In this workshop from the 38th Annual California Small Farm Conference, we introduce the new Small Organic Farmer Marketing Toolkit, developed by CCOF and CAFF to help organic growers strengthen their marketing in both new and existing markets. Hear directly from a farmer about their experience using the toolkit, along with a marketing expert.

This factsheet, produced by ATTRA NCAT, outlines selling to agricultural aggregators and grower marketing cooperatives — businesses that consolidate and distribute products from multiple farms to local and regional markets. It outlines advantages including retained farm identity, technical support, and reduced marketing costs, alongside key considerations such as volume expectations, food safety requirements, packing standards, and cooperative participation commitments.

This publication, produced by ATTRA NCAT, contains 13 tip sheets, each of which describes a particular marketing channel. The tip sheets include tips for selling through CSAs, farmers markets, roadside stands, online, and provide guidance for selling to restaurants, grocery stores, institutional markets, aggregators, wholesale buyers, and more.

This factsheet, produced by ATTRA NCAT, presents case studies of four intermediaries that source and market local food. It examines farmer relationships, wholesale readiness, and scaling-up challenges, emphasizing that successful intermediated market relationships depend on clear communication, consistent product quality, food safety certification, and mutual commitment to supporting local agriculture.

This guidebook, produced by ATTRA NCAT, provides an overview of direct marketing strategies for farm operations. It covers farmers markets, CSAs, farm-to-school and institution sales, agritourism, restaurants, food hubs, and cooperatives, while addressing marketing plan development, pricing strategies, branding, liability insurance, food safety considerations, and online promotional tools.

The Organic Producer Marketing Toolkit provides organic farmers and producers with resources to promote their businesses effectively. It includes a foundational marketing guide, media preparation toolkit, planning worksheets, and professionally designed collateral — brochures, posters, infographics, and tent cards — to help producers reach target audiences and communicate their organic story to customers.

This webinar, produced by the Community Alliance with Family Farmers (CAFF), introduces high level sales concepts, from determining the ideal customer, creating a value proposition, and preparing the product. It will outline several top marketing channels, and will discuss food safety considerations, packaging, insurance, payment terms, and logistics for each.

Learn how to effectively communicate your farm's availability to wholesale buyers in this virtual workshop. Whether you're new to wholesale or looking to improve your buyer relationships, this session will help you create clear, professional availability lists and marketing materials that make it easy for buyers to say yes.

A strong online presence helps farms of all sizes reach customers, strengthen relationships, and grow sales. This workshop walks farmers through four key steps to effective digital marketing: creating a simple, functional website; building an email list; managing social media efficiently; and exploring low-cost paid ads.

Many different market channels exist for your organic product, but not all channels will align with your goals, values, product line, and personality. This tool will help you select the perfect channel for your business, with an emphasis on finding the right avenue for your end consumers.

In this workshop from the 38th Annual California Small Farm Conference, we break down the financial tools and frameworks you need to set prices that work for your bottom line. This session covers how to read financial statements, evaluate profitability, and understand the crucial difference between profit and cash.

This guide, produced by the Community Alliance with Family Farmers (CAFF), helps certified organic and transitioning produce farmers understand wholesale pricing. It covers four pricing strategies, tools for estimating market prices, how prices are determined across wholesale relationships, and best practices for communicating prices to buyers — accompanied by a Competitor Price Comparison Spreadsheet and tutorial videos.

This handbook, produced by Cornell University Cooperative Extension and Mohawk Harvest Cooperative Market, provides guidance for founding and operating a local food cooperative. It covers topics including business planning, managing operating expenses, inventory development, and farmer relations – drawing on Mohawk Harvest’s own founding experience.

Market channel selection is as important as production decisions for the small to medium sized fruit and vegetable operation. This publication, produced by Cornell University Cooperative Extension, is a decision-making aid for new farmers and for those considering marketing through a new channel. The guide focuses on describing the marketing of fresh-market produce.

This publication outlines direct marketing channels and strategies for organic producers. It covers CSAs, farmers markets, u-pick operations, farm stands, restaurant sales, farm-to-school and institution programs, agritourism, and online marketing — providing an overview of each channel's advantages, startup considerations, and resources to help farmers develop effective single or multi-channel marketing strategies.

This publication provides an introduction to farm direct marketing and explains how organic farmers can sell directly to customers at near-retail prices. It covers advantages including price control and immediate payment, challenges such as increased risk and added business responsibilities, and guidance on niche marketing — identifying products that meet specific consumer needs and differentiate the farm in the marketplace.

Growing great food is only half the battle to achieve farming success. You also have to be an effective marketer. This webinar, presented by Susan Smalley, is designed to help small to mid-scale farmers who market directly develop a useful and cost-effective marketing plan.

This guide helps organic farmers evaluate, negotiate, and manage marketing contracts. It covers contract law basics, a Quick Organic Contract Checklist, how federal organic regulations interact with contracts, over 100 types of contract provisions, and dispute resolution — providing certified organic operations with independent legal guidance for crop, dairy, livestock, and other organic product contracts.

Planning to grow only what you plan to sell eliminates wasted time and effort, and tracking income and expenses will show you your profit centers. In this workshop, Richard Wiswall will provide a step-by-step guide to achieve a healthy bottom line, assessing markets and developing a production plan, a roadmap of how to grow what you plan to sell.

This directory, produced by Friends of the Earth, lists California organic farmer networks, food hubs, aggregators, and produce distributors that sell to institutional buyers, including school districts. Organized by region — Northern, Central, Southern, and Statewide — it profiles each organization's mission, distribution area, and organic product offerings, serving as a sourcing reference for schools seeking certified organic foods.