Market gardening involves the intense production of high-value crops from just a few acres and gives farmers the potential to increase their income. This publication provides an overview of issues to consider when starting a market garden, including developing a business plan, choosing appropriate markets through various direct and wholesale options, learning production and marketing techniques, selecting necessary equipment, planning and recordkeeping, addressing labor needs, ensuring food safety, acquiring agricultural insurance, and the potential for organic production. Case studies of existing market gardens provide examples of different marketing strategies and their costs and profits.

1. Market Gardening:
A Start Up Guide
A Publication of ATTRA—National Sustainable Agriculture Information Service • 1-800-346-9140 • www.attra.ncat.org
By Janet Bachmann Market gardening involves the intense production of high-value crops from just a few acres and gives
NCAT Agriculture farmers the potential to increase their income. Market gardening is also of interest to people consider-
Specialist ing agriculture as an alternative lifestyle. This publication provides an overview of issues you need to
Updated May 2009 be aware of as you consider starting market gardening and suggests helpful resources.
Contents
Introduction ..................... 1
Business plan ................... 1
Choosing markets .......... 2
Learning production
and marketing
techniques ........................ 5
Selecting
equipment ........................ 7
Planning and
recordkeeping ................. 7
Labor ................................... 8
Food safety ....................... 8
Agricultural
insurance ........................... 9
Organic market
gardening ......................... 9
Grower profiles ............... 9
Peregrine Farms ....... 10
Beech Grove
Farm ............................. 10
Harmony Valley
Farm ............................. 11
Thompson Farms..... 12 Photo by Edwin Remsberg, USDA/CSREES.
References ...................... 13
Further resources ......... 13
Introduction Business plan
Market gardening is the commercial pro- Starting any business demands an invest-
duction of vegetables, fruits, flowers and ment of time and money. When you
ATTRA—National Sustainable
Agriculture Information Service other plants on a scale larger than a home invest in your own business, be it market
(www.ncat.attra.org) is managed garden, yet small enough that many of the gardening or something else, a business plan
by the National Center for Appro-
priate Technology (NCAT) and is principles of gardening are applicable. will help ensure success. Developing your
funded under a grant from the The goal, as with all farm enterprises, is business plan helps you defi ne your busi-
United States Department of
Agriculture’s Rural Business- to run the operation as a business and to ness, create a road map for operations, set
Cooperative Service. Visit the
NCAT Web site (www.ncat.org/
make a profit. Market gardening is often goals, judge progress, make adjustments
sarc_current.php) for oriented toward local markets, although and satisfy a lender’s request for a written
more information on
our sustainable agri-
production for shipping to more distant explanation of how a loan will be used. A
culture projects. markets is also possible. basic business plan includes:

2. What? Describe your product or service help eliminate wasted time, space, produce
and money. Many market gardeners try to
Why? Describe the need for your product
maximize their income by selling directly to
or service
consumers and bypassing wholesalers and
Who? Describe your customer other middlemen. Tailgate markets, farm-
ers’ markets, roadside and on-farm stands,
When? Draw a timeline and list all the tasks
pick-your-own operations and subscription
you need to accomplish
marketing are common direct-marketing
Where? Describe the location of your strategies. Sales to restaurants, institutions
business and schools and grocery stores are common
wholesale marketing strategies. More in-
Related ATTRA How? Describe equipment, materials depth details are provided in other ATTRA
Publications and supplies you will use in your publications. Most market gardeners use
Direct Marketing market garden and how you will several outlets. Diversity in marketing, as
finance your market garden well as diversity in planting, is a corner-
Community-Supported
Agriculture The 280-page publication Building a stone of stability.
Farmers’ Markets:
Sustainable Business: A Guide to Develop- If you choose a wholesale market, you
Marketing and ing a Business Plan for Farms and Rural will not be able to charge retail prices,
Business Guide Businesses is an excellent tool for business but your labor cost for marketing may
planning. Developed by the Minnesota Insti- be reduced. The case study summarized
Entertainment
Farming and
tute for Sustainable Agriculture in St. Paul, below points out that price premiums at
Agri-Tourism Minn., and co-published by the Sustainable farmers’ markets are not pure profit and
Agriculture Network, the book helps people less-costly wholesale marketing produced
Postharvest involved with commercial alternative and
Handling of Fruits the highest profits.
and Vegetables
sustainable agriculture create profitable
businesses. The book contains sample and
Resource Guide blank worksheets that help you learn how to A California case study
to Organic set goals, research processing alternatives, When comparing markets, be sure to com-
and Sustainable
Vegetable Production
determine potential markets and evaluate pare the costs as well as the returns. If you
financing options to create a business plan. sell wholesale, you will not get the price pre-
miums expected at a farmers’ market, but
Scheduling See the Further resources section at the
Vegetable Plantings your labor cost for marketing will be lower.
end of this publication for information on
for Continuous
how to purchase this book. A recent case study in California compared
Harvest marketing costs of three farms selling by
Season Extension The book Sustainable Vegetable Produc- wholesale, community-supported agri-
Techniques for tion from Start-Up to Market, published in culture and farmers’ market methods. All
Market Gardeners 1999 by University of Vermont vegetable three farms were well-established, diversi-
specialist Vernon Grubinger, has an outline fied organic growers in northern California.
Selling to Restaurants One farm was small, with 20 acres and two
for a basic five-part business plan. See the
full-time employees; one medium, with 70
Specialty Cut Flower Further resources section for informa- acres and seven employees; and one larger,
Production and tion on purchasing this book. The ATTRA with 240 acres and 30 employees.
Marketing
publication Agricultural Business Planning
Templates and Resources lists additional Labor was the highest marketing expense
for all the farms. At the small farm, labor was
resources, primarily Web site links. You 77 percent of all marketing costs, ranging
can access it at www.attra.ncat.org or call from 67 percent for wholesale marketing
1-800-346-9140 for a copy. methods to 82 percent for farmers’ markets.
Farmers’ markets generated the lowest net
revenue return for all three growers, while
Choosing markets wholesale provided the highest net return
You need to develop a focused marketing for all. The study shows that price premi-
plan before planting any crops. A market- ums at farmers’ markets are not pure profit.
ing plan helps, but does not guarantee, that (Hardesty, 2008).
most of what you plant will be sold and can
Page 2 ATTRA Market Gardening: A Start Up Guide

