Increasing maple producer sales and incomes with quality value-added products

Increasing maple producer sales and incomes with quality value-added products

Summary

The primary focus of the first year of the project “Increasing Maple Producer Sales and Incomes with Quality Value Added Products” was to collect the best information available on making quality maple confections and begin research on improving their quality, shelf life and marketability. We have developed this information into a Maple Confections Notebook for producers, with over 200 pages of detailed training and directions. Next the plan was to conduct workshops to educate producers on improved methods of evaluating maple syrup for it’s suitability for making confections and procedures for making, pricing and marketing value added maple products for on site consumption. At this point 21 such workshops have been held with 306 participants including maple producers representing 184 maple operations and 23 Extension personal. Workshops have been divided into a level-one workshop dealing with the basics of invert sugar in maple syrup, sugar crystal formation and the making of maple cream, granulated sugar, molded sugar and crystal coating. The second-level workshop demonstrates the production of an array of maple products suitable for retail marketing and on site consumption. Currently 100 of the 306 who have attended workshops have attended this newer second-level workshop.

Following the initial review of a number of methods of measuring invert sugar in maple syrup, research conducted at the Cornell Food Venture Center verified the use of the common diabetic meter for these measurements. The Center has also completed research on improved guidelines for maple jelly, maple syrup straws, maple sugar straws, maple marshmallow, single serve sealed maple syrup containers, maple slushies, maple smoothies, maple soft drinks, maple meringues, maple soft drink and 100 percent maple suckers. The Maple Confections Notebook has been developed and distributed to 306 maple producers and Extension personal for their use and evaluation. These 306 participants first attended one of 21 different workshops, where they were trained on the use of the new meters and in making high quality maple value added products. The participating producers represented 4388 years of maple production experience, produce 51,241 gallons of maple annually and have 238,193 taps.

At this point, nine of the attending maple producers have completed the first year of the in-depth financial study of the impact of making and marketing value added products on their business profitability. Survey materials were developed in the first year were distributed in 2007. Currently additional workshops are being scheduled with the anticipation that at least 10 more will be conducted in 2008, and includes Pennsylvania, Ohio and Quebec sites in addition to New York.

Objectives/Performance Targets

Through maple product research and participation in maple kitchen value added workshops, improve profits of 35 of the 50 participating maple producers by 20% by expanded retail sales of new value-added maple products to be consumed on site at fairs, farmers markets,. shows and festivals.

Maple producers need to sell more of their syrup as value added products. While a significant portion of maple products are sold at fairs, farmers markets, shows, open houses and festivals, there is a serious lack of maple products designed for customers to consume directly at these settings. This project seeks to increase the diversity, quality and profitability of maple production without tapping an additional tree, making another trip to the sugar bush, or purchase major equipment. Profitable maple sugar making leads to sustainable forests, managed to provide consistent farmer income rather than destructive harvest giving the farm family a one time enhancement. Maple confections are natural healthy sweeteners and flavor ingredient. Making maple production a more profitable enterprise can help farmers meet family financial expectations.

One hundred twenty six participants have completed an initial assessment of current practices and current value added sales when they began the program. Sixty one have completed a second assessment about one year after taking the first workshop. The three test marketing trials have been conducted to evaluate various maple value added products. The nine producers who have completed the economic analysis will be participating again after one year for a complete economic evaluation of how the financial situation has changed in their operations following the training and test marketing.

Accomplishments/Milestones

The first milestone was to notify 600 maple producers of workshop opportunities. This was accomplished through media releases, announcement at maple meetings, maple producer association mailings and through county extension offices.

By 12 months the Extension and Food Venture Center staff was to have compiled and tested a draft set of recipes and standards for new value added maple products appropriate for on market site consumption and incorporate this into a Maple Confections Notebook.

The Center has also completed research on improved guidelines for maple jelly, maple syrup straws, maple sugar straws, maple marshmallow, single serve sealed maple syrup containers, maple slushies, maple smoothies, maple soft drinks, maple meringues and 100 percent maple suckers. The Maple Confections Notebook has been developed and distributed to 306 maple producers and Extension personal for their use and evaluation. These 306 participants first attended one of 21 different workshops, where they were trained on the use of the new meters and in making high quality maple value added products. The participating producers represented 4388 years of maple production experience, produce 51,241 gallons of maple annually and have 238,193 taps.
These workshops were also run in cooperation with the New York State Farm Viability Institute.

The third milestone is to occur by 18 months with 50 maple producers and five county extension educators completing a current practices assessment and participating in one day value added kitchen workshops at one of five locations around NY, PA and OH. Currently 21 workshops have been held with the 306 total participants, representing 184 maple operations and 23 Extension staff. At least 10 more will be conducted in 2008 that will include Pennsylvania, Ohio, Quebec and New York sites.

