MU Guide. Selling Strategies for Local Food Producers. r r r. r r r. Direct marketing of farm products AGRICULTURAL

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1 AGRICULTURAL Diect maketing of fam poducts MU Guide PUBLISHED BY UNIVERSITY OF MISSOURI EXTENSION extension.missoui.edu Selling Stategies fo Local Food Poduces Division of Applied Social Sciences Fo many fames, maketing and selling thei poducts ae the most challenging pats of the fam entepise, especially when selling diectly to consumes. Howeve, diect makets fo fesh and unique food poducts ae among the most apidly gowing fam oppotunities. People aound the county ae looking to buy tasty, healthy food diectly fom fames fames with whom they can talk, ask questions and build elationships. Howeve, these new maket oppotunities, paticulaly in fames makets, community suppoted agicultue (CSA), oadside stands, estauants and coopeatives, equie expetise in selling as well as maketing, poduction and financial management. In any business, maketing and selling go hand in hand. Maketing descibes a ange of activities that include deciding what to poduce and how to pice, distibute and pomote a poduct. Selling, on the othe hand, descibes the techniques used to entice buyes to exchange thei cash fo the selle s poducts. Despite the images that many people hold of pushy salesmen who won t take no fo an answe, o the natual-bon salesman who gets people to buy poducts without much effot, developing stong selling skills is citically impotant to acquiing and keeping customes in a diect maketing entepise. And, while many fames may be intimidated by the idea of selling, it is impotant to emembe that selling skills just like othe skills can be leaned. The selling techniques descibed in this guide ae custome-fiendly and ethical. Thee is no advice on how to tick o manipulate customes, o how to get customes to buy something they don t eally need. Rathe, the guide povides pactical advice on how to Authos Bill McKelvey, Depatment of Rual Sociology, is a pogam associate with the Community Food Systems and Sustainable Agicultue Pogam. May Hendickson, Depatment of Rual Sociology, is diecto of the Food Cicles Netwoking Poject and associate diecto of the Community Food Systems and Sustainable Agicultue Pogam. Joe Pacell, Depatment of Agicultual Economics, is diecto of the Missoui Value Added Development Cente. Checklist: Ae you eady to sell? Being pepaed to sell is essential. You should have the basics coveed befoe you open fo business o make a sales call. Poduct quality: Is you poduct fesh, clean and eady fo sale? Ae samples pepaed? Pice: Is you poduct piced faily and competitively? Is you pice list accuate and up-to-date? Display: Is you display neat, accessible and attactive? Ae pices clealy maked? Is the name of you fam displayed on boxes, bannes o signs? Supplies: Do you have plenty of shopping bags. Do you have enough cash to make change? Is you scale in good woking ode? Ae fam pamphlets and ecipes available? Pesonal appeaance: Ae you clean, neat, well dessed and well goomed? Attitude: Ae you poud of you poducts and what you do fo a living? Sevice: Ae you eady to be pesonable and helpful? Do you have a plan fo handling complaints? Do you have a good invoice system? Gatitude: Ae you thankful fo you customes and the oppotunity to seve them? $1.00 G 6222 Pinted on ecycled pape

2 Undestanding nonvebal communication Waving Hi to a neighbo; slouching in a chai; looking intently into the eyes of a loved one. These ae all ways that we communicate without using wods. Nonvebal communication takes many foms and can convey divese meanings. Howeve, its significance is often ovelooked. Nonvebal communication can actually convey moe meaning than vebal communication. Reseaches estimate that at least 60 pecent of the impact of a convesation o message comes fom nonvebal factos such as eye behavio, gestues, postue and voice. You elationships with customes can be enhanced by not only having an awaeness of the ways messages ae conveyed nonvebally, but by taking steps to impove you nonvebal communication. Conside the following suggestions fom Successful Nonvebal Communication, by Dale G. Leathes (1986): Ty to sustain eye contact with customes when seving them o having a convesation with them. Avoid shifting you eyes too much, o looking down o away fom customes. Keep hands and elbows away fom you body. When listening to customes, nod you head and smile. Avoid fidgeting, handwinging and touching you face. Keep an open and elaxed postue. Lean fowad slightly. Avoid cossing you ams and standing igidly. Speak at an appopiate volume and ate. Vay you pitch. Avoid speaking in a monotone, using too many pauses and ahs, and epeating wods. incease sales by building a loyal custome base. The guide is oganized aound a counselo appoach to selling outlined in the