Getting Started

Farmers markets make locally grown produce available to consumers. If you want to start your own or start selling at a farmers market, Penn State Extension has a wealth of resources to help you. Find information on how to sell your produce successfully, farm market stands and displays, farm market pricing, and much more.

How to Sell at a Farmers Market

Since 2020, Pennsylvania has seen a 30% growth in the number of farmers markets. Whether you sell at a community market or a roadside stand, you may be able to increase your sales and give customers access to fresher fruits and vegetables.

If you’re interested in starting your own farmers market, there are things you need to learn if you want to be successful. There are many facets of being a retail farm market professional. You should know the basics such as best practices for food preparation and handling, merchandising and market signs, customer service, ordering and receiving, and basic accounting principles for managing cash flow.

If you want to sell alcohol, you must understand the Pennsylvania Liquor Control rules and applications. There are legal issues every farmers market manager and vendor should consider. The Farmers Market Legal Toolkit covers many of these issues. It’s also essential to prepare your market for the risk of natural disasters.

Farm Market Stands and Displays

A roadside stand is an excellent way for you to sell your produce in a place with high visibility. However, there are important considerations to make before you start.

A roadside stand is a retail business, so you must follow all rules/guidelines that apply. One of the first factors in starting a farm market is having good signage and branding. Both can make the difference between a profitable market and a marginal one.

Pennsylvania has its own official branding program for local foods and farms. Join PA Preferred to take advantage of the benefits of this statewide brand identity.

Farmers Market Pricing

An integral part of your marketing plan is to set your product prices to meet your enterprise’s sales and financial goals. Have an effective pricing strategy in place, and your retail farm market pricing will be flexible enough to address competition and adjust to changing situations.

There are five pricing methods you can use. These methods are:

• Cost-plus pricing
• Target return pricing
• Value-based pricing
• Psychological pricing
• Subscription pricing

In this section, find information and resources on how to make the most of farmers markets or start your own.