company was started in 1977 by her grandfather, John Tramutola, and his partners. Today, A&J Produce is one of the largest wholesalers of fresh fruit and vegetables in the Hunts Point Terminal Market, servicing New York and the northeast region.