Tips and Advice for Farmers

The following tips and advice for farmers are summarized from recommendations by Randy Shelton, Food Service Director, Ohio University, Athens, OH

For more detailed information, download PDF file "How Local Farmers and School Food Service Providers Are Building Alliances" by the USDA, pages 14-17 in the handbook
Don't be shy; knock on doors and let people know that you are available as a vendor.
Make sure that you work directly with the food service director when negotiating business contacts.

Build your network of contacts and use them to reach out to prospective buyers.
Listen to your customer.
Don't underestimate the importance of timely delivery to school food service personnel.
Be willing to adjust processing and packaging methods.
Have patience.
Be aware of seasonal fluctuations in market demand.
Know your competition-and identify existing gaps in available merchandise.

Explore the possibility of creating a partnership with a local small processor in order to expand your access to institutional markets.
Start small and establish realistic production and distribution goals.
Be respectful of your client's time.
Avoid the temptation of using political pressures to close a sale.

Recognize that personal service can be a key marketing tool.
Provide initial samples for free to gain credibility.