3. Tailgate marketing. Photo courtesy of UM Food Services.
Farmers’ Market. Photo by Jim Lukens.
Tailgate marketing is one of the simplest
forms of direct marketing. It involves park- purchase harvested crops. Innovative farm-
ing a vehicle loaded with produce on a road ers have found that on-farm entertainment,
or street with the hope that people will stop like animals to pet or pumpkins to carve,
and purchase the produce. This is commonly can be profitable additions to on-farm
used for selling in-season regional produce. markets. For these marketing methods, a
This method takes very little investment and mower may be your most important piece of
can be set up on short notice. Check with equipment since you will need to keep the
your city government first if you plan to set farm landscape neat to attract customers.
up inside a city. Some cities have regulations See the ATTRA publication Entertainment
governing transient vendors. Farming and Agri-Tourism for more informa-
tion about on-farm selling.
Farmers’ markets are an excellent place for
a beginning market gardener to sell their Subscription marketing is a strategy that
crop. Farmers’ markets do not demand that continues to gain interest and has benefit-
a vendor bring a consistent supply of high- ted by the use of the Internet. Community
quality produce every market day, although supported agriculture (CSA) is one type
that is the goal. If you have less-than-per- of subscription marketing that involves
fect tomatoes, you may be able to sell them providing subscribers with a weekly
as canners at a reduced price. A farmers’ basket of seasonal produce, f lowers or
market is a wonderful place to meet people
and develop steady customers, which can
lead to additional marketing channels. Dis-
advantages include the need to spend time
away from the farm and the possibility of
having produce left over at the end of the
market. The ATTRA publication Farm-
ers’ Markets offers more information and
resources about establishing, promoting
and being successful at a farmers’ market.
On-farm marketing strategies include road-
side or farm stands and pick-your-own
arrangements. On-farm marketing strategies
are often successful because pick-your-own
customers who come for the enjoyment of
spending time in the field will often also Farm stand. Photo by Maggie Hoback, courtesy of www.fullcirclefarm.com.
www.attra.ncat.org ATTRA Page 3

4. Grocery and natural food stores may be
one of the most difficult markets to break
into for small-scale growers, but as inter-
est in locally grown food increases, some
stores are looking for ways to make this
easier. If you want to sell to retailers,
remember that they need consistently
available and high-quality products. Have
a sample of your product with you when
you visit the store and know your selling
price for the product.
A number of farm-to-school programs
across the country make schools and insti-
tutions another market for small-scale grow-
ers. Food service departments at schools
across the country are joining forces with
concerned parents, teachers, community
activists and farmers to provide students
Community Supported Agriculture (CSA) Bivalve MD. Photo by Edwin Remsberg, with healthy meals while simultaneously
USDA/CSREES.
supporting small farmers in their region.
livestock products. The subscribers pay at Check to see if a farm-to-school program
the beginning of the season for part of or exists in your community. Healthy Farms,
their entire share of the farmer’s planned Healthy Kids: Evaluating the Barriers and
production. This eliminates the problem of Opportunities for Farm-to-School Programs,
covering up-front production costs at the a campaign started by the Community Food
beginning of the season and guarantees Security Coalition, examines seven farm-
a market. The challenge for the grower to-school projects from around the country
is to have a consistent and continuous and provides plenty of information to start
supply of popular vegetables through- a farm-to-school program. See the Further
out the growing season. It is helpful to resources section for information on how
survey the customers or members about to find the Healthy Farms, Healthy Kids pub-
their preferences before planting. Refer to lication. Also useful is the ATTRA publi-
ATTRA’s publication Community Supported cation Bringing Local Food to Local Institu-
Agriculture for more information. tions: A Resource Guide for Farm-to-School
and Farm-to-Institution Programs.
Restaurants that a re interested in
serving fresh, locally grown produce can Market gardeners can use the Internet to
be a good market. Chefs or restaurant transact business or distribute information
owners are very busy people. Ask the about farms and products. How to Direct
chefs what day and hour is the best time Market Farm Products on the Internet,
to call to fi nd out what produce they need, a U.S. Depa r tment of Ag r icu lture
and then be consistent about calling at that Agricultural Marketing Service publica-
time every week. You can also fi nd out tion, discusses what to consider before
when to make deliveries. Chefs appreciate using the Internet as a marketing tool and
the opportunity to tell you what they can provides examples of farmers’ experiences,
use or would like to try. ATTRA’s Selling as well as links to more information. Using
to Restaurants has more information about the Internet to Get Customers is available
selling to chefs, as does Diane Green’s from the Southern Sustainable Agricul-
Selling Produce to Restaurants: A Market- ture Working Group. See the Further
ing Guide for Small Growers, which is listed resources section for information on how
in the Further resources section. to fi nd these publications.
Page 4 ATTRA Market Gardening: A Start Up Guide

5. Learning production and
A green restaurant supplier
marketing techniques
Greentree Naturals, a certified-organic farm in Sandpoint, Idaho, sup-
Apprenticing with an experienced market plies a number of local restaurants. Diane Green and her husband, Thom
gardener is one of the best ways to learn Sadoski, created www.greentreenaturals.com to let people know about
sound techniques. If that opportunity isn’t their products, workshops and projects. The Web site also gives Green
available, you can attend workshops and and Sadoski a way to answer questions from other farmers.
conferences, visit with other market grow- “We receive frequent requests asking us how to do what we do,” Green
ers, read industry materials, watch videos explains. “ While on the one hand, we do not want to give away the
and experiment. State fruit and vegetable hard-earned knowledge that we have learned about being successful
grower organizations, sustainable agri- small-acreage growers, we feel it is very important that more people
culture and organic grower groups and are exploring the possibilities of becoming farmers. We believe that our
regional and national organizations host experience has value. We are proud of what we do.”
conferences, trade shows, workshops and
field days where a wealth of information is
shared. A few of these organizations, work-
shops and educational materials are listed
in the Further resources section.
The Cooperative Extension System is an
excellent source of bulletins on production
basics for most crops. The service may be
able to provide on-site consultation if you
have production questions. Check calendars
in trade magazines and the ATTRA online
calendar at www.attra.ncat.org/calendar for
conference postings. See ATTRA’s Web site,
www.attra.ncat.org, for current publications
on soil fertility management; season exten-
sion techniques; organic production of spe-
cific crops; postharvest handling; and insect those obstacles. The book discusses how
pest, weed and disease management. much money you will need to start growing,
The books listed below are all highly rec- how much money you can expect to earn,
ommended by those who have used them. the best crops and markets, essential tools,
Which one may be the most useful to you how to keep records to maximize profits and
on a day-to-day basis depends on your scale further resources.
of production. See the Further resources Eliot Coleman’s The New Organic Grower:
section for ordering information. A Master’s Manual of Tools and Techniques
Market Farming Success was written by for the Home and Market Gardener is writ-
Lynn Byczynski, editor and publisher of the ten for market gardeners with about 5
journal Growing for Market. The advice in acres of land in vegetable crop production.
this book comes from the personal experi- Coleman, an agriculture researcher, educa-
ence of the author and her husband, Dan tor and farmer, describes techniques using
Nagengast, as market growers in eastern walking tractors, wheel hoes, multi-row
Kansas, as well as interviews with many dibble sticks and soil block transplants. The
other growers around the country. The book sections on planning, crop rotations, green
is intended to help those who are or want to manures, soil fertility, direct seeding and
be in the business of growing and selling transplants are inspiring. Coleman includes
food, flowers, herbs or plants create a profit- season extension techniques in this book
able and efficient business. Market Farming and authored additional books on this topic,
Success identifies the key areas that usually including Four Season Harvest and The
hamper beginners and shows how to avoid Winter Harvest Manual.
www.attra.ncat.org ATTRA Page 5

