Small Bites September 8, 2021
dedicated to creating opportunities to promote &
sell more VT products to more buyers
Stores across VT participate in the Just Cut program, expanding local food sales in their delis
In the Grocery Aisle

If you are new to Small Bites, you will quickly find out that to increase local food sales requires understanding the wide network of production, distribution, & merchandising along with keen operations at every level.
 
For stores, things remain wacky, unpredictable & with cost increases across the board. The change that always comes along in September is a bit different this year. Staffing is harder than ever. Rewarding current employees who stepped up & were present throughout the spring & summer are receiving validation through bonuses & wage increases to help keep them on board.
 
Sign on bonuses for new employees can rankle those who got you through the summer. We are hearing stores are choosing to reward/recognize the loyalty of current employees instead of offering incentives to new, un-tested staff.
 
We have heard from many stores that this is a new position to be in. If an employee asks for an end of the season bonus or raise, & it is denied they are walking away in search of other positions. The consequence is even tighter staffing often leading to changed hours or days closed. The loss of knowledge can also have a big impact on the day-to-day operations.
Looking to save labor, many stores are using local farm fresh food through the Just Cut program. Find the full product list here which connects VT farms with value-added minimally processed produce for food service. It's a true win-win program.
Beverage Producers Gain Recognition

Seven Days ran an article recently highlighting lesser known Vermont beverage companies. Informing readers of our producers provides critical supportive exposure while highlighting the "multiplier effect" of economic empowerment. Let's take a closer look:
 
Corina's Switchy is an alternative beverage with a ginger & lime twist that can land in the "better than soda" section of local stores.
 
This company is an example of decisions made by a growing a company. Corina's growth has expanded with the help of support agencies & partner businesses. Design & marketing company Methodikal in Burlington worked on new branding that included logo, packaging, POS & general "growth support".
 
As sales began to grow, Corina's Switchy "switched" from bottles to cans & changed from its VT copacker as they could no longer keep up. What this means is that sometimes when a business is growing involves going beyond our state borders to enhance the regional multiplier effect. Making decisions based on efficiency as scale increases has meant expanding warehouse storage & distribution partners which has helped the company grow sales both in Vermont & regionally.
 
Our larger coops, The White River Coop & City Market carry Switchy as do Healthy Living Market & the Shelburne Market (a member of the AGNE family) all the stores have steady sales. Outside the state, regionally sales have caught on to many other coops & independent stores through Craft Beer Guild & 3rd party ordering platform Mable & KeHe. If you want to carry this beverage to round out your non-soda section explore Corina's here.
A Few Produce Things
 
Sweet Vermont melons. Vibrant greens. New potato harvest. Apples. We've got it all.
 
As for apples be sure they are Vermont grown. Turn your customer's attention to the early varieties such as Zestar & Paula Red.
 
Reminder: Stores & farmstands (& distributors!) use the merchandising & marketing tools from Harvest of the Month. Free & easy to inform your staff on different produce items. Tap into this month's pepper promo ideas from the resources provided through GMFD.
Utilizing the Farm to Plate resources, stores can learn about purchasing & onboarding new vendors & vendor relationship building tips. The tools are designed to guide processes & procedures to expand local food sales through sound operations & management. Also, we have a handy purchasing attribute guide to help steer your purchasing ethos.
VAAFM
From VAAFM:

When promoting local foods, be aware of the Vermont definition as enacted by ACT 129. Check out the fact sheet so that your purchasing values-based strategies & promotions comply.
Goodwill & Community Partners

Renown farmer Jon Satz, of Woods Market Garden passed away recently. Many in the farming community knew him for his dedication of his craft & willingness to share knowledge. His crops were sold throughout the Champlain Valley- & even beyond through various wholesale endeavors.
 
In the wake of his passing, his family is requesting assistance to help provide for their Jamaican farm-family members.
 
"Jon would have wished nothing more than to see them provided for. It was Jon's intention to continue this relationship of appreciation, despite the fact that his farm would not continue to operate. Through your generosity, his kindness of heart will carry on." 

Try to not have signs that look like this. PLEASE!
Signage has a huge impact on sales when onboarding new or seasonal products. Use this Farm to Plate tool to facilitate internal store communication for signage
& new products. It simplifies the process of reintroducing seasonal or new products. See what the Skagit Coop in Washington has for in-store signs. 
Local potatoes are a must to have in your produce department. Chappelle's in Williamston is a go-to for freshly harvested spuds!
Seasonal Tip for Produce Buyers

Local potatoes are coming on strong. Be sure to carry some from your local suppliers or ask for them at BRP & UVP as well as the food hub network partners. Fresh potatoes often have thinner skins if they have not been
cured for storage & are full of flavor. Learn about some of the potato varieties here (link on each variety for details). 
Just Cut product leaves the production warehouse on its way to stores, institutions, & delis across the state
Distributors: Its Crazy & Mixed Up

All the ever-present disruptions of the summer of 2021 make it hard to fulfill orders.
 