book Win-Win Selling (Wilson Leaning Libay, 2003) and takes eades though the pocess of (1) building elationships with customes, (2) discoveing customes needs and pefeences, (3) being an advocate fo one s poducts, and (4) poviding quality sevice. While much of the infomation in this guide is focused on selling at fames makets, the tips ae appopiate fo anyone wishing to sell thei poducts diectly to consumes. Befoe you stat Selling is just one pat of a successful diect-maketing business. Good poduction skills and supeio posthavest handling techniques can ensue high-quality poducts that command pemium pices. Likewise, a thoough knowledge of you fam s financial condition can ensue that you employ the ight picing and advetising stategies to gain the most pofit. Being awae that you ae competing with supemakets and othe fames at you maket o in you paticula egion can also help ensue success. At the end of the day, you want customes to spend moe of thei dollas with you. This means that you have to constantly impove you skills and look fo competitive advantages to keep you business pofitable. Although the topics of poduct quality, fam financial planning, picing and mechandizing ae beyond the scope of this guide, you can find a host of esouces on these topics in the Resouces section at the end of this publication and though Univesity of Missoui Extension publications and county offices (On the Web: extension.missoui.edu). Build elationships with you customes In any business, building elationships with customes is key. This is even moe impotant in the wold of diect maketing. Howeve, building elationships with customes takes time and depends on being pesonable and paying attention to a few basic details. The following suggestions ae offeed to help you make a good fist impession and begin the pocess of building a loyal base of customes. Fist, pay attention to you pesonal appeaance. Consciously o unconsciously, customes often base thei puchasing decisions on thei fist impession of you. Be clean, neat, well dessed and well goomed. Dity clothes and hands, stubbly beads and unconventional tattoos and piecings can all tun off cetain customes. This doesn t mean you have to wea you Sunday best when selling. On the contay, a clean pai of blue jeans and a fesh shit ae acceptable attie fo fames. Also conside weaing a name tag o having you fam logo inscibed on shits and hats. Second, engage customes as soon as you can at the maket so they don t have the oppotunity to go somewhee else. Always stand athe than sit. Make eye contact with customes and avoid weaing sunglasses if possible. Smile. Say Hello and How ae you today? The idea hee is to be inviting and make it easy fo customes to visit you stand and get to know you both as a fame and as a peson. When customes do visit you stand, make an effot to lean thei names and something about them. This allows you to addess them by name and stike up casual convesation when they evisit you stand. When woking with chefs, do some homewok to lean thei names befoe you make G 6222 Page 2 Univesity of Missoui Extension

3 you fist sales call. If the maket is slow, keep busy by polishing fuit, staightening the stand, o passing out samples, o conside having a patne in font of the stand to daw people in. Thid, be eliable. Show up on time, keep egula hous and have adequate supplies of you poduct. It is had fo customes to tust you if they don t know when you e going to be at the maket, when you e going to aive with a delivey, how long you ll be open fo business o how much poduct you ll have. If you ae tying to sell to a estauant, eliability is a key facto in gaining and maintaining you custome. Fo instance, if a hailstom wipes out you spinach, o dee season closes down you meat pocesso, make sue to tell the chef as fa in advance as possible that you won t be able to delive thei ode. With advance waning, chefs may be able to take the lack of poduct in stide and still continue to ode fom you. Without it, you may lose the entie account. Fouth, shae you knowledge about you poducts and skills. Customes ae often inteested in the nutitional value of diffeent foods, how they ae gown o pocessed, o what makes you offeings special. This is especially impotant if you sell specialty o ethnic poducts. Customes also appeciate heaing about how you poducts ae used by othe satisfied customes. Fifth, go the exta mile fo customes. Offe to cay o cat-out puchases. Allow customes to leave puchased items at you stand until they ve completed thei othe shopping. Always ty to delive moe than the custome expects. Give away something exta o thow in a sample of a new poduct to egula customes. These and othe sevices demonstate you commitment to you customes and show them how much you appeciate thei business. Finally, be pagmatic and have a sense of humo. It is guaanteed that you will not