6. Sustainable Vegetable Production from Start- final chapter profi les the experiences of 19
up to Market was written by Vern Grubinger, vegetable growers, focusing on individual
a vegetable and berry specialist for Univer- crops, and provides each grower’s budget
sity of Vermont Extension and director of the for these crops.
UVM Center for Sustainable Agriculture. How to Grow More Vegetables: And Fruits,
The book is aimed at aspiring and begin- Nuts, Berries, Grains, and Other Crops Than
ning farmers. The book introduces the full You Ever Thought Possible on Less Land
range of processes for moderate-scale veg- Than You Can Imagine by John Jeavons
etable production using ecological practices details biointensive gardening techniques.
that minimize the need for synthetic inputs The book emphasizes the use of hand tools,
and maximize conservation of resources. raised bed production, intensive spacing,
The book provides practical information on companion planting and organic fertil-
essential matters like selecting a farm site; ity management. The planning charts are
planning and recordkeeping; marketing aimed at helping families provide for their
options; and systems for starting, planting, own food needs, but can be adapted for use
protecting and harvesting crops. The book’s by market gardeners as well.
Table 1. Estimated equipment needs for various sizes of vegetable farms.
Power Post-
Seed
Scale source and Direct Equipment Cultivation Harvesting harvest Delivery
starting seeding
tillage handling
1-3 small hoop rototiller Earthway Back-pack, Wheel Field knives, Bulk tank, Pickup with
acres house, grow or walking seeder, sprayer, hoe, hand hand boxes, canopy, topper or
lights, plant- tractor, Cyclone irrigation, hoes, dig- buckets, packing van
ing trays custom seeder tools ging forks, carts containers
work spades
4-6 1,000 sq. ft., 35-40 hp Planet Jr. 1-row Cultivating Potato Roller track Cargo van
acres greenhouse, tractor, with plate seeder trans- tractor digger, conveyor,
cold frames, creeper planter, (IH Super A bed lifter, hand carts,
field tun- gear, power irrigation, or IH 140) wagon, walk-in
nels, plant- steering, more tools more boxes, cooler
ing trays high buckets
clearance
7-10 Additional 40-60 hp Stanhay 2-row Tool bar More field Barrel 1 ton truck
acres cold frames, tractor, precision trans- implements: crates washer, with refrig-
planting chisel plow, belt seeder planter, beet knives, spinner, eration
trays spader with belts sprayer basket pallet jack
weeder
20 + 2,000 sq. ft. 80 hp Nibex or Irrigation, Sweeps Asa lift, Wash line, Refrigerated
acres greenhouse tractor Monosem bed shaper, (Besserides), harvest larger truck
with loader seeder mulch layer Buddingh wagon cooler,
bucket finger packing
and forks, weed- shed and
compost ers, flame loading
spreader weeder, dock
potato
hiller, 2nd
cultivating
tractor
Adapted from a table distributed at Michael Fields Institute Advanced Organic Vegetable Production Workshop, 2/2001, Jefferson City, MO.
Page 6 ATTRA Market Gardening: A Start Up Guide

7. Selecting equipment explains how to set up a drip system. Your
local extension office can supply detailed
Table 1 (on the previous page) is adapted
bulletins. An irrigation specialist who will
from a chart distributed to participants at
work with you to design a system to meet
an Advanced Organic Vegetable Produc-
your needs is also helpful.
tion Workshop sponsored by the Michael
Fields Agricultural Institute. The chart pro-
vides an estimate of equipment needs for Planning and recordkeeping
market gardens of various sizes. The pub- Recordkeeping may be one of the most dif-
lication Grower to grower: Creating a live- ficult tasks for market gardeners, but good
lihood on a fresh market vegetable farm records are critical if you want to know
also provides information on equipment which crops are profitable. Market garden-
options for different sizes of farms (Hen- ers need records to fine-tune planting, culti-
drikson, 2005). Please keep in mind that vation, pest management and harvest sched-
your own needs will differ. You may be able ules. Records help answer questions about
to adapt machinery that you already have labor, equipment and capital needs, and are
or you may be able to buy used machin- valuable when developing business plans.
ery. If you are just starting out with a small
Alex Hitt of Peregrine Farm in Graham,
amount of land, it may be more econom-
N.C., keeps extensive records. The records
ical to purchase transplants than to build
include planned and actual data for what
a greenhouse and grow your own. It may
crops he plants, where crops are planted in
make sense to have primary tillage done
the field and when Hitt plants the crops. He
by someone with a large tractor rather than
keeps a harvest record and a crop rotation
purchase a tractor for this purpose.
record. Hitt tallies the produce he brings
Depending on your location and choice of to farmers’ markets, charts selling prices
crops, irrigation is a must for consistent and notes what doesn’t sell. In addition, he
and high-quality production, even on a keeps track of farm expenses and income
scale of less than an acre. Drip or trickle
irrigation is becoming the method of choice
for many fruit, vegetable and flower grow- Table 2. Peregrine Farm 10-year rotation
ers. Grubinger’s book provides a summary Spring Summer Fall
of overhead sprinkle and drip or trickle Year 1 Tomatoes & leeks Oats with
irrigation systems. Byczynski’s book also (half no-till) crimson clover
Year 2 Cool season Sudangrass with Oats with
Tools of the trade flowers soybeans crimson clover
It is possible to operate a market garden of less Year 3 Spring lettuce Summer flowers Rye with hairy
than an acre with little more than a shovel, rake, vetch
hoe and garden hose. However, most serious Year 4 No-till squash Fall-planted
market gardeners acquire labor-saving tools flowers
such as walk-behind rototillers, mowers, small
Year 5 Over-wintered Sudangrass with Rye with hairy
greenhouses and small refrigerator units. Some
flowers soybeans vetch
growers, especially those farming more than
an acre, use small tractors with a limited array Year 6 Peppers Wheat with
of implements. (half no-till) crimson clover
Experienced market gardeners advise begin- Year 7 Summer flowers Oats with
ning growers to first purchase equipment that crimson clover
will support the back end of their operations. Year 8 Mixed spring Cowpeas Fall-planted
A small walk-in cooler to maintain high prod- vegetables flowers
uct quality or an irrigation system to assure Year 9 Over-wintered Sudangrass Oats with
consistent yields and quality might be more flowers with soybeans crimson clover
important early purchases than a tractor (Hen-
drickson, 2005). Year 10 Summer flowers Wheat with
hairy vetch
www.attra.ncat.org ATTRA Page 7

