This presentation from the 46th NOFA Summer Conference focuses on how our food co-ops make a priority of supporting local farmers and producers. We build sustainability through long-term relationships, transparency, and our sales channels complimenting direct marketing, offering volume, marketing, and stable, year-round markets. Explore what’s entailed in having your products in co-ops and innovative ways co-ops foster farmer sustainability. Presenters: -Suzette Snow-Cobb, Sourcing Coordinator, Neighboring Food Co-op Association. -Jacob Vincent, Merchandising Manager, Hanover Co-op Food Stores

1. Expanding Outlets for
Your Farm Products

2. Introduction
¡ Welcome, who we are
¡ Who’s in the “Room”
Why & How: Co-op Outlets
¡ Why Co-ops
¡ Planning for Shared Success
¡ Co-op buyer perspectives
Digging Deeper
¡ Questions
¡ Discussion
¡ Resources
OUTLINE

3. Suzette Snow-Cobb
v Sourcing Coordinator, Neighboring Food
Co-op Association
v Franklin Community Co-op/Green Fields
Market & McCusker’s Market, Co-op
Manager 1997-2017
v Master of Management, Co-operatives &
Credit Unions
Jacob Vincent
v Merchandising Manager, Hanover Co-op
Food Store since 2016
v Worked for Hanover Co-op since 2003
in Bulk, Department Manager, and
Category Merchandiser
PRESENTERS
NOFA 2020

4. Tell us who you are!
Ø Currently a grower/producer?
Ø Where are you zooming from?
Ø What’s your favorite summer food?
¡ Please use video if you are able.
¡ Use “mute” when you are not speaking.
¡ Use chat function for questions or when
you speak, please include Your Name
NOFA 2020 3
WHO’S IN THE “ROOM”
Urban Greens Co-op Market, Providence, RI

5. Economic
¡ Disruption of local economies.
¡ Depression level unemployment.
Food System
¡ Increased consolidation & concentration
of control.
¡ Family farmers and farm workers at
increased risk.
Social
¡ Most vulnerable impacted most.
¡ Isolation, disconnection,
disempowerment.
IMPACTS OF THE PANDEMIC

6. What do Food Co-ops bring to the table?
¡ Build on Local Skills & Assets
¡ Pool Limited Resources for Scale & Impact
¡ Build an Inclusive Economy through
Community Ownership
¡ Focus on Meeting Needs, Rather than
Financial Return
¡ Maintain Good, Local Jobs
¡ Grow a Sustainable Food System & Economy
¡ Build Community Infrastructure for the
Long-Term
¡ Anchor Wealth in the Community
¡ Invested in Building a Resilient Food System
WHY CO-OPS?

7. Community Members Pool
Small Amounts of Money…
§ Average cost of a Member Share is
about $150.
…to Build Community
Infrastructure & Impact!
§ Average Food Co-op revenue is
almost $12 Million.
§ And together, our co-ops generate
$347 million in shared revenue.
FOOD CO-OPS POOL LIMITED RESOURCES
TO CREATE ECONOMIC SCALE
*2019 data based on Neighboring Food Co-op Association member survey.

8. Your Neighboring Food Co-ops
include 29 Food Co-ops and 10
startups across New England and
New York State!
§ Locally-owned by 150,000 people like you!
§ Democratically governed on the basis of
one member, one vote.
§ 60% of Board Members are women and
50% are under 45 (compared to 19% and
3% on S&P 500 Boards).
§ Co-ops are working together to be more
inclusive of their communities.
*2019 data based on Neighboring Food Co-op Association member survey.
FOOD CO-OPS BUILD
A MORE INCLUSIVE ECONOMY
Leverett Village Food Co-op, Leverett, MA

9. Food Co-ops serve their
Members — the people
who use the business to
meet shared needs!
§ Resources are reinvested in the community,
rather than in financial returns for investors.
§ $4.9 million distributed to Members in
discounts and patronage rebates.
§ $729,000 in additional discounts distributed
to people on limited incomes.
§ $789,000 in donations to community
organizations.
FOOD CO-OPS FOCUS
ON MEETING MEMBER NEEDS
GreenStar Food Co-op, Ithaca, NY.
*2019 data based on Neighboring Food Co-op Association member survey.

10. Your Neighboring Food
Co-ops employ more
than 2,300 people!
§ More than 60% of staff are employed
full-time.
§ Over 65% of employees are also
Members, sharing in the ownership of
their local Food Co-op.
§ $3 million in employee discounts
distributed to to staff.
FOOD CO-OPS BUILD
GOOD, LOCAL JOBS
Monadnock Food Co-op, Keene, NH
*2019 data based on Neighboring Food Co-op Association member survey.

