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Developed by the University of Wisconsin Extension’s Emerging Ag Markets (EAM) Team and the Wisconsin Department of Agriculture, Trade & Consumer Protection A Resource for Direct Market Meat Producers in Wisconsin revised October 2004 A3809

Transcript of October 2004 revised - Division of Extension...Meat by Livestock Producers Overview provided by Dr....

Page 1: October 2004 revised - Division of Extension...Meat by Livestock Producers Overview provided by Dr. Dennis Buege, Extension Meat Specialist, UW-Madison There is much interest among

Developed by the University of Wisconsin Extension'sEmerging Ag Markets (EAM) Team

and the Wisconsin Department of Agriculture, Trade & Consumer Protection

A Resource for Direct Market Meat Producers in Wisconsin

revisedOctober 2004

A3809

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Table of ContentsEditor�s Note ____________________________________2Introduction ______________________________________3Food Safety and Regulations ____________________________5

Rules on Sale of Animals and Meat by Livestock Producers ....................................................................6Guidelines Regarding: Animal and Carcass Sale, Meat Processing and Sales Restrictions......................7DATCP Brochure: Direct Marketing Meat and Poultry ............................................................................8DATCP Brochure: Wisconsin� State Meat Inspection Program ..............................................................10DATCP Brochure: Wisconsin Retail Meat Label Requirements..............................................................12Department of Agriculture, Trade & Consumer Protection (DATCP) Rules and Regulations................14Chapter 97 Food Regulation ....................................................................................................................14Chapter ACTP 55......................................................................................................................................21Meat Labeling ..........................................................................................................................................32USDA Guide to Safe Food Handling Labels ..........................................................................................34Controlling Chemical Residues in Livestock and Meat ..........................................................................36Safety of Cured Pork Products ................................................................................................................41

Meat Processing __________________________________43Directory of Smaller Scale State-Inspected and USDA-Inspected Slaughter Plants in Wisconsin ........44Directory of State Custom-Exempt ........................................................................................................48Processing Plant Statistics from the Bureau of Meat Safety & Inspection..............................................50Working with Your Meat Processor..........................................................................................................51How Much Meat Will You Take Home? ..................................................................................................53Meat Processing Terminology ..................................................................................................................56The Nutrient Composition of Meat Cuts..................................................................................................58Nutritive Content of Alternative Red Meat Products ..............................................................................62Nutritional Influences on Pork Quality ....................................................................................................67Beef Retail Cuts from NCBA ..................................................................................................................75Pork Retail Cuts from NPPC....................................................................................................................76Aging of Beef ..........................................................................................................................................77Sausage Recipes and Procedures..............................................................................................................84

Marketing ______________________________________87Direct Meat Marketing by Livestock Producers ......................................................................................88Doing Your Own Market Research ..........................................................................................................90Promote Yourself! ....................................................................................................................................94Pricing Your Meat Products....................................................................................................................100Cooperative Strategies ............................................................................................................................105Natural Meat ..........................................................................................................................................107Organic Meats ........................................................................................................................................108Organic Pork Standards ..........................................................................................................................109Ethnic Marketing of Pork ......................................................................................................................117Agricultural Development and Diversification (ADD)..........................................................................121

Contacts/Resources ________________________________129

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Editor�s NNoteAbout Direct Marketing MeatBy Greg Lawless, Extension Outreach Specialist, UW Center for Cooperatives

The Wisconsin Department of Agriculture, Trade and Consumer Protection (DATCP) received a USDAgrant in 2001 to support direct marketing of meat products by Wisconsin producers. This Federal-StateMarket Improvement Program (FSMIP) grant included funds to support producer education. In thataspect of the grant, DATCP partnered with the Emerging Agricultural Markets (EAM) Team ofUniversity of Wisconsin Extension (UWEX).

In 2001-02 DATCP and the EAM Team fulfilled the educational commitments of the grant by putting onfour �meat marketing workshops� around the state. These workshops were well attended and receivedvery favorable evaluations from producer participants. At the end of the grant period there was still amodest amount of funds left unspent, and we decided to put those funds toward this publication.

This book is built around information presented at the meat marketing workshops. Articles by UWEXfaculty on Market Research, Promotion, Pricing, and Working with Your Processor came directly fromthose workshops and are published here for the first time. We have also compiled in this book manyother articles and publications that relate to direct marketing of meat products.

This book is intended to support producers who direct market beef, pork, lamb and poultry, as well asless traditional meats from bison, ostrich, and other alternative species. In some cases we providedarticles specific to one species, but these articles were chosen because they offer information and insightsthat could benefit all kinds of livestock producers. The four �Facts� sheets from the National Pork Boardare a case in point.

Readers should be aware that this booklet represents an aggregation of information from many differentsources, some of it reproduced several years after it originally appeared. If there is any contradiction orconfusion that arises between the various sources, particularly with respect to the ever-changingregulatory environment, readers are encouraged to contact DATCP directly for the latest and mostaccurate information.

We are very grateful to Dr. Dennis Buege, Extension Meat Specialist of the University of Wisconsin-Madison. He submitted numerous articles of his own and pointed us toward many other materials fromstate and industry sources. We also thank Terry Burkhardt and his colleagues at DATCP for providingstate statues, brochures and other resources for inclusion in this publication.

Direct Marketing Meat was produced under a very short timeframe, and we are especially grateful toLaurie Lawrence of DATCP for helping us to put it all together in an attractive format.

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Introduction By Rose Skora, UW Extension AgriculturalAgent for Racine and Kenosha Counties

Wisconsin�s rich agricultural history has manyfocuses � including our diverse dairy industry,crops, fruit production and livestock production.While livestock production in Wisconsin hasn�tgained the notoriety that dairy has, livestockcontinues to be an important aspect ofagriculture in our state.

Challenges with low commodity prices andconcentration of livestock production can leadto economic difficulties for livestock producers.Both livestock numbers and the number oflivestock farmers are dropping in the state ofWisconsin. Reasons for the loss of farmers isvery evident when looking at some of theeconomic realities related to farming. Forexample, in 1946, livestock producers received73 cents of the consumer dollar that was spendon meat products. This number fell to 52 centsin 1956 and only 12 cents of the consumerdollar went to farmers in 1998. Figure 1 showshow pork producers market share has declinedover the last forty years.

Despite some of the hardships currently facingWisconsin�s livestock producers, there exists theopportunity for farmers to take back a largershare of the consumer dollar and be paid fairlyand adequately for the work that goes intoproducing high quality meat products. Whiledirect marketing of meat products is not a newconcept today more farmers are looking atturning to direct marketing as a means ofboosting income and profitability.

The opportunity to direct market meat productsis gaining momentum. Many consumers arelooking for a connection to the farmer thatproduces their food. Additionally, concernsabout healthy eating and the safety and flavor ofmeat products are motivating consumers to findthe direct link between the food they eat and thefarmers who produce it.

While direct marketing of meat faces someunique challenges (issues with processing,finding markets for less desirable cuts,developing meat products that are desirable fora fast-paced quick food society) thesechallenges can be overcome. Direct marketingcan take many forms. Farmers have theopportunity to form co-ops, sell directly torestaurants and grocery stores, and sell at

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Figure 1: Pork: Retail Price and Shares: 1960-01.

Producers and Packers are losing market share.

Source: Dr. Ron Plain, University of Missouri

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farmer�s markets or at an on-farm store. Thepossibilities for direct marketing meat arenumerous and continue to expand.

While direct marketing meat can be a successfulway for farmers to maintain viable farmingoperations, it does also mean a different way ofdoing business. The job doesn�t end whenanimals are shipped to market. In truth, thework just begins. Farmers or family memberswill need to develop or discover withinthemselves the skills needed to be a successfulmarketer. Direct marketing can and will be ameans for your farming operation to have asustainable future. You will be offeringyour consumers a unique, high-qualityproduct, in addition to great service, andfaith in a healthy, safe product.

References:USDA, ERS Publication FoodReview:Consumer-Driven Agriculture, Vol. 25, No. 1,May 2002.

Marketing of Agricultural Products, 8th edition,Richard L.Kohls and Joseph N. Uhl, PrenticeHall 1998.

Alternative Meat Marketing (LivestockTechnical Note): Appropriate TechnologyTransfer for Rural Areas (ATTRA)

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Food Safety&

Regulation

Food Safety&

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Food SSafety aandRegulationsIn this section we present an assortment ofdocuments related to food safety and state andfederal regulations. Two short overviews ofthese issues by Dr. Dennis Buege (below andnext page) are followed by a table of guidelinesfrom DATCP. Then DATCP brochures ondirect marketing, meat inspection, and meatlabeling are provided, followed by two excerptsfrom Wisconsin state statutes related tolivestock processing and marketing. Two moreshort pieces about meat labeling are followedby Dr. Larry Borchert�s article about controllingchemical residues in livestock and meat.Finally, an article on the safety of cured porkproducts is offered from the National PorkProducers Council.

Dr. Buege, the Extension Meat Specialist at theUW-Madison, has summarized the complex andextensive safety and regulatory environmentthis way:

� All meat which is sold must be inspected.� All fully inspected state and federal plants

offer ante and postmortem inspection ofanimals. This satisfies meat inspectionrequirements.

� Animals slaughtered and processed foranimal owner may be slaughtered withoutinspection as long as the meat is consumedby the owner, members of the family, andnon-paying guests.

� �Custom exempt� plants do not haveslaughter inspection. If using one of theseplants, animal must be sold live tocustomer. It is possible for more than oneindividual to own a live animal.

� It is a good idea to slaughter animals underinspection for protection of customer andproducer.

� Ultimately, individual producers shouldermuch of responsibility for ensuring thesafety of our food system. It is importantto remember that safety issues andregulations change over time. To be surethat you have the latest information, contactthe Department of Agriculture, Trade andConsumer Protection.

� Of course, producers should always adhereto state and federal regulations. To furtherprotect their liability, all direct marketersshould limit their personal liability bysecuring appropriate liability insurance.

From the ATTRA Project of National Center for Appropriate Technology:

With the increase in concern over foodsafety, the producer always has a smallamount of product liability risk to dealwith. Processing livestock increases thisrisk. The closer you get to the consumerin direct marketing, the higher the liabilityrisk. For example, a ranch was asked toprovide proof of $2 million dollars ofproduct liability insurance to be able to sellat a farmers' market (20). It is importantto discuss this business consideration withyour insurance carrier to see if farmliability insurance coverage is sufficient orif additional coverage is required.

The North America Farmer DirectMarketing Association (NAFDMA) offersits members liability and loss insurancespecifically designed for direct-marketfarmers. Contact:

North American Farmers' DirectMarketing Association (NAFDMA)62 White Load Road, Southampton, MA 01073(413) 529-0386 or (888) 884-9270. Or visit: http://www.nafdma.com

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Rules on Sale of Animals and Meat by Livestock ProducersOverview provided by Dr. Dennis Buege,Extension Meat Specialist, UW-Madison

There is much interest among many farmers inselling their animals (or the meat) directly toconsumers, using our state-inspected official orcustom exempt plants. Meat inspectionregulations are confusing even to those whohave been in the industry for awhile, and evenmore so to livestock producers. Theinformation below was put together by theWisconsin Meat Safety Bureau in the fall of2001, to help and explain the regulations asthey pertain to sale of animals and meat bylivestock producers.

Direct Marketing, Sale of Meat� Producer to consumer, state statute requires

all meat sold to be inspected.� What is meat? Meat products are the

carcasses or any parts of carcasses ofanimals capable of use as human food:sides, quarters, halves, loins, steaks.

� If meat from animals is being sold, animalscannot be mobile slaughtered.

� If meat from animals is being sold, animalscannot be custom slaughtered.

� Animals are transported to state or federallyinspected slaughter plant.

� Animals are inspected (ante and postmortem) at inspected slaughter operation.

� Producers are able to sell this meat toconsumers.

� Packages of meat are labeled as Inspectedwith State or Federal legend.

� If producer is selling meat directly from thefarm, meat must be inspected and producerneeds a retail food license.

� If producer is distributing meat products torestaurants or stores, meat must beinspected and producer needs distributorregistration.

Direct Marketing, Sale of Live Animal� Producer to consumer� Animal now

owned by consumer (can be more than 1person).

� Must be whole live animal (not portions,sides, quarters, etc.).

� Agree on price with producer, not hangingweight (that is meat).

� Animal cannot be slaughtered on producer�premises.

� Animal can be slaughtered on the owner�spremises.

� Animal is transported to slaughteringfacility.

Inspected Slaughter, Processing Facility� Animal is inspected - marked

�INSPECTED AND PASSED�� Inspected products returned to consumer� Consumer pays processing fees Consume

pays processing fees� Meat products can be sold

(portions, sides, quarters, etc.)

Custom Slaughter, Processing Facility� Animal not inspected� marked

�NOT FOR SALE�� Plant operator completes custom slaughter

report, identifies animal owner or owners� Meat products cannot be sold

Meat packages marked�NOT FOR SALE�

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Guidelines Regarding: Animal and Carcass Sale, Meat Processing and Sales RestrictionsThis is an excerpt from a 1996 article in the UW Extension Direct Marketing Newsletter, written by ChrisLazaneo, Public Information Officer, DATCP Division of Food Safety, in consultation with the DATCPMeat Bureau Staff.

Meat or meat related activity RestrictionsLive animal sold for slaughter Producer may legally sell the animal, but the purchaser is

responsible for the meat processing. Meat producers may not legally slaughter or process.

Carcass sold to consumer Only government inspected carcasses may be sold

Meat sales to a restaurant or The person or business selling the meat must be state registeredsupermarket as a meat distributor, and the meat must be inspected. After

purchase, the store can legally cut, wrap, & sell the meat.

Slaughter of animals by producers Meat must be for producer�s own use or donated. The meat can or hired licensed �mobile slaughterer� not be offered for sale.

Distribution of inspected meat to Shipper and distributor registration required by state.various WI locations (including retail stores, restaurants, or other institutions).

Sale of beef or pork from Producer must be state licensed as a �retail food establishment�. a farm freezer Meat must be inspected.

Door-to-door meat sales Must be licensed as a �mobile retail food establishment.� Meat must be inspected.

State inspected meat sold Not allowed. However, non-Wisconsin residents may come into across state lines state and purchase meat from producer if for their own use.

Out-of state restaurants and retail outlets can not purchase state inspected meat for resale in another state.

Poultry sales Producer can process up to 1000 birds without inspection. Birds cannot be sold to groceries, restaurants, or across state lines.

Ethnic ritual slaughter on Not legal.producer�s property

Farmers� market sales of Must be inspected and processed at a licensed processing plant cut and wrapped meat (except rabbit and poultry under certain situations). Packages

must be properly labeled and kept frozen at 10° degrees F., or refrigerated below 40 degrees F.

Rabbit meat sold Rabbits sold retail are exempt from meat inspection regulations. directly to consumers Rabbit producers may slaughter, process, and sell directly to

consumers without a license.

Rabbit meat sales-wholesale Producers wishing to wholesale rabbit meat must be licensed as �food processors.�

Exotic meats: Emu, Ostrich Exotic meats sold directly to consumers are exempt from meat inspection regulations. These producers may slaughter, process, and sell directly to consumers without a license. Meat sold wholesale must be inspected.

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DATCP Brochure: Direct Marketing Meat and Poultry

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BrochuresBrochures

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BrochuresBrochuresDATCP Brochure: Wisconsin� State Meat Inspection Program

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BrochuresBrochuresDATCP Brochure: Wisconsin Retail Meat Label Requirements

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Department of Agriculture, Trade & Consumer Protection(DATCP)Rules and RegulationsTerry Burkhardt of DATCP recommendedincluding in this publication two sections fromstate law. Readers should refer to the associatedweb pages for the most up-to-date status ofthese regulations. Section 42 of State statute 97largely concerns inspection and licensing ofmeat plants. It is printed below and can also befound at: http://www.legis.state.wi.us/statutes/01Stat0097.pdf

Following 97.42 is the DATCP �administrativecode� for meat and meat food products, ChapterACTP 55. It is printed here in full and can alsobe found at:http://www.legis.state.wi.us/rsb/code/atcp/atcp055.pdf

Chapter 97 Food Regulation97.42 Compulsory inspection of animals,poultry and carcasses. (1) DEFINITIONS. Inthis section:

(a) �Animal� means cattle, sheep, swine, goats,farm�raised deer, horses, mules, and otherequines.

(b) �Capable of use as human food� applies toany carcass or part of a carcass of any animal orpoultry or animal or poultry product unless it isdenatured or otherwise identified as required bydepartment rules, or is naturally inedible byhumans.

(c) �Carcass� means all parts, including theviscera, of slaughtered animals and poultry thatare capable of being used for human food.

(d) �Establishment� means a plant or premises,including retail premises, where animals orpoultry are slaughtered for human consumption,or a plant or premises, including retail premises,where meat or poultry products or meat foodproducts are processed, but shall not include:

1. Establishments subject to 21 USC 451 to 695.

2. Establishments subject to county ormunicipal meat and poultry inspection if suchinspection is conducted pursuant to ordinancesand regulations which are substantiallyequivalent to this section and which areenforced with equal effectiveness, and theinspection service is specifically approved bythe department; however, sub. (2) shall apply toestablishments subject to county or municipalmeat and poultry inspection.

3. Premises of a person who is the owner of theanimals to be slaughtered or of carcasses to beprocessed, and the resulting product is forexclusive use by him or her and members of hisor her household and his or her nonpayingguests and employees.

(dm) �Farm�raised deer� has the meaning givenin s. 95.001

(1) (ag).

(e) �Inspector� means any person employed bythe department or any cooperating agency whois authorized by the department to do any workor perform any duty in connection with thedepartment�s meat and poultry inspectionprogram.

(f) �Meat broker� means any person engaged inthe business of buying or selling meat andpoultry products, or meat and poultry foodproducts on commission, or otherwisenegotiating purchases or sales of such articlesother than for the person�s own account or as anemployee of another person.

(fm) �Meat distributor� means a person who isengaged in the business of distributing in thisstate meat and poultry products at wholesale.

(g) �Meat food products� means any articlecapable of use as human food which is derivedor prepared in whole or in substantial anddefinite part from meat products or poultryproducts.

(h) �Meat products� and �poultry products�means the carcasses or any parts of carcasses ofanimals and poultry capable of use as humanfood.

(i) �Mobile processor� means a person whoprovides a meat processing service to thegeneral public for compensation other than the

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trading of services on an exchange basis, andconducts the meat processing at the premises ofthe owner of the carcasses being processed.

(j) �Mobile slaughterer� means a person whoprovides a slaughtering service to the generalpublic for compensation other than the tradingof services on an exchange basis, and conductssuch slaughtering at the premises of the ownersof the animals being slaughtered.

(k) �Official inspection mark� means thesymbol formulated under the rules of thedepartment to state that the meat, poultry orproduct was inspected pursuant to such rules.

(L) �Poultry� means any domesticated fowl,including but not limited to chickens, turkeys,geese, ducks or guineas, but shall not includecommercially produced game birds.

(m) �Unwholesome� means:

1. Unsound, injurious to health or otherwiserendered unfit for human food.

2. Consisting in whole or in part of any filthy,putrid or decomposed substance.

3. Processed, prepared, packed or held underunsanitary conditions whereby a carcass or partsthereof, or any meat or poultry product, mayhave become contaminated with filth or becomeinjurious to human health.

4. Produced in whole or in part from diseasedanimals or poultry, except when such diseasedoes not ordinarily render the carcasses of suchanimals or poultry unfit for humanconsumption, or from animals or poultry whichhave died otherwise than by slaughter.

(n) �Veterinarian� means a graduate veterinarianof an accredited school of veterinary medicinewho is qualified on the basis of training andexperience, as determined by the department.

(o) �Wholesome� means sound, healthful, cleanand otherwise fit for human food.

(2) LICENSE; CERTIFICATE OFREGISTRATION. (a) No person may operate an establishment asdefined in sub. (1) (d) without a valid licenseissued by the department for each suchestablishment. That license expires on June 30

annually. No license may be issued unless theapplicant has complied with the requirements ofthis section. The annual license fee is $200,except the annual license fee shall be $80 forthose establishments engaged only inslaughtering uninspected animals or poultry orprocessing uninspected meat as a customservice, and not in other operations subject to alicense under this section. No person may berequired to obtain a license under s. 97.29 or97.30 for activities licensed under this sectionor which is inspected under 21 USC 451 to 695.

(b) Paragraph (a) does not apply to any personoperating an establishment that only processesmeat or poultry products, or meat or poultryfood products, for sale directly to consumers atretail on the premises where the products wereprocessed if only inspected meat is permitted onthe premises and sales to restaurants andinstitutions are restricted to 25% of the volumeof meat sales or $28,800 annually, whichever isless. No person exempt from licensure underthis paragraph may sell any cured, smoked,seasoned, canned or cooked meat food productsproduced by that person to restaurants orinstitutions.

(c) No person may operate as a mobileslaughterer or as a mobile processor without anannual registration certificate issued by thedepartment, except that no registrationcertificate is required for a mobile slaughtereror a mobile processor who holds a licenseissued under par. (a). A registration certificateexpires on June 30, annually. An application foran annual registration certificate shall besubmitted on a form provided by the departmentand shall include information reasonablyrequired by the department for registrationpurposes. The department shall promulgaterules regulating mobile slaughterers and mobileprocessors, including rules related to facilities,sanitation, identification of carcasses and recordkeeping.

(d) No person may operate as a meat broker ormeat distributor without an annual registrationcertificate issued by the department, except thatno registration certificate is required for a meatbroker or a meat distributor who holds a licenseissued under par.

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(a). A registration certificate expires on June 30,annually. An application for an annualregistration certificate shall be made on a formprovided by the department and shall includeinformation reasonably required by thedepartment for registration purposes.

(3) STATE INSPECTION. (a) Examination before slaughter. For thepurpose of preventing the sale and use in thisstate of meat products and poultry productswhich are unwholesome or otherwise unfit forhuman food, the department shall cause to bemade, by inspectors who may be veterinarianson either a full�time or part�time basis undersupervision of the department, examination andinspection of all animals and poultry beforethey are slaughtered in any establishment,except as provided in pars. (d) and (em). Allanimals and poultry found on such inspection toshow symptoms of disease shall be condemnedor set apart and slaughtered separately from allother animals and poultry, and when soslaughtered the carcasses thereof shall besubject to careful examination, inspection anddisposition, in accordance with rules issued bythe department.

(b) Examination after slaughter. For thepurpose stated in par.

(a), the department shall cause to be made, byinspectors under supervision of the department,who may be veterinarians on either a full�timeor part�time basis, an examination andinspection of the carcasses and parts thereof ofall animals and poultry slaughtered at anyestablishment, except as provided in pars. (d)and (em). The carcasses and parts thereof of allanimals and poultry found to be wholesome andfit for human food shall be marked, stamped,tagged or labeled by inspectors as �Wis.Inspected and passed�. Inspectors shall mark,stamp, tag or label as �Wis. Inspected andcondemned� all carcasses and parts thereof ofanimals and poultry found to be unwholesomeor otherwise unfit for human food, and allcarcasses and parts thereof so inspected andcondemned shall be destroyed, in accordancewith rules issued by the department. Inspectionmarks, stamps, tags and labels shall beprescribed by the department and shall includethereon the identification number of theestablishment assigned by the department.

(c) Reexaminations. Inspectors shall, whendeemed advisable, reinspect carcasses, partsthereof or meat food products to determinewhether the same have become unwholesome orin any other way unfit for human food. If anycarcasses, parts thereof or meat food products,upon a reexamination, are found to beunwholesome or otherwise unfit for humanfood, they shall be destroyed, in accordancewith rules issued by the department.

(d) Custom service slaughtering. Thissubsection shall not apply to animals andpoultry slaughtered as a custom service for theowner exclusively for use by the owner andmembers of the owner�s household and theowner�s nonpaying guests and employees,unless department inspection is specificallyrequested and performed at establishmentswhere examinations before and after slaughterare required. The rules of the department shallmake provision for the furnishing of suchinspection service, subject to availability ofinspector personnel, and for the identification ofall animals and poultry custom slaughtered forthe owners thereof without departmentinspection.

(e) Periodic inspections. The department shallmake periodic inspections of construction,operation, facilities, equipment, labeling,sanitation and wholesomeness of meat andpoultry products, and meat food products atestablishments or any other premises, includingvehicles engaged in transportation of suchproducts. Inspection of products and plantoperations shall cover such operations as cuttingand boning, curing and smoking, grinding andfabrication, manufacturing, packaging, labeling,storage and transportation. Periodic inspectionsof processing operations shall be conducted asuniformly as possible among establishmentssubject to overtime inspection under sub. (4) (f)to avoid the imposition of undue inspection feesagainst any establishment. Inspections atovertime rates shall only be held wherenecessary to assure wholesomeness and safetyof products and compliance with therequirements of this section and rules of thedepartment.

(em) Slaughter of farm - raised deer. Therequirements of pars.

