Thanks to all the folks at the National Oceanic and Atmospheric Administration (NOAA) we are hiring more folks and scaling our solution.  Stay tuned for more product update. 

Here is the official press release: 

NOAA recently awarded BlueTrace (formerly Oyster Tracker) a $500k SBIR Phase II award based on the success achieved in a NOAA SBIR Phase I awarded in 2020. With the SBIR awards and already reported venture investments and grants, BlueTrace has raised over $1.8 million. 

These investments accelerate the building of an innovative Tide to Table Traceability and Marketing System. With over 120 clients in 12 states and 3 countries, BlueTrace has proven the market need and viability of a solution that helps shellfish harvesters, farmers, dealers, and distributors track their product seamlessly from harvest to consumption.  

As one of the SBIR grant reviewers noted: “The proposed work has strong commercial viability and has the potential to generate considerable cost-savings for shellfish producers and wholesalers.” 

Using the current BlueTrace system, shellfish producers and dealers track Key Data Elements for oysters, mussels, clams, geoducks and other shellfish from harvest through a complex chain of custody that often involves over five steps.  Using the mobile BlueTrace system, users track food safety issues and produce mandated shellfish logs and tags. The average client saves over 30% on their compliance costs while improving accuracy--and keeping their product safer.

BlueTrace is adding talented developers and seafood experts to their team to address rising consumer expectations for seafood provenance and evolving regulations. New federal rules such as section 204 of the FDA’s Food Safety Modernization Act are being finalized for almost all seafood.  New regulations are increasing compliance costs while at the same time many in the shellfish industry are facing significant labor shortages. 

An easy-to-use traceability system designed for the mobile, wet, fast-paced environment of shellfish companies will make consumers safer and companies more efficient and resilient.  By tracking the time and temperature of seafood from harvest to table, the risk of illnesses like Vibrio and other food-borne diseases decreases dramatically.  

A safer food chain is good for consumers and businesses.  BlueTrace has the team, technology and know how to revolutionize tracking--from tide to table. Thanks to the SBIR program, we can build a system specifically for the complexities of the seafood industry.  

--CEO, Wyllys Chip Terry, Ph.D

About SBIR: The SBIR program was originally established in 1982 by the Small Business Innovation Development Act (P.L. 97-219). The objectives of the SBIR Program are to:  Stimulate technological innovation in the private sector;  Strengthen the role of small business in meeting Federal research and development (R&D) needs;  Foster and encourage participation by socially and economically disadvantaged persons in technological innovation; and Increase private sector commercialization of innovations derived from Federal research and development. Each year, NOAA sets aside a portion of its extramural R&D budget to fund research from small science and technology-based firms. The NOAA SBIR Program supports innovative research projects that fall within NOAA’s core mission of science, service, and stewardship. 

About BlueTrace: BlueTrace makes the seafood supply chain more efficient and safer, by digitizing key transactions and creating a seamless traceability chain. Founded in 2018 by technology entrepreneurs with a track record of successfully building companies, BlueTrace is dedicated to helping the seafood industry move from reactive and costly food safety programs to a system that anticipates food safety issues and prevents outbreaks--all for a fraction of the current time and expense.    

BlueTrace has received backing from the Maine Venture Fund, Maine Technology Institute, Coastal Enterprise Inc., The Food Loft and others.  BlueTrace is headquartered in Castine, Maine with employees in Massachusetts, Virginia, Texas, and Washington state.   

The success of our businesses rely on consumers staying healthy.

One bad oyster... one sick customer...one Instagram post and you can have thousands of people opting for wings instead of oysters next time they go to the bar.  

For shellfish, the most prevalent issue is Vibrio--a salt tolerant bacterium that is endemic to pretty much all waterways.  The most common variation is Vibrio Paralyticus.  The most deadly is Vibrio Vulnificus.  The Centers for Disease Control (CDC) estimates over 52,000 Americans get sick from Vibrio each year. By the CDC estimate, ~60% of VP infections are from oysters and ~15% are from clams.

