Balancing Short-Term Growth and Lasting Change:

Food Hubs and Regional Collaboration

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Midsize farms in the Northeast are primary suppliers of a sustainable regional food

system.

501©3No trucks, No warehouse

45+ wholesale farmsFresh produce only

New England, NY, NJ, PA

$4.6 million gross sales in 2014~10% net margin

50/50 produce sales/grant income

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1999 2000 2001 2002 2003 2004 2005 2006 2007 2008 2009 2010 2011 2012 2013 2014 20150

1000000

2000000

3000000

4000000

5000000

6000000

Innovation and Growth 1999-2015

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  2010 2011 2012 2013 2014 YTD 10/29/15  

        Just Picked NYC DSD      

Gross sales $2,527,362 $2,595,151 $3,339,545 $3,757,837 $4,630,000 $ 4,221,289

Growth  -2% 3% 29% 13% 19% TBA

Margin   11.50% 10.80% 10.10% 9.10% 10.25%

Total cases 96,972 101,408 114,006 154,752 190,682 183,692

Total transactions (invoices) 1,229 1,066 1,038 1,298 2,146 3170

Av. $ per transaction $2,056 $2,434 $3,217 $2,895 $2,158 $1,332

Consolidation in Customer A, by $ 55% 59% 63% 53% 55% 48%

Consolidation in Customer B, by $ 24% 27% 21% 24% 11% 20% Consolidation in Customer C, by $ NA 11%

# Customers 13 11 19 23 28 30

# Delivery sites 39 39 49 52 90 107

# Growers by purchase history 27 34 36 41 50 35

% of purchasing in top 5 farms 60% 60% 63% 52% 31% 53%

# FTE   6.4 5.85 6.85 7.2 7.8

Trade $/FTE   $45,597.50 $63,165.81 $58,326.57 $49,932.36 $48,815.42

Consolidation By Products  $ CS $ CS $ CS $ CS $ CS $ CS

     Apples 60% 60% 68% 66% 66% 58% 57% 50% 51% 50% 50% 43%

     Berries 7% 7% 5% 5% 6% 7% 7% 6% 3% 3% 4% 3%

     Peaches 9% 9% 10% 11% 10% 13% 10% 10% 10% 7% 9% 9%

     Tomatoes 9% 9% 11% 12% 8% 9% 11% 10% 10% 7% 8% 7%

     Other 15% 15% 6% 7% 9% 13% 15% 24% 26% 33% 26% 36%

 

Scale Within – The Mix

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Bottleneck 1.0

Sufficient, competitively

priced, sustainably

grown regional supply of

market ready product

Diverse wholesale

markets are sourcing regional,

sustainably-grown first

Consumers demand regional,

sustainably-grown first

Mid-size farms in the Northeast are primary suppliers of a sustainable regional food system.

the deal

Farmers collaborate

GMF educates

Buyers commit

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Bottleneck 2.0

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Scale, SYSTEMS CHANGE, gross sales, number of farmers, markets, buyers, marketing, metrics, PRIMARY SUPPLIER, organic, integrated pest management, packaging, grading standards, wholesale readiness, food safety, distribution, efficiency, food access, food sovereignty, underserved communities, specialty markets, mainstream products, healthy soil, global warming, climate change, community activism, grass roots organizing, back to the land, COOKING, human health, scale, SYSTEMS CHANGE, gross sales, number of farmers, markets, buyers, marketing, metrics, PRIMARY SUPPLIER, organic, integrated pest management, packaging, grading standards, wholesale readiness, food safety, distribution, efficiency, food access, food sovereignty, underserved communities, specialty markets, mainstream products, healthy soil, global warming, climate change, community activism, grass roots organizing, back to the land, COOKING, human health, Scale, SYSTEMS CHANGE, gross sales, number of farmers, markets, buyers, marketing, metrics, PRIMARY SUPPLIER, organic, integrated pest management, packaging, grading standards, wholesale readiness, food safety, distribution, efficiency, food access, food sovereignty, underserved communities, specialty markets, mainstream products, healthy soil, global warming, climate change, community activism, grass roots organizing, back to the land, COOKING, human health

FarmersProducts

Citizen Eaters

MarketsBuyers

“PRIMARY SUPPLIER”

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