Small Bites
June 3, 2022
Supporting grocery stores making a difference by creating opportunities to promote & sell more VT products to more buyers

"Maybe everything hurts - our hearts shadowed and strange. But only when everything hurts, may everything change." -Amanda Gorman ; read the entire poem
Buffalo Mountain Market Produce Manager gets hands-on "co-mingled" training from Farm to Plate
Melding a Product Mix
 
When two stores merge there is a dance to match & meld expectations from shoppers with product mix.
 
Buffalo Mountain Coop & the Village Market are getting close to a full merger. The Coop has long supported local organic growers while the Village Market tended to sell national brands to round out inventory. With a late June merge date on the calendar, the Produce manager reached out to Farm to Plate for a new set of eyes to co-mingle local, organic, & non-organic display techniques.
 
Preparing a new merchandising strategy can be daunting but it can also be fun. A fresh perspective to create separation of products to ensure organic integrity provided a baseline to begin the process of creating a dynamic new department. The goal of course is to increases sales while meeting the conjoined customer base. With new display props & lots of pinballing of ideas, the changes should represent both the art & science of produce merchandising for the new store concept. 
Regional Collaborations: Distribution

Just over 20 years ago the Boyden Farm in Cambridge, VT changed direction from a dairy to a beef operation.
 
The locally sourced cattle receive a healthy grass-fed diet finished with non-GMO feeds & flax, creating beef that is better than grass fed alone. Their small farm animal husbandry helps keep the cattle happy & healthy eliminating the need for antibiotics or hormones.
 
When they were looking to expand sales of their 5-generation family farm they knew wider distribution was in order. They have secured regional distribution through crossdocking & purchased as inventory through various distributors including Provisions International, Upper Valley Produce, Food Connects & AGNE.

Stores in Vermont & the northeast now have easy access to their beef. With "burger season" upon us, plan on bringing in Boyden with their 1 pound pack sold in a 10 lb case, 4-6-or 8 oz burger patties or even their 2x10 pound food service option. They farm offers a full slate of beef products. Contact Kevin for all product pricing & to talk about the distribution options. Boyden is a long standing member of the VT Fresh Network.
The Genny recently undertook a fantastic makeover to better utilize space that increases efficiencies & sales. With new cooler displays, check-out area revamp & a reset of produce, things are looking fabulous at the Craftsbury Genny. And not only that, they
featured Boyden Farm Beef in a recent advertising campaign to increase sales. The Genny in Albany celebrates its first birthday this week! Community support drives these two stores to fulfilling their mission of connection.
VT Food Companies to
Know & Follow

Kitchen is gaining traction with sales to local stand-out City Market. For decades, the Coop has supported emerging local brands. Unique
in her ability to meld flavorful ingredients from cross cultural influences Delna has a line of pre-cooked meals to round out your frozen food category. Contact her for distribution & sell sheet pricing
EcoBean & Greens based in South Burlington has taken steps to go beyond selling direct to consumer their organic, gluten free, GMO free, soy free frozen smoothies & salad dressing.

Through co-packing collaboration & working to expand sales with Equinox Food Brokers, they have launched a line of shelf stable salad dressings to reach new outlets beyond Vermont. Contact Ecobean directly for current details on shipping areas & pricing.
Vermont Bean Crafters has the non-meat burger you need to round out your plant-based product category. Made in Vermont from local ingredients the burgers are sold frozen. They take Vermont sourcing seriously with organic vegetables, herbs, heirloom beans & grains turning them into thoughtful, soulful variations of whole food plant-based products. Perfect alternative burgers for your non-meat eating shoppers.
"Our products are entirely
gluten-free, vegan & gmo-free. We're all about making it easier for
folks to access good health while supporting regional producers and growers." -Joe Bossen VT Bean Crafters
Are you a food business looking to grow throughout the Northeast?

