>>> ANYBODY IN THEIR EARLY 20S WHO WANTS A CAREER IN FARMING, DON'T GET USED TO WEEKENDS.

>> AND BE BURIED IN WEEDS AND PLANTS.

>> WE'RE ON A HILLSIDE, WE DON'T GROW ON THE BEST SOILS, BY FAR.

>> IT WAS HUGELY LIBERATING FOR ME TO HAVE LAND AND ACTUALLY DO THINGS AND COME UP WITH IDEAS AND TRY THEM OUT.

TOTALLY FUN.

>>> WELL INTO THE INTERVALE, IN BEAUTIFUL BURLINGTON, VERMONT.

THIS EPISODE, WE'RE TALKING PRODUCTION.

VERMONT HAS A GREAT REPUTATION FOR FOOD.

IT SHOULDN'T SURPRISE PEOPLE BECAUSE THEY THINK OF COWS AND ROLLING FARMLAND AND THEY THINK OF OUR CO-OPS AND OUR FARMERS MARKETS AND LOCAL RESTAURANTS.

95% OF THE AGRICULTURAL ITEMS WE PRODUCE IN VERMONT ARE EITHER MILK, HAY OR CORN.

AND THOSE ARE REALLY IMPORTANT.

THEY PROVIDE LIVELIHOOD TO THOUSANDS.

ON THE OTHER END OF THE SPECTRUM ARE SMALL, SUBSISTENCE OR HOBBY FARMERS.

FOLKS WHO WORK SMALL PARTS OF LAND FOR PERSONAL CONSUMPTION OR TO STOCK A ROAD-SIDE STAND.

AND IN THE MIDDLE?

WE HAVE A WIDE VARIETY OF PRODUCERS AND GROWERS.

VEGGIE FARMERS, ORCHARDS, CATTLE AND PIG RAZORS.

IN THE FACE OF SHORT-GROWING SEASONS, LIMITED TILLABLE LAND AND ALL THE PROBLEMS WE HAVE HERE IN VERMONT, WE NEED MORE, OF ALL OF IT.

MORE BIG FARMS, MORE SMALL FARMS.

IN THIS EPISODE, WE TALK TO A LOT OF FARMS AND A WHOLE LOT OF SMART PEOPLE WHO SUPPORT THEM ALL AROUND THE STATE.

LET'S SEE WHAT THEY HAVE TO SAY.

>> I'VE NEVER KNOWN ANYWHERE, WHERE PEOPLE ARE MORE SUPPORTIVE.

>> WE RECEIVED A WHOLE BUNCH OF SUPPOR SUPPORT FROM OUR COMMUNITY.

>> THERE'S A HUGE MARKET OF NONPROFIT AND PROGRAMS.

>> ONE THING THAT'S BEEN A PLEASURE IS TO MEET DIFFERENT KINDS OF FARMERS.

>> I'M VERN GRUBINGER.

>> WHO IS THE VEGGIE AND BERRY SPECIALIST.

>> 100 YEARS AGO, MAYBE FARMERS WEREN'T AS SMART.

YOU KNOW, THINGS WERE CRUDER.

90%-PLUS OF THE PEOPLE LIVED ON THE LAND AND YOU FAST FORWARD TO TODAY, THERE ARE ONLY SMART FARMERS.

YOU HAVE TO KNOW A LOT OF INFORMATION ABOUT A LOT OF THINGS.

>> HE SEEMS TO KNOW PERSONALLY KNOW EVERYONE WHO WORKS IN LOCAL FOOD SYSTEMS.

>> THERE'S A HUGE DIVERSITY AND IN PART, I THINK THAT'S BECAUSE WE'RE AN AREA WHERE COMMODITY AGRICULTURE HAS NOT THRIVED.

THE EXCEPTION BEING DAIRY, OBVIOUSLY.

>> YOU CAN'T TALK FARMING IN VERMONT WITHOUT TALKING DAIRY.

