___________________________________ What to consider when marketing meat ___________________________________ ___________________________________ Dr. Gregg Rentfrow, Ph.D. ___________________________________ Associate Extension Professor – Meats University of Kentucky ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ First Things First • 1906 Union Stockyards ___________________________________ and Transit Company • The Jungle • Federal Meat ___________________________________ Inspection Act of 1906 – Mandated that all meat intended for interstate ___________________________________ commerce be inspected • No exceptions! ___________________________________ ___________________________________ ___________________________________ ___________________________________ Meat Inspection • HACCP ___________________________________ – Mandatory food safety program • All areas have to be inspected ___________________________________ • Every step has to be inspected • You cannot open a ___________________________________ package and then repackage ___________________________________ ___________________________________ ___________________________________ ___________________________________ The Big Question You have to ASK! • How big do you want ___________________________________ this to get? – Promote my farm – Promote the industry ___________________________________ – I want to be the next Laura Freeman • How hard do you want ___________________________________ to work? – This can be difficult – This is not easy ___________________________________ ___________________________________ ___________________________________ Things we’ve learned, problems and ___________________________________ solutions • I cannot work with this ___________________________________ processor, I’m switching! – Communication is key – Look at the meat case ___________________________________ • I want to sell to a restaurant – Restaurants are tricky ___________________________________ – Tough to supply – Specialty events are possible ___________________________________ ___________________________________ ___________________________________ Things we’ve learned, problems and ___________________________________ solutions • I want to sell to ___________________________________ Kroger’s – Supply is the issue – Specialty shops are ___________________________________ possible • Middle meats sell, ground beef and roasts not so much ___________________________________ – Selling bundles – $25, $50, $75, etc ___________________________________ ___________________________________ ___________________________________ Things we’ve learned, problems and ___________________________________ solutions • Consumer Education ___________________________________ • Aging – Dry vs Wet aging – Dry has a earthy, nuttier, more blue-cheese flavor ___________________________________ • I cannot store that much – Beef/pork/lamb shares – Meat Lockers are becoming popular ___________________________________ • I paid for this, but got… – Be up-front and communication is key ___________________________________ ___________________________________ ___________________________________ ___________________________________ What are consumers buying? • More money to spend ___________________________________ on a wider variety of foods that ever before • People like knowing ___________________________________ where their food came from • Some people are ___________________________________ buying your story – The meat is a bonus! ___________________________________ ___________________________________ ___________________________________ ___________________________________ How am I different? • Kentucky Proud ___________________________________ – Local is huge • Grain-finished, Grass- Finished, Natural, ___________________________________ Organic, Free-Range, Family Owned, Kentucky Kobe Beef ___________________________________ • Tell your story! ___________________________________ ___________________________________ ___________________________________ Other things to think about and ___________________________________ things we will discuss • Social media ___________________________________ • Facebook, Snap-chat, Twitter, etc • Marketing ___________________________________ • Pro’s and Con’s • Working with meat processors ___________________________________ • Managing expectations ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ ___________________________________ Excerpted from Kentucky Farmers Market Manual and Resource Guide, 2018-2019 pages 80 to 84 Meat Sales at Farmers’ Markets All meat and poultry being marketed to the public must be obtained from an approved source. This means that all meat products must be produced and packaged in an establishment under either a federal (USDA) or state (Food Safety) inspection program. Packaged meat products must: 1) bear the relevant mark of federal or state inspection, 2) be protected from contamination through proper packaging, and 3) be stored frozen or under proper refrigeration (41F or below). Additionally, meat and poultry products shall carry safe handling information and a “use by” date. Anyone engaged in the sale, processing, transportation of meat or poultry MUST maintain records which include purchasing, sales receipts, etc. Records may be requested and viewed by USDA at any time. • Home-processed or custom-processed meat and poultry, including wild game, may not be marketed or sold at farmers’ markets. • Custom Exempt meat or poultry can never be sold in commerce. In general, the United States Department of Agriculture (USDA) has jurisdiction over red meat and poultry items. USDA inspection requirements, exemptions, and areas of jurisdiction are often complex. For this reason, producers should first consult with the Kentucky Food Safety Branch prior to any processing. Cuts of meat (including beef, pork, goat, etc.) and poultry (including turkey, chicken, duck, etc.) from species which are considered “amenable” by USDA must be processed in a USDA-inspected facility and bear the mark of USDA inspection. Although USDA has some exemptions for small poultry processors who raise, slaughter, and sell their own product, the Kentucky Food Safety Branch still requires USDA-exempt processors to comply with state requirements if these products are intended to be marketed to restaurants, grocery stores, or at farmers’ markets. A listing of USDA inspected processing plants in Kentucky can be found on this link: http://www.kyagr.com/marketing/meat- marketing.html. Other animal species, such as rabbit or quail, are considered non-amenable by USDA. This means that USDA requires a fee-for-service in order to inspect the product and provide the USDA mark of inspection. A vendor who wishes to process and market cuts from non-amenable species must ensure that: (1) the products were processed under USDA inspection protocols and bear the mark of USDA inspection; or (2) the products were processed in a permitted, state-inspected and approved facility. Vendors who market product under option number two (2) above shall carry to the farmers’ market invoices and a copy of the processing facility’s state permit — and be ready to provide this information upon request. The Mobile Processing Unit (MPU) operated by Kentucky State University is an example of a small USDA-exempt poultry processing facility that is under a state permit to operate. Poultry products processed in this state-inspected facility do not receive the mark of USDA inspection but are considered “approved-source” products. It is important that vendors who market poultry products processed in this unit at farmers’ markets be able to provide pertinent documentation (invoices, etc.) to health authorities which verify that the products are from an approved source. State inspected poultry can only be sold in Kentucky and should not be sold in other states. For information regarding the Mobile Processing Unit (MPU) contact Kentucky State University Steve Skelton by email [email protected] or 502-597-6437. Inspectional jurisdiction over seafood, including fish and prawn, is retained by the Food and Drug Administration (FDA) and the agency’s state counterpart, in this case the Kentucky Food Safety Branch. However, catfish (siluriformes) is under the jurisdiction of the USDA-FSIS and be properly packaged and labeled including the mark of inspection. All processed seafood marketed at farmers’ markets must come from