Progress Report 84, April 2019

IN THIS ISSUE . . . CPA Annual Report for 2018 Page 1 Message from the Director Page 2 Jared Bruhin Slated to Join CPA Staff on June 1 Page 2 Welcom UT Interim President Boyd Page 2 TDA Revises Farmers Market State Compliance Guide Page 2 UTIA Featured During February Meeting of President’s Council Page 3 Welcome TDA Commissioner Hatcher Page 3 Center Collaborates with TDA to Evaluate the Tennessee Agricultural Enhancement Program Page 3 CPA and TCA Team Up on Twelve Value-Added Meat Marketing Workshops in Eight Days Page 4 Hops Initiative Team Launches Grower Workshops Page 4 Recording Available of Sales Tax Considerations Agent Training Page 5 Workshop Series Completed on Developing Sustainable Businesses Page 5 Another Successful Year of Farmers Market Vendor Boot Camps Page 5 Update on New Southern Extension Risk Management Grant Received Page 6 Facebook 101 for Direct Farm Marketers Workshop Evaluation Summary Page 6 2019 Food for Profit Workshop Evaluation Summary Page 6 Center Collaborates with UT Martin and Department of Agricultural and Resource Economics Host Agricultural Trade Seminar Page 7 Industrial Hemp in Tennessee Page 7 Update on SARE Page 7 Specialty Crop Profiles Page 8 Agriculture Commissioner Hatcher Announces Key Priorities and Departmental Staff Changes Page 8

CPA Annual Report for 2018 Please take a look at the Center’s recently released Annual Report Summary for 2018:

https://ag.tennessee.edu/cpa/Documents/UT19-3_CPA-Final-Report-web.pdf

Helping Farmers Develop Value-Added Enterprises Center for Profitable Agriculture Quarterly Progress Report

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A MESSAGE FROM THE DIRECTOR The Center for Profitable Agriculture experienced another positive year of growth and expansion along with significant programming and outreach success in 2018. While remaining understaffed to meet all client needs and requests, our department continued to deliver exceptional outreach efforts mostly through consultations, workshop teachings, and service, posting extremely positive program success and progress for the year. Highlights of the year for the entire Center/Department include:

• 98 educational presentations were made to 2,489 participants from 69 counties. • 22 farm visits were conducted in 26 counties. • 29 fact sheets were developed. • 9 news articles were released. • 4 newsletters were released. • 2,078 direct contacts were made through our educational exhibit featured at 16 trade show events. • 1,503 people were consulted with using email, phone, and direct mail. • 3 new Extension educational publications were developed. • 9 program brochures were prepared for statewide distribution. • 15 new funding proposals/requests were submitted for a total request of $446,032 with a total of $301,663

awarded in new funding. • $19,449 in program fees and sponsorships were generated from approximately eight different events/sponsors. • Numerous email blasts were sent to the Center’s four email groups for: (1) value-added beef, (2) farmers markets

(3), agritourism, and (4) value-added dairy. Jared Bruhin Slated to Join CPA Staff on June 1

After a recent national search, Jared Bruhin will be joining the CPA staff as an Extension specialist. Jared will have statewide programmatic responsibilities primarily focused on marketing value-added agriculture products and enterprises. He received a BS degree from UT Knoxville in 2017 with a double major in animal science and food and agricultural business, and he is completing his MS degree in agricultural economics in Knoxville. Originally form Sevierville, Jared has previous experience with the Southern US Trade Association, USDA Rural Development, and Farm Credit Mid-America. While in college, he was a Farm Credit Scholar, a member of the Pi Kappa Phi Honor Society, Alpha Gamma Rho, Agricultural Business Club, and a member of the UT Spirit Squad where he served as a Smokey handler and “The Volunteer” mascot.

Welcome UT Interim President Boyd A reception was held in Middle Tennessee during January to welcome UT Interim President Randy Boyd. Several folks from the Institute of Agriculture attended the event to welcome the new president and to share with him details of our programs and successes.