OVER 65% OF VERMONT'S AGRICULTURAL SALES CAN BE TRACED BACK TO MILK FROM COWS AND THE MILK SALES CONTRIBUTE OVER $1 MILLION.

OVER 80% OF VERMONT'S FARMLAND IS BEING USED TO RAISE FEED FOR COWS.

>> THEY MIGRATE TO THE MOST PRODUCTIVE AREAS.

>> WE'RE A LARGE FARM -- WE'RE NOT A LARGE FARM BASED ON IF YOU LOOK AT FARMS OUT WEST.

>> MAXWELL'S NEIGHBORHOOD FARM IN NEWPORT, VERMONT IS A CONVENTIONAL FARM.

FAMILY-OWNED, IT STARTED IN THE 1950S.

THROUGH THREE GENERATIONS OF MAXWELLS.

>> IT WENT UP TO 800 COWS.

WE ACQUIRED THREE OR FOUR OTHER FARMS WHERE WE HOUSE OUR HEIFERS.

WE ACQUIRED MOST OF THE LAND.

WE WERE ABLE TO EXPAND OUR LAND BASE TO HAVE THE FEED NEEDED TO FEED ALL OF OUR MILKING COWS.

THE BIG DAIRIES USE A LOT OF LAND.

>> ELSEWHERE, PETE JOHNSON STANDS IN ONE OF HIS FIELDS IN THE SUNNY DAYS.

HE IS IN THE ORGANIC DIVERSIFIED VEGETABLE FARMS.

HOW CAN THEY COEXIST WITH DAIRY?

>> MOST OF THE LAND IN THIS AREA IS BEING USED NOW, MOSTLY FOR COMMODITY MILK.

WE TRY TO BUY ANY LAND NEAR US, WHENEVER IT COMES UP.

THERE JUST ISN'T THAT MUCH LEFT ANYMORE.

>> IT'S HARD ENOUGH TO START A SMALL FARM FROM SCRATCH, IT'S REALLY HARD TO EVEN FIND A PIECE OF LAND.

WHEN YOU FIND IT, IT CAN BE TOUGH TO AFFORD IT.

IF WE HAD -- IF YOU COULD ACTUALLY PRETTY EASILY GET ON A PIECE OF LAND, WE MIGHT BE ABLE TO REALLY JUMP-START NEW OPERATIONS.

>> WHEN WE WERE FIRST STARTED, WE REALLY -- MY PARENT'S PROPERTY WHERE WE STARTED, THERE'S 25 OPEN ACRES, NOT ALL OF WHICH IS TILLABLE.

WE COULDN'T EVER REALLY GET BEYOND THAT.

>> EYES ARE ALWAYS OPEN.

WE'RE A PRETTY TIGHT VALLEY HERE.

THERE'S ONE DAIRY FARM THAT DOES GOOD WITH THE ACREAGE AND THERE'S PARTIALS HERE AND THERE THAT SOME UP FOR SALE.

WE HAVE SOME REALLY GENEROUS AND HELPFUL LANDLORDS WE'VE BEEN WORKING WITH.

TWO ACRES FROM A LANDLORD, FIVE FROM ANOTHER >> LAND ACQUISITION, FOR US, IS REALLY CHALLENGING.

AND WE WERE REALLY FORTUNATE.

WE WERE ABLE TO GET A LOAN FROM A FAMILY MEMBER, THAT WE'RE PAYING BACK, TO MAKE OUR ORIGINAL LAND PURCHASE.

IT WAS A SMALL PIECE OF LAND, SO IT WAS AFFORDABLE FOR US.

>> THE PLACES THAT DON'T HAVE THE RESOURCES OR THE LABOR, THEY TEND TO GET MARGINALIZED AND REMAIN SMALLER.

>> I HOPE I CAN SAY IT WITH MAKING IT CLEAR THAT I HAVE A HIGH REGARD FOR THE, YOU KNOW, BIG DAIRY FARMERS.

I THINK THEY'RE AMAZING BUSINESS PEOPLE AND FARMERS.

IT'S JUST -- THERE'S A CULTURE THAT I FIND MORE INTERESTING THAT REQUIRES SMALLER OPERATIONS DOING LOTS OF DIFFERENT THINGS AND THERE'S AN INTEREST.

BUT YOU DO ACTUALLY NEED LAND IN ORDER TO DO IT.

>> IF YOU WANT TO HAVE A VIBRANT WORKPLACE, SMALL FARMS NEED TO THRIVE, TOO.

>> WE FIND THAT WHENEVER WE HAVE A SMALL OPERATION DOING SOMETHING UNUSUAL AROUND HERE, THE COLLABORATIONS ARE AWESOME.

>> WE GET INTO A FALSE ARGUMENT OF WHO'S BETTER, WHICH IS MORE DESIRABLE.

FOOD SYSTEMS BRING IT TO THE TABLE.

I HAD A CERTAIN MINDSET OF SMALL IS BEAUTIFUL.

WHAT'S GOT AWAY FROM ME IS THE DEMONIZING OF LARGER FARMS.

WHEN YOU MEET THE FARMERS AND THE FAMILY, THEY ARE REGULAR PEOPLE TRYING TO DO A GOOD JOB, TOO.

>> I HAVE A LOT OF DAIRY FARMING FRIENDS.

THEY'RE GOOD FOLKS.

THAT'S NOT REALLY BUILDING THE KIND OF FOOD COMMUNITY THAT I'M MOST INTERESTING IN, I GUESS.

I WANT TO SEE 50 MORE SMALL OPERATIONS PRODUCING FOOD OF ALL TYPES IN THE HILLS HERE.

I'VE BEEN DISMAYED ABOUT HOW SLOWLY THAT HAS BEEN HAPPENING.

THEN WHEN YOU THINK ABOUT IT AND THE PEOPLE WHO ARE ACTUALLY DOING IT, THEY'RE REALLY HARD-CORE.

THEY'RE, LIKE, TOUGH.

THEY'RE SMART, THEY'RE TOTALLY DEDICATED AND THERE ISN'T THAT BIG OF A POOL OF PEOPLE.

>>> YOU WANT TO START A FARM, YOU'VE GOT SOME EDUCATION.

YOU'VE GOT SOME EXPERIENCE AND YOU'VE GOT A TRACTOR, BUT YOU STILL NEED LAND.

OR YOU'VE GOT A FARM AND YOU'RE LOOKING TO EXPAND AND YOU NEED MORE SPACE.

WHAT DO YOU DO?

YOU CALL THE VERMONT LAND TRUST AND THEY'LL TELL YOU TO CALL JON RAMSAY.

>> I'M JON RAMSAY, I'M THE DIRECTOR OF THE FARMLAND ACCESS PROGRAM AT THE VERMONT LAND TRUST.

>> VERMONT'S LOCAL FOOD COMMUNITY IS SPECIAL IN A LOT OF WAYS.

A LOT OF TRUSTS HAVE WILD LAND.

THEY HAVE A SPECIAL FOCUS ON PRESERVING WORKING FARM LANDS THROUGHOUT THE STATE.

ONE WAY THEY DO THIS IS THROUGH A LAND EASEMENT.

A WHAT-A-HOOZY?

>> A FARM, LET'S SAY, ON THE MARKET FOR $500,000, AT A CONSERVED FARM, IT'S WORTH $235,000.

SO THE EASEMENT IS $265,000.

WE HAVE BASICALLY SENT A BRIDGE LOAN OF THAT $265,000 SO THE FARMER CAN BUY IT FOR $235,000.

WE HOLD A SECOND MORTGAGE ON THE PROPERTY UNTIL WE CAN CONSERVE IT AND PAY OFF OUR OWN MORTGAGE.

SO FROM THE ASPECT OF THE FARMER, WHAT THEIR CASH FLOWING IS THE AGRICULTURAL VALUE.

>> VERMONT LAND TRUST SPONSORS FARMERS ON THEIR PADS TO INDEPENDENT OWNERSHIP >> WE'RE ALLOWING THOSE BUSINESSES TO GROW OVER A FIVE-YEAR PERIOD AND VERY WELL MAY BE EXTENDED BEYOND THAT.

WE'LL ALLOW THOSE BUSINESSES TO GROW TO THE POINT WHERE CARRYING THE COST OF OWNERSHIP DOESN'T SINK THEM.

>> THINK OF IT AS YOUR RICH UNCLE HELPING YOU.

>> I'M JOSEPH MOREL.

THIS IS EAST MND FARM.

>> THE FOLKS DOWN AT CLARKS COMMONS IS AN EXAMPLE OF FARM THAT VLT OWNS AND HAS AN IN-TERM LEASE AGREEMENT.

>> FOUR DIFFERENT FARMS COME TOGETHER AND SHARE A LEASE WITH THE VERMONT LAND TRUST.

>> THE PRICE OF FARM LAND, JUST ITS ENTRY POINT, IS OFTEN AT A PLACE WHERE IT'S NOT VIABLE FOR A FARMER TO GO OUT AND PURCHASE FARM LAND.

>> SO IT SEEMED REALLY LOGICAL THAT THERE WERE THESE PLAYERS IN TOWN THAT WERE REALLY -- YOU KNOW -- THINKING ABOUT, HOW DO WE BRING FOOD TO PEOPLE?

>> THEY SAID, WOULD THE LAND TRUST BE INTERESTED IN PARTICIPATING WITH US?

>> COULD BE, AS A GROUP, COME TOGETHER TO LEASE THIS PROPERTY TO SEE WHAT WOULD HAPPEN?

TO SEE HOW OUR FARMS COULD GROW AND THE LAND TRUST WAS GAME AND REALLY OPEN TO THAT AND SO THAT WAS HUGE.

>> I KIND OF THINK OF MYSELF AS THE PERSON THAT, YOU KNOW, FILLS A LOT OF DIFFERENT HOLES IN TERMS OF WHAT A FARMER NEEDS TO ACCESS LAND.

>> THE IDEA IS, IF THE FARMS GROW, GROW STRONGER, THERE CAN BE ENOUGH ECONOMIC VITALITY HERE TO PURCHASE THE FARM FROM THE LAND TRUST.

>>> SO, VLT HELPS YOU GET THE LAND, WHAT TO YOU DO NOW?

>> MY NAME IS TARA KELLY AND I'M WITH RUTLAND AREA FARM AND FOOD LINK AND I'M THE FOOD DIRECTOR.

>> THEY GIVE THE TECHNICAL KNOW-HOW TO TURN THEIR VISION INTO A FARM.

>> WHAT WE REALIZED IS WE COULD WORK WITH THE NEW FARMERS THAT WERE ALREADY COMING AND PROVIDE THEM WITH THE TECHNICAL ASSISTANCE.

SO, WE DO ONE-ON-ONE COACHING AND TECHNICAL ASSISTANCE PLANS, WORKSHOPS.

>> RYAN WOOD BEAUCHAMP AND KARA FITZGERALD MOVED TO VERMONT IN 2011 TO FARM.

BUYING LAND, PLANTING CROPS AND THEN, HURRICANE IRENE.

>> THERE WAS ZUCCHINIS RIGHT THERE, LOTS OF THEM.

AND, GARLIC.

>> THEIR WHOLE FARM GOT WASHED OUT.

THEIR FIELD WAS COVERED IN ROCKS AND GRAVEL AND DEBRIS.

IF IT WEREN'T FOR THEIR CSA MEMBERS AND FRIENDS AND GENEROUS MEMBERS, THEY MIGHT NOT HAVE MADE IT TO A SECOND SEASON OF FARMING.

