Over the years, Eric, Ed Jr., and Ed Sr. (left to right) have built
relationships with buyers to expand their operation.

Maybe it is cliché to say that hard work pays off. But that is the story behind Ed Hansen Farms. Located in Stanley, a scenic area of upstate New York, the operation got its start in 1955 when Ed Hansen Sr. purchased 100 acres. No stranger to ag, Hansen comes from a farm family that established roots in the area in the early 1900s (See “Blast From The Past”). At the time Hansen purchased the land, he had some cows and a few acres devoted
to cabbage.

Over the years the operation evolved, not only switching from cows to a variety of vegetables, but also adding family members. In the ’70s, Ed’s son, Ed Jr., joined his father on the farm. Fast forward about 30 years, and in 2003, Ed Jr.’s son, Eric, joined the ranks of the operation. Eric was instrumental in putting together a food safety program, says Ed Jr. In fact, the operation is said to be the first in New York to have passed all aspects of the USDA third-party food safety audit.

Expanding Opportunities

Before there was a need for a food safety program, however, Ed Sr. looked at the big picture and saw the opportunities in vegetable production. The farm began growing cabbage for sauerkraut for local processors and later expanded to become a nationwide fresh market cabbage supplier.

During the ’60s and ’70s, the farm relied on local co-ops for sales and marketing. Looking to eliminate the “middle man,” the Hansens opted to handle their own sales.

“We tried to build relationships with slaw buyers,” Ed Sr. recalls. “We just thought there was better profitability by branching out on our own than staying exclusively with the local processors.”

Branching out also created challenges. Expanding the business meant they had to do more marketing, which involved increasing their efforts to work with buyers. Being just one person, however, made it hard for Ed Sr. to take care of growing and selling.

“When my son came in and now with my grandson, we have the personnel who can take the time and talk to people,” he explains. “If you do a good job, you get noticed. You make your own luck.”

Food Safety Initiative

When Eric teamed up with his father and grandfather, one of his first projects was to establish and implement a food safety program.

“I don’t know if food safety was consumer driven or more that the fresh cut processor lived in fear, but the potential for a foodborne illness became a greater risk,” recalls Ed Jr. “When Eric came on board, we committed ourselves to be a leader in the food safety aspect of the industry.”

The farm achieved that goal. Today, Ed Hansen Farms is third-party audited by NSF Davis Fresh, a provider of food safety solutions, and is in compliance with the industry’s toughest specs, says Eric.

“I looked at what already established farming operations across the country were doing,” he explains. “We then had to adapt it to what we were doing. It wasn’t cutting and pasting. We had to custom-fit a food safety program to what we are doing here. It is always a work in progress.”

For example, Eric says part of the plan calls for limiting the number of times produce is handled. In the West, he says harvest aides are used. “With our climate and geography, we sometimes experience muddy and wet conditions, so harvest aides won’t work for us,” explains Eric. “Instead, we place produce bins directly next to the harvester to limit produce handling.”

Eric developed the program and warehouse supervisor, Sheila Nellis, supported his efforts by coordinating record-keeping protocols. The protocols, in turn support the company’s traceability system. The entire system is tested periodically with mock recalls.

To date, the farm has been audited by several third-party auditors. According to Betsy Bihn, a senior Extension associate in the Department of Food Science at Cornell University, in each audit, the Hansens have received a score of 100% in the traceback section.

For help in many other aspects of the operation, the Hansens give credit to Cornell Cooperative Extension. “Agriculture would not be where it is today in New York state without the help of Cornell University and cooperative Extension,” says Eric.

The farm also has worked with Cornell Extension on studies to improve control strategies for black rot on cabbage, using DNA comparisons, adds Ed Jr.

A Changing Labor Force

In addition to assistance from Cornell, Ed Jr. says a quality labor force also has helped them achieve their goals. When the farm shifted a portion of its acreage in the 1980s from processing cabbage, which can be machine harvested, to the fresh market arena requiring hand harvest, Ed Jr. says he knew the labor force wasn’t there to accommodate this change.