Side note: the CDC number is an estimate, documented cases are much fewer and many would argue the real number is much lower.  But in any case one sickness is too many. 

Vibrio control involves keeping the concentration below the level that will get someone sick. The vast majority of time if you harvest product and cool/ice it quickly there will be no issue.  Although this summer in Washington State the water got warm enough in some areas that oysters straight out of the water and handled properly had elevated Vibrio levels that led to sicknesses and recalls.  The details are still being explored, but by all accounts the industry and regulators acted quickly and thoughtfully and prevented a bigger issue. 

NOAA has published an interesting set of data on the predicted level of Vibrio in various waterways.  Couple of key takeaways: 

1) At 90 degrees vibrio can double in a hour.  

2) On-board Icing or Rapid Refrigeration provides the best protection

3) Middle of the day in hot weather is a bad time to harvest

In response to the issue of Vibrio, the ISSC and most state agencies have adopted a series of rules to reduce the prevalence. Most of the rules involve cooling rapidly.  For instance: in Florida in the summer you must harvest early in the morning and have them in cooling within 30 minutes.  The ISSC has a list of all regulations. 

No one likes to follow regulations that can seem seem arbitrary, but the science is compelling.  Keep your product cool. 

Although BlueTrace software is great, the key to success is having folks like Kam Kim of Newport News, VA on the team.  

Kam was a farm manager at Cherrystone, one of the largest farms on the east coast, growing millions oysters  before moving on to be the field logistics specialist for the oyster breeding program at the Virginia Institute of Marine Science (VIMS).

“I used BlueTrace when I was at VIMS,” said Kam. “Back then, we were spending hours and hours trying to find certain bags scattered about underwater. I can’t tell you how stressful it was trying to remember how to track my inventory and what I needed to do next. Once we used BlueTrace, every single bag was accounted for and we always could pinpoint the specific place to find the one we needed.”

Because Kam works with farmers all over the world, he is immersed in their day-to-day logistics. “You can keep track of when you planted the seed, how many bags you planted, when you need to check them, when to thin your oysters out, and pinpoint what time of year they’re growing fastest,” 

As he tells it aquaculture farmers have always tried to track their inventory in their heads, on wet, muddy notebooks, on whiteboards, and cobbled together with Excel sheets. “Shellfish are live animals; they need care and attention, and having to remember all of those little details to keep these animals alive can be very stressful,” he said. “It’s why we created this software because we had so many farmers tell us ‘I can’t manage all of this by myself.’ ”

BlueTrace’s Farm Manager software gives farmers complete control over every piece of data. Just using an iPad, they can see in real-time when the team completes a work task.

And BlueTrace comes with one more bonus: Kam. “I work with all of my farmers directly, one-on-one, whenever they need,” he said. “They can ask me any questions and find the shortcuts around mistakes I’ve already learned.”

From the shellfish farmer new to the business to the established farmer who
relishes data-driven reports, there is a high value for farmers to go home at the end of the day with complete peace of mind knowing that the Farm Manager tool hasn’t missed a thing. According to Kam, "Giving farmers free time to enjoy their lives is one of the most satisfying parts of the job"

Kam uses most of his free time to fish, hunt, and hang with his fellow oyster farmers.  Follow his Instagram to see the amazing catches he reels in every week. 

Brad Blymier started as a small pedestrian farmer on the eastern shore of Virginia over 12 years ago. Very quickly he realized  his natural gift for connecting with chefs and farmers and started helping neighboring farms sell their product. Within a couple of years, he decided to focus solely on the distribution side of the business.  Since then, War Shore has grown into one of the largest specialty shellfish distributors in the “DMV” (DC/MD/noVA). Today they deliver oysters, lobster meat, scallops, clams, mussels and other specialty creatures of the sea to a growing array of chefs and major supermarkets.  With their new Maine buying station (Maine Oyster Initiative) they are one track to buy over 1.5 million Maine oysters this year which is about 15% of their overall oyster sales.