WE MET WITH RYAN AT A FARMER'S MARKET IN RUTLAND AND HE TOLD ABOUT SOME OF THE CHALLENGES.

>> WHAT'S BEEN HELPFUL FOR US IN OVERCOMING THE CHALLENGES THAT WE FACED, THERE ARE A TON OF ORGANIZATIONS IN VERMONT.

>> THEY KNEW THEY WANTED TO MOVE TO VERMONT AND THEY WERE LOOKING AROUND -- THEY SAY THAT ONE OF THEIR CRITICAL DECISIONS FOR MOVING TO OUR AREA IS THEY SAW THE WORK THAT WAS BEING DONE AND THERE WAS A SET OF SUPPORT SYSTEMS.

>> IT'S BEEN A BIG LEARNING CURVE FOR US AND WE REALIZE NOW, WHEN WE STARTED, HOW LITTLE WE KNEW ABOUT WHAT WE WERE DOING AND THAT'S THE SITUATION IT WAS FOR US.

WE WERE FIRST-GENERATION FARMERS.

WE DIDN'T GROW UP DOING THIS AND WE LEARNED ON THE FLY AND WE TOOK A BIG RISK IN BUYING LAND AND DOING THAT AND WE'RE REALLY LUCKY IT WORKED OUT FOR US.

PART OF THAT PROCESS HAS BEEN LEARNING ABOUT EQUIPMENT AND MANAGING PEOPLE AND GROWING DIFFERENT CROPS AND PESTS AND DISEASES AND ALL THE OTHER STUFF WE HAD A LITTLE BIT OF KNOWLEDGE.

IT'S AMAZING TO SEE HOW MUCH WE'VE LEARNED ALONG THE WAY.

>> THAT ENERGY, THAT PUSH OF PEOPLE DOING FARMING IS PART OF WHAT ENDED UP LEADING US TO DO OUR NEW FARM INITIATIVE.

THERE WAS A FUTURE FOR FARMING THAT WAS GOING TO COUNTERACT THE FARMERS AGING AND DYING OFF BECAUSE OF LACK OF PEOPLE TO TAKE THEM ON IN THE FUTURE.

>> ONE IS A LARGE BODY COW.

SO, THAT SELECTION YOU JUST DID, THAT MATTERS >> DR.

DUTTON, WHAT A GUY.

>> I'M THE DIRECTOR OF THE INSTITUTE OF APPLIED AGRICULTURE AND FOOD SYSTEMS HERE AT VERMONT TECHNICAL COLLEGE.

>> WHEN YOU'RE A BEGINNER FARMER, YOU'LL HAVE A LOT OF QUESTIONS AND THERE ARE A LOT OF PEOPLE YOU CAN ASK.

IF YOU WANT TO GET STRAIGHT-UP SCHOOLED WITH A FORMER AGRICULTURAL EDUCATION, DUTTON AT VERMONT TECHNICAL COLLEGE IS YOUR MAN.

>> I THINK IT'S ABSOLUTELY CRITICAL AND, YES, YOU CAN BE CONFIDENT GETTING YOUR EDUCATION THROUGH THE SCHOOL OF HARD KNOCKS.

YOU CAN BE HIGHLY CONFIDENT AND A GREAT, GREAT PERSON.

WHAT WE TRY TO TEACH HERE, THE SCIENTIFIC UNDERPINNINGS, A BASIS FOR THINKING ABOUT THINGS.

IT IS ABOUT NUTRIENTS.

IT IS A SOLAR POWERED CARBON TRANSDUCER.

WE ARE TURNING SUNLIGHT AND CO2 INTO MEAT AND MILK AND VEGETABLES AND THAT'S REALLY, REALLY EXCITING AND I THINK THAT TO BE A GREAT FARMER, YOU NEED TO UNDERSTAND HOW THAT WORKS.

