How to Work With Farmers | Sea to Sale

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Welcome to our March See to Sale conversation.

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Um, this month we're covering a topic close

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to our hearts here at GreenWave

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and that's how to work with farmers.

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For those of you who didn't attend our first session,

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my name's Grace Rie

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and I'm the market Development program manager at GreenWave.

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It's really great to be here with you all today.

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Um, and I'd love to learn a bit more about who's here.

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If you haven't already introduced yourself, feel free

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to post your name, your current

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or intended roles in the industry

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and where you're joining us from in the chat.

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In the meantime, I'll give some background on today's topics

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and speakers.

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Um, but just a quick note that

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after introductions, we'll close the chat

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and we encourage you to post any questions using the q

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and a function on Zoom.

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As usual, this meeting is being recorded

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and we'll share it with you all following this session.

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So today we have quite a bit to cover

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and really excellent speakers lined up for you all.

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Um, I'll kick us off

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and then I'll hand it over to Victoria Solberg

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and she'll provide an overview of best practices

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and models used in farmer trade relationships on land.

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Um, we encourage you to think about these frameworks

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and models as you structure your supply chain in the ocean,

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um, because you can learn some really important lessons.

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And then next we'll hear from some folks who know the ins

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and outs of kelp farmer relationships.

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Um, Liz McDonald from

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Atlantic Sea Farms will share their farmer partner strategy

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and Avery Rezo

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and Kale Hirsch Clubb will discuss, um,

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their experience working together as a farmer and buyer duo.

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You'll hear how these organizations build, um,

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long lasting mutually beneficial supplier partnerships.

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Quickly, before I hand it over to our speakers, um, I wanted

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to share a visual of the seaweed value chain,

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which is fundamental to creating your sourcing strategy.

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What I'm showing here is definitely a simplified version

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and it won't hold true for all situations or relationships,

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but it illustrates, uh, just how many people

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and different roles are required

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to get seaweed from sea to sale.

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If you're planning to work directly with farmers, um,

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you'll need to think about both primary

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and secondary processing, which involves stabilization

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and later creating value added products.

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In some cases, it might make sense to own this yourself

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or alongside your farmers, um,

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but others may choose to work

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with an intermediary processor or supplier.

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Whatever you decide, we encourage you to build transparent

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and equitable trade relationships, creating value

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for all parties involved.

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It might not come to a surprise to many of you

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that buying regeneratively farmed sea.

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Um, seaweed isn't always easy.

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You may have heard of the chicken

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and the egg problem referenced in the industry.

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So there are companies who want to purchase kelp

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and farmers who are trying really hard to sell kelp.

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Uh, but frequently both of these parties struggle

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to align their needs.

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Critical pieces of the value chain are currently missing

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or underdeveloped, and as a result, farmers

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and buyers need to build, buy, or partner, um,

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and do it themselves to fill in the missing.

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Middle farmers are also incredibly busy

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and don't have, um, a lot of time to dedicate

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to complex sales processes.

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And on the other side of the equation, you have buyers, um,

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who expect supplier consistency

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and information that isn't always widely available.

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Um, they might ask for data

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around specific production yields, kelp composition,

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environmental impacts, handling protocols and more.

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And many of today's prospective buyers also have specific

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format, volume and quality standards that they're looking

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to hit, which don't always align

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with the current available supply.

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The companies

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who are successful in purchasing kelp see these challenges

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as a shared dilemma.

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They're folks who are willing to work collaboratively

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with farmers and processors to overcome bottlenecks

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starting small and growing together.

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Although it's not always easy as a potential buyer,

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you have the incredible opportunity to drive change

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through your purchasing decisions and processes.

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Today's speakers are great examples

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of collaborative approaches in practice.

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So with that, I'll hand it over to Victoria Silbert

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to ground us in some critical lessons learned on Land.

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Victoria has nearly 15 years

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of experience in sustainable production systems

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and specializes in responsible supply chains.

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She has written responsible sourcing standards

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for agricultural products including produce, coffee, cocoa,

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sugar, and dairy, as well as factory production

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of apparel and home goods.

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All right, great.

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Thank you Grace for that introduction

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and to myself and to this general webinar.

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Hello everyone. It's great to be here with all of you

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and to share some of my learnings

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and experience with working with responsible sourcing

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and farmer trade relationships.

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So when we say farmer trade relationships, what I mean is

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that you have a closer or more direct trade relationship

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with the farmer or producers in your supply chain.

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So I'm gonna talk a little bit today about what are some

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of the benefits and challenges of that

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and also some best practices.

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There are a lot of benefits

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to having a closer trading relationship with farmers.

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Some of those include just a general stronger relationship.

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You have more direct communication

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that builds personal relationship.

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You can call those people up whenever you have problems

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and it's much more collaborative.

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There's a lot more transparency.

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Both the producer and buyer will have access

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to a lot more information about the

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market and production process.

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For example, what kinds of quality

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or claims are in most demand on the market side?

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Uh, allowing farmers to potentially adjust

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or information on looming production challenges

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or timeframes and inputs needed to shift operations

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to new practices or products.

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There's a lot of shared value that you can create.

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You can discuss and share an investment in production

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that is mutually beneficial for both buyers and farmers.

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You have better traceability, much easier to know exactly

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where your product is coming from and

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or where it's going potentially, um, as well as access.

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Improving access to resources primarily for producers,

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you know, directly or indirectly from the buyer.

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The buyer can provide financing or inputs upfront.

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Or having a contract with a buyer in advance can serve

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as collateral for a loan from someone else.

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For example, of course, if it was

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that easy, everyone would do it.

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There are challenges to closer relationships as well.

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There's a lot more responsibility.

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You're not outsourcing all the logistics paperwork

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or risk to an intermediary.

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Um, relationships.

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Safe work challenges

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and disagreements might feel more fraught

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because you do have

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that closer relationship building trust takes time

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and understanding.

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You also often have a higher dependence so both buyers

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and producers could be more dependent on that relationship.

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If a sales fault the sale falls through on one side,

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that can leave the other entity in a real bind

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to find an alternative supplier or buyer.

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Uh, and finally, navigating risk can be a challenge.

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It's still really important to discuss

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and clearly define who is shouldering risk.

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Uh, sometimes it can in having

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that closer traded relationship can maybe increase

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the severity of risk.

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So if a buyer is providing inputs or advances

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but something goes wrong

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and harvest doesn't meet expectations,

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who is responsible for that loss?

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Those are things you have to work out.

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Um, so I'm gonna talk through some existing models

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and best practices that you can look to for support.

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And these are all primarily taken from agricultural systems

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on land, but there's a lot you can learn from them.

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Uh, can you go to the next slide please?

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So on a high level, so three sort of existing models

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that might be interesting to look at are direct trade

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product certifications like fair trade

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and brand associations

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or memberships like a fair labor association.

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So the chart to the right outlines the main differences

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between these three models.

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Note that just because the direct trade model does, um,

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has mostly red

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and yellow, doesn't mean it's not a good approach.

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It's just not as formally defined

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and it may in fact be a better place to start.

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For some of you, when we say direct trade,

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what this means in these kind of situations is when a brand

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or processor have a direct channel of trade

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with their producer, this model really originated in coffee

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and ideally it meant a relationship fostered

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and nurtured between producers and roasters

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and a relationship in which ideally issues pertaining

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to quality and pricing are mutually defined.

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Andre agreed upon with long-term

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a mutual benefit in mind.

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There's no official standard

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or certification for this though it is something brands will

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often claim on product or in marketing.

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Um, and it is something primarily sort of managed

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by the brands or the buyer.

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Fair trade, uh, is an example of a type of certification

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or a product specific label is a more defined certification

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that heavily focuses actually on the producer practices,

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but it also supports producer buyer relationships

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and it is an on product label that is regulated.

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Um, something like the Fair Labor Association is a

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membership organization

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and certification for buyers which defines good practices

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for these companies

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and helps them build better trade relationships

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with producers and improve,

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help those producers improve their production practices

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through their program and their certification model.

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So certifications and associations like fair Trade

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or for labor, uh, even if you're not pursuing it, uh,

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getting it actually certified,

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they can be really good sources for guidelines

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and materials looking at their standards

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and some of their resources online.

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So good models to look at,

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even if you don't actually wanna pursue certification

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'cause it can be time intensive and costly.

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You can go to the next slide please.

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Overall, there are sort

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of three main steps in building successful partnerships.

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The first is really just starting the conversation

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to identify good partners.

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Really this comes down to like what are you looking for,

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how can you help each other get there?

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Make sure you have a shared interest

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or opportunities you want to pursue

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between buyers and suppliers.

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Obviously you need to have the right sort of products, uh,

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both in production and and mind.

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Once you've identified the right partnerships,

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you wanna define the trade relationship

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or the terms of trade.

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And then you work on building shared value over time.

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So I'm gonna spend a little more time focusing on those

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terms of trade and an overview of that building,

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how you can build some shared value.

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So let's go on to the next slide.

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Lemme make sure I stay on time.

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So when we say terms of trade, this is, you know,

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what are the rules governing the purchase

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or sale of a product?

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So these can be as

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more complicated if you have a longer term relationship

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or they can be quite simple if it's a really just like point

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of sale sort of trade.

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But as you probably all know, obviously you need at minimum

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to agree A and a,

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but there's a lot other things that are really helpful to

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and discuss when you're agreeing on terms.

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So as well as volumes

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and price, you also need to agree upon what is, you know,

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the product description, including any quality requirements

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and maybe characteristics, uh, such

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as a certification organic or specific sourcing.

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And along with that, things

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00:12:10.475 --> 00:12:13.035
that people don't always think about is what is the process

267
00:12:13.255 --> 00:12:15.275
for that quality check and claim procedure?

268
00:12:15.625 --> 00:12:17.755
When is the product being inspection for quality?

269
00:12:18.375 --> 00:12:21.195
How are quality claims being made

270
00:12:21.195 --> 00:12:22.955
and agreed upon in case there's

271
00:12:23.475 --> 00:12:25.155
a rejection due to quality issues?

272
00:12:26.055 --> 00:12:28.155
Um, delivery terms are also important.

273
00:12:28.295 --> 00:12:31.715
So things like the location where transfer

274
00:12:31.715 --> 00:12:33.755
of ownership is happening, how that's happening,

275
00:12:33.755 --> 00:12:34.835
where's the liability?

276
00:12:35.525 --> 00:12:37.515
Who's managing shipping, paperwork

277
00:12:37.515 --> 00:12:38.715
and other responsibilities.

278
00:12:39.335 --> 00:12:42.675
Uh, and so Ray, share that picture of that supply chain.

279
00:12:42.675 --> 00:12:44.515
There's a lot of steps in that supply chain

280
00:12:44.515 --> 00:12:46.915
and like where is ownership actually changing hands?

281
00:12:47.205 --> 00:12:49.475
Who's managing and paying for shipping

282
00:12:49.575 --> 00:12:51.235
or other paperwork that might need to happen?

283
00:12:52.065 --> 00:12:54.395
That can be a lot potentially involved there.

284
00:12:55.095 --> 00:12:58.055
Um, those are kind of the bare minimum things

285
00:12:58.055 --> 00:13:00.255
that you would need to agree to in any kind

286
00:13:00.255 --> 00:13:01.295
of trade relationship.

287
00:13:01.745 --> 00:13:02.895
Other things that are important

288
00:13:02.895 --> 00:13:05.655
to consider are also maybe like a dispute resolution

289
00:13:05.725 --> 00:13:07.575
procedure and the jurisdiction.

290
00:13:07.875 --> 00:13:10.775
So if there is a disagreement, how are you discussing that?

291
00:13:10.905 --> 00:13:14.855
Where are you bringing that to, um, terms

292
00:13:14.995 --> 00:13:16.655
for mutual termination rights?

293
00:13:16.755 --> 00:13:19.175
You know, how if there is a disagreement

294
00:13:19.175 --> 00:13:20.335
or somebody needs to cancel

295
00:13:20.435 --> 00:13:22.215
or pull out, how does that, how does that happen?