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(a) and (b) do not apply to the slaughter of afarm�raised deer if its meat food products arenot sold by a person holding a restaurant permitunder s. 254.64 or by an operator of a retailfood establishment, as defined under s. 97.30(1) (c). The operator of an establishment inwhich farm�raised deer, their carcasses or theirmeat food products are examined and inspectedunder this subsection shall pay the departmentfor the cost of the department�s examination andinspection.

(f) Label requirements. In addition to labelrequirements otherwise provided by law, meatfood products shall bear a label, stamp, mark ortag including thereon the official inspectionmark and identification number of theestablishment where processed. Meat andpoultry products processed and sold at retail tohousehold consumers on the premises shall notrequire official inspection marks andidentification numbers.

(4) RULES. The department may issuereasonable rules requiring or prescribing any ofthe following:

(a) The inspection before and after slaughter ofall animals and poultry killed or dressed forhuman consumption at any establishment.

(b) The inspection and marking of carcasses orparts thereof intended for human consumption,and prohibiting the unauthorized use of anyofficial inspection mark or simulation orcounterfeit thereof.

(c) The use of the official inspection mark bycounty and municipal inspection servicesapproved by the department.

(d) The seizure, retention and destruction forhuman consumption of any animal or poultry,carcasses, parts thereof, or meat food productswhich have not been inspected or passed or areunwholesome or adulterated or misbranded.

(e) The hours and days in each week whenslaughtering or processing may be conducted inany establishment subject to a license undersub. (2). The schedules so fixed shall be asnearly as possible in accord with existingindustry standards of establishments subject toinspection. However, in order to avoidexcessive costs for inspection and stay within

the limit of appropriations, the schedules mayrequire that:

1. Slaughtering or processing be conductedcontinuously during successive days and hoursof the regular workweek for state employees;

2. The rate of slaughter for the different classesof animals and poultry conform to reasonableminimums per hour;

3. Inspection of animals and poultry slaughteredas a custom service be restricted to the time ofthe regular slaughter schedule fixed for theestablishment. When inspection is provided forcustom slaughtering and custom processing theinspection shall be conducted in accordancewith sub. (3) (a) to (c) and rules prescribedunder this subsection; and

4. The department be notified a reasonable timein advance of any deviation from existingschedules or when slaughtering or processing isto be conducted at times other than thosespecified under regularly established schedules.

(em) The rate at which an operator of anestablishment that slaughters farm�raised deeror processes the meat products of farm�raiseddeer shall pay the costs of examination andinspection under sub. (3) (em) and the mannerin which the department shall collect thoseamounts.

(f) Overtime agreements with the departmentwhereby the operator of any establishmentsubject to a license under sub. (2), agrees to paythe cost for salaries, at overtime rates, and otherexpenses of department inspectors wheneverslaughtering, carcass preparation, or theprocessing of meat or poultry products or meatfood products is conducted beyond hours ordays limited under par. (e), or on Saturdays,Sundays or holidays for state employees unders. 230.35 (4), or before 6 a.m. or after 6 p.m., orin excess of 40 hours in any week. Overtimecharges for periodic inspections under sub. (3)(e) shall, insofar as possible, be limited to theminimum number of hours reasonably requiredfor the conduct of such inspections. Thedepartment may assess overtime charges underthis paragraph even though the departmentprovides compensatory time in lieu of overtimecompensation under s. 103.025.

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(g) Specifications and standards for location,construction, operation, facilities, equipmentand sanitation for any premises, establishmentor mobile facility where slaughter or processingis carried on, including custom slaughtering ofanimals or poultry and custom or retailprocessing of meat and poultry products.

(h) Conditions of sanitation under whichcarcasses, parts of carcasses, poultry and meatand poultry products shall be stored, transportedor otherwise handled by any person engaged inthe business of buying, selling, freezing,storing, transporting or processing suchproducts.

(i) Record�keeping requirements for personsengaged in slaughtering or processingoperations, or in the storage or transportation ofmeat, poultry, or meat food products, includingrecord�keeping requirements for meat brokersand the registration of meat brokers with thedepartment.

(j) Any other rules reasonably necessary to theadministration and enforcement of this section.

(4m) FEDERAL REQUIREMENTS. Except asprovided in rules promulgated under sub. (4),the operator of an establishment that is requiredto be licensed under this section shall complywith 9 CFR parts 307 to 311, 313 to 315, 317 to319, 416 and 417 and part 381 subparts G, H, I,J, K, L, O and P as they apply to federallylicensed establishments.

(5) COUNTY AND MUNICIPALINSPECTIONS. (a) The department may enter into cooperativeagreements with counties and municipalities forinspection and enforcement services required bythis section and by approved meat and poultryinspection ordinances and regulations.Employees of counties and municipalities whileperforming such inspection and enforcementwork shall have the same enforcementauthority, within such counties ormunicipalities, as that granted to the departmentand its authorized agents.

(b) No county or municipality may collect anyfees or charges for meat or poultry inspection orenforcement from any licensee under thissection, except for overtime inspection workand the inspection of farm�raised deer. Charges

for overtime or for the inspection offarm�raised deer shall be on the same basis asand shall not exceed charges for overtime workor for the inspection of farm�raised deerprescribed by this section or by the rules of thedepartment.

(6) PROHIBITIONS.(a) No person shall slaughter any animals orpoultry for the purpose of selling the meatproducts or poultry products thereof for humanfood, or sell, offer for sale or have in his or herpossession with intent to sell such meatproducts or poultry products for human food,unless such animals and poultry and thecarcasses thereof have been first inspected andapproved as provided by any of the following:

1. This section and the rules issued thereunder.2. The federal meat inspection act.3. The federal poultry products inspection act.4. County or municipal ordinances orregulations which are substantially equivalent tothis section and which are enforced with equaleffectiveness, if the inspection service isspecifically approved by the department.

(b) No person shall sell, offer for sale or have inpossession with intent to sell any meat orpoultry products, or meat food products unlessthey have been processed in accordance withthis section, the federal meat inspection act, orcounty or municipal ordinances approved by thedepartment.

(c) No person shall slaughter horses, mules orother equines or process equine carcasses ormeat at establishments where other animals orpoultry are slaughtered or where other meat orpoultry products are processed.

(d) No county or municipality shall prohibit thesale of any meat products or poultry products ifsuch meat products or poultry products areinspected and passed by the department, or bythe U.S. department of agriculture, or by acounty or municipal inspection serviceapproved by the department, provided suchmeat products and poultry products arewholesome and not misbranded at the time ofsale.

(7) RIGHT OF ACCESS. No person shallprevent or attempt to prevent an inspector orother officer or agent of the department from

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entering, at any time, any establishment or anyother place where meat products or poultryproducts, or foods derived therefrom, areprocessed, sold or held for sale, for the purposeof any examination, inquiry or inspection inconnection with the administration andenforcement of this section. The examination,inquiry or inspection may include takingsamples, pictures and documentary and physicalevidence pertinent to enforcement of thissection.

(8) INTERFERENCE WITH INSPECTION.Any person who forcibly assaults, threatens,obstructs, impedes, intimidates or interfereswith any person while engaged in theperformance of his or her official duties underthis section shall be fined not more than $5,000or imprisoned in the county jail not to exceedone year or both.

(9) TAGGING OF FACILITIES, EQUIPMENTAND PRODUCT. (a) When in the opinion of the department, theuse of any equipment, compartment, room orfacilities which is unclean or unsanitary orimproperly constructed could lead tocontamination of the product, the departmentmay attach a �Rejected� tag to it. Noequipment, utensil, container, compartment,room or facility so tagged may be used untilmade acceptable and released by a departmentrepresentative, or until such equipment isreplaced with acceptable equipment.

(b) 1. When in the opinion of the departmentany carcass, meat or poultry product, meat foodproduct, or supplies or ingredients used in theprocessing thereof may be unwholesome,adulterated or misbranded, or otherwise fail tomeet standards or requirements of this sectionor rules adopted under this section, thedepartment may tag them with a �Retained� tagto hold them for further inspection, analysis orexamination. No carcass, meat or poultryproduct, meat food product, or supplies oringredients so tagged may be used, removedfrom the premises or otherwise disposed ofunless released by a department representative.Such products may not be retained for morethan 30 days without prior notice to the owneror custodian and the right to an immediatehearing.

2. When in the opinion of the department anycarcass, meat or poultry product, or supplies oringredients used in the processing thereof isunwholesome, adulterated or misbranded, orotherwise fail to meet standards or requirementsof this section or rules adopted under thissection, the department may tag them with a�Detained� tag to hold them for destruction orother disposition. No carcass, meat or poultryproduct, meat food product, or supplies oringredients so tagged may be used, removedfrom the premises or otherwise disposed ofunless released by a department representative.Such products may not be destroyed or detainedfor more than 30 days without prior notice tothe owner or custodian and the right to animmediate hearing.

(c) No person may alter, deface or remove anytag from facilities, equipment, products orsupplies to which it has been attached by adepartment inspector without the expressconsent or approval of the inspector or otherdepartment representative.

(10) SUSPENSION. The department may, uponwritten notice, summarily suspend theoperations in whole or in part at anyestablishment for substantial violations of thissection or rules issued hereunder when, in theopinion of the department, a continuation of theoperation would constitute an imminent dangerto public health. The department maysummarily suspend inspection at anyestablishment for acts punishable under sub. (8)where such acts substantially impair aninspector�s ability to conduct an orderlyinspection. Upon suspension of operations orinspection, the operator of the establishmentmay demand a hearing to determine whether thesuspension should be vacated. The departmentshall, within 5 days after receipt of suchdemand, hold a hearing and adjudicate theissues as provided in ch. 227. A demand forhearing shall not, however, operate to stay thesuspension pending the hearing.

(11) EXEMPTION. This section shall not applyto owners of poultry with respect to poultryproduced on the owner�s farm, provided his orher sales do not exceed 1,000 fowl annually,and the birds are labeled and tagged to identifythe name and address of the producer and aremarked �NOT INSPECTED�. Persons

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processing more than 1,000 fowl but less than20,000 fowl shall be fully subject to theprovisions of this section relating to licensing,sanitation, facilities and wholesomeness ofproduct. If the department determines that theprotection of consumers from unwholesomepoultry products will not be impaired, it mayexempt such persons from sub. (3) (a) and (b)provided the birds are labeled or tagged toidentify the name and address of the producerand are marked �NOT INSPECTED�.

(12) SUBSTANTIAL OR REPEATEDVIOLATIONS. The department may deny,revoke or suspend the license of any person forsubstantial or repeated violations of this section.

History: 1971 c. 270 s. 104; 1973 c. 206; 1975c. 308, 421; 1977 c. 196 s. 131; 1977 c. 216,365; 1979 c. 110, 154; 1981 c. 314; 1983 a.189, 261; 1983 a. 500 s. 44; 1985 a. 29; 1987 a.399; 1989 a. 174; 1991 a. 39, 175, 269; 1993 a.16, 27, 144, 492; 1995 a. 79, 225; 1999 a. 9,185; 2001 a. 56.

Cross Reference: See also chs. ATCP 55, 56,and 57, Wis. Adm. Code.

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Chapter ACTP 55

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Meat LabelingThis is an excerpt from a 1996 article in theUW Extension Direct Marketing Newsletter,written by Chris Lazaneo, Public InformationOfficer, DATCP Division of Food Safety, inconsultation with the DATCP Meat BureauStaff.

Meat products processed by others -Products sold by you, but manufactured bysomeone else must be labeled by the licensedmanufacturer. If you wish to be listed on thelabel as the distributor, use of phrasing like�distributed by,� �packed for,� or�manufactured for� followed by your name canappear on the label.

Wisconsin rules requires that labels statespecific information in a specific manner.Every package must have a label listing:

� The name of the product, such as �LambChop,� �Leg of Lamb.�

� The word �ingredients� followed by anaccurate list of ingredients contained in theproduct in descending order ofpredominance by weight.

� The name and address of the businesswhere the product was made (cut andwrapped), including zip code.

� The product�s net weight. A handling statement, such as �Keep

Refrigerated.� � Inspection legend indicating the facility�s

establishment identification number. � Safe handling labeling for raw products.

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Labeling requirements for uninspectedpoultry - Uninspected poultry may be offeredfor sale directly to consumers and must belabeled: �Not inspected-exempt from WisconsinStatute 97.42,� the weight, and the producer�sname, address, and zip code.

Labeling requirements for any otheruninspected meat (i.e., rabbit, emu, ostrich) -These products may be offered for sale directlyto consumers and must be labeled with theweight, the producer�s name, address, and zipcode, and a handling statement, such as �KeepRefrigerated.�

Nutrient claims - Meat items with nutrientstatements on the label, such as �Lean,� �ExtraLean,� or �Low Fat,� must meet specificnutrient labeling requirements. If your productfalls into this category, contact the DFS officenearest you for additional information.

Safe handling labels - Labels for raw productsmust state that meat may contain bacteria thatcan cause illness if mishandled or improperlycooked. The label must instruct consumers tokeep raw meat and poultry refrigerated orfrozen, to thaw in the refrigerator, ormicrowave, to keep it separate from other foodsand working surfaces, to wash utensils andhands after contact with raw meat, to cook itthoroughly, and to refrigerate immediately orthrow out leftovers after the meal has beeneaten. For more information about specificlabeling requirements, contact the DFS regionaloffice serving your area.

Bulk sales labeling - If you are selling in bulk,such as a half a lamb, it is permissible to putone label listing your name, address, zip codeand contents - �half lamb� on the boxcontaining the meat. However, individualpackages of meat for sale must be individuallylabeled. And individual cuts wrapped separatelymust carry a net weight statement on theirindividual label. For half carcasses, you simplyneed to provide an invoice showing the�hanging weight� (weight of the dressedcarcass).

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USDA Guide to Safe Food Handling Labels

Wisconsin Livestock & Meat CouncilNeil Jones, President

c/o DATCP Mktg DivisionPO BOX 8911

Madison, WI 53718Phone: 608-224-5113

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Controlling Chemical Residues in Livestock and MeatDr. Larry BorchertMeat Science and Muscle Biology LaboratoryUniversity of Wisconsin, Madison

IntroductionThe food industry recognizes that a key toconsumer confidence is providing products thatare considered healthful and safe. The healthyaspect of foods is generally apparent yet subjectto constant revision in an environment ofdynamic research and media exposure. Theperception of safety, also, changes. In thedecades following World War II consumerconcern about food safety centered onunacceptable residues from pesticides, animaldrugs, and potentially hazardous chemicals inthe food supply. As a result of producerawareness and rigorous enforcement theincidence of violative residues in the meatsupply has dropped markedly and the primaryfood safety concern shifted to microbiologicalsafety because highly publicized foodbornedisease outbreaks have been linked to theanimal sources.

The traditional meat industry has learned fromexperience that adverse publicity surroundingcontaminated meat can be devastating.Headlines such as: FSIS Has IBP Subsidiary OnThe Hot Seat In DES Beef Probe�8 and �DioxinScare Spurs U.S. To Block E.U. Pork, PoultryImports�7 create what has been termed the�drip, drip� effect. That is, a continual, small�drip� of information through various mediasources creates a larger than real perception of aproblem with consumers.

The Food Safety and Inspection Service (FSIS)oversees industry�s responsibility to ensure thatmeat, poultry, and egg products are safe,wholesome, free of adulterating residues, andaccurately labeled. As part of FSIS regulatoryoversight of industry, the agency conductsannually the National Residue Program (NRP).This program tests meat, poultry, and eggproducts for unacceptable (violative) residuesfrom pesticides, animal drugs, or potentiallyhazardous chemicals. Under the 1996 HazardAnalysis and Critical Control Point (HACCP)regulation, industry is responsible for

preventing violative residues in its products.When residue violations are determined to bereasonably likely to occur, industry mustaddress it in their HACCP plan.

Violative levels of animal drugs and pesticidescan have adverse health effects. A vigilantchemical residue prevention program isessential in preventing illnesses and fosteringthe prudent use of drugs and pesticides inanimals that enter the human food supply.

The NRP is designed to provide: (1) astructured process for identifying and evaluatingcompounds of concern by production class; (2)the capability to analyze for compounds ofconcern; (3) appropriate regulatory follow-up ofreports of violative tissue residues; and (4)collection, statistical analysis, and reporting ofthe results of these activities.

Under the NRP, FSIS inspectors collect samplesof meat, poultry, and egg products at federallyinspected domestic slaughter establishmentsimmediately following slaughter or processing.State inspectors collect samples at state-inspected plants. Depending upon the samplingplan under which collection takes place thesamples are either sent directly to an officiallaboratory for analysis for violative residueconcentrations, or first tested on-site byinspectors using rapid screening tests. Acarcass with any violative residue detected thatexceeds its specified safe level, or contains acompound banned from use in food producinganimals, is considered to be adulterated and isremoved from the food chain.

Residue violations are followed-up in multipleways. When violative residues are detected infood-producing animals, by any component ofthe NRP, FSIS currently notifies the producerwhose animals are then subject to repeatedfollow-up enforcement testing when presentedfor slaughter until compliance is demonstrated.Slaughter plants are notified of violations sothat plants better prevent them in their HACCPplans.4

Several vertically integrated meat processorsand species trade associations have createdanimal quality control programs to primarilyassure that their products are truly wholesomebut also to reduce to the lowest level any

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possibility of a problem occurring in order toavert any negative publicity.

In 1980 the turkey industry was rapidly growingbecause the meat of this specie was found to bea highly functional component in furtherprocessed meat products. The industry enjoyedthe reputation of wholesomeness until it wasdiscovered that a chlorinated hydrocarbonherbicide, dieldrin, had, through contaminatedsurface water consumed by the birds, gainedentry to the meat supply. A national recall ofprocessed turkey products resulted. Because ofthe nature of the industry at the time, thegrower/processor immediately initiated arigorous pre-slaughter monitoring program thatproved to be highly effective. Six randomlyselected birds from every flock (20 thousandbirds) are sacrificed less than 14 days before theflock is to be slaughtered. Abdominal fatsamples from each bird are subjected to acomprehensive chemical analysis for part permillion (ppm) levels of 68 pesticides andpolychlorinated biphenyls. In addition, breederflocks are analyzed for sulfa compounds. If theanalytical residue levels are belowpredetermined tolerance levels the flock can bemoved to market. If violative levels of any ofthe compounds are indicated a resamplingprogram is initiated which could lead to theprohibition of the flock for food use. Thatprogram has been enhanced and adopted bymost major grower/processors and has beenvery effective in averting residue problem andenhancing the reputation of the turkey industry.6

The pork industry, through the National PorkProducers Council, in 1989, introduced anindustry wide Pork Quality Assurance (PQA)program as a way for U.S. pork producers toaddress their role in providing a safe,wholesome product to consumers.10 The planincorporates the following Good ProductionPractices (GPP):

GPP#1. Identify and track all treated animals.

GPP #2. Maintain medication and treatmentrecords.

GPP#3. Properly store, label and account forall drug products and medicated feeds.

GPP#4. Obtain and use veterinary prescriptiondrugs only based on a validveterinarian/client/patient relationship.

GPP#5. Educate all employees and familymembers on proper administration techniquesand withdrawal times.

GPP#6. Use drug residue tests whenappropriate.

CPP#7. Complete a quality assurance checklistannually, and recertify every two years.

In the decade of its existence, the PQA programhas been extremely effective in gaining andholding consumer confidence in pork.

Similarly, the National Cattlemen�s BeefAssociation, in July 1999, finalized their BeefQuality Assurance, National Guidelines.9 Thisplan, to be implemented by all beef cattleproducers, emphasizes control of all routes ofpesticide, herbicide, drug and antibiotic entryinto the meat supply. Key elements of theGuidelines are:

Feedstuffs:� Maintain records of any pesticide/herbicide

use on pasture or crops that couldpotentially lead to violative residues ingrazing cattle or feedlot cattle.

� Adequate quality control program(s) are inplace for incoming feedstuffs. The programshould be designed to eliminatecontamination from molds, mycotoxins orchemicals of incoming feed ingredients.Supplier assurance of feed ingredientsquality is recommended.

� Suspect feedstuffs should be analyzed priorto use.

� Ruminant-derived protein sources cannot befed per FDA regulations.

� Feeding by-product ingredients should besupported with sound science.

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Feed Additives and Medications:� Only FDA approved medicated feed

additives will be used in rations.� Medicated feed additives will be used in

accordance with the FDA GoodManufacturing Practices regulation.

� Extra-label use of feed additives is illegaland strictly prohibited.

� To avoid violative residues, withdrawaltimes must be strictly adhered to.

� Where applicable, complete records mustbe kept when formulation or feedingmedicated feed rations.

� Records are to be kept a minimum of twoyears.

� Operators will assure that all additives arewithdrawn at the proper time to avoidviolative residues.

Processing/Treatment and Records:� Follow all FDA/USDA/EPA guidelines for

product(s) utilized.� All products are to be used per label

directions.� Strict adherence to extended withdrawal

periods shall be employed.� Treatment records will be maintained.� All cattle shipped to slaughter will be

checked by appropriate personnel to assurethat animals that have been treated meet orexceed label or prescription withdrawaltimes for all animal health productsadministered.

� All processing and treatment records shouldbe transferred with the cattle to nextproduction level. Prospective buyers mustbe informed of any cattle that have not metwithdrawal times.

More recently the dairy beef industry, in spite ofpreemptive producers programs, has hadconcern about problems with antibioticresidues.12,11 The resulting publicity hasundermined consumer confidence in productsderived from this meat source. As a result, acooperative industry and government effort torevise ante- and postmortem inspectionprocedures and sampling plans to better detectand control violative residue producers is

underway. Preliminary versions of this programput most of the economic burden on thelivestock producers. If it had been voluntarilyinitiated by the livestock producers before aproblem arose, the cost would have been lowerand adverse publicity, nonexistent.

The U.S.D.A. Food Safety and InspectionService in April 1999 proposed the �ConceptualFramework for Risk-Free Meat, Poultry andEgg Products� which would encompassagricultural products from the farm to the table.3

While many would debate the practicality offoods being 100% free of any risks, consumersare beginning to expect it. As stated in its title,the program is only conceptual but it clearlyindicates that the agency is moving toward aperceived risk free meat supply. The burden isclearly on livestock producers and processors toforestall onerous regulations by initiation self-monitoring programs.

The FSIS-NRP for domestically producedproducts has four residue samplingcomponents:4

Monitoring Plan - the random sampling ofspecified animal populations at time ofslaughter to provide more information about theoccurrence of residue violations on an annual,national basis.

Special Projects - information-gatheringstudies that do not meet the criteria forinclusion in the monitoring plan, e.g. whensampling will not be conducted over a full 12-month period, or when there is a lack of preciseslaughter volume data on the production classesto be sampled. This designation is also usedwhen it is not possible to define a �violationrate� for a compound because the violative levelhas not been defined. For example, when tracemetals, such as cadmium or lead, are detected inedible tissues, a Special Project may be initiatedto develop information on the frequency andconcentration at which the residues occur.

Surveillance Sampling - targeted samplingdesigned to distinguish components oflivestock, poultry, and egg products in whichresidue problems exist, measure the extent ofproblems, and evaluate the impact of actionstaken to reduce the occurrence of residues.Surveillance Sampling is considered to be a

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subset of Special Projects except that, unlikeSpecial Projects, Surveillance Samplingsometimes employs on-site rapid screeningtests.

Enforcement Testing - the analysis ofspecimens collected from individual animals orlots that appear suspicious to FSIS in-plantinspectors, based on herd history or antemortemor postmortem inspection. Enforcement Testingis also used to follow up on animals marketedby producers that have a history of presentinganimals with violative concentrations ofresidues, to determine if the non-compliancehas been corrected or to verify industry�sHACCP system.

Each year approximately 40,000 samples aretaken and analyzed on animal based products onthe domestic monitoring plan and specialprojects.5 The chemical residue classes that aremonitored and the number of samples targetedfor the year 2000 are:

Antibiotics - Bioassay 8930Arsenicals 4420Avermectins 4900Beta Agonists 900Carbadox 300Chloramphnicol 710Chlorinated Hydrocarbons 8450DES/Zeronol TBDDexamethasone 300Florfenicol 300Flunixin 300Fluoroquinolones 900Lead TBD

Melengesterol 500Nitroimidazoles 260Organophosphates TBDRactopamine 300Spectinomycin TBDSulfonamides 7640Tilmicosin 840Tranquilizers 300Total 40250

In addition, at the time of slaughter,enforcement testing is conducted using thefollowing rapid on-site screening tests:

SOS (Sulfa-On-Site) - tests swine urine forsulfonamide residues.

CAST (Calf Antibiotic & Sulfonamide Test) -swab test on kidney or liver tissue of bob vealcalves (less than 3 weeks of age and under 150lbs).

STOP (Swab Test on Premises) - tests forantibiotic residues in kidney tissue in allproduction classes of cows, chicken, hogs,turkeys and sheep.

FAST (Fast Antimicrobial Screen Test) - swabtest on kidney or liver tissue of cows and bobveal for antibiotic and sulfonamide residues.

