March 15, 2010
Contact: Bernadette Logozar, 518-483-7403
Experts Share Local Food Sales Tips April 16 in Chateaugay,
April 17 in Watertown
Malone, NY – Cultivating sustained local foods sales is the focus of
“Working with the Middleman: Selling through or to a local distributor”
conference set for Friday, April 16 at the American Legion in Chateaugay,
NY, and Saturday, April 17 at Cornell Cooperative Extension Jefferson
County in Watertown, NY.
“Understanding the various levels of buyers and sellers between the farm
and consumers is critical to properly pricing one’s products. The April
‘middleman’ conference also provides producers the opportunity to learn
how to price based on true costs,” says conference speaker Ruby Sprowls,
director of the Northern Adirondack Trading Cooperative.
“Wholesaling can be selling to a distributor who delivers your products
to groceries and other retailers or selling your meats directly to
restaurants, your maple candies to the local gift shop, or your chutneys
and jams to a regional organization such as TAUNY (Traditional Arts of
Upstate New York). This type of selling can provide small businesses
with the security of knowing each month you will be selling x dollars
worth of product to a commercial account,” Sprowls says.
Craig Bilow of Sustain Brand will share his experience with managing
wholesale accounts. Sustain Brand requires the main ingredients for all
its products to be grown within 300 miles of where it is sold. Bilow
recently opened his own chip plant in Malone and buys locally-grown
Conference speaker Agriculture Marketing Specialist Matt LeRoux with
Cornell Cooperative Extension Tompkins County will help local producers
evaluate various types of market channels.
“You can spend hours picking, washing, and packing produce in
preparation for market. A simple new tool is now available from Cornell
to help small and mid-size farm operators evaluate how time, labor,
pricing, and sales volume impact the profitability of using different
channels,” LeRoux says. “Cornell Cooperative Extension marketing
specialists can help you analyze your data to create confidential
benchmarks for your business.”
Also on the conference agenda, Northern New York regional food
distributors will identify the types of products they are looking to buy
and at what price, and will discuss the importance of how the food
products are grown, prepared and packaged.
Conference organizer and Northern New York Local Foods Specialist
Bernadette Logozar says, “The Northern New York region has an exciting
opportunity to grow its local foods marketplace. This conference is one
way of equipping farmers to take advantage of the surge in interest in
Pre-registration for the 10am-3pm conference is required. The $5 fee
covers lunch and materials. Those interested in registering for the
conference, may contact Logozar at 518-483-7403 or
For more tips on selling food locally, go online to the Regional/Local
Foods section of the Northern New York Agricultural Development Program
website at www.nnyagdev.org.