New Markets for Your Crops


Published on

New Markets for Your Crops

  • Be the first to comment

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide

New Markets for Your Crops

  2. 2. JOE PETE JOEPage 2 ATTRA New Markets for Your Crops
  3. 3. ATTRA Page 3
  4. 4. PETE HERE’S SOMETHING A COLLEAGUE GAVE ME— “NEW MARKETS FOR YOUR CROPS.” IT HAS PETE INFORMATION ABOUT LOCAL GROUPS THAT 10 HELP FARMERS SELL THEIR PRODUCE. CAN YOU PASS IT AROUND FOR YOUR GROWERS? “NEW MARKETS TO OTHER CROPS.” THAT’S GREAT! I’LL BRING YOU 10 BOXES TOMORROW. • To maintain a good relationship with food buyers, you must have on-time delivery, consistent high quality, and continuous availability of your product. • Whole small fruits and vegetables, such as grapes, carrots, cherry tomatoes, sugar snap peas, apples, pears, berries are easy for cafeteria staff to prepare.Farmers Can Work Together to Sell to InstitutionsA cooperative marketing effort between a few farms can provide Advantages and Disadvantagesmany benefits. It makes sense for farmers to work together to of Marketing Producesupply the diversity and volume of produce or meat that insti- Cooperatively Through atutions may require. Expanded slowly over time, a cooperative Nonprofit Organizationmarketing group allows farmers, buyers, and the buyers’ cus-tomers to try something new without too much risk. Remember: Better Access to Institutions: Several farms workingit takes time to build these relationships. together can grow larger quantities and more varieties ofSome states have product-specific commissions or boards that food. This can improve access to institutional markets forhave developed marketing and processing capabilities to help member market their products. For example, the Apple Council Combine Resources: Packing and grading may be donein New Mexico works with many Latino growers, and the Coun- by the group, which may be able to afford a cooler andcil has worked with their growers to develop the school market other equipment. Liability insurance may be easier to– encouraging small sizes and trying to find additional market- obtain through the outlets for the larger apples. Lack of Control: Customers will pay the co-op first, ratherIt can be difficult to organize farmers to sell as a group. Fortu- than individual farmers. Individual farmers may have nonately there is help for farmers who are interested in institutional control over the quality of the product delivered to themarkets. See the organizations listed on pages 6 to 11 that help institution.growers market their produce.Page 4 ATTRA New Markets for Your Crops
  5. 5. Marketing to Local InstitutionsHospitals, schools, senior centers, and colleges can provide farm- Institutional food services prefer to receive goods in labeleders with a reliable local market. Selling a steady supply of farm boxes that include the farm’s name and type of product. Talk toproduce to these institutions requires lots of face-to-face contact the food service director about additional requirements in termswith food buyers, flexibility, and organization. In order to be suc- of food safety guidelines and packing specifications.cessful, farmers must understand exactly what the food servicemanager requires in terms of quality, quantity, packaging, insur- Institutions are generally a steady, reliable market. As communityance, seasonal demands, and frequency and time of deliveries. members learn about a farm’s products through local institu- tions, demand for the products may increase in local groceryIn some situations, it may be practical for farmers to cooperate stores, farmers’ markets, and Community Supported Agricul-in selling their products to institutions by developing an infor- ture (CSA) shares.mal network of farmers, or by forming a cooperative. Beware:organizing farmers can be like herding cats! Another option isto locate a third party—such as a local nonprofit or community-based organization that works in food systems—for help in mar- Advantages and Disadvantagesketing to local institutions (see pages 6-11 for information about of Sellling to Institutionsthese organizations). Some larger for-profit food distributors arebeginning to buy from local farmers to supply local markets. Financial Considerations: Institutional accounts could bring more income thanHow Does It Work? the farmers’ market. Payments from mostInstitutions typically purchase large quantities of product at one institutions are reliable, though they typ-time, usually from only a few distributors. They receive most ically pay 30 to 40% less than retail (i.e., farmers’ market prices)of their fresh fruits and vegetables from a single vendor, with and 30 to 60 days after receipt of produce. Liability insurancedeliveries at least once a week. of $1 million is often required.Farmers should not expect to be paid on delivery. Institutional Extra Care: Institutional food buyers require good communica-food services buy food at wholesale