The rapid on-site screen tests consists ofpicking up tissue fluids in a swab, and thenplacing the swab onto a petri plate containingagar (growth medium) and an inoculum ofvarious types of non-pathogenic bacteria. Theswab-containing plate is then incubated at afavorable growth temperature. Failure of thebacteria to grow around the area of the addedswab is an indicator that some type ofantimicrobial compounds are present in theanimal tissue.

References1 AEPB. 2000. Elk Quality Assurance Program(Draft). The American Elk Products Board.

2 CFA. 1993. Catfish Quality Assurance.Catfish Farmers of America. Indianola, MS. 38751.

3 FSIS. 1999. Conceptual Framework for RiskFree Meat, Poultry, and Egg Products. FSIS,USDA. Washington, D.C.

4 FSIS. 2000. The FSIS National ResidueProgram. FSIS, USDA. Washington, D.C.

5 FSIS. 2000. 2000 FSIS National ResidueProgram Summary Tables. FSIS, USDA,Washington, D.C.

6 Garrett, Roger L. 1999. Facts, Strategies, andEmerging Technologies for a HACCP-BasedChemical Residue Program for the TurkeyIndustry. National Turkey Federation,Washington, D.C.

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7 Krizner, Ken. The Meating Place, June 7,1999. National Meat Association. Oakland,CA. 94612.

8 Lipsky, Joshua. The Meating Place, April 11,2000. National Meat Association. Oakland,CA. 94612.

9 NCBA. 2000. Beef Quality Assurance,National Guidelines (Draft). NationalCattlemen�s Beef Association. Denver, CO.

10 NPPC. 1989. Quality Assurance, A Programof America�s Pork Producers. National PorkProducers Council. Des Moines, IA.

11 Perry, T.C. New York Beef Safety andQuality Assurance program. For producers andveterinarians. New York Beef Industry Counciland New York Cattlemen�s Association. Ithaca,NY.

12 Shultz, Craig E. 1999. Antibiotic ResidueSurveillance in Slaughtered Dairy Cows.Observations from Establishment 9400, thelargest dairy cow slaughter facility in the UnitedStates. C.E. Shultz, Est. 9400, Wyalusing, PA18853.

13 USTFA. 1994. Trout Producer QualityAssurance Program. United States TroutFarmers Association. Harpers Ferry, WV.25425.

(May 2000)

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Meat PProcessingThis chapter begins by identifying all of thesmaller scale slaughter and processing plants inWisconsin. A direct marketer may need tocontract with one plant to slaughter an animaland another plant to process the meat into retailcuts and value-added products. A producer mayalso direct their customers toward the customexempt plants, if the customers are willing topay a live animal weight, take ownership of theanimal, and then pay the exempt plant toslaughter and process it on their behalf.

Paul Dietmann, the Sauk County ExtensionAgricultural Agent, then writes about theimportance of establishing a good relationshipwith your local processors. Your businessdepends in large part on their service to you.You should pick your processor carefully, andonce you find a good one, treat them right!

Some DATCP statistics on page 50 revealslaughter data across many species in 2000-01.The next article about processing yields frombeef, pork and lamb includes an explanation ofcommon meat processing terms. Then twoarticles cover the nutrient composition of cutsof traditional and alternative red and whitemeats.An article from the National Pork Boardon nutritional influences on pork quality isincluded because it gives an indication howdiets and other production practices affect theultimate quality of processed meats. Whilefocused on pork, it�s worthwhile reading for allspecies, if only because it reveals some of the�science� behind meat production.

Next, brochures from the National PorkProducers Council and the National Cattlemen�sBeef Association describe different cuts of porkand beef. Similar descriptions of cuts may beavailable from trade associations for otherspecies, listed in the �Contacts� section on page130. A short piece on aging beef, also fromNCBA, may offer some insights for otherspecies as well.

Finally, the chapter ends with an excellentarticle by Dr. Dennis Buege that providesinformation on sausage processing. The articleconcludes with several recipes for pork and beefsausage, which again might be adapted for otherspecies.

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Directory of Smaller Scale State-Inspected andUSDA-Inspected Slaughter Plants in WisconsinBelow are the state-inspected and USDA-inspected slaughter plants identified on theaccompanying map. By law, any meat which isto be sold must be processed under inspection.State inspection is designated to be �equal to�USDA inspection, but meat from state-inspectedplants cannot be sold outside of the state ofWisconsin (out-of-state people can purchase

state-inspected meat within Wisconsin, and takeit home for their own private use). Meat fromUSDA inspected plants can be sold out-of-state.Because meat from farm-raised bison, deer andelk was not included in early meat inspectionlaws, such meat processed in state-inspectedplants can be sold out-of-state. While manyplants are licensed to process (cut-up) poultry,at the current time only 2 plants (Nos. 101 and102) are conducting inspected poultry slaughter.All plants are state-inspected except for Nos.103-106, which are federally inspected.

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Plant #. Plant Name - Address (County) Phone Number

1 Adams Meats - W10947 Riverside Rd., Pella 54950 (Shawano) 715-754-5136

2 Westby Locker & Meats - 406 N. Main, Westby 54667 (Vernon) 608-634-4515

3 Avon Locker - 12026 Hwy 23, Darlington 53530 (Lafayette) 608-776-2336

4 Brost Foods - 12115 Marken Rd., Kiel 53042 (Manitowoc) 920-693-8711

5 Beck�s Meat Processing - 519 Clairville Rd., Oshkosh 54904 (Winnebago) 920-589-2104

6 Belmont Fresh Meats - 115 Mound Ave., Belmont 53510 (Lafayette) 608-765-6992

7 Butch�s Country Market - W5823 State Road 85, Durand 54736 (Pepin) 715-672-8073

8 Black Earth Meats - 1345 Mill St., Black Earth 53515 (Dane) 608-767-3940

9 Bloomington Meats - 413 Canal St., Bloomington 53804 (Grant) 608-994-2867

10 Blue Ribbon Meats LLC - 435 S. 8th St., Hilbert 54129 (Calumet) 920-853-3234

11 Brandon Meats & Sausage Inc - 117 S. Commercial St., Brandon 53919 (Fond du Lac) 920-346-2227

12 Kickapoo Locker Service - Main St., Gays Mills 54631 (Crawford) 608-735-4531

13 Herb�s Meats - 110 N. Church St., Alma Center 54611 (Jackson) 715-964-5781

14 Country Fresh Meats - 356 County Hwy Y, Hatley 54440 (Shawano) 715-446-3467

15 Craig�s Meats & Catering - N9064 State Hwy 162 North, Mindoro 54644 (La Crosse) 608-486-2212

16 Custom Meats of Marathon - 1300 S. Hwy 107, Box 456, Marathon 54448 (Marathon) 715-443-3734

17 Downsville Meat Processors - N2615 451st St., Downsville 54735 (Dunn) 715-664-8327

18 Daeffler�s Quality Meats Inc - 315 Oak St. W., Frederic 54837 (Polk) 715-327-4456

19 Dalebroux Meats - Rt. 3, 3348 Kewaunee Rd., Green Bay 54311 (Brown) 920-468-8658

20 Pine River Processing - W2575 Aspen Dr., Pine River 54965 (Waushara) 920-987-5191

21 Northern Processing - M211 Staadt Ave., Marshfield 54449 (Wood) 715-384-5868

22 Elkhorn Locker - 406 S. Wis St., Elkhorn 53121 (Walworth) 262-723-2919

23 Prairie Farm Locker - Box 12, 200 River St., Prairie Farm 54762 (Barron) 715-455-1541

24 People�s Meat Market - 1765 Cty Hwy J, Stevens Point 54481 (Portage) 715-592-6328

25 Falls Meat Service Inc - 13212 Main St., Pigeon Falls 54760 (Trempealeau) 715-983-2211

26 Footville Meat Market - 280 N. Gilbert, Footville 53537 (Rock) 608-876-6323

27 Foss Fine Meats Inc - 325 W. Wisconsin St., Sparta 54656 (Monroe) 608-269-6456

28 Franklin Meats - 9431 W. Oakwood Rd., Franklin 53132 (Milwaukee) 414-425-0800

29 Frase�s Locker - 136 S. Stone St., Augusta 54722 (Eau Claire) 715-286-2920

30 Indee Meats & Locker Service - 23553 Adams, Independence 54747 (Trempealeau) 715-985-3712

31 Gehring�s Meat Market - 5618 Hwy K, Hartford 53027 (Washington) 262-644-6273

32 Geiss Meat Service - W4490 Pope Rd., Merrill 54452 (Lincoln) 715-536-5283

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Plant #. Plant Name - Address (County) Phone Number

33 Grimm�s Sausage & Meat Proc - 400 Main St., Box 1, New Auburn 54757 (Chippewa) 715-237-2234

34 Haen Meat Packing - W1910 Cty Hwy KK, Kaukauna 54130 (Outagamie) 920-766-3239

35 Harry Hansen Meat Service - 10407 Hwy K, Franksville 53126 (Racine) 262-835-4495

36 Hauber Processing Plant - Box 227, Dickeyville 53808 (Grant) 608-568-7579

37 Whiskey Ridge Processing - Hwy 27-70, Radisson 54867 (Sawyer) 715-945-2425

38 Salchert�s Meats Inc - 1305 Main St., St. Cloud 53079 (Fond du Lac) 920-999-2651

39 Hewitt�s Meat Processing Inc - 8300 Cty V, Marshfield 54449 (Wood) 715-676-3654

40 Hoesly Meats - 219 Industrial Dr., New Glarus 53574 (Green) 608-527-2513

41 Hoff�s Red Owl - 617 Main St., Brownsville 53006 (Dodge) 920-583-3734

42 Lake Mills Locker - N6775 Hwy A, Lake Mills 53551 (Jefferson) 920-648-5514

43 Hujet Meats - 3787 New Franken Rd., New Franken 54229 (Brown) 920-866-2411

44 Richland Locker Co Inc - 590 S. Main, Richland Center 53581 (Richland) 608-647-4577

45 Highway 45 Locker Plant LLC - N2220 Hwy 45 South, Antigo 54409 (Langlade) 715-623-3554

46 Johnson�s Sausage Shoppe - 425 Lowville Rd., Rio 53960 (Columbia) 920-992-6328

47 Kewaskum Frozen Foods - 118 Forest Ave., Kewaskum 53040 (Washington) 262-626-2181

48 Kinziger Meats LLC - 4069 Hwy 141, Pound 54161 (Marinette) 920-897-3108

49 Pond-Hill Processing - W16257 Co Hwy Q, Wittenberg 54499 (Shawano) 715-253-2491

50 Otto�s Meats Inc - N5674 Adams St., Luxemburg 54217 (Kewaukee) 920-845-2612

51 Bri�s Processing - N8084 State Road 40, Colfax 54730 (Dunn) 715-962-3825

52 Kropf�s Meat Processing - N7666 Kolpack Rd., Bowler 54416 (Shawano) 715-793-4675

53 Ran�s Meat Processing - N1130 Sunrise Lane, Dalton 53926 (Green Lake) 920-394-3805

54 Lodi Locker Market - 150 S. Main St., Lodi 53555 (Columbia) 608-592-3534

55 Loehr�s Meat Service - 523 E. Main St., Box 233, Campbellsport 53010 (Fond du Lac) 920-533-4513

56 Strum Locker Plant - 128 5th Ave., Strum 54770 (Trempealeau) 715-695-2914

57 Marchants Foods - 9674 Hwy 57, Brussels 54204 (Door) 920-825-1244

58 Butcher Shop - 4391 Hwy 18, Fennimore 53809 (Grant) 608-822-6712

59 Mincoff�s Meat Market - N2559 Market Rd., Conrath 54731 (Rusk) 715-532-5063

60 Niemuth�s Steak & Chop Shop - 715 Redfield St., Waupaca 54981 (Waupaca) 715-258-2666

61 Nolechek Meats - 104 N. Washington St., Thorpe 54771 (Clark) 715-669-5580

62 Olson�s Woodville Meats - 124 E. River St., Woodville 54028 (St. Croix) 715-698-2482

63 Pearce�s Sausage Kitchen - Rt. 4, Box 67, Ashland 54806 (Ashland) 715-682-3742

64 Pernat-Haase Meats - N4202 Hwy M, Juneau 53039 (Dodge) 920-386-3340

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Plant #. Plant Name - Address (County) Phone Number

65 Pinter�s Packing Plant - 193 Front St., Dorchester 54425 (Clark) 715-654-5444

66 Quality Cut Meats - 125A Milwaukee Ave., Cascade 53011 (Sheboygan) 414-528-8424

67 Roehrborn Meats - 640 W. Ryan St., Brillion 54110 (Calumet) 920-756-2400

68 Roskom Meat Packing - W803 Hwy S, Kaukauna 54130 (Outagamie) 920-766-1657

69 Russel Meat Processing - W8675 County Hwy I, Oxford 53952 (Marquette) 608-586-5589

70 Bob�s Processing - 2430 S. Main St., Bloomer 54724 (Chippewa) 715-568-2887

71 Sailer�s Meat Processing Inc - 117 S. Main St., PO Box 35, Elmwood 54740 (Pierce) 715-639-2191

72 Country Meat Cutters - W9851 Cty G & GG, Reeseville 53579 (Dodge) 920-927-5577

73 Cooks Valley Processing - 14694 20th St., Colfax 54730 (Chippewa) 715-962-3026

74 Schroedl Market - N3705 Hwy 89, Jefferson 53549 (Jefferson) 920-674-3760

75 Jump River Slaughter & Smokehouse - PO Box 143, Jump River 54434 (Taylor) 715-668-5233

76 Gillett Meats - 214 E. Railroad, Gillett 54124 (Oconto) 920-855-2898

77 J.D.�s Country Meats - 26549 Locust Ave., Wilton 54670 (Monroe) 608-435-6720

78 Sorg Farm Packing Inc - N4290 US Hwy 14, Darien 53114 (Walworth) 262-724-5554

79 Holmen Locker & Meat Market - 412 S. Main St., Holmen 54636 (La Crosse) 608-526-3112

80 Straka Meats - Cedar St., Box 257, Plain 53577 (Sauk) 608-546-3301

81 Theys Butchering - E1829 River Rd., Casco 54205 (Kewaunee) 920-845-5209

82 Tuschel�s Fresh Country Meats LLC - 202 N. Calumet, Valders 54245 (Manitowoc) 920-775-4323

83 UW Meat Lab - 1805 Linden Dr, Madison 53706 (Dane) 608-262-1793

84 UW River Falls - Ag Science Bldg., River Falls 54022 (Pierce) 715-425-3704

85 Maplewood Packing Inc - 4663 Milltown Rd., Green Bay 54313 (Brown) 920-865-7901

86 Van Meter Meats, Inc - 407 S. Main St., Luck 54853 (Polk) 715-472-2141

87 Newton Meats & Sausage Inc - 5616 Cty Trunk U, Newton 53063 (Manitowoc) 920-726-4455

88 Vern�s Butchering Service - 56036 Patterson Rd., Viroqua 54665 (Vernon) 608-632-0048

89 O�dovero And Flesia - Rt. 1, Box 65, Mellen 54546 (Ashland) 715-274-2094

90 The Meat Market - 700 Lincoln Ave., Baraboo 53913 (Sauk) 608-356-5574

91 Waller�s Market - Box 8, Nelsonville 54458 (Portage) 715-824-2628

92 Watkins Locker Inc - 130 Pine, Plum City 54761 (Pierce) 715-647-2554

93 Gunderson Food Service - 847 E. Main St., Mondovi 54755 (Buffalo) 715-926-4903

94 Webers Processing Plant Inc - 725 N. Jackson St., Cuba City 53807 (Grant) 608-744-2159

95 Twin Cities Packing Co - 5607 E. Co J, Clinton 53525 (Rock) 608-676-4428

96* Lake Geneva Country Meats - 5907 State Road 50 East, Lake Geneva 53147 (Walworth)262-248-3339

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Plant #. Plant Name - Address (County) Phone Number

97* Armbrust Meats - 224 S. Main St., Medford 54451 (Taylor) 715-748-3102

98* Little Black Pack - W5663 Gravel Rd., Medford 54451 (Taylor) 715-748-2141

99* North Bend Processing - N587 N. Bend Dr., Melrose (Jackson) 608-488-2029

* Federally-inspected plants.

Directory of State Custom-Exempt SlaughterPlants in WisconsinBelow are the custom-exempt slaughter plants in Wisconsin. They do not have antemortem andpostmortem inspection of the animals they slaughter, but their facilities are inspected by the WisconsinState Meat Inspection Program. Meat inspection regulations allow animal owners the option to have theiranimals slaughtered and processed without inspection, either on the owner�s premises or in a custom-exempt plant. However, such non-inspected meat is not allowed to be sold. Packages of meat fromcarcasses processed in a custom-exempt plant must be marked �Not for Sale.� If a producer is directmarketing their animal to a consumer using a custom-exempt plant, the transaction must be based uponthe live animal weight(not the meat). Then thepurchasing customer, asthe animal owner, maychoose to slaughter andprocess his/her animalthrough a custom-exemptplant. All of theseexempt plants are state-inspected, (i.e., notfederally-inspected.)

Plant #. Plant Name -Address (County)Phone Number

1 Blue RibbonMeats and Groc. LLC - 109E Main St., Butternut54514 (Ashland)715-769-3746

2 Linwood Meats -1827 S. Hwy P, StevensPoint 54481 (Portage)715-344-7622

3 Ecker Brothers -N3360 Lakeshore Dr.,Chilton 53014 (Calumet)920-439-1030

4 Ron�s MeatProcessing - 239 Edgewood Dr., Oxford 53952 (Marquette) 608-584-5655

5 Johnny�s Market - W11124 Hwy 64, Pound 54161 (Marinette) 920-897-3329

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6 Eastman Locker - Box 110, Eastman 54626 (Crawford) 608-874-4331

7 Martin�s Meat Processing - N14558 Cty Hwy O, Withee 54498 (Clark) 715-229-4703

8 Nohl�s Custom Slaughter - W4430 Cty Trunk Jm Route 1, 920-893-0157Sheboygan Falls 53085 (Sheboygan)

9 Marty�s Custom Cutting Inc. - Corner Hwy P & N, Rubicon 53078 (Dodge) 262-673-5613

10 Ries Farms - N10961 Butternut Rd., Lomira 53048 (Dodge) 920-269-7239

11 Risler�s Processing - N46375 Cty Rd V, Eleva 54738 (Trempealeau) 715-287-4535

12 Schmidt�s Slaughter House - W3174 Swamp Rd., Bonduel 54107 (Shawano) 715-758-2475

13 Syed Family Sheep Farm - 2739 Hwy MN, Stoughton 53589 (Dane) 608-838-9590

14 Welch�s Custom Processing - N5509 State Rd., Black Creek 54106 (Outagamie) 920-984-3667

15 Witt�s Locker - N3929 State Hwy 22, Shawano 54166 (Shawano) 715-526-5478

16 Nhiacha and Chao Butchery - 6056 E. Hwy 29, Luxemburg 54217 (Brown) 920-863-8754

�Plants.CustomExempt�, Misc.#10, 1-29-03

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Processing Plant Statistics from the Bureau of Meat Safety & InspectionCOMPARISON 2000 � 2001From The Department of Agriculture, Trade and Consumer Protection

Category 2002 2003

Official Plants 286 285

Exempt Plants 60 61

Total Plants 346 346

Cattle Slaughtered 39,301 43,163

Calves 216 209

Sheep 12,730 12,512

Swine Slaughtered 73,229 70,699

Poultry Slaughtered (Chickens & Turkeys) 143,520 147,298

Pheasants Slaughtered 133,520 112,859

Buffalo Slaughtered 843 1047

Other: Deer, Elk 672 1296

Ratites 274 723

Ducks, Geese, Wild Geese, Squab 1406 2277

Slaughtered & Processed Wts. (Red Meat) 136,524,681# 135,235,068#

Slaughtered & Processed Wts. (Poultry) 39,867,709# 36,411,225#

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Working with Your Meat ProcessorBy Paul Dietmann, Sauk County ExtensionAgricultural Agent

The meat processor plays a crucial role in yourmeat marketing enterprise. It is illegal in thestate of Wisconsin to sell beef, pork, or lambthat has not been slaughtered and processed in astate-inspected processing plant. Beyond thefact that it is a legal requirement to utilize theservices of an inspected meat processing plantin order to sell most species of meat, yourprocessor is also a part of your marketing team.Your processor will have a big impact on yourcustomers, whether it is through the quality ofthe meat packaging and labeling or by themanner in which your customers are treatedwhen they pick up their meat order at theprocessing plant. Selecting the right meatprocessor, one who understands your marketinggoals and is committed to helping you succeed,is one of the most important decisions you willmake in your meat marketing business.

Selecting Your ProcessorWisconsin is fortunate to have more than 100state-inspected meat processing plants locatedwithin its borders. Most of these plants aresmall, family-owned and operated, community-oriented businesses. Our state also has one ofthe best meat inspection programs in thecountry. A producer/marketer of meat inWisconsin can be confident that their productswill be handled with great care and attention tofood safety in any processing plant in the state.

However, meat processors in Wisconsin tend tofall into two groups when it comes to dealingwith producers who are marketing their meatdirectly to consumers. The majority ofprocessors view producer/marketers as an assetto their business. Every producer/marketer is,in essence, another salesperson for the plant,generating revenue and bringing new customersthrough the door. These processors appreciatethe efforts of producers and will work hard toenhance the value of their producers� meatproducts so they can grow their businesses aswell.

A small number of Wisconsin meat processorsare not enthused about the increasing number ofproducer/marketers in the state. They see these

producers as competitors who are takingprofitable business away from their meatcounters. They don�t want to deal with theextra hassle of labeling cuts for producers.They don�t want to be bothered with phonecalls or pick-ups from the producer�s customersand may treat the customers with disrespect.Producers often find that it is hard to scheduleprocessing space in these plants, which willhave an adverse impact on the amount of meatthey can sell.

Obviously, you want to work with a processorwho appreciates your business. There areseveral ways to find a good processor. First,talk to other direct marketers in your area. Askthem which processors they would or would notrecommend and why. Second, makeappointments with as many processors you canfind within an easy driving distance of yourfarm. Spend some time visiting with each oneand ask some of these questions:

� How many producer/marketers does theplant serve?

� How many weeks in advance will slaughterspace need to be reserved? Does that lead-time vary according to the time of year?

� Does the plant have the ability to label theproducer�s product in accordance with stateguidelines?

� Will the processor accommodate anyspecial cutting or packaging requests fromcustomers?

� Does the plant have the ability to dispose ofall hides and offal?

� Is locker space available or will all meathave to be picked up as soon as it iswrapped?

� Does the plant have enough cooler space toage carcasses according to the producer�sspecifications?

� Can the plant cryovac (clear wrap) cuts ofmeat or do they only use freezer paper?

During your visit to the plant try to look at thefacility through your customers� eyes. Will theplant appear clean, well-lit, and inviting to yourcustomers? Is the plant easy to find? Is theentrance (and meat pick-up door, if it�s in adifferent location than the plant entrance)

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well-marked? Are the hours of operationconvenient for picking up meat? Are plantemployees courteous and friendly? Are othercomplementary products available for sale toyour customers?

The process of buying your product should be apleasant, enjoyable experience for yourcustomers. The processor you choose can trulymake or break your business.

Building a Good Relationship with Your ProcessorNow that you have found the best processor foryour products it is time to solidify that workingrelationship. The first thing to consider is thatthe best processing plants in Wisconsin tend tobe extremely busy and often short-staffed.Anything you can do to help maintain theplant�s efficiency will be greatly appreciated.Try to set up a regular slaughter schedule andgive the plant as much lead-time as possible.Keep your animals well-bedded so they will berelatively clean when they get to the processor.Pick up meat promptly and try to avoid tying upthe plant�s freezer space. Encourage yourcustomer to communicate their special orders toyou rather than the plant so that the processoronly has to be in contact with you. Ask if theprocessor will allow you to come into the plantto help label and sort your meat.

Another way to build a positive relationshipwith your processor is to include the plant inyour advertising. A big part of the reason yourcustomers are buying from you is because theyvalue you as a safe, trustworthy, local source ofmeat; somebody who takes pride in producing atop-quality product. Identifying yourprocessing plant in your advertising as a small,locally owned, quality-enhancing business canboost your image as well as your processor�s.Make a point of including a flatteringdescription of your processor in all of yourbrochures and other promotional materials. Besure to mention your plant if you have anopportunity to participate in any mediainterviews about your business.

Encourage your customers to patronize yourprocessor�s store and meat counter to buy itemsthey can�t get from you. It is likely that yourprocessor is procuring animals from other localproducers to fill the meat counter so you will beindirectly helping your neighbors as well asyour processor.

ConclusionWe have many excellent meat processing plantsin Wisconsin. Spend some time looking for theprocessor who is most likely to support yourbusiness goals and who appreciates the valueyou bring to his or her business. Rememberthat your success depends on the strength of theworking relationship you build with your meatprocessor.