296
00:13:22.915 --> 00:13:23.975
Um, maybe definitions

297
00:13:23.975 --> 00:13:28.495
or reference to a force marere, if there is something out

298
00:13:28.495 --> 00:13:29.975
of control of both parties that happens

299
00:13:30.005 --> 00:13:33.455
that affects the trade, particularly, um, the harvest,

300
00:13:33.595 --> 00:13:35.215
but also if something's in transit

301
00:13:35.395 --> 00:13:37.375
or in storage, what happens then?

302
00:13:37.955 --> 00:13:40.375
Um, and maybe other things like how the system

303
00:13:40.675 --> 00:13:43.295
of orders will function or any other legal requirements.

304
00:13:43.305 --> 00:13:45.975
These are all things that are important to consider.

305
00:13:46.885 --> 00:13:48.305
Can you go to the next slide please?

306
00:13:51.625 --> 00:13:53.425
I wanna dive a little more deeply into

307
00:13:54.145 --> 00:13:55.305
contracts specifically.

308
00:13:55.885 --> 00:13:59.585
So at minimum you really do need to document expectations

309
00:13:59.605 --> 00:14:00.905
for any individual purchase.

310
00:14:00.905 --> 00:14:02.985
So unless you're really just like doing a point of sale,

311
00:14:03.005 --> 00:14:04.625
you brought your kelp

312
00:14:04.645 --> 00:14:07.505
or your seaweed to um, sort of a large market

313
00:14:07.605 --> 00:14:08.865
and someone shows up in person

314
00:14:08.925 --> 00:14:11.265
and is like, I am taking this bag of seaweed,

315
00:14:11.445 --> 00:14:13.145
you don't need much documentation for that,

316
00:14:13.685 --> 00:14:17.385
but for almost any trade, you're gonna need sort

317
00:14:17.385 --> 00:14:20.745
of a purchase order with that basic information of product,

318
00:14:20.755 --> 00:14:23.225
price, volume, description of quality,

319
00:14:23.725 --> 00:14:26.305
and all those other things I talked about are also really

320
00:14:26.305 --> 00:14:29.105
beneficial to discuss and agree upon.

321
00:14:29.365 --> 00:14:32.345
And anything that you mutually agree upon really needs

322
00:14:32.345 --> 00:14:33.425
to be documented

323
00:14:33.425 --> 00:14:37.875
because then it becomes much more binding for both parties.

324
00:14:38.495 --> 00:14:39.835
Um, you know,

325
00:14:39.895 --> 00:14:42.275
and you don't ever get into those disagreements of like,

326
00:14:42.275 --> 00:14:43.875
well, I understood it to mean this,

327
00:14:43.895 --> 00:14:46.715
or I thought you said that you have it documented.

328
00:14:48.145 --> 00:14:50.435
Long-term contracts though, are something that may

329
00:14:50.435 --> 00:14:51.890
or may not be be, be beneficial.

330
00:14:52.105 --> 00:14:53.565
So many of those existing models

331
00:14:53.565 --> 00:14:55.925
that I shared at the beginning, direct trade fair,

332
00:14:56.155 --> 00:14:59.245
fair trade certification, fair labor association, a lot

333
00:14:59.245 --> 00:15:01.845
of them talk about long-term trade relationships,

334
00:15:02.705 --> 00:15:04.565
but that doesn't necessarily mean a

335
00:15:04.565 --> 00:15:06.725
long-term contract is valuable.

336
00:15:07.065 --> 00:15:09.285
And what I mean by that is there's a difference

337
00:15:09.285 --> 00:15:12.605
between having a long-term ongoing trading relationship

338
00:15:12.605 --> 00:15:15.645
where you're working together on a regular basis versus

339
00:15:16.175 --> 00:15:19.565
today agreeing to specific volumes

340
00:15:19.565 --> 00:15:23.885
or prices that are gonna come into play months or years

341
00:15:23.985 --> 00:15:25.285
or multiple years down the line.

342
00:15:25.865 --> 00:15:27.045
And that can be very different.

343
00:15:28.465 --> 00:15:32.445
Um, and ways that you can handle the, some challenges

344
00:15:32.475 --> 00:15:35.365
with contracts, particularly any longer term contracts are,

345
00:15:35.705 --> 00:15:38.045
it does really limit your flexibility as a buyer

346
00:15:38.145 --> 00:15:41.965
or as a producer of not having the opportunity to then sell

347
00:15:41.965 --> 00:15:43.445
or purchase your product from someone else.

348
00:15:43.665 --> 00:15:45.765
If someone else comes along with a better price,

349
00:15:46.225 --> 00:15:47.965
you're locked into a contract that

350
00:15:47.965 --> 00:15:49.285
where you've already agreed to a volume

351
00:15:49.305 --> 00:15:52.965
and a price, then you have to comply with that contract

352
00:15:53.025 --> 00:15:54.965
or were, uh, risk any

353
00:15:55.605 --> 00:15:57.485
negative repercussions from canceling that contract.

354
00:15:58.345 --> 00:16:00.005
So you are, you know,

355
00:16:00.255 --> 00:16:01.965
committing yourself to that relationship.

356
00:16:02.545 --> 00:16:04.365
And also if you don't know

357
00:16:05.065 --> 00:16:07.485
and fully understand what you're signing,

358
00:16:07.745 --> 00:16:10.765
if you have a written contract, it can,

359
00:16:11.125 --> 00:16:13.805
contracts can be used to take advantage of another party.

360
00:16:13.945 --> 00:16:17.845
So contracts, I very much advocate written contracts,

361
00:16:17.945 --> 00:16:22.925
but only as much as you can only agree to a contract

362
00:16:22.925 --> 00:16:25.285
where you really understand what is in it

363
00:16:25.475 --> 00:16:29.005
because contracts can be used by one party to sort

364
00:16:29.005 --> 00:16:30.245
of take advantage of the other.

365
00:16:30.745 --> 00:16:34.205
If they slip in some things about termination rights

366
00:16:34.225 --> 00:16:35.245
or dispute resolution

367
00:16:35.265 --> 00:16:36.925
or the quality claim process

368
00:16:37.515 --> 00:16:39.285
that the other side didn't really understand

369
00:16:39.345 --> 00:16:41.405
or didn't realize they were agreeing to,

370
00:16:41.915 --> 00:16:45.525
that can be really put the risk all on one side.

371
00:16:45.785 --> 00:16:48.605
So you do really need to understand what is in that contract

372
00:16:48.605 --> 00:16:49.605
before you agree to it.

373
00:16:50.305 --> 00:16:52.685
Um, there are different ways you can structure

374
00:16:53.565 --> 00:16:54.845
a relationship that can help

375
00:16:54.845 --> 00:16:58.165
with a long-term trading relationship without sort

376
00:16:58.165 --> 00:17:01.695
of locking you into long-term

377
00:17:02.255 --> 00:17:04.015
specific trade agreements.

378
00:17:04.075 --> 00:17:06.855
So for example, different structures that you can use

379
00:17:06.855 --> 00:17:08.855
for this is one, just a single purchase contract.

380
00:17:08.855 --> 00:17:10.735
So that would be all of the things that we talked

381
00:17:10.805 --> 00:17:12.655
that I mentioned earlier in terms of terms

382
00:17:13.195 --> 00:17:16.375
of trade are in a single contract, a single document that

383
00:17:16.995 --> 00:17:20.735
can apply to a whole season or even a whole year.

384
00:17:20.835 --> 00:17:22.775
That's something that's often used in coffee

385
00:17:22.795 --> 00:17:24.415
and cocoa supply chains, for example,

386
00:17:24.415 --> 00:17:27.255
because there are very specific point harvest periods

387
00:17:27.715 --> 00:17:31.055
and roasters and producers will enter into contracts well in

388
00:17:31.055 --> 00:17:32.615
advance of those harvest periods

389
00:17:32.615 --> 00:17:35.575
and they commit to, um, particular volumes

390
00:17:35.575 --> 00:17:36.735
and trade relationships for

391
00:17:36.735 --> 00:17:39.055
that upcoming harvest season harvest.

392
00:17:39.055 --> 00:17:41.455
Another option is just like individual purchase orders.

393
00:17:41.595 --> 00:17:43.615
So this is something that's more often used say in like

394
00:17:43.615 --> 00:17:46.255
produce where there's a much quicker turnaround

395
00:17:46.355 --> 00:17:48.095
and things are being harvested

396
00:17:48.095 --> 00:17:49.845
and sold sort of, uh,

397
00:17:50.235 --> 00:17:51.805
much more frequently throughout the year.

398
00:17:52.105 --> 00:17:53.725
And that's really, you bring your product

399
00:17:53.985 --> 00:17:57.045
and you just have like, tomorrow I'm gonna deliver

400
00:17:57.845 --> 00:17:59.205
X amount of this product.

401
00:17:59.385 --> 00:18:01.085
And so there's individual purchase orders

402
00:18:01.145 --> 00:18:02.365
for those specific transfers,

403
00:18:03.065 --> 00:18:05.045
but you can also use a combination of those.

404
00:18:05.105 --> 00:18:07.365
And that was something that, um, I worked

405
00:18:07.365 --> 00:18:09.005
for Fairtrade certified

406
00:18:09.065 --> 00:18:12.485
and we, that's what we encouraged with a lot of our buyers

407
00:18:12.785 --> 00:18:16.725
and producers was you have sort of a separate agreement

408
00:18:17.025 --> 00:18:19.045
or whatever you wanna call it really doesn't matter,

409
00:18:19.045 --> 00:18:21.485
but a documented agreement that defines the sort

410
00:18:21.485 --> 00:18:22.605
of overarching terms of trade.

411
00:18:23.165 --> 00:18:26.245
Particularly things like how you're gonna be working

412
00:18:26.245 --> 00:18:29.645
with each other, how systems of orders are gonna work, uh,

413
00:18:29.755 --> 00:18:32.285
what are any support structures that you're going to be work

414
00:18:32.285 --> 00:18:33.645
to get working together on.

415
00:18:34.065 --> 00:18:36.405
And that's separate from specific purchase orders.

416
00:18:36.545 --> 00:18:40.165
And those purchase orders define specific volumes

417
00:18:40.165 --> 00:18:41.725
and prices at specific points in time,

418
00:18:42.305 --> 00:18:43.525
but you're not agreeing

419
00:18:43.525 --> 00:18:46.325
to those purchases like really far in advance when you may

420
00:18:46.325 --> 00:18:47.765
not know enough about the market

421
00:18:48.385 --> 00:18:52.465
or the production to know enough to agree

422
00:18:52.465 --> 00:18:53.865
to specific prices or volumes.

423
00:18:54.285 --> 00:18:58.585
So you can still build longer, longer term, uh, processes

424
00:18:58.585 --> 00:19:00.865
of working together with a purchase agreement

425
00:19:00.935 --> 00:19:02.745
that can cover a longer time span,

426
00:19:03.005 --> 00:19:05.305
but not, that doesn't mean you have to commit yourself

427
00:19:05.325 --> 00:19:07.545
to specific volumes and prices

428
00:19:07.685 --> 00:19:10.785
and other things, um, while building that relationship.

429
00:19:12.945 --> 00:19:14.005
We can go to the next slide.

430
00:19:16.435 --> 00:19:18.095
Uh, lastly that building value.

431
00:19:18.195 --> 00:19:19.615
So you have a trading relationship.

432
00:19:19.635 --> 00:19:21.775
How do you use that trade relationship to build more value?

433
00:19:22.315 --> 00:19:26.895
Um, one of the best things you can do is really reflect

434
00:19:27.275 --> 00:19:30.495
and after any given time, like discuss at the end of a year

435
00:19:30.555 --> 00:19:33.375
or season how you know, did you have production estimates

436
00:19:33.675 --> 00:19:35.815
or purchase estimates and how accurate were those?

437
00:19:36.595 --> 00:19:38.615
Why, why were they accurate or not?