County or Regional Cornell Cooperative Extension Educators who cooperated in organizing workshops:

Contact: Janet L. Aldrich, Senior Extension Educator, Cornell Cooperative Extension of Delaware County, P. O. Box 184, 34570, State Highway 10, Hamden, NY 13782-0184, Tel: 607-865-6531

Contact: Lutie Batt, Cornell Cooperative Extension of Wyoming County, 401 North Main Street, Warsaw NY 14569, Phone: 585-786-2251

Contact: Michele Ledoux , Cornell Cooperative Extension Lewis County, 5274 Outer Stowe Street, P.O. Box 72, Lowville, New York 13367, Phone: 315-376-5270

Contact: Laurel R. Gailor, Natural Resource Educator, lrg6@cornell.edu, Cornell Cooperative Extension, Warren County, 377 Schroon River Road, Warrensburg, NY 12885, Phone: 518-623-3291, 518-668-4881,

Contact: JJ Schell, jjs69@cornell.edu, Cornell Cooperative Extension of Schoharie County, 173 South Grand Street, Cobleskill NY 12839, Phone: 518-234-4303

Contact: Richard L. Gast, Cornell Cooperative Extension of Franklin County, 355 West Main St., Malone, NY 12953, Phone:(518)483-7403, FAX:(518)483-6214, rlg24@cornell.edu

Contact: Robert S. Hansen, D.F., Extension Educator – Forest Resources, Penn State Cooperative Extension, 701 South Fourth Street, Towanda, PA 18848-1023, (570) 265-2896, rsh7@psu.edu

Contact: David L. Munsee, CCE of Chautauqua County, 3542 Turner Road, Jamestown, NY 14701, (716) 664-9502 Ext 202, (716) 664-6327 Fax, dm276@cornell.edu

Maple Producer Associations who assisted with promotion:

New York State Maple Producers Association
Western NY Maple Producers Association
Chautauqua County Maple Producers Association
Wyoming County Maple Producers Association
Central Area Maple Producers Association
Chenango County Maple Producers Association
Lewis County Maple Producers Association
St. Lawrence County Maple Producers Association
Catskill Area Maple Producers Association
Upper Hudson Maple Producers Association

At 20 months 12 producer volunteer are to have completed costs of production and marketing cost evaluations. At this point 9 of the attending maple producers have completed the in-depth financial study of the impact of making and marketing value added products on their business profitability. More have agreed to participate and new producers are being solicited to participate. Survey materials for this were developed and distributed in of 2007.

By 22 months five cooperative sub-groups of producers from the workshops will have conducted test markets where new products were made and sold and profit evaluated at five fairs, shows or festivals. Evaluations have been conducted with 61 maple operations who initially participated in a confection workshop and after one year completed the evaluation. Of these sixty one thirty nine percent indicated they are now making confections that are new to their business. Eighty five percent reported having greater success making maple confections that they had already been producing. Sixty two percent claimed to be selling more dollars worth of value added product in the year following the workshop and these sixty two percent claimed confection sales to be up by an average of sixty percent. Seventy percent of those surveyed indicated that they were actually using the diabetic meters to measure the invert sugar levels in syrup and selecting syrups for confections based on that information.

At 24 months we are to complete final financial analysis with 12 producer volunteers.

At 25 months two hundred maple producers who did not attend the kitchen workshops will be classroom trained and have access to the recipes, standards and profit potential of the new value added products at sessions of the winter maple schools. Winter schools begin in January 2008. Twelve winter schools are currently scheduled and the Maple Confection Notebooks, handouts and presentations are ready for moving ahead.

By 30 months NY Maple Weekend participants will be evaluated for having marketed value added products on maple weekend 2008.

Impacts and Contributions/Outcomes

At this point we have not reached the goal of evaluating the profitability of value added maple products on individual farms income but nine producers completed the financial evaluation materials and will be soon be able to contribute the second year information. Additional producers are being solicited to participate in this important aspect of this project.

Interest in and demand for the Maple Confections Workshops has been outstanding. Currently 21 workshops have been held with the 306 total participants, representing 184 maple operations and 23 Extension staff. At least 10 more will be conducted in 2008 that will include Pennsylvania, Ohio, Quebec and New York sites. Evaluations have been conducted with 61 maple operations who initially participated in a confection workshop and after one year completed the follow up evaluation. Of these sixty one, thirty nine percent indicated now making confections that are new to their business. Eighty five percent reported having greater success making maple confections that they had already been producing. Sixty two percent claimed to be selling more dollars worth of value added product in the year following the workshop and of these sixty two percent confection sales increased from 5 to 400 percent and averaged up by sixty percent. Seventy percent of those surveyed indicated that they were actually using the diabetic meters to measure the invert sugar levels in syrup and selecting syrups for confections based on that information.

Collaborators: