SEATTLE TILTH FARM WORKS

Direct Marketing Channels

Farmers’ Market

High prices for products

Good visibility for farm

Customer interaction and feedback

High volume sales potential

Staffing No guaranteed

sales Transportation Market fees,

regulations and entry

Advantages Challenges

Look for a market that is: Clean and well managed; in a busy area, supported by an advertising program, and has a good reputation with customers.

Presentation, booth design, signage, and samples are important in attracting customers.

Farmers’ Market

Farm Stands

Convenient for travel and set-up

Flexible schedule Can sell limited

offerings Opportunity to sell

odd shapes, seconds and overstock

Unpredictable sales

Upkeep of market stand

Zoning, building, & licensing requirements

Increased insurance liability

Advantages Challenges

For Farm Stands:

Location is critical. Choose operating hours when there is regular traffic/demand.

Advertising and stand appearance are also important factors.

Farm Stands

Community Supported Agriculture (CSA)

Secure market & money up-front

Farmer sets prices & quantities

Education & engagement for customers

Limited packaging & grading

Requires detailed crop plan for long-term consistency & variety

Time & effort to directly engage members

High turnover Delivery logistics

Advantages Challenges

Because CSA members want a connection with the farm, most CSAs provide newsletters, produce lists and recipes in addition to their produce.

According to WSU: In Clark County there are more than twenty CSA farms operating five acres or less.

CSAs

Restaurants

Excellent visibility & marketing opportunities

Open to small quantities of high quality produce

Opportunities for specialty crops

Relationships with chefs

High level of quality and consistency

Customer service and communication

Low volume

Advantages Challenges

There are greater opportunities to provide for the needs of independent restaurants than for chains. It is best to contact restaurants in the morning and to have a fresh sheet prepared.

Farms selling to restaurants should have strong invoicing / book keeping systems.

Restaurants

Schools, Universities & Care Facilities

Allows for mid-high volume sales

Higher prices than wholesale

Consistent orders Opportunities to

partner with educational programming

Seasonal issues Additional

certifications and insurance

May look for more processed food

Requires consistent high volumes

Advantages Challenges

For public schools, identify and contact local Food-to-School coordinators. For private schools and universities contact the individual school’s nutrition services department.

Offer to start small an build. Offer educational opportunities for student to connect with their food.

Schools, Universities & Care Facilities