Healthy soil and sustainable growing

["Tradingpost" <tradingpost@lobo.net>]

from
http://greenleaf.uncg.edu/farmermarkets_farmers.html


Farmers markets are growing in number, and quickly!  Farmers, shoppers and
city planners are discovering that these markets provide a vital link
between consumers and farmers while also functioning as a vibrant community
center.  Consumer trends are showing an ever-increasing demand for fresh,
healthy, locally grown food.

This page offers information and tips on how farmers markets can be a
profitable, and enjoyable, part of your farm business.
 
Farmers Market Advantages 
Start Up
A significant advantage of farmers markets is that they are generally
situated in an ideal location to reach consumers. The fees for a space are
usually very minimal and most regulations and restrictions- zoning, sign,
health department, business license- are already worked through by the
sponsoring group.  Little or no packaging is required.  All you really need
is a creative, clean display and a truck!

Publicity for Your Farm
Farmers markets allow you to interact with customers, educating them about
your farm and how food is grown. You get a chance to pitch your product to
the customer.  Since most farmers don't use the farmers markets as their
only outlet, it also becomes an opportunity to promote other aspects of
your business, such as Community Supported Agriculture (CSA) arrangements,
roadside stands, pick-your-own, deliveries to local restaurants,
agri-tourism, etc.

Customer/Farmer Feedback
Feedback from customers is almost immediate.  Customers are your most
valuable link to market trends and demands.  They can offer new product or
marketing ideas.  If you're unsure how a new variety might sell, experiment
with a small amount before committing to production on a larger scale.

Feedback from other growers and vendors is equally valuable.  Growers can
share information on crops, growing techniques, market ideas and cooking.
 
Things to Consider
There are important considerations to be made before deciding to sell at a
farmers market. Along with other direct marketing methods, marketing your
product requires time, often time away from the farm.  Be sure to consider
the time it will take not only to sell your product at the market, but also
loading up, traveling to the market, unloading, and setting up and breaking
down a display.

Consider the fact that volume is limited. Like other direct marketing
outlets, few people sell their products in high volume at farmers markets.
This is one reason why farmers markets usually are only a part of the
entire business operation.  Having other market outlets during the week
allows you to sell your farm product as it matures/ripens.

Other factors to consider are the markets policies in regard to space,
advertising, market hours, etc. Be sure to visit a potential farmers market
before selling there and observe the attendance, layout, and facilities at
different times of the year. Customer attendance can be erratic, often
affected by the weather and holidays.

The location of the farmers market should be another consideration. Is it
located near well populated areas?  Is it difficult to get to?  Are there
other attractions or businesses near the market that draw people to the
area?
 
Displays/Signs
Display
Proper design and creativity are important to attract customers and
increase sales.  The display is what the customer sees first.  Convey a
sense of pride in your product and appear ready for business.
        A good display does not have to be expensive.  There are certain 
rules of
thumb to consider in any display.  Keep the display off the ground,
preferably at waist level.  Prop boxes or baskets at a slant toward the
customer.  Give your display the illusion of abundance.  Make it appear as
though your product is spilling out. This may mean switching to smaller
containers as your stock decreases. Constantly re-stock your containers. No
one wants to think they're buying the last few tomatoes. Make sure all
items are clearly visible and easy to reach. Use props from home/farm to
create your display. Listed below are some effective techniques:

    * Use tablecloths for a "down-home" appearance
    * Layer your display from the ground up onto your table
    * Use bales of straw as a shelf
    * Lay boards across bales, crates or baskets at different levels to
give a step appearance
    * Drape burlap over boxes
    * Use peach baskets, apple crates, or wicker baskets as containers
rather than cardboard boxes

Labeling
Clearly label all products with the name (including variety) and the item's
price.  Small index cards and magic markers are useful for general
labeling. Be neat and creative.
 
Options:

    * Include information about the taste or texture of the product
    * Identify how the product is used
    * Write down interesting facts or catchy phrases 
    * Provide recipes for each product, including how much they will need
to buy

        

Signs
A good sign is a must at a farmers market.  A sign with your farm name (and
logo) identifies you so people can find you again and tell their friends
how to find you.  Have photos and information about your farm available for
consumers to see and learn about your farm.

Sign Tips:

    * Make sure the sign is clearly visible from a distance
    * Make sign from sturdy material, especially for windy markets
    * Be sure to include descriptive phrases or words, such as "locally
grown" or "organic", if applicable


 
What to Sell
Quality products are the key to making money at the farmers market!
Consumers are interested in fresh, local and diverse products. Selecting
from a wide variety of standard and specialty products keeps customers
satisfied and returning for more.
        Seasonal variation of varied/diversified.  Try to find your niche.
Remember there are others selling at the market too, not everyone can sell
German Johnson tomatoes. When possible, bring something new to the market
each week to retain customer interest.