WE TEACH A LOT OF BUSINESS.

ONCE THEY LEARN THE CARBON, THEY LEARN THAT CARBON IS ESSENTIALLY MONEY.

AND THEN THAT BUILDS AND THEY TAKE A FINANCIAL MANAGEMENT COURSE AND A MARKETING COURSE AND NO STUDENT GRADUATES WITHOUT A BUSINESS PLAN.

THAT'S KIND OF OUR GOAL WHEN I DESCRIBE THE DIVERSIFIED AG DEGREE.

WE SHOULD BE ABLE TO PUT YOU IN A CATAPULT AND SPIN IT AND YOU SHOULD BE ABLE TO MAKE MONEY.

>>> HOPEFULLY NOBODY CRASH-LANDS FROM THAT CATAPULT.

WHILE THIS NEW SCHOOL APPROACH COULD PROVE TO BE HELPFUL, WE FOUND IT ATYPICAL.

>> I DIDN'T GROW UP ON A FARM.

DURING COLLEGE, I STARTED WORKING ON A BIG ORGANIC VEGETABLE FARM IN HUDSON VALLEY.

>> I WAS GARDENING AND HAD VENTURES HAS A YOUNGSTER.

>> I GREW UP ON THIS FARM, I WAS BORN IN 1980.

>> I DIDN'T GO TO SCHOOL TO BE A FARMER.

>> I MOVED BACK TO MY FOLK'S PLACE IN GREENSBORO AND STARTED WITH A QUARTER OF AN ACRE.

>> I WENT TO COLLEGE AT NORTHEASTERN UNIVERSITY IN BOSTON, WHERE I WAS A FINANCE MAJOR.

>> COME FROM A SCIENCE BAC BACKGROUND, SO I BROUGHT THAT WITH ME, HOW TO USE SPREADSHEETS.

>> NO MATTER WHAT PATH YOU TAKE TO THE LAND, THERE'S ONE THING YOU'LL NEED TO KNOW AND THAT'S HOW TO RUN A BUSINESS.

>> STARTING ANY SMALL BUSINESS IS A NIGHTS AND WEEKENDS JOB.

SO, FARMINGS NO DIFFERENT.

>> WE STARTED THIS WITH THE PREMISE WE HAD TO BE PROFITABLE.

>> RUNNING A BUSINESS OF GROWING FOOD IS HARDER AND MOST PEOPLE START FARMS BECAUSE THEY LOVE FOOD, NOT NUMBERS.

BUT, LUCKILY, UVM HAS A GUY FOR THAT.

HIS NAME IS MARK CANNELLA.

>> I DIRECT THE UVM EXTENSION AND WE HAVE A COUPLE DIFFERENT PROGRAM TRACKS WORKING WITH FARM MANAGERS.

THE NUMBER ONE ELEMENT WE'RE TRYING TO ADDRESS IS BUSINESS MANAGEMENT IN THE CONTEXT OF FARMER.

THEY'LL SAY, HEY, THIS IS BUSINESS.

THERE'S BASIC FUNCTIONS OF FINANCIAL MANAGEMENT AND MARKETING.

WE'RE TRYING TO IMPRESS BUSINESS PLANNING.

THERE ARE WAYS TO PLAN FOR THINGS AND ANALYZE IF YOU'RE MAKING PROGRESS AND WAYS TO REPLAN AND IMPLEMENT CHANGE.

TRYING TO BUILD THAT CULTURE OF LESS OF I'M A FARMER AND I TAKE WHAT I GET TO I'M A BUSINESS MANAGER.

>> I NEVER HAD THIS IDEA THAT FARMERS SHOULD BE POOR.

I HAD THIS IDEA THAT FARMERS DO SUPER IMPORTANT WORK AND THEY SHOULD BE COMFORTABLE, SO WE STARTED OFF BY PROMOTING WHAT WE DID AND CHARGING ENOUGH AND WE WERE PROFITABLE FROM DAY ONE.

