Interview by Riad Beladi, Editor, International Supermarket News

Supermarket buyers play one of the most important roles in the food retail industry. Every product that reaches a supermarket shelf has, in most cases, been assessed, negotiated and approved by a buyer. Their decisions influence which brands succeed, which local producers gain access to consumers, and ultimately what shoppers place in their baskets.

One of the unique strengths of E.Leclerc is its decentralised purchasing model. While the group has national purchasing agreements for many products, individual stores also have the flexibility to source regional and locally produced goods. This allows store managers and local buyers to work directly with nearby farmers and producers without always requiring authorisation from head office. The result is a wider range of regional specialities, fresher produce and stronger support for local agriculture.

To better understand how these decisions are made, International Supermarket News spoke with Monsieur Jean-Pierre Dubois, a former E.Leclerc buyer with many years of experience selecting products for French consumers.

Interview

Riad Beladi: One of the things that makes E.Leclerc unique is its ability to source local products. How does the buying process work when selecting products from regional farmers and producers?

Jean-Pierre Dubois: Local sourcing is based on trust, product quality and customer demand. Buyers and store managers regularly meet producers, visit farms and assess whether a product reflects the expectations of local consumers. The flexibility to buy locally is one of E.Leclerc’s greatest strengths.

Riad Beladi: What are the most important factors you consider before deciding to list a new product? Is it mainly the margin, the quality of the product, or something else?

Jean-Pierre Dubois: Margin is important because every retailer must operate profitably, but it is never the only factor. Quality, consistency of supply, food safety, consumer demand, competitive pricing and the producer’s ability to deliver reliably are all essential. A product must provide value both for the customer and for the retailer.

Riad Beladi: What advice would you give to suppliers approaching an E.Leclerc buyer for the first time?

Jean-Pierre Dubois: Suppliers should understand the local market before making their presentation. They should clearly explain what makes their product different, provide competitive pricing, demonstrate reliable production capacity and be prepared with samples. Buyers appreciate suppliers who understand the retailer’s business rather than simply trying to make a sale.

Riad Beladi: Looking ahead, how do you think the role of supermarket buyers will evolve over the next five years?

Jean-Pierre Dubois: Buyers will increasingly rely on data, consumer insights and technology, but personal relationships will remain essential. Local sourcing, sustainability and product authenticity will continue to grow in importance, and buyers will play a key role in helping retailers meet changing consumer expectations.