Pricing Stress Test

Session 2 Activity  ·  CFPAC Farm Business Accelerator
Does your price hold up under real institutional conditions?
KNOW YOUR NUMBER — THEN STRESS TEST IT

You ran your priority products through the Pricing Calculator. Now let's pressure-test what you came up with against real institutional buyer dynamics. Work through one product at a time. Be honest — the gaps you find tonight are the things to fix before you walk into a buyer conversation.

Step 1 — Your Product & Your Price
Haven't run the calculator yet? Go to supplychangefarmpricingcalc.netlify.app or scan the QR code from your Session 1 handout. Enter your inputs, labor, packaging, and delivery — it'll output your COGS and a suggested price range in under 5 minutes. supplychangefarmpricingcalc.netlify.app →
Step 2 — The Stress Test Questions
1
Is your price in the right format for a wholesale buyer?
Food hubs and institutional buyers need a case price with a case pack — not just a unit price. If you're quoting $4/unit, what's your case price? (Unit price × units per case = case price.)
My case price is: $ / case  (  units × $ / unit )
2
Is your COGS honest — did you include all five costs?
Seeds/inputs, labor (including your own time), packaging (box + inner), delivery (cost per mile × miles × 2 ÷ units per run), shrink if applicable.
My COGS is: $ / unit    Missing or unsure:
3
Does the volume math work for this buyer?
Institutional buyers often order in smaller volumes than you expect — especially at first. If this buyer orders 5 cases/week, what's your total margin $ for the month? Is that worth the delivery, paperwork, and relationship management?
Projected cases/week for this buyer:
5 cases/week × $ margin/case × 4 weeks = $— / month
4
Do you know your COGS floor — and are you above it?
Your COGS floor is the price below which you lose money on every unit. It is not a target — it is a wall. If a buyer pushes you below it, the answer is no.
My COGS floor (total cost / unit): $    My proposed price: $
5
Are you ready for this buyer's compliance requirements?
Check what your target buyer requires — and what you currently have. Gaps between the two columns are your to-do list before you pitch.
Requirement Buyer requires I have this
GAP certification (or food safety plan)
General liability insurance ($1–2M)
W-9 and vendor onboarding paperwork
Consistent labeling and pack standards
Reliable delivery track record
Product liability insurance
Fill in your answers above, then download a copy for your records.
This tool is a quick stress test — not a substitute for a full cost-of-production analysis. For deeper work, see Veggie Compass or Know Your Cost to Grow.
SupplyChange  ·  heather@supplychange.co

Pricing Stress Test — continued

Session 2 Activity  ·  CFPAC Farm Business Accelerator
Does your price hold up under real institutional conditions?
KNOW YOUR NUMBER — THEN STRESS TEST IT
Step 2 continued — Question 6
6
Do you know who actually makes the buying decision?
At most institutions, the person who answers the phone is not the person who approves new vendors. Map the ecosystem before you pitch.
My target contact:   Their role:
Who actually approves new vendors?
Step 3 — What Did You Find?

After working through the six questions, take stock. These three prompts are the bridge between the stress test and your next action.

1
Which number are you most uncertain about in your COGS?
Is it labor? Delivery? Shrink? Packaging? Name it — then go figure it out before your first buyer conversation.
2
What's one thing about your target buyer's ecosystem you still don't know?
Who approves new vendors? What's the order minimum? Is there an FSMC? Who could be your internal champion?
3
What is your one concrete next action in the next two weeks?
Not a list. One thing. An email, a phone call, a piece of paperwork, one more calc run. Write it here and tell the group.
Patterns From the Field — Quick Reference
Champions are essential
Every successful pilot had an internal buyer champion who provided cover when things got bumpy. Find yours before you pitch.
Supplier readiness ≠ buyer readiness
Even when your product is ready, institutional menus, pre-cut dependence, and compliance requirements can block the deal. Ask what the buyer actually needs.
Intermediaries make or break pilots
A food hub or broker with strong systems bridges the gap between your farm and a complex buyer. A weak one creates the gap.
Trust is lost faster than it's built
One missed delivery can set back months of relationship-building. Communicate early, communicate often. Never surprise a buyer.
Retail cafeterias & catering are entry points
Patient meals and main contracts come later. Grab-and-go and catering are where small producers get their first institutional win.
Document everything
Your delivery record, food safety docs, chef feedback — that's your pitch deck for the next buyer. Start building the file now.
This tool is a quick stress test — not a substitute for a full cost-of-production analysis. For deeper work, see Veggie Compass or Know Your Cost to Grow.
SupplyChange  ·  heather@supplychange.co  ·  supplychangefarmpricingcalc.netlify.app