Selling Honey at Farmers Markets, Expos,

etc. Mieke Engelsma

Today’s Agenda

About Us

Twelve Essential Lessons We Have Learned About Selling Hive Products @ Farmers Markets

Quick FactsWe are a family of nine from Nunica, MI

Jonathan and I grew up on farms.

I market our honey crops at farmers markets, expos, home sales, etc

Jonathan works as a prof in GVSU’s School of Computing and starting keeping bees in 1984.

Family runs a sideline bee operation

run 40-60 colonies mainly for honey production

retail the annual honey crop

sell nucs when able.

Our Website: http://hudsonvillehoney.com

#1 - Do the math firstSelling your honey at a farmer’s market will cost you time and money!

Most reputable market’s require you to have insurance coverage.

Stall fees

Equipment / props: tent, tables, signs, banners, brochures, business cards, etc.

Cost of gas driving to / from.

YOUR TIME!!

#1 - Do the math first

Advice:

Figure out how much time / money it will cost you to have a farmer’s market presence.

Project how much you will need to earn on an average market day to make it worthwhile.

Give it a trial run (if possible).

#2 - Aim for a monopoly!

People eat less honey than they do veggies…

Unless the farmer’s market is a VERY large one, multiple honey vendors is going to make it hard to make your numbers work out favorably!

Some veggie sellers buy honey by the bucket from larger commercial beekeepers and bottle and resell.

#2 - Aim for a monopoly! Advice:

be the first honey vendor at a newly established market.

get a commitment from market manager / organizers that you will be the only honey vendor.

in a situation where you have competing honey vendors, be nice… and sell a superior product!

#3 - Play by the rules

Understand and follow the rules

Rules of a market (e.g. product must have been produced within certain distance of the market).

Food Laws - do you need a license, or can you sell under a cottage food law?

Labeling requirements - understand and meet any labeling standards required by law.

#4 - Give it time

Don’t be impatient, it will take time to establish regular customers in a given market venue (an entire season or more!)

With regard to sales expects some amazingly good days and some depressing bad days.

#4 - Give it time

Advice:

Make a commitment to stick it out for an entire season before deciding to quit a market. (many markets will require this).

Promote your market presence locally via social media, your website, etc.

#5 - Variety is the spice of life!

Offer a variety of hive products:

honey, balms, lotions, candles

Offer honey in a variety of forms / packages:

comb honey, extract honey, creamed honey

#6 - Don’t run out of product!

Make sure you have sufficient product to sell on a daily and seasonal basis!

You don’t want to spend time/money to get people to come to the market for honey only to disappoint them when they discover you aren’t there!

#6 - Don’t run out of product

Advice:

Make sure you have enough of your OWN honey to last throughout the market’s season.

Plan for each market day and make sure you take enough of each product you sell to the market

Avoid selling purchased honey as your own.

#7 - Make sure you have all the essential gear

Essential gear checklist:

Tent / awning and a chair to sit on.

Weights to keep tent from flying away on a windy day

Table and table coverings

Signage / big custom banner

Wipes for an occasional sticky honey jar!

Cash box with change.

Business cards so people can contact you for honey after the market season is over!

#8 - Free samples sell honey!

Learn from your local Sam’s Club!

People will stop for a free honey sample, and frequently buy as a consequence.

#8 - Free samples sell honey!

Practical advice:

Use disposable spoons or wooden ice cream sticks.

Have napkins / or wipes on hand in case things get sticky.

Have a waste basket available

Be sure to put it away if bees / yellow jackets start coming by for samples!

#9 - embrace the plastic

You absolutely will lose substantial sales if you do not accept credit cards.

People are accustomed to paying with their credit cards!

Both PayPal and Square offer free reader accessories for your smartphone and reasonable rates.

#10 - Have a bountiful and beautiful presence

Use every square foot of your allotted stall space creatively.

Avoid a skimpy display with lots of empty table space.

People respond to a bountiful table covered with beautiful product.

#11 - Have an informative display

Make everything obvious to potential customers who visit your stall.

clearly marked prices

advertise very loudly that you accept credit card payments (Square will offer you free signage!).

Make it easy for the customer to buy and be on their way!

Rationale: you might be too busy to answer everybody’s questions in a timely fashion.

#12 - increase loyalty by educating visitors

Establish you and your product’s credibility by engaging your visitors on the topics of the honeybee, local honey, beekeeping etc.

Bring an observation hive, offer pamphlets of your own or from beekeeping organizations you belong to.

Use beekeeping tools as props (veil, smoker, hive tool) to start conversations.

Any Questions?

Mieke Engelsma’s Contact Info:

email: mieke.engelsma@gmail.com

web: http://hudsonvillehoney.com

twitter.com/honeyandcandles

Like us! /hudsonvillehoney