8. and records daily activities, including time Separate task sheets list supplies needed for
spent on each farm task. A sample planting each task. For example, if floating row covers
record is included on a CD titled Organic need to be laid, the task sheet will include
Vegetable Production and Marketing in the shovels, markers and marking pens.
South with Alex Hitt of Peregrine Farm, pro- Harmony Valley Farm commits to providing
duced by the Southern Sustainable Agri- full-time jobs. A list of rainy day tasks and
culture Working Group. See the Further extra chores is on hand to ensure that employ-
resources section for ordering information. ees always have something useful to do.
DeWilde emphasizes that it is important for
Labor employers to be knowledgeable about govern-
The size of your operation and the crops, ment regulations, including field sanitation,
markets, and equipment you choose will drinking water, worker protection and safety
determine the amount of labor needed. Two regulations. A resource for learning about
of the growers profi led in this publication government regulations is Neil D. Hamilton’s
have decided that they do not want to hire The Legal Guide for Direct Farm Marketing.
outside help and planned their production The book includes a chapter on labor and
P
ast records and marketing accordingly. employment. See the Further resources
show how Many market gardeners, however, will need section for ordering information.
long it help. In an advanced organic vegetable pro-
should take to duction workshop offered by the Michael Food safety
do each task. Fields Agricultural Institute, Richard Changing lifestyles and a growing inter-
This information DeWilde of Harmony Valley Farm explains est among consumers in fresh, nutritious
how to manage labor so crews will be happy food has created an increase in produce
is critical for
and productive. DeWilde’s operation is one consumption. Along with this increase,
determining described in the grower profi les at the end there has been an increase in the number
assignments. of this publication. of food-borne illness outbreaks associated
with fresh fruits and vegetables. An occur-
DeWilde emphasizes that it is important to
rence can cause irreparable damage to a
be clear about your employee expectations
business, both legally and from the negative
and operating procedures. He does this by effects on its reputation (Cuellar, 2001).
meeting regularly with his employees and
using an employee manual. An employee Currently, there are no mandatory rules for
manual details farm standards and expecta- the safe growing and packing of fruits and
tions. For example, it might tell people what vegetables, except for those regulating water
to do with trash and include a Friday night and pesticide residues under the surveillance
checklist to ensure that supplies and equip- of the Environmental Protection Agency.
ment are properly stored at the end of the In 1998, however, the EPA published the
week. Employees do not work on Saturday Guide to Minimize Microbial Food Safety
or Sunday. Hazards for Fresh Fruits and Vegetables,
comprising a set of Good Agricultural Prac-
On Monday morning DeWilde meets with his tices. Although the practices are optional,
crew in the packing shed. He makes the day many growers incorporate them into their
and week manageable by writing down all operations. Extension offices in a number
that needs to be accomplished on two dry of states provide bulletins outlining safe
erase boards. One board provides informa- growing and packing practices. Cornell Uni-
tion about tasks planned for the entire week. versity compiled a number of educational
On the other board, De Wilde posts tasks materials in English and other languages.
for the day with assignments for who will The National GAPs Education Materials
do each task. Past records show how long it can be found at the Web site www.gaps.
should take to do each task. This information cornell.edu/educationalmaterials.html. Kan-
is critical for determining assignments. sas State University published Food*A*Syst, a
Page 8 ATTRA Market Gardening: A Start Up Guide

9. handbook to help address food safety and Publications/AgBusinessInsurPM7.pdf or see
environmental concerns. You can fi nd the the Further resources section for infor-
third chapter, Growing Vegetables, Fruits mation on obtaining a print copy.
and Produce, online at www.oznet.ksu.edu/
A very readable discussion on insurance is
library/fntr2/foodasyst/foodasys.pdf. The
in Lynn Byczynski’s Market Farming Success.
University of California’s Good Agricul-
She advises that your best bet in finding what
tural Practices: A Self Audit for Growers and
you need is to sit down with an independent
Handlers is online at http://ucce.ucdavis.edu/
agent and explain your business thoroughly.
files/filelibrary/5453/4362.pdf.
Another excellent resource on this issue is
Neil Hamilton’s The Legal Guide for Direct
Agricultural insurance Farm Marketing. Both books are listed in the
According to the Washington State Depart- Further resources section.
ment of Agriculture, insurance is one of the
most overlooked pieces of running a farm Organic market gardening
business. In today’s litigious culture, it is
Some market gardeners grow their crops
wise to have adequate coverage for all your
organically. The motivations vary. Some
I
farm activities. Insurance coverage is avail-
market gardeners think it is the socially n today’s
able for nearly any activity on your farm,
and environmentally responsible thing litigious culture,
but the cost of coverage may not be eco-
to do. Some are motivated by economic
nomically viable. Shop around for the insur- it is wise to have
benefits. Organically grown produce typi-
ance that best suits your needs and balance adequate coverage
cally commands higher prices in the mar-
the coverage into your farm business plan. for all your farm
ketplace. Growers who sell through CSAs or
If your farming operation is very small, you use other forms of relationship marketing activities.
may be able to simply add coverage to your sometimes find that their customers expect
homeowner’s policy. Larger operations may and demand organic produce. There is a
require a farm policy that includes prop- long history that equates organic farming
erty coverage as well as liability coverage with fresh, whole foods.
for physical injury and ingested food prod-
The production and marketing of organic
ucts. A farm policy can also cover a road-
foods is subject to federal regulation.
side stand whether or not it is on your prop-
Organic production is defined in legal terms
erty and may be extended by endorsement
and use of the term organic is controlled.
to cover a farmers’ market stand. Farms
You must be certified by the USDA to
that process foods or sell primarily flowers
market your products as organic unless
or other non-edibles may require a commer-
your annual sales of organic products are
cial general liability policy (WSDA, 2006).
less than $5,000. ATTRA has numerous
Visit the Washington State Department publications that address organic matters.
of Agriculture Web site at http://agr. See ATTRA’s Guide to Organic Publications
wa.gov/Marketing/SmallFarm/Insurance_ for more information.
Risk_Management.htm#Insurance for more
information. Grower profiles
The Pennsylvania State Universit y To give you additional ideas and inspiration,
bulletin Agricultural Business Insurance several market gardeners from different
discusses the different types of insurance parts of the United States agreed to share
you should consider as part of your risk information about their operations. Alex
management strategy. Agricultural busi- and Betsy Hitt are featured in the Sustain-
ness insurances include general liability, able Agriculture Network publication Build-
product liability, business property, work- ing Soils for Better Crops, 2nd Ed. and The
ers compensation, vehicle and crop insur- New American Farmer. Richard DeWilde
ance and more. The bulletin is available and Linda Halley are also featured in The
online at http://agalternatives.aers.psu.edu/ New American Farmer.
www.attra.ncat.org ATTRA Page 9