______________________________________

The following information was excerpted froman article by Dennis Buege, titled �Direct MeatMarketing by Livestock Producers� (1995)

Producers should consider the following issueswhen selecting a meat processor:

� Distance from farm and customers� General appearance/sanitation of plant� Attitudes and friendliness of

manager/employees� Quality of processing operations:

� cutting and wrapping� cured and smoked meat products� willingness to adapt to your

customers� needsThe meat plant is an extremely important partof your operation. The two of you are really inthis together. Its appearance and sanitation, thequality of work performed, and themanager/employees� attitude and treatment ofcustomers will have a large effect on theirsatisfaction, and success of your enterprise. Itmay be worth your while to travel a littlefurther to get the right plant.

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Processing or Cutting LossesConversion of a carcass to packaged cuts involves the trimming of fat and the removal of some or allbone. Cutting yield is the percentage of packaged meat obtained from a carcass (meat cut weight ÷carcass weight X 100). Cutting loss is the percentage of fat, bone and other waste lost from a carcass asit is processed into retail cuts (weight of trimmed fat/bone ÷ carcass weight X 100). Cutting yield or lossis affected by the thickness/muscling and fatness of the animal, the closeness of fat trimming, and theextent of bone removal from cuts.

The above figures are good average values. There will be variation in yields from these values,depending on the factors listed above (animal type, degree of muscling, amount of fat deposition, fill inthe G.I. Tract, and cutting method - - closeness of fat trimming and amount of bone removed).

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How Much Meat Will You Take Home?(From a Carcass, Side or Quarter)By Dennis Buege and Ron Russell - Meat Science Laboratory, Animal Sciences Department - UWMadison

When animals are processed and the meat is bought by the carcass, side or quarter, how much trimmed,packaged meat should be available to take home to the freezer? The purpose of this fact sheet is toprovide information on meat yields from beef, pork and lamb.

Losses From Slaughter and Meat CuttingThere is a large reduction in weight in going from a live animal to packaged cuts of meat.

Slaughter Losses - The slaughter process involves removal of the animal�s blood, hide and internalorgans. Dressing percent refers to the percentage of the live weight found in the carcass (carcass weight÷ live weight X 100). Dressing percent varies with the type of animal, its thickness or muscling, itsfatness, the method of dressing (skinned vs. dehaired pigs) and how much feed was present in itsdigestive tract.

Beef Pork Lamb

Dressing Percent 56-65% 65-75% 45-55%

Live weight (lbs.) 1,200 250 120

Carcass weight (lbs.) 650-800 160-190 60-65

Beef Pork Lamb

Expected Cutting Yield 55-68% 65-75% 45-65%

Carcass weight (lbs.) 725 175 60

Packaged meat weight (lbs.) 400-500 114-132 28-40

(40% of live weight) (50% of live weight) (30% of live weight)

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Product Yields from Beef

Live Steer 1200 lbs. Carcass 725 lbs.

Estimates Packaged Product-

Untrimmed Trimmed Ground Total Useable Total Product Possible CutsWt. (lbs.) Cuts (lbs.) Beef (lbs) Product (lbs.) (% of Carcass)

Round (22%)* 160 72 30 102 14 Sirloin TipRound SteaksRound RoastsRolled Rump

Loin (16%) 116 43 15 58 8 T-bonePorterhouseSirloinNY StripTenderloin

Rib (9%) 65 40 12 52 7 Rib SteakRib RoastsRibeyesShort Ribs

Chuck (27%) 196 80 65 145 20 Chuck and Arm RoastsChuck Steaks

Flank, Plate, 145 38 56 94 13 Flank SteakBrisket, BrisketShank (20%) Short Ribs

Soup Bones

Miscellaneous 43 6 6 1(6%)TOTAL 725 270 184 457 63

2. Percent of starting carcass weight.

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Product Yields from Pork

Live Pig 250 lbs. Carcass 175 lbs.

Untrimmed Trimmed Product

Weight (lbs) Weight (lbs) % of Carcass Possible Cuts

Ham (25%)* 44 32 18 Cured or Fresh Ham

Loin (18%) 34 30 17 Rib and Loin ChopsSirloin RoastCountry Style Ribs

Blade Shoulder (8%) 15 13 7 Blade Steaks and(Boston Butt) Blade Roasts

Picnic Shoulder (9%) 16 13 7 Arm RoastsLean Trimmings for Sausage

Side (17%) 30 28 16 Bacon and Spareribs

Miscellaneous (20%) 36 15 8 Neck BonesSausage Trimmings

Total 175 130 74

3. Percent of starting carcass weight.

Product Yields from Lamb

Live Lamb 120 lbs. Carcass 60 lbs.

Untrimmed Trimmed % of Carcass Possible CutsWt (lbs) Wt (lbs)

Leg (28%)* 17 12 20 Leg Roasts Leg Slices

Loin (16% 9 6 10 Loin ChopsLoin Roasts

Rib (12%) 7 4 7 Rib ChopsRob RoastsRack of Lamb

Shoulder (24%) 14 9 16 Shoulder RoastsArm ChopsBlade Chops

Miscellaneous (20%) 12 6 10 Riblets, StewmeatGround LambShanks, Flank

Total 60 45 63

4. Percent of starting carcass weight.

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Meat Processing TerminologyDressing Percent: The carcass weightexpressed as a percentage of the live weight.For example, a 120-pound lamb yielding a 60-pound carcass has a dressing percent of 50%.Dressing percent varies with species of animal,live weight, hide cleanliness, fill in the digestivetract, degree of muscle development, fatness,and dressing procedure. Heavier weights, cleanhides, minimum fill, heavy muscling and higherfat content increase dressing percentages.

Dressed Weight: The same as carcass orhanging weight. The weight of the carcass afterremoval of the head, hide (or hair), feet, organsand digestive tract during slaughter. Meat soldin bulk for the home freezer is usually priced ona carcass or hanging weight basis.

Sides and Quarters: A side is half of acarcass. It is a common method by which beefor pork are sold for home freezers. Beef is alsosold as quarters or as �split sides�. A frontquarter is the front half of a carcass side. Ahindquarter is the back half of a carcass side.Because the hindquarter contains a largerproportion of higher priced cuts, it always sellsfor more per pound than the front quarter. Asplit side is a quarter of a carcass, but includescuts from both the front and hind quarter (a�half of a half�). Lambs are usually sold by thefull carcass.

Processing Cost: The cost of cutting, wrappingand freezing a carcass, side or quarter. Theprocessing cost is usually charged on a per-pound basis for the hanging weight in additionto a slaughter fee. Additional processingcharges are assessed for extra services such ascuring hams and bacons, making patties orsausages, etc.

Cutting Loss: Also known as processing loss.It is the percent of the carcass weight lost asbone or fat when a carcass is fabricated intopackaged cuts. Cutting losses may varyconsiderably, depending largely on the amountof trimmable fat on the carcass. For example, avery lean beef carcass may have a cutting lossof only 25-30%, while a very fat carcass mayhave a loss of over 40%. Cutting loss is alsoaffected by cutting method (bone-in vs.boneless cuts), and how closely the fat is

trimmed (1/8 inch vs. 3/4 inch trim). Individualmeat cuts sold at retail counters are subject tosimilar cutting losses. Final retail prices reflectthese packer-to-retailer cutting losses.

Packaged Weight: Weight of packaged retailcuts that are ready for display in a meat case orstorage in a home freezer.

Aging: Holding meat animal carcasses at lowtemperatures (35-45oF) for 7 to 14 days toallow naturally occurring enzymes in the meatto improve tenderness. Most tenderizationoccurs during the first 10 days of aging. Subtleflavor changes may also occur due to chemicalreactions in the fat. Only beef and lambcarcasses with a uniform, protective fat covermay be aged without incurring excessivesurface moisture loss if they are aged for longperiods. Aging is very important to enhancebeef eating quality. Because lambs are veryyoung, they require a shorter aging period thanbeef. Pork is not aged.

Marbling: Flecks of fat in the lean. Marblingcontributes to the flavor and juiciness of meat.Larger amounts of marbling increase the caloriccontent of meat.

Beef Grades: A voluntary carcassclassification system administered by theUSDA. Graded carcasses are assigned a qualitygrade based on the estimated eating quality, anda yield grade based on the expected yield ofretail cuts from the carcass.

Quality grades (Prime, Choice Select) reflectanimal age and the amount of marbling in thelean. As the quality grade increases fromUSDA Select to USDA Prime, the amount of fat(marbling) in the lean increases.

Quality Grade Marbling in Ribeye

Prime Abundant

Choice Modest

Select Slight

Standard Traces

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Yield grades (1, 2, 3, 4, and 5) estimate theexpected cutting yield when carcasses areprocessed into retail cuts. Yield grade 1carcasses are exceptionally lean while yieldgrade 5 carcasses are very fatty. The degree ofmuscle development in a carcass can also affectthe yield grade.

Forms In Which Meat Can Be Sold(Beef, Pork, Lamb and Veal)

� whole carcass� half carcass (side)� front or hind quarter (beef)� split side (half of a half)� bundles� individual retail cuts� processed meat products

Meat processors report that split sides are verypopular. This gives the customer all the cutsfrom a side of beef (or pork), but in half thequantity (and for half the cost). Although aprocessor can offer 25 or 50 pound bundles ofbeef for sale from his plant, the sale of thesesmaller quantities may be difficult for aproducer to coordinate in direct sales, becauseof the need to move all the cuts in a somewhatuniform manner. However, it can be done.

Cutting InstructionsSome producers collect cutting and processinginformation from the customer, and pass italong to the processor. In most cases, thecustomer deals directly with the plant inarranging cutting instructions. This is the waymost plants prefer to operate (some insist on it).Plant operators are experts in processing andcan more correctly tailor cuts and packageweights to customer needs and desires and canalso offer alternatives to customers. Also, ifthere is dissatisfaction with the processing, itwill come back to the processor and not thefarmer. Colorful 8-1/2 x 11 inch meat chartsshowing the major cuts from beef, pork, lambor veal carcasses are available from theNational Live Stock and Meat Board at a costof $14 per 100. Order at 1-800-368-3138.These may be useful in assisting customers indetermining how they want their meat cut.

Packaging and Storage LifeAlmost always the meat in direct-to-consumersales is frozen, and will be used by thecustomer over a period of months. Properwrapping of meat in high quality freezer paperand rapid (sharp) freezing contribute to longerlasting quality in the product. The goal is toprevent moisture loss from the meat (freezerburn) and keep out air, which contributes torancidity development (off flavors). Vacuumpackaging in a plastic barrier film is anexcellent way to achieve this, and also providesgood visibility of the product. However,sometimes, handling of the frozen meat in suchvacuum packages may lead to �leakers,�packages which lose their vacuum and theadvantages that this packaging system provide.

Another key to customer satisfaction is havingthem use up the frozen product while it is stillin good condition. Remind customers tooperate their freezers at 0oF, and to use up thefrozen product within these time limits for bestflavor:

� beef - within 9 months� pork - within 4 months� lamb - within 9 months

For greatest customer satisfaction, try to �size�the amount of meat purchased to how fast afamily uses it, so that product does not remainexcessively long in their freezer, and providethem with undesirable eating experiences.

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The Nutrient Composition of Meat CutsBy Dennis Buege, Extension Meat Specialistand Susan Nitzke, Extension NutritionSpecialist, University of Wisconsin - Madison

Nutrient information for popular fresh meat,poultry and fish products has been developedfrom USDA handbooks, and is now posted ormade available as handouts at retail cases inmany grocery stores. The purpose of this factsheet is to provide that nutrient information forbeef, pork, lamb and veal cuts, and to makecomparisons to poultry and fish products.

Nutrient values for fresh meat cuts are basedupon 3 ounce (85 grams) boneless portions ofcooked lean, trimmed of removable fat. Threeounces of cooked meat is represented by aquarter-pound hamburger (4 ounces raw - 3ounces cooked), or is approximately the size ofa standard size deck of playing cards. TheUSDA recommends that individuals dailyconsume two to three servings (5 to 7 ounces)from lean meat, poultry, fish or alternates (suchas eggs, dried beans, and nuts) group.

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Nutrients In Three Ounce Cooked, Trimmed Serving

Beef

Cut Calories Calories Total fat Saturated Cholesterol Protein (g) Iron (% from Fat (gm) Fat (gm) (mg) daily value)

Eye Round Roast 140 40 4 2 60 25 10

Top Round Steak 150 40 4 1 70 27 15

Tip Round Roast 160 50 6 2 70 24 15

Sirloin Steak 170 60 6 2 75 26 15

Chuck Arm Roast 180 60 7 3 85 28 20

Top Loin Steak 180 70 8 3 65 24 10

Tenderloin Steak 180 80 9 3 70 24 15

Rib Steak, 190 90 10 4 70 24 10Small End

Rib Roast, 200 100 11 4 70 23 15Large End

Chuck Blade Roast 210 100 11 4 90 26 15

Ground Beef 210 100 11 4 85 27 15(10% fat)*

Ground Beef 230 120 13 5 85 24 15(17% fat)*

Ground Beef 250 150 17 6 85 23 15(27% fat)*

* Ground beef fat percentage is before cooking; products were broiled to well-done.

Veal

Cut Calories Calories Total fat Saturated Cholesterol Protein (g) Iron (% from Fat (gm) Fat (gm) (mg) daily value)

Cutlets 130 25 3 1 90 24 4

Loin Chop 150 50 6 2 90 22 4

Rib Roast 150 60 6 2 95 22 4

Shoulder Blade Steak 170 50 6 2 135 28 6

Shoulder Arm Steak 170 40 5 1 130 30 6

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Pork

Cut Calories Calories Total fat Saturated Cholesterol Protein (g) Iron (% from Fat (gm) Fat (gm) (mg) daily value)

Tenderloin Roast 140 35 4 1 65 24 6

Top Loin Roast 170 60 6 2 65 26 4

Top Loin Chop 170 60 7 2 70 26 4

Loin Chop 170 60 7 3 70 26 4

Sirloin Roast 180 80 9 3 75 25 6

Rib Chop 190 80 8 3 70 26 4

Shoulder 190 100 11 4 80 23 8Blade Steaks

Country Style Ribs 210 110 13 5 80 23 6

Ground Pork 250 160 18 7 80 22 6

Spareribs 340 230 26 9 105 25 8

Lamb

Cut Calories Calories Total fat Saturated Cholesterol Protein (g) Iron (% from Fat (gm) Fat (gm) (mg) daily value)

Shank 160 45 5 2 90 26 10

Leg, Whole 160 60 7 2 75 24 10

Shoulder Arm Chop 170 70 8 3 80 24 10

Loin Chop 180 80 8 3 80 25 10

Shoulder 180 90 10 3 80 22 8Blade Chop

Rib Roast 200 100 11 4 75 22 8

Comparisons Among Cooked Meat, Poultry and Fish

Beef (composite)* 185 70 8 3 75 25 14

Pork (composite)* 180 70 8 3 75 25 5

Lamb (composite)* 175 70 8 3 80 24 9

Veal (composite)* 165 55 6 2 100 27 6

Chicken Breast** 120 15 1.5 0.5 70 24 4

Chicken Thigh** 150 60 7 2 80 21 6

Turkey Breast** 120 10 1 0 55 26 8

Turkey Thigh** 140 40 5 1.5 65 23 15

Cod** 90 10 1 0 50 19 2

Salmon** 150 65 7 1 50 22 4

Shrimp 110 20 2 0 150 22 5

* Average of major cuts** Skinless

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How Does Meat Fit Into a Healthy Diet?Meat is a good source of protein, B-vitamins, and minerals such as iron and zinc. But how does it fit intoa heart-healthy diet? The table below presents for three levels of calorie intake the upper limits for dailyconsumption of total fat, saturated fat and cholesterol, as recommended by the American HeartAssociation. Comparing the values listed above for various products to this table shows how a 3 ounceserving fits into these daily recommendations:

Total Fat Saturated Fat Cholesterol

American Heart Association < 30% of calories < 10% of calories < 300 milligramsDaily Recommendations

Daily Calories

1,500 calories Less than 50 grams 15 grams 300 mg

2,000 calories Less than 65 grams 20 grams 300 mg

2,500 calories Less than 80 grams 25 grams 300 mg

Sources of Nutrient Information:

� Beef: USDA Handbook 8-13 (1990)� Fish:USDA Handbook 8-15 (1987)� Veal: USDA Handbook 8-17 (1989)� Lamb: USDA Handbook 8-17 (1989) � Poultry: USDA Handbook 8-5 (1979)� Pork:USDA Handbook 8-10 (1991)

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Nutritive Content of Alternative Red Meat ProductsOstrich � Emu � Venison � Elk � Bison

Dennis R. Buege1, Mark Kreul1, and Juliette C.Howe2 1Animal Sciences Department,University of Wisconsin � Madison 2USDANutrient Data Laboratory, Beltsville, MD

Meat and poultry products provide valuablenutrients to the diet, including large amounts ofhigh quality protein, important minerals such asiron and zinc, and significant amounts of fiveB-vitamins. Beef, pork, lamb, veal, chickenand turkey have traditionally been the primarymeats consumed in the U.S. diet. During the1990�s, other sources of �red� meat emerged asalternatives in the meat supply, such as farm-raised bison, elk, deer, emu and ostrich.Because of their red color and the fact that mosthave not been traditionally consumed in theU.S., these products are sometimes collectivelydescribed as �alternative red meats� (ARM).

For some of these species, meat was initially aby-product of their production. Animal partssuch as hide (skin), antlers, feathers, and oilwere sometimes the most valuable parts of theanimals. However, over time, the meat hasbecome a significant part of their value and isoffered for sale at some retail stores andrestaurants nationwide.

To date, little nutrient information has beenavailable on the products of these species, asthey are raised in the U.S. An exception isbison (American buffalo), which is really one ofthe original meat sources on this continent, andfor which some nutrient information exists. In1998 the United States Department ofAgriculture (USDA) funded a research projectat the University of Wisconsin entitled�Alternative Red Meat: Marketing andProcessing Improvement.� This work wasadministered through the Wisconsin Departmentof Agriculture, Trade and Consumer Protection(WDATCP), and carried out by the MeatScience Laboratory (Animal SciencesDepartment). An important aspect of thisproject was determination of the nutrientcontent of ARM meat products. This articlesummarizes the findings of that nutrient studyand compares them to nutrient information ontraditional meat sources.

Source of ARM Products TestedTo assure that the nutrient information obtainedwas representative of products marketed acrossthe U.S., ARM products were selected foranalysis to represent different geographic areasof production and processing, methods offeeding/raising the animals, and organizationsthat are strongly involved in marketingproducts. In most cases, 6 samples (or productsof 6 animals) were included in the analyses.For venison, bison and elk, several cuts andground product were examined. For ostrich,only ground product was tested, since Texas A& M University had already done nutrientanalyses on ostrich products. Likewise, TexasTech University had earlier analyzed nutrientsin some emu cuts, so this study only examinedthe nutrient content of ground emu and twoselected cuts.

ARM Product Preparation and Nutrient AnalysisMeat products were most often received asprepared cuts or patties, ready for cooking.Bison cuts were received as vacuum-packagedprimal sections that were cut into steaks whilestill in the frozen state. When ground productwas received in bulk form, four-ounce pattieswere formed prior to cooking. All ARM cuts

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reported here were broiled to a final internaltemperature of 160oF, which corresponds to amedium degree of doneness. Ground productswere pan-broiled to an internal temperature of160oF, the minimum temperature recommendedfor ground meat patties to insure safety frompathogenic bacteria.

The nutrient content of the trimmed, cookedlean was determined by a commercial analyticallaboratory. All procedures used in productpreparation and nutrient analysis were approvedby personnel at the USDA Nutrient DataLaboratory to insure that the results would beacceptable for later inclusion in their NutrientDatabase for Standard Reference.

Source of Nutrient Information on Traditional MeatsThe most respected source of nutrientinformation on foods is the USDA NutrientData Laboratory�s �Nutrient Database forStandard Reference.� This is available toeveryone via the internet atwww.nal.usda.gov/fnic/foodcomp. Comparativenutrient values for beef, pork, lamb, veal,chicken and turkey products provided in thisreport were obtained from that web-basedsource.

Nutrient Composition of Cooked Meat CutsTable 1 presents key nutrients present inselected ARM cuts and in comparable cuts oftraditional meat and poultry. The information isbased upon cooked, three-ounce servings,trimmed of external waste fat, or with skin-removed. Three ounces is the standard servingsize designated by nutrition authorities forexpressing the nutrient content of fresh meatand poultry products. A three-ounce cookedserving is the size of a quarter-pound hamburger(4 oz. Raw = 3 oz. After cooking), or the size ofa standard size deck of playing cards. TheUSDA�s Food Guide Pyramid recommends twoto three servings of meat, poultry, fish, beans,eggs and/or nuts daily.

While this project analyzed many nutrients inARM products (including all minerals,vitamins, amino acids and fatty acids), Table 1reports only key nutrients for which meat

provides significant amounts - protein, iron,vitamin B6 and vitamin B12. Total fat,saturated fat (a part of the total fat), cholesteroland calories are also provided because ofconsumer interest in these components and theirassociation with important dietaryrecommendations. Daily recommended intakesof nutrients, as provided by governmentagencies and health organizations, are includedfor comparison.

All meat and poultry cuts are excellent sourcesof high-quality protein, with a three-ouncecooked serving providing about one-half ofmost individuals� daily protein needs. Ingeneral, cooked cuts from the ARM specieswere lower in fat and saturated fat thancomparable beef, pork, and lamb cuts, andchicken thigh. However, the meat of all specieswas fairly similar in cholesterol content.Although cholesterol is a lipid material, it is notthe same as fat and does not vary with fatcontent of the meat. For example, veal productsare lower in fat, but relatively higher incholesterol. Most of the cholesterol found inmeat is associated with muscle and fat cellmembranes.

ARM products are very good sources of iron,an important element required for red blood cellformation. Since much of the iron in meat isassociated with the red meat pigmentmyoglobin, the strong red color of ARMproducts predicts higher iron contents.

Three-ounce servings of the ARM cuts providedfrom 18% to 35% of the daily Vitamin B6needs. Vitamin B12, required for the synthesisof DNA and for growth and development, isonly found in animal products. Meat cutsvaried substantially in vitamin B12 content,ranging from 12% of the daily recommendedintakes from a single serving of chicken orturkey to 130% of the recommended dailyintake from one serving of venison tenderloin.

Nutrient Composition of Cooked Ground MeatProducers of all ARM species market groundproducts. The fat content of ground productscan vary widely and is determined by the typesof raw materials used. For example, rawground beef can range from 5 to 30% fat. Inthese analyses, ground ARM products

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represented what was commercially availablefrom industry sources. The average fat contentof raw products in this study was: ostrich -8.7%; emu - 4.0%; venison - 7.1%; bison -16.2%; and elk - 8.8%. The ground beef andground turkey included in Table 2 forcomparison purposes contained 17% fat (similarto ground chuck) and 8% fat, respectively, inthe raw state.

Many of the observations noted above forcooked cuts likewise hold for cooked groundproducts. ARM ground products tended to belower in fat and saturated fat, higher in iron,and similar in cholesterol content to groundbeef or turkey. An exception was ground bisonwhich was very similar to the ground beef.Ground emu and ostrich were substantiallyhigher in vitamin B12.

SummaryThis article summarizes determinations of thenutrient content of cooked products fromAlternative Red Meat species (ostrich, emu,venison, bison and elk), and compares them tothe nutrient content of traditional meat andpoultry species. In general, ARM products tendto be lower in fat and saturated fat, higher iniron and similar in protein, vitamin B6 andcholesterol when compared to most traditionalmeat products. Emu and ostrich were found tohave higher levels of vitamin B12.

For a complete copy of the University ofWisconsin report, contact Dennis Buege (608-262-0463). Cost is $5 to cover copyingcharges.

This fact sheet has been peer-reviewed by SusanNitzke and Sherry Tanumihardjo, Department ofNutritional Sciences, University of Wisconsin-Madison.

