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Balancing Short-Term Growth and Lasting Change:
Food Hubs and Regional Collaboration
2 © Red Tomato. All rights reserved.
3 © Red Tomato. All rights reserved.
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
4 © Red Tomato. All rights reserved.
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
5 © Red Tomato. All rights reserved.
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
6 © Red Tomato. All rights reserved.
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
8 © Red Tomato. All rights reserved.
Bottleneck 2.0
9 © Red Tomato. All rights reserved.
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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