Building a Relationship Between Consumers and Ag Industry

There Are Ways to Gain Trust Among Consumers

By Mikenzi Meyers, Associate Editor

Bridging the gap between consumers and their food has been an ongoing battle that research shows can only be won by trust. Charlie Arnot with the Center for Food Integrity has looked further into what it really takes to gain trust among consumers.

Arnot said that studies conducted alongside Iowa State University showed that there are three main drivers in creating a relationship with consumers: influencers, competency, and confidence in shared values. Further research revealed that of the three main variables, confidence in shared values proved to be the most important—but this can be a difficult goal to accomplish.

“Agriculture has a historical mantra of ‘We’re Feeding the World,’ but most consumers just don’t care, and it’s not a justification for more industrialized food production,” Arnot said.

This resistance towards industrial farming is largely due to food being so readily available to the public.

Arnot suggests taking the approach of addressing known consumer concerns such as food safety, nutrition, and treatment of animals, to name a few.

“Addressing those concerns is going to be the most effective strategy we can have in building trust in who we are and what we do in agriculture today,” he said.

Farmers Add Emotional Connection to Food

Bayer Reports Consumers Still Trust Farmers

By Laurie Greene, Founding Editor

Adrian Percy, Global Head of Research and Development for Bayer Crop Science, told California Ag Today recently that he believes the public still trusts farmers.

“There’s a high degree of trust,” he said, “and I think that comes from the fact that there is an emotional connection with food and the fact that growers are known to be trying to work sustainably. Growers look from generation to generation in terms of passing the farm down, oftentimes, and I think that is still understood by the public, even if people have a few reservations about some of the technologies we use in agriculture.”

According to a recent Bayer global study about consumers, Percy reported, “We are seeing, not just in the U.S., but also in the Europe, South America and Asia, a lot of questions coming up around agriculture. As an agricultural input company, we think it’s our role to help understand this [phenomenon], first of all. We think it is very important for us to help activate—be it farmers or other folks in the industry—to come out and talk about agriculture, enter into dialogue with consumers and explain what we do.”

Commenting on some of the study’s most interesting revelations, Percy said, “It was interesting just asking the general question, ‘Do you believe that innovation in agriculture is actually important?’ And people came back, ‘Yes, we do believe that we need to innovate. We do see that there is a need to feed a growing population and that we need to help farmers farm more sustainably with better tools.’”

On the other hand, Percy explained that consumers drew the line, “when we quizzed them about the individual tools. People don’t necessarily like the idea of chemicals on the farm or GM technology in certain cases in certain parts of the world. So those are the types of discussions that we need to really go into.”

Building Trust Between California Farmers and Consumers

William Clark, Harvard Professor, on Building Trust Between California Farmers and Consumers

By Courtney Steward, Assistant Editor

Social and conventional media are sharing widespread and varied opinions about California farmers and farming across the Central Valley and beyond, using soundbites in place of fact-based dialogue.

William Clark, Harvard Professor
William Clark, Harvey Brooks Professor of International Science, Public Policy and Human Development, John F. Kennedy School of Government, Harvard University

At a recent workshop called “Food for a Healthy World: Monitoring Progress Towards Food Security,” sponsored by the UC Davis World Food Center and the UC Agricultural Issues Center, William Clark, Harvey Brooks Professor of International Science, Public Policy and Human Development, John F. Kennedy School of Government, Harvard University, at first appeared to dodge giving his opinion. “It would be dumb beyond belief for me to have opinions about farmers in California,” explained Clark, “except I enjoy what they produce.”

The goal for the group of campus and visiting experts who attended the workshop was to reach agreement on the major factors that must be considered to sustainably feed the world’s population. “The reason I’m here,” he said, “is because I work on sustainable development issues broadly, and much of what is going on here in California in the farming sector as well as in the energy sector are some of the most fascinating and useful experiments anywhere—in grappling with these issues. And I come out fairly frequently to UC Davis because I find it a wonderful point of contact with the farming community here. I’ve borrowed some UC Davis students, and I learn a lot when I visit.”

Clark explained, “I think California is a state that obviously thinks hard about how it can be a productive, vibrant economy, while taking care of the environment and of the people,” evidenced by great creativity and ingenuity among California farmers and researchers. “My colleague, Tom Tomich, director of the Agricultural Sustainability Institute at UC Davis recently co-authored one of the first peer-reviewed articles* to emanate from the California Nitrogen Assessment (CNA), an ongoing project at UC Davis.”

Assessment research indicates that while there are many pathways through which nitrogen can enter the environment, inorganic fertilizer use is responsible for the largest fraction of new nitrogen introduced in California annually. Currently, over 600,000 tons of nitrogen fertilizer are sold in the state each year.

Tomich maintains that better nitrogen use information is indispensable for the collaborative development of effective solutions to increase nitrogen use efficiency and save farmers money. The article describes both how nitrogen flows in crop production, but also how farmers can limit the flows that create problems in the environment.  Also included are recommendations on how data could be better compiled to improve understanding of statewide trends in fertilizer use.

Clark claimed, “That’s the best nitrogen study that’s been done anywhere in the world in terms of showing how farmers are working and could be working to capture the benefits of fertilizer without offsite damages to the environment.”

Regarding these offsite flows, Clark emphasized, “I’ve almost never met a farmer who does not care deeply about the land, or the fisher about the health of the fishery or of the sea. And I think sometimes the debates that between the conservation and farm communities go completely nuts on this,” Clark explained. “I mean, you start with somebody who is making their living—has chosen a life—on the land. That’s where you start.”

“That said, all of us end up sometimes doing stuff that has some consequences we didn’t intend,” stated Clark. “I look to the science community to help all of us, including farmers, see some of the downsides of some of the practices that we do that are invisible. So, perhaps science discovers this chemical we thought was safe turns out not to be safe. Or the way we are turning over our crops has impacts on biodiversity that we didn’t know about.”

“But again,” Clark continued, “it’s the responsibility of my community, the science community, to bring those invisible but measurable discoveries into light in a conversation with farmers to reach a joint understanding of why one might want to use less of these applications and how one could use less of them while still turning out an attractive crop.”

Clark said it’s been his experience that most growers listen and try new approaches.

Clark concluded that trust between farmers, consumers, retailers, and health advocates is an all-time low. “I think  food is one of the most complicated personal issues there is. If I were trying to build trust in an arena, there’s none harder, except maybe nuclear energy, than food issues. I think we all know that we have had less dialog and more soundbite exchange, and I don’t think any side is blameless.”

“My pitch here,” Clark summarized, “is simply I don’t see how we can move forward without starting meaningful dialogues that aren’t soundbites.” Clarke wants to inspire people to ask themselves, “What am I worried about?” instead of throwing blurbs into the middle of a on-air radio conversation. He elaborated, “Whether I’m a consumer advocate, a farmer, or a retailer, ‘What am I worried about? What do I think you guys are doing that I wish you weren’t doing?’ We aren’t brain dead; we should be able to work together, as long as we can talk instead of yell.”

 

*Rosenstock T, Liptzin D, Six J, Tomich T. 2013. Nitrogen fertilizer use in California: Assessing the data, trends and a way forward. Cal Ag 67(1):68-79. DOI: 10.3733/ca.E.v067n01p68.