Sell What You Grow Sustainable Small Farming Ranching

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

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

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

People are seeking out locally grown products.

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

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

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

Farm Stands § Think about location and traffic flow § Familiarize yourself with regulations governing food products

Community Supported Agriculture p Subscription farming n What? n How often? n Where? n Cost? p Requires advanced planning p http: //www. slowfoodskagit. org/slow_f ood_skagit/CSA. html

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

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

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

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

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

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

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

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

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

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

Let the Internet work for you p p p 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

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

Accepting other currencies: p. Credit Cards- Square n https: //squareup. com/ p. Farmers Market Nutrition Coupons- WIC and Senior n http: //www. doh. wa. gov/Youand. Your. Family/WIC/Farmers. Market p. EBT- through the market or separately

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

Resources § WSDA Greenbook http: //agr. wa. gov/marketing/smallfarm/gree nbook/ § USDA Farmer Direct Marketing www. ams. usda. gov/directmarketing § North American Farm Direct Marketing Assn. www. nafdma. com