Today is National Agricultural Day and to celebrate we wanted to create an opportunity to learn about marketing and finance programs available to farmers and producers to help our local business grow. I hope each of you will take the opportunity to connect with our speakers and network with each other.
4. ORGANIZATION
Office of the
Director
Animal Health
Plant
Industries
Grain
Inspection &
Warehousing
Weights,
Measures &
Consumer
Protection
Agriculture
Business
Development
6. AGRICULTURE BUSINESS DEVELOPMENT (ABD)
Ò AgriMissouri “MO Grown”
Ò Farm to School Program
Ò Market News
Ò Missouri Agricultural and Small Business
Development Authority (MASBDA)
Ò Domestic & International Marketing
Ò Agricultural Stewardship Assurance Program
(ASAP)
Ò Foreign Offices
10. Ò Missouri Beef
É Beef Initiative Grants
Ò Youth in Agriculture
É Life Sciences Quest
Ò Farm Safety & Sustainability
É Agricultural Stewardship Assurance Program (ASAP)
11. Connecting producers to consumers and consumers to agriculture.
Melissa Miller
Marketing Specialist – Livestock
Melissa.miller@mda.mo.gov
(573) 751-5613
Kayla Otto
Marketing Specialist – Forestry Products
Kayla.otto@mda.mo.gov
(573) 751-7213
Alan Freeman
Marketing Specialist – Special Projects
Alan.freeman@mda.mo.gov
(573) 526-4620
Brenda Verslues
International Marketing Manager
Brenda.verslues@mda.mo.gov
(573) 522-9560
Kellyn Freeman
Marketing Specialist – Food & Beverage
Kellyn.freeman@mda.mo.gov
(573) 526-4849
Casey Chasteen
Marketing Specialist – Grains
Casey.chasteen@mda.mo.gov
(573) 751-8187
Jennifer Dudenhoeffer
Marketing Specialist – Food & Beverage
Jennifer.dudenhoeffer@mda.mo.gov
(573) 751-5611
John Knudsen
Farm Programs Manager – ASAP
John.knudsen@mda.mo.gov
(573) 751-2539
Kurt Olsen
Dairy Development Coordinator
Kurt.olsen@mda.mo.gov
(573) 291-5704
15. Benefits of Exporting
Missouri Agribusiness Marketing Forum
• 95% of the world’s consumers live outside the U.S.
• Increase sales
• Diversify market risk: Sluggish sales at home/booming
sales abroad
• Overseas markets continue to open
• Free Trade Agreements
• Increasing middle class
• Developing demands for different products
16. Benefits of Exporting
Missouri Agribusiness Marketing Forum
• US manufacturers have a competitive advantage
• Quality, Safety, Consistency
• Highly advanced agricultural system, food
processing, manufacturing, and processing
• Extend product life cycles
• Find new markets and uses for products
• Use idle capacity and reduce unit costs
17. Benefits of Exporting
Missouri Agribusiness Marketing Forum
Smaller companies can be successful exporters, too!
• Competitive advantages
• Unique, in-demand products
• Only 1% of US small businesses export, and
more than half only export to one country
18. Who is Food Export-Midwest?
Missouri Agribusiness Marketing Forum
Mission: To promote the export of
Midwestern food and agriculture products
through our programs and services.
• Private, non-profit trade association
• Members = State Agricultural Promotion
Agencies
• Work with Midwest producers
• Focus on small- and medium-sized producers
19. USDA – FAS - MAP
• Partner with Foreign Agricultural Service (FAS), an agency of
the United States Department of Agriculture (USDA)
• Market Access Program (MAP) Funding, $200 million annually
for approximately 65 different agricultural groups.