prices, and they pay by tion, close attention to food quality, and timely deliveries.check after receipt of the product. For every delivery they make,farmers must leave an invoice or a bill of lading that is labeled Special Packing and Grading may be necessary, which couldwith the farm name and quantity of products. The institution require additional equipment.will pay each vendor by check at a later date, often 30 to 90 daysafter receipt of goods. Institutions that May Buy Food from Local FarmersSchools—Kindergarten through 12th Grade (K-12) year-round, though with reduced food purchases during theThese schools serve lunch and sometimes breakfast each week- summer. Food services may be operated by the college or theyday from September to June. Some schools also prepare lunches may be privately managed by an outside food service company.during the summer and may be interested in buying local prod- Both types of food services are able to purchase locally pro-ucts in that season. Schools represent a medium- to large-size duced According to established farm-to-school projects, farm-fresh local foods are among students’ favorite meal options. Day Care Centers and Head Start CentersWhole fruits and vegetables, such as grapes, carrots, apples, Most communities have day care centers and most parents arepears, berries, etc., are easy for school staff to prepare. Smaller interested in their kids eating good food. These centers repre-grades of a fruit or vegetable may be particularly appropriate sent a small-size market, with 5 to 25 kids each. Easy preparationfor primary schools. Many schools have a salad bar, which pro- of your produce is important to this market. Particularly appro-vides sales opportunities for a wide range of vegetables. It is priate are whole fruits or vegetables, such as grapes, carrots,very important to keep school staff food-preparation time to a apples, pears, berries, or smaller grades of a fruit or vegetable.minimum! Marketing to schools provides educational opportu-nities for the kids to visit your farm and to discuss in class where Hospitals, Nursing Homes, Retirement Villages,food comes from. and Senior Meal Programs A growing number of hospitals and nursing homes are interestedCommunity Colleges and Universities in improving their mission to promote health and prevent dis-Of all institutions, colleges and universities across the coun- ease by offering healthier options to patients. Some are improv-try tend to be most receptive to buying local and sustainably ing the nutrition of their cafeterias by purchasing fresh, wholegrown foods. They offer a larger sales volume and a more prof- products from local farms. Other hospitals, such as Kaiser Per-itable return than most K-12 schools. Colleges often operate manente facilities in California, Oregon, and Hawaii, ATTRA Page 5
  6. 6. on-site farmers’ markets because it increases staff and patient County Jails and Prisonsaccess to healthy foods. These institutional food services serve Jails and prisons serve three meals a day to prisoners. They rep-a steady population year-round, and can take large quantities of resent a nearly untouched market with respect to local foods,fresh foods during the peak of the growing season. Unlike col- and value-added processing is not an issue as the prisons uti-leges, universities and schools, the customer base is not reduced lize the ever-present prison population to prepare foods. Localin the summer months. foods may be able to address ethnic food preferences.These Organizations Help Growers Market Their Products to Institutions Note: Recently, many private food distribution companies have started carrying local produce from their home-base regions. While this is a monumental change in conventional food sourcing models and deserves recognition, there are simply more of these distributors than we can name here. However, we are confident that the organizations we’ve listed in each state will be able to direct farmers to these cutting-edge distribution companies.National and distributors. Growers use this certification as part of theirAssociation of Family Farmers (AFF) links independent marketing strategy because it allows them to make credibleregional producers to consumer markets through “value-chain” claims for social and environmental responsibility. Food Alli-distribution networks. AFF certifies food for 1) environmental ance also cultivates relationships with commercial food buy-stewardship on the farm; 2) social standards, such as fair treat- ers by organizing events that let buyers and sellers meet eachment of farm workers; and 3) fair business practices including other. Offices are in Oregon, California, Minnesota, and Penn-fair compensation for family farmers. Contact David Ward, 202- sylvania. Call 503-493-1066. Website: www.foodalliance.org997-1112. Website: Local Harvest, founded in 1998, is a primary place on theCommunity Food Security Coalition is dedicated to build- Internet