438
00:19:38.615 --> 00:19:40.255
And how could they be improved for next year?

439
00:19:40.875 --> 00:19:43.695
Um, discuss opportunities for investment.

440
00:19:43.915 --> 00:19:46.455
So training buyers can help supply

441
00:19:46.455 --> 00:19:49.255
or pay for trainings to producers on production practices

442
00:19:49.315 --> 00:19:51.975
and can focus on particular issues like adaptation

443
00:19:51.975 --> 00:19:54.175
to changing conditions or quality improvement.

444
00:19:54.635 --> 00:19:56.375
Can also be on topics like labor rights

445
00:19:56.375 --> 00:19:59.215
and responsible employment can also talk

446
00:19:59.215 --> 00:20:00.855
to each other about inputs and upgrades.

447
00:20:00.995 --> 00:20:02.495
Buyers can help supply

448
00:20:02.635 --> 00:20:05.895
or access inputs at the beginning of the season seed gas

449
00:20:06.395 --> 00:20:08.815
or can help investing in equipment upgrades

450
00:20:08.815 --> 00:20:10.935
that can improve quality or efficiency.

451
00:20:11.715 --> 00:20:14.015
Uh, advances or loans are something you can talk about.

452
00:20:14.035 --> 00:20:16.695
Buyers can also just can provide loans directly

453
00:20:16.695 --> 00:20:19.135
or serve as collateral for loans to the producer.

454
00:20:19.595 --> 00:20:22.295
And this gives the producer the most flexibility on how

455
00:20:22.295 --> 00:20:23.575
to invest those resources.

456
00:20:24.345 --> 00:20:26.455
Again, all of that is really good to document

457
00:20:26.455 --> 00:20:30.535
and define in any, uh, relationship agreements you have

458
00:20:30.915 --> 00:20:32.735
and then evaluate those agreements.

459
00:20:32.735 --> 00:20:34.695
So this means you're evaluating your traded relationship

460
00:20:34.695 --> 00:20:36.455
and how you defined all those things before.

461
00:20:36.715 --> 00:20:40.135
And if anything needs to change, also means, uh,

462
00:20:40.415 --> 00:20:42.815
ensuring you're defining how those investments are working

463
00:20:43.355 --> 00:20:47.565
and how that's getting paid for with advances or paybacks

464
00:20:47.565 --> 00:20:48.725
or what are the options there.

465
00:20:49.265 --> 00:20:51.445
Um, making sure that's all clearly agreed to.

466
00:20:52.065 --> 00:20:56.935
Um, and well defined very quick intro to a lot

467
00:20:56.935 --> 00:20:58.695
of complex topics, but hopefully

468
00:20:58.695 --> 00:21:00.695
that was a helpful overview.

469
00:21:02.265 --> 00:21:04.065
I think we're at time 'cause grace is should. Awesome.

470
00:21:05.165 --> 00:21:08.985
Thanks Victoria. Um, yeah, so many best practices

471
00:21:09.045 --> 00:21:10.145
to think about, um,

472
00:21:10.485 --> 00:21:13.065
and apply to ocean supply chains as well.

473
00:21:14.085 --> 00:21:17.025
So with that, we're gonna jump back into the ocean.

474
00:21:17.685 --> 00:21:20.865
Um, I'm really happy to have Liz McDonald join us today.

475
00:21:21.565 --> 00:21:24.745
Liz has been farming in the Gulf of Maine since 2016,

476
00:21:25.865 --> 00:21:28.145
cultivating native mussel, scallops and kelp.

477
00:21:28.725 --> 00:21:31.065
She worked on commercial vessels in research

478
00:21:31.085 --> 00:21:33.945
and industry operations with experience in seaweed,

479
00:21:33.945 --> 00:21:35.745
nurseries, farming, permitting

480
00:21:35.765 --> 00:21:38.705
and logistics at Atlantic Sea Farms.

481
00:21:38.885 --> 00:21:41.385
Liz is responsible for all farming partnerships

482
00:21:41.805 --> 00:21:43.385
and helps a growing community

483
00:21:43.385 --> 00:21:46.425
of fishermen farm the best kelp season after season.

484
00:21:51.825 --> 00:21:56.325
Thanks Grace. Hi everyone, I'm Liz McDonald's.

485
00:21:56.905 --> 00:21:59.005
Um, I'm gonna give you a quick introduction

486
00:21:59.065 --> 00:22:00.445
to Atlantic Sea Farms.

487
00:22:01.225 --> 00:22:03.805
We are a woman run, mission driven

488
00:22:04.105 --> 00:22:06.085
and vertically integrated company.

489
00:22:06.625 --> 00:22:07.885
We are an SQF

490
00:22:07.945 --> 00:22:09.805
and organic, um,

491
00:22:10.275 --> 00:22:13.525
certified seaweed company based in Biddeford, Maine.

492
00:22:13.545 --> 00:22:15.925
That's where I am today talking to you all.

493
00:22:16.705 --> 00:22:21.285
And our company was originally founded back in 2009 as one

494
00:22:21.285 --> 00:22:24.285
of the first seaweed companies, um, in the US

495
00:22:24.905 --> 00:22:28.005
and in 2018 over new leadership,

496
00:22:28.225 --> 00:22:30.005
our CEO Brianna Warner took over.

497
00:22:30.745 --> 00:22:33.485
And that is when we became Atlantic Sea Farms.

498
00:22:34.905 --> 00:22:37.825
Previous to Bri's role here, she was working

499
00:22:38.085 --> 00:22:40.625
for a name based nonprofit called the Island Institute

500
00:22:41.205 --> 00:22:45.505
and working in economic development for fishermen

501
00:22:45.505 --> 00:22:48.745
to diversify livelihoods on our working waterfronts.

502
00:22:49.365 --> 00:22:53.425
And it became very clear that with the skilled workforce

503
00:22:53.575 --> 00:22:54.865
that we have here in Maine

504
00:22:55.365 --> 00:22:58.905
and roughly 5,000 commercial fishing li uh, license holders,

505
00:22:59.415 --> 00:23:02.945
that there was a a need to diversify outside

506
00:23:02.945 --> 00:23:04.585
of a single fishery.

507
00:23:04.735 --> 00:23:07.065
That right now is primary lobster.

508
00:23:07.765 --> 00:23:09.425
The lobster fishery here in Maine.

509
00:23:09.965 --> 00:23:13.945
Um, the Gulf of Maine is warming faster than 97%

510
00:23:13.945 --> 00:23:15.345
of waters across the world.

511
00:23:16.005 --> 00:23:18.265
And so we needed an opportunity

512
00:23:18.525 --> 00:23:21.985
for our working waterfront communities to diversify.

513
00:23:22.685 --> 00:23:25.665
And one of the biggest things is that, um,

514
00:23:26.135 --> 00:23:28.745
kelp is countercyclical in season when it's growing

515
00:23:29.605 --> 00:23:31.785
to our commercial lobster fishery.

516
00:23:31.885 --> 00:23:35.025
So there was a nice bit of seasonality as well

517
00:23:35.085 --> 00:23:36.465
as a skilled workforce

518
00:23:37.205 --> 00:23:40.865
and available resources with our working waterfronts

519
00:23:40.925 --> 00:23:42.985
and our coastal community resiliency.

520
00:23:44.125 --> 00:23:46.205
So historically here in Maine,

521
00:23:46.305 --> 00:23:49.325
people have had the opportunity to diversify into four

522
00:23:49.385 --> 00:23:52.285
or five, six different fisheries in a single year.

523
00:23:52.905 --> 00:23:55.965
And so you're not placing all your eggs in one basket

524
00:23:56.105 --> 00:23:58.765
to say, um, like they are currently.

525
00:23:59.105 --> 00:24:02.805
So kelp is an addition to people's marine based businesses

526
00:24:03.105 --> 00:24:05.245
and existing livelihoods on the water.

527
00:24:05.905 --> 00:24:09.405
We aren't partnering right now with, um, commercial fisher.

528
00:24:10.065 --> 00:24:12.045
We aren't partnering with, um, kelp farmers

529
00:24:12.115 --> 00:24:13.485
that are solely kelp farmers.

530
00:24:13.665 --> 00:24:16.365
We are partnering with individuals

531
00:24:16.555 --> 00:24:18.645
that have other opportunities on the water.

532
00:24:18.785 --> 00:24:21.525
So kelp is a piece of the puzzle.

533
00:24:21.945 --> 00:24:26.935
Um, and right now we partner with local independent farmers.

534
00:24:27.585 --> 00:24:29.815
These are typically family run farms

535
00:24:30.115 --> 00:24:33.175
and all people whose backgrounds are linked

536
00:24:33.175 --> 00:24:34.295
to the working waterfront.

537
00:24:34.995 --> 00:24:38.175
Um, that is about 95% of the people that we're working

538
00:24:38.175 --> 00:24:41.495
with are commercial fishermen and women here in Maine.

539
00:24:42.235 --> 00:24:45.095
And in addition to, um,

540
00:24:45.975 --> 00:24:47.695
professional aquaculturists.

541
00:24:47.915 --> 00:24:51.855
So that is primarily people that are working in mussels,

542
00:24:52.445 --> 00:24:55.135
some working in oysters, um, people

543
00:24:55.135 --> 00:24:56.735
with professional mooring companies,

544
00:24:57.155 --> 00:25:00.655
but people already situated working in this environment.

545
00:25:01.545 --> 00:25:05.335
Right now we're working with 40 independent farmers

546
00:25:06.235 --> 00:25:10.695
and that ranges from our southern Maine region in the Casco

547
00:25:10.715 --> 00:25:12.495
Bay all the way to the top of the state.

548
00:25:12.495 --> 00:25:16.255
And eSport as of last year, we started working outside

549
00:25:16.255 --> 00:25:17.295
of Maine for the first time

550
00:25:17.675 --> 00:25:22.015
and we have, um, partners based in Rhode Island as well.

551
00:25:22.715 --> 00:25:24.695
And then this year for the first time ever,

552
00:25:24.955 --> 00:25:26.775
we are partnering with some farmers in Alaska,

553
00:25:26.825 --> 00:25:28.095
which is really exciting.

554
00:25:28.715 --> 00:25:31.935
So we are working on a trial basis to make sure

555
00:25:31.935 --> 00:25:35.415
that we are able to understand the economic feasibility of

556
00:25:35.415 --> 00:25:38.935
what it takes to move kelp out of Alaska, um,

557
00:25:39.275 --> 00:25:40.575
and what the cost looks like

558
00:25:40.575 --> 00:25:42.735
because we know what it takes here in Maine,

559
00:25:43.155 --> 00:25:45.135
but we are still learning about

560
00:25:45.325 --> 00:25:46.495
what happens on the west coast.

561
00:25:47.625 --> 00:25:52.255
Um, right now when we prioritize working with farmers,

562
00:25:52.715 --> 00:25:55.215
we wanna make sure that people have the skills in

563
00:25:55.375 --> 00:25:56.775
place to be successful.

564
00:25:57.195 --> 00:25:58.895
And so the first thing I normally ask

565
00:25:58.915 --> 00:26:00.055
is, do you have a boat?

566
00:26:00.595 --> 00:26:02.095
Do you have access to a mooring?

567
00:26:02.635 --> 00:26:05.615
Do you have a place where you are understanding the

568
00:26:06.215 --> 00:26:09.455
existing use of the water that you would propose to farm in?

569
00:26:09.515 --> 00:26:10.655
So do you know your neighbors

570
00:26:11.195 --> 00:26:13.015
and do you understand your community

571
00:26:13.115 --> 00:26:15.335
and the needs of your community in those spaces?

572
00:26:16.075 --> 00:26:19.175
So this is really important to be a successful farmer.

573
00:26:19.835 --> 00:26:22.335
Um, and so those are kind of the the baseline things

574
00:26:22.335 --> 00:26:25.175
that we are looking for when we are getting these

575
00:26:25.215 --> 00:26:27.695
partnerships off the ground, um,

576
00:26:27.875 --> 00:26:29.535
and beginning to work with individuals.

