"Partnership is not a legal contract between two equal individuals. It’s an emotional alliance between two people who are committed to each other’s success.”
The words of Warren Buffett ring true as I dive into the compelling partnership between Church Brothers Farms and the Tom Lange Family of Companies. It’s a story that began back in the ’70s, before Steve Church, Founder and Chairman, and his brother, Tom, even dreamed of founding the company.
“My dad and Uncle Steve have some pretty funny stories from back then, but they’re not really appropriate for a magazine article,” Jeff Church, Chief Operating Officer, jokes with me as we start drawing out how this partnership came to be. “In this industry, it’s really about the relationship—knowing how to work through problems together and celebrate success when it comes. Over the decades, we feel like we’ve done a pretty good job on all those fronts with Tom Lange.”
As Steve Church recalls the friendship with Tom Lange and his business partner, Phil “Rock” Gumpert, he echoes an industry where someone’s word was worth its weight in gold.
“Back in the day, our word and handshake was our contract,” Steve says. “The Tom Lange guys understood this. Plus, they were a lot of fun. We always went out together after shows, and over the years that evolved to dinners in our homes, getting to know each other’s families, and supporting one another in business and in life.”
The relationship between the Church brothers and the Tom Lange associates paved the way for a partnership between the two companies during a crucial time: the COVID-19 pandemic that impaired business in 2020.
“COVID was horrible for just about everyone, but given the fact that we were predominantly a foodservice business at the time, we were begging and pleading for people to buy product from us,” Jeff details, offering a sobering account of just how much produce businesses were impacted during the shutdowns. “We knew people like Chase [Tatham] were out there hustling on our behalf. Partners like him helped us weather the storm.”
When I interviewed Chase, Tom Lange Georgia’s Vice President of Sales, back in 2018, to discuss a program increasing access to locally grown produce, I knew I was speaking to someone who always went to bat for his partners. It’s a state of mind he shares with Jeff, and it’s one I’m pleased to report has yet to change.
“There is never a dull moment,” Chase says, referring to the controlled chaos that is produce. “From freezes that wiped out crops in Arizona to soil-borne illnesses that caused supply issues, Tom Lange and Church Brothers Farms have worked together on every challenge. The main reason is our respect for the partnership.”
Jeff echoes Chase, noting that the close ties between the companies means daily contact on everything from category updates to appointment loading. He notes that Commodity Manager Jason Lathos talks to someone from Tom Lange at least once a day.
To some, daily communication is becoming an “old-school” way of doing business. But for Church Brothers Farms and Tom Lange, it’s a vital business ethos.
“Whether it’s the sales team, appointment loading, or operations, every member on that team communicates with Tom Lange,” Chase emphasizes. “With the further development of technology and the changes in business after COVID, one thing that hasn’t changed with Church Brothers is its communication and service. Its appointment loading team calls every morning to see how they can accommodate and find better appointments. Sales always informs us of supply shortages so we can plan. Marketing brings new packs and opportunities to us that in turn bring value to our customers.”
Leveling up its attention to service was a critical part of Church Brothers Farms’ 2023 ad campaign, Roots Run Deep, which drew attention to the pillars upholding the brand: Heritage and Tradition, Vertical Integration, Quality, Innovation, Service, and Strategic Growth.
“Tom Lange is also very customer-service oriented,” Jeff asserts, “and it’s good to be able to contribute to that. We have diverse offerings, we load trucks quickly, and we offer fair prices. It’s a pay-it-forward philosophy that we live by, where all of our strengths combine to create a great customer experience.”
"We knew people like Chase [Tatham] were out there hustling on our behalf. Partners like him helped us weather the storm.”
Jeff Church, Chief Operating Officer, Church Brothers Farms
When I circle back to Warren Buffett’s insight, my eyes catch on the words “emotional alliance.” We’re often taught to keep emotion out of the business, but famed businessmen know a thing or two about directing operations.
“Your reputation and your word are everything,” Chase affirms. “Our partnership is still strong today because of trust on both sides. Perfection is impossible in this industry but it’s evident that both companies strive for it every day. We know the team is working hard to bring value to Tom Lange, and Church Brothers knows Tom Lange is working in its best interest too.”
As Jeff said earlier, no matter the calamity, being a true partner in the produce industry means weathering the storm together. 