Supply gaps in production & processing may be the result of a nation of fires, floods, droughts, allocation of water resources, global supply gaps, or lack of staffing related to Covid's impact.
 
We are hearing from stores that orders from distributors have reduced fill rates- meaning they are receiving only partial orders. This leaves shelves empty, customers perplexed -even angry at times- for lack of products. Signage can help as an information exchange however the problem will continue to exist for a yet to be determined period.
 
Some of our local food manufacturers have gaps in production based on lack of supplies-bottles, bags, boxes as well as ingredients further up the supply chain. When ingredients cannot be gotten, they cannot fill orders that then lead to more gaps at stores. So often we want to place blame on distributors for lack of products, however what we are seeing this past 18 months is uneven supply throughout production & distribution.
 
Food manufacturers & stores are struggling but so are distributors, and we do not see the end in sight quite yet. Everything seems to be running by the seat of pants. All the budget projections & sales forecasting are topsy-turvy.
Signs can help stem the tide of customer frustration.
The Center for Agriculture & Food Systems has a handy Labels 101 guide to help navigate what is required legally & optional value-based claims. It is one of the many resources provided by the VT Law School in their quest to help farmers & food producers be the best they can be (which means compliant!) The resources are useful for farmers, food manufacturers & buyers.
September is Orchard Season

Every week new varieties of apples, pears & even plums are upon us. Check with your local orchard for this week's pick. Be sure staff understand the varietal characteristics & use this quick guide for ways to use apples. Not sure if there is a local orchard near you? Here's a reference from the VT Fruit Tree Association.
 
It is also watermelon & melon season. Funny how that is in Vermont. Produce-wise, Memorial Day begins the season when sourcing from national shippers, yet in September when the days get shorter & often the days a bit cooler, it is the height of the watermelon harvest. It's a must have in your department, especially if you can sell cut melon. 
"As long as there’s watermelon it’s still summer" - Full Belly Farm
Field Stone Farm in Northfield sells produce through their online retail farm store, CSA & at the Montpelier Farmers’ Market. They also have a fabulous pizza pre-cooked & available to stores & other farmstands.
 
The online store is a relatively low-tech way for local customers & CSA members to place their orders for the week. Non-CSA members can order for on-farm pick-ups on Tuesday and Saturday, as well as for pick-up in downtown Northfield on Tuesday. CSA members can order for all of the above, or for pick-up at the Farmers Market. This has proven to be a way to expand sales while meeting the ever-changing needs of their customers.

Additionally, Hannah sells produce available to other area farm stores, including Green Mountain Girls farm. It's relationships like these B2B & direct sales to customers that drive the local food sales among smaller producers. 
Merchandising & ADA Compliance

By law, displays cannot infringe on ability for all to shop. For ADAAG compliance & retail info.
Colorful displays & bounty draw in the customer for strong sales. Keeping shelves stocked on a busy holiday weekend requires all hands on deck.
Attention Store Buyers

For September & October, VFN affiliate sponsor Farrell Distributing is working with Eden Specialty Ciders for a "give back" program to the Vermont Fresh Network. For all 4 packs of Harvest Cider Cans (Peak Bloom, Brut Rosé and Deep Cut) sold retail, Farrell will donate $1 back to the network. 
Contact your Farrell sales rep to place an order of Harvest Cider Cans to help make this program successful. For those who don't currently carry Eden Cider, consider adding it to your beverage selection! For more information: 802-864-4422 ext. 1176
Do you know of, or are you, new to farming? We want to share a service through NOFA that provides an invaluable resource to help early- stage farmers on the track to becoming good business folks. It could be the difference to creating a sustainable farm that will support you & your family's farming business for years to come.  
 
Applications are open now, if you are an early-stage farmer (or as a store buyer you know some new farmers) check out the program. 
Get your store & farm stand celebrating all things maple with Vermont Maple 100 this fall!

Honig Goat Dairy where this doe has such a full udder! Soon the premium goat milk will be made into cheese & other products. Then onward from the Dover farm’s cheese plant to local stores including the Dutton Berry Farm stores in Newfane, & Manchester, VT; River Valley Market Wilmington; Riverbend Market in Wilmington, & Townsend & just recently added the Grafton Cheese Shop in Brattleboro. 
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