satisfy eveyone all of the time. Placing easonable expectations on youself and othes, and being able to laugh at youself on occasion, will allow you to keep a good attitude and attact customes to you business. Also, if you eally don t believe that you ae outgoing enough fo diect maketing, find someone in you family o hie someone who is. Remembe to take the time to educate them about you poducts and the impotance of poviding geat custome sevice. Discove you customes needs and pefeences Discoveing the needs and pefeences of customes takes time, patience and a good ea. It also follows natually fom a commitment to building elationships with customes and getting to know them on a moe pesonal level. Fo instance, you might aive at maket with a tuckload of the best yellow-fleshed watemelon in the county, but if the customes at you maket ae not familia with this vaiety, then you ae likely to leave the maket with a tuckload of yellow-fleshed watemelon. Finding out what customes want can be achieved in a couple of diffeent ways. Fist, when talking to customes, ask questions about thei pefeences. Fo instance, ask questions such as, Ae you looking fo anything special today? o Ae you pepaing any special meals this week? If a family is shopping with thei childen, ask the kids, What s you favoite vegetable? You can also elate you poducts to the season o upcoming holidays by asking, Ae you planning to do any canning this yea? o Will you be cooking out fo the Fouth of July? Listen caefully to what customes say. If you ae taking odes, estate the custome s ode to be sue you head them coectly. Keep a notepad and pen neaby to ecod odes, comments and special equests. Second, do some homewok. Spend time at the libay o on the Intenet eseaching the latest consume tends, paticulaly by eading lifestyle magazines (e.g., Matha Stewat Living, Opah, Real Simple). Look fo infomation about the types of poducts you Building elationships with chefs When selling to chefs, it may be even moe impotant to invest time in building stong elationships, in pat because you stand to gain o lose a highe volume of sales than with an individual custome at the fames maket. It can also take moe time to establish elationships with chefs. You may have to make 10 o visits o telephone calls to an establishment befoe the chef stats to take an inteest. Being pesistent (in a polite way) can pay off. Once a chef is inteested, schedule a meeting well befoe the stat of the season to detemine his o he needs. Ask a few questions, such as: What is you favoite meal to pepae? What ae some of you best-selling items? Ae thee any poducts that you would like to souce locally? Ae thee any had-to-find o highly peishable poducts not available fom you cuent distibuto? Take a seed catalog with you and eview it with the chef to detemine which poducts they want. Povide samples of you highest-quality poducts fo the chef to use at home o in the estauant. Talk about you best-selling poducts at maket and ask the chef if they ae inteested in the same ones. When setting up a meeting with a chef, keep in mind that chefs have diffeent schedules than fames. Chefs ae extemely busy duing meal times and will not welcome inteuptions. If you call on a chef specializing in the lunch business at 11:30 a.m., you will lose the sale. The best time to call o dop by is midmoning, geneally befoe 10 a.m., o in the aftenoon, aound 2:00 o 3:00 p.m., afte the lunchtime ush is ove and befoe the dinne hou stats. G 6222 Page Univesity of Missoui Extension

4 Top 5 annoyances fo fames maket customes å Vendo takes o makes cell phone calls while seving customes. ç Vendo chats a long while with othe vendos o customes who have been helped while othes ae waiting. é Long line has fomed at the vendo s stand most customes won t wait. è Vendo fails to acknowledge waiting customes. ê Vendo cannot make change. sell. Stay abeast of the latest developments in diect maketing and faming. This infomation, along with what you lean diectly fom you customes, can be used to adjust you poduct selection to bette meet you customes needs. Be an advocate fo you poducts Once you ve developed a elationship with you customes and have a good idea of what they e looking fo, it s time to match thei needs with you poducts. You goal hee is to ceate a patneship with you customes athe than ty to sell them something they don t need. Ty to find a balance between shaing infomation about you poducts and socializing with customes while at the maket. Talking about the nutitional qualities of you poducts o how to stoe, peseve, and use you poducts is a geat way to pomote them. With chefs, talk about the ease of using you poducts in the estauant, o thei unique flavos and qualities. Fo instance, you might talk about the ich flavo of you gass-fed meat, o how well you egg yolks hold up when fying them sunny-side up. Keep