577
00:26:30.195 --> 00:26:33.875
And you can see here, um, oh,

578
00:26:34.015 --> 00:26:35.115
if you wanna go back really quick,

579
00:26:35.235 --> 00:26:37.075
I just wanna highlight the people in this slide.

580
00:26:37.415 --> 00:26:41.195
Um, so we have, um, uh,

581
00:26:41.775 --> 00:26:44.925
up on the top left hand Nate Johnson based in Long Island.

582
00:26:45.705 --> 00:26:48.325
In the middle we have Elijah Bryce, he's up in Eastport,

583
00:26:48.375 --> 00:26:50.765
Maine, all the way on the right.

584
00:26:51.145 --> 00:26:53.765
Um, on the top is Bob Baes out of Spruce Head,

585
00:26:54.105 --> 00:26:55.125
that's Maine as well.

586
00:26:55.905 --> 00:26:58.805
Uh, in the bottom on the left hand side we have Stewart Hunt

587
00:26:58.805 --> 00:27:01.285
based out of Casco Bay in Maine.

588
00:27:01.905 --> 00:27:06.045
In the center we have Mason from American Muscle Harvesters,

589
00:27:06.185 --> 00:27:07.805
that's from Newport, Rhode Island.

590
00:27:08.785 --> 00:27:12.925
Uh, the next, uh, over on the bottom are Abby Barrows

591
00:27:13.025 --> 00:27:16.005
and her partner Ben there up in Dear Aisle in Maine.

592
00:27:16.425 --> 00:27:18.005
And then all the way on the bottom

593
00:27:18.105 --> 00:27:21.525
to the right is Keith Miller and Keith and Nate.

594
00:27:21.945 --> 00:27:24.085
Uh, Keith is from Spruce Head, Maine as well.

595
00:27:24.095 --> 00:27:26.205
Keith and Nate, were two out

596
00:27:26.205 --> 00:27:28.605
of the first three farmers in the state of Maine

597
00:27:28.985 --> 00:27:32.365
and have been farming for the, this is gonna be their, um,

598
00:27:32.535 --> 00:27:35.005
ninth season farming seaweed with us.

599
00:27:35.105 --> 00:27:37.085
So, um, it's, it's nice

600
00:27:37.085 --> 00:27:39.205
to see some familiar faces on the screen here.

601
00:27:39.555 --> 00:27:43.735
Next slide. Thanks. I'm gonna go

602
00:27:43.735 --> 00:27:48.015
through the way that we partner with our, um, our,

603
00:27:48.155 --> 00:27:49.175
our farmer partners.

604
00:27:50.035 --> 00:27:52.695
So at the top it says recruit and assist.

605
00:27:53.215 --> 00:27:54.975
I really should clarify that right now.

606
00:27:55.195 --> 00:27:57.135
Um, it's more of a a vetting process.

607
00:27:57.315 --> 00:28:00.175
I'm really not recruiting farmers to work with us.

608
00:28:00.185 --> 00:28:03.055
There is an extreme amount of interest, which I think a lot

609
00:28:03.055 --> 00:28:05.655
of people on this call are, um, part

610
00:28:05.655 --> 00:28:08.215
of the help in in making seaweed something

611
00:28:08.215 --> 00:28:09.335
that people are really excited

612
00:28:09.355 --> 00:28:11.255
and interested in, interested in.

613
00:28:11.715 --> 00:28:14.095
And here in this, in the state of Maine, um,

614
00:28:14.275 --> 00:28:18.255
and down into Rhode Island even, we're seeing a lot

615
00:28:18.255 --> 00:28:21.575
of people interested in wanting to get into this space.

616
00:28:22.115 --> 00:28:25.295
So the initial steps are really

617
00:28:25.475 --> 00:28:27.295
to, to meet people.

618
00:28:27.435 --> 00:28:29.375
And I, I meet people face to face

619
00:28:29.755 --> 00:28:31.255
before we agree to partner.

620
00:28:31.715 --> 00:28:33.015
Um, there's something about knowing the

621
00:28:33.015 --> 00:28:34.055
people that you're working with.

622
00:28:34.915 --> 00:28:37.415
And when people are starting from the grant,

623
00:28:37.445 --> 00:28:40.935
like the baseline, it is a, um, free assistance program

624
00:28:41.315 --> 00:28:43.975
to basically understand how to go through the leasing

625
00:28:43.975 --> 00:28:46.135
and permitting process because it's very complex.

626
00:28:46.485 --> 00:28:47.895
There's a lot that goes into that.

627
00:28:48.075 --> 00:28:49.975
Um, and it's not necessarily straightforward

628
00:28:50.035 --> 00:28:53.255
or easy for everyone to be able to read

629
00:28:53.255 --> 00:28:55.495
through an application, understand the paperwork.

630
00:28:55.995 --> 00:28:57.215
Um, so we start there

631
00:28:58.135 --> 00:29:00.875
and we go all the way to help with site selection

632
00:29:01.255 --> 00:29:02.915
and picking out their proper gear

633
00:29:02.915 --> 00:29:05.915
and equipment to the best of our abilities, as well

634
00:29:05.915 --> 00:29:09.675
as input from our experienced partners for understanding

635
00:29:10.105 --> 00:29:13.355
what works in, in the fishing world and equipment.

636
00:29:13.775 --> 00:29:15.195
So there's a starting point there

637
00:29:15.825 --> 00:29:17.915
when people do have a lease in hand,

638
00:29:18.455 --> 00:29:21.315
we have a contractual agreement that we offer partners

639
00:29:21.735 --> 00:29:23.195
and when we start working with farmers,

640
00:29:23.375 --> 00:29:24.555
we have a one year agreement.

641
00:29:24.815 --> 00:29:26.515
So basically the first season

642
00:29:26.535 --> 00:29:29.035
of farming is, let's see how this goes.

643
00:29:29.135 --> 00:29:30.515
And everyone has the opportunity

644
00:29:30.565 --> 00:29:32.795
after that first year to assess a partnership

645
00:29:32.895 --> 00:29:34.395
and decide to continue that

646
00:29:34.455 --> 00:29:37.235
or to approach, uh, take a different approach.

647
00:29:38.345 --> 00:29:41.365
When we work with our farmers though, we provide free seed.

648
00:29:41.905 --> 00:29:45.245
So we have a in-house nursery that is organic certified

649
00:29:45.345 --> 00:29:47.445
and a full staff that works at nursery.

650
00:29:47.945 --> 00:29:51.885
And so all of our partner farmers are guaranteed free seed.

651
00:29:52.275 --> 00:29:54.285
From that free seed that we give our farmers.

652
00:29:54.585 --> 00:29:56.965
We have a guaranteed buyback a hundred percent.

653
00:29:57.305 --> 00:29:59.845
So whatever our farmers grow from that seed

654
00:29:59.875 --> 00:30:01.045
that we provide from them

655
00:30:01.545 --> 00:30:05.085
and they request the amount as long as it fits their, um,

656
00:30:05.355 --> 00:30:08.205
what they're permitted for, that's what we supply them with.

657
00:30:08.945 --> 00:30:10.805
We guarantee we will buy all the kelp

658
00:30:10.805 --> 00:30:14.005
that grows from the seed spools that we provide for free

659
00:30:14.695 --> 00:30:16.245
throughout the growing season.

660
00:30:16.455 --> 00:30:19.285
There is free technical assistance that I also provide

661
00:30:19.285 --> 00:30:21.325
to our farmers from going out on the water

662
00:30:21.385 --> 00:30:22.565
for a first seeding event,

663
00:30:23.245 --> 00:30:25.005
checking on farms throughout the growing season

664
00:30:25.585 --> 00:30:26.925
as well as a first harvest.

665
00:30:27.305 --> 00:30:31.045
So hands on right next to each other, going side by side

666
00:30:31.045 --> 00:30:33.085
and working through problems and solutions together.

667
00:30:33.745 --> 00:30:35.605
Um, I have two other people

668
00:30:35.605 --> 00:30:38.205
that work on my team here at Atlantic Sea Farms

669
00:30:38.235 --> 00:30:42.125
that assist on the water hands-on in this aspect as well.

670
00:30:43.375 --> 00:30:45.155
Um, and addition

671
00:30:45.155 --> 00:30:47.795
to this we also have a community-based program

672
00:30:47.925 --> 00:30:50.595
where once a year we have an annual partner farmers meeting

673
00:30:50.895 --> 00:30:52.955
and we get all of our farmers together in person

674
00:30:53.255 --> 00:30:55.595
to basically have a shareholders meeting of

675
00:30:56.005 --> 00:30:58.515
where we are in our company updates for them

676
00:30:58.855 --> 00:31:01.635
and an opportunity to collaborate and learn from each other.

677
00:31:03.365 --> 00:31:05.745
At the point of harvest in the spring, we have

678
00:31:05.745 --> 00:31:08.505
that guaranteed buyback, so our farmers know

679
00:31:08.505 --> 00:31:11.065
what price they're gonna get, we set that in the contracts

680
00:31:11.065 --> 00:31:13.185
that we sign ahead of the season in July.

681
00:31:14.205 --> 00:31:16.505
Um, so they know the price per pound

682
00:31:16.725 --> 00:31:18.825
and they can plan their business model for the year.

683
00:31:19.685 --> 00:31:23.305
Um, when the har the kelp is landed, we provide all

684
00:31:23.305 --> 00:31:26.265
of the bags and containers that the kelp goes into for free.

685
00:31:26.805 --> 00:31:28.265
We pay for all the landing fees

686
00:31:28.265 --> 00:31:29.665
that the kelp takes at the dock.

687
00:31:30.285 --> 00:31:32.905
Um, we also do all

688
00:31:33.065 --> 00:31:35.785
of the refrigerated trucking and cold storage.

689
00:31:36.005 --> 00:31:38.265
So basically at the point that the kelp is landed,

690
00:31:39.245 --> 00:31:41.145
we at a SF assume responsibility

691
00:31:41.445 --> 00:31:43.065
and cover things on the backend.

692
00:31:44.135 --> 00:31:47.145
From there we bring it into our in-house production facility

693
00:31:47.255 --> 00:31:49.105
located in Biddeford, Maine as well.

694
00:31:49.845 --> 00:31:52.345
And we turn these into value added products.

695
00:31:52.645 --> 00:31:54.345
I'm gonna talk a little bit more about the products

696
00:31:54.345 --> 00:31:57.745
that we create from the kelp, um, when we get further

697
00:31:57.815 --> 00:31:59.865
through, further through some slides,

698
00:32:00.165 --> 00:32:04.345
but, um, I think the biggest thing here is really, um,

699
00:32:05.485 --> 00:32:07.665
the working together throughout the entire process

700
00:32:07.685 --> 00:32:11.345
of the farming that I love about my job the most.

701
00:32:11.525 --> 00:32:13.985
And I think what makes our partnerships very strong

702
00:32:14.085 --> 00:32:16.225
and people want to partner with us

703
00:32:16.445 --> 00:32:19.185
and, um, why our network is growing at the rate

704
00:32:19.185 --> 00:32:20.385
that it is right now.

705
00:32:21.125 --> 00:32:24.185
Um, and I wanted to be able

706
00:32:24.185 --> 00:32:26.825
to actually share why farmers are getting into this

707
00:32:26.825 --> 00:32:29.025
and what's important from their point

708
00:32:29.025 --> 00:32:30.785
of view, uh, with you today.

709
00:32:30.845 --> 00:32:33.745
So I do have a video that we put together, um,

710
00:32:34.935 --> 00:32:38.025
from our farmer's perspective and it, it's not scripted.

711
00:32:38.445 --> 00:32:41.765
Um, and it's in all the home ports that our farmers are from

712
00:32:41.765 --> 00:32:42.885
that are featured in the video.