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Table 1. Nutrient Content of Alternative Red Meat, and Traditional Meat and Poultry CutsBased upon 3 oz. (85 gram) cooked, trimmed/skinless servings -

Product Calories Protein Total Saturated Cholesterol Iron Vit B6 Vit B12(gm) Fat (gm) Fat (gm) (mg) (mg) (mg) (mcg)

Daily Dietary Recommendations* 1600-2800 50 <65 <20 <300 8 - M 1.7 2.4

18 - F

Ostrich1

Fan 114 22 2.3 0.7 65 2.4 NA NA

Top loin 132 24 3.3 1.0 79 2.8 NA NA

Inside strip 139 25 3.6 1.1 82 4.1 NA NA

Tenderloin 113 20 3.2 1.0 81 2.4 NA NA

Emu

Fan 122 26 2.0 0.5 70 3.9 NA NA

Loin 123 25 2.7 0.7 75 4.3 NA NA

Full Rump2 143 29 2.3 0.7 NA 5.9 0.8 1.9

Inside drum2 133 28 1.7 0.6 NA 6.2 0.8 2.0

Venison

Round 129 27 1.6 0.8 72 3.6 0.6 2.0

Loin 128 26 2.0 1.0 67 3.5 0.6 1.6

Tenderloin 127 25 2.0 1.0 75 3.6 0.5 3.1

Bison

Round 146 26 3.9 1.7 71 3.0 0.5 1.6

Rib 151 25 4.8 2.1 67 2.5 0.4 1.1

Sirloin 146 24 4.8 2.1 73 3.0 0.5 2.4

Elk

Round 131 26 2.2 1.1 66 3.5 0.4 1.3

Rib/loin 141 26 3.3 1.6 64 3.4 0.4 0.7

Tenderloin 137 26 2.9 1.4 61 3.5 NA NA

Beef3

Round 161 27 5.0 1.7 71 2.4 0.5 2.1

Loin 182 29 8.6 3.3 65 2.1 0.4 1.7

Pork3

Leg (fresh) 179 25 8.0 2.8 80 1.0 0.4 0.6

Loin 173 26 6.6 2.3 68 0.7 0.3 0.6

Lamb3

Leg 162 24 6.6 2.4 76 1.8 0.1 2.2

Loin 183 25 8.3 3.0 80 1.7 0.1 1.8

Veal3

Leg 128 24 2.9 1.0 88 0.8 0.3 1.0

Loin 149 26 5.9 2.2 90 0.7 0.3 1.1

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Table 1. ContinuedBased upon 3 oz. (85 gram) cooked, trimmed/skinless servings -

Product Calories Protein Total Saturated Cholesterol Iron Vit B6 Vit B12(gm) Fat (gm) Fat (gm) (mg) (mg) (mg) (mcg)

Daily Dietary Recommendations* 1600-2800 50 <65 <20 <300 8 - M 1.7 2.4

18 - F

Chicken3

Breast 140 26 3.0 0.9 72 0.9 0.5 0.3

Thigh 178 22 9.2 2.6 81 1.1 0.3 0.3

Turkey3

Breast 115 26 0.6 0.2 71 1.3 0.5 0.3

Dark meat 138 25 3.7 1.2 95 2.0 0.3 0.3

gm = grams; mg = milligrams; mcg = micrograms; M = males; F = females1 Source: Ostrich Meat Industry Development Final Reports (1993 and 1996), Texas A&M University.

2 Source: Texas Tech University

3 Source: USDA Nutrient Database for Standard Reference.

*Based on FDA�s Daily Values for a 2000-calorie diet, and the Institute of Medicine�s Dietary ReferenceIntakes for iron, B6 and B12.

Table 2. Nutrient Content of Cooked Ground Product from Alternative Red Meat, and Traditional Meat and Poultry Species.Based upon 3 oz. (85 grams) of cooked product -

Product Calories Protein Total Saturated Cholesterol Iron Vit B6 Vit B12(gm) Fat (gm) Fat (gm) (mg) (mg) (mg) (mcg)

Daily Dietary Recommendations* 1600-2800 50 <65 <20 <300 8 - M 1.7 2.4

18 - F

Ground Ostrich 149 22 6.0 1.6 71 2.9 0.4 4.9

Ground Emu 139 24 4.0 1.1 74 4.3 0.7 7.2

Ground Venison 160 23 7.0 3.6 83 2.8 0.4 2.0

Ground Bison 202 20 12.9 5.7 70 2.6 0.3 1.9

Ground Elk 162 23 7.4 3.6 66 2.8 0.4 2.2

Ground Beef** 217 21 13.9 5.5 69 2.0 0.2 1.7

Ground Turkey** 200 23 11.2 2.9 87 1.6 0.3 0.3

Intakes for iron, B6 and B12.

*Source: USDA Nutrient Database for Standard Reference

9. ground beef is 17% fat in raw state (similar to ground chuck). Pan-fried.

10. ground turkey is 8% fat in raw state. Cooked.

*Based on FDA�s Daily Values for a 2000-calorie diet, and the Institute of Medicine�s Dietary Reference

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Nutritional Influences on Pork Quality

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Meat Science and Meat SenseInformation on Sausages and Sausage ManufacturePrepared by:Dr. Dennis Buege, Meat Science Laboratory

Sausage TypesA simple definition of sausage is ground orchopped meat combined with salt, spices andother ingredients and shaped in some manner,usually by means of size casings. The origin ofsausage-type products precedes recordedhistory. Over the centuries, sausage making hasbeen refined and developed into an art stronglytied to ethnic groups. Today scientific principlesare being employed to improve productionprocedures and product quality. By altering theprocess and meat and spice ingredients, a widevariety of sausages can be produced.Classifying all sausages into specific categoriesis very difficult, since any given sausage maybe produced in a number of different ways.Below is a very simple and broad classificationof the various sausage types based uponprocessing procedures and productcharacteristics:

Fresh sausages: Raw sausages (cooked byconsumer), and do not contain the �curing�ingredient nitrite. Examples include fresh porksausage, fresh Italian sausage, and freshbratwurst.

Cooked sausages: Ready-to-eat sausages whichare fully cooked during manufacture. Many arealso smoked. These products may be eatenwithout heating, but often are reheated beforeserving. Examples include wieners, bologna,cotto salami, smoked sausage, cooked bratwurstand liver sausage.

Fermented sausages: Have a characteristic�tangy� flavor due to the accumulation of lacticacid produced from a microbial fermentation ofadded sugars (or in some cases by directaddition of encapsulated acids). These sausagesare dried to varying extents during processing.Semi-dry fermented sausages (slight drying)include summer sausage and snack sticks. Dryfermented sausage (extended drying) includepepperoni, hard salami, and Genoa salami. Withthe proper amount of acidification and drying,these sausages can be shelf stable (no

refrigeration needed).

Meat loaves and jellied products: Mixtures ofchopped meat usually processed in pans ormetal molds. Jellied products consist of cookedmeat chunks suspended in gelatin. Examplesinclude pickle and pimento loaf, honey loaf,jellied roast beef loaf and head cheese.

Sausage TypesMeat: Beef, veal, pork, lamb, mutton andpoultry are all suitable for use in sausage. If youslaughter your own animals, meat off of thehead, trimmings off of the skeleton and lesspopular cuts can be saved for sausage. If youpurchase meat ingredients for making sausages,inexpensive cuts such as beef short ribs, chuckcuts, round cuts, and pork shoulder cuts can beused. Tenderness won�t be a problem sincewe�re producing a ground product. Whateverthe source, use only raw meat ingredients thatare fresh and wholesome. High quality sausagescan be made only if the starting raw materialsare of high quality.

Venison and other game meat may besubstituted for all or part of the lean meats insausage recipes. Because game is oftenslaughtered in the field under less sanitaryconditions, it is especially important to beaware of the wholesomeness and condition ofthis type of meat. Generously trim awayevidence of spoilage (discoloration, off-odors,stickiness, slime, etc.). Some people remove allof the trimmable fat from venison, as this fatcan contribute to the development of rancid off-flavors.

Salt: Salt is the most important non-meatingredient in sausages. Salt enhances the flavorof the sausages, and aids in preserving themagainst microbial spoilage (although the low,present day salt levels exert less of apreservative effect that the higher levels of thepast). Salt also �solubilizes� and extracts themuscle protein on the surface of meat particles.This semi-fluid protein film coagulates duringheating, binding the meat particles together andproducing a firm sausage texture. Most sausageformulations contain 1 to 3% salt. Salt levelscan be adjusted to suit your tastes. �Lite� salt, ablend of sodium chloride and potassiumchloride, can be used to reduce the amount ofsodium in the product (be aware that

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excessively high levels of potassium chloridecan import a bitter flavor to the product).

Nitrites and Nitrates: The purpose of these�curing� ingredients is to inhibit the growth ofcertain microorganisms (including the one thatcauses botulism); to develop the typical pinkcolor of cured meats; and to enhance the flavorof the product. Nitrite is the specific activeingredient that carries out the functions listedabove. When nitrate is used, it must be firstconverted to nitrite by microorganisms presentin the meat. Potassium nitrate (saltpeter) wasthe salt historically used for curing. However,sodium nitrite has largely replaced the use ofnitrate today.

Caution must be used in adding nitrite to thesausage batter since overdoses of this ingredientcan be toxic to humans. Because of the safetyconcern in using nitrite, it is not readilyavailable in pure form. In addition, since nitriteis added at a very low level (1/4 ounce per 100pounds of meat) it would be difficult toaccurately weigh out the desired amount oncommonly available scales. Therefore, forsafety and accuracy salt blends alreadycontaining nitrite at the proper level are bestused by home sausage makers when the recipecalls for nitrite or nitrate addition. Mortons�Tender Quick Salt� is an example of such ablend, containing a very small amount of nitriteand nitrate. It is available in many grocerystores. When this blend is used as the saltsource for products that call for nitrite ornitrate, these curing ingredients willautomatically be added to the batter at a safeand proper level.

Most commercial meat processors obtain theirnitrite in the form of a �curing salt.� This isusually a blend of 6% sodium nitrite and 94%salt (colored pink by some manufactures toclearly distinguish it from salt or sugar). At thisdilution rate processors add 4 ounces of thecuring salt to 100 pounds of meat (0.4 ouncesor 11 grams per 10 lbs. Of meat) to achieve theproper level of nitrite addition (156 parts permillion).

Cooked sausages can be made without addingnitrite if desired. Such sausages will be brownin color (rather than pink), and more susceptibleto flavor changes and microbial spoilage. It is

best to store them in the freezer.

Spices: Much of the distinguishing flavors ofdifferent varieties of sausage is due to the typeand quantity of spices in the recipe. Homesausage makers will usually use ground orwhole natural spices in their products. Thecommercial meat processing industry today alsouses spice extracts (extracts from natural spiceswhich contain the characteristic flavors) inplace of some natural spices. When theseextracts are used, they are listed as �flavorings�on the product label.

Spices can be a significant source of bacterialcontamination to sausages. Processors, ifdesired, can buy spices which have beensterilized by exposure to ethylene oxide gas orirradiation. Buy the best spice you can, formaximum flavor and greatest purity. Spices canloose volatile flavor components during storage.Store in covered containers and avoid longperiods at high temperatures (i.e. above 80oF).Spices which are over one year old may havelost some of their flavor, particularly if theywere not stored well.

Sugars: A variety of sugar sources can be usedto impart sweetness and flavor to sausages.These include sucrose (table sugar), brownsugar, dextrose, and corn syrup. Sugars alsoreact with proteins during heating to producebrowning which enhances flavor andappearance.

Ascorbic Acid: Ascorbic acid (vitamin C) orsodium ascorbate speed the development of thepink cured color in sausages containing nitrite.Sodium erythorbate is chemically similar toascorbate and is also used for this purpose.These �cure accelerators� are an optionalingredient for home sausage makers. Whenused, sausages can be heated and smokedimmediately after stuffing. If ascorbate orerthythorbate are not used, the batter or stuffedsausages should be held overnight (refrigerated)before smoking and heating, to allow time forgood cured color development. Theseingredients are used at the rate of 7/8 oz. Per100 pounds of meat.

Binders and Extenders: These aremiscellaneous ingredients that may improveflavor, help the sausages better retain fat and

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moisture (binders), or lower the cost of thesausage recipe (extenders). The best known ofthese ingredients include non-fat dried milk,cereal flours, and soy protein products. Theseproducts can be incorporated to suit your taste.In most commercial products they are restrictedto less than 3.5% of the product weight.

Water: Government regulations permit variouslevels of water to be retained in many finishedsausage products. This varies from 3% in freshsausages to as much as 25% in low-fat cookedsausages. From a practical standpoint, 3% watercould be added to fresh sausages if desired, and10 to 15% to cooked sausages (remember someof that water will be lost from the productduring cooking). Water aids the salt in�solubilizing� meat proteins (by forming abrine), helps the mixing of the batter andcontributes to the juiciness of the final product.

Starter Culture: This is an inoculum of lacticacid bacteria that converts added sugar to lacticacid, producing the tangy flavor in fermentedsausages. Many sausage processors mix astarter culture into the batter of summersausage, snack sticks, etc. prior to the stuffingstep, to insure later production of lactic acid inthe sausage. Historically, processors relied uponchance inoculation by bacteria present in meat.However, if insufficient numbers of naturally-occurring lactic acid bacteria are present, littletang may develop. Starter cultures come infrozen or freeze-dried forms, and are availablefrom suppliers who serve the meat industry.Although most starter cultures will fermentcommon table sugar (sucrose), the simple sugardextrose is the choice of most sausage makersto include in their fermented sausage recipe.

In order to get a successful fermentation andacid production, the stuffed sausages must beheld at temperatures favorable for bacteriagrowth (80-100oF) for 10 to 15 hours to allowthe starter culture bacteria to grow and fermentthe sugar to lactic acid. Without an effectivestarter culture in the batter to rapidly produceacid, these abusive fermentation temperaturescan pose a microbiological safety risk

Encapsulated acids: In recent years someprocessors have acidified their sausage byadding encapsulated citric or encapsulated lacticacid to the batter, rather than using a starter

culture. Encapsulated acids are small beads ofacid surrounded by a lipid coat. These acids aregently blended into the batter near the end offinal mixing (do not grind after mixing � don�twant to disrupt the lipid coat). The sausage canthen immediately be cooked, and when thebatter temperature reaches 137oF, the lipid coatmelts releasing the acid. Direct addition of acidmust be done in this encapsulated form becausedirect addition of non-protected acid to thebatter during mixing would cause the meatproteins to coagulate while still in the mixer,ruining product texture.

Encapsulated acids would be the easiest way forhome meat processors to get a tangy flavor intotheir summer sausage, if they desired it. Consultlocal processors to see if they use this product,or can offer a source of these acids. Usualaddition level of encapsulated acid is 6 to 10ounces per 100 pounds of meat (depending onlevel of acid tang desired).Note: While most summer sausages today arefermented or acidified, it is not a requirementfor these products. Some summer sausages aremade just as cooked sausages with summersausage seasoning. Such sausages will not havean acid tang, but that is desired by someconsumers.

TemperaturesIt is extremely important to maintain properrefrigeration (40oF or lower) on your rawmaterials and product throughout processing,and on the finished product. Prolongedtemperature abuse during manufacture canpermit growth of undesirable microorganisms,leading to product spoilage or food-bourneillness.

During heating of cooked sausages, temperatureof the product should pass rapidly through thetemperature zone of 60-130oF which favorsrapid bacteria growth. Most cooked sausagesare heated to a final internal temperature ofaround 160oF. There are some alternativeholding time and internal product temperaturecombinations which will also insure anadequate kill of disease-causing (pathogenic)bacteria.

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These include:

Product internal Minimum holding time at temperature internal temperature

145o F 10 minutes

150o F 3 minutes

155o F 1 minute

If product is being cooked in water, the watertemperature should be in the range of 160-180oF. If being heated in a smokehouse or grill,an air temperature of 160 to 200oF is desirable.When cooked by dry heat, pans of water can beplaced near the product to provide somehumidity to reduce drying of the sausage.

Products should be adequately cooled aftercooking. While adequate cooking will destroyall vegetative cells of disease-causing bacteria,several pathogens can form spores which willsurvive normal cooking procedures. If sausagesare cooled too slowly, the spores may revert tothe vegetative form and begin to grow.Commercial processors meet the followinginternal temperature cooling guidelines:

Uncured products (no nitrite):� from 130oF to 80oF in less than 1.5 hours� from 80oF to 40oF in less than 5 hours

Cured products (nitrite present):� from 130oF to 80oF in less than 5 hours� from 80oF to 45oF in less than 10 hours

CasingsHome sausage makers often inquire aboutwhere they can buy sausage casings. Usually asmall supply of natural and synthetic casingscan be purchased from local meat processors,who use these casings in the manufacture oftheir own line of sausages. If local processorsdo not have extra casings to sell, they coulddirect you to their casing suppliers. Mostcasings used in sausage making are eithernatural, collagen or synthetic. Natural casingsare from the G.I. tract of animals. Most freshbratwurst are in pork casings. Natural casingwieners and some breakfast sausages are inlamb casings. Ring bolognas are typically inbeef casings. Natural casings always have anatural �curve� to them.

Collagen is an animal protein, often extractedfrom beef hides, and manufactured into anedible casing (collagen is also the main proteinpresent in natural casings). Collagen casings areused on some breakfast links, bratwurst(especially pre-cooked bratwurst and othertypes of linked sausages. Collagen casingsprovide straight sausage links (no curve).

Synthetic casings come in a variety of forms.�Skinless� hot dogs are manufactured incellulose casings (made from cotton linters),which allow smoke to penetrate and moisture toescape during cooking. After skinless franks arecooked and cooled, the cellulose casings arepeeled off and discarded, producing �skinless�products. Larger size cellulose casings havepaper fibers added for strength, and are termed�fibrous� casings. They are used for summersausage and larger diameter slicing products.

EquipmentAll equipment should be clean and in goodworking order. Minimum equipment needed formanufacturing most sausages includes accuratescales, a grinder and a stuffer. A silent cutter,consisting of high-speed rotating knives withina revolving metal bowl, is used for productionof fine textured sausages. Sausage texture(coarse vs fine) can also be affected by the sizeof the holes in the grinder plate, and the numberof passes of the meat through he grinder. Thecooking of sausages may be accomplished insmokehouses, covered grills or water baths.

TrichinosisThis illness is often contracted by ingesting rawmeat products containing pork infected with theparasite Trichinella spiralis. Although very fewpigs today carry this parasite in their muscle,government regulations specify all porkcontaining products that might be eaten withoutfurther cooking must be heated to an internaltemperature of at least 145oF as a precautionarymeasure. Alternatively, if pork is frozen at 0oFor lower for 20 days or more, it can be safelyused in products that are not heated above140oF. This frozen product is called �certifiedpork.�

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Sausage Recipes and ProceduresThe following pages list recipes and proceduresfor the sausages listed below. Each recipe isbased upon a batch size of 10 pounds of meat.These are recipes used at the Meat Science Lab,collected from a number of sources. Meat typesare suggested for each sausage. However,substitutions of other meats of similar fatcontent can be made with only minor flavoreffects on the product. For example, leanvenison could be substituted for the lean meatsin any of the recipes. Often pork or beefcontaining some fat are included with venisonto enhance eating quality. The composition ofthe sausages is really up to the producers�preferences.

Fresh Pork Sausage

Fresh pork sausage is a mixture of pork meats,salt and spices that has been ground or choppedwith no added water or extenders. Fat contentranges from 35 to 50% depending uponindividual preference. (Formulas - for 10# ofpork trimmings)

Spicy or hot (red pepper may vary depending on taste)

3.2 oz. Salt0.6 oz. Sugar0.6 oz. White pepper0.15 oz. Rubbed sage0.15 oz. Ginger 0.4 oz. Mace0.4 oz. Thyme0.4 oz. Red pepper0.8 oz. Monosodium glutamate

Mix spices with trimmings; grind once through3/8� plate and then through 3/16� plate. Use inbulk form, stuff in natural casings (pork rounds)or collagen casings.

Italian Style Pork Sausage

10.0 lbs. Lean pork trimmings (65% lean)2.4 oz. Salt0.4 oz. Fennel seed0.4 oz. Crushed red pepper0.2 oz. Ground black pepper 0.2 oz. White pepper0.2 oz. Paprika0.2 oz. Coriander (optional)0.4 chopped fresh parsley (optional)2 garlic cloves, minced (optional)

Grind the pork trimmings through a 1/4 inch or3/8 inch plate. Mix seasoning with thetrimmings thoroughly and stuff in naturalcasings or size 30 to 36 collagen casings. Hangovernight in 38oF refrigeration for spices tomarinate.

SOURCE: A. E. Reynolds, Extension MeatSpecialist, Michigan State University

Bratwurst

7.5 lbs. Pork trim2.5 lbs. Beef trim or

10.0 lbs. Pork trim (80% lean)3.2 oz. Salt0.8 oz. Sugar8.0 oz. Crushed ice3.2 oz. Non-fat dry milk2.0 oz. Fresh chopped onion0.5 oz. Ground white pepper0.15 oz. Lemon juice0.013 oz. Ground allspice (.04 gm)0.1 oz. Ground celery seed

Grind beef and pork separately through 3/8 inchplate. Regrind beef with onions and half the icethrough 1/8 inch plate. Mix all remainingingredients and remaining ice with ground beefand onion. Add pork and mix thoroughly.Regrind through 3/16 inch plate. Stuff into 32-35 mm hog casings and link. Cook in 170oFwater for 10 minutes. Cool in 40oF cooler.

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Polish Sausage

9.0 lbs. Boneless pork shoulders (80% lean)1.0 lb. Beef trimmings4.8 oz. Shaved ice1.6 oz. Dextrose0.5 oz. White pepper0.3 oz. Mustard seed0.2 oz. Marjoram (leaf)0.1 oz. Granulated garlic0.2 oz. Monosodium glutamate0.2 oz. Nutmeg3.6 oz. Salt

Grind through 1/8 inch or 3/16 inch plate andstuff into small diameter collagen casings ornatural pork rounds. This sausage may then besmoked if desired. Further cooking is required.Sodium nitrite (see instructions) may be addedto the fresh Kielbasa if a pink color is desired.

Holiday or Smoked Kielbasa

4.0 lbs. Lean pork trimmings (85% lean)3.0 lbs. Lean beef trimmings (90% lean)3.0 lbs. Regular pork trimmings (50% lean)1.0 lb. Shaved iceSodium nitrite (see instructions)

Use the same spices as for Fresh Kielbasa.Grind lean beef through 1/8 inch plate and porktrimmings through 3/16 inch plate. Add cure,seasonings and ice and mix thoroughly. Stuff innatural hog casings and smoke at 90-100oF for12 hours. Raise temperature gradually to 165-170oF and cook until internal temperaturereaches 150oF.

SOURCE: A. E. Reynolds, Extension MeatSpecialist, Michigan State University

Wieners

6.0 lbs. Beef4.0 lbs. Pork2.5 lbs. Ice3.2 oz. Salt0.7 oz. Sugar 0.5 oz. Ground white pepper0.3 oz. Ground coriander0.2 oz. Ground nutmeg0.1 oz. Ground mustardSodium nitrite (see instructions)

Grind beef and pork through a 1/4 inch plate. Ifa silent cutter is available, chop the beef withthe salt, nitrite, and half the ice to a temperatureof 45oF. Add the pork, spices and remainingice, and chop until proper texture is achieved,but not beyond a temperature of 58oF in themeat mixture. If a silent cutter is not available,a coarser textured product can be made bygrinding the beef through a 1/8 inch plate andmixing thoroughly with the ice, cure, salt andspices. Grind the pork through a 1/8 inch plateand add to mixture. Blend until a uniformconsistency is achieved. Stuff into natural orcellulose casings and hold over night at 40oF.Wieners are cooked in the smokehouse byslowly increasing the temperature from 130-170oF. Smoke may be applied during all or partof the cooking period.

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Summer Sausage

Formula No. 11:6.0 lbs. Lean pork trimmings4.0 lbs. Beef trimmings (sinews removed)4.8 oz. Salt0.8 oz. Sugar0.4 oz. Ground black pepper0.5 oz. Vinegar0.2 oz. Coriander 0.05 oz. Garlic powder (optional)Sodium nitrite (see instructions)

Grind trimmings through 3/16� or 1/4� plate.Mix the ground materials with the seasoningsand nitrite. Pack sausage in 6� deep pans andcure at 40-45oF for 2-3 days. Regrind through1/8� plate and stuff in No. 4 fibrous casing or 21/2� casings. Place in the smokehouse at 90-110oF and give a heavy smoke for 6-8 hours.Raise the temperature gradually to 165-170oFand cook until the internal temperature reaches140-150oF. Remove, shower with cold water,allow to dry and place the sausage inrefrigeration.

SOURCE: A.E. Reynolds, Extension MeatSpecialist, Michigan State University

SOURCE: Robert Rust, Extension MeatSpecialist, Iowa State University

Dry Beef Salami

9.0 lbs. Beef trimmings (lean, 85%)1.0 lb. Pork fat or beef kidney fat5.0 oz. (10 Tbsp) salt1.2 oz. (8 1/4 tsp) sugar1.0 oz. (2 Tbsp) white pepper or black pepper0.1 oz. (5/8 tsp) mace0.1 oz. (5/8 tsp) gingerSodium nitrite (see instructions)

Grind beef through an 1/8 inch plate and fatthrough 1/4 inch plate. Mix all the ingredientsfor 5 minutes or until a good distribution of thefat and lean is apparent. Store the mix in trays8 to 10 inches deep for 2 to 4 days at 40-45oF.Stuff into 5 inch fibrous casings, sewed bungsor suitable sized collagen casings. Hold stuffedproduct for 9 to 11 days at 40oF and 60%relative humidity.

SOURCE: A. E. Reynolds, Extension MeatSpecialist, Michigan State University

Spiced Luncheon Loaf

10.0 lbs. Extra lean pork trimmings (85% lean)1.2 oz. Clear corn syrup4.4 oz. Salt0.6 oz. White pepper0.2 oz. Mace0.1 oz. NutmegSodium nitrite (see instructions)

Grind pork trimmings through ¼� plate. Placein mixer, add ingredients and mix thoroughly.Fill in molds or stuff in No. 6 fibrous casingsand hold overnight in 38oF cooler to cure.Water cook at 160-165oF until the internaltemperature rises to 150oF. Molds may be oven-cooked at 250-275oF until temperature rises to150oF. Allow to cool at room temperature,remove from molds and place in refrigerationfor storage.

