Direct Meat Marketing PPT
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Transcript Direct Meat Marketing PPT
Direct Meat Marketing
Dr. Bryon Wiegand
University of Missouri
Elements of Market Discovery
Why do I want to participate in a non-traditional
marketing system?
What can I produce?
Am I an expert in these production systems?
Who would buy it?
Where would I sell it?
What can I charge?
Will I make money?
What is my contingency plan?
Why do I want to participate in a nontraditional marketing system?
Incorporate hobby into earnings
Additional income stream for household
Small-scale production system
Participate in local or regional economy
Value-added in current economic climate
What can I produce?
Endless possibilities
Bound by local ordinance
Limited by expertise and facilities
Beef
Pork
Lamb
Goat
Poultry
Rabbit
Venison
Am I an expert in these production
systems?
Animal husbandry
Niche does not mean inefficient!!
Niche does not mean devoid of technology and/or science!!
Previous knowledge base
Draw on previous knowledge, but be prepared for new thinking
and changes in production practices.
Access to production practice information and willingness
for adoption.
Planning is key! Jumping into animal agriculture with
both feet might be the riskiest venture ever if serious
consideration is not made for the “SYSTEM” of making
meat.
Who would buy it?
Market study
Case study
Full Circle Farm
Thankful Harvest
Planned Lamb
Evaluate locally
Ask questions
Do not assume that your customer wants what you want!
Where would I process the
animals?
Local meat processors are a good source
Many are State or Federally Inspected and would entertain a
business agreement
Approach them with a good plan
Know your product
Ask them questions as to options for:
Slaughter capacity
Cooler space (especially important for aging of beef)
All fees (slaughter, aging, cutting, packaging, storage)
The more streamlined you can make the system, the easier it
is for the processor
www.missourimeatprocessors.com
Where would I sell it?
Farmer’s Markets
Direct/off farm
Grocery stores
Restaurant
Web marketing
Farmer’s Markets
Most require an annual membership
Can lead to more direct marketing opportunities/build
customer base
Regulated by local health authorities
Selling meat at Farmer’s Markets
Require meat to be inspected either by state or federal
inspection
Most health ordinances require meat to be sold frozen and
require a chest freezer to be provided by the producer. Check
with your local health department for their regulations.
Requires a well defined pricing that is highly visible.
Most shoppers move quickly through the market and need
quick and concise information without the “total sales pitch”.
Columbia Farmer’s Market
Hours
Monday 4-6
Wednesday 4-6
Saturday 8-12
Location
behind the Activity & Recreation Center (ARC), on the
corner of Clinkscales & Ash streets.
Successful Vendors
• Show-me farms
• “Born Tender Beef ”
• “Omega Beef ”
• No hormones, implants, antibiotics
• Pasture raised chickens
• Susie’s Grass Fed Meats
• “100% grass fed locally raised animals, not
fed antibiotics or implanted with hormones.
• Animals are sustainably raised on small
family farms.”
• Missouri Legacy Beef
Direct/Off farm Marketing
Producers located near large metropolitan areas have a
greater potential for direct marketing because of their
proximity to a large number of consumers.
Requires more “education”, but likely appeals to more
customers with “niche language”.
Might have the greatest margin capabilities.
More expensive
Travel
Fees
Time
Grocery Stores
Small independent retailers with more upscale meat
departments are probably your best opportunity
Realize however that even some independent grocers buy
from wholesale warehouse businesses and some products may
be “spoken for” in these purchasing agreements.
Large grocery chains give management some discretion for
local purchases.
Gerbes
Hy-Vee
Restaurants
Since individual restaurants do not
use large quantities of meat, access
to a large number of restaurants
and a mixture of different
restaurant types is necessary for a
producer to successfully target this
market.
Patchwork Farms features the
Patchwork pork chop at Murray’s in
Columbia, MO
Missouri Legacy Beef is featured at
Hoss’s Market in Columbia, MO
Internet Marketing
One of the barriers to this kind of “remote marketing” is that
packaging and shipping costs can as much as double the end
price to the consumer.
Websites can be useful in helping local buyers to locate
producers in their area.
Strict rules exist regarding interstate commerce and sales tax
collection.
Federal Inspection required for interstate trade of most meat
products. (Stayed tuned next week for Dr. Clarke)
Ethnic/Religious Markets
The ethnic market is a niche often forgotten for meat
products.
Goat is preferred by Hispanics, Caribbeans, and Muslims
Jewish prefer cuts from the front-end of the animal
which can be difficult to market to typical American
consumer (Kosher)
Facilities for on-farm ritual slaughter may be desired by
some ethnic groups (Kosher or Halal)
Marketing ideas
Separate yourself from other producers or products that can be
found at a grocery store
Be certain the claims are accurate and backed by fact and not
feeling
Sell your product rather than demean the competition
Most directly marketed products have a unique claim - find your
niche
Organic
Local
Natural
Grass-fed
Antibiotic Free
Synthetic Hormone Free
Free-Range
What can I charge?
Know your cost of production, promotion, and distribution.
Make sure you charge more than your break-even price.
Be aware of what other direct marketers are charging
Attend farmer’s markets in your area to see what other
producers are charging for the same type of product
Economic assessment
Whole Carcass sales
If selling a whole or half carcass, processing doesn’t
necessarily need to be done at a USDA inspected facility
If the animal is sold LIVE to the consumer, custom exempt
processors can be used. (Rules and Regulations for this in
Part II of this series).
By using this sales method, customers can specify certain
cuts, wrapping, and curing preferences.
Whole Animal Buying Guide
Make sure customers understand how much yield they
could expect from a certain live animal
Beef Cutout
Pork Cutout
Goat Cutout
Will I make money?
Be honest when balancing the books
Your labor is an expense
Treat it like a business
Small business ventures usually see “light” in three years.
Depending on the level of capital investment, some turn a
profit in their first full year of existence.
Be patient
Don’t be afraid to cut costs
Web site design
Printed advertising
Radio advertising
What is my contingency plan?
Hopefully the business will be successful and you find room
for growth, but what if………….?
Be certain to have an out
Where do you sell animals?
Where do you sell equipment?
Can the business be sold in it’s entirety?
Having a plan to dissolve, liquidate, or sell a small business
will save a lot of pain in the end.