Vendor Resources

• To build relationships with current and future customers. People love their farmers markets and come ready to buy from “their” farm and vendors.
• To set your own prices, get the full retail value for products sold, and cash payments.
• To learn the biz. Market entry is relatively easy, a great value, and low risk.
• To find your niche. Farmers market shoppers provide direct feedback as to what they like (or don’t). Experiment with varieties, sizes, colors, prices, seasons, promotions, and more.
• To get support. There is a strong sense of community, shared purpose, and access to information.
• To bring healthy food to your community and support the growing food access programs like FMNP and SNAP.

While there are many advantages to selling at farmers markers, they are not for everyone. Vendors not only produce products, they are also responsible for processing, transportation, and marketing which can be time-consuming and require new skills. Farmers markets will attract hundreds of shoppers per hour; and vendors must be ready to compete for sales based on displays, quality, uniqueness and excellent customer service throughout the season. It also helps if you (or someone on your team) enjoys talking to people.

Farmers Market Organizations

Most (85%) farmers markets in WA are nonprofit organizations. Some farmers markets are run by public entities like Cities and a few are private businesses.

• Each farmers market has a mission. In the 1980s the primary purpose was “cutting out the middleman” and creating a way for smaller farms to sell directly to shoppers. Today, many farmers markets also cater to tourism, revitalize downtowns, create a community/family event, and bring healthy foods to communities.
• In nonprofit farmers markets, a board of directors is responsible for policy, managing the budget, strategic planning, and hiring the market manager. Vendors frequently serve on farmers market boards.
• Farmers markets often fundraise, get sponsors, or write grants in order to make the market self-sustaining. Many depend on the help of community volunteers.
• WSFMA Member Markets agree to abide by the “Roots Guidelines” which sets standards and guidance to ensure a focus on Washington agriculture.

The Market Manager

Some people still think that vendors “just show up” on market day. The reality is far different. As soon as one season ends, prep starts for the next. The driving force is the market manager who shoulders a long list of duties including:

• Selecting vendors that fit the market policies, mission, and desired product mix
• Opening and closing the market
• Creating a site plan
• Maintaining order and cleanliness
• Enforcing market rules and compliance with health codes, food safety
• Collecting vendor fees
• Getting shoppers to the market
• Communicating other markets, city and state agencies, partners
• Managing complaints
• Running info booth and tokens
• Representing the farmers market to the public

Vendors

Vendors are at the heart of any farmers market. The vendor mix as a whole should be greater than the sum of its parts. To participate, vendors will:

• Apply to the farmers market each year
• Honestly represent themselves, their farm and products to the market organizers and shoppers
• Understand/follow the market rules, policies and culture
• Communicate in good faith with the public, market, other vendors
• Strive for the highest quality products and sales

Vendor Memberships

Some farmers markets require all vendors to be a member of their organization. Usually vendor memberships are established or renewed with the annual application process and cost .

Vendor Meetings

Many farmers markets hold annual “Vendor Meetings” before the season starts to share key updates and expectations for the coming season, answer questions, and share useful resources.

Fees for Vendor Booth Space

Each farmers market will charge for the vendor’s booth space. Sometimes it is a flat rate, some markets charge a percentage, others charge a combination of the two. Ask each farmers markets how fees are charged.These fees are needed to cover expenses such as permits, insurance, signage, advertising, staff wages, rent on the market site, and other expenses needed to run the market. Vendor fees are usually collected at the end of the each market day.

Reporting Sales

Although it may feel intrusive to share how much your booth made in sales, it is really important. The data collected from vendors is used to track the market’s performance, to apply for grants, advocacy in Olympia, and to show the economic impact of farmers markets. Only by reporting accurate sales can your market can have accurate information (which ultimately benefit the vendors). Each year, WSFMA member farmers markets report the total sales data for the season; individual vendor data is never shared. See Farmers Market Data for latest reports.