in mind that while most people ae inteested in eceiving some infomation, they don t necessaily have the time to sit though a lectue at the maket o in the estauant. Keep the convesation light and fiendly. Passing out infomational flies is an additional way to shae infomation. Shaing ecipes is anothe geat way to pomote you poducts, especially if they ae new o unique. People ae geneally inteested in simple, seasonal ecipes with only a few ingedients. Recipes can be gatheed in the off-season and pinted on tea-off note pads with you fam logo and contact infomation. Offeing samples is a geat way to intoduce new o in-season poducts. When sampling at a fames maket, be sue to consult with you local health depatment o the maket bylaws egading sampling ules. Geneally, samples should be fesh and seved in individual cups on a coveed tay. Keep a tash can neaby and always use sanitizing wate to clean knives and cutting boads between uses. When poviding samples to chefs, take small quantities of you poduct to the estauant with some infomation about you fam. Ty to have a bief convesation with the chef if possible. Check back a week late to see if the chef liked you poduct and is inteested in doing business with you. Make signs o announcements to let customes know about poducts that will be available in coming weeks. A simple sign can ead, Fesh shiitake mushooms available next week. Special pice: $3.00/¼ lb. while supplies last. O, as customes leave with thei puchases, you might say, Next week we ll have ou fist havest of oyste mushooms. Be sue to visit ou stand ealy because we ll only have a few pounds to begin with. Give customes a eason to visit you booth again and the oppotunity to become pefeed customes. Also, if you sell many diffeent poducts, conside offeing a weekly special at a educed pice. Eveyone likes to feel like they ae getting a deal. This infomation can also be conveyed using signs o announcements. A sign might ead, This Week s Special: Winte Squash, 2 fo $5.00. O, you might say to customes: We have a special on #2 canning tomatoes this week. They e slightly blemished but will make geat sauce o salsa. Hee s a copy of ou family s salsa ecipe. Don t be afaid to put a little flai into you pesentation. Wea a costume o make peiodic announcements to passesby about new o special poducts. Be sue to use discetion though, and be consideate of othe vendos and shoppes. Finally, emembe to ask fo the sale. Be specific athe than geneal. Assume the sale by asking questions that will make a sale egadless of the answe. The best questions include two choices with no negative outcome (i.e., no loss of sale). Fo example, athe than asking, Would you like to buy some eggs? say Would you like just a dozen eggs this week, o would you like to take an exta dozen to have on hand? Othe examples: Would you like 2 o 5 pounds of tomatoes today? How many pounds of beans can I get fo you today? Would you like the geen peppes o the ed peppes o both? When talking with a chef, you might G 6222 Page Univesity of Missoui Extension

5 ask, What day of the week would be best fo me to delive you ode? Assuming the sale can be done subtly. If a custome is waveing between two poducts, say something like How about getting the fesh speadable cheese fo using on toast, and this aged cheese that you can spinkle ove salads? In this example, thee is a geate chance the custome will buy two items fom you, athe than one. If you ask fo the sale and it doesn t happen, then you may need to make anothe attempt to discove you customes wants and needs. Remembe though, to incease you sales, you ultimately must ask fo the sale many sales don t happen without it! Ceating pinted and online mateials Many fames involved in diect maketing have invested time and enegy in communicating with customes though pinted and online mateials. This is geat way fo fames to enhance thei elationship with customes and demonstate the unique qualities of thei fam and fam poducts. Befoe stating, conside ceating a unique band fo you business o poduct, if you don t aleady have one. Combine the name of you fam o a special poduct name with a unique type style and colo scheme to ceate a logo. Once you ve ceated this design and identity, use it consistently on all pinted and online mateials. Customes ae moe likely to emembe you if you have a stong and consistent identity. Below ae suggestions of diffeent types of mateials to conside, many of which can be ceated using basic wod pocessing o publishing softwae. Fam pamphlet o bochue: Include pictues, a fam histoy, a statement of you faming philosophy, poducts, and a havest calenda. Coupons: Ceate a double coupon that gives the custome a discount on thei next puchase fom you, and also includes a discount fo one of thei fiends to puchase fom you. Include the coupon with evey puchase and vay it fom week to