Food safety, wholesale production, and washing & packing
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Transcript of Food safety, wholesale production, and washing & packing
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Farm planning, wholesale, post-harvest handling and food safety
Michael Kilpatrick, Farmer
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Planning on our farm
1 year plan
3-5 year plan
life plan
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1 year plan
what are we growing this year
for what markets will we attend or produce
what equipment are we going to buy
who will work for us
where are we going to plant what
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3-5 year plan
what markets do we want to be expanding into
are we pushing to actively grow or shrink
long range equipment procurement
infrastructure upgrades
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Life plan
What do I want to be remembered for?
What is my magnum opus?
If I could pick a career today what would that be?
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Is it all about the money?
you can work 80 hours a week your whole life,
max out your 401k and IRA,
and die of a heart attack at 60 before you can enjoy it.
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Cutting down the stress
institute ordering deadlines
don’t cob stuff together
Spend money on hard infrastructure
Pay for good help, and treat them well
take 1 day off a week
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What are your goals?
Stay small and do farmer’s markets part-time
Run a large CSA
Go certified and produce few wholesale crops efficiently
Every Farm is different!
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How should your time be spent?
1/3rd actually working in the business- doing only what you can do
1/3rd training your team
1/3rd self-development, new techniques, new strategies, seeing other farms.
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What can only I do?
Seeding
bedforming
cultivation
repairs an maintenance
equipment setup
new infrastructure
Farm walk every week
crew direction
sales calls
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What am I training my crew to do?
Irrigation setup
general tractor work (plowing, disking, fertilizer spreading, compost)
harvest
weeding
pruning/training
bale chopping/straw spreading
spraying
greenhouse seeding
markets
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What is the weak link?
Look at operation every year and see where bottlenecks are.
Read “The Goal” by Eli Goldratt
What is slowing us down, crimping the operation.
opportunity lost cost?
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Necessary endings by
Dr. Henry Cloud
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If I were to have this decision to make over again would I do it?
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fix, close, or sell
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What crops should I grow?
Crops you can make money on
crops suited to your climate
Crops that you enjoy
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How do we know what we are making money on?
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Costs to consider
Production costs (seed, fertilizer, labor)
Harvest costs (labor, boxes, twist ties)
Post-harvest cost (washing, cooling, delivery)
General costs (mortgage, insurance, etc)
Marketing Costs (website, calling buyers, etc)
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We need to make $40,000 an acre
Also need to make at least $40 an hour picking the crop
Works out to be $4.50 a bed ft
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Bed Systems
an acre is 43,560 square ft
All beds are on 72” centers
or 7,260 bed ft per Acre
We grow 4 rows on a bed, 14” apart
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Carrots
Yield is 4.25 lbs #1’s for 3 row ft.
NOT including juicers or seconds
that is 5.64 lbs per bed/ft
Beds are 300 ft long=1,692 lbs per bed
24 beds to the acre, or 7260 bed ft per acre = 40, 946 lbs per acre
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Sales of Carrots
We retail in quart containers at $3.50 for approximately 1.5 lbs or $2.33 per lb
That equals $95,404 per acre.
at 40, 960 lbs per acre we need around $1 a lb to break-even.
At our normal $1.50 wholesale price we are making $60 k an acre
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When can we harvest?
Retail price is 2.33 per lb
divide that into $40,000 per acre and that equals 17,167 lbs per acre, or 0.59 lbs #1 per row ft
bunched carrots are more per # so can harvest earlier
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Harvest efficiency
We can harvest 1250 lbs #1 carrots in an hour, 4 crew and the brontosaurus
That is 312.5# per man/hour
a crew of 2 can wash, weigh, and label 296# in one hour, ten minutes or 127# per man hour
we estimate $10 per hour for our workers
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Continuing..
3.2 cents to harvest and 7.8 cents to wash
It costs us 11 cents per lb to process carrots, harvest, wash, and pack.
$728 dollars per hour to harvest, $295 to pack.
The Organic Farmer’s Business Handbook, http://amzn.to/1cynDsA
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Don’t Grow Expen$iveCover Crop
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Costing out a Marketing Channel
Sales efficiency of the channel
Time efficiency
Vehicle costs/maintenance
Stacking efficiency
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Farmer’s Market
70-80% efficient
Market fees, tents, scales, milage, meetings, politics
Retail dollar
Scale very easily, equipment has long use time.
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CSA
Depending how structured, anywhere from 90-100% efficient
Boxes, CSA management, promotions, signup systems
Usually less than retail dollar
Consumer helps bear financial strain
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Wholesale
Efficiencies of scale
Unless certified, wholesale prices will be quite low
Need to have processes and techniques dialed in
Just because it is a big check doesn’t mean you are making money
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Questions every farm should ask
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Scale and Goals
How does this fit with my long term plan?
