Ag Opportunities Volume 19, Number 12 December 2008 Sharing With a Chef By Jim Sluyter and Jon Grommons Back in 1998, when Jon Grommons was chef/owner of a 100 seat casual fine dining restaurant, the current explosion of interest in local food was not even a blip on the radar. Yet, he had been an enthusiastic subscriber with Five Springs Farm CSA for five years. He shared some insights into the mutually beneficial relationship between the Community Supported Agriculture (CSA) farm and the commercial account in the Summer and Fall, 1998 issues of The Community Farm. It seems a good time to revisit the chef connection. Most growers who establish a relationship with a chef are providing specific veggies or other products, not a regular share. And much of this article is applicable to that model as well. But that is not the only way to work with a restaurant. Jon was an enthusiastic subscriber to a "commercial" share, which differed only marginally from a regular share (see sidebar on page 3). "Maybe you believe that a restaurant would not be interested in a share," said Jon, "or perhaps you don't want to deal with the temperaments of the professionals. If so you could be missing out on some valuable business." Benefits to the Restaurant According to Grommons, "the five main benefits from CSA veggies versus what falls off the truck are product variety, product quality, community involvement, profitability, and educational factors." A CSA typically offers a mixed share of modest - from a commercial point of view - quantities of produce. Rather than a drawback, Jon considered that part of the benefit: "We love the variety of the produce in our weekly deliveries," he said. Some items, like tomatoes and lettuce, are easily incorporated into the everyday menu; they simply replace produce that would otherwise come from another source. "More exotic items like sunchokes and bulb fennel allow us to offer our guests (many of whom are frequent diners) an ongoing array of unique features that are only available in limited supply." High quality is important, though he did not worry overly much about appearance. "By the time I am finished with it, no one knows what it looked like. Obviously the stuff tastes great." Knowing the growers, he can take comfort in knowing the care taken with the produce both while growing and in harvest and packing. "And if we elect to pickup rather than take delivery, we can select our own produce. Ask a restaurateur if a case of slimy lettuce has ever been delivered on the Friday before a big weekend." Jon refers to this as produce roulette. The lifestyle of a restaurateur is busy and hectic, and affords little time to get involved in the community. "We feel more connected to our community and can network through the farm. Being a farm member is a way to participate easily with few demands placed on us," according to Jon. CSA produce was, Jon found, profitable for the restaurant. "From our guests' perspective, there is a ton of value in fresh, local, organic produce. Our knowledgeable servers stress every italicized word. No doubt we charge more for the adjectives." Furthermore, farm connections can bring new guests to a participating restaurant. "Our association with Five Springs Farm gives us credibility as an operation that is interested in quality." Even for an experienced and creative chef, a relationship with a farm can be a great information resource. "I've learned about different veggies and herbs, cooking and storage techniques, culinary trends, and just plain common sense through our farm. The experience is interesting, informative, and entertaining all at once. Plus, I've made new friends, too!" Benefits to the CSA A commercial account can be a dependable, perennial share. Association with a fine restaurant can be a big benefit in marketing your CSA. Not only do you gain credibility from supplying the pros, but also prospective subscribers can test drive the veggies before signing up. You can expose literally hundreds more people to your produce through a restaurant than you have shares. The commercial account can be an outlet for surpluses and oddities. This cost can be built into share price, or done a la carte. Herbs and "pretty little things" come to mind. Jon recalls "A few years ago, I was the only one at Five Springs Farm who wanted miniature pear tomatoes so they gave them all to me." Many businesses have large parking lots at convenient locations that are perfect for a delivery/drop-off hub. Offer free delivery in exchange