week. Weekly o monthly newslette: This is a geat way to update customes about new poducts and developments on you fam. Include seasonal ecipes, along with food stoage and pesevation tips. Infomational flies: Conside ceating a ½- to 1-page handout on a ange of topics such as nutition, cooking, stoage and pesevation tips, classes, events, contests, histoy and oigins of select food cops, elevant news stoies and policy issues. Web site: Take you fam to the Intenet and combine all of the options above in one place. Howeve, having a dysfunctional Web site o failing to pomptly espond to web equests may be wose than having no Web site at all. If needed, seek help fom a pofessional web designe o web manage. Fo assistance with pinted mateials, maketing, and pomotion, contact Lane McConnell, Maketing Specialist, Missoui Depatment of Agicultue, Telephone: , o Lane.McConnell@mda.mo.gov. Povide quality sevice You may be familia with the following adage: a satisfied custome will tell fewe than five people about you business, but a dissatisfied custome will tell at least 10 people. This demonstates two impotant points. Fist, satisfied customes ae an essential pat of any business. Second, wod-of-mouth publicity can make o beak a business. With this in mind, it is impotant to focus on stengthening elationships with existing customes by poviding outstanding sevice. Once the maket opens, seving customes should be the fist pioity. All othe activities, such as convesations with othe vendos o eaanging the display, should wait until the custome is seved. Also, be sue to thank customes as they leave and make it clea that all poducts ae guaanteed. Poviding pompt sevice is also impotant, especially duing busy times. Howeve, ty to give each custome the time they deseve. Develop a way to seve customes in ode and acknowledge customes who ae waiting in line. Make eye contact with waiting customes, tell them that you ll be with them in a moment, and thank them fo thei patience. If possible, offe waiting customes a sample o a pamphlet about you fam. When selling to chefs o othe diect customes, etun phone calls within a minimum of 24 hous to avoid losing the sale. Conside hiing employees, ecuiting family membes o pepackaging items fo extemely busy peiods. Addess any post-sale dissatisfaction politely and pomptly. And, whateve you do, avoid aguing with customes. Acknowledge all complaints, apologize and take appopiate steps to emedy the complaint. It is sometimes helpful to ask customes how they would like a situation esolved. Once the complaint is esolved, thank the custome fo binging the complaint to you attention and make a note of the complaint fo futue efeence. Keep in mind that it takes moe enegy and effot to gain new customes than it does to keep existing ones. Even when a custome has a negative expeience, they will likely etun to puchase fom you again if they feel thei complaint was esolved in an appopiate and timely way. Poviding good sevice is paticulaly essential fo estauant customes. Samples can intoduce you poduct to a chef, but they have to be packaged well and contain enough of you poduct so that the chef can expeiment. Good packaging will allow the poduct to show visibly if possible, will be consistent fom package to package, and will be standadized by weight o count, so a chef can confidently ode the necessay amount. (While one chef may appeciate eceiving geat spinach in a black gabage bag, most chefs won t even open the bag.) You will also need to include cuent, easy-to-ead pice lists with samples and any pinted mateials you leave with the chef. Pice lists can intoduce new pod- G 6222 Page Univesity of Missoui Extension

6 Can you lean to be a good salespeson? Anyone can lean to be a good salespeson. Those who natually excel at selling will enjoy woking with a wide vaiety of pesonalities, have excellent intepesonal skills and enjoy thinking ceatively about positioning o placing thei poducts. They will pay attention to detail and be comfotable when customes don t want thei poduct o don t etun thei sales calls. Fo othes, leaning to be a good salespeson may take time and attention. Initially, it may equie making an exta effot to be outgoing and stat convesations with customes. It might also equie a commitment to using the esouces in this guide to develop the selling skills needed fo a successful diect maketing entepise. Additionally, it s impotant to emembe that all fam entepises equie boad sets of skills in poduction, maketing, financial management and selling. Most fames shine in one o two aeas and stuggle with the othes only mythical Supe Fame can maste all of them. Fames who know all about poducing and havesting high-quality poducts, and undestand exactly how pofitable each of thei entepises is, may be completely intimidated by the idea of maketing and selling thei poducts. O, someone