What scale do we want to be on and does this fit with that?
How does this fit with our systems already existing on the farm?
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How will this affect our team?
How does this affect, me, the farmer?
How does this affect our crew? What do they think?
What do councilors or mentors think?
What do other farmers using this piece of equipment, technique, or soil type think of it?
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Financial Decisions
Do we have the money for it? or do we need to finance this?
Could we borrow, lease or rent this equipment?
How many hours will this save us? Cost us?
What are the numbers on this? Payback, reduced cost per unit of crop, etc?
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Financial Decisions
How does this affect the farm financially, or what are the long term liabilities of this decision?
What additional expenses, resources, or time commitments will this purchase/lease incur?
Is a dealer for this equipment readily available? How much do parts cost?
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Equipment purchasing
never make a hasty decision
see if you can try it out before buying
double size your equipment, windows of opportunity can be small
Track record of the company
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Rainy day or reserve fund
we always have a list of equipment that is on our radar
if the right one comes along we use this money to buy it.
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Multi-use equipment
You don’t want an expensive piece of equipment sitting around 363 days of the year.
buying a G over a Super C- depends on scale
share equipment between growers
research, research, research
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Bed Systems
provide a standard system for vegetable production
The wider the bed the less wheel tracks per acre
Allow for machine planting, cultivation, harvesting, air flow
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1 row system
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4 row systems
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5 row system
5 rows for spinach, radish, salad, other small crops (9”)
3 rows beets, carrots, beans (18”)
2 rows broccoli, cauliflower, potatoes (36”)
1 row tomatoes, artichokes (72”)
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Goldini walking tractor
Researched it as the best walking tractor on the market
is an excellent, heavy machine
we used it until we were at about 4 acres
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Goldini down
engine fire in 2006, put us down for 4 weeks
starter went in 2013, $800 to replace
Italian made, they go on vacation for the month of August, therefore parts very difficult to get.
They also use a large variability in parts so very hard to match.
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Buying Cheap Equipment
Break
parts not available
Dangerous
not meant for what you are trying to do.
not ergonomic
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Cheap hand truck
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Books on decision makingThe Goal by Eli Goldratt
Good to Great by Jim Collins
Great by Choice by Jim Collins
The E-myth Revisited Gerber
The 80/20 Principle Koch
The One-minute Manager Blanchard
The Organic Farmer’s Handbook Wiswall
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Selling Wholesale tips to being successful
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What does it take to sell wholesale?
efficient production, harvest, and shipping
Special supplies
Knowledge of case sizes, grades, standards
buyers
appropriately sized equipment, pack house, etc
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Waxed boxes by the pallet
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barcoded twist ties
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Advantages of Wholesale
Efficient use of crop
move large amounts of product, clean out overages
Product placement and name recognition
Increased sales opportunities
allows scale, which keeps cost of production down
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Disadvantages
slim margin
product usually must be perfect
you are not in control, especially when shipping.
payment 30 0r 60 days out.
Buyers may not order/ or renege on order
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Organic Certification
give you price advantage
some companies will accept in leu of GAP
easy to explain and nationally recognized
alternatives: Food Alliance, Certified Naturally Grown
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Steps to Certification
an organic mindset
36 months free of prohibited substances
no genetically modified or treated seeds allowed
very strict record keeping and paper trail
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Wholesale channels
coops/ health food stores
restaurants
supermarkets
food service
distributors
Produce auctions
Listed in our experience from best overall experience to toughest/lowest margin
or experience
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Interacting with produce buyers
be professional
have a printed or online wholesale sheet
have an off-season meeting to discuss relationship
don’t lose money selling wholesale
they need to have your cellphone!
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Questions to ask
what products, quantities, packing specifications
how will communication be done? text, phone, email?
Delivery schedule (does dock have specific hours)
what deadlines, (order, delivery, credit) need to be put in place?
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Timing, or supply and demand
certain times of year there can be a glut on the market (August tomatoes, June strawberries)
also, peak holiday demands (thanksgiving turkey and cranberries)
work with your buyers to see what demand is, when.
goal is to sequence or have successions so that you can provide the crop the entire season.
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Packaging/Branding
Professional packaging sells!
Know the packaging requirements of product and their respiration rates
growersdiscountlabels.com or even print out on your own computer
Who is your customer
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Carrots
www.naturallygrown.org
kilpatrickfamilyfarm.com
Changing the way our community eats, one family at a time.
� 2 lbs. � 5 lbs. � seconds
Kilpatrick Family Farm’s
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What’s actually in the bag?