SOURCE: Service Manual of Union CarbideCorporation

Family Loaf

8.0 lbs. Pork trim (80% lean)2.0 lbs. Lean beef trim (90% lean)2.0 lbs. Water or ice1.0 lb. Corn syrup8.0 oz. Dried skim milk0.8 oz. Dried onion4.0 oz. Salt8.0 oz. Tomato juice0.5 oz. White pepperSodium nitrite (see instructions)

Grind pork through 3/16� plate. Chop beef andother ingredients for 2 minutes. Add the driedmilk and chop for 3 more minutes.(Alternatively, grind beef through 5/8� plate -mix with remaining ingredients and grindthrough 1/8� plate.) Add ground pork and mixfor 4 minutes. Cure for 24 hours at 40oF. Remixand pack in loaf pans. Leave at roomtemperature until internal temperature reaches55oF. Bake at 250oF to an internal temperatureof 150oF. Cool to 100oF and remove from pans.Refrigerate.

Prepared by:Dennis BuegeMeat Science Laboratory1805 Linden Drive Madison, WI 53706608 262-0555

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Marketing

MarketingThis chapter begins with an excerpt from anarticle by Dr. Dennis Buege that appropriatelyfocuses on customers. To be successful atdirect marketing, producers often need todevelop a whole new set of skills that arenecessary to attract and keep customers. Oneset of skills involves doing your own marketresearch, as Dr. Rami Reddy explains in thenext article. Finding customers who want andvalue what you can offer, and learning how tomodify what you offer to better fit yourcustomers� needs, are the goals of marketresearch.

Once you know who your potential customersare, you need to convince them that you havewhat they�re looking for. Self-promotion is nota natural thing for a lot of livestock producers,but direct marketing requires one to promotenot only your products, but yourself and yourfarm. Dr. Reddy discusses this in the thirdarticle of this chapter on marketing. Next, Dr.Reddy and Paul Dietmann tackle the issue ofpricing meat products. Then Greg Lawlessraises the question of whether direct marketerscould improve some of their individualmarketing efforts by cooperating more withtheir fellow producers.

One of the market niches that some producershave tried to fill is consumer demand for�organic� meat products. A short pieceprovided by consultant Laurie Greenbergexplains some of the differences between�natural� and organic labels. For the latestfederal ruling on organic meats, a USDAcontact is also provided. Next a National PorkBoard article about organic pork standards isincluded because it�s details about productionpractices probably carries over to other animalspecies. Again, the USDA should be consultedfor the latest rulings.

Another NPB article introduces another marketniche for livestock producers: ethnic markets.As Wisconsin and the rest of the Midwestbecomes more ethnically diverse, that opens upmarket opportunities for producers who canproduce products that appeal to differentcommunities.

Fortunately, Wisconsin has a grant program tosupport producers who are making investmentsand taking risks to develop new products andmarkets. The Agriculture Development andDiversification (ADD) program of the statedepartment of agriculture has helped supportmany meat-related new ventures over the pastdozen years. All of these funded projects arelisted the conclusion of this chapter.

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Direct Meat Marketing by Livestock ProducersBy Dr. Dennis Buege, Extension Meat Specialist, UW Madison

The direct sale of meat products to consumersrepresents a possible means for livestockproducers to increase returns for their animals.By assuming some of the marketing rolesinvolved in transforming the live animal on thefarm to retail products ready for consumers�freezers, extra income can be generated for thefarmer, and cost savings possible forconsumers. In addition, there are also otheradvantages for consumers which may be asimportant as reduced cost. These may include:

� Exceptional eating quality� Freshness of product� Reduced fat (�select� grade beef, lean hogs

and lambs, very close fat trim on cuts, leanground beef)

� Convenience of an in-home meat supply� Favorable production practices� Knowledge of source of product� Animals raised without growth promoters

or antibiotics1

Direct marketing requires extra work andresponsibilities of the producer. Majorconsiderations include:

� Producing high quality livestock whichsatisfy customers desires

� Having a good working relationship with alocal meat processor

� Having an adequate base of potentialcustomers - finding customers

� Evaluating competition in area for thesetypes of meat sales

� Coordinating transactions from farm tofreezer

� Determining a price for the sale� Collecting the money� Making good on meat which is

unacceptable to customers

Satisfying CustomersCustomers are the heart of your directmarketing enterprise. You are no longershielded from them by the packer and retailer.You must do everything within reason to satisfythem and encourage future sales. Your goalshould be to provide them with a verypleasurable experience when they purchase theproducts and every time they consume them.This includes not only the quality of the meatand the processing job, but also the ease of thetransaction and the friendliness and courtesywith which it was carried out. Remember, the�customer is always right.�

Within the flexibility of the plant operation,give them as many options as possible on howthey can have their meat processed. Try totailor the product to their wants and lifestyle.For example, if a family does not enjoy chucksteaks or roasts, show them how they can divertit to ground beef, cubed steaks or summersausage. Consider providing some new andeasy recipes to increase their enjoyment and useof the product. These can be obtained fromstate livestock councils.

Some marketers like to give their customers alittle �bonus gift� with each order. This mightbe a stick of summer sausage, a jar of maplesyrup or a bottle of barbecue sauce. Customersremember these little things, and look forwardto what the next gift might be.

1 The USDA has regulations on how meat from animals raised without antibiotics and growth promotants can be labeled. Theyallow the use of specific statements about production as: "Animals raised without the use of growth promoting hormones" or"Beef raised without the use of antibiotics for 100 days prior to slaughter". Producers making such claims must be able tosubstantiate their production methods. If no length of time is defined in the statement, it is assumed that the practice existed forthe entire life of the animal. "Natural" is not an appropriate term to describe such meat. The USDA defines natural as"minimally processed and with no added ingredients," and all fresh meat products would therefore qualify.

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Repeat SalesIf you and your cooperating processor areproviding high quality products and services toyour customers and satisfying their needs, theywill probably want to continue to buy from you.

However, some may be so busy that they fail tocontact you as their meat supply dwindles orruns out. Therefore, after an appropriate timeinterval, give them a call or send them a note toremind them about your product. This is also agood opportunity to obtain some feedback onhow satisfied they were with your product, andinvite suggestions for future improvements.Consider sending a newsletter which remindsthem about ordering more meat, and alsoprovides one new recipe, and perhaps someinteresting fact or quiz question about theindustry (such as, which country has the mostpigs? - answer = China). Use your imaginationto stimulate a repeat sale, and provide themwith an interesting and fun experience.

Keys to Customer Satisfaction (Repeat and New Sales)

1) Consistently provide high-quality product.Do not compromise this principle. Do notuse direct marketing as an outlet for inferioranimals. Determine what your customerswant, and strive to provide it as best youcan. Remember, positive word-of-mouthadvertising is the best and least expensivekind.

2) Insure that beef is aged a minimum of 10days. Because pigs and sheep are younger(more tender) at the time of slaughter, agingis not necessary. For optimum freshness,pigs should be cut and processed 1 or 2days after slaughter.

3) Promote good communication between theplant and customers on cutting instructions.Be sure the plant cuts the meat according tothe customers� needs and desires, and notaccording to how the plant likes to cut it.However, customers must be realistic intheir demands. An innovative plant canoffer new and alternative cuts which canincrease customer satisfaction.

4) Encourage excellence by the plant incutting, trimming, wrapping and freezingthe meat. A very close fat trim on cuts isdesired by most customers. Likewise,

make sure the fat content of the groundbeef meets the expectations of thecustomer.

5) Conduct open and honest communicationwith customers throughout the process.Take time to answer their questions andmake sure they understand yields and costsup-front. Follow-up after they have had themeat for awhile, to see if there are anyproblems. Customers frequently arereluctant to complain about problemproduct, especially if they personally knowthe seller. Such �stored-up dissatisfaction�can kill futures sales. On the average eachdissatisfied customer tells 66 other peopleabout their unhappiness with the product.

6) Stand behind the product. Even whenproducing high quality animals, there willlikely be a time when a customer isdissatisfied with the product. It is better toreplace the meat or give the money backthan to argue about it. Correcting a productproblem in a constructive, positive mannercan actually promote repeat and new sales,because customers develop confidence andtrust in you, and share this with theirfriends and acquaintances.

Do you know that satisfied customers willleave the business for no reason and itcosts seven times more to acquire a newcustomer than to retain the existing one?Hence there is a great need to keep eachand every customer. As a direct marketerof meat you need to cultivate these humanrelationships.

Dr. Avuthu Rami Reddy, UW-Platteville

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Doing Your Own Market ResearchBy Dr. Rami Reddy, Livestock Marketing Specialist, UW-Platteville

IntroductionHave you done any market research lately? Youwill probably respond by saying no. But if I askyou �Have you read the recent article onalternative meat marketing?� or �Are youfollowing the prices of livestock and meatproducts?� the answer is probably yes. Whenpeople hear the word research they oftenimagine the time-consuming, expensive andspecialized nature of marketing science. Marketresearch can be as simple as following dailyprices, observing the markets, or reading areport. The general economic conditions that weobserve and the forecasts we receive involve anabundance of market research activity. We getinformation through several sources such asfriends, print media, radio, TV, newsletters etc.,When we follow the prices of the cattle, pork orany other livestock, we are following the trendsand observing the market direction. We readarticles in the trade magazines or journals,where most of the findings are based onresearch. We are involved in the process ofmarket research through these secondarysources of information on a daily basis.

In our busy world it is becoming harder for asmall businessperson to keep up with themarket developments, let alone conduct marketresearch. But conducting market research isoften simple and only requires a disciplinedapproach.

Market research seeks to answer a few commonquestions that come naturally to meat marketerssuch as �What does the customer want?��Where can I sell my meat and meat products?��Does my new enterprise have any potential?��What alternative markets are there to explore?��What are the legal and regulatory constraints?��How should I price my meat and meatproducts?� �How do consumer trends affect thelivestock business and meat marketing?��Where can I sell organic and naturalproducts?� �How can I reach these markets?��What about ethnic markets?� �What are theconsumer perceptions and attitudes towards ourproducts?� �What discounts and commissionsshould be given to agents and brokers?�

In order to answer these questions, conductingmarket research is inevitable. Most marketresearch studies are aimed at finding andunderstanding the customer. Other research hasfocused on promotions, and product and salesresearch. In this document we will explore thedynamic process of market research and learnsome simple and timesaving market researchmethods.

Why Do Market Research?Market Research helps you:

� Define the market such as market potential,trends, customer and competitive analysis,new products, etc.

� Evaluate your market share by area, byproduct line, and by customer category.

� Determine how your business and productsare perceived in various markets.

� Identify the causes of your marketingproblems.

� Improve your marketing mix elements,such as product, price, place andpromotions.

Market research plays three roles. It isdescriptive in the sense that it helps usunderstand sales trends and consumer attitudes.It helps us in problem solving by identifyingproblems and finding solutions. It is predictivein the sense that it addresses �what if�questions. For example, with market researchwe can determine the results at variouspromotional expenditures.

Significance of market research:Here are a few points to take note of regardingthe importance of market research:

� Market research lowers your costs of doingbusiness by increasing the quantity andquality of information available for makingbusiness decisions, and thus reducing themistakes you make.

� Trying to sell the wrong product to thewrong target market at the wrong price isoften a result of inadequate marketresearch, and is detrimental to thebusiness�s success.

� Market research and competitiveintelligence are absolutely essential for the

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businesses in order to stay competitive andremain profitable.

� Market research precedes, proceeds andsupersedes all other marketing functions.

Market research could be as simple as talking toexisting customers or suppliers or as complex asconducting an elaborate test marketing of theproduct. A few time and cost saving marketresearch techniques are as follows:

1) Ask your friends and relatives if they areinterested in the product you are offering.

2) Check for referrals and call them up. 3) Use the telephone as your medium and the

telephone book as a resource. 4) Conduct simple surveys or personal

interviews. 5) Listen to the current customers. 6) Place simple classified advertisements in

the media (print) that cover your targetmarket, and then observe the response.

7) Clip articles of interest and keep them in afile.

8) Attend industry-sponsored conferencesand workshops.

9) Sponsor community programs orparticipate in community events.

10) Hang flyers in places that are visited byyour target audience.

11) Identify potential business advisors thatcan provide you with expert advice andanswers to your business problems.

12) Talk with your employees.13) Talk to the store manager. Look at the

local retail outlets and their meat productofferings. If your product is unique (eg:buffalo, rabbit, pastured poultry, quail etc.)and not carried by the store, talk to thepurchasing manager about placing yourproduct on the shelf, and then monitor themovement of the product.

14) Audit local food stores for new productsand current product disappearance.

15) Conduct simple experiments. Forexample, measure the promotionaleffectiveness by looking at the sales beforeand after promotions such as price rebates.

16) Conduct surveys or interviews in order togather primary data to seek solutions for thespecific problems of your business.

17) Observing customers is the best method.Though it involves time, it may yieldvaluable information regarding the buyer,purchasing habits, market conditions etc.

Marketing Research (MR) ProcessMarketing research involves planning,collecting and analyzing data relevant tomarketing decision-making. MR helps smallbusiness owners to develop the marketing mixby providing insights into lifestyles, preferencesand purchasing habits of target consumers.

Knowing the process of research will enableyou to save considerable amounts of time, givesyou pride in doing your own research, andconfidence in the results.

A small business owner can minimize the costsof MR by using secondary sources ofinformation, using simple methods of gatheringprimary information, and creating a goodcustomer contact management system.

Designing and conducting an MR project:The MR process is a scientific approach todecision-making that maximizes theresearcher�s chance for securing accurate andmeaningful results. The following represent thesteps in market research process:

1) Define the marketing problem2) Design your research plan3) Collect and analyze the data4) Prepare and present the report5) Follow up: make appropriate changes in

your business

1. Define the marketing problemDevelop a problem statement or researchobjectives. For example, �How can I reach newmarkets?� �How can I sell the least preferredcuts?� Stating the purpose of the research willimprove the clarity. When dealing with aparticular problem for the first time, conduct asituation analysis. If you understand theproblem and define the problem correctly, youalready have half the solution in your hands.

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2. Design your research planResearch design specifies the research questionsto be asked and answered, how and when thedata be gathered, and how data will beanalyzed. Budget is finalized after the design. Inorder to obtain facts, opinions and attitudessurvey methods are widely used. The mostcommon survey types are: In-home, In-store,telephone interviews, focus groups and mailsurveys.

3. Collect and analyze the dataDecide the type of data required for decision-making. There are two sources, primary dataand secondary data. Secondary data consists ofinformation that already exists. This is datapreviously collected for any purpose other thanthe one at hand.

Sources of secondary data include tradeassociations data, consumer expenditure survey,Bureau of Labor Statistics, U.S. Census,newspapers, radio, TV, phone books, libraryresources, CD-ROMs, on-line databases (NTIS,ABI/INFORM), small business developmentcenters, better business bureaus, membershipsof local organizations, university systems,extension offices, governmental agencies(USDA, DATCP), internet, trade magazines,conferences and professional meetings,professional associations etc.

One advantage of secondary information is thatit is inexpensive and easy to obtain. It saves alot of time and money. One disadvantages ofsecondary information is potential mismatchesbetween the current problem and the datagathered. The quality of secondary data mayalso be a problem. Make sure to find out whogathered the data, why the data were obtained,what methodology was used, and when it wasgathered. Some secondary sources are free andothers are costly. Choose the ones that fit yourbudget and need.

Primary data is information collected for thefirst time. It is used to solve a particularproblem under investigation. Primary data isgathered when information is not available fromexisting sources. It can be obtained by simplemeans, such as recording your ownobservations, doing simple surveys orinterviews and focus groups.

Advantages of primary data are that it willanswer specific research questions. The data arecurrent and you know the source. Sometimes noother secondary information is available andprimary data collection is only the way to solvea problem. Some disadvantages of primary dataare that it is expensive and time consuming.

Next, interpret and draw conclusions from thedata collected. For example, determine whatpercentage of people liked your product. Whatpercent of sales went up due to promotions?This is the phase where relevant information isgenerated from the raw data collected. Threetypes of analysis that are commonly used areone-way frequency counts, cross tabulationsand simple statistical analysis such ascorrelations and regressions.

4. Prepare and present the reportAlways prepare a written report. It shouldbegin with a clear, concise statement of theresearch objectives, followed by a briefexplanation of the research design ormethodology employed. A summary of majorfindings should come next. The conclusion ofthe report should also cite recommendations.Even though it is not required to prepare aformal written report for yourself it is highlyrecommend that you prepare a report. If youdocument your observations others can easilyfollow by reading the report, and additionallyyou can use it for later reference. These reportscan also serve you in order to secure financingfrom the bankers.

5. Follow up Make appropriate changes in your businessbased on the findings. Unless you take action toimplement what you found, market researchwill be a futile exercise.

When decision-making information alreadyexists and when the costs of conductingresearch exceed the benefits then you shouldresist conducting research. Field service firmsor individual contractors can complete theresearch when you are pressed for time.

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Research Process at Work: An ExampleLet us take a research question. Who are mycustomers? In order to answer this question youshould be able to describe and define yourcustomer base. First, identify your customerbase and get the customer profile for yourproducts or business. The next step of researchis designing the research plan. Here you willdefine what kinds of data you need to gatherand you will determine what amounts of timeand money are needed to conduct the research.Thirdly, you will collect the data from primaryand secondary sources. The data can becollected based on geographic and demographiccharacteristics of the target market. Ageographic description establishes where thecustomers are present physically. You willcollect data on the distance your customersmust travel to reach to your business, customerplace of residence, the topography of the region,presence of competitors etc. You will define thetrade area based on customer zip codes or drivetime. If your business is located on the highway,data form the department of transportation(WISDOT) may be helpful in finding out thetraffic rate each hour of the day in a week, aswell as monthly statistics.

Demographics refer to the characteristics of thepopulation. You should collect data on age,income, gender, occupation, education and typeof residence of your target market. Othervariables include lifestyle, personality, anddegree of product loyalty by the target market.

Once you have all the data, analyze it by simplefrequency or count methods. Then prepare areport highlighting the characteristics of yourtarget market, giving the customer profile basedon several variables such as geographic anddemographic characteristics.

ConclusionThe importance of market research lies in itsability to improve the quality of decisions, tohelp trace problems, to better understand themarket place and market trends. Systematic,regular collection of information will aid ingood decision-making. Market research is avery useful exercise and a good habit to repeat.Try to make market research an every day habit.Be organized in how you collect, record, andstore new information. Make careful changes inyour business in response to what you learn.

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Promote Yourself!By Dr. Avuthu Rami Reddy, Livestock Marketing Specialist, UW-Platteville

IntroductionDeveloping a good product that is bothavailable and attractively priced is important,but communicating directly with your targetmarket is the key to successful direct marketing.A target market is a set of customers or buyerssharing common needs or characteristics thatthe business serves. As a meat direct marketer,your target market may be your neighbors,church congregation, wealthy suburbanites,upscale restaurant chefs, grocery managers orinternet shoppers. You should decide how muchto spend on what methods to best communicatewith your target market.

There are different methods to communicatedirectly with your target market. Thesemethods can be categorized into four areas:advertising, personal selling, sales promotions,and public relations. Advertising is any paidform of non-personal presentation andpromotion of ideas, goods and servicessponsored by the business. Personal selling maybe a personal presentation (such as face to facecontact) made by the sales force in order tomake a sale and build customer relationships.Sales promotions involve short-term incentivessuch as coupons, free samples, and limited-timediscounts to encourage the purchase of aproduct or service. Finally, public relationsinvolve building good relations by obtainingfavorable publicity, building good image, andhandling unfavorable rumors, stories andevents. Usually, public relations are freepublicity.

Promotional mix and benefitsThe above marketing communication methodsconstitute the promotional mix. A skillfulmarketer will understand how to use the propermix of the promotional methods whiledeveloping a �plan� to reach their target marketin a cost-effective way. The goal of promotionsis to increase sales, build favorable productimage, increase market share, and keep presentcustomers while attracting the new ones.

To be successful, each promotion should firstincrease product attention, raise the targetmarket interest level in the product, increase thetarget market desire for the product, andencourage the target market to take action.

These goals are expressed in the acronym AIDA(Attention, Interest, Desire, and Action).

Direct target market product promotions will bebeneficial when:

1) Products are clearly differentiated (unique,high quality and freshness).

2) Products are highly seasonal and high indemand.

3) Most effective with products that areuniform in quality, size and appearance.

4) Products that are competitively priced.The promotional plan involves the proper mixof budget and time, along with the desiredresults stated in the form of goals. A planshould:

1) Be prepared with six to twelve monthslead time.

2) Put the plan in writing.3) Have specific goals.

The promotional plan should also containinformation regarding the consumer,competition, market trends, target market,alternatives, and evaluation procedures.

In order to come up with a promotional budgetyou can follow three approaches:

11) Percentage of sales or profits: Allocate acertain percentage of your sales or profitstowards the promotion. (e.g., spend 8-10%of gross sales or 5% of the profits).

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12) Units of sale: Allocate a certain amounttoward the promotion or each item (e.g.,promotional budget = number of items soldtimes promotional spending for each item).

13) Objective and task: Depending on yourgoals, the promotional budget will vary(e.g., in order to gain more market shareuse promotional pricing or use a loss-leaderitem to make more sales and revenue onother items).

Following is a list of media outlets or methodsto consider using in your promotions:

� Word of mouth� Direct mailing� Newspapers� Yellow pages� Radio and television� Point-of-purchase materials� Consumer guides� Labels� Brochure� Newsletters� Window displays� Bulletin boards� Fairs� Exhibits� Internet tools

Sales promotionsThere are several kinds of sales promotions,each aimed to capture the mind and heart of thecustomers. To be successful, your salespromotions should follow a few guidelines.Having a clear sales objective and setting up agood promotional program can achieve thedesired results.

Sales promotions consist of short-termincentives to encourage the purchase of aproduct or service. Unlike advertising, salespromotions offer reasons to buy now rather thanjust offering reasons to buy. There are severaldifferent kinds of sales promotions that aretargeted at consumers, businesses, and salesforce. Particularly, in consumer markets thereis a rapid growth in sales promotion activities.For consumer packaged goods companies, sales

promotions accounts for 75 percent or more ofall marketing expenditures.

Some of the objectives of consumer promotionsare:

� increase short-term sales� capture most of the market share� introduce a new product� increase the longevity of existing products� lure consumers away from competitor�s

products� retain and reward loyal consumers or � increase sales and revenue

Many tools can be used to accomplish theseobjectives. The main promotion tools include:

� samples� coupons� cash refunds� premiums� advertising specials� patronage rewards� point-of-purchase displays� demonstrations� contests� sweepstakes and games

The three basic elements of any sales promotionprogram are the offer, media for communicatingthe offer to the target audience, and the messageor theme that moves the audience towards thedesired response. In order to develop a salespromotion program there are several steps, witheach step involving several decisions that needto be made. First, decide upon the size of theincentive or offer. Second, decide upon theconditions for participation (i.e., who canparticipate and time the offer will be valid).Third, choose the length of promotion (timeperiod to run). Fourth, promote and distributethe promotional program. Finally, evaluatewhether the objectives were achieved or not.One evaluation method is to compare the pre-and post-promotional periods sales, revenue, ormarket share results.

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Promotional Materials: Brochures, Logos, Signs, and Business Cards

BrochuresFor a small business owner or direct marketerrunning a roadside or on-farm stand, effectivepromotional materials can improve the business.Brochures are crucial pieces of literature in themarketing communications. They are thecenterpiece of your business marketingmaterials. Creating an effective brochure or flierwill cost time and money, but a good brochurewill generate improved sales that justify theeffort.

Why have a Brochure?A well-designed brochure will direct the targetmarket toward a specific action, motivate themto buy, and create a strong visual image for thebusiness. Well-created brochures are a valuableinformation and promotional tool when usedproperly. Here are few tips to follow.

Brochure design points:By producing your own brochure, you mayreduce the cost of production. You can also hirea design firm or ad agency to create a brochurefor your business. Either way, here are fewpoints to keep in mind before designing yourbrochure.

� A brochure should focus on the benefits tothe customer. Look from the standpoint ofthe prospective customer. Ask the question�What�s in it for me?� For example,emphasizing the health benefits of thefresh, natural, organic products that you sellshould be included. Your brochure shouldspeak to the prospective �what he will get�rather than narrating �what you have�.

� Your logo, the font, the colors and layout,and even the kind of paper you use to printthe brochure convey an image about yourbusiness.

� If you are designing your own brochure,you may wish to ask others for advice on agood software program that can assist you.

� Avoid the temptation to use too many fontsor colors in your text. Keep it simple. Useone font typeface for headlines and otherfor the text. Use boldface for text emphasisrather than underlining.

� The brochure design should be clean,readable and simple.

� Spend time to develop a great headline tomotivate your target market to open thebrochure and read on. Make sure yourheadings and subheadings capture theattention of the reader by conveying thebenefits of your offerings.