• Promotional activities under FAS programs are carried out by
Food Export-Midwest, other state regional trade groups,
agricultural trade associations, and cooperative groups
Missouri Agribusiness Marketing Forum
21. Our Midwest Member States
Missouri Agribusiness Marketing Forum
§ Illinois Dept. of Agriculture
§ Iowa Dept. of Agriculture and Land Stewardship
§ Indiana State Dept. of Agriculture
§ Kansas Dept. of Agriculture
§ Michigan Dept. of Agriculture & Rural Development
§ Minnesota Dept. of Agriculture
§ Missouri Dept. of Agriculture
§ Nebraska Dept. of Agriculture
§ North Dakota Dept. of Agriculture
§ Ohio Dept. of Development
§ South Dakota Dept. of Agriculture
§ Wisconsin Dept. of Agriculture
22. Missouri and Midwestern Products
Focus on products that are value-
added, consumer-oriented
• Branded food products
ü Snack Food
ü Convenience Food
ü Natural Products
ü Specialty Foods
• Private Label
• Food Ingredients
• Foodservice Products
• Feed Ingredients
• Other Value-Added Agricultural Products
• Seafood
Missouri Agribusiness Marketing Forum
23. Missouri Agribusiness Marketing Forum
In-Market Representatives
• Brazil
• Chile
• China
• Colombia
• Hong Kong/Macau
• India
• Japan
• Korea
• Mexico
• Southeast Asia
• Taiwan
• Vietnam
• Canada
• Caribbean
• Costa Rica
• France
• Germany
• Guatemala
• United Kingdom
• Middle East
24. Providing Missouri and Midwestern
agri-business companies the services they need
to achieve export success focused on:
1. Exporter Education
2. Market Entry
3. Market Promotion
Programs and Services
Missouri Agribusiness Marketing Forum
25. Exporter Education
Tools that provide the framework for export success
• Newsletters
• Export Essentials
• Food Export HelplineTM
• Educational Seminars and Webinars
Missouri Agribusiness Marketing Forum
26. Customized services that identify the right markets for
products and establish relationships.
• Buyers Missions
• Online Product Catalog
• Market Builder
• Food Show PLUS!TM
• Focused Trade Missions
• Food Export Advisor Program
Market Entry
Missouri Agribusiness Marketing Forum
27. Upcoming Buyers Missions
Missouri Agribusiness Marketing Forum
Sweets & Snacks Buyers Mission
May 23-25, 2016
Chicago, IL
Midwest Buyers Mission
August 1-4, 2016
Lansing, MI; Madison, WI; Chicago, IL
NAFTA Seminar & Buyers Mission
October 27-28, 2016
Chicago, IL
28. Branded Program
50% More International Marketing
Market Promotion
Missouri Agribusiness Marketing Forum
29. What are the requirements?
• U.S. food & agricultural products only
o minimum 50% US agricultural content
• Products not covered by another industry group
• Small companies only (<500 employees) or agricultural cooperatives
Branded Program
Missouri Agribusiness Marketing Forum
What is the Branded Program?
• Cost-share assistance for products sold in foreign markets
• 50% reimbursement of eligible expenses
30. • Advertisements and publications
• Public relations and seminars
• Promotions and demonstrations
• International tradeshows
- including limited travel costs
• Certain tradeshows held in the U.S.
• Package and label changes
What are Eligible Expenses
Missouri Agribusiness Marketing Forum
31. Missouri Agribusiness Marketing Forum
Application Process
Pre-
Qualification
Application
Application
Approval
Contract
into the
Program
Go
through
with
Activities
Reimbursement
claims
Reimbursement
check
Apply Annually
Apply Early
35. University of Missouri Extension is a
valued and trusted educational solution to
improve the quality of life in Missouri, the
nation and the world.
Vision
36. Our distinct land grant mission is to
improve lives, communities and
economies by producing relevant, reliable
and responsive educational strategies
that enhance access to the resources
and research of the University of
Missouri.
Mission
37. The Morrill Act of 1862 established the
University of Missouri as a land-grant
university. The act gave grants of land to
states with the provision that proceeds
from the sale of those lands be used to
establish public colleges or universities to
educate citizens in agriculture, home
economics, mechanical arts and other
practical professions.
History
38. The Morrill Act of 1890, which established
Lincoln University, provided additional funds to
ensure that the land grants were open to
all citizens without regard to race.
In 1887, the Hatch Act established agricultural
experiment stations at land-grant universities.
The University of Missouri currently conducts
research to aid agricultural producers and to
ensure a safe food supply at 16
research farms and centers around the state.
39. The Smith-Lever Act of 1914 established
the Cooperative Agricultural Extension
Service, a partnership among federal,
state and county governments allowing
universities to extend their programs to
all people — not just students.
4-H became a part of Cooperative
Extension in 1927
41. Faculty and staff
Amy Patillo, Ed.D.
