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Together Producing Results
Nothing like folks getting together to talk shop! The Grocers Project loves to hear about peer-to-peer learning, because it’s hard to run a store & getting out of your headspace can be very beneficial.
The Morrisville Co-op provided peer support to two new Produce buyers from other co-ops in New England. Gus, with Good Tern Co-op in Rockland, Maine, & Dustin, with the Rutland Area Food Co-op in Rutland, Vermont, joined Morrisville's Produce Buyer "Frey" in the co-op to talk shop at the end of January.
The focus was to learn how the host coop manages its produce department. They compared notes on farmer relationship building, distributor issues along with ordering, display & storage practices. Frey has decades of experience which he shared with the two who are newbies to running a produce department.
This example of peer support aligns with the principle of cooperation among cooperatives. It was coordinated with the New England small co-op cohort of the National Coop Grocers (NCG). In February, buyers toured Hunger Mountain Coop to learn more about their buying & displaying processes. This peer support is a benefit of NCG membership.
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The Nor'easter hit parts of our region hard on Monday this week, including southern Vermont.
In preparation to keep folks off the road, the Putney Coop was closed all day Monday the 23rd. It gave plenty of heads up for shoppers to stock up on ready to eat comfort food to meet everyone's needs. They wasted no time encouraging folks to come in on Sunday while driving was safe. They encouraged stocking up on their amazing lunch selections, or for staples to cook up as the snow added up. They had a motto for shoppers: easy today, prepared for tomorrow!
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Nudging Sales
It is full on citrus season. Like apple season in Vermont, the flavors, textures, & are unique.
At the Rutland Area Food Coop, staff have cut in half & wrapped the cara cara & blood oranges to help folks see the differences. Upon request a sample can be provided. Also, with equalized pricing it can encourage folks to try something new, sparking sales. Well done RAFC Produce Team!
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February Carrots Lead Into
March Maple
Winter is all about root crops, none more ubiquitous than the carrot. Funny thing about this crop, the sugar content & storage conditions provide Vermonters with ample quantities of this staple used in savory & sweet dishes. Harvest of the Month provides farmstands & stores useful culinary & cultural material to enhance sales. The materials are used by Produce departments to help round out staff training too. Dig into the HoM monthly features for use to support customer & staff info.
Minimally processed carrots are a boost for cafes seeking to save on labor. Just Cut is available to stores & commissary kitchens through Farm Connex, located in Hardwick but shipping widely through Vermont.
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March is all about maple so be sure to take stock of your cross- merchandising promotions. And be sure to plan March promotions to around HoM Maple!
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Alli Ball's Advice
Alli knows her stuff. We are here to support her knowledge-share about producer "random acts of samples". We encourage new brands to learn directly through her Retail Ready & Biz Wiz audio, video & in-person channels.
We share a couple of main points:
- "The sample box is where products go to die"
- A favorite real-lived lesson having been a buyer is wholesale buyers don't need your samples to evaluate your product's taste; they need samples to evaluate your physical packaging & how you fit in their category
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Do everything in your power to stay out of the store's "sample box." Meet the buyer instead
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Margins by Categories
For stores with new buyers & farmstands planning for the season ahead, this handy dandy chart can be helpful. Be mindful this is a guide & is not absolute, but it sure can help pricing.
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Vermont & Beyond
Vermont Roots, located in Rutland has been servicing specialty food producers by selling to gift, independent grocers, coops, & farmstands. Over their history, they have seen many changes in trends, the growth & dissolving, of great food companies.
Specialty foods are a part of Vermont's nature, but we cannot produce every flavor! Distributors can introduce products that can jump-start sales for category buyers in stores looking for distinct flavor combos.
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Very often, retail & wholesale buyers look to other New England producers. Product mix evolves because change is a constant. VT Roots has long-term relationships that foster many brands on store shelves- from large internationally owned chains to 'mom & pop' general stores. The team has onboarded new products, including Olde Haven Farm from Maine. These fit a niche that stores are looking for new flavors that align with small scale regional production.
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McKenna's Tips:
Organization & Cleaning
One of my go-to gals for inspiration is McKenna Hayes with Food Connects. She willingly shares of experience & her curiosity to support safe & compliant operations.
Here are her tips for sanitation & food safety compliance for food-aligned businesses.
- Mount your cleaning tools up on the wall for safe storage
- Broom & mop heads must always face the floor.
- Color-coded cleaning tools for specific areas & uses in your facility.
- Separate sets for food handling zones vs non-food handling zones
- Is there glass allowed in your facility? Use a separate color for glass break & clean up
- Do you have allergens in your facility? Use a separate color for allergen spills & clean up. Red is often used for allergens.
- Do not leave the mop directly in the mop bucket after use - store mop hanging over the mop bucket for safe storage & drying between uses
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In Case You Missed this: Time for Change
Institute for Local Self Reliance delivers sound essays tying together multi-plex of issues centered on fighting corporate power by building local power & nurturing the Movement Ecosystem.