>> WHEN WE'RE TRYING TO IMPRESS UPON PEOPLE FINANCIAL LITERACY.

>> IT'S NOT SOMETHING I ENJOY DOING, I'D RATHER BE BURIED IN THE WEEDS AND PLANTS.

>> THERE'S AN OPPORTUNITY TO MAKE OR LOSE MONEY IN FARMING.

>> LEARNING HOW TO FIT ALL THE PIECES OF OUR BUSINESS TOGETHER IN A WAY THAT WORKS SO WE CAN LIVE A GOOD LIFE.

>> EVERYBODY'S SITUATION IS DIFFERENT WHETHER THEY SUCCEED OR FAIL.

YOU NEVER KNOW WHAT THE ASSETS AND LIABILITIES ARE.

ONE THING I SEE IS ANY BUSINESS REQUIRES HARD WORK.

>> ONE OF THE CHALLENGES WE SEE WITH NEW FARMS OR BEGINNING FARMS IS SOMEBODY MISMATCHING THE BUSINESS EXPECTATION ON THE SCALE OF THE FARM.

FARMING OFTEN DOES BETTER AT A BIT OF A LARGER SCALE.

WE SEE A LOT OF FARMS AND THEY'RE NOT AT A SWEET SPOT FOR THEIR BUSINESS MODEL.

>> WE'VE EXPERIENCED EVERY SCALE.

I LIKE THE CONTRAST BETWEEN THE DIFFERENT SCALES.

>> I'D LIKE TO BE UP IN THE 20-PLUS ACRES BECAUSE THERE ARE EFFICIENCIES YOU CAN GAIN.

>> I THINK WE'RE SORT OF AT THE VERY TOP OF THE PLATEAU NOW AND WE'RE GOING TO BE PROFITABLE FOR THE NEXT 20 YEARS.

[LAUGHTER] >> WE HAVE A LOT OF PEOPLE THAT CALL US AND WANT TO TALK ABOUT BUSINESS AND WE SEND THEM AN APPLICATION AND THEN THEY SAY, OH, I'M GOING TO HAVE TO COMMIT TO SOMETHING?

AND WE GIVE THEM HOMEWORK.

WE WANT YOU TO GET YOUR RECORDS IN ORDER AND LOOK AT YOUR COSTS AND SEE IF YOUR FEED COSTS ARE IN LINE AND THAT -- ONCE THAT KIND OF ANALYSIS STARTS TO HAPPEN, IT'S CLEAR THAT FOR SOME PEOPLE, MANAGING BY PAPER AND CALCULATOR AND PLANNING IS NOT THEIR -- NOT THEIR NORMAL HABIT.

>> UNDERSTAND YOUR RESOURCES, YOUR LAND BASE AND YOUR OWN SKILLS AND WHAT THINGS ARE REALLY IMPORTANT TO YOU, THAT YOU KEEP DOING AND WHAT THINGS YOU'RE OKAY WITH FARMING OUT TO OTHER PEOPLE.

HIRE AN ACCOUNTANT OR WHATEVER.

YOU DON'T NEED TO LEARN QUICKBOOKS.

>> THEY FOUND THAT THEY HAVE TO BE REALLY GOOD FARMERS AND MARKETERS.

>> THE HARDEST PART IS SELLING IT.

PEOPLE LOVE TO GROW THINGS BUT THEY DON'T WANT TO SELL THEM OR LEARN HOW TO SELL IT.

WHY GROW IT IF YOU'RE NOT GOING TO SELL IT?

THAT'S A WHOLE OTHER STRETCH OF SKILLS.

IT DOESN'T HAVE TO BE YOU.

IF YOU DON'T LIKE MARKETING, YOU FIND SOMEBODY TO DO THAT.

>> SAVE MONEY, AS MUCH MONEY AS YOU CAN, INVEST IT WISELY.