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FRESHPASTURED
Scan or go to kilpatrickfamilyfarm.com to learn more
Kilpatrick Family Farm chickens scratch for food on a rotated pasture in the summer and are free range in the colder months. Eating only the best local grain, makes their eggs taste better, while they are lower in cholesterol and higher in Omerga 3’s.
laid by happy hens
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Pricingmost farmers have unrealistic expectations about what their product is worth
national pricing can be volatile, prices can double or halve in a week depending on who is producing
work with your buyers to set prices that are equitable for everyone involved.
USDA pricing available at www.ams.usda.gov/fv/mncs/fvwires.htm
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Margin vs MarkupProduce is marked up 40-100% in retail stores
Markup is percentage they are tacking on, margin is percentage of whole.
Margin example: Kale is $3 at store, a 40% margin would mean their cost was $1.80.
Markup example: the co-op paid $1.80 for a bunch of kale. They sell it at $3.00, their markup is 66.6 percent. (Sale price/Cost=Markup.
www.purplepitchfork.com/blog/understand-margins-to-understand-pricing
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Standard Kale pricing
Wholesale distributor might pay 1.125 a bunch and sell it at 1.44 (23% margin or 28% markup)
to our Coop who will sell it at 2.49 for a (42% margin or 58% markup)
You might charge $3 a bunch at the farmers market.
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Margin explained
40%
60%
Costwhat they pay thefarmer or distributor for the product
MarginWhat they use to cover expenses:employees, lights,rent, insurance, etc
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Check Out the Buyer
Do they follow through?
pay fair prices?
do they reject good product?
Can they move the volume that is needed?
will they buy only when you beat national pricing or are they looking for a local relationship.
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The key to wholesale profitability is volume,
consistent sales, and efficient production systems
Wholesale Success
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DO NOT show up unannounced on a Friday at 4 pm with 3 bushels of cucumbers and expect a buyer to be pleased to see you.
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Billing/Paymentinvoice promptly- within 2-3 days
30 or 60 day terms are standard
we started all smaller accounts out at cash and moved them up as we saw fit
chefs are notorious for not paying/going out of business- watch them.
use professional triplicate receipt books (they get one, you get one, one goes in file)
email invoices/ statements
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Food Safetyprotecting those you serve
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1,000,000
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(Good Agricultural Practices)
GAP’s
A voluntary program to reduce the risks of microbial contamination of fruit and vegetables
required by many major grocery stores and wholesale distributors
http://extension.psu.edu/food/safety
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HASSP (Hazard Analysis and Critical Control Points
applies to processed Food
usually for large companies and processors
focuses on prevention, not reaction
is based on sound science
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FSMA- Food Safety and
Modernization ActGovernment program overseen by the FDA
Tiered compliance based on sales totals.
Has several major flaws relating to irrigation water, farm categorization, and manure and compost management.
Compliance mandatory starting in 2017, but tiered based on farm size.
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FSMA-
2 part law- Part 1 regulates the growing of specific crops, Part 2 regulates facilities that manufacture, process, or hold human food
Certain crops are exempt from part one, most notably- Beets, pumpkin, sweet corn, winter squash, sweet potatoes
Headache factor of this law is huge.
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More info.. From Vern Grubinger at UVM
UNH Extension has a lot of good summary info: http://extension.unh.edu/FSMA-What-do-you-need-know
Produce Rule Compliance Dates: http://www.fda.gov/Food/GuidanceRegulation/FSMA/ucm334114.htm
What Vermont is doing- highly recommended https://practicalproducesafetyvt.wordpress.com/
Vern’s diatribe about the proposed rules: http://www.uvm.edu/vtvegandberry/factsheets/FourFlawsFSMA.pdf
This will all be on blog including vern’s notes
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Develop an On-Farm Food Safety Plan
Risk assessment of specific areas of the farm
Documentation of practices and policies
SOP’s (standard operating procedures)
Land Use History
water test results (field and packhorse)
records, logs, etc
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Areas of potential Risk… and tips for improving
them
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Document, document
makes sure everyone is following the plan
allows you to reduce liability, in case you are part of a larger outbreak
collect information to evaluate on-farm processes
promotes a culture of accountability.
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Have a written plan…
for everything
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Worker Health and Hygiene
provide clean bathrooms and running potable water to wash with
provide training on proper hand washing
sick employees should be sent home
care for cuts and injuries right away
policy on smoking, employee breaks, etc
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Previous and Present Land Use
what was on this property before?
has it been flooded?
what is adjacent? upstream, upslope or upwind?
Heavy metal tests, pesticide testing
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Agricultural Water
use potable water within 2 weeks of harvest (especially where water comes in contact with the edible part)
test water for possible Bacterial or chemical contamination
water management plan for farm
what is upstream?