713
00:32:43.265 --> 00:32:46.205
So if we wanna go to the next slide, I'm gonna let,

714
00:32:46.305 --> 00:32:49.925
I'm gonna stop talking and, um, you can hear directly from

715
00:32:50.495 --> 00:32:51.845
three of our different

716
00:32:51.845 --> 00:32:53.445
farming families here in the coast of Maine.

717
00:33:11.895 --> 00:33:15.505
When I was six years of age, I started

718
00:33:15.535 --> 00:33:18.745
with my dad turning on the back of his boat.

719
00:33:19.255 --> 00:33:21.465
I've lobstered for 60 years.

720
00:33:23.135 --> 00:33:25.185
I've been a commercial lobster fisherman

721
00:33:25.285 --> 00:33:26.505
for over 25 years.

722
00:33:33.125 --> 00:33:34.785
If somebody told me 20 years ago

723
00:33:35.495 --> 00:33:36.985
that I was gonna be growing kelp,

724
00:33:37.165 --> 00:33:38.625
I'd have probably told 'em he was crazy.

725
00:33:39.105 --> 00:33:40.545
I would've said to them, they're crazy.

726
00:33:41.325 --> 00:33:44.745
No, never thought, never thought that would happen. Yeah,

727
00:33:45.165 --> 00:33:47.745
It was definitely not on my horizon.

728
00:33:48.465 --> 00:33:49.625
I had no idea what kelp did.

729
00:33:50.465 --> 00:33:52.305
I didn't know that I was gonna be doing

730
00:33:52.305 --> 00:33:53.545
something good for the ocean.

731
00:33:54.205 --> 00:33:55.625
You know, I didn't know that at first.

732
00:34:02.135 --> 00:34:05.985
It's so hard today to seek what the future's gonna be.

733
00:34:06.325 --> 00:34:08.585
As far as anything to do with the fishing industry,

734
00:34:10.375 --> 00:34:13.385
Climate change and stuff does definitely scare me.

735
00:34:14.095 --> 00:34:16.025
I've always had alternative fisheries

736
00:34:16.495 --> 00:34:19.385
Just in case something happens to the lobster fishery.

737
00:34:27.545 --> 00:34:30.625
I personally never ate kelp before I started growing it.

738
00:34:31.245 --> 00:34:35.105
And we all eat kelp now, my whole family. It's delicious.

739
00:34:35.205 --> 00:34:39.705
It really is. There's a certain reward in

740
00:34:39.735 --> 00:34:41.145
supplying food for people.

741
00:34:41.965 --> 00:34:43.905
You started it, you start it through

742
00:34:44.365 --> 00:34:45.745
and now somebody's gonna eat that.

743
00:34:46.305 --> 00:34:50.105
I think it gives my children a much greater appreciation

744
00:34:50.125 --> 00:34:51.265
for where things come from.

745
00:34:52.855 --> 00:34:54.345
I've really been amazed by

746
00:34:54.605 --> 00:34:57.425
how much it really benefits the environment.

747
00:34:57.685 --> 00:34:59.665
We don't use fertilizers, we don't need water.

748
00:34:59.915 --> 00:35:02.185
Everything is there and it's a hundred percent natural.

749
00:35:03.095 --> 00:35:05.385
It's mother nature, she's the kelp farmer.

750
00:35:14.255 --> 00:35:17.945
That one little thing is like the deed that I do to kind

751
00:35:17.945 --> 00:35:19.505
of help give back to the planet

752
00:35:20.055 --> 00:35:23.065
Because I know what climate change is doing to the ocean.

753
00:35:23.565 --> 00:35:26.825
If we reverse just a teeny tiny bit of that

754
00:35:27.365 --> 00:35:29.465
by growing seaweed, I'll do it.

755
00:35:30.575 --> 00:35:31.985
It's good for the environment, it's good

756
00:35:31.985 --> 00:35:34.105
to provide a great food source,

757
00:35:34.685 --> 00:35:36.505
but it fits into my business in the sense

758
00:35:36.505 --> 00:35:37.885
that I get paid to do that.

759
00:35:38.505 --> 00:35:39.965
I'm doing something good for the ocean,

760
00:35:41.455 --> 00:35:44.125
which does something good for me, gives me a paycheck,

761
00:35:45.385 --> 00:35:49.165
but spending time with my dad is probably the best part.

762
00:35:50.645 --> 00:35:53.805
I just like spending time with my dad to be able

763
00:35:53.805 --> 00:35:55.325
to watch and learn.

764
00:35:57.105 --> 00:35:58.715
He's a big role model of mine.

765
00:35:59.555 --> 00:36:02.915
I feel very fortunate to be able to work with my family

766
00:36:03.695 --> 00:36:04.955
safety for my children.

767
00:36:05.675 --> 00:36:08.555
I gotta look forward. I feel hopeful.

768
00:36:09.185 --> 00:36:11.995
It's kind of a no brainer to grow seaweed

769
00:36:12.295 --> 00:36:14.475
and the ocean will be better for it.

770
00:36:20.795 --> 00:36:22.015
Thanks for playing that.

771
00:36:22.195 --> 00:36:23.685
And uh,

772
00:36:23.845 --> 00:36:24.925
I still get like a little bit

773
00:36:24.945 --> 00:36:26.365
choked up every time I watch it.

774
00:36:26.445 --> 00:36:29.285
I don't know. Um, it is just nice to like

775
00:36:30.275 --> 00:36:31.725
hear hear my farmer's voices.

776
00:36:32.025 --> 00:36:35.445
Um, but uh, basically

777
00:36:36.185 --> 00:36:39.365
tho those are some of the outlined ways that, um, we work

778
00:36:39.365 --> 00:36:43.645
with our farmers and, um, I'll give a just a little bit

779
00:36:43.645 --> 00:36:44.765
of a value to the number.

780
00:36:44.985 --> 00:36:48.565
So these 40 partner farmers that we work with, um,

781
00:36:49.035 --> 00:36:52.285
over the past five years have grown the commercial seaweed

782
00:36:52.285 --> 00:36:54.685
farming industry here in the state of Maine

783
00:36:55.515 --> 00:36:59.325
from 30,000 pounds back in 2018

784
00:36:59.585 --> 00:37:03.245
as a total state landing all the way up

785
00:37:03.265 --> 00:37:06.325
to over a million pounds from last season.

786
00:37:06.745 --> 00:37:09.685
Um, and that was just here at Atlantic Seed Farms

787
00:37:09.685 --> 00:37:10.765
with our partner farmer network.

788
00:37:11.385 --> 00:37:14.325
Um, and we do have a growing industry of farmers that exist

789
00:37:14.325 --> 00:37:16.405
that we don't partner with here in the state.

790
00:37:16.585 --> 00:37:20.765
So, um, the growth has, has been really exponential and um,

791
00:37:21.225 --> 00:37:24.205
or not exponential, but has been very large

792
00:37:24.305 --> 00:37:25.525
and, um, promising.

793
00:37:26.065 --> 00:37:28.525
And so all that ke that comes from our farmers,

794
00:37:28.745 --> 00:37:31.565
we turn into retail products, um,

795
00:37:31.915 --> 00:37:34.965
that are found in 4,000 stores nationwide.

796
00:37:35.505 --> 00:37:38.205
Um, food service camps, dining in

797
00:37:38.305 --> 00:37:39.525
and ingredient partnerships.

798
00:37:39.825 --> 00:37:43.125
So that's a little bit about where the kelp ends up.

799
00:37:43.905 --> 00:37:46.765
Um, and one of the things that we have here

800
00:37:46.765 --> 00:37:49.965
that I think really helps keep Atlantic D Farms afloat is we

801
00:37:49.965 --> 00:37:51.205
have sales

802
00:37:51.385 --> 00:37:55.325
and marketing representatives that are working on behalf

803
00:37:55.325 --> 00:37:56.405
of the farmers to make sure

804
00:37:56.405 --> 00:37:57.725
that this kelp is getting to market.

805
00:37:57.725 --> 00:37:59.925
Because we know, all of us here know that

806
00:37:59.925 --> 00:38:01.565
that's a really difficult part of this process.

807
00:38:01.825 --> 00:38:04.565
So, um, that makes a big impact

808
00:38:04.825 --> 00:38:07.845
and our farmers appreciate that and we appreciate them.

809
00:38:08.305 --> 00:38:12.205
So I'm looking forward to answering questions, uh, later on

810
00:38:12.225 --> 00:38:14.205
and hearing from the rest of our speakers and farmers.

811
00:38:14.425 --> 00:38:15.425
Thanks for having me.

812
00:38:16.905 --> 00:38:20.095
Thank you Liz. Um, yeah, super inspiring

813
00:38:20.195 --> 00:38:21.575
to hear your approach

814
00:38:21.715 --> 00:38:24.215
and really see that farmer collaboration and practice.

815
00:38:24.275 --> 00:38:29.255
So thank you again. Um, next up we have Avery Reor,

816
00:38:29.625 --> 00:38:32.095
who's the co-founder of Daybreak Seaweed.

817
00:38:32.395 --> 00:38:35.605
And um, Avery grew up on a cattle ranch in Wyoming

818
00:38:36.145 --> 00:38:37.485
and has been working with farmers

819
00:38:37.705 --> 00:38:39.365
around the world ever since.

820
00:38:39.945 --> 00:38:41.045
She studied marine biology

821
00:38:41.225 --> 00:38:43.605
and environmental science at Duke University

822
00:38:44.065 --> 00:38:46.285
and earned her master's degree in sustainable

823
00:38:46.285 --> 00:38:47.765
development from uc.

824
00:38:47.965 --> 00:38:49.725
Berkeley, over to you Avery.

825
00:38:51.455 --> 00:38:52.525
Hello. Thank you all.

826
00:38:53.225 --> 00:38:55.845
Um, actually would you switch back to

827
00:38:55.845 --> 00:38:57.765
that last photo just for a moment?

828
00:38:58.665 --> 00:39:00.405
So, um, I'm Avery.

829
00:39:00.685 --> 00:39:02.645
I co-founded Daybreak Seaweed,

830
00:39:02.645 --> 00:39:05.565
and this picture is of my co-founder Catherine

831
00:39:05.745 --> 00:39:09.405
and me on one of our partner farms in near Homer Alaska.

832
00:39:09.985 --> 00:39:13.445
And that's Atlantic, um, shellfish, or sorry, wow.

833
00:39:13.905 --> 00:39:17.525
Alaska Shellfish Farms and they are an amazing partner.

834
00:39:17.635 --> 00:39:21.405
They grow mussels, oysters, and different varieties of kelp.

835
00:39:21.715 --> 00:39:22.805
Okay, slide. Thank you.

836
00:39:25.775 --> 00:39:30.195
So, um, at Daybreak Seaweed we partner directly

837
00:39:30.195 --> 00:39:32.675
with West coast regenerative ocean farmers

838
00:39:33.655 --> 00:39:37.035
and we transform their high quality seaweed into nutrient

839
00:39:37.045 --> 00:39:39.475
dense and nourishing kitchen staples.

840
00:39:40.095 --> 00:39:44.675
And like Atlantic Sea Farms, we sell our products, retail,

841
00:39:44.785 --> 00:39:46.235
food service and ingredient.

842
00:39:47.175 --> 00:39:50.715
Um, we sell, uh, we have a 10 product line.

843
00:39:51.065 --> 00:39:52.515
Four of them are award-winning

844
00:39:52.815 --> 00:39:55.955
and we sell in grocery stores across the country.

845
00:39:57.545 --> 00:40:00.165
Um, there's some of the products are there in that picture.

846
00:40:01.025 --> 00:40:04.445
Um, we started our company in 2017 in California

847
00:40:04.835 --> 00:40:08.885
with a $20,000 NOA grant and a boat.

848
00:40:09.705 --> 00:40:11.405
And we were in love with seaweed

849
00:40:11.585 --> 00:40:14.085
and inspired by the environmental, social

850
00:40:14.185 --> 00:40:17.085
and health benefits of sustainably farmed seaweed.