Try to avoid having limited amounts of too many items to avoid selling out
before the end of the day.  Products sell better when they look plentiful.
The key is to go home with a full wallet rather than an empty truck.
As much as possible, try to have crops available early and late in the
season.  One sure way to make money is to get the jump on everyone else.
By offering tomatoes early in the season, before other growers, you can
assure yourself an early share of the market and lots of customers.

Food can go in and out of style. Keeping abreast of consumer trends is
another way to make the most out of your time at the market. What was a big
seller this year may not be so hot next year. Look at cooking and
restaurant magazines to see to see what's "in." Try different, unique
varieties of common products to catch people's attention.

Value-added items, such as baked goods and canned goods, help to supplement
farm income from the sale of fresh farm products, especially during the off
season. Products such as jellies and salsas can be a great way to get rid
of leftover or less than perfect produce. Keep in mind that production of
some value added products can be costly.  It usually requires special
equipment and facilities, as well as added labor.  There are also numerous
legal restrictions and health regulations that need to be followed before
selling your value-added product. Kitchens and cooking facilities have to
be inspected and meet certain standards prior to selling at a market.
 
Pricing/Selling Tips
Pricing
The best way to establish your prices is to base them on the cost of
production. You should never have to sell below supermarket prices.
Remember that most people are not coming to the farmers market for
inexpensive produce. The more you educate your customers about how a
product is grown, the better they will understand your pricing system.  You
are offering a fresh, locally grown product that customers can't get at a
grocery store, so don't be afraid to ask a premium price.

Posting all your prices for each product takes out the guess work for
customers.  Either have a board with all products and prices listed or
individual labels affixed to baskets. Make sure to include both the price
and unit ($1.50/lb., $2.00/bundle).  Think about how you want to sell each
product.  Selling by the pound means having a scale on hand as well as a
supply of bags.  Many customers prefer to handle the products and pick them
out themselves, rather than purchasing them pre-packaged.

Selling Tips
One of the main reasons people come to a farmers market is for the
one-on-one contact between a customer and a farmer. Learning good selling
techniques can help you establish customer relationships which lead to more
sales. Bring a smile and stories to tell.

Engage your customers in conversation and educate them on your products and
how they are grown.  Make eye contact with them when you are talking and
appear eager to serve them.  Pay attention to your physical appearance as
well. You want to project a clean, responsible, honest 
image, so dress accordingly.

A few other selling tips:

    * Provide samples in a covered dish, with toothpicks when appropriate.
    * Make sure your name and the name of your farm are visible.
    * Have available a business card or brochure with information about
your farm.
    * Drop a flyer in each bag with recipes and upcoming seasonal items.
    * Advertise "fresh picked!", "local!"  And if you are certified
organic, advertise it!
    * Keep careful records of your sales.  This helps you plan for future
markets.

Rules and Regulations
Farmers markets may be operated by state, county, or city governments as
well as other organizations.  Each will have their own rules and
regulations regarding the items that can be sold and how. Most markets
require that everything you sell must be produced by you. Others require
that only some percentage of what is sold be produced by you. Market
managers (and customers) strongly frown upon vendors selling products
bought from wholesale or retail sources. Check with the market manager
about arrangements for selling another local grower's produce for them.
Most farmers markets discourage a flea market atmosphere, while some may
allow crafts to be sold.

Visit the farmers markets where you might want to sell your products and
talk with the manager about rules and regulations. Check out the
facilities, vendor spaces, attendance, and clientele to determine if this
is a good place for you to sell and on which days of the week.

The U.S. Department of Agriculture publishes a helpful book on legal issues
affecting direct farm marketing called, The Legal Guide For Direct Farm
Marketing by Neil Hamilton.  For information regarding rules and
regulations at North Carolina state supported farmers markets, visit:
http://www.ncagr.com/markets/facilit/farmark/.  For a list of farmers
markets in North Carolina, visit:
http://www.ams.usda.gov/farmersmarkets/States/NorthCarolina.htm.
 
Resources
Listed below are various resources with information regarding farmers
markets and other direct marketing methods:
Books
Corum, V., Gibson, E. & Rosenzweig, M.  The New Farmers' Market: Farm Fresh
Ideas for Producers, Managers & Communities. 2001. New World Publishing.

Gibson, Eric. Sell What You Sow! The Grower's Guide to Successful Produce
Marketing.
1994. New World Publishing.

Hamilton, Neil. The Legal Guide to Direct Farm Marketing. 1999. United
States Department of Agriculture.

Ishee, Jeff. Dynamic Farmers' Marketing: A Guide to Successfully Selling
Your Farmers' Market Products.  1997. Bittersweet Farmstead.

Web Sites/Links
Appropriate Technology Transfer for Rural Areas (ATTRA):
http://www.attra.org
(pnone# 1-800-346-9140).  USDA funded program offering publications and
assistance on direct farm marketing.