1. Diane Green Greentree Naturals Small Farm Marketing

6. For today’s small acreage farm to succeed in a very competitive market, the farmer must assess the opportunities of the land, plan the crop, grow it, and then be able to sell it. For today’s small acreage farm to succeed in a very competitive market, the farmer must assess the opportunities of the land, plan the crop, grow it, and then be able to sell it. Marketing is one of the important keys to success and often the toughest part of the survival and sustainability of the small acreage farm. As educators, being able to provide guidance to farmers to help them improve their Marketing skills is essential!

7. Farmer to Farmer Most farmers say they prefer learning from other farmers Most farmers say they prefer learning from other farmers If you are an educator and trying to provide workshops or training opportunities for your local farmers about direct farm marketing, bring in other farmers to tell their stories … If you are an educator and trying to provide workshops or training opportunities for your local farmers about direct farm marketing, bring in other farmers to tell their stories …

8. Greentree Naturals Marketing at a Glance   1990 Started out with the local Saturday Farmers Market   1993 added Restaurant sales   1995 added more restaurants, CSA’s & flower subscriptions   1996 added on-farm workshops, apprenticeships and consulting   1997 added working with caterers for special events such as farm tours, organic wine tastings, fund raisers & sales to a local natural foods store   2002 developed Farmer Mentor Handbook for Cultivating Success program at University of Idaho   2003 added Sunday Brunch on the Farm & hosting Farm Tours  2006 added Delightfully Decadent Sunday Afternoon Teas; hosted other workshops  2008 Teaching Sustainable Small Acreage Farming and Ranching Course for University Of Idaho

9. It is important to know who your customer is and find ways to stand out at the market. Idaho is known for “Famous Potatoes”; these red, white and blue baby new potatoes sell for $2.75/pound.

10. Why grow what everyone else has? Why grow the same thing that is in the grocery store? Look at what is out there and DO SOMETHING DIFFERENT! Carrots with names like “Purple Haze”, “Yellow sunshine”, “Atomic Red”, and “White Satin” are unique and sell for more per pound.

11. Value-added products like jams and jellies are a nice addition to the farmers market. Another “safe food” is herbal vinegar. Tourists like to take home something with the name town on it, so all of our goods say “made fresh in Sandpoint, Idaho”. Educators: Provide food safety information for your farmers market vendors, hold food safety workshops during the off season.

13. If you don’t use signs, display a board with prices and display the name of your farm

14. Less for more…. ½ pints of berries sell for higher price than a pint!

15. Stir-fry Special Tender baby vegetables…

16. Consider having a small photo album with photos of your farm at your stand to give customers a connection with where their food is coming from. Connecting With Your Customers

17. Eggs are a nice addition at the Farmers Market. It is important to consider the local health regulations for selling eggs. Is this information readily available to your farmers?

19. Educators – How can you help? Help your farmers be more successful at marketing Help your farmers be more successful at marketing Create a marketing check list for selling at farmers markets Create a marketing check list for selling at farmers markets Provide a library of reference books like The New Farmers’ Market and Sell What you Sew Provide a library of reference books like The New Farmers’ Market and Sell What you Sew Hold marketing workshops in the fall and winter Hold marketing workshops in the fall and winter Visit your local markets & take photos of vendors at their farm stand to use for workshops Visit your local markets & take photos of vendors at their farm stand to use for workshops Promote local food and Community Food Systems Promote local food and Community Food Systems Feature farmers market vendors in your newsletters Feature farmers market vendors in your newsletters Create ‘farmer profiles’ as examples Create ‘farmer profiles’ as examples Develop a questionnaire for farmers to help them share their stories with other farmers as future presenters at workshops and events Develop a questionnaire for farmers to help them share their stories with other farmers as future presenters at workshops and events

21. COMMUNITY PRESENCE We expect our local community to support us as farmers. Doesn’t it make since that we should support our community? We expect our local community to support us as farmers. Doesn’t it make since that we should support our community? Community presence means all the ways that your community recognizes you and your business. Community presence means all the ways that your community recognizes you and your business. Extension educators - reach out to your local farmers! Get them involved in your programs! Extension educators - reach out to your local farmers! Get them involved in your programs! Bring farmers in to talk with your Master Gardeners Bring farmers in to talk with your Master Gardeners Connect with farmers for farm and garden tours Connect with farmers for farm and garden tours Ask farmers to write articles and share their stories for university publications Ask farmers to write articles and share their stories for university publications

22. Pumpkin Project Details of how to create a Pumpkin Project are on our website at www.greentreenaturals.comwww.greentreenaturals.com

23. Media & Press The press is always looking for human interest stories! The key is to make events and information available to the local reporters. The press is always looking for human interest stories! The key is to make events and information available to the local reporters. Being involved in your community also gets your name out there so when storylines come up, they think of you when they are looking for a resource. Being involved in your community also gets your name out there so when storylines come up, they think of you when they are looking for a resource. Educators – ALWAYS INVITE THE PRESS to your farm events! Promote your local farmers! Educators – ALWAYS INVITE THE PRESS to your farm events! Promote your local farmers!

24. Selling Produce to Restaurants It has to be the type of restaurant that has a chef that cares about quality. It has to be the type of restaurant that has a chef that cares about quality. Deliveries need to work around their busy schedule. Deliveries need to work around their busy schedule. You have to give them a good reason to spend more. You have to give them a good reason to spend more. Call the same day, and the same time of day every week; make deliveries the same day and time every week. Call the same day, and the same time of day every week; make deliveries the same day and time every week.

25. Working with Caterers EDUCATORS – USE LOCAL FOOD WHEN YOU HAVE EVENTS! Promote your farmers! *Weddings *Private Parties *Concerts *Special events We provide edible display of unusual garnish like purple & yellow carrots, four colors of beans, grape leaves, purple cauliflower & asparagus. *Edible flowers for wedding cakes, or fresh flowers for decorating the buffet tables.

26. Community Supported Agriculture CSA Basically a produce subscription service where the customer pre-pays for a share of the harvest. We mail out applications in March so we know how much to plant. Basically a produce subscription service where the customer pre-pays for a share of the harvest. We mail out applications in March so we know how much to plant. Educators – Encourage your small acreage farmers and market gardeners to diversify how they market their harvest! Educators – Encourage your small acreage farmers and market gardeners to diversify how they market their harvest!

28. Wedding Flowers The bride, bridesmaids, family and friends come out and pick their own flowers on the farm.

29. Farm Tours

30. On-farm workshops provide additional income Hoop house construction and Season Extension Organic gardening workshop series is a 6 week course on the farm

32. Apprenticeships

33. Considerations for On-farm Activities…. Educators: Help out your local farmers by providing information and workshops that talk about Farm Liability. Educators: Help out your local farmers by providing information and workshops that talk about Farm Liability.

34. Organic Wine Tasting on the Farm

35. Delightfully Decadent Sunday Afternoon Tea

36. Closing thoughts…. As educators, you have the opportunity to lend a hand and grow new agricultural leaders in your state. Reach out to your local farmers! Provide educational opportunities! Cultivate success in your community!