who knows how to maket well and poduce geat poducts may find it vey challenging to detemine which of thei cop o livestock entepises make them the most money. Because developing expetise in all skill aeas is geneally not easy, diect maketes should honestly evaluate thei talents and skills, take stides to develop boad skills in aeas that need impovement and seek help fom othe fames, wokes o family membes who possess expetise in paticula aeas. ucts to the chefs, especially if you highlight the vaiety of poducts you have available. Pat of poviding good sevice is making it easy to ode you poduct. Some chefs will place thei odes afte thei dinne sevice closes, which means you ae likely to lose the sale if you can t take o Intenet odes. Poducts will need to be deliveed on a egula basis, at pedetemined times, when it is convenient fo the chef. Since chefs have limited stoage on-site, delaying you delivey by even a day can disupt the estauant s menu and damage you elationship. You will also need to include a sepaate, legible invoice with any poducts you delive. Invoices ae usually passed to the bookkeepe, who has to be able to undestand the infomation to pocess a timely payment. Beyond the basics Although poviding outstanding custome sevice is a poven way to build and stengthen elationships with existing customes, thee ae additional ways you can impove sevice. Fist, when inteacting with customes, find othe poducts to sell them. Take note of what they have in thei shopping bags o on thei estauant menus and offe complementay items. Remembe thei pevious puchases, ask them how they enjoyed those items, and ask if they d like moe. If customes ae looking fo items you don t cay, ecommend othe vendos who do cay those items. If you see a egula custome caying a competito s poduct, offe a sample of you own poduct with an appopiate pomotion to bing them to you stand next week. Fo instance, I see you puchased some tomatoes down the way. I ve planted this eally geat vaiety this yea that I think you ll like. Ty this one at no chage, and if you like it, come back next week to see me. Second, conside ceative ways to communicate with customes thoughout the yea. Many fams use newslettes, pamphlets, infomational bochues, coupons o handwitten lettes to stay in touch with customes. Ceate a mailing list by collecting customes contact infomation fom checks o a guest book. Mail pinted items o electonic vesions, depending on you customes pefeences. Thid, think about hosting events, classes o contests. An open house o fam tou is a geat way to show appeciation fo customes. Sponso fee classes on peseving foods. Patne with a local chef to offe tasting paties o cooking classes. Have a dawing o ecipe contest. Finally, make a conceted effot to evaluate and impove you sevice. Recod youself duing busy times with a video o audio ecode. Listen to and watch othe vendos. Tou othe makets, visit othe oadside stands, o go to the supemaket to check thei selection, display and pices. Put youself in the customes shoes and think about you business fom thei pespective. Some businesses measue custome satisfaction though custome suveys, meetings with customes, o custome complaints and compliments. The goal is to eflect on both successes and failues and be willing to change. Summay Being successful in diect maketing takes a geat deal of time, effot and attention. It equies not only the ability to poduce a quality poduct, but also the commitment to build lasting elationships with customes. It also takes a combination of skills, and ideally a goup effot, to ceate a lasting, pofitable entepise. Howeve, maketing diectly to consumes also has many ewads. As a fame, you ae able to gain geate contol ove both poduction and maketing decisions. You have the oppotunity take advantage of unique maketing oppotunities and ean etail pices fo you poducts. You also become a valued membe of the community and gain satisfaction fom both you wok and the elationships you build with community membes. The authos acknowledge the assistance of John Emey, Lane McConnell and Ann Wilkinson in the pepaation of this guide. G 6222 Page 6 Univesity of Missoui Extension