We caught up with Brad to see what we could learn about distribution and what should farmers know about working with a distributor.

Why should a farm work with a distributor?

The majority of shellfish are sold through a distributor because it lets you (the grower) focus on what you do best…farming.  If you don't like making sales, fielding tons of small orders, maintaining trucks and drivers, delivering product, dealing with customer service, and worst of all, handling collections, you are probably best off working primarily with a trusted distributor(s).  The opportunity cost is great when a grower is trying to do both.

What kind of farms don't need a distributor?

I would say Small farms that produce just enough product for a few nearby restaurants don't need a distributor, or just might need a smaller in-state distributor like our neighbors at Upstream Trucking here in Portland, Maine.  George and Rick do a fine job outfitting Portland with quality product. If I were a local grower in the Casco bay, I would 100% put my eggs in their basket and let them place my oysters in Portland. But If you want to scale you need to get your product to different geographies--and for that you will probably need a distributor with a greater reach that serves multiple markets.  Doing this also puts your oyster in a different category competing with hundreds of varieties around the country and Canada.

What role does a distributor play? 

A good distributor is your sales and fulfillment team. They are out in the market, building relationships with that new chef, understanding what their needs are and delivering reliably for them. A good Shellfish Distributor always has their finger on the pulse of what sells, where it sells, and the price it sells for.

What distinguishes War Shore?

We don’t’ use the oyster as a trojan horse to penetrate a restaurant with the goal of selling them fish, or other products with a higher profit margin.  65% of our overall revenue is oysters.  We carefully vet farms and then create a curated Oyster Portfolio to present to our chefs and new prospects, and then we help manage their ongoing oyster program.  We are very proactive in the market, meaning that we do not wait for a chef to ask us to find a particular oyster, then seek that farm out and buy form them one time, or sporadically throughout the year.   Our approach is relationship driven.  If I start a relationship with your farm, I am making the commitment to buy from you 52 weeks of the year, or as long as you can supply me.  Rather than representing hundreds of farms, we focus on a limited amount of partners and build their brands with the buyers (chefs).  

What are the keys for working with a distributor? 

Be a good partner and expect the same from the distributor. This is a handshake, no contract business. If you say you are going to deliver 10,000 oysters every Monday, do that.  And if you agree on a price to sell your oyster to that distributor 12 months out of the year, do that.   Also, play the long game with a trusted distributor.  Do not get hung up on the perceived value of your oyster based on the price you charge for it.  A good Distributor will show you how a competitively priced oyster will go a lot further then a highly priced oyster in many markets outside of your state.  If you want to make more money on your oyster, work on creating a more efficient farm, and cut cost where you can.  I find success working with farms who create a consistent oyster, but more importantly can scale their farm exponentially without losing that quality of that oyster.  2021 has been a very bizarre year so far…oyster shortages everywhere, but this will not last forever.  Mid-late Summer growth will be putting an influx of oysters in the market late Summer and into fall/winter.  This is when you will need your partner distributors the most to kick in and help you unload oysters off your farm.  States like Maine are seeing lots of new farms coming online each year.  Farms that want to thrive and grow will need to look at a variety of revenue models, and it won’t be a “one size fits all”….in my opinion anyway.

How do I pick a distribution partner?

Interview them: Ask what they are going to do for you? Will they commit to purchases every week or is this a one-time purchase to fill an immediate need.?  What else in their portfolio? How many other oysters will be competing with yours in the same space?  There are only so many slots at every restaurant and you want to be unique.  Where do they sell geographically? Don't get hung up on just the price, that is only one part of the equation. And don't hesitate to ask for references.

How can a farm be successful?

Grow a great product, be fair on pricing, run an efficient operation, and build a few strong partnerships.

Final words of wisdom? 

