Small Bites
August 24, 2023
Creating opportunities to amplify & sell Vermont products to buyers in the northeast & beyond through regional relationships
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It has been quite a ride this summer. Ups & downs, dry then wet, then really wet. It has been excruciatingly hard for farmers with impacts down the supply chain for food manufacturers who hold contracts with farmers. Consequently, sourcing of some local ingredients has taken a hit. For our dairies hay fields remain saturated making haying & feed corn hard to harvest quality feed for the winter months. There are direct & indirect rippling multiplier impacts.
Businesses are intertwined & the fallout from floods is more than a trickle-down effect. In each town from the northern to the southern border of Vermont the stories are similar. Our locally owned & operated businesses are the heart & soul of our small but mighty state & our small but mighty communities. Like the old Tampa Red blues song, when things go wrong with you, it hurts me too.
Read on for farm, food, store, & distribution updates & goings-on that reflect our strong community relationships while still riding the waves of disruption.
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Community Store Love:
Strong Bonds + Shared Values
Stores are so much more than products. Vermonters living in small towns certainly live that daily. Owners often carry the heart & soul serving customers, while acting as sounding boards for local issues. It is where 'river reports' & road closures are confirmed, where kids get their first jobs, a place of memories like driving to pick up Saturday morning butter crunch donuts, freshly baked cinnamon rolls, & always the place to grab a smile for old & young to chit chat about all or nothing.
Recently, the community of Lincoln came out in style for a street party at the literal crossroads of the town center to celebrate the woman who for over 30 years has owned & been the heart of the community.
As the "third place" The Lincoln General is that & more. That is why the town came out to praise, honor, & give love to the longtime owner Vaneasa.
The role owners play is paramount to the spirit & functioning of a town. Captured by drones, films, & skits, the gentle roasting & dancing in the rain with fireworks after dark made for a celebration of togetherness that simply stated the obvious, the “Mother of Lincoln" was worthy of shared loved of place & importance to community.
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"Seeing the whole town come out for little ol' me was incredibly humbling. All of it captured the essence of Lincoln that I know and love. Teamwork! Lots of it.
-Vaneasa, owner Lincoln General Store
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Rabble Rouser: Wake of the Flood
Before the flood in downtown Montpelier, the third place Rabble Rouser was known by the community as a hub of chocolate, art, craft, & culture. Workers at Rabble-Rouser created genuine connections with people around town who got coffee every day through “Pay what you can”; a concept to address food insecurity in the town.
Then the July flood created a river of silt & mud inundating businesses causing enormous damage to not only buildings but the places that created physical connections to community.
Rabble-Rouser is run mostly by immigrant & BIPOC folks. Production of the chocolates has been halted as recovery is in place. Currently, the business seeks help to repair the damage to its production infrastructure. Through a gofundme they will be better positioned to repair, replace lost inventory & furnishings for the community space.
Stores that have sold their chocolates are welcomed to help the business recover by sharing the gofundme link or raising money as a change for change community fundraiser. They struggle to gain a footing & as a worker-owned, community-run food manufacturer they remain deeply committed to supporting our New Americans immigrant population. Any support is appreciated.
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Creative & Cross Promoted Displays
There is an entire industry of professional merchandisers. Always present at the large corporate stores they are also more & more inclined to be found at coops & independent stores of all sizes.
The basis is for a well thought out program that links products across categories, pricing, in-store & other forms of promotion. This proof-of-concept drives sales & margin when well-articulated thinking & collaboration are in place across departments.
This is summer’s shoulder season. Schools are soon to be back in session, families are shifting from summer schedules & mindsets around meals are changing. It can be a fun time to create store displays that speak a language of convenience & local products to ease the seasonal transition.
Part of the process is analyzing what products distributors are promoting, because they too are working the shift of season. Planning is essential but so is a bit of "winging it" because as we saw with the supply chain upheavals of 2020-2021 we must be nimble & rely on our creativity because let’s face it, out of stocks happen.
Encouraging & supporting staff creativity is a good thing. You never know what dynamic & appropriate displays might result. By understanding some of the merchandising principals your team can begin to gain loads of confidence. Share the Farm to Plate Retail Collection with staff for baseline merchandising tips to generate fresh displays.
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Service & Sales
Stores with staffing issues are in a bit of a quandary as they balance their mission with labor constraints. Cheese departments can feel the squeeze & are working to balance in store "cut & wrap" programming with pre-packaged cheeses.