10. It is interesting to note that although each their location near Chapel Hill, home to
operation is unique, all have a number of the University of North Carolina. More
things in common. These include: unusual produce like leafy greens, leeks
and rapini fi nd a home in restaurants, and
• Diversity of crops sell well alongside their most profitable let-
• Diversity of marketing strategies tuce, tomato, pepper and flower crops at
area farmers’ markets.
• Cover crops grown for soil building
A year in the Hitts’ rotation may include a
• Detailed recordkeeping systems cool-season cash crop and a summer cover
• Willingness to share knowledge and crop like soybeans and sudangrass followed
ideas with others by a fall cash crop and then a winter cover.
“We have made a conscious decision in our
Peregrine Farm, Alex and Betsy rotation design to always have cover crops,”
Hitt, Graham, N.C. Alex Hitt said. “We have to. It’s the primary
Alex and Betsy Hitt began market gar- source for all of our fertility. If we can, we’ll
T
dening on their 26-acre farm near Chapel have two covers on the same piece of ground
he Hitts in the same year.”
Hill, N.C. almost 20 years ago. They grow
created
organic vegetables and specialty cut flowers While other farmers grow beans, corn
an elabo- on 5 acres and have a quarter of an acre or another profitable annual vegetable
rate rotation that in highbush blueberries. The Hitts sell pri- in the summer after a spring crop, the
includes both winter marily to local farmers’ markets, but have Hitts don’t hesitate to take the land out of
and summer cover also sold to restaurants and stores. production. Instead, Alex Hitt said, their
crops to supply “Our original goals,” Alex Hitt said, “were commitment to building organic matter
organic matter and to make a living on this piece of ground in the soil yields important payoffs. The
while taking the best care of it that we farm remains essentially free of soilborne
nitrogen, prevent
could.” For the Hitts, making a living doing diseases, which they attribute to “so much
erosion and crowd
work they enjoy and fi nding a scale that competition and diversity” in the soil. And,
out weeds. despite farming on a 5-percent slope, they
allows them to do most of it themselves are
key aspects of sustainability. Their crop mix see little or no erosion.
and markets have changed over the years, The Hitt’s 10-year rotation plan is on
as they continue to evaluate the success page 7. You can learn more with the
of each operation and its place within the CD Organic Vegetable Production and
whole system. Marketing in the South with Alex Hitt of
When the horse stable down the road went Peregrine Farm, available from the Southern
out of business, it forced the Hitts to re- Sustainable Agriculture Working Group.
evaluate their farm fertility program. With- See the Further resources section for
out this source of free manure, the Hitts ordering information.
created an elaborate rotation that includes
both winter and summer cover crops to sup- Beech Grove Farm, Ann and
ply organic matter and nitrogen, prevent Eric Nordell, Trout Run, Pa.
erosion and crowd out weeds.
Neither Ann nor Eric grew up on a farm,
“We designed a rotation so that cover crops but both gained experiences on other farms
play a clear role,” Hitt said. “Many times, during and after college before they bought
where other growers might say, ‘I need to Beech Grove Farm, their small farm near
grow a cash crop,’ we’ll grow a cover crop Trout Run, Pa. In this area with steep, rug-
anyway.” ged terrain and a relatively short growing
season, they had three goals:
The farm stays profitable thanks to a mar-
keting plan that takes full advantage of • Remain debt-free
Page 10 ATTRA Market Gardening: A Start Up Guide

11. • Keep the farm a two-person management publication, Weed the Soil Not
operation the Crop, available for $10 plus $3 ship-
• Depend on the internal resources ping and handling. Order these directly
of the farm as much as possible. from them at 3410 Rt. 184, Trout Run, PA
17771. You can read more at www.newfarm.
Of the 90 acres on the farm, 30 are wooded. org/features/1204/nordell/index.shtml.
Six are cultivated for the market garden.
The remainder, excluding the homestead Harmony Valley Farm,
and house garden, is left in pasture. They
use draft horses and low-cost implements Richard DeWilde and
for cultivation and tillage and have the 6- Linda Halley, Viroqua, Wis.
acre plot divided into half-acre strips of 20 Richard DeWilde has farmed for most of
yards by 120 yards, which the Nordells find his life. He moved to Harmony Valley Farm
to be a good size for working with horses in 1984 after his farm in Minnesota was
and by hand. paved over by urban sprawl. Linda joined
Because the farm is distant from major him there in 1990. The DeWildes grow veg-
markets, the Nordells fi rst chose crops that etables, fruits and herbs on 70 acres and
A
can be sold wholesale, like fl owers and have pasture, hay and a few Angus steers CSA market
medicinal herbs for drying and root vege- on 220 acres. They sell produce whole- demands a
tables. As the couple became known in the sale at the Dane County Farmers’ Market in
tremendous
area, they were approached by restaurant Madison, and through a 500-member CSA.
DeWilde handles this scale of operation by diversity of crops.
buyers to supply cool-season and specialty
items. By 1998, they were selling to 10 hiring labor, becoming highly mechanized
fi ne restaurants in the area and at the Wil- and through careful management.
liamsport farmers’ market. Income from DeWilde notes that his wholesale markets
wholesale markets is now only 10 percent have been the most profitable, and CSA
of their total income. the least. The time needed for management
For the Nordells, as for all market garden- makes the difference. The wholesale mar-
ers, weeds presented a major challenge. ket is the least diverse. The moneymaking
crops are turnips and daikon radishes. A
They adapted a traditional field crop rota-
CSA market demands a tremendous diver-
tion system of corn, oats, wheat, grass
sity of crops and a complexity of manage-
and legume sod used in the Midwest and
ment needed for market.
Pennsylvania to a rotation that includes
vegetables, cover crops and a summer Soil building is done with cover crops,
fallow. The half-acre strips are managed so compost and additional micronutrients as
that 3 acres are in crops and 3 acres are needed. Favored cover crops are sweet clo-
in fallow or cover crops. Over the years, ver, vetch, rye, oats and peas. Seeds for
the Nordells reduced the fallow period to these are available locally and are reason-
six weeks or less as the weed population ably priced. The residue is chopped into the
has diminished. top 1 or 2 inches of soil with a rotovator.
The Nordells offer a video of a slide presen- DeWilde and Halley have experimented
tation made at the 1996 Pennsylvania Asso- with many ingredients for making compost
ciation for Sustainable Agriculture Confer- and have been pleased with dairy manure
ence that explains their controlled rotational and cornstalks, which are readily avail-
cover cropping in the bio-extensive market able and have a good carbon-to-nitrogen
garden system. The Nordells also collected ratio. The compost is made in windrows,
copies of the articles they’ve written about turned with an old wildcat turner pulled
rotation, cultivation, growing onions, using by an International tractor equipped with a
pigs to turn compost, designing a barn for hydrostatic drive so that it can move slowly.
animals and for compost production and Finished compost is spread on fields at a
more. The Nordells also have a new weed rate of 10 to 15 tons per acre.
www.attra.ncat.org ATTRA Page 11

