Posted December 5th, 2023
Our inaugural Professional Growers meeting was a great success as a point of connection and opportunity to network within our community. Based on registration feedback, we created conversation sessions before the meeting. Here are some of the highlights and resources that surfaced from our conversations during this gathering. There are some real gems here for your reference as we continue to develop our businesses, markets and future endeavors.
TOPICS OF DISCUSSION FOR 2023 INCLUDED:
Farm Business Economics
Marketing
Pest Management
Meat Processing
pasture Management
Small Farm Collaboration
Employee Management
Periodic Wholesale Markets
Equipment Access
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RESOURCES EVERY FARMER SHOULD KNOW ABOUT
NRCS, Natural Resource Conservation Service_ https://www.nrcs.usda.gov/
All counties or regions of all states in the USA have an NRCS office and agents available to assist farmers, ranchers and landowners with land use planning and management.
Local agents available for land & needs assessments for grant eligibility
Funds COST-SHARE GRANTS are available annually. Below are categories of grants available:
ACSP_ Agriculture Cost Share Program_ focuses primarily on improving water quality through management of land, animals and fertilizer.
CCAP_ Community Conservation Assistance Program_ focuses primarily on water quality and management on urban, suburban land not directly connected to agriculture.
CREP_ Conservation Reserve Enhancement Program_ focuses on protecting environmentally sensitive cropland & marginal pasture land through conservation easement.
AgWRAP_ Agricultural Water Resource Assistance Program_ focuses primarily on improving efficiency in water management, storage and use for agricultural purposes.
CSP_ Conservation Stewardship Program_ accepted participants given an annual payment for operation-level environmental benefits produced by the farm/enterprise.
EQIP_ Environmental Quality Incentives Program_ contract provide financial assistance and technical assistance to help plan and implement conservation practices to improve soil, water, plant, animal and air quality on agricultural and forest land.
Cooperative Extension_ Every county has a local Extension office and agents whose mission is to help individuals, families and communities put research-based knowledge to work for economic prosperity, environmental stewardship and an improved quality of life. County offices are staffed with agents that represent the type of agriculture and industry dominant in their counties to provide technical support to their residents. Search ‘your county’ and ‘cooperative extension office’ to find your local office and the agents who are available to support you, answer questions and point you towards resources to help you manage your land, crops and businesses.
Growing Small Farms website_ Chatham County Agricultural Agent, Debbie Roos’ website with archived posts and resources including pests, diseases, farmer profiles, local farmer’s markets, workshops, and much more for locals and anyone else who’s interested. https://growingsmallfarms.ces.ncsu.edu/
Podcasts :
Learn something new every day and be a fly on the wall for some really inspired and thought provoking discussions surrounding all sectors and types of agriculture, forestry, composting, nutrient cycling, community building, running a small business, season extension and too much more to mention.
No-Till Growers Network
Regenerative Agriculture
The Plant a Trillion Trees
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FARM BUSINESS ECONOMIC NOTES
BIGGEST CHALLENGES
Tracking cost of production and setting market price to be in line with existing markets
Determining and setting margins needed to remain profitable
Identifying tools to assist with tracking costs
Identifying mentors to look over your books and help coach farmers in financial management
Identifying specialty based on customer demands and knowing thyself; what kind of farmer are you?
BEST TOOLS & RESOURCES
Find a business mentor_ Mentors can come from sources within or outside agricultural enterprises if they are familiar with business, inventory, finances, recordkeeping and analyzing trends within your current business. Ask for assistance from folks you trust if a fresh pair of eyes on a situation would help you work through current challenges. We all need a coach from time to time.
Kitchen Table Consultants_ Advising and coaching for farmers and food producers. Spreadsheets available for specific enterprises
https://www.kitchentableconsultants.com/
Small Business & Technology Development Center_ FREE Business advising service
Small Business Centers_ Search this term for your area. Some will be affiliated with colleges, universities, non-profit organizations or private organizations. Their goal is to help small businesses and owners start, run and thrive as your business grows and develops.