Growing up in Pennsylvania, I thought Hershey's chocolate was the best in the world and could not understand how anyone could disagree.  I still think it is the best, but I understand that there are tons of other chocolates as good as, and surely better.  This is also very true with oysters.  It’s a very competitive landscape.  Partnering with a good distributor(s) can help you successfully compete in a ever growing market.

Below is a nice description of the new ELAP insurance program from the East Coast Shellfish Growers Association. Farmers will be wise to heed their advice and keep good records.  

"Qualifying for any insurance program is going to require that you do a good job documenting your inventory - This makes a strong argument for investing in some software to manage your farm so you can show planting, harvest and background mortality rates. "

[Below is the email from ECSGA.  Please join them.  They do great work for the industry.]

The USDA Farm Service Agency has added farmed shellfish - (and other food fish and bait fish used to feed food fish) to the list of farmed crops eligible for the Emergency Livestock, Honey-Bees and Farm-Raised Fish Program (ELAP). ELAP removes some of the challenging paperwork issues, raises some of the payment caps, and raises the payout ratio to 60% of your documented inventory loss for qualified losses. (90% for socially disadvantaged, limited resource, or beginning or veteran farmer or ranchers)  This is a far superior program to the FSA's Non-Insured Crop Disaster Program (NAP) - and the two programs can both be used to mitigate losses and provide indemnity from the same storm (ELAP also covers losses from earthquakes, volcanic eruptions, tidal surge, tornadoes and certain events not covered by NAP)

We would like to thank the National Aquaculture Association and especially members of the Alabama, Arkansas, Mississippi, and Texas Congressional delegations that responded to outreach by the Catfish Farmers of America, National Aquaculture Association, Texas Aquaculture Association, Redfish Farmers of America, Southern Illinois fish farmers, American Farm Bureau Federation, and Soy Aquaculture Alliance. 

Attached is a new ELAP fact sheet specific to these changes.  Note reporting requirements for application dates and for filing your crop acreage reports.  If I understand this correctly, it appears that access to the program is retroactive so if you had a significant loss in 2020 you might still be able to file a claim.

Industry leaders were invited to a webinar this morning to explain the program. We anticipate a webinar for growers to be announced shortly.

We would like to recognize and appreciate the responsive and thoughtful efforts of US Department of Agriculture Secretary Tom Vilsack, Deputy Under Secretary Gloria Montaño Greene, Farm Service Agency Administrator Zach Ducheneaux and the FSA staff. 

Note: Qualifying for any insurance program is going to require that you do a good job documenting your inventory - This makes a strong argument for investing in some software to manage your farm so you can show planting, harvest and background mortality rates.  There are several products available our newsletter.

Supply Chains are the lifeblood of our economy.  From how a shellfish gets from the tideline to the table, to how a semi-conductor chip gets from a factory in Asia to a printer on a farm.  

As many of you know, We have been dealing with printer issues for the last few months.  Turns out we have the same issue as the Ford F-150 factories.  A shortage of inexpensive semiconductor chips is holding us up.  Fortunately we haven't had to stop production, we just had to switch printers. 

For our tagging and distributor clients, we will be shipping new Zebra Printers instead of the TSC printers we have been doing so far.  The TSC printers are great, but we we just can't get any. The Zebra printers are just as good so and seem to have a better supply. We are now certified resellers of both TSC and Zebra printers, giving us resiliency in this time of supply chain disruptions.  As always, they come with a 2 year warranty.  

As part of the switch, our line up of printers now includes:

1) Mobile printers: Ideal for printing less than 150 tags per day especially in remote locations. TSC Alpha 3r and Zebra 521Q.  The benefits of the mobile is they run on batteries for 2 days and are pretty durable (certified for 5' drops).  The drawback is the paper is thinner than other tags.

2) Industrial Printers: Ideal for printing more than 150 tags per day The Zebra ZT411.  The industrial holds ~760 to 950 tags per roll and prints on a thicker paper.  