VSFA suggests you build an advisory board as soon as possible. This step helps you grasp growth variables while
positioning your business in an area of strength. Do this sooner than you think
it is important or feasible. It is also advised to treat advisor recruitment as a hiring process. This of course requires due diligence to create expectations & accountability for the group you are forming.
For the Beverage Cooler

Summer fun drink of note: Corina's Switchy, is a blend of lime & ginger juices with a splash of apple cider vinegar. It’s fruity, bubbly, & deeply refreshing. Available for your beverage cooler & perfect for farmstand sales during PYO days! Contact Corina for details on pricing & current distribution & stock this beverage for adventure travelers.
 
Can't forget our chilled coffee drinks!
Snow Cap Nitro is one of our hottest cold drinks & available through VT Beer Shepherd. Locally roasted coffee is turned into a popular locally brewed chilled beverage. Perfect for all types of stores to add variety in the beverage cooler & steer away from national to more local brands. 

Below, Snow Cap Nitro sold at the Buffalo Mountain Coop (soon to be Market)
Community Connections

Hunger Mountain Co-op celebrates 50 years of community connections! Said another way...50 years of significant multiplier effects on the local economy. Long known as a store with deep roots in supporting local farms they evolved over the years to support & encourage new vendors to "scale up" efficiencies to reach new customers & meet ever-changing trends.
What do you think of this idea?

Stores can cross promote local strawberry PYO to engage with their shoppers with on-farm visits. Now that schools are nearly out, it is a good way to celebrate the first fruit of the season. Kids love strawberry picking; parents & guardians love when kids are happy & for the most part it has been a tough year for both. Your produce department & marketing team can promote in-store strawberry sales while also encouraging local farm visits.
"Michelle Klieger Talks Shop": distribution & supply chain variables
Did You Ever Wonder?
Michelle Klieger founder of Stratagerm Consulting & professor at Bentley University with a specialty in distribution has a few insights for those wondering how food gets from point A to Point B. She often posts relevant content on her LinkedIn account. Here is a taste for folks to grasp an overview.
 
"Food distribution & logistics is an overlooked black box that connects the agriculture & food supply chains. It takes agricultural products from a farm & ultimately gets food products to retail outlets, restaurants, & institutions where consumers can access the food. Most people do not understand how distribution works, the challenges that distributors face, the skill required to succeed, & the benefits imbued on the food system. Lack of understanding leads all distributors to be painted as the profit leeching middleman who are a necessary evil in the supply chain.
 
Most distributors are independent operators that specialize in one specific aspect of the food system. They have found a hole in the supply chain that is preventing product from moving economically between two locations & found a way to build a business to address this need.
 
Distributors can specialize in a specific product category (i.e.: seafood or fresh produce), service a specific region (i.e.: Northern Maine or connecting hubs), represent a specific manufacturer or sector (independent grocery stores, institutions, or restaurants), or they can specialize in a specific distribution service. These businesses exist when a producer, manufacturer, or retailer faces logistical challenges in moving, storing, or aggregating their products.
 
Each type of distributor has its own business model. Some provide first mile logistics & connect farms to the supply chain. A distributor can purchase directly from a producer or manufacturer or only transport products procured by the food service operators, grocery stores, or institutions that the distributor works with. Other distributors own warehouses & maintain inventory for their buyers, while others merely provide cross-docking. Some provide value added processing or aggregation services.
Aggregation comes with risks. The distributor is responsible for ensuring that products from multiple farms or companies are equivalent."

Want to learn more to help guide your decision making as you expand market channels? Pay attention to Michelle & her coverage of all things food distribution.
Farmers might want to listen in: The Grower & the Economist

Michelle Klieger's podcast addresses how to make decisions in an unstable time. Think supply chain variables for short term operations & creating sales opportunities based on what you can actually access during uncertain times. The conversation looks at streamlining from planting to whittling down value added processing for overall economic benefits.
Speaking of Economics

Governor Scott signed into law this week S.100, The Universal School Meals Act. This is a huge win for students & local food advocates. Though currently set for one year (to evaluate true costs), it is still a big win.
 
