1. Sell What You Grow “Market your Products… Locally and Regionally” Sustainable Small Farming & Ranching

2. The Basics of Direct Marketing  Capture more of the profit  Reduce agricultural risk  Develop unique product identity www.sare.org

3. “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

4. People are seeking out locally grown products.

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

6. Ways to Market your Products  Farmers’ markets  U-Pick  Farm stands  Ag Tourism  Community supported agriculture  Grocery stores  Restaurant  Food Banks  Farm to School  Food Hubs  Internet

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

8.  Think about location and traffic flow  Familiarize yourself with regulations governing food products Farm Stands

9. Community Supported Agriculture  Subscription farming What? How often? Where? Cost?  Requires advanced planning  http://www.slowfoodskagit.org/slo w_food_skagit/CSA.html http://www.slowfoodskagit.org/slo w_food_skagit/CSA.html

10. Check out Helsing Junction Farm at http://www.helsingfarmcsa.com http://www.helsingfarmcsa.com

11. Puget Sound Food Hub  Post what you have  Drop off at agregation sites  Requires Liability Insurance www.campbellriskmanagement.com www.pugetsoundfoodhub.com

12. Upscale restaurants and specialty stores pay top dollar for quality produce and hard-to-get items. Direct Sales to Restaurants Farmer Fisher Chef Connection, March-Seattle Farm to Table Trade Meeting Feb. 22 nd -Bellingham Marketing to Restaurants Feb. 3 rd and 4 th Mount Vernon

13. http://www.sarep.ucdavis.edu/cdpp/selldirect.pdf Marketing to Restaurants February 2nd and 3rd, 2016

14. Farm to School  USDA Pilot Project in Washington  Taste WA Days http://www.wafarmtoschool.org/page/28/t aste-washington-day http://www.wafarmtoschool.org/page/28/t aste-washington-day  Requires Food Safety (GAP) certification http://www.wafarmtoschool.org/

15. U Pick Operations:  Good signage location  Targeted advertisement  Effective answering machine message  Creating a pleasant and safe setting for families

16. U Pick Operation Requirements:  Liability insurance  Space for parking  Ability to supervise customers  Farmside manners

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

18. Agritourism  http://www.outstandinginthefield.com/ http://www.outstandinginthefield.com/  http://bowedisonfoodtrail.tumblr.com/ http://bowedisonfoodtrail.tumblr.com/  http://www.festivaloffamilyfarms.com/ http://www.festivaloffamilyfarms.com/  http://www.bellewoodfarms.com/ http://www.bellewoodfarms.com/

19. If considering an Ag Tourism enterprise… www.nrcs.usda.gov/technical/ress/altenterprise/ Natural Resources Conservation Services (NRCS) has an excellent publication

20. 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 www.localharvest.org www.eatwellguide.org www.farmigo.com

21. 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).

22. Accepting other currencies:  Credit Cards- Square https://squareup.com/  Farmers Market Nutrition Coupons- WIC and Senior http://www.doh.wa.gov/YouandYourFamily/WIC/FarmersMarket  EBT- through the market or separately

23. To learn more about farmers markets, visit: www.wafarmersmarkets.com seattlefarmersmarkets.org www.bellinghamfarmers.org www.mountvernonfarmersmarket.org/

24. Resources  WSDA Greenbook http://agr.wa.gov/marketing/smallfarm/ greenbook/ http://agr.wa.gov/marketing/smallfarm/ greenbook/  USDA Farmer Direct Marketing www.ams.usda.gov/directmarketing  North American Farm Direct Marketing Assn. www.nafdma.comwww.nafdma.com