11. $93+ Million in Local Product Sales
§ The average Food Co-op purchases from 250
local suppliers with local sales comprising
29% of annual revenue.
$97+ Million in Organic Products
§ Supporting community health and combating
climate change.
$18 Million in Co-op Products
§ Working with other co-operatives to build a
more sustainable & inclusive economy.
$14 Million in Fair Trade Products
§ Supporting community empowerment and
economic justice around the world.
FOOD CO-OPS BUILD A
SUSTAINABLE FOOD SYSTEM & ECONOMY
UMass Amherst intern, Dunya Mahmood representing our food co-ops
at the NOFA Summer Conference, Hampshire College
*2019 data based on Neighboring Food Co-op Association member survey.

12. The average Food Co-op
has been in business for
more than 30 years!
§ 10 years or less: 5 Co-ops
§ 10+ years: 24 Food Co-ops
§ 30+ years: 17 Food Co-ops
§ 80+ years: 2 Food Co-ops
FOOD CO-OPS BUILD
COMMUNITY INFRASTRUCTURE
Celebrating 25 Years of Co-operation — in 1961! — at
Hanover Consumer Co-operative, Hanover, NH.
*2019 data based on Neighboring Food Co-op Association member survey.

13. Food Co-ops are
Community-Owned!
§ Because they are rooted in the
community, Food Co-ops will not
leave in search of higher profits.
§ Co-ops are democratically
governed and therefore very
difficult to buy out.
§ Your local Food Co-op is a
community asset, owned by and
accountable to the community!
*2019 data based on Neighboring Food Co-op Association member survey.
FOOD CO-OPS
ANCHOR WEALTH IN THE COMMUNITY
Urban Greens Co-op Market, Providence, RI.

14. Planning
¡ Does the co-op already carry this type of
product?
¡ How is yours unique?
¡ Is it in-line with co-op’s mission?
¡ Packaging and Marketing Materials
Being Realistic
¡ Price what you need
¡ Are you prepared to have samples?
¡ Could you work with a regional distributor?
¡ Ordering, delivery and product availability
efficient and consistent for buyers?
Legal Needs
¡ Licensing needed? Relevant for federal, state
and/or local agencies?
¡ Liability insurance in place?
SO, YOU WANT TO SELL YOUR PRODUCT TO
THE CO-OP?
Portland Food Co-op, Portland, ME

15. Planning
¡ Does the co-op already carry this type
of product?
§ Some Co-ops have lists of what they are looking
for.
§ Category saturation
¡ How is yours unique?
§ Fill a gap?
§ Meeting a current trend?
§ Origin story?
¡ Is it in-line with co-op’s mission or
policies?
§ Merchandise policy
¡ Packaging and Marketing Materials
§ Being “retail ready”
SO, YOU WANT TO SELL YOUR PRODUCT TO
THE CO-OP?

16. Being Realistic
¡ Price at what you need.
¡ Sell for a price that supports your success &
viability.
¡ Are you prepared to sample or provide samples?
¡ Could you work with a regional distributor?
¡ Ordering, delivery and product availability
efficient and consistent for buyers?
SO, YOU WANT TO SELL YOUR PRODUCT TO
THE CO-OP?

17. Legal Need & Agreements
¡ Does the Co-op have Vendor agreement
or specific policies?
¡ Payment terms, invoicing, W9, etc
¡ Food safety protocols.
¡ Licensing needed? Relevant for federal,
state and/or local agencies?
¡ Liability insurance in place?
SO, YOU WANT TO SELL YOUR PRODUCT TO
THE CO-OP?
Portland Food Co-op, Portland, ME

18. Clarifications?
Something you have a
question about that we
didn’t cover?
QUESTIONS & DISCUSSION
Portland Food Co-op, Portland, ME

19. Hanover new vendor submission form: www.coopfoodstore.com/new-vendor
City Market/Onion River Co-op: Local Food Gaps Listing
http://www.citymarket.coop/local-products-gap
Fiddleheads Food Co-op Product Buying Guidelines:
http://www.fiddleheadsfood.coop/
Food Safety www.foodsafety.gov
Food Processing Centers
Food Processing Center, Franklin County CDC www.fccdc.org
The Farm Bridge http://thefarmbridge.com/
Vermont Food Venture Center
RESOURCES & CONTACT INFORMATION
Suzette Snow-Cobb, Neighboring Food Co-op Association, suzette@nfca.coop
Jacob Vincent, Hanover Co-op Food Stores, jvincent@coopfoodstore.com