851
00:40:17.665 --> 00:40:21.165
Uh, we are very optimistic and in hindsight a bit naive.

852
00:40:21.985 --> 00:40:24.565
Um, so we farmed seaweed there in California

853
00:40:24.595 --> 00:40:25.645
with a research permit,

854
00:40:26.305 --> 00:40:27.845
but realized that the road

855
00:40:27.905 --> 00:40:31.605
to commercial seaweed farming in California would take many

856
00:40:31.935 --> 00:40:34.805
years and much more money than we could afford.

857
00:40:35.865 --> 00:40:39.205
So we decided to change course to support seaweed farmers

858
00:40:39.415 --> 00:40:42.645
where commercial seaweed farming was permitted on the west

859
00:40:42.645 --> 00:40:44.525
coast and that was in Alaska.

860
00:40:45.905 --> 00:40:49.205
Um, could you switch the slide please? Thank you.

861
00:40:50.345 --> 00:40:55.045
Um, in 2019 we did a lot of research

862
00:40:55.065 --> 00:40:56.885
and found a list of every company

863
00:40:57.075 --> 00:40:59.085
with seaweed farming permits in Alaska

864
00:40:59.585 --> 00:41:02.205
and we started cold calling and emailing them

865
00:41:02.905 --> 00:41:06.005
and we were thrilled when a few of them actually responded

866
00:41:06.545 --> 00:41:09.805
and we still work with those farmers, um, today.

867
00:41:10.225 --> 00:41:13.205
So that's how we first identified our farm partners.

868
00:41:13.665 --> 00:41:15.685
But now it's mainly through word of mouth.

869
00:41:16.385 --> 00:41:17.485
And the community

870
00:41:17.485 --> 00:41:19.965
of seaweed farmers in Alaska is pretty small,

871
00:41:20.505 --> 00:41:24.565
so we generally know the folks that reach out to us.

872
00:41:25.425 --> 00:41:29.885
Um, but we do anticipate that if there were to be folks

873
00:41:29.885 --> 00:41:33.005
outside our network, we would want to, um,

874
00:41:33.225 --> 00:41:35.765
get references from people in communities

875
00:41:35.765 --> 00:41:36.925
that know them well.

876
00:41:37.745 --> 00:41:40.445
At this point we know most of the farmers quite well.

877
00:41:40.505 --> 00:41:43.125
In fact, um, kale is gonna speak later

878
00:41:43.785 --> 00:41:45.605
of Royal Ocean Kelp Company.

879
00:41:46.465 --> 00:41:50.365
Uh, I've known his partner since I was in high school.

880
00:41:52.145 --> 00:41:56.165
Um, so before working with a new farm

881
00:41:56.385 --> 00:41:58.485
and new farmers, we talk

882
00:41:58.485 --> 00:42:00.205
with the farmers about their mission and vision.

883
00:42:00.235 --> 00:42:01.765
This is extremely important to us

884
00:42:01.765 --> 00:42:03.885
because we are a mission-driven company.

885
00:42:04.745 --> 00:42:07.445
Um, and we talk about their farming practices,

886
00:42:07.495 --> 00:42:10.525
their business practices, their plans for growth

887
00:42:11.185 --> 00:42:14.645
and their systems of quality control if possible,

888
00:42:14.745 --> 00:42:15.765
we tour their farm.

889
00:42:16.145 --> 00:42:19.445
Um, but this was very difficult in the early years of covid,

890
00:42:20.185 --> 00:42:21.805
so we weren't able to tour

891
00:42:21.825 --> 00:42:23.205
as many farms as we would've liked.

892
00:42:24.305 --> 00:42:28.085
We currently work with eight farms from Homer, Alaska

893
00:42:28.225 --> 00:42:29.645
to San Diego, California,

894
00:42:30.425 --> 00:42:32.485
and we're proud to say that six

895
00:42:32.485 --> 00:42:35.925
of these farmers are farms are women owned and operated.

896
00:42:36.625 --> 00:42:39.085
And our company is also a hundred percent women

897
00:42:39.175 --> 00:42:40.245
owned and operated.

898
00:42:41.465 --> 00:42:44.405
Um, in addition, we partner with Native Conservancy

899
00:42:44.835 --> 00:42:46.485
through 1% for the planet.

900
00:42:47.105 --> 00:42:50.005
Uh, they're an amazing organization in Alaska

901
00:42:50.545 --> 00:42:52.645
and we're committed to supporting their work

902
00:42:52.905 --> 00:42:55.205
of protecting ancestral homelands,

903
00:42:55.205 --> 00:42:57.285
revitalizing traditional food sources

904
00:42:57.945 --> 00:43:00.525
and supporting indigenous kelp farmers in Alaska.

905
00:43:01.145 --> 00:43:04.885
We look forward to the day when we can buy kelp from these

906
00:43:05.045 --> 00:43:07.605
farmers slide.

907
00:43:09.685 --> 00:43:11.905
So you're probably wondering

908
00:43:12.055 --> 00:43:14.305
what our partnerships look like in practice.

909
00:43:16.055 --> 00:43:17.385
Well, Catherine

910
00:43:17.385 --> 00:43:20.145
and I have backgrounds in land farming and agroecology.

911
00:43:20.405 --> 00:43:21.665
So we initially started

912
00:43:21.665 --> 00:43:25.185
with a model based on established land agriculture, similar

913
00:43:25.405 --> 00:43:26.425
to some of the models

914
00:43:26.495 --> 00:43:30.425
that Victoria spoke about earlier in our model.

915
00:43:30.965 --> 00:43:34.385
Um, it included prepaying for the harvest so

916
00:43:34.385 --> 00:43:37.825
that the farmer would have the cash flow to buy seed out,

917
00:43:37.825 --> 00:43:39.665
plant grow and harvest.

918
00:43:41.005 --> 00:43:44.345
But we quickly realized that in such a new industry,

919
00:43:44.345 --> 00:43:48.105
like the kelp industry in Alaska, it can be very difficult

920
00:43:48.245 --> 00:43:52.465
to predict the harvest volume months in advance.

921
00:43:53.205 --> 00:43:55.425
And prepaying can actually backfire

922
00:43:55.525 --> 00:43:59.705
and cause more stress for farmers if climate or weather

923
00:44:00.125 --> 00:44:02.505
or other issues come up

924
00:44:02.505 --> 00:44:05.945
and they're not able to grow the volume of kef

925
00:44:05.945 --> 00:44:07.185
that they anticipated.

926
00:44:08.405 --> 00:44:09.905
So this is especially true

927
00:44:10.015 --> 00:44:12.705
because for the majority of our farm partners,

928
00:44:12.865 --> 00:44:13.905
I think six out

929
00:44:13.905 --> 00:44:16.985
of those eight we've purchased from their first harvest.

930
00:44:17.165 --> 00:44:19.025
So it's a learning curve for all of us.

931
00:44:20.285 --> 00:44:25.265
So we quickly realized, um, that listening, being flexible,

932
00:44:25.865 --> 00:44:29.465
communicating and adapting were much more appropriate

933
00:44:29.565 --> 00:44:30.665
in this new industry.

934
00:44:32.265 --> 00:44:33.365
Um, and then with farmers

935
00:44:33.475 --> 00:44:36.165
that are more confident in their projected harvest,

936
00:44:37.145 --> 00:44:40.205
we are able to pay significant deposits in the fall,

937
00:44:40.665 --> 00:44:43.485
but we only start to do this when a farmer thinks

938
00:44:43.485 --> 00:44:46.405
that it makes sense for them and for their business.

939
00:44:48.165 --> 00:44:52.905
Um, so nowadays we've kind of learned on our end

940
00:44:52.965 --> 00:44:55.705
to budget the first year of working with, um,

941
00:44:56.225 --> 00:44:58.505
a new farm partner as r and d.

942
00:44:58.725 --> 00:45:01.705
And it was great to hear Liz, um,

943
00:45:01.895 --> 00:45:03.825
talk about the first one year contract.

944
00:45:03.855 --> 00:45:06.545
It's kind, it's similar to that in that, you know,

945
00:45:06.545 --> 00:45:08.185
we wanna work together for a year

946
00:45:09.245 --> 00:45:12.145
and learn if this is a good partnership

947
00:45:12.285 --> 00:45:13.705
and if we should continue

948
00:45:14.005 --> 00:45:17.345
and in what way we should continue this partnership.

949
00:45:17.845 --> 00:45:21.425
And all of the farmers that we've ever started working with,

950
00:45:21.645 --> 00:45:22.705
we still work with.

951
00:45:23.085 --> 00:45:24.505
So it's worked well so far.

952
00:45:25.165 --> 00:45:28.185
Um, but on the budget end, as a buyer,

953
00:45:29.665 --> 00:45:33.265
I would say that you wanna be conscious that you're not,

954
00:45:33.685 --> 00:45:37.105
or in our experience, we're not going to be able to sell all

955
00:45:37.105 --> 00:45:40.545
of the harvest, the first harvest, um, that we buy.

956
00:45:41.075 --> 00:45:43.265
Hello? Okay, I'll move a little quickly here.

957
00:45:43.605 --> 00:45:48.105
Um, so what we do is we discuss the specs

958
00:45:48.105 --> 00:45:51.385
and QC in advance and we send photos, um,

959
00:45:51.565 --> 00:45:53.465
and then we end up paying upon delivery.

960
00:45:53.885 --> 00:45:55.945
So after the first delivery we act,

961
00:45:56.125 --> 00:45:57.465
we discuss the actual harvest

962
00:45:57.605 --> 00:45:59.385
and how we can learn from it for next year.

963
00:45:59.525 --> 00:46:01.625
And I think Victoria explained that quite well,

964
00:46:01.965 --> 00:46:03.945
the importance of that in her presentation.

965
00:46:04.845 --> 00:46:05.985
So it can be difficult

966
00:46:06.005 --> 00:46:07.505
to communicate these quality

967
00:46:07.505 --> 00:46:09.065
requirements before the harvest.

968
00:46:09.325 --> 00:46:12.425
And I'm grateful that Kale from Royal Ocean Kelp Company is

969
00:46:12.425 --> 00:46:14.745
here to share his experience with this.

970
00:46:15.325 --> 00:46:19.425
The 2003 harvest we purchased from Royal Ocean was extremely

971
00:46:19.425 --> 00:46:21.665
high quality, and the time kale

972
00:46:21.665 --> 00:46:25.105
and his team spent on quality control was very apparent.

973
00:46:25.805 --> 00:46:26.945
It made dehydrating

974
00:46:26.945 --> 00:46:29.265
and processing the kelp much more efficient for us

975
00:46:29.365 --> 00:46:32.065
and made our customers and chefs extremely happy.

976
00:46:32.725 --> 00:46:34.545
So I'll turn it over to Kale.

977
00:46:37.145 --> 00:46:38.875
Awesome, thank you so much Avery.

978
00:46:39.215 --> 00:46:41.595
Um, yeah, definitely important to underscore

979
00:46:42.455 --> 00:46:44.315
how being flexible is, um,

980
00:46:44.455 --> 00:46:46.315
really needed in this growing industry.

981
00:46:47.255 --> 00:46:50.955
So now we're really lucky to welcome Kale Hirsch Leb, uh,

982
00:46:50.975 --> 00:46:52.755
to share his experience as a farmer.

983
00:46:53.055 --> 00:46:56.035
And, um, specifically working with Daybreak seaweed.

984
00:46:56.495 --> 00:46:58.755
So Kale is a lifelong commercial fisherman

985
00:46:58.755 --> 00:47:00.075
and a third year kelp farmer.

986
00:47:00.575 --> 00:47:03.315
He was born and raised in Alaska, um,

987
00:47:03.375 --> 00:47:06.275
and is a Prince William sound salmon fisherman with passions

988
00:47:06.275 --> 00:47:08.555
for permaculture, woodworking and music.

989
00:47:16.045 --> 00:47:18.515
Hello? Can everybody hear me? Let's see.

