Tony%White%
Co#op%Food%Stores%
of%New%Hampshire%
&%Vermont%
tony@%
coopfoodstore.com%
%
Erbin%Crowell%
Neighboring%Food%
C...
“Food%co5ops%in%our%region%make%a%
priority%of%supporting%local%farmers,%
producers%and%co5ops.%This%workshop%will%
explor...
A%food%co5op%is%a%grocery%store%that%is%
equitably%owned%and%democratically%
controlled%by%its%members%for%their%
common%g...
Co5operatives%are%based%on%the%values%of%
self5help,%self5responsibility,%democracy,%
equality,%equity%and%solidarity.%In%...
Impact%on%Local%Food%Systems%&%Economies:%
 Community%ownership%&%control%
 Focus%on%service,%meeting%needs%before%profit...
 Community%
ownership%and%
participation%support%
enterprise%resilience%
 Resilience%sustains%
economic%
infrastructure%...
%
More%stable%local%food%systems,%
infrastructure,%employment,%services,%
and%economy.%
Selling%to%Your%Local%Food%Co5op% ...
The%Neighboring%Food%Co5op%
Association%is%a%network%of%food%co5
ops%working%toward%a%shared%vision%of%
a%thriving%regiona...
www.nfca.coop%
REGIONAL%IMPACT%
 35%Food%Co5ops%&%
Start5Ups%
 90,000%Memberships%%
 1,700%Employees%
 $42%Million%in%...
www.nfca.coop%
NATIONAL%IMPACT%
National%Co5op%Grocers%Association%(NCGA),%2012%
Selling%to%Your%Local%Food%Co5op%
 Food%co5ops%are%
committed%to%local%
producers%
 Working%together%we%
can%strengthen%
relationships%and%
impact%
 Focu...
 Collaboration%with%
Provisions%
International%
 Promote%region’s%
artisan%cheese%makers%
 Monthly%special%
 Volume%ha...
 2%yr%pilot%of%frozen%
fruits%&%vegetables%
 13,000%pounds%over%
2012513%season%
 Challenge:%processing,%
price%&%distr...
 Improving%access%to%
healthy%and%local%
food,%and%member5
ownership%for%
people%on%limited%
incomes%
 Member%discounts,...
 Is%it%a%fit?%
 Partnership%
 Does%it%work%for%both%
sides?%
 Approaching%a%Food%
Co5op,%what%to%
expect%
 Pricing%
 ...
  Food%Co5op’s%Mission%
  Organic%
  Certified?%
  Commitment%to%local%
  Buying%Practice%
  Defined%priorities%
  Fa...
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
PARTNERSHIP%
 Not%just%a%vendor/
retailer%relationship%
 Building%a%par...
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
FARMER%/%FOOD%CO5OP%COMMUNITY%
WORKING%TOGETHER%
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
FARMER%/%FOOD%CO5OP%COMMUNITY%
BUILDING%RELATIONSHIPS%
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
WIN5WIN%
 Needs%to%work%from%
both%sides%
  Financially%
  Logisticall...
 Direct%
 Food%
Shows%
 Distributers%
 Producer%
Co5ops%
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
CONNECTING%W...
 Wide%Range%of%Practices%
 Large,%medium%and%small%Food%Co5ops%
 Vendor%Submission%Packets%
 Merchandisers%
 Local%Fo...
 Bring%Samples%
 UPC%%
 Packaging/crates%
 Label%
 Ingredients%
 Know%the%law%
 Food%Co5op%can%provide%insight%and%...
 List%of%current%retailers%carrying%product%
 Sales%history/movement%
 Press/advertising%
 Awards%
 References%
 Dis...
 Great%way%to%meet%future%
customers%
 Buyers%are%on%a%mission%
 Chance%for%buyers%to%see/hear%
your%story%%
 Sample%y...
 Right%Distributer%
 Ask%around%
 Knowledgeable%Sales%reps%
 Active%rep%
 Demos,%etc.%
 Fair%upcharge%
 What%is%you...
  Members%can%focus%on%
farming%
  Co5op%focuses%on%
aggregation,%adding%value,%
marketing,%distribution%
  Scale:%Prod...
 Farmer/Producer%sets%cost%
 Food%Co5op%sets%retail%price%
 Collaboration%
 Variable%margins%(Gross%Profit)%
 Flexibil...
 Marketing%your%product%
 POS%material%%
 Pamphlets,%signs,%photos%
 Demos%
 Vendor%driven%is%best%
 Store%Events%
...
 Manager%Relations%
 Needed%
 Staff%Relations%
 Critical%for%success%
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
...
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
TOURS%
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
TOURS%
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
TOURS%
 Questions%
 Opportunities%
 Feedback%
Selling%to%Your%Local%Food%Co5op% www.nfca.coop%
DISCUSSION%
%
Tony%White%
Co#op%Food%Stores%of%NH%&%VT%
tony@coopfoodstore.com%
www.coopfoodstore.coop%
%
Erbin%Crowell%
Neighboring%F...
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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 offer your products to local food co-ops, as well as how to best report local economic impact.

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

  1. 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. 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. 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. 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. 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. 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. 7. % More%stable%local%food%systems,% infrastructure,%employment,%services,% and%economy.% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% THE%RESULT?%
  8. 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. 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. 10. www.nfca.coop% NATIONAL%IMPACT% National%Co5op%Grocers%Association%(NCGA),%2012% Selling%to%Your%Local%Food%Co5op%
  11. 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. 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. 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. 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. 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. 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. 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. 18. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% FARMER%/%FOOD%CO5OP%COMMUNITY% WORKING%TOGETHER%
  19. 19. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% FARMER%/%FOOD%CO5OP%COMMUNITY% BUILDING%RELATIONSHIPS%
  20. 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. 21.  Direct%  Food% Shows%  Distributers%  Producer% Co5ops% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% CONNECTING%WITH%A%FOOD%CO5OP%
  22. 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. 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. 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. 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. 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. 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. 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. 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. 30.  Manager%Relations%  Needed%  Staff%Relations%  Critical%for%success% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% STAFF%RELATIONS%
  31. 31. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% TOURS%
  32. 32. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% TOURS%
  33. 33. Selling%to%Your%Local%Food%Co5op% www.nfca.coop% TOURS%
  34. 34.  Questions%  Opportunities%  Feedback% Selling%to%Your%Local%Food%Co5op% www.nfca.coop% DISCUSSION%
  35. 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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