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Selling to Your Local Food Co-op (Farmers & Producers)

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Food co-ops in our region make a priority of supporting local farmers, producers and co-ops. This presentation explores the regional impact of your Neighboring Food Co-ops, what you need to know to …

Food co-ops in our region make a priority of supporting local farmers, producers and co-ops. This presentation explores the regional impact of your Neighboring Food Co-ops, what you need to know to offer your products to local food co-ops, as well as how to best report local economic impact.

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  • 1. Tony%White% Co#op%Food%Stores% of%New%Hampshire% &%Vermont% tony@% coopfoodstore.com% % Erbin%Crowell% Neighboring%Food% Co#op%Association% erbin@nfca.coop% NOFA%SUMMER%CONFERENCE%2014:% SELLING%TO%YOUR% LOCAL%FOOD%CO=OP% %
  • 2. “Food%co5ops%in%our%region%make%a% priority%of%supporting%local%farmers,% producers%and%co5ops.%This%workshop%will% explore%the%regional%impact%of%your% Neighboring%Food%Co5ops,%what%you%need% to%know%to%offer%your%products%to%local% food%co5ops%as%well%as%how%to%best%report% local%economic%impact.”% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% SELLING%TO%YOUR%LOCAL%FOOD%CO5OP%
  • 3. A%food%co5op%is%a%grocery%store%that%is% equitably%owned%and%democratically% controlled%by%its%members%for%their% common%good,%the%good%of%the% community%and%to%accomplish%a%shared% goal%or%purpose.%%% Any%surplus%(or%profit)%is%distributed%as%a% patronage%rebate%in%proportion%to%use%of% the%business,%as%a%discount%at%the% register,%or%is%reinvested%in%the%business.% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% WHAT%IS%A%FOOD%CO5OP?%
  • 4. Co5operatives%are%based%on%the%values%of% self5help,%self5responsibility,%democracy,% equality,%equity%and%solidarity.%In%the% tradition%of%their%founders,%co5operative% members%believe%in%the%ethical%values%of% honesty,%openness,%social%responsibility% and%caring%for%others.% % International%Co5operative%Alliance%%//%%www.ica.coop% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% VALUES%BASED%
  • 5. Impact%on%Local%Food%Systems%&%Economies:%  Community%ownership%&%control%  Focus%on%service,%meeting%needs%before%profit%  Develop%local%skills%&%assets%  Ability%to%assemble%limited%resources%  Build%regional%economic%efficiencies%  Difficult%to%move%or%buy5out%  Root%wealth%in%community,%not%markets%  Engage%member,%customer%&%supplier%loyalty%  Low%business%failure%rate%&%are%long5lived% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% WHY%DO%FOOD%CO5OPS%MATTER?%
  • 6.  Community% ownership%and% participation%support% enterprise%resilience%  Resilience%sustains% economic% infrastructure%and% supports%local% producers%over%time% www.nfca.coop% RESILIENCE%&%LOCAL%FOOD%SYSTEMS% Selling%to%Your%Local%Food%Co5op%
  • 7. % More%stable%local%food%systems,% infrastructure,%employment,%services,% and%economy.% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% THE%RESULT?%
  • 8. The%Neighboring%Food%Co5op% Association%is%a%network%of%food%co5 ops%working%toward%a%shared%vision%of% a%thriving%regional%economy,%rooted%in% a%healthy,%just%and%sustainable%food% system,%and%a%vibrant%community%of% co5operative%enterprise.% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% YOUR%NEIGHBORING%FOOD%CO5OPS%
  • 9. www.nfca.coop% REGIONAL%IMPACT%  35%Food%Co5ops%&% Start5Ups%  90,000%Memberships%%  1,700%Employees%  $42%Million%in%Wages%  $240+%Million% Revenue%  $30+%Million%in%Local% Purchases% % (Updated%for%2013)% Selling%to%Your%Local%Food%Co5op%
  • 10. www.nfca.coop% NATIONAL%IMPACT% National%Co5op%Grocers%Association%(NCGA),%2012% Selling%to%Your%Local%Food%Co5op%
  • 11.  Food%co5ops%are% committed%to%local% producers%  Working%together%we% can%strengthen% relationships%and% impact%  Focus%on%peer5to5peer% collaboration,%sharing% of%best%practices% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% SUPPORTING%COLLABORATION%
  • 12.  Collaboration%with% Provisions% International%  Promote%region’s% artisan%cheese%makers%  Monthly%special%  Volume%has%doubled% since%2009%  28,000%pounds%of% cheese%over%5%years% www.nfca.coop% CAVE%TO%CO5OP% Selling%to%Your%Local%Food%Co5op%
  • 13.  2%yr%pilot%of%frozen% fruits%&%vegetables%  13,000%pounds%over% 2012513%season%  Challenge:%processing,% price%&%distribution%%  Collaboration%with% Deep%Root%Organic%Co5 op%to%explore%models% for%future% www.nfca.coop% FARM%TO%FREEZER% Selling%to%Your%Local%Food%Co5op%
  • 14.  Improving%access%to% healthy%and%local% food,%and%member5 ownership%for% people%on%limited% incomes%  Member%discounts,% payment%options,% food%education% % http://nfca.coop/healthyfoodaccess% www.nfca.coop% HEALTHY%FOOD%FOR%ALL% Selling%to%Your%Local%Food%Co5op%