990
00:47:18.555 --> 00:47:20.505
I don't see myself, but, um,

991
00:47:21.605 --> 00:47:22.605
We can hear you.

992
00:47:22.605 --> 00:47:26.065
Oh, good. Okay. Um, yeah, so, uh,

993
00:47:27.115 --> 00:47:31.165
as Avery was saying, uh, it was, it was great that, uh,

994
00:47:33.185 --> 00:47:35.245
her and my wife went to high school together

995
00:47:35.305 --> 00:47:37.365
and we kind of already had a lot of built in trust.

996
00:47:37.465 --> 00:47:40.085
It was, it was cool to see her business

997
00:47:40.645 --> 00:47:42.965
starting over social media, we've been following her and,

998
00:47:42.965 --> 00:47:45.245
and how, um, how they've developed.

999
00:47:45.465 --> 00:47:48.065
And it was, it just worked

1000
00:47:48.165 --> 00:47:50.625
so well when we got into kelp farming that we already had

1001
00:47:50.625 --> 00:47:51.825
that trust built in.

1002
00:47:52.745 --> 00:47:56.265
Um, I wanted to talk a little bit about

1003
00:47:57.085 --> 00:47:58.795
where we live in Cordova, Alaska.

1004
00:47:58.945 --> 00:48:00.395
It's kind of a unique place.

1005
00:48:01.015 --> 00:48:04.475
Um, we're off the road system, you have to take a ferry

1006
00:48:04.935 --> 00:48:07.195
or a a boat or a plane to get here.

1007
00:48:07.975 --> 00:48:11.315
Um, but we are on the jet system.

1008
00:48:11.545 --> 00:48:14.475
There's a, a pretty large airstrip

1009
00:48:14.695 --> 00:48:17.195
and Alaska Airlines flies in and out.

1010
00:48:17.215 --> 00:48:20.835
And Cordova is a, a commercial fishing hub, mostly a,

1011
00:48:21.155 --> 00:48:22.235
a salmon hub.

1012
00:48:22.575 --> 00:48:27.235
And so I think Alaska Airlines ships over a million pounds

1013
00:48:27.295 --> 00:48:29.315
of salmon outta here every year.

1014
00:48:29.375 --> 00:48:32.395
So that, that's a big benefit to us that,

1015
00:48:32.395 --> 00:48:35.995
that they already know a bit about shipping seafood.

1016
00:48:37.365 --> 00:48:40.005
Um, let's see.

1017
00:48:41.095 --> 00:48:44.275
Uh, I did, I did wanna do a quick shout out to Liz.

1018
00:48:44.395 --> 00:48:45.635
I loved your presentation.

1019
00:48:45.715 --> 00:48:47.755
I loved hearing those, those main accents

1020
00:48:47.825 --> 00:48:48.955
when I was a carpenter.

1021
00:48:48.995 --> 00:48:52.475
I, I worked with a couple of older gentlemen from Maine

1022
00:48:52.475 --> 00:48:54.475
and I just, it just reminded me of

1023
00:48:55.085 --> 00:48:56.895
hearing them talk, so that was great.

1024
00:48:57.275 --> 00:49:01.845
Um, and I also like that word countercyclical.

1025
00:49:01.915 --> 00:49:03.525
I've never heard that,

1026
00:49:03.705 --> 00:49:06.685
but that really describes what a attracted me

1027
00:49:06.685 --> 00:49:10.165
to kelp farming at first was that it's a, it's a dovetail

1028
00:49:10.305 --> 00:49:11.485
to the salmon season.

1029
00:49:12.345 --> 00:49:17.225
And, um, so yeah, I'm just really excited that, um,

1030
00:49:18.345 --> 00:49:19.695
we're here, we're in our third year,

1031
00:49:20.155 --> 00:49:22.215
but we're still learning things.

1032
00:49:22.835 --> 00:49:27.765
Um, this year we had a little bit of difficulty

1033
00:49:27.835 --> 00:49:31.085
with, our seed wasn't as strong as years passed,

1034
00:49:31.305 --> 00:49:33.405
but we're still, we still have some kelp in the water.

1035
00:49:34.105 --> 00:49:38.205
Um, our farm is 50% sugar kelp

1036
00:49:38.205 --> 00:49:40.565
and 50%, uh, ribbon kelp.

1037
00:49:40.985 --> 00:49:45.305
And so it's been great to have, uh, daybreak

1038
00:49:45.305 --> 00:49:47.385
as a customer for our ribbon kelp.

1039
00:49:47.645 --> 00:49:50.945
Um, and as far as the contracts

1040
00:49:50.945 --> 00:49:54.665
and things go, I think we've just had basically a,

1041
00:49:54.685 --> 00:49:56.265
you know, a verbal agreement.

1042
00:49:57.075 --> 00:50:00.775
Um, we sell them all of the ribbon kelp we can grow

1043
00:50:00.915 --> 00:50:02.255
and they're happy to receive it.

1044
00:50:02.325 --> 00:50:03.895
It's, it's never been a huge amount,

1045
00:50:04.035 --> 00:50:08.195
but, um, I could talk a little bit about the,

1046
00:50:08.815 --> 00:50:10.995
the first year that we sold them kelp

1047
00:50:11.015 --> 00:50:12.195
as our first year growing

1048
00:50:13.095 --> 00:50:15.995
and, uh, you know, we're commercial fishermen

1049
00:50:16.695 --> 00:50:20.835
and my partner Taya in the purple hat here, um,

1050
00:50:21.695 --> 00:50:23.995
she is the brains of the operation really.

1051
00:50:24.095 --> 00:50:26.235
She, she's, she started the permitting process

1052
00:50:27.125 --> 00:50:31.215
and, um, yeah, she's just been a amazing,

1053
00:50:31.715 --> 00:50:32.735
she brought Catherine

1054
00:50:32.735 --> 00:50:35.335
and I in as partners, um, when,

1055
00:50:35.335 --> 00:50:38.575
when her permit was getting close to approval,

1056
00:50:39.685 --> 00:50:41.345
and it's just been really great to work with her.

1057
00:50:41.885 --> 00:50:46.275
Um, so our first year we, we just

1058
00:50:47.375 --> 00:50:50.235
cut the ribbon kelp off the line, popped it in the box

1059
00:50:50.495 --> 00:50:54.055
and shipped it to Avery and they were, Avery

1060
00:50:54.055 --> 00:50:58.675
and Catherine were very gracious with their criticism of

1061
00:50:58.675 --> 00:51:01.795
that because there was a lot of this diatom

1062
00:51:02.705 --> 00:51:06.195
foam foamy fuzzy, uh, algae growing

1063
00:51:06.815 --> 00:51:07.915
on the ribbon kelp.

1064
00:51:07.915 --> 00:51:12.525
And we made no effort to like clean that off, which,

1065
00:51:13.505 --> 00:51:16.605
uh, made it very hard for them to work with.

1066
00:51:16.605 --> 00:51:19.005
Once it got to them, it's, it's a lot easier to clean

1067
00:51:19.005 --> 00:51:20.965
that off as soon as it comes out of the water.

1068
00:51:21.065 --> 00:51:23.645
And so that's what you see in this slide here.

1069
00:51:23.675 --> 00:51:24.845
This picture is us.

1070
00:51:25.585 --> 00:51:28.765
We, you know, we, we harvested into this gray tote

1071
00:51:29.065 --> 00:51:32.285
and then individually handled every blade

1072
00:51:32.385 --> 00:51:36.725
and kind of cleaned the, uh, the diatom slime off

1073
00:51:37.145 --> 00:51:38.965
and, you know, laid them into the box.

1074
00:51:39.025 --> 00:51:41.965
It was at time intensive and process,

1075
00:51:42.425 --> 00:51:45.375
but, um, I think it was really worth it for the,

1076
00:51:45.675 --> 00:51:48.255
the higher quality we delivered to daybreak.

1077
00:51:49.385 --> 00:51:52.575
And, um, yeah, we,

1078
00:51:52.595 --> 00:51:55.295
it just made everything feel a lot better being able

1079
00:51:55.295 --> 00:51:56.295
to give Avery

1080
00:51:56.295 --> 00:51:58.935
and Catherine a a product that could work with a lot easier.

1081
00:51:59.195 --> 00:52:03.905
So that'd be something I would, as you know, my perspective

1082
00:52:04.005 --> 00:52:06.865
as a farmer, like it's, it's definitely a lot easier to do

1083
00:52:06.865 --> 00:52:10.185
that in the field as you harvest than for them to try to do

1084
00:52:10.185 --> 00:52:11.385
that in processing

1085
00:52:11.445 --> 00:52:15.535
and that will help your relationships with your buyers

1086
00:52:16.675 --> 00:52:17.935
if you, uh, yeah.

1087
00:52:18.395 --> 00:52:22.055
And that, that just, you know, was just first year,

1088
00:52:22.755 --> 00:52:24.575
uh, misunderstanding I guess.

1089
00:52:24.715 --> 00:52:27.495
But hopefully I can help you avoid that.

1090
00:52:28.915 --> 00:52:32.115
Um, one thing I didn't put in the slide,

1091
00:52:32.175 --> 00:52:36.635
but um, I would like to mention is that we, uh, we did,

1092
00:52:37.055 --> 00:52:40.435
we sent some of samples of our kelp off to Eurofins

1093
00:52:40.535 --> 00:52:41.675
for heavy metals testing,

1094
00:52:41.775 --> 00:52:44.315
and that was, that was requested from Avery and Catherine.

1095
00:52:44.855 --> 00:52:49.525
Um, and that just, uh, gives them

1096
00:52:51.205 --> 00:52:52.655
more information about the kelp.

1097
00:52:52.995 --> 00:52:56.425
Uh, you can, you can request a whole nutritional, um,

1098
00:52:59.485 --> 00:53:01.535
summary from Eurofins too.

1099
00:53:01.735 --> 00:53:03.895
I think we just did he heavy metals testing just

1100
00:53:03.895 --> 00:53:07.535
to make sure there wasn't any quality issues there, um,

1101
00:53:07.875 --> 00:53:08.855
or health concerns

1102
00:53:12.175 --> 00:53:14.705
and yeah.

1103
00:53:15.405 --> 00:53:16.945
Uh, okay. Yeah, next slide there.

1104
00:53:17.825 --> 00:53:21.365
Um, yes, it, so flexibility

1105
00:53:21.385 --> 00:53:23.605
and communication are really important

1106
00:53:23.835 --> 00:53:25.530
with the partnerships with buyers.

1107
00:53:26.065 --> 00:53:30.305
Um, you know, we have to work with weather windows

1108
00:53:31.445 --> 00:53:34.745
and then cargo shipping, like, um,

1109
00:53:35.525 --> 00:53:39.345
we had a close call last year with shipping cargo.

1110
00:53:39.605 --> 00:53:40.945
Alaska Airlines has a lot

1111
00:53:40.945 --> 00:53:44.225
of cold storage along their supply chain.

1112
00:53:44.345 --> 00:53:45.345
I don't know if that's the right word,

1113
00:53:45.445 --> 00:53:49.625
but, um, our, our, uh,

1114
00:53:50.095 --> 00:53:52.185
destination didn't have cold storage

1115
00:53:52.525 --> 00:53:53.745
for our shipment last year

1116
00:53:54.085 --> 00:53:57.545
and the cargo desk had closed when the shipment arrived

1117
00:53:57.685 --> 00:53:59.785
and it was gonna sit there overnight.

1118
00:54:00.285 --> 00:54:03.785
Um, but, uh, luckily Avery was able

1119
00:54:03.785 --> 00:54:06.865
to find a representative that was able to open the desk

1120
00:54:06.865 --> 00:54:09.145
for them and get the, get the kelp out.

1121
00:54:09.205 --> 00:54:13.545
But it's, it's things like that can kind of, uh, crop up.

1122
00:54:13.805 --> 00:54:17.385
And definitely avoiding shipping towards the end of the week

1123
00:54:17.925 --> 00:54:22.225
is a good idea because the cargo desks can close in

1124
00:54:22.225 --> 00:54:24.625
different places and if they don't have cold storage,

1125
00:54:25.225 --> 00:54:26.425
spoilage can result.