for the use of the parking lot during non-peak business hours and everyone comes out a winner. Nuts and Bolts: a restaurateur's point of view You may be anxious about approaching the perceived professional. Who wouldn't? Cold calls can be humbling and unproduc­tive. But the reality is that you have to get out there if you want this kind of business. This is good news though; after all, who knows more about your farm than you do? And don't forget: you are a professional, too. Here is how the relationship with Jon’s restaurant and Five Springs Farm started. It was 1994, our first year as a CSA, and one of the growers apprehensively approached Jon, whom we had not met, with our surplus of basil. As it happened, the restaurant had lost at produce roulette that week and the basil order had not been filled, leaving a big hole in the menu. Our basil and our timing, albeit completely accidental, were a huge hit. Look for smaller restaurants (or delis, markets, etc.) where there is respect and care taken with food. Places that are proud of offering diversity and thrive on innovation. Go to lunch or dinner at good prospects and pay attention to what is already there. Is the soup homemade? How many salads are offered? Any vegetar­ian entrees? Are they willing to prepare special orders? (This is a good indicator of how open minded and flexible they are.) Any organic produce on the menu? Where do they get it? Identify the owner, the chef, and the decision-maker. Your best luck will be that they are one in the same. Identify what needs you can fill for them. The Approach Now that you've done your homework your job is easy. You know about them. Now set up a time so that they can learn about you, If you know an employee, a former employee, a supplier, or a friend of the decision-maker use that person (or at least their name) to get a foot in the door. Schedule your first meeting for a time convenient for them. Dropping by in the middle of a busy lunch rush won't endear you to a prospective account. If possible, bring some samples and a schedule of anticipated pick-ups or deliveries to give them an idea of what to expect. Invite them out to the farm to look around and familiarize them with your growing practices. Do they even know what organic means? "My first trip to Five Springs Farm was memorable." says Jon, "and really gave me insight into what CSA was all about." You may even offer a trial share, week to week pricing, or simply a la carte (wholesale) pricing at first, to ease them into the farm without making a big commitment up front. Keeping the Account Once you've acquired commercial shares, keeping them is easy. Remember that they are benefiting from the great produce that you supply. Act on their feedback when­ever possible. A little communication goes a long way. Don't forget that you sell more than just veggies. You can be a valuable re­source to the commercial shareholder. You may be more aware of current trends and preparation techniques than they are. They will appreciate the help. Jon was ahead of the local food curve in the mid 90’s. Everything he experienced and told us back then is all the more true in culinary circles today. The Hartman Group researchers, in Chef Confidential call local, seasonal food "the most dominant food trend in our era." Furthermore, "Increasingly the notion of simple food prepared by ordinary people proves more compelling to consumers than the staid offerings of branded, chain restaurants." Challenges Perhaps the biggest challenge facing the chef and farmer alike is distribution. Alex Young, chef/owner at the Roadhouse in Ann Arbor, Michigan is not alone in finding that it can be difficult to source local food. So much so that he spends his one day off growing vegetables for the restaurant. "My initial motivation was to grow food that tasted better, but the more I learn the more passionate I get about it. And knowing that 10 years from now this approach is helping farmers transition to growing food rather than sending their vegetables to a processing plant makes me feel good when I go to bed at night," he says. Most chefs are not that committed to local foods. But, says Aron Cozadd at the Clarkston Café in Clarkston, Michigan, "The more we buy the bad stuff, the less of the good stuff will be around. It’s hard to get passionate about low-quality commodity ingredients." Cozadd makes it a point to work with the local Bittersweet Farm for produce like heirloom tomatoes and Werp Farm for specialty items like the golden corn