� At the end of the brochure don�t forget toinclude a strong �call to action� thatencourages your target market customers torespond quickly. This may be a coupon,telephone number, or a postage paid returnpost card.

The brochure cover or front page should containa photograph or picture with a caption thatcreates product excitement or product interestby asking questions. Regarding the copy of thebrochure, less is usually better. The shorter theparagraph, the more likely it will be read.Limited bullets, good use of color and lots ofwhite space � all these elements will enhanceyour message by making the copy easy to read.A few strong, brief points are far more effectivethan dozens of weak ones.

Following is a template showing the front andback pages of a typical brochure with threefolds. Collect the best brochures from otherbusinesses and copy the best features into yourbrochure in order to product the best product.

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Example: Three fold brochure (front page):Example: Three fold brochure (back page):

Mai

ling

Add

ress

Map toYour Farm

Your ContactInformation

Another Photo

Farm NameCompany Logo

FarmFamilyPhoto

�Slogan�

Order Form &Product List� product a ______� product b ______� product b ______

Ask them something

Special Offeror Coupon

HeadlineShort paragraphs

Who you are?

What are your values?

Side Bar:

Special Information

Maybe farm history

Or quotes fromsatisfied customers.

Product Photo

What is great aboutyour product?

How will the customerbenefit from buying it?

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How to distribute brochures effectively? The unsolicited marketing brochure is rarelyread. Plan to have your brochures available atplaces and times where your target marketcustomers are near. Mass mailings are a wasteof time and effort and usually do not reach yourdirect target.

How to know if your brochure is effective?What did you hope your brochure wouldaccomplish? To measure the effect of thebrochure on the target audience, it is usuallybest to directly ask the customer what theythought about your brochure. Questions like:

� How did the customer become aware of theproducts and message?

� Can the customer recall the product benefitsand message offered?

� How or where did the customer get thebrochures?

� How many customers bought your productdue to the brochure or talked to othersabout it?

� How many coupons that were distributedwith the brochures were redeemed?

� How many toll free calls were received? � How many people/customers visited your

web site? Basically, ask the customer how he/she foundout about you. Remember, once you have useda brochure for couple of years or as the natureof your business changes, the brochure becomesoutdated and needs to be replaced.

Business LogoAn effective business logo is an importantdesign element, since it will appear on all ofyour communication media such as signs,business cards, stationary, packaging, andpromotional materials. Plan the color andgraphics of your logo so they are consistentwith your products. It may be worthwhile toseek a professional designer�s help whiledesigning your logo. Professional designersknow whether the chosen logo design willtransfer properly into print, signage, or otherforms of media. Your logo is the foundation forall of your promotional materials and isprobably going to remain with you for a long

time. Therefore, spending a little money nowfor the proper logo will pay for itself later.When developing your logo:

� Select colors and graphics that convey thefeelings you want your customers to havetoward your products.

� It is better to use an icon rather than apicture within the logo.

� Don�t be afraid to brainstorm with yourfriends and customers to develop 10 or 15different initial logo ideas. Then choose 2or 3 and develop one of them into the logo.

� Design a logo that can be resized easily� Be sure your colors are consistent.� Develop a black and white logo along with

the colored one.� Be sure your logo does not change often.

Signs Good signs have the power to draw customersto the business. Signs are an important elementof your business identity. Consider products,personnel, and everything physical to be a�sign�. You may wish to seek professional helpwhen designing proper signage. If you do, youwill need to provide them with the properspecifications. Signage also needs to send awelcome message to potential customers. A fewitems to consider about signs are:

� Should be easy to read from a distance.� A logo should appear on every sign.� Place the signs properly.� Clearly state price on your signs.� Do not clutter a sign.� Know your local laws or ordinances before

placing a sign by the roadway, onbillboards etc.

A good sign will usually consists of: your logoand business name; your location; businesshours; products, especially any seasonalproducts; special promotions; any otherattractions. Remember, your parking area,business vehicles, vending area(s), also presenta �sign� or send a messages to your potentialcustomers. Do not ignore these areas andremember that everything contributes to theproper image of your business.

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Business cardsA good business card can convey an importantmessage about your business in a limited space.Again don�t be hesitant to look at the businesscards that you receive and imitate features fromcards that you like. A good business card shouldhave the following items:

� Your logo as the largest element on thecard.

� Keep the text simple, necessary informationonly.

� Include your name, title, company name,address, phone, fax and e-mail address.

� Color, wording and texture of the cardshould convey your business image.

� Do not make your business card in anunusual shape.

� Use colors and a typeface that is easilyreadable (consider sans-serif typefacefonts).

ConclusionsMany promotional techniques are currentlyavailable and new ones are constantly evolving.In selecting a technique, a marketer mustconsider its suitability and compatibility withintheir objectives and budget parameters.Clearly, sales promotion plays an important rolein the total promotional mix. To use it well, themarketer must define the sales promotionobjectives, select the best tools, design the salespromotion program, implement the program andevaluate the results. Brochures, logos, signs andbusiness cards are important promotional itemsthat each business should take the time toproperly design.

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Pricing Your Meat ProductsDr. Rami Reddy, UW - Platteville and Paul Dietmann, Sauk County Extensiuon Ag Agent

IntroductionPricing issues are frustrating for even the mostseasoned meat marketers. Low prices will likelyresult in fast sales and greater market share, butwill also lead to reduced net revenues andprofits. On the other hand, prices that are toohigh will result in poor sales and loss ofdemand. Correctly priced products will result ingreater sales and profits. You should realize thatprices determine the revenue side andeverything else falls into the expense or costside of doing the business. Hence care needs tobe taken with regard to pricing.

Meat marketers should also know that theirpremium products deserve a premium price. Inorder to achieve high price, meat marketersshould be willing to price a product dependingupon the demands in the marketplace, productcharacteristics, and changing nature of thecompetition. As a direct marketer, you areselling a product that is different than anythingelse on the market.000 whether it is organic,natural, locally raised, derived from a particularbreed of animal, etc. The extra price you areable to gain in the marketplace depends on howwell you are able communicate the extra valueto your potential customers.

Setting a Floor Price: Comparing DirectMarketing to Conventional MarketsThe first step in retail pricing is to figure outwhat the animal would be worth in the

conventional market. That option needs to beexplored to determine whether direct marketinghas the potential to offer enough of a premiumto reward the farmer for the extra time, effortand expense involved. Live market prices arereported on a daily or weekly basis throughmany media outlets and in the �Blue Sheet,�compiled by the USDA(http://www.ams.usda.gov/lsg/mncs/LS_MPR.htm). Wholesale prices ofcarcasses and primal cuts can be obtained fromthe Yellow Sheet, published by Urner Barry,(http://www.yellowsheet.com/). These reportsform the basis of all price quotations used in thelivestock and meat industry.

To accurately compare conventional marketprices to the prices that could potentially bereceived by marketing meat directly toconsumers, we need to figure out how manypounds of retail cuts each animal is likely toproduce or the potential �yield� of each animal.Figure 1 illustrates the relationship between theaverage live weight of three species of meatanimals, average carcass weights, and the totalnumber of pounds of retail cuts that each animalis likely to produce.

Caution: The values in Figure 1 are onlyexamples; the actual carcass and retail yields ofa particular animal could be several percentagepoints different from these examples dependingon the breed of the animal, managementpractices, environmental conditions and otherfactors. Use these examples as a roughguideline and, if possible, collect actual yielddata on your animals from your processor.

Species Beef Pork Lamb

Average Live Weight 1200 lbs 250 lbs. 120 lbs.

Average carcass weight 720 lbs. 175 lbs. 60 lbs.% of live weight 60% 70% 50%

Avg. total pounds of retail cuts 480 lbs. 125 lbs. 36 lbs.% of live weight 40% 50% 30%

Figure 1

(To calculate the number of pounds of each variety of retail cut an animal is likely to yield, please see�How Much Meat Will You Take Home from a Carcass, Side or Quarter?� by UW-Extension MeatScientist Dr. Dennis Buege in page 53 of this handbook.)

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Obviously, we need to add the processing costper pound to get closer to the producer�s actualwholesale cost per pound for retail cuts.However, we also need to add to the wholesalevalue a number of other costs including:

� All extra processing costs includinglicensing, labeling, locker charges

� The producer�s time for hauling livestock tothe processor, picking up meat, makingphone calls and deliveries, and othermarketing activities

� Advertising costs, brochures, farmers�market fees, etc.

All of these costs need to be factored into theultimate retail price of the meat. In the earlystages of developing a direct market for his orher meat a direct marketer may not be able torecoup all of these costs in the retail price butthat should be a long-term goal for theenterprise.

How a Grocer Sets Retail Meat PricesAs was mentioned previously, meat that is solddirectly from the farm to consumer is unique inthe marketplace. The grocery store is not adirect marketer�s primary competitor. Yet, itcan be helpful to a direct marketer tounderstand how a grocer determines the retailprice for various cuts of meat.

The percentage of retail markup varies fordifferent meat items but markups from 15% to50% are not unrealistic. There are essentiallytwo ways that a percentage markup can be builtinto retail meat prices. In the first method, the

wholesale price of the cut is divided by thedifference between 100% and the percentagemarkup. For example, if the wholesale price ofa given cut of meat is $2.00 per pound and thedesired markup is 22%, the retail selling pricewould be $2.56/lb. The formula is illustratedbelow:

Retail Selling Price = Wholesale cost of themeat item per pound / 100% - % Markup.

= $2.00 lb./100% - 22%= $2.00 lb./78%= $2.00 lb./0.78= $2.56/lb

The second method used to calculate retail meatprices is to simply multiply the wholesale priceof a given cut by 100% plus the percentagemarkup. Using this method with the exampleabove, the retail price would be $2.44/lb. Thecalculation is shown below:

Retail Selling Price = Wholesale cost of themeat item per pound * (100% + % Markup).

= $2.00 lb.*(100% + 22%)= $2.00 lb.*(1.00 + 0.22)= $2.00 lb. * 1.22= $2.44/lb

The second method results in a lower retailprice, yet it is the method most widely used inthe industry.

Species Beef Pork LambExample values 1200 lb @ 0.77 250 lb @ 0.42 120 lb @ 0.75for live animals $924 $105 $90

Carcass value $ 1.28/lb $ 0.60/lb $ 1.50/lb(excluding processing cost)

Value of retail cuts $ 1.92/lb $ 0.84/lb $2.50/lb(excluding processing cost)

Figure 2

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After we have determined how many pounds ofmeat we will likely have to sell, we need tocalculate our wholesale cost of that meat.

Figure 2 shows examples of wholesale values ofcarcasses and retail cuts for each of the threespecies shown above. These are wholesalevalues to the producer prior to processing.

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Finding a Ceiling Price for MeatWholesale costs set a floor price for meat;consumer perceptions of the product�s value setthe ceiling. We will discuss three mutuallyinterdependent methods of finding that ceilingprice: Product-based; competition-based; andcustomer-based pricing. A basic understandingof these methods will aid in correct pricing ofmeat products. Often a combination of thesethree methods will yield the best results.

1. Product-based pricing:Of the three pricing methods, product-basedpricing is the method most similar to the way agrocer sets retail meat prices. We have a certainnumber of pounds of meat, we know our totalwholesale cost, we simply add our desiredmarkup and set the retail price accordingly. Ifwe later find that some cuts are not movingfrom the freezer, we adjust the retail price.Some customer preferences such as the desire tobuy from a local source and the demand for abetter price for volume purchases areconsidered when setting the markup. However,the producer�s cost of bringing the product tothe market is the primary factor in the pricingequation.

2. Competition-based pricing:While the retail grocer may not be a direct-marketers primary competition, the same cannotbe said for other producers who are marketingmeat directly to consumers. Competition-basedpricing would set the price of meat relativelyclose to the price being charged by other direct-marketers, regardless of wholesale costs orconsumers� perceptions about quality.

Understanding the competition will help insetting a price range. If competitive forces areless severe for the product, the price is set onthe higher end of the price range. If the productcan be distinguished from that of thecompetition, and the marketer can create aunique selling proposition based on quality,freshness, locally grown, or organic, the pricecan be established at the higher range. Fiercecompetition and a failure to establish the uniquecharacteristics of each marketers� products cansend them all off on a race to the bottom if theyare following a competition-based pricingstrategy.

3. Customer-based pricing:The first consideration in customer-basedpricing is the customers� perceptions of whatconstitutes �value.� More are demanding safe,reliable, nutritious and healthy products. Theywant to be able to trace back the source of theirfood and strongly prefer locally grown ororganic foods. The price that these consumersare willing to pay for products with the abovecharacteristics is high. If they perceive thatthose products are in short supply, onlyseasonally available, or any other factors thatcreate heavy demand they are willing to paypremium prices. In fact, they will expect to paypremium prices as they relate high price withhigh quality.

Understanding the perceptions of your productby the core consumer group via personalinterviews or some other market researchmethods is vital. (Please refer to the article onmarketing research methods elsewhere in thispublication.) Customer-based pricingrecognizes that it is to the advantage of themarketer to set prices based on the customers�perceived value of the product. This could alsobe considered value-based pricing: setting pricebased on the buyer�s perception of value ratherthan on the seller�s cost.

Customer-based pricing requires the marketer tocarefully monitor changes in customer demandfor meat products and to respond appropriately.The marketer can only command premiumprices as long as the customers continue toperceive that they are receiving premiumproducts and services.

Presenting Your Meat to ConsumersFarmers who are marketing meat directly toconsumers typically offer their product ascarcass halves or quarters, as mixed quarters, oras individual cuts. There are advantages anddisadvantages with each of these offerings.

Halves or quarters - A producer selling half orquarter carcasses will generally price their meatbased on the carcass weight of each animal theyhave processed. The price will often be anominal markup from the live-weight value ofthe animal, with the customer picking up thecost of processing. For example, if a 1,200-pound beef steer sold for $.75 per pound live-

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weight, the carcass value of the animal(assuming 60% yield) would be $1.25/pound.A direct-marketer selling halves or quartersmight simply set a price of $1.30 per pound of�hanging weight� multiplied by the carcassweight of each animal.

The advantage of selling halves or quarters inthis manner is that it is relatively easy for theproducer. The price calculation is simple, thecustomer deals directly with the plant to specifytheir cutting and wrapping preferences, and toschedule a time to pick-up the meat.

The major disadvantage of this method is that itcan be very confusing to the consumer. Theconsumer may find it hard to understand whythey had to pay $1.30 per pound for 360 poundsof carcass but only received 240 pounds ofretail cuts. The sheer volume of meat may alsobe a challenge for the average consumer. He orshe may not have enough freezer space or beable to afford a half or quarter-carcass. Finally,the consumer may be disappointed withreceiving a relatively large amount of certainmeat cuts and small amounts of others,particularly if they purchased a quarter.

Mixed quarters or �freezer bundles� - Somebeef producers who are direct marketing havebeen selling mixed quarters, which essentiallygives the consumer half of the retail cuts from afront quarter and half from a rear quarter. Afew producers have gone a step farther to offera �freezer bundle,� which is half of a mixedquarter. The price of mixed quarters or bundlesis generally either based off of the value of theretail cuts and the total weight in each quarteror bundle, or is simply a flat price per quarter orbundle.

The positive aspects of selling mixed quartersor bundles are that the customer gets a widervariety of cuts and the producer doesn�t end upwith a large number of front or rear quarterssitting in the freezer. Also, the pricing is simpleand straightforward; it is easy for the customerto understand. Finally, two big advantages offreezer bundles are that they are moreaffordable than a full quarter or half and mostconsumers can find space for them in theirfreezers.

A disadvantage of mixed quarters or freezerbundles is that they require more sorting andhandling by the producer.

Individual cuts - This is the easiest and mostfamiliar way for consumers to buy meat. It iseasy for them to understand the pricing andmake comparisons to prices at their localgrocery store. Usually those price comparisonswill favor the producer. The customer can buyonly the cuts they want; they don�t have to buyporterhouse steaks and end up with a bunch ofchuck roasts too. Consumers can more easilyafford several packages of cuts than they can aquarter or half-carcass.

There are some disadvantages to the producerwho sells individual cuts. Much more handlingis involved than with selling larger packages ofmeat. The pricing is more complicated asseparate prices need to be set for each cut.Finally, the producer may end up getting stuckwith a large quantity of less desirable cuts whilebeing sold out of the cuts that are most indemand.

A Few Ideas for More Cost-Effective SalesExperienced meat marketers will say that word-of-mouth is the best advertising for theirbusiness. Paid advertising is limited in itsusefulness. There are a number of ways toincrease sales or cut marketing expenseswithout spending a fortune.

One of the best ways to increase sales is byoffering an incentive for your current customersto bring new customers to your business.Perhaps your current customers could be givena small gift or a discount on their next order asa token of appreciation for referring people toyour business.

Another way of increasing sales is by givingcurrent customers an incentive to buy moremeat. Some marketers offer volume discountsto encourage customers to buy quarters orhalves rather than individual cuts. Some maywant to consider offering a price incentive tobuy another species of meat that haven�tpreviously purchased from your farm.

Cooperation between local producers ofdifferent meat species is a great way to enhancethe sales of each enterprise. A poultry producer

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could refer her customers to a neighbor who ismarketing beef. A pork producer could sendcustomers to the poultry farm. Each marketerhas a customer base that could complement, notcompete with, their neighbor�s.

Encouraging customers to pick their meat up atthe processing plant or the farm is a great wayto increase the cost-effectiveness of meat sales.If a producer put a reasonable value on the timehe or she spent delivering meat to customers,they might find that it would be much cheaperto give a 10% discount on orders picked up atthe farm.

Conclusions Meat pricing is a dynamic activity. It involvesthe synthesis of several dimensions of themarketplace to find a price that will both sellthe product and lead to greater profits. It is acreative exercise that involves constantresearch. The direct-marketer must maintain theflexibility to change pricing strategiesdepending upon changes in product costs,customer demands and competition. Simplepricing methods such as product-based pricingas well as the more sophisticated techniquesrequired for customer-based pricing should beconsidered. The challenges and potentialrewards are greater than they would be inselling through more conventional marketingchannels but ultimately, direct marketing is away for producers to build and control theirown marketing channels, and to take control ofthe pricing of their products.

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Cooperative StrategiesBy Greg Lawless, Extension OutreachSpecialist, UW Center for Cooperatives

Competition is essential in a market economy.It can result in lower prices for consumers andefficient use of resources, as producers,manufacturers, and retailers try to outdo eachother to minimize their own costs and beat theircompetitors on price.

When there isn�t enough of competition,someone usually suffers. In the livestockindustry, for instance, most producers have seentheir pay prices and their share of the consumerdollar stagnate or decline for decades. Many ofthem blame that on the high concentrationwithin the meatpacking sector. Stuck in amarket situation of too many sellers and too fewbuyers, producers are, as they often complain,�price takers, not price makers.� Meatpackers,on the other hand, can argue that theythemselves are under intense pressurethemselves, with large retailers like Wal-Martenjoying substantial market power to force meatprices downward.

The move by many livestock producers intodirect marketing is in large part an attempt toescape these market conditions. Thetremendous growth in direct meat marketing hasbeen documented in Iowa and Minnesota, and asimilar study has been proposed forWisconsin.1 Clearly there is a growing demandamong consumers for direct-marketed meatproducts, and we can expect that more andmore producers will attempt to meet thatdemand.

However, there are some significant obstacles tomaking direct meat marketing a significantalternative for both producers and consumers.These include:

A shortage in many areas of adequate meatprocessing capacity.

A significant educational cost to informingconsumers of alternative sources for meatproducts.

Inefficiencies at the production, processing andretailing levels compared to the predominantsystem, which result in higher prices forconsumers, which in turn limits sales.

Certainly many producers have overcome allthree of these obstacles. Some have establishedgood working relationships with their localprocessors, and found interested consumers whoare willing to pay higher prices. But whatwould it take for Wisconsin to see a ten-foldincrease in direct meat marketing sales over thenext ten years?

It is here where we can see that cooperation canbe as critical as competition in achieving marketgoals.

In the processing arena, new investment insmall and moderate-sized plants is needed.Many existing plant owners are either satisfiedwith their current volume of sales, or they arefacing retirement, or they are struggling withmajor labor issues. Very few plants inWisconsin are USDA-inspected, which limitsout-of-state sales to places like Chicago and theTwin Cities. Furthermore, there is only oneslaughter plant for poultry left in the entirestate.

If direct meat marketers want greater access tobetter processing facilities, they may need tomake some investment in that industry, or atleast make significant long-term commitmentsof product. Producers can aggregate theirresources and spread out their risk by makingthese investments and commitments as a group.

Consumer education is a cost that could beshared by many producers pooling theirresources. Modest financial contributions frommany farms could finance a marketingcampaign that would reach a broad swath ofconsumers.

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Inefficiencies throughout direct meat marketingchannels could be reduced in many waysthrough cooperative strategies. Theoretically,the costs of inputs, transportation, processing,packaging, and retailing could all be reducedthrough �gains from coordination� thatcooperation often entails. It�s certainly worthexploring.

Until now Wisconsin�s direct meat marketershave largely operated independently of oneanother. A competitive spirit betweenneighboring farms and producers of differentspecies is to some extent healthy and to beexpected. But perhaps the time has arrived forour state�s direct meat marketers to cometogether and explore cooperative strategies tobuild their individual businesses.

1 Cooperative Development Services ofMadison, Wisconsin has produced these studies.

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Natural MeatBy Laurie Greenberg, Private Consultantformerly with Cooperative DevelopmentServices of Madison

What are the USDA regulations on naturalmeat? According to USDA (Policy Memo 055):

�The term �natural� may be applied only toproducts that contain no artificial ingredients,coloring ingredients, or chemical preservatives;and the product and its ingredients are not morethan minimally processed.�http://www.fsis.usda.gov:80/OPPDE/larc/Organic_Claims.htm

Minimal processing refers to processes which�do not fundamentally alter the raw product�.For meat, this means you may smoke, roast,freeze, dry or grind it.

During label approval by USDA, all claims arechecked to be sure that they are accurate andnot misleading. Affidavits and testimonialsmust be provided by producers to federalofficials at the time of slaughter to verify claimsabout animal production practices.

What claims can be made on labels? The only allowable claims are those which statethat certain practices or substances are NOTused. For example, you can say, �no antibioticsor growth hormones are administered�. Theseare called �negative label claims� and areindependent of USDA policy for use of the term�natural� on product labels.

NOTE: In the case of poultry and swine,growth-promoting hormones are not permittedduring production. Therefore a claim that theywere not administered is not allowed except tosay something like: �Federal regulationsprohibit the use of hormones in poultry.

What does this mean for producers?This means that there are no specific productionstandards�either requirements or restrictions�for use of a �natural� meat label. Rather, anatural meat label refers only to the processingstage. So, for example, use of antibiotics orhormones during production is allowable with anatural label unless the label makes a negativeclaim otherwise.

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Organic MeatsWhat are the USDA regulations on organic meat?�Animals for slaughter must be raised underorganic management from the last third ofgestation, or no later than the second day of lifefor poultry. Producers are required to feedlivestock agricultural feed products that are 100percent organic, but may also provide allowedvitamin and mineral supplements. Producersmay convert an entire, distinct dairy herd toorganic production by providing 80 percentorganically produced feed for 9 months,followed by 3 months of 100 percentorganically produced feed.�

�Organically raised animals may not be givenhormones to promote growth, or antibiotics forany reason. Preventive management practices,including the use of vaccines, will be used tokeep animals healthy. Producers are prohibitedfrom withholding treatment from a sick orinjured animal; however, animals treated with aprohibited medication may not be sold asorganic.�

�All organically raised animals must haveaccess to the outdoors, including access topasture for ruminants. They may be temporarilyconfined only for reasons of health, safety, theanimal�s stage of production, or to protect soilor water quality.�

What claims can be made on labels?Meat from livestock raised under theseregulations can be labeled as �certifiedorganic�. Production must be certified by anaccredited certifying agent.

What does this mean for producers?The standards for livestock apply to animalsused for meat, milk, eggs, and other animalproducts which are sold or labeled as organic.Producers must comply with all regulationsoutlined in the final organic rule, including: nogenetically-modified organisms in feed, nofeeding of animal by-products, no irradiation,no paraciticides in slaughter stock. An organiccertifying agent can assist producers in meetingthese standards and outlining others.

NOTE: The above summary from USDA is notcomplete as production standards. To obtain acomplete copy of the National OrganicProgram�s final rule of regulations for organicproduction of livestock:http://www.ams.usda.gov/nop/ or contact: Keith Jones; USDA-AMS-TM-NOP; Room 2945-South Building, PO Box 96456; Washington, DC 20090-6456; Telephone: (202) 720-3252, Fax: (202) 690-3924.

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Agricultural Development andDiversification (ADD)

Grant ProgramThe Agricultural Development andDiversification Grant Program invites proposalsfor projects that are likely to stimulateWisconsin�s farm economy. ADD grants areawarded competitively to projects that maycreate new opportunities within Wisconsinagriculture through new value-added products,new market research, new production ormarketing techniques, or alternative crops orenterprises.

