Home Farm Equipment Food hub provides value to New Hampshire farmers

Food hub provides value to New Hampshire farmers


Andre Cantelmo remembers what it was like promoting his harvested greens at New Hampshire’s Seacoast farmers markets earlier than 2014.

“We were all battling it out in parking lots in downtown areas in towns all over New England,” he says of his relations with different farmers.

However then one thing occurred. An epiphany, if you’ll. Cantelmo — who runs Heron Pond Farm in South Hampton, N.H., with faculty pal Greg Balog — and two different farmers found that relatively than being opponents for a restricted variety of clients, they may pool their sources and promote extra merchandise to eating places and different wholesale markets.

“They [farmers markets] will always be there, but to limit the audience to just this is just limiting the entire local food industry in the region,” Cantelmo says.

And Three River Farmers Alliance was born. The corporate, which runs a meals hub in Exeter, N.H., facilitates the aggregation, storage, distribution and advertising and marketing of regionally produced meals, coordinating every part alongside the value chain for small and midsized member producers.

The alliance is a partnership between Cantelmo and Balog; Kate Donald of close by Stout Oak Farm; and Josh Jennings of Meadow’s Mirth Farm. Nevertheless it’s grown significantly because it began. Now, greater than 50 regional farmers promote merchandise via the alliance. They pay a price to cowl administrative prices.

They usually don’t simply promote vegetables and fruit. Farmers rising every part from mushrooms and lilacs to dairy and even bison have joined.

Beginning small

Convincing different farmers to work collectively wasn’t simple to pull off. However wanting again, Cantelmo says it was necessary to begin small.

“You have to have complete trust in the first partners you start with,” he says. “You can’t just decide that you’re going to have a big thing right off. Start humble. You have to start somewhere, and I think starting small was the best thing we ever did.”

Cantelmo says the group checked out different meals hubs and cooperatives as fashions, however not all have been profitable. Why? As a result of, at the very least Cantelmo believes, they couldn’t add value for producers.

“Three Rivers has to provide marketing, reduced costs to distribution and advantages to aggregation,” he says.

Courtesy of Evan Eppler

EXPANDING FROM VEGETABLES: Contemporary native greens are the inspiration of most farmers’ manufacturing, however the alliance has expanded to issues akin to scallions, promoting dairy merchandise and even bison meat.

The alliance’s hub is a 6,000-square-foot facility with refrigeration items and a freezer. The hub permits the alliance to overview third-party meals security audits from member farms, one thing Cantelmo says is essential as a result of it permits producers to be on the identical enjoying area as bigger growers.

The alliance sells to many impartial grocery shops and thru Related Grocers of New England, the biggest retailer-owned distribution heart in New England.

The alliance is about up as an LLC, however Cantelmo says it’s run as a nonprofit with not one of the house owners taking income. Good bookkeeping, correctly organising the LLC, and having a transparent exit technique and battle decision technique have been key to its success, he says.

However the group additionally has made its share of errors.

“Our reluctance to borrow money in the beginning handcuffed us,” he says. “We were unwilling to borrow money for the correct infrastructure. Let someone else make an enterprise budget for you. That’s important.”

Altering markets

Earlier than the COVID-19 pandemic, 100% of the alliance’s enterprise was via wholesale accounts, largely eating places.

“That all stopped overnight, and literally, within a day, we hit the ground running to get into direct-to-consumer deliveries,” explains Evan Eppler, operations director of the alliance. “Within 24 hours, we realized that our farmer partners were going to be left out to dry without an avenue to move their products.”

The alliance’s partnership with Native Food Market, which runs the alliance’s web site and on-line retailer, paid off.

“It permits producers to submit present merchandise and availability,” Eppler says. “Consumers can join to grow to be members of the alliance and primarily purchase what they need. The secret’s that the web site is at all times a reside illustration of what’s accessible.”

Courtesy of Evan EpplerKate Donald

FOUNDING FARMER: Kate Donald of Stout Oak Farm in Brentwood, N.H., is without doubt one of the founders of Three River Farmers Alliance. She, together with three different farmers, noticed that relatively than being opponents for a restricted variety of clients, they may pool their sources and promote extra merchandise to eating places and different wholesale markets.

Clients are given a set order window relying on the place they’re situated. As soon as orders are made, the farmers gather the orders and ship them to the hub the place they’re inspected for high quality after which positioned onto vehicles for supply. The vehicles then make the supply. From ordering to supply, the method takes two to three days.

Known as Veggie-Go, the service now makes up 70% of the alliance’s gross sales.

Earlier than the pandemic, Eppler projected $120,000 in income in 2020. The alliance ended up grossing $3 million final 12 months, he says.

Nevertheless it’s a tricky logistical operation. The alliance has gone from solely two staff in January 2020 to greater than 25 staff for selecting and delivering orders. They’ve grown from just one station wagon for deliveries to a fleet of 5 vehicles.

And since they don’t have a warehouse the place they actively stock, stuff that is available in has to rapidly exit.

Now that the pandemic is waning, and eating places and faculties have reopened, Eppler sees a return to wholesale, however direct-to-consumer is right here to keep.

“We will see some shift in that, but I think that it’s here with some level of permanence,” he says. “You know, online retail is something that every industry has been looking toward at a different pace anyway, so I think it kind of jump-started what was inevitable.”

Increasing the hub

The alliance’s work in making a regional meals hub is getting seen. Farm Credit score East just lately awarded the alliance the primary Lipinski Rural Initiative Award that “recognizes innovative and transformational efforts to revitalize Northeast rural communities.”

The alliance acquired $25,000. Eppler says the alliance is planning on placing it towards a brand new facility to broaden the provision of domestically sourced meals.

Even with its success, although, there are challenges. For one factor, it’s solely seasonal. To fill within the seasonal gaps of early spring and late fall, Cantelmo says the alliance companions with farms in Pennsylvania, New Jersey and New York.

Some member farmers have greenhouses, however not all. His farm can retailer greater than 200,000 kilos of crops that can be utilized all year long. In reality, Cantelmo says his farm bought greater than 60,000 kilos of carrots this previous winter.

And the enterprise isn’t nearly farming anymore. It’s about meals distribution and managing logistics, one thing Cantelmo by no means thought he’d have to cope with.  

There’s additionally strain in offering a service that different farmers discover precious. Most farms concerned within the alliance solely market a fraction of their merchandise via the hub.

Now that the world is inching nearer to regular, Cantelmo hopes meals deliveries will nonetheless be a sexy choice.

“You have to provide value, value to the consumer,” he says. “Dealing with Three Rivers, there’s one truck, one bill, one call, one ordering system. Farms only post the inventory they have to the system, and that is subtracted right away. Big challenge now is how to continue this post-pandemic. We think there is a plenty of market share there.”


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