TDA Revises Farmers Market State Compliance Guide The Tennessee Department of Agriculture has updated the Farmers Market State Compliance Guide for 2019. It is available on the TDA website at: https://tiny.utk.edu/complianceguide

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UTIA Featured during February Meeting of President’s Council

On February 1 the Middle Tennessee AgResearch and Education Center in Spring Hill hosted UT Interim President Randy Boyd and the President’s Council. Following a fabulous buffet reception of Tennessee agricultural products (including ham and sausage biscuits; jams, molasses, and jellies; and locally produced dairy products), the group gathered to learn more about the UT Institute of Agriculture. UTIA Chancellor Tim Cross discussed the Institute’s mission, and the group heard presentations from Justin Crowe, state 4-H Extension specialist, and CPA’s director Rob Holland and marketing specialist Megan Leffew. Crowe talked about his experiences as a county 4-H agent, particularly the impact of 4-H programs in

urban areas. Holland and Leffew focused their presentation on the CPA’s efforts to help Tennessee producers add value to their operations through the development of consumer products like many of the items served during the reception. They also discussed the state’s agricultural economy and the growth of farmers markets across the state. The President’s Council ended their visit with a bus tour of the AgResearch and Education Center and a broader understanding of the efforts and dedication of the faculty and staff of UTIA. Welcome TDA Commissioner Hatcher

We look forward to working with Tennessee’s newly appointed Commissioner of Agriculture, Charlie Hatcher. In February, Commissioner Hatcher shared the vision, mission, and top priorities for the Tennessee Department of Agriculture. Vision—For Tennessee to become a national leader in agriculture and forestry through economic advancement, innovation, and natural resource stewardship by commitment to service, family, farms, and healthy living. Mission—To serve all the citizens of Tennessee by providing options for responsible use of our agricultural and forest resources, developing economic opportunities, safeguarding food and fiber, and ensuring equity in the marketplace.

Key Priorities— • Agricultural Economic Development—Increase profitability and viability of farms, forests, and agribusinesses,

which are vital to the state’s rural and overall economy. • Workforce Development, Education, and Collaboration—Expand collaborative partnerships and workforce

development initiatives through agricultural education and outreach efforts to increase citizen understanding of the importance of food, farm, and forestry resources statewide.

• Natural Resources Stewardship and Farm Preservation—Improve farm and forest resources through the support of voluntary practices to enhance forest health, water quality, and soil health.

• Healthy Living—Develop and support collaborative efforts to improve the health, nutrition, and livelihood of all Tennesseans through agriculture.

• Effective and Efficient Government—Improve the delivery of department services by streamlining programs and organizational structure.

Center Collaborates with TDA to Evaluate the Tennessee Agricultural Enhancement Program (TAEP) During February and March, representatives from the CPA, UTIA Human Dimensions Research Lab, and TDA collaborated to prepare an online questionnaire to obtain input on the TAEP cost-share program. TAEP has transformed the state’s rural economy by helping farmers make strategic investments to increase their efficiency, safety, and profitability. TDA is interested in evaluating the program and identifying opportunities to improve cost-share offerings and set the program’s future strategic direction. Farmers and producers, agribusiness affiliates, Extension agents, agricultural educators, industry association representatives, and others have been invited to participate in the survey. The input provided by those who participate will be used in future meetings and sessions where additional input and considerations for the TAEP will be studied.