Both printers work directly from the phone via Bluetooth--no need for cables.  Both use thermal printing so there is no smudging or ink to worry about.  You can easily switch between the two printer types: for instance if you want to print some tags on the boat and others back in the plant.  

Forget Pre-Printed Tags: How Oyster Tracker Can Help Your Shellfish Farm Transition Into The 21st Century

Shellfish farms using pre-printed tags do their best to stay within FDA compliance, but it's estimated that up to 20% of shellfish packages are mistagged due to errors with pre-printed labels. On-demand label printing can help increase accuracy — and make it less likely that you'll end up dealing with hefty fines from the FDA due to mislabeling problems

Let's take a look at some frequently asked questions surrounding the on-demand tagging process. 

Q: What equipment does a business need to use Oyster Tracker's on-demand system for printing tags? 

A: Printing tags is simple. The process can be completed from any iPhone to our durable mobile printer. You won't need to invest in any special equipment beyond what Oyster Tracker provides. 

Q: Is the mobile tag printing system expensive?

A: On average, shellfish companies save 30% compared to the cost of pre-printed labels. Our systems use direct thermal printing, eliminating the need for ink, saving you even more money. 

Q: What happens if the mobile printer breaks?

A: We know what life is like on a shellfish farm: things can get messy. Our mobile printer is designed to meet your needs and can withstand drops of up to five feet. In the rare event that your printer does break, we'll immediately send you a loaner while we replace or repair your printer. All printers are covered by a two-year warranty. 

Q: Does it take a long time to set up the app?

A: If you can use standard iPhone apps, you can use this too. Legal language necessary for shellfish tagging is pre-programmed, making it simple for your and your employees to tap and print. 

Ready to Take the Leap into On-Demand Tagging For Your Shellfish Business?

If you're ready to leave pre-printed tags behind, you're making a smart move. At Oyster Tracker, we understand the ins and outs of the shellfish farming industry, and our tagging app can help to make printing tags as simple as possible for your business. We can't wait to chat and learn more about how we can work with you to streamline your tagging process. 

One of the great joys of this job is visiting our clients.  Last week I visited a bunch on Cape Cod and got a couple of fun videos. 

A few things jumped out:

1) A Great Summer is Coming.  House rentals are through the roof.  Supplies are plentiful.  The demand is there.

2) Professionalization:  Many of the farms/distributors are starting to scale up and become more professional.

3) Farm Tours: Many of the farms are increasing farm tours both to generate revenue and to build relationships with their clients. If you are inclined this way, I highly recommend it. 

Stay well.

We continue to hear amazing stories from farmers.

• The lobster men and women who have built great businesses growing amazing products. 
• The Wall Street guy who found peace getting back to his roots. 
• The ex-WNBA player who is out every morning at the crack of dawn tending her crop.
• The young folks taking over the family business.

The list goes on and every farm has a great story to tell.  And consumers want to know:

• Who grows my food?
• Why are they doing it?
• How do they do it?
• What makes it so amazing? 

Telling your story moves you from that Buck-A-Shuck menu to the $3/shell menu.  

Many farmers have amazing websites, Instagram feeds, brochures, videos and the like. Using these tools is critically important for growing your business. We suggest starting small, but be sure to start.  Folks want to know your authentic story.  What makes you and your farm special? 

We just added another tool that should be helpful--and is really low maintenance: QR Codes on tags.

Every shellfish tag we print includes a QR code that links to more information about the product and the farm.  Now that chef, shucker, wait person, or end consumer can learn your story right on their phone.  

We did a virtual tradeshow with the East Coast Shellfish Growers Association.  Over 90 people showed up!!

Thank you to ECSGA and Bob Rheault for amazing work they have been doing in these trying times.  The show was great for us, but really the power of these organizations is the work they do behind the scenes to keep the industry humming. If you have the means, please join your state or regional organization.  

If you want to see our presentation, visit our YouTube channel.  Enjoy.