>> IT REQUIRES A FOCUS FROM ME AND THE TEAM, ON MONEY.

LIKE, YOU HAVE TO BE VERY IN TUNED TO MONEY.

>> EVERYBODY LIKES TO TALK ABOUT ACCESS TO CAPITAL.

WHAT YOU'LL HEAR IS THAT THERE'S A PRETTY ABUNDANT FLOW OF CAPITAL IN VERMONT AVAILABLE TO VIABLE BUSINESS IDEAS.

SO, THE SHORTAGE IS NOT NECESSARILY IN THE CAPITAL, IT'S IN HAVING BUSINESS MODELS THAT CAN PROVE TO BE VIABLE.

>> PEOPLE THINK THEY'RE GOING TO GROW VEGETABLES AND NOT THINK ABOUT MONEY AT ALL, THAT'S TOUGH, I THINK.

WE'VE HAD TO REALLY HAD THAT BE A FOCUS ALL ALONG THE WAY.

IT CREATES FREEDOM.

IF YOU'RE SUCCESSFUL IN THAT WAY AND YOU'RE COMFORTABLE, THEN YOU'RE FREE TO DO NEW PROJECTS, TRY THINGS.

DONATE A LOT OF THINGS TO DIFFERENT CAUSES AND THAT FEELS REALLY GOOD.

THAT'S A GOOD PLACE TO BE.

>>> WELL, YOU HEARD IT FROM BOTH THOSE THAT DO AND THOSE THAT TEACH.

FARMING AIN'T EASY.

WE'RE LUCKY IN VERMONT, BECAUSE WE HAVE PEOPLE THAT WANT TO PUT IN THE HARD WORK AND A LOT OF SMART FOLKS WILLING TO HELP THEM OUT.

>> A LOT OF TIMES, I WORK WITH FARMERS AND SAY I'M YOUR GLORIFIED AGRICULTURAL SECRETARY.

I'M GOING TO SCHEDULE MEETINGS AND HOLD YOU ACCOUNTABLE.

>> SO, WE JUST SAW HOW OUR AGRICULTURAL LANDSCAPE LOOKS IN VERMONT, WHERE OUR FOOD IS COMING FROM, WHO'S GROWING IT.

WITH ALL THESE PASSIONATE PEOPLE WORKING TOGETHER, THE BUSINESS OF GROWING LOCAL FOOD SHOULD KEEP ON GROWING.

BUT ONCE IT'S GROWN, WHERE DOES I FOOD GO SO OUR FARMERS CAN MAKE A BUCK?

WELL, ONE ROUTE IS PROCESSING AND THAT'S THE NEXT STEP WE'LL BE TAKING A CLOSER LOOK AT.

>>> SO, JOIN US.

>> WHEN YOU HEAR THE WORD, PROCESSED FOODS, WHAT COMES TO MIND?

>> I THINK OF, LIKE, CHEETOS AND MCDONALD'S.

>> I KNOW.

YOU'RE ALREADY THINKING ABOUT FRUIT SNACKS, RIGHT?

>> THEY HAVE A DREAM ABOUT THEIR OWN FOOD BUSINESS AND THEY LEARN ABOUT FOOD SAFETY AND NUTRITIONAL LABELING.

>> A LOT OF WHAT WE CALL VALUE-ADDED PRODUCTS.

>> SPECIALTY CHEESE IS THE FASTEST-GROWING INDUSTRY.

>> LET'S ADD VALUE TO IT.

>>> PRODUCTION OF "LOCAL MOTIVE" IS SUPPORTED BY BEN AND JERRY'S, CITY MARKET, GARDENER'S SUPPLY COMPANY, HANOVER CO-OPRR FOOD STORES, PRICE CHOPPER, UVM DINING.

THE VERMONT COMMUNITY FOUNDATION.

VERMONT "FARM TO PLATE" NETWORK.

BSECU.