The WSFMA’s “Roots Guidelines” create statewide standards so that the focus of any farmers market is on providing the best direct sales opportunities for farmers and shoppers alike. For the “Roots Guidelines” in Spanish, please click here. The five vendor categories are:

Farmers

• One who raises produce, plants or botanicals, or animals which they sell at WSFMA Member Markets on land they own, lease or rent, in the State of Washington.
• May include Farmers who processes produce, fruit, berries, botanicals, meats, honey, etc., that is grown, raised, or harvested on their own, leased or rented property, in the State of Washington and then turned into value added product(s) such as jams, cider, salsa, vinegars, alcoholic beverages, essential oils or any other botanical use.
• May include Farmers who raise the basic ingredient(s) of a product, but who must send it out for fundamental processing, either within Washington State, before creating the value added product. Such Vendors might include those Farmers selling certain essential oils, smoked meats or fish, etc.
• Farmers include Seafoods in which the vendor owns, leases, or operate the fishing vessel or own, lease or rent the parcel of land where the seafood is caught or harvested for sale at WSFMA Member Markets.  The vendor must be a legal resident of the State of Washington.
• Farmers include alcoholic beverages such as Mead, Cider, Beer, Distilled Spirits and Wine that is made entirely from ingredients grown in Washington, or from grapes grown in a recognized Washington appellation, except for certain additives required for processing which cannot be produced in the State of Washington, not amounting to more than 5% of the total volume of the beverage. (WSFMA Member Markets interested in selling alcoholic beverages must obtain authorization from the Washington State Liquor and Cannabis Board.)
• Farmers do not include Resellers or those who might work on, or manage a corporately owned farm and have permission to dispose of surplus product.

Processors (Value Added Products)

• Processors sell foods that they have personally prepared or processed on property that they own, lease, or rent in the State of Washington.
• Processors offer fresh food products (such as meats, seafood, ciders, wines, baked goods, jams, nuts, etc.) that have added value to their product through some sort of “hands-on” processing (e.g., hand-filleted fish, smoked or butchered meats, handmade candies/nuts, etc.), but have not raised the ingredients themselves.
• Any SEAFOOD used for processed products must originate from the greater Pacific Northwest, which includes Washington, Oregon, Alaska and British Columbia.
• Any ALCOHOLIC BEVERAGES such as Mead, Cider, Beer, Distilled Spirits and Wine must be made entirely from ingredients grown in Washington, or from grapes grown in a recognized Washington appellation, except for certain additives required for processing which cannot be produced in the State of Washington, not amounting to more than 5% of the total volume of the beverage.
• Processors must meet all Federal, State, County and local Health Department requirements.
• Processors must produce their products in Washington State only, or in the border counties listed in Appendix A of the Roots Guidelines.
• Processed food producers should use ingredients from Washington State farms or waters as much as possible, and WSFMA Member Markets should give stall preference to those Processors who use ingredients from Washington State farms or waters.

Resellers

• Resellers buy produce from farmers in Washington State, transports it to a farmers market, and resells it to the consumer.
• Resellers are allowed to sell at WSFMA Member Markets, as long as they meet all of the below criteria:

Resellers are expected to be the only stop between the grower and the consumer.

All products they buy must not come from shippers, warehouses, jobbers or wholesale distributors.

They must not sell any produce not grown in Washington State.

They may sell any produce they grow themselves on their own property; but will still be considered a Reseller.

• Resellers are sellers of crops that cannot be grown reliably, or are not offered for sale in sufficient quantity, by Farmers selling at a given WSFMA Member Market, as determined by the individual WSFMA Member Market’s governing body.
• Each farmers market’s policy should state whether or not resellers are allowed and define resellers in a way consistent with the Roots Guidelines.

Resellers must have all crops pre-approved by the Member Market’s governing body before delivering the crops to market for sale. Approved, resold crops must be specifically limited, so as not to compete with the crops of Farmers within the geographic vendor boundaries of the WSFMA Member Market, as defined by the Market’s policies and by-laws.

Resellers must label all products as being resold if they are not selling products which they have grown, raised, or harvested themselves on property that they own, lease, or rent.

All information declaring which products are resold must be available and displayed for the consumer to easily read.

Signage must clearly state which farm(s) produced the products; other terms synonymous with “resold” may be substituted.

• Resellers from border counties are not allowed to sell at WSFMA Member Markets.