Quick Books_ Point of sale and financial software for more complex business
https://quickbooks.intuit.com/
Guiding principles of operating your farm business:
BE HONEST WITH YOURSELF AS THE MOST INVESTED PERSON IN YOUR BUSINESS
KEEP OVERHEAD COSTS LOW
LISTEN TO YOUR TEAM
LEAD WITH YOUR SPECIALTY & MARKET NICHE
INVEST IN RECORDKEEPING AND PROACTIVELY MAINTAIN RELATIONSHIPS WITH CLIENTS,
VENDORS & PARTNERS
OUTSOURCE TO AVOID BURNOUT WHERE APPROPRIATE
NETWORK, SHARE, ASSIST AND BE ASSISTED BY OTHERS WITHIN YOUR COMMUNITY
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MARKETING NOTES:
BIGGEST CHALLENGES
Communication_ Direct connecting in person vs. over the phone or computer
Keeping marketing materials, market displays and marketing information fresh
Selling products_ are your marketing efforts working for you? Regarding cut flowers; selling to local florists
Time & work load management_ how to balance marketing time with all other farm management tasks
Social Media_ time consuming but effective. Outsourcing an option to help with time management
Managing an on-line store
At farmer’s markets_ connecting with people, getting attention of market shoppers, what happens if/when market attendance stagnates or decreases?
BEST TOOLS & RESOURCES
Maintain authenticity and be genuine
Create an email list and use a service provider like Mail Chimp or others_ get messages into customer’s inboxes without being identified as SPAM
3 Cow Marketing: FREE COURSES, Facebook for Farmers, Technology Tutorials, Price for Profit
https://courses.3cowmarketing.com/
Book Recommendation: Marketing from the Heart, Charlotte Smith
Piedmont Wholesale Flowers: Wholesale buyer of cut flowers located in Durham
https://www.piedmontwholesaleflowers.com/
Rooted Farms: Online marketplace for flower growers to sell cut flowers
https://www.rootedfarmers.com/
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PEST MANAGEMENT NOTES:
BIGGEST CHALLENGES
Major crops of concern: Cucurbits, tomatoes, lettuces, spinach, root crops, cut flowers
Major pests of concern: Aphids, fire ants, stink bugs, flea beetles, thrips, Japanese beetles, white flies, armyworms, squash bugs, cucumber beetles, squash vine borers, powdery mildew, downy mildew, sclerotinia, bacterial wilt
BEST TOOLS & RESOURCES
Local Cooperative Extension Agents_ locate your field crops agent for assistance when you have a specific problem in the growing season. They can help you identify pests, diseases and submit plant and soil samples for analysis if you’re having a specific problem. Know who they are & contact them if you need them.
Growing Small Farms website_ Archived posts and resources including pests, diseases, farmer profiles, local farmer’s markets, workshops, and much more.
https://growingsmallfarms.ces.ncsu.edu/
Pest Management: https://growingsmallfarms.ces.ncsu.edu/growingsmallfarms-pests/
Organic Pest Management: https://growingsmallfarms.ces.ncsu.edu/growingsmallfarms-pestmanagement/
Growing Small Farms, Farmer Listserv_ Post issues, pictures of pests, questions, answers and resources to a large group of other regional growers.
https://growingsmallfarms.ces.ncsu.edu/growingsmallfarms-listserve/
Genetics_ Invest in varieties that can deal with pest and disease pressure. Look for seed companies that actively focus on varietal selection, breeding and improvements to deal with persistent pests.
Experience, including other farmers’ and growers in your regional area and network. Most crops have growers groups and organizations; search those for additional crop-specific resources i.e. strawberries, greenhouse crops, sweet potatoes, peanuts, etc.
Regional guides - Mid-Atlantic Commercial Veg. Recs., SE Veg. Handbook
https://www.pubs.ext.vt.edu/content/dam/pubs_ext_vt_edu/456/456-420/SPES-391.pdf
Crop-specific guides (Cornell Organic Guides)
Pressure models and academic networks _ http://uspest.org/wea/
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MEAT PROCESSING NOTES:
BIGGEST CHALLENGES
Processing Logistics:
Finding a processor that has availability in their schedule. Wait lists can be months long.
Does what you ask
Packaging that holds up in frozen storage
Offers labeling options including putting your farm name on finished products
Legislation that hinders producer’s ability to process animals either in facilities or on farm
Marketing & selling whole, half and quarter animals
BEST TOOLS & RESOURCES
Piedmont Custom Meats: https://www.piedmontcustommeats.com/
USDA facility for beef, pork, sheep, goats
For resale products
Value added options available like sausage, bacon, etc.
