Sell What You Grow “10 Ways to Market your Products… Locally and Regionally” Sustainable Small Farming & Ranching

The Basics of Direct Marketing  Capture more of the profit  Reduce agricultural risk  Develop unique product identity

“Direct to Consumer” Connection  This works to the advantage of both Both develop relationship – TRUST Producer can provide fresh product tailored to customer needs Customers can provide input to grower and refine the product line based on what they purchase

Direct Marketing Skills  “Relationship marketing” - need people skills  More intensive management  Produce the highest quality of product

Marketing Strategies Click on image to start video

10 Ways to Market your Products  Farmers’ markets  U-Pick  Farm stands  Ag Tourism  Community supported agriculture (CSA)

10 ways…continued  Grocery stores  Restaurant sales  Cooperatives  Mail order catalogs/ Internet  Custom sales

Direct Marketing Click on image to start video

Farmers Markets  One of the most common methods of getting your product to the people who want to buy it  Good starting point – can help develop customer base for other methods such as subscription sales (CSA).

People are seeking out locally grown products.

Farmers’ Market Growth Increasing in popularity in US. Numbers of markets have increased and sales have increased. In 2009, there were 5,274 markets. In 1994, there were 1,755 markets.

Market tips: Colorful, layered displays of your products are enhanced by signs and packaging.

Market Tips: Click on image to start video

Market Tips: Click on image to start video

Market tips: Prices in round numbers to speed sales and eliminate problems making change

To learn more about farmers markets, visit:

Marketing Tips: packaging, increasing customer base, and bringing people to the farm Click on image to start video

U-Pick Operations “People don’t come all the way out here to get cheap food. They come because it’s fun and the berries are absolutely fresh.” -- Ernie Bohner, Persimmon Hill Berry Farm

Producers considering pick-your-own will need:  Liability insurance  Space for parking  Ability to supervise customers  Farmside manners

The success of pick-your-own is in the details:  Good signage location  Targeted advertisement  Effective answering machine message  Creating a pleasant and safe setting for families

Farm Stands Customers develop loyalty to the farm Consider costs to build your “stand” structure No transportation cost

 Feature high-demand items, such as fresh-picked sweet corn  Pick locations near busy roads  Familiarize yourself with regulations governing food products Farm Stands

Ag Tourism  Agri-tourism or Entertainment farming  Great diversity in what farms can offer  Provides an “on-farm” experience

Ag Tourism

 Producers need good “people” skills  Tourism offices can help bring customers  Contact the state Dept. of Agriculture for help with farm festivals and other events Entertainment Farming Tips

If considering an Ag Tourism enterprise… Natural Resources Conservation Services (NRCS) has an excellent publication

Community Supported Agriculture  Subscription farming What? How often? Where? Cost?  Requires advanced planning  Experience in production

Community Supported Agriculture “We want our customers to be more sensitive to the farm situation. The more they understand the connection of family farms to healthy communities, the better for us.” -- Molly Bartlett, CSA farmer, Hiram, OH

Check out Helsing Junction Farm at

When evaluating CSA, consider:  Proximity to customers  Willingness to give customers something extra  Variety of products  Ability to distribute produce

CSA information  For more information and to view the directory visit the “Robyn Van En Center for CSA Resources”

Cooperative Marketing  Group of farmers pool their products to meet a demand for a specialized product  Legal cooperatives or collaborative agreements  Someone to lead the marketing and management efforts

One successful example: Oregon Country Beef Cooperative Marketing

“… Individual family ranchers are directly responsible to the meat manager and end customer for both eating quality and claims on growing practices.” - Quote from the Oregon Country Beef web site

More information on rural cooperatives:  Visit USDA Rural Development site

 Do adequate market research and business planning  Join a marketing club or networking group to pool skills  To learn more about cooperatives, visit the National Cooperative Business Association at:

Wholesale Marketing Click on image to start video

Upscale restaurants and specialty stores pay top dollar for quality produce and hard-to- get items. Direct Sales to Restaurants

Develop a plan before you start What is the purpose? How will you manage the site? How will you ship the products? Mail Order/Internet

Let the Internet work for you  Promote your products and availability  Sell your products  Have your own web site or get listed in a online guide or directory and

Custom Meat Sales  Sell whole, half or quarter animals  Use custom meat packing places in your location

Meat Processing Issues  When you get higher volume and/or want to sell by the cuts – you will need to find a local processing facility.  Mobile meat processing unit owned by Lopez Community Land Trust

For more information about meat processing regulations in Idaho: Idaho Health and Welfare Look under “Health” and then “Food Protection” – go to “Food Safety” for a link to local health district

Resources:  USDA Sustainable Agriculture Research and Education (SARE) / (301)  Alternative Technology Transfer for Rural Areas (ATTRA) / (800)

Resources (continued) :  USDA Farmer Direct Marketing  North American Farm Direct Marketing Assn.

Credits Presentation developed by Cultivating Success TM : Sustainable Small Farms Education. Photos provided by Cultivating Success staff, unless otherwise noted. Video segments taken from: “Affinity Farm: A Small-Acreage Farm Shares Strategies” produced by Ben Troka, University of Idaho College of Agriculture and Life Sciences. Copywrite 2005, University of Idaho. “Meadowlark Farm: A Case Study of a Small-Acreage Farm” produced by Ben Troka, University of Idaho College of Agriculture and Life Sciences. Copywrite 2005, University of Idaho. “Riley Creek Blueberry Farm: A Case Study of a Small-Acreage Farm” produced by Ben Troka, University of Idaho College of Agriculture and Life Sciences. Copywrite 2002, University of Idaho Extension. “Nothing But Herbs: A Case Study of a Small-Acreage Farm” produced by Ben Troka, University of Idaho College of Agriculture and Life Sciences. Copywrite 2001, University of Idaho Extension.