Prepared Food Vendors (Ready-to-Eat)

• Prepared Food vendors (Concessionaires) offer freshly made foods, available for sale and immediate consumption on-site at WSFMA Member Markets.
• Prepared Food vendors shall submit and also possess and maintain all required State, County, and local Health Department permits.  All appropriate permits and licenses shall be filed with the management of the market.
• Prepared Food vendors should use ingredients produced in Washington State as much as possible.

Some farmers markets require prepared food vendors source ingredients from other market vendors. This not only supports other vendors, but is an excellent form of cross-promotion. Review the market rules for requirements and ask the market manager if you have any questions or need assistance complying.

• When selecting Prepared Food vendors, WSFMA Member Markets are encouraged to provide a good variety of healthy foods and to give preference to those vendors using ingredients produced in Washington State only.  Prepared Food vendors from border counties, listed in Appendix A, are only allowed to sell at WSFMA Member Markets operating along the Washington State border; WSFMA Member Markets should give priority to those Prepared Food vendors who use ingredients from Washington State farms or waters.

Artisans/Crafters

• Artisans create with their own hands the products they offer for sale at WSFMA Member Markets.
• Artisans may also be providers of skilled craft services at the market, such as on-site knife sharpening or tool refurbishment.
• To qualify as an Artisan/Crafter, a majority of the tools and equipment used to produce their products must require skill, personal handling and/or manipulation, including second-hand items that are recycled, re-purposed and/or skillfully and creatively refurbished for new or improved use.
• Artisans/Crafters should incorporate materials grown or produced in Washington State as much as possible and create their products in Washington State only.

Some farmers markets also allow a limited number of “community booths” that are not engaged in sales.

All vendors must be located in the State of Washington. For farmers markets located in counties bordering Idaho or Oregon, farmers and processors from bordering counties (Appendix A of the Roots Guidelines) are allowed; prepared food and artisan/crafters are considered with priority given those using ingredients and materials from Washington State. Resellers from border counties are not allowed.

The follow are NOT allowed to be sold at WSFMA Farmers Markets

• No Commercial or Imported Items
• No Second Hand Items. Exception: Those vendors who take a second hand item and recycle that item into a new use.
• No Franchises: Those who have entered into an agreement or received a license to sell a company’s products and/or use a company’s packaging, logo, ingredients, and/or marketing tools under that license or any franchise agreement.
• No Non-Owner Operated Businesses: Only those businesses that are operated and controlled by their Washington State-based, or border county-based, owners are permitted at WSFMA Markets.
• No Out-of-State Processing: All processed products sold at WSFMA Markets must be processed within Washington State, or the border counties listed in Appendix A.

If you have any questions at all about what is allowed at a farmers market, it is always best to talk directly to the market manager.

Farmers market vendors are small businesses that contribute to the livelihoods of thousands of people throughout Washington State. Part of being in business is managing risk for you, other vendors, the farmers market, and even whoever owns the market location. This means that there are required licenses, permits, and types of insurance needed to sell at a farmers market.They may be state, county, or even federal requirements.

The Washington “Small Business Guide” is available here in 11 languages.

Business License – Washington State

Virtually all businesses are required to have a Washington business license to operate here, especially if they expect to gross $12,000 or more annually; sell products that require the collection of sales tax; and/or hire employees. (Please consult Dept of Revenue for full requirements.) Regardless of sales, it is strongly recommended that all vendors engaging with customers should have an active Washington State Business license and UBI number. (Step by step instructions on obtaining a business license are available from the Dept of Rev )

The Washington State Business Lookup is an easy way for you and farmers markets to verify vendors’ business licenses.

No matter how you set up your business – Sole Proprietorship, Limited Liability Company (LLC), General Partnership, Limited Partnership, or Corporation – your business will need to renew its business license annually and file an annual (or monthly or quarterly, depending on how your business is set up) Excise Tax Return.

The business owner or agent on record should receive a renewal notice from the state approximately six weeks before the renewal date (the date the business was formed). The cost to renew a business license is currently (as of September 2021) $10.  A full list of costs associated with business license renewals and changes can be found on the Department of Revenue’s website.

