b'ABOUT MORE THAN COLORING THE PLATE How do you continue to support your original vision so well, we As a small business, Jones says, we have lots of flexibility and offerask him, knowing that businesses move through a life cycle from a high level of problem solving. Mark and I may run out to a farm,startup (Lone Tree Farms launched in 2014 because of conversations pick something up and deliver it to the chef. Both of us have workedwith and interest from growers) to growth, maturity and decline or in the ag field. We have lots of connections and resources in thatrenewal. R&D? Travel? A pipeline that grows by word of mouth of world and many suppliers. If we get the odd request, we can makesatisfied clients? Is continued vision casting a shared responsibility five or 10 phone calls to people we dont regularly work with, butamong your team?know and trust, to arrange a special delivery. We have a system that works, he says. How we interact with We ask Justin Jones what does get delivered regularly to CCL.producers, suppliers and customershow we manage our day-to-day He tells us, as you would expect, that seasonality enters the picture.operationis repeatable, consistent and efficient.This is part of our appeal; creative chefs dont want the same thingsFrequently, well have a customer come to us to say, Hey, I got every week. Its a wide range: Wagyu beef, specialty mushrooms,connected to this producer. I want to buy from them but dont want sweet corn, apples, goat cheese, kale, cucumbers, tomatoes,to deal with them directly. I want them to go through you. They asparagus, sweet potatoes, edible flowers. dont want to handle the logistics, pricing, or getting product to the The CCL F&B team does a good job of explaining what abuyer at a price point that works.member finds for enjoyment on the plate. We dont see behind theProducers, on the other side, understand the value of what we culinary curtain, however, to understand the professional valuedo for them. It takes a lot to get product to the customer. Theres of the CCL+Lone Tree Foods partnership. We learn from Justinbookkeeping, theres the risk of not getting paid. Were able to take a that there arent many options for hospitality folks to access thelot off their plates.number of products and producers with the level of convenience,The consummate businessman, Jones brings the conversation full professionalism and customer service his operation offers. He iscircle to the CCL member: Its all driven by the end customer, the straight talking: A chef can call one week before a major event anddiner. If this is important to them and they want it, they will convey because of our network we can source a large percentage of an orderthat to the culinary staff that drives it. Everyone should be listening very quickly. One contact. One representative. One delivery. Oneto what members say they want. If something doesnt move the invoice. Access to 40 to 50 regional farms. It takes someone willingneedle for the clientele, its not good business to do it. If it makes a to step outside the lines to even do this. difference, let the CCL staff know. We stand ready to help them source.14'