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CPA and TCA Team Up on Twelve Value-Added Meat Marketing Workshops in Eight Days (Adapted from statewide news release by Patty McDaniels, UTIA Marketing and Communications) Cattle producers planning to market their meat products directly to consumers will learn how to comply with regulations and develop effective marketing plans at an educational workshop scheduled in May. The workshop is presented by the Center for Profitable Agriculture in cooperation with the Tennessee Cattlemen’s Association and will be presented twelve times in multiple locations across the state. The workshop is designed to help livestock producers better understand the regulations for marketing meat products and live animals for custom processing. Charles Hord, executive vice president of the TCA, and Rob Holland, director of the CPA, will be traveling the state over an eight-day period in May, making stops in rural counties to deliver the program. The Tennessee Department of Agriculture is also sponsoring this educational workshop. According to Hord, “Many consumers are interested in buying products direct from local farmers, and many of our livestock producers are interested in connecting with buyers in their local communities.” This workshop will review regulations and promote opportunities to the state’s cattle producers. Holland says, “Participants in the workshop will learn about the permits and regulations needed to market individual cuts of meat directly to customers.” He adds, “Participants will also learn how to minimize business risks when selling live animals to consumers for local processing.” A meal will be served at each location and those interested in attending are asked to preregister for the event at least five days prior to each session by contacting Charles Hord at 615-896-2333 or by email at charles@tncattle.org. The workshop is scheduled for these dates and locations: May 6: Brownsville, 7:00 p.m., H and R Agri-Power, 2262 Anderson Avenue May 7: Selmer, 7:00 a.m., McNairy Ag Center, 845 High School Road (behind McNairy Central High School) May 7: Lawrenceburg, 11:30 a.m., Strikers Steakhouse, 321 Crews Street May 7: Smithville, 7:00 p.m., DeKalb County Extension Office, 722 S Congress Blvd. May 8: Livingston, 7:30 a.m., Overton County Community Center at the Extension Office, 312 W. Broad Street May 8: Celina, 11:30 a.m., Women’s Building at the Fairgrounds, 215 Arcot Road May 9: Erin, 11:30 a.m., Fitz Steakhouse, 5985 TN-49 May 9: Dover, 7:00 p.m., Stewart County Visitors Center, 117 Visitors Center Lane May 10: Paris, 7:00 a.m., Henry County Extension Office, 1120 Tyson Avenue May 13: Rutledge, 7:00 p.m., Grainger County Agricultural Building, 280 Bryan Road May 14: Newport, 7:00 p.m. Fox and Hound Restaurant, 127 Fox Hound Way May 15: Rogersville, 11:30 a.m., Holstein Electric Co-op Building, 1200 W. Main Street

Hops Initiative Team Launches Grower Workshops The expansion of the microbrewery industry in Tennessee is stimulating an interest in locally produced hops and other crops used in brewing and distilling. To help producers understand the potential for hops as a crop in Tennessee, experts from the University of Tennessee Institute of Agriculture are conducting informational workshops on the production and marketing of hops across the state. The workshops feature hops production information from Extension specialists David Lockwood and Eric Walker from the Department of Plant Sciences. David Hughes and Aaron Smith from the Department of Agricultural and Resource Economics will cover economic and marketing trends for the crop.

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The workshops are a result of a collaboration among the Center for Profitable Agriculture, UT Extension, and the Tennessee Department of Agriculture Specialty Crop Grant Program. The following workshops have been conducted or are scheduled: • January 29, 2019—Murfreesboro, Tennessee • February 19, 2019—Lafayette, Tennessee • March 11, 2019—Greeneville, Tennessee • March 28, 2019—Martin, Tennessee • April 29, 2019—Pikeville, Tennessee

Recording Available of Sales Tax Considerations Agent Training The slides and recording are available online of the most recent Value-Added Insights Agent Training session that was conducted on March 12. The session is titled, “Sales Tax Considerations,” and is posted on the Value-Added Agriculture Workgroup website under “Agent Training Resources.” A special thanks to Hal Pepper for teaching this session. He will teach the next Value-Added Agriculture Insights on May 14 and will discuss “Business License and Product Liability Insurance Considerations for Marketers of Value-Added Products.” https://liveutk.sharepoint.com/sites/UTIA/ANR/Agribusiness-Economics-Entrepreneurship/SitePages/Workgroup-Value-Added-Agriculture.aspx

Workshop Series Completed on Developing Sustainable Businesses

Producers met in four locations across the state (Memphis, Jackson, Columbia, and Knoxville) via web conferencing on eight consecutive Tuesday evenings in January and February to learn business planning strategies and receive training to equip them with the tools needed to complete their business plan. A teaching team of specialists from the University of Tennessee at Martin, Center for Profitable Agriculture, UT MANAGE Program, University of Missouri Extension, and guest presenters provided training for forty-nine participants that included sessions on introduction to entity structure; situation assessment; vision, mission, and goal setting; strategic planning and evaluation; recruiting, hiring, and managing agricultural labor; and implementing and monitoring

a business plan. Specialists from AgLaunch and the UT MANAGE Program facilitated the eight weekly sessions and provided one-on-one technical assistance in the development of business plans. The workshop series was sponsored by USDA Southern Extension Risk Management Education, UT Extension, Farm Credit Mid-America, and the Tennessee Department of Agriculture. Another Successful Year of Farmers Market Vendor Boot Camps