ASSISTANT EXTENSION PROFESSIONAL & COMMUNITY DEVELOPMENT
SPECIALIST & CPD, HOWELL COUNTY, SW REGION
Phone: 417-256-2391 Fax: 573-884-5787
Email: patilloa@missouri.edu
Greg Carter Ed.D
ASSOC EXTENSION PROFESSIONAL & 4-H YOUTH SPECIALIST CO,
Email: CarterGA@missouri.edu
Sarah Kenyon
AGRONOMY SPECIALIST HOWELL COUNTY
Email: kenyons@missouri.edu
Willis Mushrush
ASSOC. EXT. PROFESSIONAL & BUS. DEV. SPECIALIST HOWELL COUNTY
Email: MushrushW@missouri.edu
Howell County Extension
42. Brandi Sutherland
NUTRITION PROGRAM ASSOCIATE, HOWELL COUNTY, SW REGION
Email: sutherlandb@umsystem.edu
Randall Wiedmeier
EXTENSION PROFESSIONAL & LIVESTOCK SPECIALIST, HOWELL CO
Email: wiedmeierr@missouri.edu
Stephanie Johnson
NUTRITION SPECIALIST, HOWELL COUNTY
Email: johnsonstephanie@missouri.edu
Office support staff for MU Extension in Howell County
Teresa Uminn
COUNTY OFFICE SUPPORT STAFF
Email: uminnt@missouri.edu
Tammy Woodworth
COUNTY OFFICE SUPPORT STAFF
Email: woodwortht@missouri.edu
43. Jeff Barber, LEED AP architect
HOUSING & ENVIRON DES SPEC SW, GREEN CO AND INTERIM STATE SPECIALIST
ARCHITECTURAL STUDIES
Phone: 417-881-8909 Fax: 417-823-4818
Email: barberj@missouri.edu
David L. Burton
ASSOC EXTENSION PROFESSIONAL, CIVIC COMMUNICATIONS SPECIALIST
Phone: 417-881-8909 Fax: 417-823-4818
Email: burtond@missouri.edu
Patrick Byers
ASSOC EXTENSION PROFESSIONAL & HORTICULTURE SPECIALIST, GREENE COUNTY
Phone: 417-881-8909 Fax: 417-823-4818
Email: byerspl@missouri.edu
Angie Fletcher
HUMAN DEV & FAMILY SCIENCE SPECIALIST
Phone: 417-967-4545 Fax: 417-967-4707
Email: fletchera@missouri.edu
Also serving MU Extension in Howell
County
44. Theresa Fossett
REGIONAL COORD. FNP., SW REGION
Phone: 417-886-2059 Fax: 417-886-2257
Email: fossettt@missouri.edu
Stacy Hambelton
AGRICULTURE BUSINESS SPECIALIST & CO PRO DIR, OZARK COUNTY
Phone: 417-679-3525 Fax: 417-679-3209
Email: HambeltonS@missouri.edu
Kay Lewis
AFTERSCHOOL REGIONAL EDUCATOR
Phone: 573-239-5224 Fax: 573-884-4225
Email: lewiskc@umsystem.edu
Ted Probert
ASSOC EXT PROF, DAIRY SPECIALIST, WRIGHT COUNTY,
Phone: 417-547-7545 Fax: 417-741-6142
Email: ProbertT@missouri.edu
Robert A. (Bob) Schultheis
ASSOC. EXT. PROF. NATURAL RESOURCE ENGINEER, WEBSTER CO
Phone: 417-859-2044 Fax: 417-468-2086
Email: SchultheisR@missouri.edu
45. If your business or organization plans to apply for conservation
program or grant funding through the USDA Natural Resources
Conservation Service (NRCS) and you use an Employer
Identification Number (EIN), also referred to as a Tax
Identification Number (TIN), you will need a Data Universal
Numbering System (DUNS) number and be registered with the
System for Award Management (SAM). The DUNS number is
required for any federal contract application and applicants must
register with SAM to receive payments. If you apply as an
individual and use your social security number as your EIN, you
DO NOT need to obtain a DUNS number or SAM.