12. One strategy for insect pest management After Thompson started working on the
on Harmony Valley Farm is to provide per- 140-acre farm, he quickly learned that sell-
manent habitat for natural predators and ing to canneries failed to cover production
parasites. Refuge strips in the fields are expenses. The family opened their farm to
made up of plants that attract and harbor the local suburban community. Thompson
beneficial insects and birds. A number of started offering pick-your-own berries and
these plants can also be cut and sold as selling the fruit at a stand he built at the
flowers or woody ornamentals. farm. Strawberry sales were so strong that
Thompson decided to plant new varieties to
Richard says his goal is “to develop an
extend the season.
organic farming curriculum, complete
with slides. My time and focus could be The Thompsons soon attracted a loyal
put into a Harmony Valley Farm operating following, primarily from Portland, which is
manual. It would deal with communica- 20 miles away. The family started selling
tion, employee training and recordkeeping. at area farmers’ markets, too. The family
Who knows? Maybe I would retire and do and 23 employees raise 43 crops and sell
training seminars.” them at six markets and two farm stands
T
hompson and through on-farm activities. For Thomp-
Halley adds, “We really do have clear fam- son, profitability means that each year he
makes sure ily goals: to continue to learn new ways to earns more money than he spends. “I reach
he earns a do things on the farm and communicate that level consistently,” he said.
profit. He calculates those things.”
the cost of planting, Thompson makes sure he earns a profit. He
Thompson Farms, calculates the cost of planting, raising and
raising and harvest-
harvesting each crop, and then charges his
ing each crop, Larry Thompson, Boring, Ore. customers double that. His most profitable
and then charges Oregon farmer Larry Thompson has a crop is strawberries. Retaining different mar-
his customers long history of using innovative, sustain- keting channels gives Thompson a chance
double that. able practices to grow his array of berries to cross-promote.
and vegetables. He also works closely with
the fast-growing community of Damascus Thompson is a dedicated advocate of
to develop policies that help farmers hold crop rotations and planting a succession
onto their operations as urban boundaries of flowering species to control pests with-
grow around them. Thompson Farms has out pesticides. He relies on cover crops
140 acres in strawberries, raspberries, to control weeds and provide habitat
caulif lower, broccoli and other crops. for benefi cial insects. Thompson allows
Produce is sold at farmers’ markets and native grasses and dandelions to grow
between his berry rows. The dandelion
farm stands; one in a new location just
blossoms attract bees, which are efficient
outside a hospital where patients, nurses
berry pollinators. The mixed vegetation
and staff benefit from his healthy fruits
provides an alluring habitat that, along
and vegetables.
with flowering fruit and vegetable plants,
Thompson’s parents, Victor and Betty, draws insects that prey on pests. Late in
began raising raspberries, strawberries the year, Thompson doesn’t mow broc-
and broccoli in the rolling hills southeast of coli stubble. Instead, he lets side shoots
Portland in 1947. Thompson’s parents sold bloom, creating a long-term nectar source
their produce to local processors, where for bees into early winter. Thompson
agents for canneries always set the purchase Farms sits on erodible soils and runoff
price. In 1983, Thompson took over oper- used to be a major problem. But thanks to
ating the farm and sought more profitable the cover crops and other soil cover, now
places to sell his produce. virtually no soil leaves the farm.
Page 12 ATTRA Market Gardening: A Start Up Guide

13. Thompson won the Sustainable Agriculture off his holistic pest management strategies
Research and Education’s 2008 Patrick and bounty of colorful crops. As a result,
Madden Award for Sustainable Agriculture. the farm attracts people by the busload for
Many call him a pro at relationship market- educational seasonal events.
ing, or forming bonds with customers who “Instead of seeing my farm as a secluded
see a value in local produce raised with few hideaway, I am getting the community
chemicals. Thompson regularly offers tours involved, bringing them to see our prin-
to students, other farmers, researchers and ciples in action,” Thompson said (USDA
visiting international delegations to show CSREES, 2008).
References Further resources
Cuellar, Sandra. 2001. Assuring produce safety: A Books
key industry marketing strategy. Small Fruit News of Corum, Vance et al. 2001. The New Farmer’s Market:
Central New York. Cornell Cooperative Extension of Farm-Fresh Ideas for Producers, Managers and
Oswego County. November. p. 3-5. Communities. New World Publishing. 272 p.
Hardesty, Shermain. 2008. Case study compares Available for $24.95 plus $3.95 shipping and
marketing costs of farms selling wholesale, CSA, and handling from:
farmers market. Small Farm News. p. 4. SAN Publications
Hills Building, Room 10
Hendrickson, John. 2005. Grower to Grower: University of Vermont
Creating a Livelihood on a Fresh Market Vegetable Burlington, VT 05405-0082
Farm. CIAS, University of Wisconsin-Madison. p. 7. (802) 656-0484
U.S. Department of Agriculture Cooperative State sanpubs@uvm.edu
Research, Education and Extension Service Web site. Covers the latest tips and trends from leading sellers,
2008. Larry Thompson - Boring, Oregon. Accessed managers and market planners all over the country,
April 2009. including the hottest products to grow and sell as well
www.csrees.usda.gov/nea/ag_systems/in_ focus/sustain_ as how best to display and merchandise your products,
ag_if _profiles_thompson.html set prices and run a friendly, profitable business. The
second half of the book, written for market managers
Washington State Department of Agriculture Web site. and city planners, offers ideas about how to use
2006. Insurance and Risk Management. Accessed farmers’ markets as a springboard to foster community
April 2009. http://agr.wa.gov/Marketing/SmallFarm/ support for sustainable and locally grown foods.
Insurance_Risk_Management.aspx#Insurance List of additional resources.
www.attra.ncat.org ATTRA Page 13