In January and February, the Center conducted all-day Farmers Market Vendor Boot Camps in four locations across the state (Henderson, Chattanooga, Lebanon, and White Pine). Hal Pepper and Megan Leffew taught sessions that helped 106 workshop participants consider tools to analyze the costs of building or using a commercial kitchen and making food products, the basics of business planning, merchandising methods that make money, and digital marketing trends. TDA specialists provided information about producer diversification cost-sharing assistance available through the Tennessee Agricultural Enhancement Program (TAEP). The boot camps were sponsored by USDA Southern Extension Risk Management Education, UT Extension, the Tennessee Department of Agriculture, and the Tennessee Association of Farmers Markets. This was the eighth consecutive year the Center conducted the boot camps for farmers market vendors.

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Update on New Southern Extension Risk Management Grant Received The Center was recently awarded a grant to help Tennessee and Kentucky farmers with value-added, direct marketing, and agritourism enterprises manage financial risk by evaluating farm business records and applying economic principles in decision making. The Managing Risk by Improving Farm Business Management Skills grant will include a series of monthly webinars over seven months on a variety of topics related to effective farm business management, marketing, and planning. Intensive daylong workshops (nine in Tennessee and eight in Kentucky) will be conducted from September 2019 through May 2020, and these workshops will teach producers how to use Excel spreadsheets and other tools to evaluate farm business records. Specialists from UT Extension’s Center for Profitable Agriculture and the MANAGE Program have teamed up with Extension specialist Alex Butler and others at the University of Kentucky to deliver this program. It will be the Center’s first multistate project. Facebook 101 for Direct Farm Marketers Workshop Evaluation Summary Four Facebook 101 for Direct Farm Marketers workshops were held in November 2018. The workshops were partially funded by a grant awarded by the Southern Extension Risk Management Education Center (SERMEC) and the United States Department of Agriculture’s National Institute of Food and Agriculture. Topics for the workshops, taught by Megan Bruch Leffew and David Yates, included:

• Introduction to Facebook for Business • Develop Effective Page Content • Make Various Types of Posts • Schedule Posts • Schedule Events • Facebook Insights

A total of sixty-eight people attended the workshops in Blountville, Knoxville, and Nashville, Tennessee. Sixty participants completed the post-workshop evaluation for an 88 percent response rate. As a result of the workshop,

• Sixty respondents (100 percent) increased their knowledge of marketing fundamentals, tools, or techniques. • Fifty-eight respondents (100 percent of respondents answering this question) developed goals for implementing

new or improved marketing strategies. Fifty-one participants indicated the program helped them gain knowledge or skills to increase sales, increase savings, reduce costs, or make one-time capital purchases for their value-added agriculture enterprise (or a value-added enterprise they plan to start within one year). 2019 Food for Profit Workshop Evaluation Summary A Food for Profit workshop was held January 31, 2019, in Lebanon, Tennessee, and February 12 in Unicoi, Tennessee. Food for Profit is a branded educational program from Penn State Cooperative Extension. Topics for the workshop, taught by UT Extension’s Nathan Miller, food science Extension assistant, and Megan Bruch Leffew, Center for Profitable Agriculture marketing specialist, included:

• Business planning • Food manufacturing regulations • Food safety • Market planning • Packaging • Financing

A total of sixty-nine people attended the two workshops. As a result of the workshop, 100 percent of the participants reported the information learned increased their understanding and skills needed to analyze and develop a food manufacturing business. Participants also indicated the workshop helped them gain knowledge and skills to increase sales revenue, reduce costs, prevent losses, increase payroll, or make one-time capital purchases for their value-added agriculture enterprises.

