Bartlett's Farm bringing B.J.'s wholesale to island
BY MARY LANCASTER INDEPENDENT WRITER
When Bartlett's Farm Market reopens on January 8 after a holiday break, islanders will be able to choose from a selection of about 25 items sold in bulk and at discounted rates by B.J.'s Wholesale Club on the mainland.

Larry Belka, Bartlett's Director of Sales and Marketing, is one of many Nantucket residents who flocks to B.J.'s in Hyannis whenever he can get away to stockpile quantities of goods at rates far below Nantucket prices. Recognizing that not everyone who would like to shop at B.J.'s can afford to take their car on the ferry to do so, and that people may need items at times their schedules do not allow them to travel, he hatched a new idea for the farm.

After discussing the concept with farm officials, Belka approached the Hyannis B.J.'s administration, who were receptive to the extension of their store. Belka said he is receiving a small reduction off the retail cost B.J.'s charges for merchandise, but does not view this as a money-making deal for the farm because they have to pay shipping charges. Making a big profit is not the motive, he said.

"It is very much a community need I think we can fill," said Belka. "We have the space and we feel it's consistent with what we already do. I was surprised at how receptive [B.J.'s] were to work with us. This is an avenue for them to sell their products. People who are off-island are still going to shop at their store, but the people who aren't off-island will be able to buy these items at a very reasonable rate."

Initially, B.J.'s goods to be sold at the farm will include family-oriented non-perishables such as paper towels and toilet paper in packages of 36 rolls. There will be all sizes of Pampers disposable diapers in big containers of 205 per box. There will be soaps and household cleaning items, such as Tide detergent and Cheerios in bulk box amounts. These items will not be as cheap as if you were actually shopping at B.J.'s, but they will not be much higher in cost, said Belka.

"You wouldn't be able to look at our prices and say we're competitive with B.J.'s, but I am confident that our prices will be highly competitive with any other business on the island for these items," said Belka.

The wholesale goods will be available in the market area where fresh farm produce is sold in season. Belka said they will begin with the first 25 items and gauge customer reaction.

"When somebody buys 36 rolls of toilet paper they won't need toilet paper for six months, so they won't come every week," said Belka. "The nature of these types of products don't lend themselves to frequent buying. In the early stages we are just going to try to meet demand, see what people want and react to the customer."

If the response is positive and people ask for more items, the farm will attempt to accommodate requests. If the project is successful, Belka said the farm will figure out a way to find space during the summer to store B.J.'s merchandise.

"I'm hoping that's a problem I have," Belka said laughing. "I want that problem, and I'll deal with it at the time."

Belka also stressed a couple of other things, such as how this new merchandise relationship relates to the Friends of the Farm card. Those with cards will receive $2 off any wholesale club item. Those cardholders are automatically members of what Bartlett's will call its wholesale shopping club, although non-members will be able to purchase goods without the savings. Further, the farm card program already offers a $10 discount on the next purchase after $500 in spending has been reached. Belka noted that buying bulk goods will assist people in reaching that spending goal more quickly.

What matters most to him is that, because of this new concept, islanders do not assume the family farm is "selling out."

"Our core philosophy of high quality, fresh foods and farm-grown produce remains. This is about what else we can offer, and it became a secondary opportunity," he said. "There is no partnership or affiliation with B.J.'s, other than working with them. We are not

selling out to B.J.'s." I