where people can find sources of local produce ining strong sustainable, local and regional food systems that their area around the nation. They maintain a definitive andensure access to affordable, nutritious, culturally appropriate reliable “living” public nationwide directory of small farms,food to all people at all times. CFSC hosts the Farm-to-College farmers’ markets, grocery stores, & restaurants that purchaseInitiative that links farmers and food producers with univer- local foods. Click on your state to find listings of restaurantssity dining halls. The website has a map where you can locate and food co-ops in your area that may buy your produce.universities in your area participating in the program. Con- Website: www.localharvest.comtact Kristen Markley, 570-658-2265, National Center for Appropriate Technology (NCAT) houses the ATTRA project, which has a toll-free telephone helplineFarm-To-Cafeteria Listserv: To log on to the Farm to School/Farm to College Yahoo! Groups e-mail list, go to to answer questions from farmers around the country about sustainable and organic production and marketing. NCAT canYou can read the archives or join by clicking on “Join this direct farmers to groups that can help them market their prod-Group” in the top right corner, and following the directions. ucts. Call 1-800-346-9140. Website: www.attra.ncat.orgFarm-to-School Programs connect schools in 39 states with National MarketMaker is a national partnership of land grantlocal farms to serve healthy meals in school cafeterias, sup- institutions and state departments of agriculture dedicated toport local small farmers, and provide health and nutrition the development of a comprehensive interactive database ofeducation opportunities that will last a lifetime. Check the food industry marketing and business data. The website wasnational map on their website to find a program near you: created by a team from University of Illinois Extension to nect food-producing farmers with economically viable new markets. MarketMaker has active sites in Nebraska, Iowa, Illi-Farmers’ Market Promotion Program, a program of USDA nois, Indiana, Ohio, Michigan, New York, Kentucky, Mississippi,Agricultural Marketing Service, offers grants up to $75,000 to and Georgia. Colorado and South Carolina sites are in progress.grower cooperatives or associations to explore any type of Website: http://national.marketmaker.uiuc.edudirect-marketing option for farmers that would increase localcirculation of dollars. Contact Carmen Humphrey, 202-720-8317, In addition, marketing resource Red Tomato is a unique nonprofit organization based in Mas-publications are available on topics like trends in the retail mar- sachusetts that markets fresh fruit and vegetables from fam-ket and alternative distribution systems. ily farms in the Northeast and Southeast U.S. to supermarketsWebsite: and other customers throughout New England. Red TomatoFood Alliance is a national sustainable agriculture organiza- is committed to developing new market strategies, to con-tion that certifies farms and ranches for safe and fair working stant learning, and to education through community out-conditions, healthy and humane treatment of animals, and reach and consulting work. They are building a Domestic Fairenvironmental stewardship. They also certify food processors Trade movement, applying principles of fair trade to supportPage 6 ATTRA New Markets for Your Crops
  7. 7. farmers in the U.S. Contact Michael Rozyne, 781-575-8911, stream of income for small farms and related Website: Contact Jenny Huston, 510-271-8835, Website: Marin Organic is an association of local organic food produc-Canyon Country Fresh Food Alliance (CCFFA) is a project of ers in Marin County, California. As a primary goal to keep theirthe Center for Sustainable Environments at Northern Arizona members thriving, Marin Organic focuses on the economicUniversity. They work with local farmers, ranchers, markets, viability of its artisan producers, actively connecting them toand restaurants to promote local food production in the Colo- new market opportunities throughout Marin County and therado Plateau region. CCFFA produces a food directory that lists San Francisco Bay Area. Through its many programs and initia-businesses that purchase locally as well as local growers. They tives, Marin Organic works directly with restaurants, schools,are also developing links between farmers and institutional government agencies, and other local businesses to buildmarkets in the area, such as restaurants, schools, and soon support for local organic food producers in Marin County.the dining halls of NAU. Contact DeJa Walker, 928-523-0602, Contact Paige Phinney, 415-663-9667, Website: University of California’s SmallAlabamaAlabama Sustainable Agri- Pete the Farmer says Farm Program provides pro- duction and marketing infor-culture Network promotes You have an interesting story to mation to farmers not reachedand expands sustainable agri- tell, so use it to help sell your by traditional extension pro-culture practices in Alabama. produce! grams. The program focusesThrough their Food Systems on small-scale, family-ownedInitiative, they connect sus- Where are you from? What’s or family-managed farms andtainable growers to new mar- unique about your story? markets, often those with lim-kets and provide mentors for What’s distinctive about your food? Is it local, ited resources. Small Farm Advi-beginning farmers. Amongtheir goals is to develop the fresher, tastier, organically grown? Does it provide sors include: Manuel Jimenez,next generation of sustainable higher nutrition? Does supporting your farm help Tulare County, 559-685-3309,farmers, increase food security the local economy, or help small farmers preserve ext. 216,;in urban and rural areas, and open space? The story of your farm, family and R i c h a r d M o l i n a r, Fr e s n o C o u n t y, 559 - 45 6 -7555 ,build a culturally diverse net- produce is a compelling marketing tool!; Ramirowork of sustainable farmers Lob o, San Die go Count y,and consumers. Call 256-751- 858-694-3666,; and Mark Gaskell, Santa Bar-3925, Website: bara County, 805-934-6240, For more information about the program, contact Website: and Land-Based Training Association (ALBA)provides education, training, and access to farmland and Coloradoequipment for aspiring and limited-resource farmers and farm Colorado Local Sustainability unites farmers, ranchers,workers in the Monterey Bay Area. ALBA Organics is a licensed and consumers to stimulate the sustainable local food econ-produce distributor that supports the sales and sales training omy. The Rocky Mountain Growers Directory lists Colo-needs of ALBA farmers. Contact Deborah Yashar, 831-786-8768, rado farmers and ranchers who use sustainable or Website: methods of production. Their Farm to Chef Program willCommunity Alliance with Family Farmers (CAFF) founded allow food buyers to purchase local food items daily fromthe Growers Collaborative to supply produce from local fam- one online source. Contact Jim or Tracy at 303-258-7460.ily farms to institutional customers such as schools, colleges, Website: www.localsustainability.nethospitals, and corporate cafeterias. They serve Ventura, Greater Colorado Organic Producers Association provides educa-Los Angeles, Fresno, the Sacramento Valley, and the Central tion, information, and networking services to promote andCoast. Contact Penny Leff, 530-756-8518 ext.14, penny@grower facilitate the production, distribution, and consumption Website: Colorado organic food products. COPA members represent allCulinary Social Enterprise Kitchen, a project of Bay Area segments of agriculture—production, processing, wholesale,Community Services, is creating a sustainable nutrition pro- retail, and consumer. Website: www.organiccolorado.orggram for aging or mentally ill adults based on local organicfood, a breadth of culinary techniques and styles, reduced Connecticutwaste, and recycling. They are committed to purchas- Connecticut Farm-to-Chef Program connects Connecticuting locally grown, healthy, hormone- and pesticide-free chefs and food service professionals with growers, producers,food for their Food-to-Table Program to provide a steady and distributors of Connecticut Grown products. The ATTRA Page 7
  8. 8. nization also helps the public locate restaurants, institutions, entrepreneurs, farmers and chefs. The project currently net-and other dining facilities that serve foods prepared with Con- works with a number of local food producers to link them tonecticut Grown ingredients. Contact Linda Piotrowicz, linda. a variety of markets throughout the state, including, 860-713-2503. tions. Contact Bob Perry , 859-797-1163, Website: Grasshoppers Distribution, LLC is the first all-local, producer-Georgia owned food distributor in the Kentucky region. The group isGeorgia Organics is a member-supported nonprofit orga- the result of years of grassroots organizing by farmers to fillnization working to integrate healthy sustainable and locally the marketing and distribution gap in Kentucky’s local foodgrown food into the lives of all Georgians. Through innovative economy. They offer new marketing opportunities, efficientnetworks of sustainable family farms, gardens and businesses, distribution, and fair prices to local producers. They providethey envision all Georgians having access to nutritious, locally their customers a direct connection to local farmers and farmgrown foods via schools, institutions, workplaces, grocery life, along with the freshest, highest quality food. The busi-stores, markets, and neighborhoods. Currently they are seek- ness wholesales to local independent restaurants and grocerying growers to work with Emory University to build an institu- stores, making deliveries within Louisville twice a week. Theytional marketing model that will bring local produce to their