Renewals can be done online through the Department of Licensing’s website as well if your business has not received a renewal notice. You will need to set up an account with Secure Access Washington to complete the online renewal process and to file your Excise Tax Return.

If your business is a corporation or LLC, you will also need to fill out an annual report with the Secretary of State for Washington, Corporations Division. Sole Proprietorships do not need to fill out an annual report.

Business License – Cities

There around 60 cities in Washington that require an additional business license to operate in the City. You can look up any city here. Sometimes there is an exemption, so check the specific City and review the farmers market application requirements to see if you need a separate City business license. Market managers are familiar with the local requirements and may have ways in place to help vendors comply with this requirement.

Vendor Scale – License

Any vendor selling or pricing products by weight is required to have all of the below:

1. A current Small Scale License (or endorsement) from the Washington State. Note: in order to have the scale license, a vendor must first have a business license.
2. A scale that has a certificate of compliance;
3. A certified scale that has been inspected.

The WSDA’s Weights and Measures Program has a special brochure for Vendor Scales at Farmers Markets in English and Spanish. Please contact them at wtsmeasures@agr.wa.gov or (360) 902-2035 if you have any questions.

The WSFMA also has a fact sheet for farmers market managers: Vendor Scales at Farmers Markets 2021 By looking up the vendors UBI number, a farmers market can verify that the vendor’s scale license is current.

Permits and Licenses by Product

Depending on what type of business you have, you will need specific licenses and permits to sell at a farmers market.

The WSDA’s “Green Book” or “Handbook for Small and Direct Marketing Farms: Regulations and Strategies for Farm and Food Business,” was updated in 2019 and has sections dedicated to Regulations for Food Processing and Specific Products. Please contact the WSDA’s Regional Market Team with questions by emailing smallfarms@agr.wa.gov

County Health Department/District Permits

All food sold is governed by the statewide “Washington State Retail Food Code” that is overseen by the Washington State Department of Health. This sets the state standards. However, individual counties or local jursitictions can set higher or stricter standards and they can each decide how they want to administer it. Some counties choose to follow a “true cost recovery” model which can be more expensive for vendors, but more stable. Whereas others try to reduce costs to vendors by participating in grants and other funding, which can be less consistent. The bottom line it is a challenge to know what each county requires. Below are general guidelines. Check with your farmers market application and specific county to confirm what permits you need to sell at a specific farmers markets.

What requires a County Health Department permit?

• Selling any food product that requires temperature control
• Selling ready-to-eat foods
• Sampling
• Baked items if vendor does not have a Cottage Food Permit from WSDA
• In King County, refrigerated products with a Cottage Food Permit also need additional permit from Public Health – Seattle & King County.
• Mobile food trucks (“units”)

What does not require a County Health Department permit?

• Whole fruits and vegetables
• Vendors selling under Cottage Foods Permit from WSDA
• Processed, packaged foods that do not require temperature control for safety
• Frozen confections (from an approved source)
• Hot brewed coffee
• Dry not-ready-to-eat foods

Types of County Health Department permits?

Temporary Food Establishment Permit
Individuals or groups (including guest chefs) may need a Health District permit. However, there are some foods that are exempted.

Exemption to the Temporary Food Permit
If you are selling or serving food – including sampling – at a farmers market that is exempted from the Temporary Food Establishment Permit, then some counties will require vendors to complete and submit a separate form.

Food Workers Permit/Card
This is required for anyone who works with “unpackaged food, food equipment or utensiles, or with any surfaces where people put unwrapped food.”

Health Department with online information for Farmers Market organizers and vendors:

• City of Seattle Farmers Markets and Temporary Permits
• Public Health – Seattle & King County Farmers Market plan guide and food service permit application
• Snohomish Health District Temporary Food Establishment permits for vendors
• Tacoma-Pierce County Health Department Farmers Markets application
• Clark County Public Health FAQs about Farmers Markets
• Kitsap County Public Health Temporary Food Vendors

Insurance

The WSFMA requires that member farmers markets have General Commercial Liability insurance. More and more farmers markets are also requiring the vendors have General Commercial Liability insurance, in addition to the usual vehicle insurance.