A stable, dependable workforce is necessary to harvest the 350 acres of fresh market cabbage Hansen Farms produces. The farm grows a total of 600 acres of cabbage; the remaining acres are dedicated to sauerkraut production.

“We worked for a few years to put a crew together so we wouldn’t have to build labor housing, but that just wasn’t working,” he says. “So in the late ‘80s, we applied for a federal loan to build housing.” The farm now hires workers through the H-2A program, he adds.

State-Of-The-Art Cold Storage

The Hansens supply cabbage to customers on a year-round basis. Storage cabbage is available December through June. From July through November, fresh market cabbage is available.

A quality workforce will help lead Ed Hansen Farms in the future.
Some of the principal players include (L-R) Gustavo Rangel, Jesse
Orbaker, Shelia Nellis, Eric Hansen, Andrew Wright, Dawn Hansen,
Ed Hansen Jr., and Ed Hansen Sr.

To better serve customers, the farm upgraded its cold storage with a state-of-the-art facility, allowing them to cool produce faster. The facility also is used by other area growers. “To supply to the fresh cut market, we have to have everything below 40°F,” adds Eric.

The farm also includes data loggers in its produce shipments to monitor temperatures while produce is in transit.

Looking Into The Future

When asked where he would like to see the farming operation down the road, Ed Sr. had three words to say: conservative growth pattern. “Don’t always be the first to try something new but don’t be the last,” he says. “I think the biggest thing is to pay attention to what you are doing and look for opportunities.”

According to Ed Jr., a quality workforce will help carry the farm into the future. “When dad started the business he was fortunate to have a good, solid land base,” he explains. “Now, what I’ve tried to continue is to have good people working with us. Going forward, I’d like to maintain good people who will take care of our customers. We try to take good of care our employees and they, in turn, take care of us.”

Eric agrees with his father, adding that they need to continue to grow with valued customers. “We have grown the most by continuing to take care of our customers. I look at our relationship with buyers as a partnership. In order for them to succeed, I need to supply top-quality product. Their success, in turn, will be to our benefit.”

Leading Into The Future

There are no shortages of leadership qualities in the trio that runs Ed Hansen Farms in New York: Ed Sr., Ed Jr., and Eric Hansen. Ed Jr. is currently the president of the New York State Agri-Business Child Development Board. He also is on the Ontario County Cornell Cooperative Extension Board and he serves as a town councilman.

Ed Jr.’s son, Eric, is on the advisory board for the GAPs (Good Agricultural Practices) Online Produce Safety course that is offered by Cornell University.
“The challenge with this course is that it is a national course and we are trying to get information that will serve growers on a national level,” he says. “We really try to focus on practices that are science- and common-sense based. It’s not one-size-fits-all for food safety.”

Eric also is on the New York state Cabbage Research and Development Board, and he and his grandfather, Ed Sr., are active in the New York Vegetable Growers Board. Ed Sr. has served as a past-president.

In addition, Ed Jr. and Eric are both involved in the Leafy Greens Council.

A Message From The Sponsor

At Syngenta, we have made it our mission to help growers around the world increase their productivity and address the world’s growing demand for food, feed, and fuel. At the same time, we are committed to promoting sustainable agriculture.

We feel it is critical to recognize leaders who improve the industry. We are proud to sponsor the Grower Achievement Award in conjunction with American Vegetable Grower and are honored to congratulate this year’s award winner, Ed Hansen Farms.

Like those at Ed Hansen Farms, we are proud of the role we play in the agricultural community. We are committed to the future of the vegetable industry and work hard to research and develop innovative vegetable seeds and crop protection products. We support your business through the research and development of technology for pest control, plant breeding, produce quality, and pathology for a wide range of vegetable crops at key locations in Naples, FL, Woodland, CA, and Stanton, MN. We offer one-on-one support through our Farm Management Software, our Customer Center and farmassist.com. Our field technicians can also quickly identify potential problems and offer advice right where you are. In addition, many growers enjoy the flexibility and innovation of our Full Count™ plant program.

It’s not just about selling a product. It’s about investing in our vegetable industry and the future together. Thanks, Ed Hansen Farms, for setting such a great example and congratulations on your success!