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 AdvantagesChallenges

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 AdvantagesChallenges

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 AdvantagesChallenges

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 AdvantagesChallenges

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 AdvantagesChallenges

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