In 2020, one of the major farmers market insurers also started requiring that farmers markets require that the vendors have General Commercial Liability insurance. See WSFMA’s overview on insurance for member farmers markets.

In 2021, vendors can expect that a farmers market will require Commercial General Liability and vehicle insurance. In addition, the farmers market may ask that it be named as an “additional insured” on the Certificate of Insurance.

Common ways that Farmers Market vendors are insured include policies that are part of an overall farm/property insurance package (check to make sure it includes direct sales off-site); additional policies designed for farmers market vendors, or event insurance by the day.

• Campbell Risk Management Vendor/Producer insurance
• Nationwide General Vendor Insurance Program
• Food Liability Insurance Program (FLIP)
• ACT insurance for Crafters and Artists

Food safety is a core part of any farm business – from production, during harvest, storage, transportation, and to the final sale. Farmers markets are inspected by their local Health Department and must comply with specific food safety and public health standards. Farmers market managers also verify that vendors meet local food safety requirements. In some counties, they have direct responsibilties such as checking and logging temperatures.

All vendors must comply with the Washington State Retail Food Code; the most recent revision was completed in January 2019. Local jurisdictions (such as the County Health Department) may require higher or stricter standards.

All Farmers Market Vendors

The following are expectations for all farmers markets vendors to reduce contamination that could compromise your food safety and lead to food borne illnesses for you, your staff, or shoppers.

• Display is covered by tent or other physical barrier.
• Display table is clean and able to be cleaned/sanitized throughout market day.
• All storage containers are clean and covered.
• Produce and other food that is displayed or stored in boxes, crates, display items or other containers must be a minimum of 6 inches off the ground.
• All scales should be clean and able to be sanitized before, during, after market.
• Position food and displays so they are out of reach of dogs (if dogs are allowed at the farmers market).

Staff Hygiene

While this may seem like common sense, monitoring staff hygiene is important for food safety as well as sales.

• Do not allow anyone who is ill or has obvious symptoms to work at the farmers market booth.
• No one who has open sores should handle food products.
• Staff clothes, body and hair are clean.
• No smoking, eating or drinking while handling food.
• Wash hands or use hand sanitizer frequently. Some vendors prefer to use gloves.

Sampling

Some vendors rely on sampling to increase sales. And food samples must be done in compliance with the  Food Sampling Guidelines for the local jurisdiction where the farmers market is located.

• If sampling, make sure there is an obvious garbage receptacle for customers to dispose toothpicks, cups, and other items used.
• Be alert for people who handle (even take a bite out of) produce and reintroduce it into your display.

Key Food Safety Terms

“Potentially Hazardous Foods” (PHF) are now “Temperature Control for Safety” (TCS) foods. These are foods that are required to be kept hot (at a minimum temperature) or cold (at a maximum temperature).

• All products are maintained at appropriate temperature throughout transportation to and from the farmers market, as well as throughout the market day.
• Temperature logs are maintained.

Bilingual Food Safety Glossary for Farmers (2013)

In 2021, the WSFMA and WSDA Organic Program completed a new guide to help farmers markets and vendors comply with signage standards and best practices.

Signage Standards and Organic Integrity at Farmers Markets

Guia de normas para letreros de productos agricolas frescos y de integridad organica en los mercados de agricultores

Signage is a critical communication tool between farmers markets and vendors as well as vendors and shoppers. At its best, signage conveys key information about products and farms that build the vital trust expected at farmers markets.

Knowing the “rules of the road” can be tricky for everyone. This guide is intended to clarify how to avoid inadvertently misleading consumers, and abide by state laws, the USDA’s organic regulations, and farmers market policies.

Great signage that follows basic design principles, is easy to read, and attracts the eye also helps to increase sales and repeat customers. The demands on visual communication at farmers markets will undoubtably continue to evolve and rules, best practices, and shopper expectations change. Fortunately, farmers markets are alive with creativity and the WSFMA, WSDA, and other partners are here to help every vendor realize their potential at Washington’s farmers markets.