14. Hamilton, Neil D. 1999. The Legal Guide to Direct Coleman, Eliot. 1998. The Winter Harvest Manual.
Farm Marketing. Drake University. 235 p. To request 63 p. Available for $15, including postage, from:
a copy, contact: Four Seasons Farm
Karla Westberg 609 Weir Cove Road
(515) 271-2947 Harborside, ME 04642
Karla.westberg@drake.edu A supplement to The New Organic Grower, this man-
Covers questions about liability, insurance coverage, ual records recent experience in planning, carrying out
labor laws, advertising claims, zoning, pesticide drift, and fine tuning a fresh vegetable production and
inspections and food safely issues. marketing operation on the back side of the calendar.
Green, Diane. 2005. Selling Produce to Restau- Grubinger, Vernon. 1999. Sustainable Vegetable Produc-
rants: A Marketing Guide for Small Growers. 95 p. tion from Start-Up to Market. NRAES-104. 270 p. Avail-
greentree@coldreams.com able for $38 plus $6 for shipping and handling from:
www.greentreenaturals.com/selling_book.htm. NRAES, Cooperative Extension
Available for $12.95 plus $3.95 152 Riley-Robb Hall
shipping from: Ithaca, NY 14853-5701
Greentree Naturals (607) 255-7654
2003 Rapid Lightning Road (607) 254-8770 FAX
nraes@cornell.edu
Sandpoint, ID 83864
www.nraes.org/publications/nraes104.html
(208) 263-8957
The author is a certified organic grower in Idaho who Jeavons, John. 2002. How to Grow More Vegetables,
markets through restaurants, CSA subscriptions and a 6th ed. Ten Speed Press. 276 p.
farmers’ market. Magdoff, Fred and H. van Es. 2000. Building Soils
DiGiacomo, Gigi, Robert King, and Dale Nordquist. for Better Crops 2nd ed. Available for $19.95 plus
2003. Building a Sustainable Business: A Guide to $3.95 shipping and handling from:
Developing a Business Plan for Farms and Rural SAN Publications
Businesses. Minnesota Institute for Sustainable PO Box 753
Agriculture. 280 p. Printed copies are available for Waldorf, MD 20604-0753
$14 plus $3.95 shipping and handling from: (301) 374-9696
SAN Publications sanpubs@sare.org
www.sare.org
Hills Building, Room 10
You can also download a free copy at www.sare.org/
University of Vermont
publications/bsbc/bsbc.pdf.
Burlington, VT 05405-0082
(802) 656-0484 Valerie Berton, editor. 2005. The New American
sanpubs@uvm.edu Farmer. 200 p. Available for $16.95 plus $5.95
You can also download the publication from www.sare. shipping and handling from:
org/publications/business/business.pdf. Sustainable Agriculture Network
10300 Baltimore Ave., Bldg. 046
Byczynski, Lynn. 2006. Market Farming Success. Beltsville, MD 20705-2350
Fairplain Publications, Lawrence, KS. 138 p. (301) 504-5236
Available from: (301) 504-5207 FAX
Growing for Market san_assoc@sare.org
PO Box 3747 You can also download a free copy at www.nrcs.usda.
Lawrence, KS 66046 gov/NEWS/thisweek/2005/062205/susag18.html.
1-800-307-8949
www.growingformarket.com Bulletins or reports
Coleman, Eliot. 1995. The New Organic Growers: Azuma, Andrea Misako and Andrew Fisher. 2001.
A Master’s Manual of Tools and Techniques for the Healthy Farms, Healthy Kids. CFS Coalition. 64 p.
Home and Market Gardener, 2nd ed. Chelsea Green Available for $12 plus $4 shipping and handling from:
Publishing Company. 340 p. Community Food Security Coalition
Page 14 ATTRA Market Gardening: A Start Up Guide

15. PO Box 209 Small Farm News
Venice, CA 90294 Now available online or from:
(310) 822-5410 Small Farm Center
asfisher@aol.com University of California
www.foodsecurity.org One Shields Ave.
This report documents the barriers and opportunities Davis, CA 95616-8699
for school food services to purchase food directly from (530) 752-8136
local farmers. Case studies and policy recommenda- sfcenter@ucdavis.edu
tions are included. www.sfc.ucdavis.edu
Klotz, Jennifer-Claire. 2002. How to Direct Market The 12-page Small Farm News is published four times
Farm Products on the Internet. USDA Agricultural per year. It features farmer and farm advisor pro-
Marketing Service. 50 p. For a copy, contact: files, research articles, farm-related print and web
USDA Agricultural Marketing Service site resources, news items, and a calendar of state,
Transportation and Marketing Programs national, and international events. The newsletter is
free. However, contributions to help defray expenses are
Marketing Services Division
encouraged. Many past newsletters contained articles
1400 Independence Ave., S.W.
on marketing produce and crafts.
Room 2646-South
Washington, DC 20250 Other SFC publications of possible interest include
(202) 690-0031 Small Farm Handbook, a guide for people interested
www.ams.usda.gov in operating a successful small farm; Production
Practices and Sample Costs, Chili Pepper, Eggplant,
Newenhouse, Astrid et al. 1998–2001. Work Lettuce, and Okra. These and more are available for
Efficiency Tip Sheets. University of Wisconsin. free online or $4 each for printed version.
Available from:
Healthy Farmers, Healthy Profits Project The Packer
Biological Systems Engineering, Target audience is primarily large-scale produce
UW-Madison growers and wholesalers.
460 Henry Mall Subscription rates are $79 per year. The Packer is
Madison, WI 53706 available online in both English and Spanish from:
http://bse.wisc.edu/hfhp Vance Publishing Corp.
A series of tip sheets on labor efficiency for vegetable PO Box 1415
and berry growers. 400 Knightsbridge Pkwy.
Lincolnshire, IL 60069
Periodicals (847) 634-2600
www.thepacker.com
Growing for Market
Subscriptions are available from: American Vegetable Grower
PO Box 3747 Available from:
Lawrence, KS 66046 Meister Media
1-800-307-8949 37733 Euclid Ave.
www.growingformarket.com Willoughby, OH 44094-5992
Growing for Market is published 10 times per year. 1-800-572-7740
It covers growing and direct marketing vegetables, avg.circ@meistermedia.com
fruits, herbs, cut flowers and plants, farmers markets, www.americanvegetablegrower.com
Community Supported Agriculture, the local food Monthly publication featuring production and
movement, organic growing, cut flowers, and much marketing information. Annual Sourcebook provides
more. Print subscriptions are $33 per year, or information on state vegetable grower organizations.
2 years for $60. It is also available electronically. Also information about equipment and supplies. Print
www.attra.ncat.org ATTRA Page 15

