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Unit 2: Marketing Opportunities and Strategies for Sustainable Farm/Ranch Businesses

Bishop's Orchards farm has undergone constant transformation. Starting as a dairy and vegetable farm, the Bishop family planted its first fruit trees in 1909. As they expanded their orchard acreage, they sold more of the harvest to wholesale markets. The family also set up a seasonal roadside stand where customers paid for fruit on the honor system. The farm is situated along Interstate 95, at an exit only 15 miles from New Haven. With so many potential customers practically on their doorstep, the Bishops decided to establish a small retail outlet on the farm in the 1960s and shifted their sales efforts to market more directly to consumers – a decision they did not regret. Today, to keep up with and stimulate demand, the Bishops have expanded their store four times. Now open year-round, the space encompasses 5,600 square feet and contains an in-house bakery. The market is stocked with an ever-widening variety of baked goods, produce, cider and other products that come from local farms and around the world. There is also an interactive computer kiosk where customers can place orders, seek nutritional information and recipes, sign up for customer loyalty rewards program and link to the farm’s website. Learn more at  Jonathan Bishop: New American Farmer profile and Bishop’s Orchards Farm Market and Winery.

Sarah Bishop Dellaventura from Bishop's Orchards. (Photo by Good Streets, CC BY 2.0)
It is very common to experiment with different marketing channels, so farmers and ranchers should remain flexible and re-examine SWOT factors as they change (e.g., competition, customer preferences, — see Unit 1 of this course).
Click on the image to the right for a summary of how Bishop's Orchards in Connecticut has modified its marketing strategy over time.  As you read, think about this question: What type of distribution decisions have this farm family made for their business and why?
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