While each vendor’s business is unique, a common list of farmers market “must have’s” for a successful booth set up includes:

• Tent/Canopy: 10′ x 10′ Canopy brands recommended by farmers markets.
• Tables or other display structure
• Banner, Signage, Displays
• Tent Weights.  Please review Canopy Safety 101.
• Certified Scales & extra batteries
• Cash Box (with rolls of change and extra small bills), Card Reader, Market Currency “cheat sheet,” market day sales report forms/pads
• Bags for customers*
• Garbage cans
• Hand washing station if sampling
• Spray bottle with potable water to keep veggies fresh?
• Booth amenities to save your sellers: mat to stand on, sun and rain protection, propane heater in winter (with permit)
• Booth supply kit: duct tape, markers, index card, post-its, business cards, tools
• Business cards, brochures, any promotional info about your products/business

* Note: On October 1, 2021, a new statewide plastic bag ban went into effect.

There are many ways shoppers pay at a farmers market.

Normal ways: Cash or credit/debit cards. if a vendor is set up to accept a digital payment, shoppers may even pay with apps like Venmo or Apple Pay.

Normal ways that are exchanged for farmers market tokens: This is when a shopper goes to the farmers market “Information Booth” and swipes their credit/debit or EBT card and gets special market tokens that they can spend with vendors.

Special farmers market currencies: These are special checks or script that are only used at farmers markets. This includes the WIC and Senior Farmers Market Nutrition Program, SNAP EBT, SNAP Market Match, and “market bucks” or other promotions created by individual farmers markets.

Example of a Market Currency cheat sheet from the Pouslbo Farmers Market here.

Farmers market vendors are subject to sales tax depending on their products. For an overview on Sales Taxes at Farmers Markets please click here.

Unfortunately, vendors also need to be on the look out for fake money at farmers markets. Counterfeit Money at Our Markets is a good overview on things to check to avoid having any problems.

There are over 165 farmers markets in Washington State and each has its own personality, culture, management, vendor mix and shopper base. Just as vendors need good farmers markets, farmers markets need reliable vendors with quality products, displays, and a community spirit.

1. Do your homework. Visit a mix of farmers market in your geographic target area. Get a sense of the vendor mix, quality of products being sold, market size, type and numbers of shoppers, and market management. What type of market is it: weekend/weekday; community event; serious shopper; food only; tourist destination; food access focus, etc.? Will the location, day, and time work for you?

2. Talk to the Market Manager/staff.  Ask what types of vendors they are looking to add, what products are on their wish list, and if there is a specific time of year they need more vendors?

3. Go to the farmers market’s website and carefully review the  “Vendor Page.” (This page goes by different names.)

• What are the farmers market policies and rules? Application deadlines (specific date or rolling)?
• What is the process for applying? Paper copy; email; online; does the market use an online application such as ManageMyMarket, MarketWurks, or FarmSpread?
• What are the farmers market’s membership or application fees? How do they charge and collect vendor booth fees?
• Does the farmers market offer any infrastructure (e.g., power) that you need to run your booth?
• Does the farmers market have an annual vendor meeting?
• Is the market authorized to accept WIC & Senior Farmers Market Nutrition Program, SNAP, and SNAP Market Match?

4. Apply on time with a complete application including your signature and all required documentation. Note:some farmers markets accept vendors after it has started for the season. However, all vendors must be approved prior to being allowed to sell.

• Always communicate with the market manager prior to arriving.
• Do not just show up, even if you were accepted the year before.

Click for Direct Links to Vendor Applications

5. Monitor phone or email for a response and/or contact manager to confirm whether or not you have been accepted to sell.

Good employees pay for themselves in customer retention, customer loyalty, and additional sales. Finding them can be a challenge and keeping them is often the next greatest challenge! Keep in mind that with employees come payroll taxes, HR paperwork, and other legal ramifications. Be sure to talk to your tax advisor and accountant or bookkeeper to make sure you are in compliance and knowledgeable about what you need to do as an employer before hiring employees.

“You Just Cant Be Everywhere: Hiring for Farmers Market Success” panel presentation with Jennifer Antos, NFM; Ryan Lichtenegger, Steel Wheel Farm; Heidi Peroni, Boisefort Valley Farm & WSDA Organic Program at the 2019 Tilth Confernece. Also see Hiring for Farmers Market Success [handout] 2019

🌱 Planning

There are options how to get help to grow your business and farmers market sales. Think through what is best fit for where you are now and where you want to go.

