Increasing maple producer sales and incomes

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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 andIncomes with Quality Value Added Products" was to collect the best information available onmaking quality maple confections and begin research on improving their quality, shelf life andmarketability. We have developed this information into a Maple Confections Notebook forproducers, with over 200 pages of detailed training and directions. Next the plan was to conductworkshops to educate producers on improved methods of evaluating maple syrup for it'ssuitability for making confections and procedures for making, pricing and marketing valueadded maple products for on site consumption. At this point 21 such workshops have been heldwith 306 participants including maple producers representing 184 maple operations and 23Extension personal. Workshops have been divided into a level-one workshop dealing with thebasics 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 demonstratesthe production of an array of maple products suitable for retail marketing and on siteconsumption. Currently 100 of the 306 who have attended workshops have attended this newersecond-level workshop.

Following the initial review of a number of methods of measuring invert sugar in maplesyrup, research conducted at the Cornell Food Venture Center verified the use of the commondiabetic meter for these measurements. The Center has also completed research on improvedguidelines for maple jelly, maple syrup straws, maple sugar straws, maple marshmallow, singleserve sealed maple syrup containers, maple slushies, maple smoothies, maple soft drinks, maplemeringues, 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 useand evaluation. These 306 participants first attended one of 21 different workshops, where theywere trained on the use of the new meters and in making high quality maple value addedproducts. 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 theirbusiness profitability. Survey materials were developed in the first year were distributed in2007. Currently additional workshops are being scheduled with the anticipation that at least 10more will be conducted in 2008, and includes Pennsylvania, Ohio and Quebec sites in additionto New York.

Objectives/Performance TargetsThrough 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 salesof new value-added maple products to be consumed on site at fairs, farmers markets,. shows andfestivals.

Maple producers need to sell more of their syrup as value added products. While asignificant portion of maple products are sold at fairs, farmers markets, shows, open houses andfestivals, there is a serious lack of maple products designed for customers to consume directly atthese settings. This project seeks to increase the diversity, quality and profitability of mapleproduction without tapping an additional tree, making another trip to the sugar bush, or purchasemajor equipment. Profitable maple sugar making leads to sustainable forests, managed toprovide consistent farmer income rather than destructive harvest giving the farm family a onetime enhancement. Maple confections are natural healthy sweeteners and flavor ingredient.

CoordinatorPeter Smallidge, Project

CoordinatorCornell University116 Fernow HallIthaca, NY 14867Phone: 607-592-3640Fax: 607-255-2815E-mail: [email protected]:http://www.dnr.cornell.edu/ext/forestconnect/

ParticipantsStephen Childs, Project Contact:Cornell University

SARE Grant$63,800

Matching Non-Federal

Funds$77,999

Project NumberLNE06-246

TypeResearch and Education Project

RegionNortheast

Report Year

2007



Making maple production a more profitable enterprise can help farmers meet family financialexpectations.

One hundred twenty six participants have completed an initial assessment of currentpractices and current value added sales when they began the program. Sixty one havecompleted a second assessment about one year after taking the first workshop. The three testmarketing trials have been conducted to evaluate various maple value added products. The nineproducers 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 theiroperations following the training and test marketing.

Accomplishments/MilestonesThe first milestone was to notify 600 maple producers of workshop opportunities. This was

accomplished through media releases, announcement at maple meetings, maple producerassociation mailings and through county extension offices.

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

The Center has also completed research on improved guidelines for maple jelly, maplesyrup straws, maple sugar straws, maple marshmallow, single serve sealed maple syrupcontainers, maple slushies, maple smoothies, maple soft drinks, maple meringues and 100percent maple suckers. The Maple Confections Notebook has been developed and distributed to306 maple producers and Extension personal for their use and evaluation. These 306participants 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 participatingproducers 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 ViabilityInstitute.

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 dayvalue added kitchen workshops at one of five locations around NY, PA and OH. Currently 21workshops have been held with the 306 total participants, representing 184 maple operationsand 23 Extension staff. At least 10 more will be conducted in 2008 that will includePennsylvania, Ohio, Quebec and New York sites.

County or Regional Cornell Cooperative Extension Educators who cooperated inorganizing 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 MainStreet, Warsaw NY 14569, Phone: 585-786-2251

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

Contact: Laurel R. Gailor, Natural Resource Educator, [email protected], CornellCooperative Extension, Warren County, 377 Schroon River Road, Warrensburg, NY 12885,Phone: 518-623-3291, 518-668-4881,

Contact: JJ Schell, [email protected], 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 WestMain St., Malone, NY 12953, Phone:(518)483-7403, FAX:(518)483-6214, [email protected]

Contact: Robert S. Hansen, D.F., Extension Educator - Forest Resources, Penn StateCooperative Extension, 701 South Fourth Street, Towanda, PA 18848-1023, (570) 265-2896,[email protected]

Contact: David L. Munsee, CCE of Chautauqua County, 3542 Turner Road, Jamestown,NY 14701, (716) 664-9502 Ext 202, (716) 664-6327 Fax, [email protected]

Maple Producer Associations who assisted with promotion:

New York State Maple Producers AssociationWestern NY Maple Producers AssociationChautauqua County Maple Producers AssociationWyoming County Maple Producers AssociationCentral Area Maple Producers AssociationChenango County Maple Producers Association

Lewis County Maple Producers AssociationSt. Lawrence County Maple Producers AssociationCatskill Area Maple Producers AssociationUpper Hudson Maple Producers Association

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

By 22 months five cooperative sub-groups of producers from the workshops will haveconducted test markets where new products were made and sold and profit evaluated at fivefairs, shows or festivals. Evaluations have been conducted with 61 maple operations whoinitially 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 totheir business. Eighty five percent reported having greater success making maple confectionsthat they had already been producing. Sixty two percent claimed to be selling more dollarsworth of value added product in the year following the workshop and these sixty two percentclaimed confection sales to be up by an average of sixty percent. Seventy percent of thosesurveyed indicated that they were actually using the diabetic meters to measure the invert sugarlevels 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 willbe classroom trained and have access to the recipes, standards and profit potential of the newvalue added products at sessions of the winter maple schools. Winter schools begin in January2008. 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 marketedvalue added products on maple weekend 2008.



Impacts and Contributions/OutcomesAt 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 financialevaluation 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 mapleoperations and 23 Extension staff. At least 10 more will be conducted in 2008 that will includePennsylvania, Ohio, Quebec and New York sites. Evaluations have been conducted with 61maple operations who initially participated in a confection workshop and after one yearcompleted the follow up evaluation. Of these sixty one, thirty nine percent indicated nowmaking confections that are new to their business. Eighty five percent reported having greatersuccess making maple confections that they had already been producing. Sixty two percentclaimed to be selling more dollars worth of value added product in the year following theworkshop and of these sixty two percent confection sales increased from 5 to 400 percent andaveraged up by sixty percent. Seventy percent of those surveyed indicated that they wereactually using the diabetic meters to measure the invert sugar levels in syrup and selectingsyrups for confections based on that information.

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Increasing maple producer sales and incomes