This document provides tips for small organic farms to market and sell their products to local small stores and restaurants. It recommends farms get to know their business and seasonal products, then introduce themselves to potential buyers with a letter highlighting their farm story and sustainability practices. When meeting with chefs, farms should understand the chef's needs and menu, discuss seasonal products, and build relationships by answering questions about quality, pricing, and delivery logistics to establish an ongoing business partnership. The key is for farms to find chefs who share their values of local, organic, and seasonal ingredients.

1. Eric Michielssen, Pozo Organic FarmsFebruary 19, 2011CCOF Annual ConventionVentura Beach Marriott

2. MARKETINGAND SALESIDEASSMALL STORES AND RESTAURANTS

3. WHY ?More TIME to FarmReduce your OverheadIncrease your Net Income

4. WHAT ?1. Know your farm Business before you approach a chef !2. What do or can you grow ?3. Seasonal crops ?4. Quantity ?

5. HOW ?Determine your market—small or large restaurants and storesGet Contact information—address, phone, email, website, chef or buyerSend Letter of Introduction—include product list and farm information Make appointments to Meet—not busy time

6. INTRO LETTER

7. Tell Your Farm StoryPozo Organic Farm is 100% Local, Organic, Sustainable. Our wells pump via Solar PV panels and the home is off the Grid—see panels on roof. We grow only for our local market—within 30 mile radius. We use only farm-made compost, cover crops, beneficial insects and other approved organic methods for fertility and pest management !

8. The MeetingStart from Chef’s needs !Check out the menuTalk about seasonal vegetablesDoes chef cook with seasonal stuff ?What’s important ? Build Relationships ……..

9. Meeting Continued . . .Packing and Quality Questions……Ask—Where Chef buys now?Show your current price list—how does it match up to Chef’s current prices?Ask---What can you grow for him/her? Talk price a bit……Ask for the order: “What would you like for your first order next week ?” “ I’ll have some great kale in 2 weeks, can we start then ?”

10. Ways to meet ChefsThe Mission The Mission of Pallet to Palate is to broaden the awareness of the San Luis Obispo County community about the importance of fresh, local food to the lives and well being of the SLO county community. This includes the local farmers that grow the food, the families, institutions and chefs that purchase and prepare the food for their friends, families and customers.

11. Who's WhoFarmers Pair-Up with ChefsChef Robert Root, Cal Poly Executive ChefWindrose Farm: Bill & Barbara SpencerChef MaegenLoring, The Neon CarrotHappy Acres Family FarmChef Greg Holt, Big Sky CaféMt. Olive Organic FarmChef Evan Treadwell, Lido RestaurantMt. Olive Organic FarmChef Jeff Jackson, The RangePozo Organic Farm

12. Working with Chefs……..BE CONSISTENTGood QualityAvailability---my biggest problemPrice---organic doesn’t have to price you out of the marketCommunicateWhat day to contact?Best contact method: call, fax, email ?Best delivery day? Or, need several ?

13. Working with Chefs……..Invoicing…..Always provide an invoice with deliveryKeep copy for CCOF recordsMay send out Invoice SummaryPayablesWhat is your Policy ?Cash payment at delivery; Monthly Billing?Be sure to COLLECT—or, go in DEBT !

14. JUST GO FOR IT !!! SUMMARYLOOK FOR CHEFS/RESTAURANTS THAT SHARE YOUR PHILOSOPHY !LOCAL IS GOODORGANIC IS BESTCOOK WITH WHAT’S IN SEASON“HEY, IT’S ORGANIC, I EXPECT A COUPLE OF BUG BITES ! GOOD TASTING, HEALTHY VEGGIES – THAT’S WHAT I COOK WITH “ ---- My perfect Chef.