shoots he loves. He finds "it’s a different experience when you get something special. There’s just a beauty to it and it fuels my passion for food." The chef-CSA member might find the trip out to the farm to be worth the time. But more likely, delivery to the kitchen is going to be more palatable. We are seeing an increase in the number of local and regional food distribution networks, but this will remain challenging in many areas. So don’t be afraid to share with the chefs. You’ve got a lot to offer and every stakeholder - from grower to eater - has a lot to gain! (The Community Farm Newsletter: http://csafarms.org/csaresources.asp) ********************************************************************** Contact NRCS about Conservation Planning on Your Farm Earlier this year, the 2008 Farm Bill (Food, Conservation, and Energy Act of 2008) was signed into law. New conservation provisions in this Farm Bill build on the conservation gains made by landowners over the past decade. They simplify existing programs and create new programs to address high priority environmental protection goals. Rules for these programs are still being written, and once finalized competitive cost share assistance will be available. Now is the time to start thinking about conservation needs you have on your farm. Contact your local Natural Resources Conservation Service (NRCS) office to begin the planning process. Conservation professionals will discuss your conservation objectives, help you identify resource concerns and provide alternatives for treatment. Planning also helps identify conservation programs administered by NRCS that may be available to provide you with cost share assistance for implementation of certain practices. Obtaining cost share assistance is extremely competitive, so it is important to begin the planning process prior to applying for funds to ensure that your needs and conservation objectives are adequately addressed. Please contact your local NRCS office if you are interested in evaluating your conservation needs or in finding out more about NRCS conservation programs. ********************************************************************** Lincoln University Aquaculture Program Growing Lincoln University continues to expand their aquaculture program. Improvements continue to be made in the facilities as well as the classes offered. Early this summer, twelve quarter acre ponds were completed. These are at the Carver Farm next to the ten preexisting tenth acre ponds. They are well designed for research and are close enough to campus to enable student involvement in harvesting. On October 25th a large number of students and members of the interested public were also involved in gathering dress out data on bluegill to compare which families grew fastest. Those cleaning the fish were amazed by their size and enjoyed the process as much as could be expected. Aquaculture has recently been made a minor within the Animal Sciences emphasis area of the Agricultural Degree. Courses now offered at Lincoln include: Aquatic Biology, Water Quality, Breeding and Genetics of Aquatic Organisms, Fundamentals of Aquaculture, and Fish Nutrition. ********************************************************************** Get Your Agritourism Operation Counted Agritourism, a relatively new sector in Missouri, provides farms an opportunity to add revenue to their current farm operation by providing Missourians an agricultural experience on a working farm. Until now, statistical data has not been taken for agritourism in Missouri regarding the number of farms engaged in this value-added sector. AgriMissouri, a program within the Missouri Department of Agriculture (MDA), in partnership with the Department of Parks, Recreation and Tourism at the University of Missouri, are now conducting a survey among agricultural producers to determine how many farms are hosting visitors and the number of visitors that visit their farms each year. "We encourage everyone engaged in agritourism to take 10 or 15 minutes of their time to complete this short survey. The results of the Missouri Agritourism Survey will help the Department of Agriculture understand the producer benefits associated with agritourism such as increased revenues for farmers and community development," said Don Steen, director of MDA. "These results will provide valuable information that the department will be able to use to assist new and existing agritourism locations with the guidance they need." Anyone who hosts the public on