New Requirements for Agriculture
46. All entities using an EIN and doing business with NRCS must
have a DUNS number and current registration in the SAM
database. This requirement pertains to ALL financial
assistance, easement programs, and watershed programs,
as well as grants, cooperative agreements, and
contribution agreements. NRCS requires applicants to obtain
the required registrations when applying for programs.
Applications cannot be fully processed without this information.
There is NO cost for registration. If you already have a DUNS
number, you do not need a new one for NRCS.
Source: http://www.nrcs.usda.gov/wps/portal/nrcs/detail/ks/
programs/farmbill/?cid=stelprdb1185776
47. • Get A DUNS Number
http://fedgov.dnb.com/webform/newReq.do
• Register in System for Awards Management (SAM)
http://sam.gov
(legal name must be exact to previous NRCS records)
Registration
49. • State Office University of Missouri College of Engineering
• 13 SBTDC Offices Throughout the State through
partnerships with colleges and universities
• 18 Business Development Specialist located at University of
Missouri County Extension Offices
• Missouri Procurement Technical Assistance Center
(MOPTAC)
• Missouri Federal and State Technology Partnership
(MOFAST)
• Workforce Development/Career Options
Missouri Business Development
Network
50. Examples of Counseling Services
• Budget Forecasts
• Record Keeping
• Licensing and Tax Requirements
• Market Planning and Advertising
• Financial Ratio Analysis
• Human Resource Planning
• Business Information and Demographics
• Business Expansion, Acquisition and Merger
• Developing the Business Plan
• Sources of Capital
• Business Feasibility
Small Business & Technology Development
Centers (SBTDC)
51. • How to Start and Manage Your Own Business
• Developing the Business Plan
• Developing Supervision Skills
• Basics of Marketing
• How to Give Exceptional Customer Service
• Human Resource Management
• QuickBooks Pro
• Understanding Financial Statements
SBTDC Examples of Programs
57. • Small Business Development Centers
(SBDCs)
• Free face-to-face business counseling & low-cost
training
• Help with: business plans, financing, marketing,
and more…
• Find one nearby: http://americassbdc.org/
Counseling/Training Resources
58. SCORE (www.score.org)
• Free small business advice
• Find a mentor in your area
• Low, or no-cost classes
• Downloadable business plan templates
http://www.score.org/resources/tab-a
Counseling/Training Resources
59. • Veterans Business Outreach Centers
• Women’s Business Centers
• Small Business Resource Centers
• State/County Economic Development Centers
• Procurement Technical Assistance Centers
• Small Business Administration District Offices
Counseling/Training Resources
60. Get the latest business info at www.sba.gov
• Easy access to info on major SBA programs
(Counseling and Training, Loans & Grants, Contracting,
etc.)
• Enhanced search functionality
• “SBA Direct” – customized information based on
business type, geography and other needs
• “Local Assistance” – find the nearest business
resources in your community
Online Resources – SBA website
61. Free Online Training
• SBA Website (www.sba.gov): Learning Center link or
http://www.sba.gov/training
• List of courses constantly updated
• Current lineup includes:
• How to Write a Business Plan
• Marketing 101: A Guide to Winning Customers
• Introduction to Crowdfunding for Entrepreneurs
Online Resources – SBA website
63. • U.S. Government is the world’s largest
buyer of goods and services
• Government contracting purchases total
approximately $500 billion a year
• Federal agencies required to establish small
business contracting goals
Visit www.fedbizopps.gov to find out about
upcoming federal government contracts
The Numbers
64. • Ensuring small businesses receive a fair
share of contracts
• Set asides for certain types of small
businesses (including Veteran-owned ,
Service Disabled Veteran-owned & Woman
Owned small businesses)
• Classes, workshops and counseling by
SBA district offices and resource partners
How the SBA helps with
Government Contrac2ng
65. Small Business
• 500 employees for most manufacturing and mining
industries
• 100 employees for all wholesale trade industries
• $5 million for most retail and service industries
• $17 million for most general & heavy construction
industries
• $7 million for all special trade contractors
• $0.5 million for most agricultural industries
Doing Business with the Government
66. • Get Certified
• Start Small
• Don’t forget about sub-contracting opportunities
• Find a mentor with experience in this area
• Leverage available training
• Build relationships
Doing Business with the Government
67. • Veteran-owned (VOSB) and Service-Disabled
Veteran-owned (SDVOSB) Small Business
• Women-owned Small Business
• Small Disadvantaged Business
• 8(a) Business Development
• Historically Underutilized Business Zone
(HUBZone)
http://www.sba.gov/contracting
SBA Contrac2ng Cer2fica2ons
74. 7(a) Loan Program
Ø Most used SBA Loan Program
Ø Wide range of financing needs
Ø Funding for start-up businesses
Ø Purchase exis2ng business
Ø Expand/renovate facili2es
Ø Finance working capital/receivables
Ø Construc2on
Ø Refinancing*
Ø Original purpose must have been eligible
Ø Must be on Unreasonable Terms
Ø 10% improvement to cash flow
Ø Same Bank debt must be current (29 days) in last 36 months
Ø Must benefit the Borrower
96. USDA Rural Development
• Mission: increase economic opportunities
and improve quality of life in rural America
• Assist rural individuals, communities and
businesses
• Financial and technical assistance
97. Funding Opportunities
• Several Potential Funding Programs
• Assist Different Types of Entities
• For Profit/ Non-Profit
• Public Bodies
• Business or Community?
