Direct Marketing for Agroforestry Producers

Abstract

Agroforestry can enable producers to generate income through the sale of high-value conventional and specialty products. The greatest challenge, however, is often marketing rather than production. For small to mid-sized agroforestry operations, direct marketing can provide pathways to profit.Direct marketing is a process through which producers sell products and experiences directly to consumers. It differs from wholesale marketing, whereby producers sell at low prices to bulk buyers who then resell the goods to retailers. Unlike wholesale or marketing through intermediaries, direct marketing enables producers to build relationships with consumers and receive a significant portion of the retail price for each product sold. Some direct-to-consumer market channels include farm stands, farmers markets, “pick-your-own” and agritourism experiences, on-farm stands/stores, Community Supported Agriculture (CSA), and internet sales.While it may have benefits, direct marketing comes with its own set of unique challenges. To be successful, the producer must invest time and money to develop market channels and make decisions about every aspect of marketing and sales. This involves—among other things—testing the product, setting prices, and educating consumers.

Citation

Feibel, Sam; Stubblefield, Kelsi; Bahrenburg, Andrew. 2025. Direct marketing for agroforestry producers. Agroforestry Note 27. [Revised]. Lincoln, NE: U.S. Department of Agriculture, Forest Service, National Agroforestry Center. 18 p. https://doi.org/10.2737/NAC-AN-27.