their farm for an agricultural experience is encouraged to complete the Agritourism Survey. Everyone who completes the survey will be entered into a drawing for a chance to win an AgriMissouri membership or one of two AgriMissouri gift boxes. "Agritourism is a benefit to farmers and also to the rural communities. Visitors not only visit the farm and purchase local products but they are also stopping in the communities for gas or a meal and adding economic benefits to communities," said Sarah Gehring, member services coordinator with AgriMissouri. "I strongly encourage all farmers who are engaged in agritourism to complete this survey. This will show us how large the industry is and will help to impact the future of Missouri’s agritourism industry." Farmers can complete the survey online at http://www.agritourismsurvey.org or request the printed version by contacting (573) 882-4299 or via email agritourism@missouri.edu. Individual responses to the survey are kept confidential and will not be distributed to any individual, organization or company. For more information about the Missouri Agritourism Survey, contact Sarah Gehring at (573) 522-9213 or Sarah.Gehring@mda.mo.gov. ********************************************************************** *** In Print/On-Line *** *Starting a Dairy Goat Business* a brand new guide by the Wisconsin Department of Agriculture is for anyone looking to get into the dairy goat business. The Department worked with author-experts who donated their time, including a producer, veterinarians, financial analysts, a researcher, lender, and a designer. The guide covers everything from an initial personal assessment to marketing, and in between -- herd health, milk quality, working with processors. Other topics included in the free 104-page guide include: Researching the industry and determining feasibility, Identifying a support team, Assessing farm land, Determining labor needs, Practical facilities, Financing the farm, Writing a business plan, Cull, Kids and breeding stock and Exit strategies. To receive a copy of the guide, contact Jeanne Meier, jeanne.meier@wisconsin.gov, 608-224-5121. ---------------------------------------------------------------------- *Quail-Friendly Plants of the Midwest* This University of Missouri guide is designed to help landowners identify quail-friendly plants so they can evaluate how habitat is responding to their management efforts. It includes over 50 grass, wildflower, and woody species that quail use for food and cover. The guide is located at the following web address - http://extension.missouri.edu/explore/miscpubs/mp0903.htm ********************************************************************** *** IN THE NEWS *** The Johns Hopkins Center for a Livable Future (CLF) has launched a website to enable research on the critical links between agriculture and public health. The Agriculture & Public Health Gateway is a unique information resource for public health and agricultural professionals, advocacy and community organizations, policymakers, journalists and educators. Visitors can browse by subject to find reports, peer-reviewed journal articles, relevant organizations and other research tools. The Gateway’s powerful database search provides access to millions of resources related to agriculture and public health. This search tool simultaneously links Gateway users to databases from the National Library of Medicine (PubMed), the National Agricultural Library (AGRICOLA), the National Institute for Occupational Safety and Health (National Agricultural Safety Database) and the World Resources Institute (EarthTrends). Other Gateway resources include links to glossaries, listservs and newsletters, online photos and images and event listings related to agriculture and public health. Go to http://aphg.jhsph.edu ---------------------------------------------------------------------- The Leopold Center for Sustainable Agriculture has developed a simple on-line tool to help farmers, agricultural organizations, public agencies and local food and economic development groups get a "first look" at potential markets. The U.S. Food Market Size Estimator can find the approximate demand for 204 food products in every county of the U.S. Products include milk, cheese and dairy foods; fresh, frozen or canned fruits and vegetables; grains; and meat, fish and nuts. The tool uses information from the USDA Economic Research Services’ Food Availability Data System. Go to http://www.ctre.iastate.edu/marketsize/ ---------------------------------------------------------------------- The Fair Food Foundation is a new foundation with a mission to work with historically excluded urban communities to design a food system that upholds the fundamental right to healthy, fresh and sustainably grown food. They partner with individuals, groups within communities, community-based organizations, government leaders and others to discuss, develop, and implement a variety of strategies. They encourage local selection, ownership and control of food sources that are environmentally sound, socially just, and economically viable. They support communities to imagine and realize opportunities that fit their needs. Fair Food Foundation invites letters of inquiry from qualified tax-exempt organizations working in historically excluded urban communities on projects and programs aligned with their vision. http://www.fairfoodfoundation.org/grants.htm ---------------------------------------------------------------------- Information about the USDA Aquaculture Stakeholder Workshop that was held April 15-16 in Kansas City, Missouri is online at http://www.ars.usda.gov/research/programs/programs.htm?np_code=106&doc id=16949. The site includes presentations, summaries of breakout sessions, and the action plan that resulted from the meeting. The action plan is important because it is the document that the USDA Agricultural Research Service will use to guide research in fiscal years 2010-2014. ---------------------------------------------------------------------- Hops contain substances that control pathogenic bacteria in the intestines of chickens, Agricultural Research Service (ARS) scientists and cooperators have reported. Certain bacteria in the intestines of chickens not only can cause contamination of meat during processing, but also may pose major production losses by causing disease in the broiler chicken. Currently, poultry producers use sub-therapeutic amounts of antibiotics in poultry feed as growth promoters and to control bacterial pathogens or parasites. However, bacteria can become resistant to the antibiotics, so ARS scientists are looking for alternatives. The hop plant (Humulus lupulus) contains bitter acids known to be potent antimicrobials. One of these compounds, lupulone, has been found to reduce levels of the disease-causing agent Clostridium perfringens in chickens. Researchers did not comment on the worldwide hops shortage. Your editor hopes that we will not have to choose between safer chicken or beer. (USDA Agricultural Research Service News, October 29, 2008 http://www.ars.usda.gov:80/is/pr/2008/081029.htm) ---------------------------------------------------------------------- Farmers' Legal Action Group, Inc. (FLAG) is a nonprofit law center dedicated to providing legal services to family farmers and their rural communities in order to help keep family farmers on the land. Since its inception, FLAG has provided an extensive array of legal services to financially distressed farmers and their advocates and attorneys nation wide. Check out their website and publications at http://flaginc.org/index.php ********************************************************************** *** ON THE CALENDAR *** Dec 10 - Direct Marketing Workshop, Rock Port, MO. Call 660-744-6231 or schlei-chera@missouri.edu Dec 11-Farmers' Market Workshop: Growing for a Farmers’ Market, Fredericktown, MO. Call 573-751-4339 , Lane.McConnell@mda.mo.gov Jan 3-6 - Western Nursery and Landscape Association Expo, Overland Park, KS. Go to www.wlna.org Jan 8 - High Tunnels Workshop or Community Supported Agriculture Mini-School, St. Joseph, MO. Go to http://extension.missouri.edu/buchanan/GPVGC.shtml Jan 9 - From Recipe to Reality, Lincoln, NE. Call 402-472-2819. Jan 9-10 - Great Plains Vegetable Conference, St. Joseph, MO. Go to http://extension.missouri.edu/buchanan/GPVGC.shtml Jan 9-10 - Practical Farmers of Iowa Annual Conference, Marshalltown IA. http://www.practicalfarmers.org/assets/files/2009%20Conference%20broch ure.pdf Jan 11-13 - Cool Water Fish Culture Workshop, Rend Lake Resort, Whittington, IL. Contact saluski@siu.edu Jan 13-15 - MidAmerica Fruit Growers Conference, Columbia MO. Go to http://www.midamericafruit.org/ Jan 16-17 - Missouri Agritourism Conference, Lake Ozark, MO. Call 573-526-4984 . Jan 17 - MO Christmas Tree Association Winter Meeting, Jefferson City, MO. Call 573-243-5501 Jan 20 - Farmers' Market Workshop: Food Safety, On the Farm and At the Market, Columbia, MO. Call 573-751-4339 Jan 21-24 - 