  • 15.  Is%it%a%fit?%  Partnership%  Does%it%work%for%both% sides?%  Approaching%a%Food% Co5op,%what%to% expect%  Pricing%  Promotion%  Marketing% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% SELLING%TO%YOUR%LOCAL%FOOD%CO5OP%
  • 16.   Food%Co5op’s%Mission%   Organic%   Certified?%   Commitment%to%local%   Buying%Practice%   Defined%priorities%   Fair%Trade%Principles%   Supply%   Primary%supplier%or%back5up%   Delivery%   Meeting%the%needs%   Standards%   Specs%   Certifications%   Packaging%   Food%Safety% Sample%Policy%Statement% Our%Co5op%is%dedicated%to% supporting%social%and% environmental%responsibility.% We%know%where%our%products% come%from:%we%carry%local% items%whenever%possible,%and% make%an%effort%to%purchase% from%small,%independent% suppliers.%Our%produce%is% mainly%organic;%our%products% as%a%whole%are%primarily% organic%or%natural.%We%read% labels,%and%endeavor%to%avoid% artificial%additives%and% excessive%packaging% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% IS%IT%A%FIT?%
  • 17. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% PARTNERSHIP%  Not%just%a%vendor/ retailer%relationship%  Building%a%partnership%  Clarity%  Openness%  Fairness%  Trust%  Communication%  Commitment%
  • 18. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% FARMER%/%FOOD%CO5OP%COMMUNITY% WORKING%TOGETHER%
  • 19. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% FARMER%/%FOOD%CO5OP%COMMUNITY% BUILDING%RELATIONSHIPS%
  • 20. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% WIN5WIN%  Needs%to%work%from% both%sides%   Financially%   Logistically%   Delivery%   Ordering%   Organized%   Supply%and%demand%   Availability%   Movement%   Quality%   Consistency%
  • 21.  Direct%  Food% Shows%  Distributers%  Producer% Co5ops% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% CONNECTING%WITH%A%FOOD%CO5OP%
  • 22.  Wide%Range%of%Practices%  Large,%medium%and%small%Food%Co5ops%  Vendor%Submission%Packets%  Merchandisers%  Local%Food%Coordinator%  Department%Manager/Buyer%  Department%Staff% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% GO%DIRECT%—%WHAT%TO%EXPECT%
  • 23.  Bring%Samples%  UPC%%  Packaging/crates%  Label%  Ingredients%  Know%the%law%  Food%Co5op%can%provide%insight%and%resources%  Certifications%  Wholesale%pricing%  Description/order%number,%Size,%Pack,%shipping%costs%  Complete%Vendor%contact%info%–email,%phone% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% BE%PREPARED%
  • 24.  List%of%current%retailers%carrying%product%  Sales%history/movement%  Press/advertising%  Awards%  References%  Distributer/Broker/Direct%Delivery/Producer%Co5op%  Frequency%  Orders%  Licenses,%permits,%health%inspections/practices%  Insurance%  Payment%Terms% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% BE%PREPARED%
  • 25.  Great%way%to%meet%future% customers%  Buyers%are%on%a%mission%  Chance%for%buyers%to%see/hear% your%story%%  Sample%your%product% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% FOOD%SHOWS%
  • 26.  Right%Distributer%  Ask%around%  Knowledgeable%Sales%reps%  Active%rep%  Demos,%etc.%  Fair%upcharge%  What%is%your%time%worth?% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% DISTRIBUTORS%
  • 27.   Members%can%focus%on% farming%   Co5op%focuses%on% aggregation,%adding%value,% marketing,%distribution%   Scale:%Producers%keep%local% ownership%and%control%while% building%scale%and%influence%in% marketplace%   Efficiency:%Food%Co5ops%can% collaborate%with%multiple% producers%at%once%   Examples:%Deep%Root%Organic% Co5op,%Organic%Valley,%North% Country%Farmers%Co5op,%Port% Clyde%Fresh%Catch,%etc.% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% PRODUCER%CO5OPS%
  • 28.  Farmer/Producer%sets%cost%  Food%Co5op%sets%retail%price%  Collaboration%  Variable%margins%(Gross%Profit)%  Flexibility%for%Food%Co5op%  More%on%some%less%on%others%  Promotion%  On%Sale% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% PRICING%&%PROMOTION%
  • 29.  Marketing%your%product%  POS%material%%  Pamphlets,%signs,%photos%  Demos%  Vendor%driven%is%best%  Store%Events%  Sampling%parties,%customer%appreciation% days%  Proven%winner?%Best%approach!% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% YOU%ARE%IN!% NOW%BUILD%SUCCESS%
  • 30.  Manager%Relations%  Needed%  Staff%Relations%  Critical%for%success% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% STAFF%RELATIONS%
  • 31. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% TOURS%
  • 32. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% TOURS%
  • 33. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% TOURS%
  • 34.  Questions%  Opportunities%  Feedback% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% DISCUSSION%
  • 35. % Tony%White% Co#op%Food%Stores%of%NH%&%VT% tony@coopfoodstore.com% www.coopfoodstore.coop% % Erbin%Crowell% Neighboring%Food%Co#op% Association% erbin@nfca.coop% www.nfca.coop% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% THANK% YOU!%

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