When sales teams & cheese mongers interact directly with customers they share the nuances of flavor profiles along with farm-stories. The relationship building becomes a key part of a two-way engagement between shopper & staff that is reciprocated through
sales. It is a bit like a librarian knowing what authors you like! The visits become more personal.
Investing in cheese staff training is an important aspect of customer service. Provisions International, our local premium distributor of cheese & 'cheeses adjacent' complementary products, has staff to assist in developing your staff's acumen that will better service your shoppers.
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The "New" General Store
Roots Farm Market in the heart of Middlesex grew from a need to diversify farm sales channels & aligning their values for a stronger sense of community.
There is a lot of dynamic & creative energy in the area. Owners Jon & Karin tapped into it as they melded their farm fresh produce with local artisans & makers. With the goal to support the local economies multiplier effect, they relied on VSJF business coaching to refine their systems & operations toward efficiencies & profitability. The result is a smooth running general store with a twist that really focuses their connection to the greater Vermont food shed by targeting products from local DSD vendors & through distributors such as Provisions International, Pumpkin Village Foods, & Lesser Distribution.
By choosing local distributors Roots Market upholds its values to keep dollars local through the economic impact of the multiplier effect. The positive effect is enhanced when they purchase direct from the area vendors of food, crafts, & other products that round out the farm-fresh general store.
Read more about the easy-to-access farm-based general store in 'downtown' Middlesex.
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Need fresh eyes on your business?
Are you looking for business support to evaluate your growth or operational strategy? Try these non-profit services geared to farm, food manufacturing, distribution & retail store businesses. Please note each is unique in its application process.
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Reminder: VT "Local"
Vermont is the only state in the northeast with a local food definition. This came about over a long period of time & included quite the "thought process" of considering the many factors of our VT products’ brand identity.
The VT Agency of Agriculture, Food, & Markets and the State Attorney General which oversees consumer protections, & the legislature agreed on a uniform definition to protect producers & consumers & which went into effect July 2, 2020.
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Local farms that sell to stores also often sell to restaurants & are members of VFN which is an organization supporting relationship building within our food system. |
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Supply Chains:
Strong Bonds = Strong Values
We see it locally & it is certainly happening on the global level too. The climate disruptions are impacting sourcing & shipments of raw materials & finished products.
What does this mean in the grand scheme? Let's take a brief look-see.
In food manufacturing, providing the right quality, at the right time, in the right packaging through the right distribution method builds relationships that still matter. As an example Ackermann Dairy Farm was awarded the VT Dairy Farm of the Year for 2023 in due part because they were nominated by Stonyfield Yogurt. Buying from small farms source identified farms has been key to their supply.
"Supporting organic family farms has been at the heart of our DNA since the day Stonyfield started as an organic farming school in Wilton, New Hampshire back in 1983,” said Gary Hirshberg, co-founder & Chief Organic Optimist.
The Ackerman Farm consistently meets the standards arranged as a source of milk for the yogurt company. Currently about 65 Holsteins are milked daily providing about 22,600 pounds of milk with butterfat of 4.1% & protein 3.1 to 3.2 %. The family is proud to uphold the standards for high quality organic milk which ensures the relationship with a key buyer. Both Stonyfield & Ackermann are committed to ensuring integrity & strong relationships for their products tied to the supply & the variables both businesses can influence.
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Congratulations to
Ackermann's Dairy for the 2023 VT Dairy Farm of The Year!
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Since its start over 35 years ago, Provisions International has been consistent in raising the bar for quality service to generate sales at our retail stores.
They are known regionally as THE cheese specialist, but the claim goes well beyond that to supporting Vermont & regional food businesses. They do this through the relationship building from their vendors all the way through to store buyers. In each distinct position, workers are invested in service: truck drivers. buyers, sales, marketing, warehouse & office workers are committed to creating a fantastic workplace in a very challenging & competitive business. (Food distribution is a very competitive business environment!)
Keeping the balance of ordering in product with sales (where the product goes out of the warehouse) is both an art & a science. Provisions has consistently held the highest standards. From Ice House Farm goat dairy products to 5th Quarter charcuterie
they sell to stores & farmstands around the region. Roots Farm Market in Middlesex is just one of their customers that have built long lasting relations with the Provisions team. Congratulations goes out to this distributor with deep roots in our community & for their excellence in supporting our food shed through due diligence based on relationships.
