1. Kitchen to Market Tom Bruce Founder/President Central Coast Food & Beverage

2. Why is this bill important to you?
Reduced startup costs
Allows you to begin a small business from home

3. Producer Liabilities for Food Safety
Liability insurance options
Establishing a reasonable care defense

4. Calculating Product Selling Prices
Prime Cost Formula
Product Cost
Labor Cost
Packaging
Distribution
Vendor Incentives

5. When do I transition to an industrial facility?
Efficiency of production and economy of scale
Finding the right facility

6. Preparing for Future Growth
Creating and Tracking Batch Numbers
Packaging Concerns
Bar Codes
Financial Evalutions
Inventory Costs
Turnover Ratios
Cash Flow Calculations

7. Are You Ready to Grow Your Business?
The key to manufacturer health and longevity lies in the correct groundwork in early stage growth.
Are you at a turning point in your company?
Brand new company, need to get word-of-mouth, build momentum and customer base
Entry level company, need to secure shelf space in local community specialty stores
Saturated local market, need to move regional
Saturated regional market, need to move national
Received award, press, etc & can leverage to build sales
Help narrow down the type of food show that is right for you (consumer vs. trade)
Create personal show related goals that tie into your business plan; no two shows are the same

8. Develop Your Success Story
Visit the marketplace
Understand your category within the marketplace
Profile the competitors and how your product compares
Identify key potential customers – and affiliates
Build a compelling story about why your product belongs in the market

9. What Channel of Trade are You Targeting?
Manufacturer
Supermarket
Foodservice
Distributor
Specialty Food Store
Broker
Direct to Consumer
Research the industry.
There is no perfect one-size-all plan that fits the growth of all companies.
Many companies start at farmers markets, selling online, selling at local specialty stores and then moving into supermarkets.
When to add a distributor and brokers into the mix is complex.
Foodservice is a complex channel of trade but can be a very successful channel for some specialty foods

10. Do You Have Manufacturing Capacity?
Are you ready to make a deal?
Take a step back. One of the biggest mistakes you can make is accepting a deal with a buyer that you are NOT ready to fulfill properly.
Before you sign on the dotted line, make sure
Your pricing is right and margins have taken into account future growth of your company to include a distributor and broker . You can lock in a price when a young manufacturer that won’t make sense as you grow.
Your factory or co-packer can continue to support this level of production

11. Questions? Specialty Food Association 136 Madison Avenue
New York, NY 10016
Ron Tanner
Vice President, Philanthropy, Government and Industry Relations

12. Co-Packers: What to Watch For
Vetting Co-Packers
H.A.C.C.P. Programs

13. Resources Small Batch Co-Packers Paradigm Foodworks, Inc.
5875 Lakeview Blvd., #102
Lake Oswaga, OR 97035
Ph: (503) Fax: (503)
Purveyor’s Kitchen
2403 Airpark Ct.
Auburn, CA
Ph , fax , toll free

14. Resources, cont’d Bar Codes: Labels: www.buyabarcode.com
Westmark Industries
6701 McEwan Road
Lake Oswega, OR 97035
Ph: (503)
Rebecca Sawyer

15. To view this presentation, or others from the series, go to: http://www.santacruzpl.org/brownbags

16. For Free Follow-up 1-on-1 Counseling Contact:
The Santa Cruz Small Business Development Center at Cabrillo College (831)

17. THANK YOU to our SPONSORS Please fill out the golden evaluation form inside your packet