Homestead Custom Meat Processing
Independent processor with mobile unit primarily for hogs; can do sheep, others…
Able to process up to 3 animals per day (not poultry or rabbits)
Great for homesteaders just getting into meat production
Not for resale; for personal consumption only
Archdale NC, (336) 689-6232
homesteadcustommeatprocessing@gmail.com
For scheduling, set up login info here:
https://custommeatsolutions.com/homesteadmeats.htm
Change how you communicate with customers about whole, half and quarter animal purchases. Instead of offering a cut sheet of what’s included, offer a percentage list of what kind of cuts are in whole, half and quarter animal purchases.
Mobile Poultry Processing Units available for rent
Counties with rental MPPUs: Rental rates vary per week
Stokes: Mobile Poultry Processing Unit | Extension Marketing and Communications (ncsu.edu) ***you do not have to live in Stokes County to take the training class or rent the Mobile poultry processing unit (MPPU)
Harnett: (2 available)
Contact Brian Parrish Email: brian_parrish@ncsu.edu
Phone: 910-893-7530 and 919-692-5845 (cell)
6 more MPPUs available state-wide for rent here: https://www.google.com/url?sa=t&rct=j&q=&esrc=s&source=web&cd=&ved=2ahUKEwiT5OWN-tyCAxWum2oFHZULDj8QFnoECBkQAQ&url=https%3A%2F%2Fwww.ncagr.gov%2FMeatPoultry%2Fdocuments%2FMobilePoultryProcessingUnits.docx&usg=AOvVaw0Tn_LZ0ayGRL4ERxWLO3QL&opi=89978449
Additional Poultry Processing Resources
NC Poultry Processing Resources (HUB) – Center for Environmental Farming Systems (ncsu.edu)
Best Practices for Pastured Poultry Health, Production & Profit — FACT (foodanimalconcernstrust.org)
5-18 Producer Grower Poultry Exemption.pdf (ncagr.gov)
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PASTURE MANAGEMENT NOTES:
BIGGEST CHALLENGES
Forage management
Water & nutrient management
Animal management of multi-species rotational grazing
Tool & equipment access
Funding for pasture maintenance and fence installation
BEST TOOLS & RESOURCES
Acres USA_ Resources for production-scale regenerative and organic agriculture
Arborists_ Contact local arborist to request your farm as a dump site for loads of chips. Asplundh mentioned. Check with your locally based arborist & those farther out. Arborist need sites to dump their chips & you never know if you’re on a route to/from their main site to their job sites.
Carolina Farm Stewardship Association_ Helping farmers, food hubs, food system businesses meet their goals by providing technical assistance. Their annual conference is not to be missed as a learning and networking opportunity.
https://www.carolinafarmstewards.org/
Joel Salatin and Polyface Farm_ Based in VA and focused on developing emotionally, economically, environmentally enhancing agricultural enterprises that can be duplicated throughout the world. Joel’s a farmer, author, speaker and advocate of regenerative farming and agriculture.
https://polyfacefarms.com/production/
Stockman Grass Farmer_ monthly publication
Soil & Water Conservation and NRCS_ Equipment available for rent & varies by county
Chatham County_ No-till seed drill available for rent: https://www.chathamcountync.gov/government/departments-programs-i-z/soil-water-conservation-district/our-services/no-till-drill-rental?locale=en
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SMALL FARM COLLABORATION NOTES:
BIGGEST CHALLENGES
Eggs : sourcing, supplying for demand, storage, moving excesses seasonally
Communication : Knowing your strengths and weaknesses when collaborating.
Selling products sourced from other farmers
BEST TOOLS & RESOURCES
Farmer Tool Share: Example_ the folks up in Orange Co. with mutually owned tractor equipment
Contact for folks looking for mentorship with starting a tool-share in your community
RambleRill Farm_ On-farm market day with agrotourism component. Developing farms as a destination to accommodate special events, other farmers and seasonal markets
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EMPLOYEE MANAGEMENT NOTES:
BIGGEST CHALLENGES
Finding and retaining key team members
Evaluating team members
Assessing pay, benefits, raises and financial compensation
Firing employees
BEST TOOLS & RESOURCES
Small Business & Technology Development Center_ FREE Business advising service. Find listings of what kind of jobs are in your area including information on average wages/salaries to help you determine what is currently the standard in your area so you can be aware and stay competitive in keeping your help once you have them on board.
Track your goals_ Small or large, short or long term. Track progress towards goals and communicate with all how you’re progressing. Visuals for all to see on a community board or white board can go a long way to sharing your progress with all the players on your team.