16. or online. Free to qualified growers and consultants. strengthen alliances and celebrate the achievements of
Meister also publishes American Fruit Grower. Southern sustainable farmers.
Southern SAWG’s video series titled Natural Farming
Agencies, associations and organizations Systems in the South provides an easy, economical
way to take a virtual tour of some highly successful
North American Direct Marketing Association farming operations in the region. Organic vegetables
62 White Loaf Road and cut flowers are among the enterprises covered.
Southhampton, MA 01073
1-888-884-9270 Center for Integrated Agricultural Systems
info@fafdma.com 1535 Observatory Drive
www.familyfarms.com UW-Madison
NAFDMA is a 501(c)6 trade association whose mem- Madison, WI 53706
bers include farmers, farmers’ market managers, exten- Contact:
sion agents, industry suppliers, government officials John Hendrickson
and others involved with agritourism, on-farm retail, (608) 265-3704
farmers’ markets, pick-your-own, consumer-supported jhendric@facstaff.wisc.edu
agriculture and direct delivery. The organization hosts www.cias.wisc.edu/marketgrower.php
an annual conference and trade show. Wisconsin School for Beginning Market Growers is an
intensive three-day course held in January or February.
Association of Specialty Cut Flower Growers The course demonstrates what it takes to set up and
MPO Box 268 run a successful market garden or small farm, includ-
17 ½ College St. ing capital, management, labor and other resources.
Oberlin, OH 44074 Topics include soil fertility, crop production, plant
(440) 774-2887 health and pest management, cover crops, equipment
ascfg@oberlin.net needs and labor considerations at different scales of
www.ascfg.org operation and marketing and economics. The course is
taught primarily by three growers whose farms vary in
Formed in 1988, the essential goal of ASCFG is to
scale, cropping mix, marketing strategies and growing
help growers of specialty cut flowers produce a bet-
methods. It includes presentations and hands-on labs by
ter crop. The ASCFG hosts an annual conference and
University of Wisconsin faculty and other specialists.
trade show, regional workshops, coordinates new vari-
ety trials and publishes the Cut Flower Quarterly. Its Michael Fields Institute
members share information based on their field and W2493 County Rd ES
marketing experience through a Bulletin Board. PO Box 990
East Troy, WI 53120
Southern Sustainable Agriculture Working Group (262) 642-3303
(Southern SAWG) http://michaelfieldsaginst.org
PO Box 1552 Michael Fields Agricultural Institute offers courses of
Fayetteville, AR 72702 benefit to people who want to become farmers and those
(479) 251-8310 who have been farming for many years. They are also
info@ssawg.org creating opportunities for consumers to enter into farm
www.ssawg.org life through cooking, gardening and farm tours. These
This association of organizations and individuals include interactive workshops and on-site field trainings.
from 13 Southern states holds the Practical Tools and
Solutions for Sustaining Family Farms Conference, an Videos and CDs
annual January event that provides a forum to learn
about sustainable farming techniques and marketing From Vern Grubinger,
strategies, community food systems and federal farm University of Vermont Extension
policies and programs that promote sustainable agri- Farmers and Their Diversified Horticultural
culture. This event also provides producers, researchers, Marketing Strategies
information providers, concerned consumers and Farmers and Their Innovative Cover Cropping Techniques
community organizers the opportunity to build networks, Vegetable Farmers and Their Weed-Control Machines
Page 16 ATTRA Market Gardening: A Start Up Guide

17. Farmers and Their Ecological Sweet Corn Beech Grove Farm
Production Practices 3410 Route 184
High Tunnels (DVD only) Trout Run, PA 17771
Farmers and Their Sustainable Tillage Practices A 52-minute video of a slide presentation by the
(DVD only) Nordells at the PASA conference.
Available as DVDs at $15 each or VHS at $5 each, Kaplan, Dan. No date. Crop Planning and Record
including shipping, from: Keeping with MS Excel.
Center for Sustainable Agriculture Brookfield Farm
University of Vermont PO Box 227
106 High Point Center, Suite 300 Amherst, MA 01002
Colchester, VT 05446 (413) 253-7991
(802) 656-5459 info@brookfieldfarm.org
sustainable.agriculture@uvm.edu www.brookfieldfarm.org
www.uvm.edu/vtvegandberry/Videos/videoorderform.html Disks with the spreadsheet templates can be obtained
These videos were produced by Vern Grubinger, by sending a check for $25 made out to Brookfield
University of Vermont Extension, and feature vegetable Farm with your name, address, phone number and
growers in the Northeast. what version of Excel you will be using. The file will
From Southern Sustainable Agriculture be sent as an e-mail attachment or can be sent on disk
Working Group via regular mail.
Order SAWG videos from: Rosenzweig, Marcie. No date. Market Farm Forms:
Southern SAWG Spreadsheet Templates for Planning and Organization
PO Box 1552 Information on Diversified Farms. Available from:
Fayetteville, AR 72702 Back40Books
(479) 251-8310 Mail Order Department
info@ssawg.org Nature’s Pace Sanctuary
www.ssawg.org Hartshorn, MO 65479
Hitt, Alex. 2007. Organic Vegetable Production & 1-866-596-9982
Marketing in the South with Alex Hitt of Peregrine www.back40books.com
Farm. A 95-page book and a disk containing Excel spread-
This Windows-only CD-ROM resource grew out of sheet templates available in PC or Macintosh formats.
presentations made by Hitt at Southern SAWG
conferences. The presentations follow Alex and Betsy Internet
Hitt’s system from the start to marketing, including soil
building, planning, crop rotation, pest management, Market Farming list serve
recordkeeping and more. Available for $15 plus Market-farming@lists.ibiblio.org
$7.50 shipping. http://lists.ibiblio.org/mailman/listinfo/market-farming
Organic Horticulture & Marketing: A discussion group that covers tools and equipment,
Maple Springs Garden markets, production practices, labor, and more.
Organic Horticulture & Marketing: Au Naturel Farm
Cut Flower Production and Marketing: Dripping Business plans
Springs Garden Developing a Business Plan. 2004. Agriculture Alterna-
The Southern Sustainable Agriculture Working Group’s tives. Penn State College of Agricultural Sciences Agri-
video series titled Natural Farming Systems in the South cultural Research and Cooperative Extension.
presents virtual tours of many types of farming operations http://agalternatives.aers.psu.edu/Publications/new
in the region, including the three listed above. Available DevelopBusPlanPM7.pdf
as DVDs or VHS for $15 each plus $7.50 shipping.
Building a Plan for Your Farm: Important First Steps.
Nordell, Anne and Eric. 1996. 2003. Jones, Rodney. Presented at the 2003 Risk and
Available for $10 by writing to: Profit Summer Conference. www.agmanager.info/farm-
Anne and Eric Nordell mgt/planning/Building_a_Plan_ for_Your_Farm.pdf
www.attra.ncat.org ATTRA Page 17

18. Notes
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19. Notes
www.attra.ncat.org ATTRA Page 19

20. Market Gardening: A Start Up Guide
By Janet Bachmann
NCAT Agriculture Specialist
Updated May 2009
Holly Michels, Editor
Amy Smith, Production
This publication is available on the Web at:
www.attra.ncat.org/attra-pub/marketgardening.html
or
www.attra.ncat.org/attra-pub/PDF/marketgardening.pdf
IP195
Slot 201
Version 062409
Page 20 ATTRA