Corporate consolidation drives up costs, devalues services, & erodes accountability across the economy, from healthcare to groceries to school supplies. The more economic power is concentrated in a small number of corporations, the fewer real choices communities have — & the harder it gets to escape the consequences individually.
Read more from Em McPhie @ IfLSR
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March Trainings for Growers
on Distribution Options
Learn the ins & outs of wholesaling produce. Geared to smaller or new growers the March Madness is a four-week series with online & in- person events covering a range of wholesale topics. With input direct from farmers & distribution businesses these four sessions help growers learn more about wholesaling their produce.
The series is great for smaller-scaled limited resource growers aiming to build or improve their understanding of distribution variables.
March 4th Noon Webinar: When Does Wholesale Work? Understanding Costs & Potential Returns with Rose Wilson promoted through VVBGA
March 10th In Person all day: Forum in Randolph at VT State University, Grab Your Spot NOW!
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March 18th Noon Webinar: CAPs & Food Safety with EVX extention team of Hans & Emily
March 26th: In person all day Warehouse & farm talk & tours, Foote Brook & West Farm Grab Your Spot NOW!
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Regional Local Food Count
Join In
Thanks to all the retail & distributors & restaurant businesses that have already tabulated their data for the 2025 Local Food Count. This regional effort measures how much food is sourced locally by stores, distributors, schools, hospitals, dining services & other organizations.
We have just over another month to go. If you need help reach out because support is at the ready!
New England Feeding New England's initiative utilizes the data to strengthen the region’s food system & increase local food sourcing. All data submitted is kept confidential & presented only in aggregate to show regional trends.
Thanks to all the folks who have
filled out the survey!
Local Food Survey
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Comfort Foods Carry the Sales
In speaking with distributors, as prices continue to be high, winter carbs are selling like hot cakes. Pizzas, heat- &-eat fries, take & bake treats, mac & cheese, tamales & momo dumplings are steady sales this winter. Natural food ingredients for scratch cooking are strong too. Folks are keeping busy in their kitchen.
Up here in New England, we have a full-on winter. It's been a while. For folks reviewing sales data, it can be a bit interesting reviewing just how deep some of the categories are, & how weak others are. Carbs are hitting high year-over-year sales.
Some shoppers are taking advantage of deep discounts on monthly sales 'forward buying' items to stock up when they prices are low. For distributors, it might not quite be time to discontinue this winter's slower sellers.
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Services for Food Businesses
Intervale Food Hub offers cross-docking, storage, CSA staging, & limited space rental at their facility in Burlington, VT. Their services provide opportunities for farms & food producers by offering secure storage for dry, refrigerated, & frozen products. The accommodate storage by the case, shelf, or pallet.
View their 2026 terms & learn more here. Feel free to reach out directly to April Mcllwaine with any inquiries or questions!
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Farmer as Retailer:
SNAP Benefits have gone though significant changes since DOGE slammed into being a year ago. The VT Food Bank, NOFA & the VT Grocers Project are hosting an online session about SNAP benefits & their use at farmstands. All farmers with stores are welcome to join in the conversation on March 19th.
Bookmark this link for farmer SNAP session March 19th
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You saw above that winter is not only about carrots & other roots crops. Greenhouses are flush with flowers for winter sales. And now that it is late February alliums are seeded in ready to rejoice in the long arc of the sun.
These longer days mean farmstands are taking note of sales data, plans for upgrades in operational efficiencies, & of course soon enough deep cleaning for the onslaught of early Spring plant sales. New farmstands are getting planned, including at Ascutney Harvest, a small scale never tilled farm serving their community with sales at farmers markets, to wholesale outlets & a soon to open farmstand in Ascutney.
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In Stockbridge, Jeremy at Birdsong Farm is looking ahead to new opportunities to meet his communities needs. Direct sales through CSA & farmers' markets, including Rochester are in place. They are looking at expanding sales into new wholesale accounts. Sales of eggs & produce are key revenue streams. The small diversified farm has built strong relationships with buyers at the Woodstock Inn & at retail stores & farmstands & are open to new accounts.
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Hey All Good Stuff!
Farmer Resources
Fruit & veg growers have access to a huge range of Wednesday noon webinars that land as You Tube videos. The VVBGA has loads of operational topics. In 2026 the series includes food safety & wholesale distribution costs from the March Madness series mentioned above.
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FACT advances a vision that all food-producing animals are raised in a humane & healthy manner. They support humane farmers, promoting policies that make foods from animals safe & healthy to eat, & helping consumers make informed food choices.
They offer a number of resources to help farmers embrace the mission of healthy animals, healthy food, & an improved environment.
They provide grants to farmers to educational tool kits to inform the public. Explore FACT's resources.
| Another business training option is offered through VSJF coaching. Their support is geared to Vermont entrepreneurs seeking growth. The advisers work closely for successful long-term success. | |