Individuals, associations, agribusinesses andindustry groups can submit proposals for anADD grant using the Request for Proposal(RFP). Currently, the program has $380,000 toaward to projects with a maximum grantamount of $50,000. The RFP (applicationguide) is available from the ADD programoffice or on the DATCP website. Proposals forgrant funding consideration must be submittedbetween January 15 and March 15.

For questions about the ADD program, theADD Grant RFP or about grant proposals,please email Mike Bandli or call at 608-224-5136.

Summary of Meat & Meat Animal-RelatedADD Grant Projects

200419046Grant Feasibility of Marketing TraditionallySlaughtered and Processed Meat to Economically and Culturally Diverse Families,Food Markets and Restaurants

Shepherd's Song FarmAmount Awarded $14,500.00Larry W. Jacoby 715-265-7637N12835 County Road QDowning, WI 54734

This project will develop a protocol forproduction of meat goats and sheep enteringinto the kosher or halal markets.

19051Grant Developing Quality and UniformityStandards for Marketing WisconsinLamb TMPinn-Oak Ridge Farms, LLCAmount Awarded: $25,000.00Steve Pinnow 262-728-9629N5784 Johnson RoadDelavan, WI 53115

This project seeks to develop a protocol andbranded image for a Wisconsin Lamb (TM) lineof sheep products. The protocol may helpsheep producers access the restaurant and retailmarkets.

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200318011Grant Dairy Grazed Veal Development Project(Phase 1)White Clover Dairy, IncAmount Awarded:$33,500.00Tera Johnson 920-766-5765489 Holland CourtKaukauna, WI 54130-8963

This project tests the production practices andmarket acceptance of dairy grazed vealproducts. The study will work to develop theproduction protocol necessary to meet customerpalatability and humane practice needs.

18041Grant Establishing a Wisconsin Hatchery toProduce and Sell Organically RaisedPastured Poultry ChicksCoon Creek Family FarmAmount Awarded: $6,000.0Julia Maro 715-834-4547W4855 Hemlock RoadMondovi, WI 54755

This project will develop the expertise neededfor a Wisconsin-based hatchery that produceschicks specifically bred for a pastured-poultryproduction system. A Wisconsin hatchery willprovide improved production, improved healthand lower mortality rates of chicks raised andbred for specific needs of the pastured poultryproducer.

18088Grant Statewide Marketing Program for theWisconsin Bison Producers AssociationWisconsin Bison Producers Association Inc.Amount Awarded: $10,000.00Rebecca Ries 920-921-8889W2749 Golf Course RoadMt. Calvary, WI 53057

This project will work to develop a consistentmarketing approach and tools that Wisconsinbison producers can use to expand the marketpotential for bison meat sales.

200217090Grant Bringing Wisconsin Raised Pork to the MarketplaceWI Pork Producers AssociationAmount Awarded: $35,000.00Keri Retallick 608-723-7551Box 327, 9185 Old Potosi RoadLancaster, WI 53813

An opportunity for Wisconsin pork producers tobring Wisconsin Raised Pork to the marketplaceby developing and implementing both businessand marketing plans, ultimately benefits boththe producer and the consumer. This projectinvestigates marketing channels, slaughtercapacity, and processing capacity in order tocreate business models and technologies thatcan be used by the state�s pork producers.

200116016Grant Development of Wisconsin Livestock Premise and Individual Animal Identificationand Information Retention SystemThe Livestock Identification ConsortiumAmount Awarded: $37,380.00Thomas Lyon 715-526-2141100 MBC DriveShawano, WI 54166

This project�s mission is to develop acomprehensive livestock identification programfor Wisconsin producers. The system will helptrack animal identification to enhance thequality and safety of the food supply and addvalue to the marketing of milk, meat and otherlivestock-based products.

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200015059Grant Real Time, On-Line Auction Sales forWisconsin AgricultureEquity CooperativeAmount Awarded: $32,815.00Tod Fleming 608-356-8311E10890 Penny LaneBaraboo, WI 53913

The goal of this pilot project would be toenhance the marketing process for farmersthrough the use of real-time, on-line agriculturalauctions. It is anticipated that marketing in thismanner will increase the efficiency of theauction, increase the number of buyers, enhanceprice discovery, and open more marketopportunities. If proven successful, this projectcould be transferred to all facets of agriculture.

199914046Grant Wisconsin Lamb Roll - Second GenerationAmount Awarded: $24,475.00Sandra Russell 608-647-735118256 County NNCazenovia, WI 53924-9551

This project further identifies the marketpotential for the Wisconsin Lamb Roll as areduced-labor, standardized, processed meatproduct. This project developed the productionprotocol necessary to produce lamb rolls, whichin turn may increase profit opportunities andreturns for lamb producers and meat processorsthrough product market development.

.

14057Grant International and National Marketing of Wisconsin�s Beef GeneticsWisconsin Cattlemen�s AssociationAmount Awarded: $18,500.00John Freitag 608-527-5747New Glarus, WI 53574

This project helps develop the market forWisconsin�s beef genetics. By providingexposure of Wisconsin�s beef cattle to a largeraudience, this project may increase theopportunities available to Wisconsin�s beefindustry.

14077Grant A Model to Add Value to Wisconsin Raised PorkWI Pork Producers AssociationAmount Awarded: $29,050.00Keri Retallick 608-723-7551PO Box 327Lancaster, WI 53813

The object of this project is to study theopportunities available to Wisconsin porkproducers in the creation of value-added porkproducts. Through the creation of new value-added pork products, this project seeks toincrease the profitability to producers.

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199813038Grant Wisconsin Lamb RollAmount Awarded: $25,500.00Patrick and Sandra Russell 608-647-735118256 County NNCazenovia, WI 53924-9551

The objective of this project is to identify themarket potential for the Wisconsin Lamb Rollas a reduced-labor,

� standardized, processed meat product. Thisproject will generate increased profitopportunities and returns for

� both lamb producers and meat processorsthrough product market development.

13076Grant The Wisconsin Organic Meat Initiative(Phase 2)Coulee Region Organic Produce Pool (CROPP)Amount Awarded:$18,800.00George Siemon 608-625-2602507 W Main Street, PO Box 159La Farge, WI 54639

The purpose of this project is to developmarkets for organic poultry and pork products.It continues the efforts to establish a nationaldistribution network for organic meat productsand increase income to farmers.

13087Grant Trailblazing into the next 150 Years with a 1999 Premier Bison Show and SaleWisconsin Bison ProducersAmount Awarded: $20,900.00Mary Jenkins 920-648-543338413 Delafield RoadOconomowoc, WI 53066

A Wisconsin Show and Sale of Bison helpsexpand the bison industry and bring nationalattention to the quality bison herds in theEastern United States. This show gives bisonproducers an outlet for their production andhelps educate the public about the value ofbison products.

13106Grant Agriculture and Land-Use: Preventing Conflicts Over the Expansion of Wisconsin�s Livestock IndustryWisconsin Environmental InitiativeAmount Awarded: $25,313.00Karl Bryan 608-280-036016 North Carroll Street, Suite 840Madison, WI 53703

Under the leadership of the WisconsinEnvironmental Initiative, this project examinedissues regarding livestock expansion. Specificissues to be studied are public concerns withlivestock expansion; standards livestockexpansions must meet to be acceptable to thepublic and recommendations on regulator�s rolein livestock expansions. By finding workablesolutions to these problems, this project mayprotect the environment and protect the jobs andincomes of citizens who depend on thelivestock industry.

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199712042Grant Value-Added LambBayfield Lamb CooperativeAmount Awarded: $27,000.00Dale Baggerly 715-373-5122Route 3, Box 3575Washburn, WI 54891

This project increased the price lamb producersreceived and helped form the Bayfield LambCooperative. In order to achieve this goal, lambproducers from Bayfield County conducted afeasibility and product development study toidentify possible value-added lamb meatproducts. After identifying several possibleproducts, the group created a business plan forthe producer-based association.

12057Grant Improving the Competitive Position ofWisconsin�s Animal Agriculture (Phase 2)Wisconsin Agribusiness CouncilAmount Awarded: $28,650.00Frank Friar 608-224-1450Madison, WI 53718-6797

Under the leadership of the WisconsinAgribusiness Council, Wisconsin Cattlemen�sAssociation, Wisconsin Pork ProducersAssociation, Consortium of Animal AgricultureResource Development, UW-Madison Collegeof Agricultural and Life Sciences, and UW-Extension Cooperative Extension Division, thisproject�s mission is to revitalize Wisconsin�sanimal agriculture industry. The second year ofthis project focused on issues challengingWisconsin�s animal industry and solutionsproposed at the invitational leadershipconference in the project�s first year.

12089Grant Poultry Processing and Marketing ProjectWisconsin Farmland ConservancyAmount Awarded: $12,615.00Tom Quinn 715-235-8850500 East Main Street, Suite 307Menomonie, WI 54751

This project studied the feasibility ofconstructing a USDA certified poultryprocessing facility in Northwestern Wisconsinand will develop a model for establishing aproducer cooperative that could finance, buildand operate the plant.

12091Grant The Wisconsin Organic Meat Initiative(Phase 1)Coulee region Organic Produce Pool (CROPP)Amount Awarded: $15,900.00George Siemon 608-625-2602P.O. Box 159, Main St.LaFarge, WI 54639

The purpose of this project was to developorganic meat products and establish a nationaldistribution network. The establishment ofthese new products may open overseas markets,show evidence of the added value for organicmeat products, and increase income to farmers.

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199611025Grant Improving the Competitive Position of Wisconsin�s Animal Industry -New Dimensions and DirectionsWisconsin Agribusiness CouncilAmount Awarded: $19,850.00William Geary 608-224-14502820 Walton Commons W, # 132Madison, WI 53704-3129

Developed under the Consortium for AnimalAgriculture Resource Development (CAARD),the project was led by the WisconsinAgribusiness Council, Wisconsin Cattlemen�sAssociation, and the Wisconsin Pork ProducersAssociation. As part of this project, CAARDheld a national invitational leadershipconference to focus attention on issueschallenging Wisconsin�s animal industry.

11059Grant Organic Meat Marketing CooperativeWisconsin Farmland ConservancyAmount Awarded: $16,000.00Tom Quinn 715-235-8850500 East Main St Suite 307Menomonie, WI 54751

This project was a continuation of a 1995 ADD-funded project. The goal was to complete aformal business plan to establish a new,independent, farmer-owned fresh organic beefand pork marketing cooperative in Wisconsin.In the first year, the project completedsubstantial market research, formed a base offarmer producers, developed quality standards,surveyed potential processing options, andestablished a network of cooperation withuniversity, meat industry and cooperativeresource persons.

199510010Grant Utilization of Northern Wisconsin Pasture ForagesUW-ExtensionAmount Awarded: $14,200.00Russell Kiecker 715-635-3506W6646 Hwy 70Spooner, WI 54801

Farmers and county extension agents in sixNorthwestern counties (Ashland, Bayfield,Douglas, Price, Rusk and Washburn) workedtogether in a demonstration project to show howseasonal grazing of beef cattle can increase theproductivity of under-utilized land. Increasingincome from available land can addsignificantly to rural economies.

10083Grant Emu Product Market DevelopmentOctagon Farms, Inc.Amount Awarded: $29,820.00Jayne Wick 414-377-8420364 Lake Shore RoadGrafton, WI 53024-8420

The primary goal of this study was to developand provide information necessary for capital-intensive investment in grow-out and slaughterfacilities in Wisconsin, as well as to support themarketing of Wisconsin-raised emu. Theobjectives of this study are in support ofdeveloping a commercial emu industry inWisconsin. As a result of this project, anemu/ostrich processing facility was establishedin Elroy, Wisconsin.

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1995 - ccontinued10085Grant Family Farm Marketing Network for Fresh MeatWisconsin Farmland ConservancyAmount Awarded: $16,000.00Tom Quinn 715-235-8850500 E Main St, Suite 307Menomonie, WI 54751-2509

A direct marketing strategy project, in WesternWisconsin, was designed to provide farmerswith a model for premium direct markets forbeef and pork. The project linked farmers andlocal processors in a cooperative effort tomarket fresh meat to supportive supermarketoutlets.

199409059Grant Strengthening the Pork Industry of Wisconsin through Multiple-SiteApplications, Structural Changes and Environmentally Sound PracticesWI Pork Producers Assoc.Amount Awarded: $25,000.00Keri Retallick 608-723-7551PO Box 327Lancaster, WI 53813

The Wisconsin Pork Producers Associationconducted a feasibility study analyzingMultiple-site Production Systems. Through thestudy, the association sought to identify andanalyze the environmental, economic and socialaspects of multiple-site pork production systemsin Wisconsin. Information gleaned from thestudy will be used to assist the Wisconsin porkindustry in meeting present and futurecompetitive challenges.

09083Grant Formation of the Wisconsin Animal Agriculture CoalitionWisconsin Agribusiness CouncilAmount Awarded: $25,000.00William Geary 608-224-14502820 Walton Commons W, #132Madison, WI 53704

This project organized the Consortium forAnimal Agricultural Research Development(CAARD), with mission of sustaining anddeveloping animal agriculture in the state.Creating a public environment whichencourages investment and growth in animalagriculture is a major goal of CAARD. Acombined effort will be put forth by industry,agriculture organizations, government agenciesand educational institutions to meet thecompetitive challenges facing Wisconsin�sanimal agriculture industry.

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199308020Grant Marketing Bison to an International ConferenceWisconsin Bison ProducersAmount Awarded: $8,345.00Mary Jenkins 414-648-5433PO Box 423Cambridge, WI 53523

Using the International Bison Conference as afocused marketing event, the Wisconsin BisonProducers successfully carried out theobjectives of improving public awareness andunderstanding of the low cost production,environmentally friendly, and the highlynutritional advantages of raising bison. AWisconsin Bison Producers Associationdirectory, listing ninety Wisconsin producers,was also developed through the project.

08045Grant World Beef Expo (Year 2)World Beef ExpoAmount Awarded: $25,000.00Tom McKittrick 608-224-64552820 Walton Commons West, 101Madison, WI 53704

The second year of support for the World BeefExpo helped to establish the sustainability ofthis event which serves as a showcase forWisconsin�s beef industry. This event hashelped to strengthen Wisconsin�s position in theworld marketplace.

199207003Grant Sweet Water From Ethanol Production for Cattle FeedingEureka CompanyAmount Awarded: $32,000.00William Bartlett 920-685-2881% DATCPBerlin, WI 54923

Sweet water is a by-product of ethanolproduction that can be used in livestock feed.The ethanol fermentation process produces awet mash product equal in nutritional content tosoybean oil meal. Cattle fed the wet mashcontinued to gain weight as consumption of drygrain decreased.

07028Grant World Beef Expo (Year 1)Wisconsin Cattlemen�s AssociationAmount Awarded: $25,000.00Dick Hauser 608-833-0320632 Grand Canyon Dr.Madison, WI 53719

This project helped establish a new marketingmedium for the Wisconsin Beef Industry. Thefirst year of an annual event, the World BeefExpo, established a forum for the worldwideagricultural community to participate in beefshows, sales, educational programs, tradeshows, beef processors competition, meatproducts shows, 4-H, FFA and college judgingcontests. The World Beef Expo Board was alsodeveloped to provide the infrastructurenecessary for sustaining this annual event.

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199106077Grant Feasibility Study & Creation ofWILAMBCO A Lamb MarketingCooperativeWILAMBCOAmount Awarded: $17,000.00Robert Black 414-623-35367868 Hwy 73Columbus, WI 53925

This feasibility study concluded that value-added lamb products become more expensivedue to the added labor of boning and trimming.In addition, the lambs, purchased under a floorprice situation in a lamb cooperative marketingventure, were at a significant pricedisadvantage. It was suggested that a lambmarketing cooperative would not be aneconomically viable venture in the presentmarketplace.

199005069Grant Fully Cooked, Ready To Eat, Bone-In Pork Loins & Related ProductsNew World Foods, Inc.Amount Awarded: $11,650.00Curtis Hornbeck and Stephen Scott% DATCPBelleville, WI

Producing and packaging a line of fully cookedconvenience pork products proved to befeasible, but the economics of the processremains questionable. The owners sold thiscompany and the new products became part ofthe new company.

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Contacts/ResourcesDirect MarketingNorth American Farmers�Direct Marketing Association62 White Load RoadSouthampton, MA 01073(888) 884-9270http://www.nafdma.com

Meat ProcessorsWisconsin Assn of Meat Processors150 S. MainLodi, WI 53555Ken Bisarek, Executive Sec.608-994-3173

National Trade AssociationsNational Cattlemen�s Beef Assn9110 E. Nichols Ave. #300Centennial, CO 80112(303) 694-0305or1301 Pennsylvania Ave. NW,Suite 300Washington, D.C. 20004(202) 347-0228

National Pork Producers Council7733 Douglas AvenueUrbandale, IA 50322p: 515.278.8012515-223-2600www.nppc.org

National Pork BoardP.O. Box 9114Des Moines, IA 50306515-223-2600www.porkboard.org

State Trade AssociationsWisconsin Beef Council680 Grandy Canyon Dr.Madison, WI 53719-1044(608) 833-7177FAX: 608-833-4725

Wisconsin Livestock and Meat Council Neil Jones, Presidentc/o DATCP Mktg DivisionPO BOX 8911Madison, WI 53718Phone: 608-224-5113

Wisconsin Pork Producers AssnKeri Retalick, Exec. Director9185 Old Potosi RoadP.O. Box 327Lancaster, WI 53813(608) 723-7551

Wisc. Sheep Breeders Co-opGary Vlondrachek, President7811 Consolidated School RoadEdgerton, WI [email protected]

Wisconsin Bison Producers AssnGeorgia Derrick, President W5707 Cty. Rd. D Montello, WI 53949 [email protected]

Wisconsin Commercial Deer& Elk Farmer�s Association3591 High Point Rd. Spring Green, WI 53588(888) 233-1667www.wcdefa.org

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esourcesFood Safety And RegulationsWisconsin Dept of Agriculture, Trade andConsumer Protection (DATCP)Food Safety Division Central Administrative Office(and the Southern Regional Office)2811 Agriculture Dr, 1st FloorP.O. Box 8911Madison, WI 53708(608) 224-4700http://datcp.state.wi.us

In Milwaukee area call:(414) 777-0529

Northeast Regional Office200 N. Jefferson, Suite 146AGreen Bay, WI 54301(920) 448-5120

Northwest Regional Office3610 Oakwood Hill PkwyEau Claire, WI 54701-7754(715) 839-3844

USDA�s Meat and Poultry Hotline: 800-535-4555

Other Wisc Dept Of Ag ResourcesAgricultural Development and Diversification (ADD) Grant ProgramMike Bandli: (608) 224-5126

Something Special from WisconsinJeanne Carpenter: (608) 224-5115

SavorWisconsin.comwww.savorwisconsin.comAn online directory of Wisconsin's food andagriculture companies.Registration on the website is free.Lisa Stout: 608/224-5126

Organic AgriculturePerry Brown: (608) 224-5114

Animal Health Division(608) 224-4872

UW-ExtensionEmerging Ag Markets (EAM) Teamwww.uwex.edu/ces/agmarkets

Dr. Dennis BuegeExtension Meat SpecialistMeat Science Laboratory1805 Linden DriveMadison, WI 53706(608) [email protected]

Dr. David ThomasExtension Sheep Specialist438 Animal Sciences Blgd1675 Observatory Dr.Madison, WI 53706(608) [email protected]

Ron KeanExtension Poultry SpecialistDepartment of Animal Sciences1675 Oservatory DriveMadison WI, [email protected](608) 262-8807

Greg LawlessCo-op Development SpecialistUW Center for Cooperatives224 Taylor Hall, 427 Lorch St.Madison, WI 53706(608) [email protected]

To find your county extension office:http://www1.uwex.edu/ces/cty/

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Resources for Meat JudgingProvided by Dennis Buege, Extension MeatSpecialist, UW-Madison

1. American Meat Science Association(AMSA), 1111 North Dunlap Avenue, Savoy, IL 61874;217-356-3182 (phone), 217-398-4119 (fax);www.meatscience.org (can order online)

� �Guide to Identifying Meat Cuts� ($3.00 -shipping included) This pocket-sized guideis a handy reference for consumers,students and meat science professionals. Itincludes photos, descriptions, and cookingguidelines for over 200 cuts of beef, pork,lamb and veal.

� �Meat Evaluation Handbook� ($55.00 -shipping included) Revised in 2000. Foryears this handbook has served as theprimary text for training meat scienceprofessionals in the area of fresh meatevaluation. Now in a revised and expandededition, the handbook is the industrystandard guide for fresh meat grading andselection.

2. National Cattlemen�s Beef Association(NCBA),P.O. Box 670, Bloomington, IL 601081-800-368-3138 (phone), 1-800-368-3136 (fax)

� Marbling Photos (#06-901) - $19.50 � Beef Retail Cut Chart, wall size (#10-501)

- $2.50� (�Beef Made Easy�) Notebook (#10-502)

- $6.50/100� �Guide to Identifying Meat Cuts� (#06-202)

- $2.60 53 pages. Includes informationon retail cut identification (color photos ofcuts), meat labeling, meat safety, and meatcookery. Also available from AMSA(above) and National Pork Board (#04362 - $2.00 each).

3. National Pork Board, P.O. Box 9113, Des Moines, IA 50306; 515-223-2621 (Attn: Nancy Newman), 515-223-2646 (fax)

� Pork Retail Cut Chart: Wall Size (NPPC-03341) - $.60 each

� Notebook (NPPC-03342)- $.10 each

� NPPC Pork Quality Standards� (texture, color, marbling -

new version available in 1999)� 8 1/2 X 11� Notebook Size -

$1.00 each� 25 X 35� Wall Poster - $10.00 each� Laminated cards (each standard)

in a vinyl pouch - $32.50

4. University of Illinois - InformationTechnology and Communication Services, 1917 S. Wright Street, Champaign, IL 61820;800-345-6087

� Meat Judging and Grading Booklet (40 pages #J180F) - $3.85

� Retail Meat Identification Flash Card Set(126 color photos #X180B) - $75.00

� Retail Beef Cut Identification (67 photos �#PCD109) - $45.00

� Beef CD with wholesale and retail nameson each photo #PCDlllL - $45.00

� Retail Pork and Lamb Cut Identification(75 photos #PCD110) - $45.00

� Pork/lamb CD with wholesale and retailnames on photos #PCD1126 - $45.00

5. University of Nebraska Animal ScienceWebsite: animalscience.unl.edu

� click on �Meats�� provides meat identification information

and quizzes

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esources6a. Meat Judging Videos CEV Multimedia lists 40 video tapes on carcassand wholesale cut judging, beef grading, andretail cut identification. Costs range from $49to $79 per video. For a current CEV catalogcontact: CEV Multimedia, P.O. Box 65265,Lubbock, TX 79464; 800-922-9965, 800-243-6398 (fax)

6b. The Meat Science Laboratory holds a number of CEV videos, and will loanthem out. (Call Laura Trumble to reserve tapesfor a 10 day period - 608-262-0463)

Beef Grading - Yield (#247) 35 tes

Beef Grading - quality (#245) 30 minutes

Carcass Judging (#258) 23 minutes

Lamb Carcass Judging (#269) 51 minutes

Retail Cut Judging (#270) 28 minutes

Beef Retail Cut ID* (#252) 41 minutes

Pork Retail Cut ID* (#253) 27 minutes

Lamb Retail Cut ID* (#254) 17 minutes

7. Loin Eye GridsBeef Ribeye Grids - $2.50 each- Pork/LambGrids - $.50 eachArt Services, 3015 Earl Place N.E., Washington,D.C. 20018; 202-526-5607

Iowa State University, Extension DistributionCenter, 119 Printing and PublicationsBldg.,Kooser Drive, Ames, IA 60011; 515-294-5247. (Dennis Buege can provide you with onegrid of each type upon request.)

8. Backfat/Grading Rulers (stainless steel)� Nasco, 901 Janesville Avenue, Fort

Atkinson, WI 53538; 920-563-2446� Beef USDA yield grade ruler (preliminary

yield grade/inches), P4G/inches (#CO2615)- $2.05 each

� Pork backfat ruler, inches (#COO155) -$2.00 each

� Lamb yield grade ruler, inches (#C16281) -$1.95 each

This publication is available from yourWisconsin county Extension office or fromCooperative Extension Publishing.

To order, call toll-free: 1-877-WIS-PUBS (947-7827) or visit our web site:cecommerce.uwex.edu.

Copyright 2004 © by the Board of Regents ofthe University of Wisconsin System doingbusiness as the division of CooperativeExtension of the University of Wisconsin-Extension. All rights reserved. Send copyrightinquiries to: Manager, Cooperative ExtensionPublishing, 432 N. Lake St., Rm. 103, Madison,WI 53706.

An EEO/AA employer, the University ofWisconsin-Extension, Cooperative Extensionprovides equal opportunities in employment andprogramming, including Title IX and Americanswith Disabilities (ADA) requirements.

Direct Marketing Meat (A3809) I-10/2004

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