7 Resouces Fames Makets ae Key to Success. Januay, Lynn Byczynski. Special issue of Gowing fo Maket. Retieved Septembe 10, 2007, online: gowingfomaket.com/ SellingAtFamesMakets.pdf. I m Right and You e Wong: Do s and Don ts in Custome Sevice Jody Padgham. Univesity of Wisconsin Coopeative Extension Publication No. A Madison, Wisc. Web: leaningstoe.uwex.edu/index.aspx Telephone: Maketing on the Edge: A Maketing Guide fo Pogessive Fames Canadian Fam Business Management Council. Ottawa, Ontaio. Web: famcente.com/home.aspx Telephone: Maketing Selling the Whole Tuckload. n.d. Gail Hayden. Retieved Septembe 9, 2007, online: hoticultue.wisc. edu/feshveg/fames%20maket%20manage%20re souces.htm. Maketing the Maket. n.d. Jey Jost and Mecedes Taylo-Puckett. Kansas Rual Cente Sustainable Agicultue Management Guide MGIOA.1. Kansas Rual Cente, Whitting, Kans. Retieved Septembe 10, 2007, online: kansasualcente.og/publications/ MaketingTheMaket.pdf. The New Fames Maket: Fam-Fesh Ideas fo Poduces, Manages, and Communities Vance Coum, Macie Rosenzweig and Eic Gibson. New Wold Publishing, Aubun, Calif. Sales Sevice, and Pomotion fo Successful Agicultual Ventues. n.d. Cente fo Agicultue Development and Entepeneuship. Oneonta, N.Y. Web: cadefams.og Telephone: Secets of Geat Displays. Januay, Linda Chapman. Special issue of Gowing fo Maket. Retieved Septembe 10, 2007, online:gowingfomaket.com/ SellingAtFamesMakets.pdf. Stategies to Attact and Keep Customes Jody Padgham. Univesity of Wisconsin Coopeative Extension Publication No. A Madison, Wisc. Web: leaningstoe.uwex.edu/index.aspx Telephone: Successful Nonvebal Communication: Pinciples and Applications Dale G. Leathes. Macmillan Publishing Company, New Yok, N.Y. Win-Win Selling: The Oiginal 4-Step Counselo Appoach fo Building Long-Tem Relationships with Buyes Wilson Leaning Libay. Nova Vista Publishing, Heentals, Belgium. Zingeman s Guide to Giving Geat Sevice Ai Weinzweig. Hypeion, New Yok, N.Y. Web sites, publications, contacts Food Cicles Netwoking Poject is a Univesity of Missoui Extension pogam that connects fames and consumes aound local food. The poject offes guides to soucing local foods and infomation on ceating community food systems. Web: foodcicles.missoui.edu Gowing fo Maket. A newslette fo poduce gowes. Contact P.O. Box 3747, Lawence, Kan Web: gowingfomaket.com Telephone: The Legal Guide fo Diect Fam Maketing Neil D. Hamilton. Dake Univesity Law School, 2507 Univesity Ave., Des Moines, Iowa pp. Available fo $20 plus shipping. Web: statefoodpolicy.og/legal_guide.htm Telephone: Maketing Vegetables in Missoui Lewis Jett and May Hendickson. Univesity of Missoui Extension publication G6221. Columbia, Mo. Web: extension.missoui.edu/exploe/agguides/hot/ g06221.htm Missoui Depatment of Agicultue AgiMissoui pogam (Web: and Fames Maket Blog (Web: mofamesmaket.blogspot.com). Missoui Fames Maket Association. c/o Eileen Nichols, PO Box 1, Webb City, Mo The New Fam Oganic Pice Repot. Updated listing of conventional and oganic wholesale pices fo fuit, vegetables, hebs and gain. Web: newfam.og/opx Netwoking Association fo Fam Diect Maketing and Agitouism. Contact 62 White Loaf Road, Southampton, Mass Web: nafdma.com Telephone: Posthavest Handling of Fuits and Vegetables Janet Bachmann and Richad Eales. ATTRA Publication #IP116. Web: atta.ncat.og/atta-pub/posthavest.html Telephone: Sustainable Agicultue Reseach and Education (SARE) pogam. This USDA pogam funds pojects and conducts outeach designed to impove agicultual systems. Infomation on gants and publications available online at sae.og. Univesity of Missoui Extension Publications. Many publications ae available fo fee online at extension. missoui.edu/exploe. Othes ae available fo ode online at extension.missoui.edu/exploe/ode.htm, by phone at o , o by mail at 2800 Maguie Blvd., Columbia, Mo G 6222 Page 7 Univesity of Missoui Extension

8 Neat appeaance: wea clean clothes,conside logo-inscibed Ts and hats What Sells... Reliability: stat on time, keep egula hous, have plenty of poduct Fiendliness: geet customes, smile, say hello and How ae you today?, announce specials Ready supply of bags Oganized, wellstocked display: use signs; set consistent pices Samples: offe tastes of new o in-season poducts Infomation: pass out ecipes, fam bochue, havest calenda Special sevices: cay out puchases, give something exta to egula customes Uneliablility: late stats, iegula hous, unning out of poduct Inattention: sitting, talking on the phone and What Doesn t... Uneliable scale placed behind the stand Unkempt appeaance: poo gooming, dity clothes Disoganized, pooly stocked display: illegible signs, pices not maked clealy Lack of fam identity and infomation Poo people skills: failing to geet customes Shopping poblems: difficult navigation, lack of bags Issued in futheance of Coopeative Extension Wok Acts of May 8 and June 30, 1914, in coopeation with the United States Depatment of Agicultue. Michael D. Ouat, Diecto, Coopeative Extension, Univesity of Missoui, Columbia, MO Univesity of Missoui Extension does not disciminate on the basis of ace, colo, national oigin, sex, sexual oientation, eligion, age, disability o status as a Vietnam ea vetean in employment o pogams. If you have special needs as addessed by the Ameicans with Disabilities Act and need this publication in an altenative fomat, wite ADA Office, Extension and Agicultual Infomation, 1-98 Agicultue Building, Columbia, MO 65211, o call Reasonable effots will be made to accommodate you special needs. G 6222 Page 8 New 12/07/5M