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Center Collaborates with UT Martin and Department of Agricultural and Resource Economics to Host Agricultural Trade Seminar Farmers and agricultural leaders who are interested in hearing the current assessment of international trade and its impact on US and Tennessee agriculture should plan to gather at the University of Tennessee at Martin the evening of April 16. Andrew Muhammad, an international trade expert who serves as the Chair of Excellence in Agricultural, Food and Natural Resource Policy for the UT Institute of Agriculture, will be the featured speaker at a discussion designed to enhance awareness and understanding of agricultural trade and international agriculture marketing. The seminar is sponsored by UT Extension, the UT Martin College of Agriculture and Applied Science, and the UT Center for Profitable Agriculture. “International agriculture markets play an increasingly important role in our domestic agriculture economy,” said Joey Mehlhorn, chair holder for the UT Martin Gil Parker Chair of Excellence in Agriculture and Natural Resources. “We are excited to host area farmers and agriculture leaders for this event on the UT Martin campus.” Rob Holland, director of the Center for Profitable Agriculture, added, “All farmers are part of a global food supply system, and international trade has a direct impact on local agriculture. It is important to monitor the impact of international trade on Tennessee agriculture.” Weakley County agriculture Extension agent Jeff Lannom expressed gratitude for this West Tennessee event. “We are glad to partner with UT Martin on this seminar and to have Dr. Muhammad provide an update on international trade specific to agriculture.” Muhammad plans to specifically address the importance of exports and global markets to US agriculture, how trade agreements make US agriculture competitive, causes and consequences of the US-China trade war on agriculture, and the overall outlook for US and Tennessee agricultural exports. The event will take place on Tuesday, April 16, 2019, beginning with a meal at 5:30 p.m. CDT at the University Center Room 111 (Legislative Chambers). The event is free to the public; however, preregistration is required. Please preregister by April 10 by calling Joey Mehlhorn or Suzanne Speight at 731-881-7211 or by email to mehlhorn@utm.edu. Industrial Hemp in Tennessee

Statistics from the Tennessee Department of Agriculture reveal some interesting data on industrial hemp interest in Tennessee over the past few years. According to the 2017 TDA Agronomic Report for Industrial Hemp, there were seventy-nine licensed growers, and twenty-five of them did not plant industrial hemp, leaving fifty-four growers to produce 130 acres of hemp in seventy-five fields. The 2018 TDA Agronomic Report is scheduled to be available in April. Other TDA reports from 2018 indicate the number of licensed growers nearly tripled from 2017, rising to 226 growers. As reported by TDA for 2019, the number has increased over twelve times what was licensed in 2018, with nearly 2,800 licensed growers reported.

Update on SARE The purpose of the Tennessee Sustainable Agriculture Research Education (SARE) Program and the Professional Development Program (PDP) is to provide resources to train Extension specialists and county agents in the area of sustainable agriculture. This past January, seven University of Tennessee and Tennessee State University Extension personnel attended the Southern Sustainable Agriculture Workers Group (SSAWG) conference in Little Rock, Arkansas. The group attended various workshops, field tours, and educational sessions that focused on sustainability. One of the Extension agents attending the conference commented that “The sessions on cut flower production, cover crops, and hemp are of tremendous interest at the local level with many programming efforts focused in these areas. The amount of knowledge gained and resources obtained during the 2019 SSAWG conference will further sustainable concepts in agriculture programming efforts this year.”

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Specialty Crop Profiles The Center for Profitable Agriculture is currently working with the Center for Crop Diversification to develop six specialty crop profiles for growers’ and Extension agents’ use in Tennessee. To guide this effort, a specialty crop advisory committee was recently established, consisting of the following members:

• Roy Bullock, Tennessee State University/Alan Galloway, UT Extension MANAGE Agent

• Rob Holland, Center for Profitable Agriculture • David Lockwood, University of Tennessee Plant Sciences • Steve Rickman, Extension Agent, Chester County • Jeff Smith, Extension Director, Robertson County • Margarita Velandia, Associate Professor, University of Tennessee Agricultural

and Resource Economics • Eric Walker, University of Tennessee Plant Sciences • Annette Wszelaki, University of Tennessee Vegetable Extension Specialist

