How to Market Your Small Farm Products

So you've decided to start a small farm business. You're hard at work on your business plan, and you're stuck in the marketing section. How, where and to whom will you market all the wonderful vegetables, herbs, fruits and value-added farm products you're planning to grow and create? I hope this sparks some ideas.

Direct Farm Sales

You can sell your wares directly from your farm, via a farm stand or even just from a barn or other structure on your property.

This has the advantage of convenience - you don't have to lug produce anywhere, or even be available to talk to customers. Many farmers have a farm stand with a cash box and a clipboard and operate on the honor system: you take the produce you want, write down what you took, add up the prices, and leave cash or a check in the box, taking change as you wish.

Farmers Markets

The farmers market can be a great place for you to sell your produce. Farmers markets usually run weekly. Some run only from spring through fall, but more and more, farmers markets move indoors for winter. Sometimes they reduce the frequency from weekly to monthly during the winter months.

Within a 50-mile or so radius of your farm, you may find half a dozen or more farmers markets. Most often, the markets are staggered through the week, so that farmers can sell at multiple markets. Typically, the cost of setting up shop at a farmers market is not overwhelmingly high.

You usually pay a fee for the season and sometimes a percentage of sales as well.

You will need a table or other way to display your products, perhaps a canopy, and a van or truck or trailer for your car to transport the farm goods to the markets. There is also the labor and time of packing, setting up, handling transactions, and repacking and taking it all home to the farm.

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