All public & independent school students using public funds to pay tuition will have access to free meals. This year’s state budget extended funding for Vermont’s Local Food Incentive Grant Program. Additionally, there is increased annual funding for the Farm to School & Early Childhood Program that assists purchasing food directly from Vermont farms & producers.
 
A big congratulations goes out to Hunger Free Vermont for its tireless work over years to gather enough support & a big shout out to Gov. Scott for his recognition of its multiplier effect on health & wellness of our students & the positive economic impact. Read the 7 Days article for more info
Signs of the Times

In every corner of the state signs remind us of our spectacular farmers & the season of fresh food! PYO strawberries, fresh eggs, maple, dairy, meat, vegies. We have it all!
 
When cruising around for fun or work, take in the signs some of which are definite works of art, others a mere signpost. All of them lead us to fresh, home-grown foods at farmstands of all shapes & sizes. 
At their farm store on Route 105 in Enosburg Falls, Boston Post Dairy features their awards to their customers You should also promote your wins informing shoppers that you have been recognized for quality products. Speaking of awards...

Good Food Awards are taking entries for the 2023 competition. Vermont producers are encouraged to enter & take home awards for their categories! From farmstead cheeses to world-class kimchi, the awards recognize craftsmanship & flavor alongside environmental & social responsibility. From June 1-30, the 10-minute entry form will be available here
BBQ Tempe

Rhapsody BBQ Tempe is a perfect meat alternative made in Vermont & sold regionally through Associated Buyers in NH. This ready to eat plant-based vegetarian product is a summer must-have. 

Do you stock Rhapsody Miso for use as a summer grilling glaze in your food prep or for an in-store summer-food promotion? Rhapsody products are available through multiple outlets including Food Connects in Brattleboro, part of Vermont's Food Hub Network.
Fruit & Veg Variables

Stores & farms are ready for the June strawberry harvest. Season extension is working & even with the crazy weird weather we had in May, PYO & strawberry sales will be welcome no matter when they arrive.
 
Across the board for fruit & veg growers, look for higher prices this year due to cost increases in all aspects of production & distribution. Overall, some farms are increasing their direct-to-consumer prices by 20%. Some farms have adjusted downward their "work week" from 40 hours to around 25 to grab attention from potential employees who want fewer work hours.
 
Due to covid labor issues & ongoing gaps in staffing, some farms have reduced the number of varieties of crops they are planting. It is expected that this will save on costs of production & shoppers will be fine with whatever is offered. Behavioral Economist Dan Ariely is big on knowing when too much is too many (because sales can actually be diminished)
 
Yet another variable of uncertainty, the current lack of rain in the Upper Valley is hindering crop production at this early stage of the season. Significant soaking rains are few & far between ensuring irrigation ponds are being drawn down earlier in the season than is optimal. This too can add to increased labor costs or crops might not gain full maturation rates, impacting pricing too. 
Farmer Retailing & Good Things

Farmstands & stores did a banner Memorial weekend of sales with their veg & flower plants & lots of VT local Vermont products from our distributors Pumpkin Village Foods, Lesser & Farm Connex.

Root 5 Farm in Fairlee was the subject of a one minute film from Andy @flannelboyvideos. Catch the Beet Washing Oscar Short (ok not really) but it is great farming. Produce managers always gain great insights from films like this. Well done Andy!

Farming is an amazing balance of variables & this year more than ever there are great collaborations as supply chain issues persist. Cheers to the VVBGA list serve for the "sharing economy" they provide to growers. (BTW stores & distributors can be supporting commercial members. Sign up now!
Small Bites comes to you via USDA & High Meadows grants. Content is created for farmers, food manufacturers, distributors, grocers to increase VT food sales
Contact: Annie H Harlow
smallbites802@gmail.com

Unless otherwise noted, photo credits are from company social media, websites or Annie Harlow
All info is subject to change; thank you to all the who contributed to this issue!