TAKE AWAY MESSAGES & FOOD FOR THOUGHT
Guide the culture of your business through active listening to staff members
Open the books to your core staff members so all are aware of the bottom line of how the business is performing and where adjustments need to be made
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PERIODIC WHOLESALE NOTES:
BIGGEST CHALLENGES
Making and maintaining relationships with chefs so they can utilize one-shot-deal seasonal crops when they are available so they prioritize sourcing those items locally and from YOU
Moving large quantities of perishable crops if you have a boom year for production
Identifying potential buyers of specialty crops or products
BEST TOOLS & RESOURCES
FOOD HUBS: NC has over a dozen food hubs that aggregate produce, value-added foods, prepared goods and locally produced foods to resell to other markets.
NC Food Hub Collaborative: Comprehensive list of all food hubs in NC
Discussed at the Professional Grower’s Meeting:
Farmer Foodshare_ Orange County, Durham, NC https://www.farmerfoodshare.org/farms/
FFS can pick up on farm or you can deliver to them
Goal is to give farmers the best price and fair market value for produce
Feast Downeast_ Pender County, Burgaw, NC https://www.feastdowneast.org/food-hub/farmer-resources/
FreshList_ Mecklenburg County, Charlotte, NC https://freshlist.com/pages/sell-with-us
Piedmont Fresh_ Davidson County, Thomasville, NC https://www.davidsoncountyfood.com/producer-information
WHOLESALERS:
Happy Dirt_ Wholesaler of primarily of produce, based in Durham, NC
https://happydirt.com/about-happy-dirt/
FARMERS MARKETS:
Utilize existing markets to make connections with Chefs that are buyers for restaurants
CHEFS & RESTAURANTS:
Build relationships with Chefs BEFORE the crop arrives. 3-12 months in advance is not too early to let Chefs know what you’ll have and when you’ll have it. Bring samples if possible. Chef’s may prioritize buying from you if that connection is in place. Periodically follow up and provide updates on your crop or product, especially if you’ll have a ton or you experience a crop failure.
Know when to visit Chefs and restaurants. Stop by in person to request an appointment. Best days tend to be earlier in the week. Avoid restaurant’s peak busy times.
Plan dinners in collaboration with Chefs and restaurants. Cross market your produce at their restaurant or them catering of an event at your farm
BAKERIES:
Pork producers: Good market for LEAF LARD if you have a large supply
ETHNIC GROCERS:
Often happy to work with smaller farmers especially if you have specialty items they typically have to ship in from long distances; produce and meats, bones and organ meats are highly sought after. Investigate Hispanic, Asian, European, Middle Eastern, Indian grocers and markets.
SPECIAL INTEREST SOCIAL GROUPS:
Facebook_ Homesteaders of America
ADD VALUE YOURSELF OR CREATE VALUE ADDED PRODUCT BY OUTSOURCING:
Utilize commercial kitchens to process seasonal excesses to batch cook things like: Bone broth, pet treats made with organ meats, jams, jellies, salsas, sauces, spice rubs, etc.
Follow the supply chain backwards to find potential new customers. Who uses large quantities of ‘whatever you’ve got’? Example: Bone broth is used as primary ingredient for reduced sauces like au jus and demi glace; High end and French restaurants have these on their menus regularly and would have a high need for bones or bone broth. Find those around you & approach.
Host your own event or class_ Charge a registration fee; you get better buy-in and attendance from participants by charging an admission fee rather than offering an event for free. Provide the materials, learn a skill and take away a product.
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EQUIPMENT ACCESS NOTES:
BIGGEST CHALLENGES
Size & scale of farm and equipment; small farms don’t need huge tools
Cost of equipment
Building a network of equipment, its location and a schedule for sharing
BEST TOOLS & RESOURCES
AgVentures Grant: PROPOSALS DUE 12/15/23
https://agventures.ces.ncsu.edu/application-for-ag-ventures-grant/
Soil & Water Conservation & NC Copperative Extension_ Encourage local county offices/agents to purchase tools for community rental. Annual budgets may allow for such purchases based on community needs and feedback.
Equipment Dealerships_ Some offer equipment rental
Create a tool-share community_ Mobilize and organize to share tools. Example: Farmers up in Orange County have done this. Tractor implements are shared, migrate from farm to farm and are available for members to use.
RAFI_ Rural Advancement Foundation International_ Funded the original grant that allowed the Orange County farmers to get this started.
https://www.rafiusa.org/programs/farmers-of-color-network/resources-for-resilient-farmers/