1. What Beginning Farmers Need to Know
Nancy Roe, Ph. D.
Farming Systems Research, Inc.
Boynton Beach, FL

2. Nancy Roe Farming Systems Research, Inc. P. O
Nancy Roe Farming Systems Research, Inc. P.O. Box Boynton Beach, FL ph and FAX Website:
Nancy Roe is originally from western Pennsylvania, but has lived in many parts of the country-and prefers the warmer ones. She has B.S. and M.S. degrees in Horticulture from the University of Arizona and a Ph.D. in Vegetable Crops from the University of Florida. She has worked for Texas A&M University and for greenhouse vegetable operations in Texas and Arizona. For 12 years, she and her husband, Charlie, owned a pick-your-own vineyard and berry and fruit orchard and a native plant nursery in Texas. For 11 years, they have owned Farming Systems Research in Boynton Beach. This small farm raises vegetables for sale through a 400 member CSA and to local restaurants, and conducts research in sustainable agriculture.
Nancy Roe has B.S. and M.S. degrees in Horticulture from the University of Arizona and a Ph.D. in Vegetable Crops from the University of Florida. For 11 years, she and her husband have owned Farming Systems Research, a small farm which raises vegetables for sale through a 400 member CSA and to local restaurants, and conducts research in sustainable agriculture.

3. Farm Goals: Why Are You Farming?
It's important to be realistic about this because it affects the decisions you make.
Make money-make a profit (assumed for this talk)
Pass something on to your children
Tax deduction
Want to have something to do-usually retired people
Provide food to your community-can be non-profit
Educate people about farming

4. How Will You Fund the Farm?
Farm Capital
How Will You Fund the Farm?
Your personal money-start small
Loans (or grants) from friends or family-put in writing if loan
Government loans
Bank or Farm credit loans
Crowd funding-probably just for a specific project

5. Sales: How and Where Will You Sell What You Grow?
Consider:
If you want to make money, answer this question before you start farming.
Is your farm near centers of population? Most aren't
Will you use retail or wholesale methods? Retail generally pays higher prices but costs are higher, too.
How do you set prices? Figure out how much it costs you to produce it. And you may not have a chance in wholesale markets-brokers may pay the current price.
For restaurants, etc., we look at the USDA AMS and add a little. Sometimes we even ask a buyer.
If you’re a non-profit, or you don't need to make money, please don't sell too cheaply in markets so that farmers who are trying to make a living can't get a fair price.
To keep customers, build a reputation for quality and be dependable and "on call“ for tomato emergencies.

6. Sales: How and Where Will You Sell What You Grow?
Choices:
Contracts-the price stays the same, which could be good or bad Brokers-Farms to chefs
Food hubs: cooperatives or other structures.
On-farm markets-Since they are on the farm, they are usually in a rural area. Is there enough traffic to sell?
Farmers' Markets-Lots of prep and clean up and is difficult to know how much to take with you each time. Some require liability insurance.
Community Supported Agriculture-It is easier to plan with generally not as much waste. However it requires a lot of customer service time and is less popular than it used to be.
Grocery stores-Food Safety Audit
Restaurant sales-farm location important. Some require liability insurance.
Sales to schools and/or other institutions-Food Safety Audit

7. Production: What Will You Grow?
Will you produce vegetables, grains, hay, livestock, small fruit, tree fruit?
It depends on the climate and soil, and how you are selling the products. If you are producing livestock with edible crops, they must be separated for food safety reasons.
Factory farms are criticized, but producing fewer products in large quantities IS more efficient. If you are marketing retail-through a CSA or On-Farm Market or Farmers' Market-you need variety. So, you must produce more products or work with other small farms.
Don't fall for fads like expensive hydroponic systems, emus
Additional income: value added products, agritourism

8. Field and Packing Labor
Who will do the work?
You and your family-do you have the skills, knowledge, and physical ability?
Hired workers: full time, part time, seasonal? Are they available in your area?
Volunteers-usually with CSA farms
A non-profit organization

9. Who will do the bookkeeping, customer service, and the marketing?
Administrative Work
Who will do the bookkeeping, customer service, and the marketing?
Your family
Your employees
Outside accounting or marketing firms

10. What advertising methods will you use?
Marketing
What advertising methods will you use?
Who are you trying to reach? What do they read or look at and where do they go?
Traditional print advertising in newspapers or local food magazines-investigate their circulation. If the magazine is free, do you see it in places you go?
Person to person contacts
Mailouts-how do you develop a list? It's easy at a market or with a CSA.
Internet: website, , sites such as Local Harvest and state lists (Fresh from Florida); social media

11. Where will you buy equipment and supplies?
Local Infrastructure
Where will you buy equipment and supplies?
Depending on what you are producing, you may need soil amendments, and maybe potting soil, pesticides, irrigation supplies, animal feed and vet care, equipment and parts for it.
Do you live in an area where there are vendors for these things or will you have to order them and have them sent? If so, you probably want to keep spare parts on hand.
Can someone in your operation fix farm equipment and computers? If not, find someone in your community who can-don't wait until something is broken.

12. Production Systems: How Will You Grow?
Organic or conventional?
Organic requires certification,
3 year transition
Additional record keeping.
For crops:
Field production is usually the least complicated initially (if you have the land), although equipment some kind of equipment is required (appropriate technology)
Permanent raised beds
Pots or containers-may be fed through irrigation
Hydroponics of some type-usually most expensive
Designing your own hydroponic system is a lot less expensive than buying one
Livestock production systems: Pastured, Free range, Rotational grazing

13. Post-Harvest Handling
How will you cool, package, and store the products you produce?
Put into correct cooling temperatures as soon as possible-and keep them there! Watch temperatures of coolers and freezers. Some (dried beans, potatoes) don't need cooling, but need protection from rodents and insects.
Packaging needs change according to your marketing system: standard boxes or individual packaging? Your name on package or box-stickers or printed
Animal products require an approved processing plant. Some states have mobile units which can come to your farm for a day or more.
Depending on the state and municipality, value added processing such as freezing, dehydrating, making pickles, jellies, and sauces usually requires a commercial kitchen and sometimes a license from taking a course.

14. Someone needs to know about:
Knowledge Needed
Someone needs to know about:
Pesticide use-Worker Protection Standards. (Organic producers need to follow pesticide label directions too.)
Accounting
Information Technology
Food safety
Certification, if organic
Legal issues-succession of the business

15. Farming isn't what it used to be
Knowledge is Needed:
Farming isn't what it used to be
Big farms have a department, or at least a professional person, to do what small farmers have to do themselves: production, human resources, food safety, .
Production is constantly changing. To keep up use dependable sources:
North-South Institute programs
University Extension and Research-websites; Extension.org
NCAT: ATTRA
Trade magazines
Company reps-but they are selling their products!