By Andy Larson
Small Farms Specialist
Iowa State University Extension

We are approaching that time of year when Iowa home gardeners have more tomatoes, green beans and zucchini than they can use. The recent buzz about local foods makes you wonder, “Could I make a few bucks selling my extra produce at a farmers’ market?”

The answer may not be as simple as you think…

The number of farmers’ markets has skyrocketed, but few markets are so loosely organized that they allow anyone with a vehicle and a table to sell food. Most markets are administered by a market association with a market master who can provide rules as well as a vendor application. 

Market documents should detail

• hours and season of operation,
• what kind of vendors may sell and whether they may sell only products they produce,
• what types of products may be sold,
  necessary permits or licenses required, and
• the schedule of fees. 

Guidelines are established with the safety of the customer and the character of the farmers’ market in mind.

Occasional selling at farmers’ market
Some markets have daily vendor rates. There are a few things to consider before spending six or seven hours of your weekend trying to sell excess produce. 

First, it is highly likely that you are going to have extra produce at the same time as everyone else (think zucchini). If you can’t give the stuff away, chances are slim that you will be able to sell it.

Second, just because you don’t use pesticides does not mean that you are certified organic and thus able to command a premium price. You could possibly sell your produce as “unsprayed,” but organic certification takes a serious commitment of time, planning and paperwork.

Finally, if you are bringing your produce to a farmers’ market just to “get rid of it” and you deeply discount your prices, you will likely be undercutting those growers who are trying to make a living at the market.

Customers generally perceive products that cost almost nothing to be worth just that. Consumers who regularly shop at their local farmer’s market often have favorite vendors they support.

Other options for excess produce
Consider donating excess produce to local charitable organizations such as shelters, soup kitchens, halfway-houses and food pantries that will be able to use it immediately and in quantity. Your local county extension office will be able to make suggestions. If you must, feed excess produce to livestock or compost it; you will get some benefit from the nutrients the plants used.

Next year, cut back on the number of plants you start. It’s easy to give away extra seeds or transplants to others who would not otherwise think about growing a garden, thus helping them take a small step towards self-sufficiency. 

Getting serious about selling
If you are interested in farmers’ market sales, start getting ready for next season now.

• Visit local markets to get to know vendors and gauge which market you’d like to join,
• inquire about costs and permits,
• start preparing signs and displays to help make your farm bounty look appealing,
• read up on which varieties of fruits and vegetables perform best in your area and
• learn what kind of post-harvest handling is necessary to keep produce looking nice even after hours in the sun at market.

If you make a plan, pay attention to detail, tell your story and most importantly really love building relationships with people, you could certainly become a successful farmers’ market vendor.
For information on selling to foodservice markets, see publication PM 2045, What producers should know about selling to local foodservice markets, online at

https://www.extension.iastate.edu/store/ListItems.aspx?Keyword=PM2045 or ask for it at your local county extension office.

This article is from the July 2008 issue of Acreage Living, www.extension.iastate.edu/acreage/

Other articles in this month’s issue--

• Select Outdoor Yard Lights for Security and Energy savings
• Rain Gardens in the Home Landscape Help Protect the Environment 

--30--