2009 Practical Tools and Solutions for Sustaining Family Farms Conference, Chattanooga, TN. Go to http://www.ssawg.org/conference-.html Jan 22 - Missouri Aquaculture Assn Annual Conference, Jefferson City, MO. Call 573-526-6666. Jan 22 - Aquaculture Biosecurity Workshop, Jefferson City, MO. Call 573-526-6666, http://www.moaa.pond.org . Jan 22-23 - Heartland Agriculture and Natural Resources Expo, Poplar Bluff, MO. Call 573-686-8064 Jan 27 - Farmers' Market Workshop: Direct Marketing, Blue Springs, MO. Call 573-751-4339. Jan 27 - Prescribed Burn Workshop, Hillsboro, MO. Pre-registration is required, call 636-789-2441 Ext. 3. Jan 28 - Prescribed Burn Workshop, Independence, MO. Call 816-622-0900 or 816-792-8662. Jan 29-31 - 2009 Missouri Farmers Union Convention, Ste. Genevieve, MO. Call 573-659-4787. Feb 1-4 - North American Farmers’ Direct Marketing Association Conference, Savanah, GA. Go to http://www.nafdma.com/ Feb 6 - Missouri Nut Growers Association Annual Nut Evaluation & Show, Nevada, MO. Call 417-436-2351. Feb 7 - Missouri Nut Growers Association Annual Meeting, Nevada, MO. Call 417-436-2351. Feb 7-9 - 24th Annual Midwest Grape and Wine Conference, Osage Beach, MO. Call 573-486-5596, http://www.midwestgrapeandwineconference.com Feb 10 - Farmers' Market Workshop: Food Safety, On the Farm and At the Market, St. Peters, MO. Call 573-751-4339 Feb 13-15 - Missouri Farm Bureau Young Farmers and Ranchers Conference, Lake Ozark, MO. Call 573-893-1417. Feb 16-18 - MO Small Fruit and Vegetable Conference, Springfield, MO. Call 417-547-7533 Feb 20-21 - Grow Native Landscape Design with Missouri in Mind, Kirksville, MO. Call 573-522-4171, http://www.grownative.org Feb 20-22 - Western Farm Show at the American Royal, Kansas City, MO. mgriffith@swassn.com Feb 21 - Missouri Organic Association’s Annual Conference, Jefferson City, MO. Call 800-433-3704. Feb 26-29 - Upper Midwest Organic Farming Conference, La Cross, WI. Call 715-772-3153 or info@mosesorganic.org March 1 - Prescribed Burn Workshop, Moberly, MO. Call 660-385-2616 ext. 118. March 6 - Farmers' Market Workshop: Growing for a Farmers' Market Springfield, MO. Call 573-751-4339 March 6-7 - MO and KS Beekeeping Associations Joint Conference, Overland Park, KS. Call 636-394-5395. March 12 - High Tunnel Workshop, Mountain Grove, MO. Contact Pamela Mayer PMayer@MissouriState.edu 417-547-7533. March 28 - Prescribed Burn Workshop, Macon, MO. Call 660-385-2616 ext. 118. May 31-June 3 - North American Agroforestry Conference, Columbia, MO. http://www.centerforagroforestry.org/events/afta/index.asp ---------------------------------------------------------------------- Growing Missouri's Farmers’ Market Industry...One grower at a time! Local direct marketing provides growers with a lucrative opportunity to sell directly to consumers at retail prices. Farmers’ markets are growing in popularity and in number, as consumers are becoming more health conscious and aware of the benefits of buying fresh, locally grown produce. Recently, Missouri has seen an increase of farmers’ markets more than 140 markets around the state. These markets are poised to be successful local markets, but more growers are needed to supply a variety of products to satisfy the consumer demand. ---------------------------------------------------------------------- Missouri Farmers’ Market Workshop Locations Dec. 11: Growing for a Farmers’ Market, Fredericktown, MO Eagles Lodge Jan. 20: Food Safety, On the Farm and At the Market, Columbia, MO Courtyard by Marriott Jan. 27: Finding the Salesman in You, Blue Springs, MO Courtyard by Marriott Feb. 10: Food Safety, On the Farm and At the Market, St. Peters, MO St. Charles County Ext. Office March 6: Growing for a Farmers’ Market, Springfield, MO Springfield Library Center The workshops are sponsored by the Missouri Department of Agriculture. Go online to find more about the upcoming workshops http://www.mda.mo.gov. To register: Contact the MDA at 573-751-4339 or go online to: http://www.mofarmersmarket.blogspot.com. Registration is $15 per person (which includes your lunch) and payment is due 7 days prior to the workshop. Please make checks payable to MDA Market Development Fund. Walk-ins the day of the workshop will be $20 per person. Missouri Department of Agriculture Lane McConnell Marketing Specialist 1616 Missouri Blvd. Jefferson City, MO 65102 573-526-4984 Lane.McConnell@mda.mo.gov http://www.mofarmersmarket.blogspot.com **********************************************************************