What type of position do you want to offer? Hourly or salary (overtime exempt)? Full-time or part-time? Seasonal or year-round? Employee or independent contractor or intern? Farmers markets only? Or on-farm and farmers markets?

What have you budgeted? Base pay? Bonus or incentives? Payroll taxes? Benefits (if offered)? Time to train? Tools and equipment?

Does your Job Description include: Purpose of position and intro to your farm/business? Who person will report to? Who will supervise this position? Terms of employment? Compensation, including eligibility for bonus or incentive? Duties, including travel and lifting? Requirements, including own vehicle or driving record? Goals or performance measures? Instructions on how to apply?

🌱 Recruiting

The goal is to find staff that represent your farm the way you want them to with shoppers and in markets. They need to be reliable, honest, know your products, and will stay the whole season (or longer!). Key ways to find market staff are:

Word of mouth, especially from current and past employees who recommended people. Employees know the job and will recommend people they feel can handle what the job entails

Reaching out to local ag and beginning farmer programs

Asking farmers market managers and staff

Job Boards: Good Food Jobs, Idealist, Craigslist or local community Facebook groups

🌿 Training

Training saves time and money in the long run by retaining good employees and making good employees into great ones. Customers also notice high staff turnover. Adopt the mindset that training is ongoing process.

• Start slow. Set up for success.
• Create an “in house” program and tap into external training opportunities.
• Opportunities to grow. Hit milestones or goals for first month, season.
• Opportunities to own with full autonomy. Pathway to being a crew leader, greater input.
• Reward progress.
• Discover talents and skills and use them.
• Provide feedback + have difficult conversations early.
• Are you feeding employee expectations? Do they know where you are trying to go…. What does the boss want them to do?
• Tell them your story, the farm’s story. Why are you doing this? What are your goals? Deepen their product knowledge by sharing your own.

Core Skills: Healthy, Safety, Hygiene, Market Rules

• All employees know where to find up-to-date first aid kits and water flush bottles, including in truck going to market. Consider paying for employees to get first aid/CPR training.
• Employees and family members know how to monitor for security issues and what to do in the event of a security breach.
• Employees should know all the basics around food safety and take this seriously.
• Employees know the market rules for each market they go to; this can be tricky as they can vary from market to market.
• Employees know how to dress for appearance, safety, staying warm/dry/cool when working outside, and the physical aspects of the job.

Sales Skills: Display, Product Knowledge, Farm & Farmer Story, Customer Service

• Train on each product and variety sold – and how it changes over the season.
• Give them product descriptions and talking points.
• Expect/encourage staff to cook the food.
• Share materials to give to staff to support them while selling at FM. Ex: Market Profile, Handbook, orientation materials – call your Market Manager.
• Create “specialists” to give sense of ownership and tap in to product nerd.
• Establish money handling procedures: Credit card security; Cash handling; EBT, tokens, matching programs, FMNP, and any other market currency.

🪴 Retaining

These are tips from seasoned farmers markets vendors:

• Surround them with other good people. Your staff will tell you who they do like working with and who they don’t like working with.
• Happy staff leads to better sales & service.
• Plan some employee (fun!) functions help build a “team feeling.”
• Share your “mission statement” for the staff so they can have ownership, and know what the end goal.
• Ask for their input whenever you can, especially on market decisions that they may have better first-hand knowledge about.
• When doing a good job, give your staff more autonomy.
• When possible, take employees to your farm – helps them feel connected to what you are doing.

• Research farmers markets and find the right one for you and your business.
• Honestly represent your business and products to the farmers markets and shoppers.
• Offer high-quality, unique products.
• Create an attractive display with clean, clear signage.
• Set fair prices.
• Be friendly and talk with customers.
• Give your shoppers a meaningful, educational, and enjoyable experience.

Recommended Resources

To join the WSFMA’s listserv with Farmers Market News for Washington State, please email info@wafarmersmarkets.org.

“Selling at a Farmers Market: A Plain Language Guide” from the New Entry Sustainable Farming Project (2008)