1126
00:54:27.265 --> 00:54:31.205
Um, and yeah, it's been really great working with Avery

1127
00:54:31.205 --> 00:54:33.365
and Catherine because they, they know what they're looking

1128
00:54:33.425 --> 00:54:37.035
for and they were able to give us gentle feedback to,

1129
00:54:37.135 --> 00:54:41.395
to kind of improve the product we were putting out.

1130
00:54:41.615 --> 00:54:45.215
And um, yeah, I'm just thrilled that we're

1131
00:54:45.995 --> 00:54:47.685
looking at the next year here

1132
00:54:47.705 --> 00:54:50.085
and hoping to grow a little bit more kelp

1133
00:54:50.145 --> 00:54:53.615
and, um, yeah,

1134
00:54:54.095 --> 00:54:57.055
I can answer any questions people have, um, from there.

1135
00:54:58.825 --> 00:55:00.795
Amazing. Thanks so much, kale.

1136
00:55:00.815 --> 00:55:03.075
Um, we really appreciate hearing your perspective.

1137
00:55:03.935 --> 00:55:06.595
So we have just about five minutes left.

1138
00:55:06.775 --> 00:55:09.435
Um, so why don't we jump right into q and a.

1139
00:55:10.175 --> 00:55:14.315
Um, we have, the first question is for Victoria.

1140
00:55:15.175 --> 00:55:18.915
Um, and this person asked, um, in terms

1141
00:55:18.915 --> 00:55:22.075
of getting started since it seems like there's really a lot

1142
00:55:22.075 --> 00:55:25.555
to do, what is the best or simplest way to get started?

1143
00:55:27.755 --> 00:55:30.125
Yeah, it's a great question and it's tough to answer

1144
00:55:30.125 --> 00:55:32.245
because it really depends on your

1145
00:55:32.605 --> 00:55:33.725
situation and your supply chain.

1146
00:55:34.045 --> 00:55:37.165
I think what Liz and Avery

1147
00:55:37.165 --> 00:55:39.245
and Kale have talked about are all great examples

1148
00:55:39.245 --> 00:55:40.725
of really specific activities

1149
00:55:40.965 --> 00:55:43.005
that different supply chains have

1150
00:55:43.005 --> 00:55:44.525
undertaken specifically in seafood.

1151
00:55:45.265 --> 00:55:47.845
And I think those are all models you can look to,

1152
00:55:47.865 --> 00:55:49.445
but they're doing a lot of things.

1153
00:55:50.025 --> 00:55:53.405
Um, and the best thing you can do is whether you're a

1154
00:55:53.485 --> 00:55:55.365
producer or a bot, if you're a producer, think about like

1155
00:55:55.515 --> 00:55:58.445
what is the thing that would help you most?

1156
00:55:58.705 --> 00:56:00.525
Is it access to seed

1157
00:56:00.665 --> 00:56:04.445
or advanced access to funding, sort of that prepay

1158
00:56:04.545 --> 00:56:06.205
or pre-financing of some kind

1159
00:56:06.265 --> 00:56:08.525
or the helping with the permitting and the licensing.

1160
00:56:09.115 --> 00:56:10.205
What would help you the most?

1161
00:56:10.545 --> 00:56:11.925
And as a buyer, think about

1162
00:56:12.155 --> 00:56:14.045
what are you in position to provide.

1163
00:56:14.225 --> 00:56:16.925
So if you're sort of a small buyer, maybe it is just

1164
00:56:16.925 --> 00:56:19.285
that sort of help with the paperwork or the permitting

1165
00:56:19.305 --> 00:56:23.605
or, um, if you have, if you can provide more financial

1166
00:56:23.605 --> 00:56:26.165
or input resources upfront, think about what year in place

1167
00:56:26.185 --> 00:56:27.885
to provide and then focus kind

1168
00:56:27.885 --> 00:56:30.005
of on the highest value thing to start.

1169
00:56:30.005 --> 00:56:33.445
Like pick one thing that's gonna be of most value to both

1170
00:56:33.445 --> 00:56:34.645
of you to really develop

1171
00:56:35.065 --> 00:56:36.685
and then you can add on more things later.

1172
00:56:36.705 --> 00:56:38.605
You don't have to, don't start trying to do all

1173
00:56:38.605 --> 00:56:39.725
of the things all at once.

1174
00:56:42.465 --> 00:56:45.795
Yeah, totally. Um, that makes a lot of sense.

1175
00:56:45.865 --> 00:56:48.675
Alright, this is a question for everyone,

1176
00:56:48.695 --> 00:56:51.915
but maybe either Liz or Avery want to jump in.

1177
00:56:52.095 --> 00:56:55.755
Um, the, they're asking what have been the main points

1178
00:56:55.775 --> 00:56:58.435
of failure or where have challenges come up for you

1179
00:56:58.535 --> 00:57:00.395
and, um, how have you overcome those?

1180
00:57:04.685 --> 00:57:05.715
Where do we start?

1181
00:57:09.575 --> 00:57:10.595
Uh, um,

1182
00:57:11.265 --> 00:57:13.955
Yeah, what, what has worked smoothly for you, Liz?

1183
00:57:14.195 --> 00:57:15.195
Yeah,

1184
00:57:16.455 --> 00:57:18.715
You know, um, there are a lot of challenges

1185
00:57:18.715 --> 00:57:20.035
and every year we find a new challenge,

1186
00:57:20.395 --> 00:57:22.195
I think is the most honest answer.

1187
00:57:22.935 --> 00:57:25.315
And having a new challenge every year means

1188
00:57:25.315 --> 00:57:27.115
that the following year you do something better

1189
00:57:27.615 --> 00:57:28.715
and you learn something else.

1190
00:57:29.535 --> 00:57:32.815
Um, that, that's like the first thing.

1191
00:57:33.035 --> 00:57:37.735
Um, I think what I would say is when you start out,

1192
00:57:38.185 --> 00:57:39.975
start out with really good traceability

1193
00:57:40.115 --> 00:57:42.975
and use that as like a high focus from a,

1194
00:57:43.445 --> 00:57:47.375
from a seed producer and from a buyer and from a processor

1195
00:57:47.635 --> 00:57:49.095
and from a farmer, like all

1196
00:57:49.095 --> 00:57:51.975
of those traceability throughout the entire process

1197
00:57:53.205 --> 00:57:54.415
will never be a bad thing

1198
00:57:54.415 --> 00:57:56.495
to have better traceability, more traceability.

1199
00:57:56.835 --> 00:58:00.215
Um, so that's something that we've learned along the way

1200
00:58:00.275 --> 00:58:02.415
and just really understanding your product

1201
00:58:02.475 --> 00:58:06.295
and the flow of it would, would be a suggestion from,

1202
00:58:06.925 --> 00:58:09.715
from challenges that we've learned.

1203
00:58:11.445 --> 00:58:13.135
Yeah, I would say

1204
00:58:13.135 --> 00:58:15.695
that is a hundred percent true in our experience also.

1205
00:58:15.795 --> 00:58:17.535
And then I would just also add for us,

1206
00:58:17.925 --> 00:58:21.375
because it's more difficult for us to be on the water

1207
00:58:21.565 --> 00:58:23.575
with our farmers just logistically

1208
00:58:23.575 --> 00:58:26.215
because they're all over Alaska and Oregon.

1209
00:58:26.675 --> 00:58:30.215
Um, I think communicating the quality control,

1210
00:58:30.215 --> 00:58:33.775
like Kale said, that was not an error on Royal Ocean kelp

1211
00:58:34.055 --> 00:58:36.015
companies part the first year that was us.

1212
00:58:36.045 --> 00:58:39.655
Like we should have been more clear and in the perfect world

1213
00:58:39.795 --> 00:58:43.015
and in the future, we really hope to have the budget

1214
00:58:43.275 --> 00:58:46.295
to be there for the first harvest for each

1215
00:58:46.295 --> 00:58:47.655
of our new farm partners

1216
00:58:47.655 --> 00:58:50.935
because there's just some things that, um,

1217
00:58:51.315 --> 00:58:55.815
are very difficult to clearly convey, even with photos

1218
00:58:55.995 --> 00:58:57.335
and Zoom and all of that.

1219
00:58:57.955 --> 00:58:58.975
And it's just completely

1220
00:58:58.975 --> 00:59:00.175
different when you're out on the boat.

1221
00:59:00.835 --> 00:59:04.975
Um, and then I would just say like Kale said,

1222
00:59:04.975 --> 00:59:08.055
like they're working with weather windows

1223
00:59:08.835 --> 00:59:11.135
and so many different challenges.

1224
00:59:11.315 --> 00:59:15.495
So quality control in general is just a struggle

1225
00:59:15.495 --> 00:59:19.295
and it's just trying to find that balance between, um,

1226
00:59:19.325 --> 00:59:21.805
what is practical for a farmer, um,

1227
00:59:22.025 --> 00:59:24.165
and what we need in order to process

1228
00:59:24.345 --> 00:59:26.005
and make a high quality product.

1229
00:59:28.845 --> 00:59:30.015
Awesome. Thank you both.

1230
00:59:30.795 --> 00:59:34.055
Um, unfortunately we're running up against time today.

1231
00:59:34.175 --> 00:59:35.215
I know we would love

1232
00:59:35.215 --> 00:59:37.335
to ask these speakers questions for much longer.

1233
00:59:38.035 --> 00:59:40.095
Um, but I do wanna close us out

1234
00:59:40.115 --> 00:59:42.575
and just leave you with a few additional resources.

1235
00:59:43.395 --> 00:59:45.575
Um, so next month for seed of sale,

1236
00:59:45.575 --> 00:59:49.215
we're hosting a conversation on sourcing consistent kelp,

1237
00:59:49.595 --> 00:59:51.575
um, and we'll have speakers from Barnacle Foods,

1238
00:59:51.755 --> 00:59:54.175
the Sugar Kelp Cooperative in Organ Tilt.

1239
00:59:54.795 --> 00:59:57.775
Um, and if anyone's a farmer among us

1240
00:59:57.995 --> 00:59:59.615
or if you're interested in learning more,

1241
01:00:00.115 --> 01:00:03.095
we have a few additional Farmer forum sessions planned in

1242
01:00:03.095 --> 01:00:04.335
both March and April.

1243
01:00:05.395 --> 01:00:08.495
Um, and if this conversation sparked ideas for you,

1244
01:00:08.515 --> 01:00:10.215
and if you have additional questions

1245
01:00:10.435 --> 01:00:13.615
or you're even ready to get your hands on some kelp, um,

1246
01:00:13.615 --> 01:00:16.175
the market development team is always happy to support you.

1247
01:00:16.795 --> 01:00:18.575
Um, and we'll post our email in the

1248
01:00:18.575 --> 01:00:19.735
chat so you can reach out.

1249
01:00:19.915 --> 01:00:21.895
Um, in, for those of those, those of you

1250
01:00:21.895 --> 01:00:24.015
who didn't get your questions answered today,

1251
01:00:24.705 --> 01:00:27.895
we're also in the process of creating a how-to guide, um,

1252
01:00:27.915 --> 01:00:28.935
for working with farmers.

1253
01:00:29.395 --> 01:00:32.095
And we'll be expanding on the content in this presentation.

1254
01:00:32.755 --> 01:00:35.055
Um, and this will be available in early summer,

1255
01:00:35.195 --> 01:00:37.055
so make sure you sign up for our hub

1256
01:00:37.115 --> 01:00:39.015
to stay in the loop on these resources.

1257
01:00:39.515 --> 01:00:41.415
Um, and you can also use the community

1258
01:00:41.515 --> 01:00:42.895
to ask additional questions.

1259
01:00:43.705 --> 01:00:45.495
Thank you all for being here, um,

1260
01:00:45.515 --> 01:00:46.975
and I hope to see you in April.