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Processing Water
change tank water frequently
use appropriate sanitizer
pre-wash dirty vegetables before hydro-cooling
10 degree F rule (wash water not more than 10 degrees colder than vegetables)
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Chemicalsjust because you are using organic chemicals doesn't mean that you don’t need to follow label
chemicals should be stored in own locked area, far from processing and vegetable storage
post chemical spill information
employees applying chemicals should be properly trained and have license.
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Animal and Pest control
keep all animals out of production fields and processing areas.
almost all pathogens start with animals, especially E. Coli and Salmonella
use fencing, netting, scare balloons, distress calls, etc. to keep animals at bay
have a written plan if contamination happens
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Cattle, pigs, chickens, and domestic animals pose increased threats
for contamination.
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Manure and Compost
one of the top areas of concern
Raw manure should not be applied within 120 days of harvest.
Compost should be hot composted (131-170 degrees) for up to 15 days
we use a lot of leaf mold for our farm
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Trace backyou should be able to look at a case and know what it is, when, where, and who was responsible to harvest it, and where it is going.
we use the code HW/RCAR/GV/220/15 (Name of buyer/product code/field/Julian day of year/year
We also keep employee logs, that tell us who is on the harvest crews and who is in the packhouse
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Field harvestingKeep product cool and in shade
field heat removed as quickly as possible
do not harvest from possibly contaminated areas (animal damage, puddles or flooding, equipment fluid spillage)
keep stocks of field supplies near at hand (rubberbands, twist ties, boxes, etc)
bins should be cleanable, impervious.
keep harvest bins, knives, etc clean
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Packing house concerns
lights, fixtures, windows covered or protected from breakage
walls should be of material that can be washed and sanitized.
area should be well-lit and clean, with washable floors.
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Final Product Transport
Impervious bin or keep on pallet
temperature controlled vehicles
Think about cold chain requirements.
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food safety resources
www.onfarmfoodsafety.com
www.gaps.cornell.edu
postharvest.ucdavis.edu
http://www.michigan.gov/mdard/0,4610,7-125-50772_51097-275514--,00.html
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Michael KilpatrickKilpatrick Family Farm
Post-Harvest and Storage
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harvest utensils
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Chris Blanchard’s Harvesting Rules
• Drag containers rather than pushing them
• keep the container near the hand that the product ends up in, and never cross your body with your hands
• keep supplies like twist ties and rubber bands next to the hand that grabs them.
• don’t set tools down, learn to work while holding knife (rubberbanding, twist tying)
• Keep tools sharp, if you feel it when you cut yourself, it isn’t sharp enough
• Track progress week to week, share with crew for a reinforcing feedback loop
purplepitchfork.com/blackbelt.
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• Storage #4
• Ruby Perfection
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bunch line
greens line barrel washer
vegetable washer
tomato area
coolers
infeed
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Hudson Valve
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156
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sourceUline
S-16504
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Cooling requirementsMost crops do best between 32° and 35°
several do best around 50°
if sweet potatoes go below 55° damage can occur.
at 45°, shelf life is 1/2 that of 32°- keep produce cool
http://www.ba.ars.usda.gov/hb66/contents.html
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http://rsta.royalsocietypublishing.org
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Fresh produce is
Alive
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SanitationUse stainless steel, concrete, FRP board, or plastic for walls, floors, doors
use an approved sanitizer:
Peroxyacetic Acid (PPA) Trade name (Sanidate, Tsunami),
Clorine, (Allowed in organic only as a cleaner)
Quaternary Ammonium Compounds (Quats) (not allowed in organic production)
http://www.biosafesystems.com
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Storage
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http://blog.uvm.edu/cwcallah/crop-storage-resources/
Storage Conditions/Temperatures
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Root Celler
• 40 x 8 x 9 insulated shipping container
• Movable, no need for building around it
• $15 thousand invested- holding $60 thousand in product.
• 3 HP condenser- 2 evaporators
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container sources
• www.kelconllc.com
• www.jobsiteexpress.com
• ebay.com
• craigslist.com
• barrinc.com
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Inside the root cellar
• note stainless walls
• slatted floor
• to keep the humidity up(90%), we hose down bags
• crops are stacked on pallets to keep them organized
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laying out the root cellar
beets
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possibilities.....
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Insulating Trucks?
• above 15 degrees and under 2 hours doesn't seem to be a problem
• roots on bottom of stacks
• just insulate very well
• www.webasto.com
• open flame heaters NOT a good idea-
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Outside Air System
Inside air thermostat Outside air thermostat
Fan
Louver to let air circulate
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using natural cooling
Thermostat measuring outside air(set for heating)
thermostat measuring inside air (set for cooling)
Fan (in window bringing in cold air)
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Root Pits
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Jack HedinFeatherstone Farm
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Jack HedinFeatherstone Farm
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Richard de WildeHarmony Valley Farm
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Connect with us!
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www.michael-kilpatrick.com
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