also operate a multi-farm Community Supported Agriculturedining halls. Contact 678-702-0400, program offering protein and dairy shares as well as vegeta-Website: bles. Contact or call 502-582-1731.Idaho MaineRural Roots supports sustainable and organic agriculture and Farm2Chef provides farm-direct sustainable produce fromcommunity-based food systems in the Inland Northwest. The New Hampshire & Maine growers to local chefs and restau-Cultivating Success™ courses provide beginning and exist- rants. Contact or call farmers with the planning tools and production skills to Website: www.farm2chef.comdevelop a sustainable small farm. To inquire about the Access-ing New Markets Program, contact or call208-883-3462. Website: Maryland Future Harvest-Chesapeake Alliance for Sustainable Agri-Iowa culture (CASA) is a network of farmers, agricultural profession-The Marketing and Food Systems Initiative—a pro- als, landowners, and consumers. They are exploring new cropsgram of the Leopold Center for Sustainable Agriculture and markets for local farmers, organizing conferences and fieldin Ames, Iowa—focuses on market-based approaches that days, promoting conservation and stewardship, and dissemi-reward Iowa farmers for protecting Iowa’s water resources nating information to farmers. Contact orwhile producing specialized products of superior qual- call 410-549-7878. Website: www.futureharvestcasa.orgity. Contact Rich Pirog, 515-294-1854, Massachusetts Communities Involved in Sustaining Agriculture (CISA)Iowa Farm to School Program provides another opportu- links farmers and communities to strengthen agriculture andnity for farmers to grow and sell fresh products in the schools enhance the economy, rural character, environmental qual-within their own community. Contact Maury Wills at 515-281- ity, and social well-being of Western Massachusetts. Their5783 or email Farm to Institution program and the Farm2City project bothUniversity of Northern Iowa Local Food & Farm Part- link local growers with new customers. Contact Kelly Cole-nership connects institutional food buyers to nearby farms man,, or call toll free 866-965-7100.& processors. Contact Dr. Kamyar Enshayan, 319-273-7575, Website:, Center for Energy & Environmental New Entry Sustainable Farming Project (NESFP) assistsEducation,, Cedar Falls, IA 50614. immigrants and non-immigrants who want to become commercial farmers, providing business developmentKentucky and training. NESFP supports World PEAS Cooperative,Community Farm Alliance organizes cooperation among a producer-owned ethnic marketing co-op. Contact Jen-farmers, rural, and urban citizens to ensure an essential, pros- nifer Hashley, 617-636-3793, place for family-scale agriculture in our economies Website: http://nesfp.nutrition.tufts.eduand communities. For the Farm to Community project, Southeastern Massachusetts Agricultural Partnershipcontact Wendi Sands,, 502-223-3655. (SEMAP) is a nonprofit organization that helps agriculturalWebsite: enterprises in southeastern Massachusetts achieve economicThe Food Systems Initiative (FSI) is a program of the Col- success. Their market development programs include the Busi-lege of Agriculture at the University of Kentucky. FSI pro- ness to Business (B2B) network, which links growers to insti-motes the development of new food enterprises, markets and tutional markets, a Buy Local campaign and an online (andproducts by connecting university expertise with Kentucky print) Buy Local guide. SEMAP’s business/technical assistancePage 8 ATTRA New Markets for Your Crops
  9. 9. programs provide targeted business education and assistance New Yorkto local agricultural enterprises. Contact 508-295-2212 x 50, Adirondack Harvest envisions a picturesque and Website: working landscape that connects local farmers to their com- munities and regional markets. Their goals are 1) to increaseMichigan opportunities for the profitable, sustainable production andMichigan Food and Farming Systems (MIFFS) helps farmers sale of high quality food and agricultural products, and 2) tomarket their produce to various institutions through technical expand consumer choices for locally produced healthy foodassistance in business planning, production, record keeping, from Northeast New York. They work with 200+ member farm-marketing, website development and one-on-one assistance. ers to connect them with dozens of markets such as restau-Contact 517-432-0712, Website: rants and stores and to promote their farm stands. They also help to promote area farmers’ markets. Contact Laurie Davis,Minnesota 518-962-4810 x 404, Food Association helps train new farm- Website: www.adirondackharvest.comers and helps them f ind markets for their crop. Just Food links farmers from New York City, upstate New York,Contact Rekha Banerjee, Marketing Manager, 651-433-3676 Long Island, Connecticut, and New Jersey to community-runextension 17, or e-mail farmers’ markets (City Farms Program), and CommunityWebsite: Supported Agriculture (CSA in NYC). Contact Emily Gunther,Pride of the Prairie, an initiative led by the Land Steward- Farmer Outreach Associate, 212-645-9880 x231, emily@justfood.ship Project, is working to increase the variety and amount of org or Website: produced foods in restaurants, grocery stores and insti-tutions in western Minnesota. Pride of the Prairie sponsors local New York Sustainable Agriculture Working Group servesfood meals, researches the availability of local foods and pub- people who produce and consume food in New York statelishes fact sheets. This initiative is also working to develop net- by learning about their interests, building their capacity toworks involving farmers, consumers, processors, retailers, and develop self-reliant community-based food systems, and build-institutional food service providers. One of the group’s main ing local markets. Website: is the annual publication of There’s No Taste Like Home:Local Foods Guide for the Upper Minnesota River Valley. This North Carolina and Upland South Carolinaguide lists farms that produce food for direct marketing, as well Appalachian Sustainable Agriculture Project is a nonprofitas a seasonal food guide, a list of farmers’ markets, and retailers organization that supports farmers and rural communities inthat handle local food. Contact LSP’s Western Minnesota office, the mountains of Western North Carolina and the Southern320-269-2105. Website: Appalachians by providing education, mentoring, promo- tion, web resources, and community and policy development.Montana Marketing projects include two free online food directories.Mission Mountain Market is a nonprofit economic develop- The Mixing Bowl links farmers to chefs. Contact Peter Marks,ment center dedicated to assisting farmers, gardeners, fisher-, 828-236-1282. The Local Food Guidemen, restaurateurs, and manufacturers who have a passion for lists local farms as well as farmers’ markets, grocery stores, andproducing great food. The Mission Mountain Food Enterprise restaurants that purchase local foods. Growers can list them-Center consists of a commercial kitchen and food processing selves in the local food guide by following the instructionscenter, market association, and a business and cooperative online. Website: www.buyappalachian.orgdevelopment center. Contact or call 1-888-353-5900. Website: Carolina Farm Stewardship Association is a membership- based nonprofit organization of more than 1,000 farmers,Montana Food Corps is a project of Grow Montana, a broad- gardeners, consumers, and businesses in North and Southbased coalition that promotes sustainable Montana-owned Carolina. They promote local and organic agriculture in thefood production, processing & distribution. NCAT is a founding Carolinas by inspiring, educating, and organizing farmers andmember of the coalition. The Food Corps employs AmeriCorps consumers. Projects include an online local food locator thatVISTA volunteers to coordinate Farm to Cafeteria programs. lists farms, farmers’ markets, businesses, and consumers look-Contact Crissie McMullan, 406-531-5162, ing to buy or sell local food. Listings cover all of North CarolinaWebsite: and upstate South Carolina. Website: MexicoFarm to Table is a nonprofit organization that promotes Center for Environmentally Friendly Farming Systemslocally based agriculture through education, community (CEFS), provides economic opportunities in rural and urbanoutreach and networking. Farm to Table enhances market- communities. They also engage citizens in the food sys-ing opportunities for farmers, influences public policy, and tem, educate the next generation of farmers, consum-encourages family farming, farmers’ markets and the pres- ers, and scientists, and develop technologies that improveervation of agricultural traditions. Contact 505-473-1004. the environment. 919-513- 0954, Website: ATTRA Page 9
  10. 10. Ohio Siskiyou Sustainable Cooperative was formed by organicAppalachian Center for Economic Networks (ACEnet) deliv- farmers in SW Oregon and N. California. They market sustain-ers entrepreneurial services to the following sectors of the ably produced organic products. Co-op members supply aregional economy: art, food, agriculture, e-commerce, forestry, large CSA project and cooperate at local markets. Tom Powell,and woodworking. Services include marketing, training, busi- 541-899-9668. Website: www.siskiyoucoop.comness counseling, product design, research, and financial assis-tance. Contact 740-592-3854. Website: Pennsylvania Farm to City connects farmers in southeast Pennsylva- nia and New Jersey to markets in the Philadelphia areaOklahoma through farmers’ markets, services to CSA farms, and itsAg Products Diversification Program was implemented to Winter Harvest Program (Philadelphia, Pennsylvania). Con-assist alternative crop producers in developing markets for tact Bob Pierson at, or call 215-733-9599.their products. Alternative crops include, but are not limited Website: www.farmtocity.orgto fruits, vegetables, kenaf, ratites, deer and other “non-tradi-tional” crops or livestock. In addition to promoting the grow- Pennsylvania Association for Sustainable Agricultureing, producing, and marketing of alternative crops, this section (PASA) works to increase the number and the economic via-organizes marketing outlets, identifies local markets and devel- bility of farms by organizing an annual conference, network-ops promotional material to assist the producers and market- ing to build markets for local and sustainably produceders. Contact Justin Whitmore, Market Coordinator at (405)-522- food, and offering information and education on farmer-6194 or e-mail developed value-added products. Contact Brian Snyder atOklahoma Department of Agriculture, Food & For- or call 814-349-9856. Website: www.pas-estry has two programs that directly link growers to insti- afarming.orgtutional markets. The Farm to School Program links grow- White Dog Community Enterprises runs numerous programsers and schools to provide fresh local produce to Oklahoma through their Fair Food Project that connects local farmerschildren. They help farmers resolve logistical issues such with marketplace/partnership opportunities in the crops to grow, quantities, packing, shipping, etc. They These projects include their Fair Food Farmstand, whichalso hold workshops for growers, food service personnel, buys from over 90 family farms and sells directly to the pub-and teachers to improve and learn from each other. Con- lic; Farmer Outreach, which offers networking, marketing,tact Chris Kirby at 405-522-2106, and consulting; and Farm to Institution, which assists farm-Website: ers with marketing to about a dozen institutions interested inOklahoma Food Co-op is a virtual farmers’ market where pro- sourcing local food. Along with their Local Food Guide, they areducers from all over the sate can sell their products to co-op also developing a regional Wholesale Guide to Local Farm Prod-customers via the Internet. Producers and customers are mem- ucts for institutional buyers.bers of the co-op, and local food is distributed by a network Contact Jessica,, (215) 386-5211.of volunteers. Sales average about $63,000 each month, and Website: www.whitedogcommunityenterprises.orgmore producers are needed as customer demand for local foodis increasing. Website: Rhode Island Farm Fresh Rhode Island is a nonprofit working to grow aOregon local food system that values the environment, health andEcotrust’s Farm & Food Program works to improve public quality of life of Rhode Island farmers and eaters. They bringunderstanding of local agriculture and increase the market farmers into their Business 2 Business network, connectingshare of locally grown food in Oregon and Washington. The them with consumers, chefs, school, and grocery food serviceFarm to School project connects school food-service per- buyers that buy locally. They also host an annual Local Foodsonnel to farmers that have products well suited to the lunch Forum that lets buyers and growers meet face to face. To joinline through Ecotrust’s Guide to Local and Seasonal Products, their network, contact Noah Fulmer, in print or online. The Guide connects agricultural Website: www.farmfreshri.orgproducers (including farmers, ranchers and fishers) directlyto food buyers (chefs, grocery retailers, processors and insti-tutional purchasers). Contact Deborah Kane, 503-227-6225, Website: Sprouting Healthy Kids is a farm-to-school project of the Sustainable Food Center in Austin, Texas. The proj-Lane County Food Coalition is committed to raising aware- ect works with school food service staff to increase accessness and taking action on food, farming, and sustainable agri- to locally grown foods in school cafeterias. Farmers shareculture issues. Current projects include a Buy Local, Buy Lane farm stories in classrooms and host farm tours. Contact SFCcampaign, a Food Directory to link consumers and restaurants at 512-236-0074 or email local farmers and processors, and a food system assess- Website: www.sustainablefoodcenter.orgment. Contact Harry Battson,, 541-341-1216. Website: VermontPage 10 ATTRA New Markets for Your Crops
