Farm-to-Table
Providing access to new markets and expanding sales for locally grown products are key ways of improving the economic viability and sustainability of local farmers. Throughout the US, a growing number of efforts are underway to identify and implement programs that get more local products to consumers. A key focus of these efforts has been on food service providers, including restaurants, school cafeterias, university food services, nursing homes, hospitals and prisons. The potential impact for increased sales of local products is tremendous, given the volume of food eaten in these locations.
Farmers need practical support to make market links to retailers and institutions possible. Some of the key barriers to making successful links include:
- How to find one another (one of the biggest barriers);
- Speaking the same language/communication; and
- Lack of education on the buyers side of how to design a menu, both seasonally and financially to mange product cost effectively.
In 2005, with funding from the WSDA Small Farm and Direct Marketing Program, the Coalition coordinated two farmer/buyer workshops as part of farm to cafeteria efforts throughout the region. The purpose was to facilitate producer-buyer linkages with the specific goal of improving economic conditions for local farmers by providing new marketing opportunities. In addition to these direct economic benefits, new linkages could also result in getting fresher, healthier food to children, seniors and the community; help preserve local agriculture; and provide additional economic benefits to local communities as a result of local purchasing decisions.
The two workshops attracted 67 farmers, buyers and community members. Each workshop included introductions, a discussion of needs and opportunities in the local food system, and the best strategies for matching farmers with buyers. A panel of farmers and buyers discussed types of working arrangements they had, what each side needs to be aware of before approaching the other (e.g. payment terms, delivery, volume, etc.), and how to deal with seasonal and quality issues. The discussions were followed by a “speed dating” session that matched farmers with food service buyers.
The Coalition, with partial funding from WSDA, conducted eight workshops
in 2006 and 2007. The workshops attracted nearly 300 participants. As a result of connections made at these meetings, Washington farmers made over $40,000 in new sales of products (as measured one-month after each event) with additional sales planned. The networking sessions resulted in a number of new relationships being formed as well as a desire on the part of buyers to seek out more local farm products and on the part of farmers to seek out more local buyers. Participants indicate that the workshops are vital for facilitating local food sales. One participant responded: “Given the time constraints both groups (producers/buyers) have, these meetings can be an efficient way of making contacts and quickly determining if there is a possible fit.”
The Coalition received additional funding from WSDA for five workshops each in 2008 and 2009. The last workshop of 2008 will be held November 17th, 9am - 3pm, at the Wenatchee Community Center. The schedule of workshops for 2009 is being worked out and will be posted here when availalble.
For additional information and registration, contact Mark McIntyre, project coordinator, 206-632-0606 or mark@cascadeharvest.org.