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Rocket Takes Off
Eating His Way Through VT
You first saw him here years ago.
Rocket is at it in a big way with his short video clips of all things food in Vermont. Above, he was seen with Secretary of Ag Anson Tebbets at the celebratory VT Cheese Fest & Jasper Hill Farm birthday bash.
He is the producer of fast paced video vignettes that showcase many happenings in the 802 food scene. Rocket's YouTube videos take us to every corner of the state showcasing farms, restaurants, food trucks, & every kind of event where there is food. Find him at the state & county fairs or at your favorite farm stand, or general store! You never know where Rocket will turn up! (maybe, he will even turn up at the Gilfeather Turnip Festival in Wardsboro!)
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Farmers as Retailers
It's all about peaches right now at farmstands. Pennsylvania peaches are a hot seller in Vermont. For decades Paradise Fruit based in Lincoln has been making the drive picking up the stone fruits & selling direct to stores & farmstands & preordered sold direct to customers with pick up locations.
Farm stores stack wooden crates for easy shopping to help drive sales, as do pre orders of cases sold direct to customers for home or business processing.
Basic produce display requires attention to several details. Culling fruit is a must to keep the quality intact. Be sure to have bags placed at displays & consider providing samples when the farmstand is busy.
Preorder cases of peaches & plums is another way to meet your customer's needs. Whether from Paradise or more locally sourced such as Champlain Orchards, quality fruit helps drive sales.
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It's a Thing
As the tourist season begins its shift, there is still a driving force for folks to enjoy the farm store at the height of the summer season.
Corn, tomatoes, zucchini, garlic, greens & peppers are a few of the choice August items for dinner. Ahh, then there is breakfast or afternoon snack to consider!
One of the many fun foods sold at farmstands is donuts. I usually wait to promote them until donut season officially begins in September. The scents at apple orchards include donuts. However, in August before the orchards are full tilt, summer donut season is in full swing. There is nothing like popping into a farmstand finding Local Donuts or Ms Weinerz.
In that funny Vermont way, the farmstand donut is as sought after as the creemee. Let's just say. It's the real thing. As classic as August corn.
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Speaking of Corn
Summer has been a bit less summery with so much rain, wind, & lack of sun. Yet, our sweetcorn fields are being harvested! Maybe it's not quite like years past, but summer is still fresh corn season. At farms up & down the state tables, carts, & bins display the bounty. For customers it is all about corn roasts, grilling at the lake, hot buttered at our country fairs, & spicy corn-hot pepper salsas served up with classic Vermont Wagyu burgers.
The Morrisville Food Coop, partnered with a wide number of community volunteers with corn from River Berry Farm in Fairfax for the 11th Annual Corn Roast. The community celebration went on despite rain (of course it rained!)
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The grueling flood recovery work continues on our farms. Dog River Farm in Montpelier was hard hit. Bucket loaders are still clearing the fields of tons of silt that washed over the banks. That said, they are still working their fields that were not hit by the floods. Their videos showcase efforts to keep on the sunny side, despite the dark clouds of the summer. Here they are cultivating their corn.
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Close to Home
Hannaford's feels the impact of the July floods. They have long purchased from our regional vendors for their Close to Home regional procurement program. Some of their vendors were hard hit by the extreme floods & poor growing conditions this season.
Communities across Vermont, New Hampshire & New York’s Hudson Valley were devastated by recent storms & historic flooding. Hannaford's proudly supported the ongoing work of the American Red Cross with a $100,000 donation to assist flood relief & recovery efforts in those communities.
The gift helps with long-term disaster relief & mental health support for individuals & families. It also provided critical food, shelter & emergency supplies to residents impacted by flooding.
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Small Bites comes to you via USDA & High Meadows grants. Content is created for farmers, food manufacturers, distributors, & grocers to increase VT food sales
Small Bites supports the New England State Food System Planners Partnership
Contact: Annie Harlow
smallbites802@gmail.com
Unless otherwise noted, photo credits are from company social media, websites or Annie Harlow
Lincoln General Store wine & rocks display Beth Duquette
Special Thanks to Dan at Brattleboro Food Coop
Rachel at Provisions International
Michael at Lesser Distribution
All info is subject to change; thank you to all who contributed to this issue
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