With the input received from the advisory committee, information provided by a survey of Extension agents across the state, and working with the Center for Crop Diversification, a list of more than thirty potential crops for the development of profiles was narrowed to six. The six crop profiles currently planned are: 1. Culinary Herbs, 2. High Tunnel Overview and Crop Considerations for These Structures, 3. Cut Flowers, 4. Cider Apples, 5. Mushrooms, and 6. Mums. The target date for the six crop profiles to be completed is July 2020. The purpose of this project is to complete the crop profiles and use them in educational outreach for specialty crop growers and Extension agents. The crop profiles will include information for each selected crop as it relates to marketing, market outlook, and production considerations including cultivar selection, site selection and planning, maintenance of the crop, pest and disease management, harvest and storage, and economic considerations. Agriculture Commissioner Hatcher Announces Key Priorities and Departmental Staff Changes (Reprinted from March 6, 2019 Announcement) I want to thank you for your support and well wishes as I have transitioned into the role of Agriculture Commissioner for Tennessee. As a tenth-generation American farmer and fifth-generation Tennessee farmer, this job is the realization of a dream and reinforcement of my passion for and faith in our industry. Your partnership has been and will be vital as we advance agriculture and forestry in Tennessee. As the Tennessee Department of Agriculture plans for the future, we are doing so with five key priorities in mind: Agricultural Economic Development; Workforce Development, Education, and Collaboration; Natural Resources Stewardship and Farm Preservation; Healthy Living; and Effective and Efficient Government. Every employee is critical to driving progress on all fronts and it takes effective leaders with the right skills and talent to make it happen. Today, I am pleased to announce shifts among our senior leadership to better align the strengths and abilities of these individuals with Governor Lee’s priorities for rural advancement. The following changes will be effective March 15:

• Jay Miller, who currently serves as legal counsel for Consumer and Industry Services, will transition to the role of General Counsel for the Tennessee Department of Agriculture. He will also assume supervision of the Agricultural Crime Unit at a later date still to be determined. During his time with CIS, Jay has demonstrated an exceptional capacity for understanding the law and adeptness in applying it. Jay will work with current General Counsel Theresa Denton until her retirement July 1. I am deeply appreciative of Theresa for her exemplary record of state service and dedication spanning three decades.

• Ed Harlan, who currently serves as Assistant Commissioner for Agricultural Advancement, will assume a new role as special advisor to the Commissioner for agricultural economic development. He will help identify and support significant investments in the food, fiber, and transportation sectors and will strengthen relationships with local officials.

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• Keith Harrison, who currently serves as Assistant Commissioner for Consumer and Industry Services, will assume duties as Assistant Commissioner for Agricultural Advancement. Keith’s previous experience in marketing, as well as his extensive knowledge of agribusiness and regulatory matters, makes him uniquely positioned to lead our agribusiness development and market promotion efforts going forward.

• Danny Sutton, who currently serves as Dairy Administrator, will assume duties as Director of Consumer and Industry Services. He will supervise all regulatory programs with the exception of animal health and the animal diagnostic laboratory. He will report to Deputy Commissioner Tom Womack, allowing for more direct contact between the Commissioner’s office and key programs within CIS. Danny has proven himself to be an effective manager and leader, exhibiting a strong focus on customer service. That leadership style and experience will benefit our regulated industries in a variety of ways.

• The State Veterinarian position will elevate to Assistant Commissioner for Animal Health and State Veterinarian, reporting directly to the Commissioner. That individual will assume responsibility for all animal health programs and animal diagnostic laboratory services. Animal disease prevention and response is critical, as are strong partnerships across local, state, and federal agencies. It is necessary that we place additional emphasis on protecting the animal industry that is so important to our state. Dr. Doug Balthaser is currently serving in the role on an interim basis.

• David Waddell, who currently serves as operations manager for Consumer and Industry Services, will assume duties as legal and policy director for CIS. In addition to supporting the department’s legislative efforts, David will continue to provide valuable guidance for implementation of the digital licensing and inspection database, produce safety, and the hemp program.

• Carol McDonald, who currently serves as Assistant Commissioner for Policy and Legislation, has effectively led our legislative efforts for the past eight years. She will continue that task, in addition to identifying and driving our priorities to support youth programs, career and technical education, beginning farmers, and rural health. Carol’s background in Extension education and farm business management will be an asset as we address these and other goals emphasized by Governor Lee.

I have a great deal of respect for and confidence in all of these individuals and their ability to carry out these responsibilities. I believe the changes will enable us to better serve you, all of our stakeholders, and the citizens of Tennessee as we make good on Governor Lee’s commitment to address the needs of our rural communities. If the Department of Agriculture can be of service to you, please do not hesitate to reach out. Sincerely, Charlie Hatcher, D.V.M. Commissioner

AG.TENNESSEE.EDU

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