  11. 11. The Intervale Center of Burlington, Vermont develops farm- People for Environmental Action and Children’s Healthand land-based enterprises that generate economic and (PEACH) Safe Food is a nonprofit grocery store in Spokane. Theysocial opportunity while protecting natural resources. The carry safe and organic produce, nontoxic health products, locallyIntervale Farms Program leases land and facilities to small made goods. Contact Sonya Chamberlain, enterprises and provides technical support and net- org, 509-835-3663. Website: www.peachsafefood.orgworking. Success on Farms works one-on-one with farm-ers to strengthen their marketing. Contact Travis Marcotte, Washington State Dept. of Agriculture’s Small Farm and802-660-0440 ext. 107, Direct Marketing Program works to build community vital-Website: ity, promote small-scale farming, and improve environmen- tal quality. Contact Malaquias Flores, WSU Small Farms Pro- gram, 509-952-3346 (cell), 509-574-1600, Food Education Every Day (VT FEED) brings schoolfood service and farmers together as partners in a farm-to- Website: statewide project. The project works with school kitchen Sustainable Connections’ Food & Farming Program informs,managers to integrate fresh local foods into lunch programs,and to increase students’ acceptance of fresh vegetables via a empowers and provides resources to producers and buyers. Theseries of classroom taste tests and nutrition education lessons. group makes connections between farmers, institutions, retail-Contact Abbie Nelson, 802-434-4122, ers and restaurants. They raise awareness of local farms andWebsite: help consumers Buy FRESH! The program hosts trade shows that showcase dozens of local producers and their products,The Vermont Fresh Network builds innovative partner- creating a rich networking opportunity for producers and buy-ships among farmers, chefs and consumers to strengthen ers. They also host farm tours for chefs, facilitating connectionsVermont’s agriculture and provide the freshest local food and communications between growers and restaurants. Theat restaurants. Contact Kim Cleary,, program’s Local Wholesale Directory is a comprehensive listing 802-434-2000. Website: to help food buyers and producers connect with one another. Contact Amber Dawn Hallet, Website: http://sconnect.orgCascade Harvest Coalition is a nonprofit dedicated to “re-localizing” the food system in Washington state by directly Wisconsinconnecting consumers and producers. Through the Farm-to- Growing Power works in the Milwaukee and Chicago areas.Table Program, they connect growers and institutional buyers Their Rainbow Farmer’s Cooperative supports and trainsin workshops that facilitate face-to-face communication, andlead to new marketing opportunities. Contact Mark McIntyre, small farmers through market opportunities, assistance in find-206-632-0606, ing grants, and business counseling. Call 414-527-1546.Website: Website: I LOVE YOUR HIGH QUALITY PRODUCE! THANKS—I’VE GOT A LOT MORE PRODUCT FOR YOU! ATTRA Page 11
  12. 12. FEEDBACK: PLEASE HELP US IMPROVE OUR PUBLICATIONS WE’D LIKE TO HEAR WHAT YOU THINK ABOUT NEW MARKETS FOR YOUR CROPS. IF THERE ARE CHANGES WE SHOULD MAKE OR ADDITIONAL INFORMATION WE SHOULD INCLUDE, PLEASE CONTACT: NCAT TECHNICAL SPECIALIST REX DUFOUR, REXD@NCAT.ORG, 406-533-6650 THANK YOU. To find organizations across the U.S. that promote local food and link producers and consumers, see ATTRA’s online Local Food Directories: This resource is only available on the Internet and can be searched by state. Related ATTRA Publications New Markets for Your Crops © 2008 NCAT In addition to the publications listed below, ATTRA Author: Rex Dufour, NCAT offers hundreds more that provide general information Illustrations: Robert Armstrong and specific details about all aspects of sustainable and Editors: Marisa Alcorta and Karen Van Epen, NCAT; organic agriculture. They are available to download for Kristen Markley, CFSC free from ATTRA’s website: IP328, Slot 322, Version 120408 Or call 1-800-346-9140 to order a free paper copy. Online version of this publication: Bringing Local Food to Local Institutions Downloadable version of this publication: Community Supported Agriculture (CSA) Direct Marketing This publication is a collaboration between the Com- Entertainment Farming and Agri-Tourism munity Food Security Coalition (CFSC) and the National Center for Appropriate Technology (NCAT) , with funding Farmers’ Markets from the USDA Farm Service Agency. The English transla- Green Markets for Farm Products tion of the Spanish-language original was made possible Selling to Restaurants by a grant from the USDA Risk Management Agency. Beef Marketing Alternatives Many thanks to Pork Marketing Alternatives Andy Fisher (CFSC) Organic Marketing Resources Kendra Johnson (California FarmLink) Brett Melone (ALBA) How to Start a Cooperative (USDA-RBS publication) Lydia Villanueva (CASA) Understanding Cooperatives: Agricultural Marketing for their helpful comments and suggestions. Cooperatives (USDA-RBS publication) To learn more, contact the following organizations. Keys to Success in Value-Added Agriculture National Center for Appropriate Technology Adding Value to Farm Products: An Overview, Community Food Security Coalition Oilseed Processing for Small Scale Producers, Grain Processing: Adding Value to Farm Products Center for Food & Justice, Occidental College Soyfoods: Adding Value to Farm Products Food Dehydration Options Thanks also to Washington State University for informa- Sorghum Syrup tional content in Farm to Cafeteria Connections: Value-Added Dairy Options eteriaConnections-Web.pdfPage 12 ATTRA New Markets for Your Crops