98. Rural Business Programs
• Rural Energy for America Program (REAP)
• Business & Industry Guaranteed Loans
• Intermediary Relending Program
• Rural Business Development Grants
• Value Added Producer Grants
• Rural Cooperative Development Grants
99. Rural Energy for America Program
(REAP)
• Farmers and rural small businesses eligible
• Purchase renewable energy system or make
energy efficiency improvements
• Grant is 25% cost share, up to $500,000
• Guaranteed Loans available
100. Rural Energy for America Program
(REAP)
• Grain dryer
replacement
• Biomass furnaces
(thermal conversion)
• Geothermal (heat
pump) HVAC
• Anaerobic digesters
• Solar
• Small wind
• Biomass pelletizer (mfg
pellet fuel)
• Energy Efficiency building
improvements (lights,
insulation, windows, HVAC)
101. Business & Industry Guaranteed Loans
• Guarantees up 80% of loans made by banks/
Farm Credit System lenders
• Job creation/retention in rural areas
• Most businesses are eligible (not ag
production)
• Loans up to $25 million
103. Intermediary Relending Program
• Eligible for public bodies or non-profits
• 1% interest, 30-year loan
• Intermediary uses IRP loan from USDA and
matching funds to set up Revolving Loan Fund
• Small business or community projects
104. Intermediary Relending Program
Active Revolving Loan Fund Intermediaries in Missouri:
• Missouri Agricultural & Small Business Development
Authority (MO Dept. of Ag)
• Meramec Regional Planning Commission (St. James)
• Green Hills Regional Planning Commission (Trenton)
• Resources for Missouri Inc. (RMI; Jefferson City)
105. Rural Business
Development Grant
• Grants made to public bodies or non-profit
entities
• Support the development of small and emerging
business enterprises in rural areas
• Funding for infrastructure or technical assistance
106. Rural Business
Development Grant
• Funding can be competitive
• Average grant is $25,000 +/-
• Competitive priority determined by
population and economic conditions in the
area, jobs created, and commitment from
other funding sources
107. Rural Business
Development Grant
• Utility connection
• Equipment
• Street/road to project site
• Feasibility studies
• Technical assistance to small business
108. Value Added Producer Grants
• Value is added to ag commodity by
producer
• Change in physical state
• Example: Milk processed into cheese,
butter, and cream
109. Value Added Producer Grants
Other eligible Value-Added projects:
• Locally produced ag food product marketing
• Produced in a manner which enhances value
(examples: Organic; free-range chicken eggs)
• Product segregation (ex. Non-GMO)
• Farm-based renewable energy
110. Value Added Producer Grants
Grant funds for:
• Business planning (market feasibility,
business plan) or Working Capital
• $75,000 (planning)/ $250,000 Working Cap.
• Dollar-for-dollar match (50% cost share)
111. Rural Cooperative Development Grant
• USDA makes grant to rural cooperative development
center (non-profit, state/local agency, university)
• The center provides technical assistance, training,
counseling to groups of ag producers
• Help form cooperative, increase market share, identify
new markets, increase profits
• Missouri Enterprise operates rural cooperative
development center (Rolla)