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…is defined as a multi-stall market at which farmer-producers sell agricultural products directly to the general public at a central or fixed location, particularly fresh fruit and Sherry Chase The Land of Goshen Community Market www.goshenmarket.org [email protected] vegetables (but also meat products, dairy products, and/or grains). • Establish a new business • Expand season …is managed by a single farm operator and • Reach more customers sells agricultural and/or horticultural • Avoid middleman • Make more money products directly to consumers from a • Direct contact with customers location on their farm property or on without them coming to farm property adjacent to that farm. • Promote your farm PLUS MINUS • Limited days/times of operation • Must be off the farm or have someone off the • Can choose not to attend • Direct contact with customers • PR for on farm activities farm during the market • Transport all product to the market • Direct contact with customers • Most markets require staying even if sold out • Product ripening may not match market days • Online searches • Illinois MarketMaker https://il.foodmarketmaker.com • National Farmers Market Directory - http://nfmd.org • Chamber of Commerce • Tourism Bureau • Word of mouth • READ the rules and information • Check online • Paper copy • Check days and hours of operation • Check market “personality” • Check market requirements • Certified Organic • Grower • Organic Methods • Producer • Naturally Grown • Grower only or • Low or No Pesticide • Value-added product producer only market • Reseller Do your homework first! Check State Laws & Regulations https://www.agr.state.il.us/farmersmarket • Eggs • Meat • Cheese and Dairy • Baked Goods (value-added) • https://www.agr.state.il.us/farmersmarket • http://www.idph.state.il.us/about/fdd/ ILFarmersMrktFoodSafety.pdf • Be respectful and patient • They may have a ‘real’ job • Leave a complete message • Clear phone number • Products you want to sell • Email is best for information • Is there space for you? • What do you plan to sell? • Is there demand for your products? • Do/can you comply with the state, local, or • What market programs do they have? (SNAP/LINK, Double Coupons, etc.) • What do you need to do next if you want to participate? other regulations based on product? • How often do you plan to attend? • How much space will you need? • Previous farmers market experience? • Will you or an employee be selling? • How big is it? • Do you meet the requirements? • How does it feel? • Are you willing to follow ALL • Look at the stalls the rules and regulations? • Look at the customers • Is this something you are • Talk to other vendors excited about doing? • How are vendors with similar products set up? Would you rather be farming than spending time marketing food? • CSA – Community Supported Agricultural • Partner with another grower • Sell directly to restaurants & grocery stores • Farm to school program - since 2006 the number of school districts with farm-toschool programs increased 430% • Food Hub • Local group that connects farmers to food-using businesses • Increased 288% from 2007 to 2012 • Use a middleman to sell to restaurants, grocery stores, & distributors Are you prepared to commit to the preparation and actual time required? • Paperwork for market, state, local, etc. Be prepared to be told: • Identify niche market • What you can sell and not sell • Planting/growing • How it is grown • Harvest • Packaging and labeling rules • Handling • How to keep customers safe • Transport • Designing stall display • Actually attending the market • Sampling laws • How to keep the Market Manager happy • Who will go? • What products will you take? • How will you transport everything safely and conveniently? • Will you need to unload everything or work from a truck? • How will you display products? • How will you take payment? • What happens to what doesn’t sell? • Use what you already have • Card table • Hand written signs • Patio umbrella • Reuse plastic grocery bags • Chair=bad Stool=okay Standing=best • Transport containers • Display materials • 10 X 10 pop-up tent • White • Weights – 25# per leg • Folding white resin tables • Fancier signage • Custom displays • Certified scale (to sell by weight) • Visually appealing • Color • Contrasts • Containers • Waist to shoulder high • Match your identity • Consolidate display as you sell items • Shade products and customers • Prices • Clearly marked – if people have to ask, they won’t buy • Will you negotiate? At the end of the market? • Sales tax is included! • Create a market identity • Signs with farm name • Business cards • Labels • Photos • Handouts/recipes/farm information cards • Practice setting up your display • Safety • Tripping hazards • Wind/rain/severe weather • Dogs • Small children handling products • Pack your “market box” • Put everything in one spot • Get change • Train employee/helper on products • Set prices to even dollars (include sales tax) • Wear/bring layers of clothing • Sell by quantity not weight • Clear plastic drop cloths to cover displays • Use change apron instead of cash box • Bring sign making supplies • Power – take more extension cords than you • Pack duct tape think you’ll need • Pack things you use every week in a sturdy “market box” and leave them there • Take drinking water and snacks • Personal appearance • Be there • Stand up • Make eye contact • Smile • Say “Hello” and “How are you?” • Know your products • When it’s slow – polish fruit, straighten stand, give samples • With customers • Remember names (and kids and dogs) • Remember what they purchase • With the other vendors • They are NOT your competition • They are resources • With market staff • They are here to help make you successful • They are resources • Especially the Market Manager! https://www.agr.state.il.us/farmersmarket/ • Selling Strategies for Local Food Producers, University of Missouri Extension http://extension.Missouri.edu/p/G6222 • 8 Tips for Beginner Farmers’ Market Vendors by Lisa Kivirist http://www.hobbyfarms.com/farmmarketing-and-management/8-tips-forbeginner-farmers-market-vendors.aspx http://extension.missouri.edu/p/G6222 http://extension.missouri.edu/p/G6222