Dan and Megan Kent, along with a 3-member seasonal crew, rotate organic cash crops with cover crops on 20 acres near the St. Lawrence River in the town of Waddington, NY. Although they sell some of their produce through direct-marketing channels such as the Canton Farmers Market and a 40 week CSA, they have diversified their marketing mix to include a variety of wholesale outlets as well. They sell to several local food stores, including the Potsdam Food Coop and Nature's Storehouse, a natural foods store in Canton. They also have their produce trucked down to Brooklyn where they have business connections with the Park Slope Food Coop, Perelandra Natural Food Center and Flatbush Food Coop. In this presentation, Dan Kent will share how he made connections with his wholesale customers, and describe any changes he made in infrastructure, packaging, labeling, invoicing and production to meet the needs of his wholesale clients