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Home  > Marketing, Business & Risk Management

Marketing, Business & Risk Management


Locally-grown vegetables are pictured here at the Real Food Store and Deli in Helena, where produce sales have increased by 10 to 20 percent each year. (Bill Brewster photo)

No matter what you grow, you'll need to sell it at a profit if you're going to stay in business. These resources can guide agricultural business planning and help farmers manage the amount of risk in their enterprises. In addition, some of these resources offer advice on diversifying, developing new markets, and adding value to farm products to increase income. Several categories of publications are offered:

NOTE: Some of the following documents are available as Adobe Acrobat PDFs. Download Acrobat Reader.

Organic Marketing and Labeling

Guide for Organic Crop Producers - IP225

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Guide for Organic Livestock Producers - IP228

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Guide for Organic Processors - IP421

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Marketing Organic Grains - CT154

PDF Price: $1.99 for non-members

 • Summary • Buy PDF  • Buy Print Copy
National Organic Program Compliance Checklist for Handlers - IP301

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
National Organic Program Compliance Checklist for Producers - IP232

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Organic Certification of Farms and Businesses Producing Agricultural Products - IP222

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Organic Certification Process - IP262

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Organic Marketing Resources - IP124

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Organic Orchard, Vineyard, and Berry Crop Documentation Forms - IP238

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Preparing for an Organic Inspection: Steps and Checklists - IP261

PDF Price: $0.99 for non-members

 • Summary • Buy PDF  • Buy Print Copy

 

Direct Marketing Options

Bringing Local Food to Local Institutions - IP242

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Community Supported Agriculture - IP289

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Direct Marketing - IP113

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Entertainment Farming and Agri-Tourism - IP109

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Farmers Markets: Marketing and Business Guide - IP146

PDF Price: $1.99 for non-members

 • Summary • Buy PDF  • Buy Print Copy
Food Hubs: A Producer Guide - IP455

PDF Price: $2.99 for non-members
Kindle Price: $2.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Marketing Tip Sheets - IP394

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Montana Farmers Market EBT Manual - n/a

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
New Markets for Your Crops - IP328

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Scaling Up Your Vegetable Farm for Regional Markets - IP464

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Selling to Restaurants - IP255

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Small-Scale Sustainable Rabbit Production - IP445

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Social Media Tools for Farm Product Marketing - IP435

PDF Price: $.99 for non-members
Kindle Price: $0.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Dairy - IP396

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Fiber - IP397

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Live Animals - IP398

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Meat - IP399

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Vegetation Management Services - IP403

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling at Farmers Markets - IP423

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling at Roadside Stands - IP426

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling on the Internet - IP428

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling through CSAs - Community Supported Agriculture - IP422

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Aggregators/Grower Marketing Co-ops - IP434

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Grocery Stores - IP424

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Institutional Markets - IP427

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Produce Brokers - IP436

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Produce Distributors - IP431

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Produce Packing Houses - IP433

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Restaurants - IP425

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to: Wholesale Buyers at Terminal Markets - IP432

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling with: Agritourism and "Pick-Your-Own" - IP429

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy

 

Value-Added and Processing

Adding Value to Farm Products: An Overview - IP141

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Edamame: Vegetable Soybean - IP286

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Food Dehydration Options - IP147

PDF Price: $.95 for non-members

 • Summary • Buy PDF  • Buy Print Copy
Grain Processing: Adding Value to Farm Products - IP140

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Guide for Organic Processors - IP421

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Keys to Success in Value-Added Agriculture - IP172

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Meat Plants: Improving Profitability in Small and Very Small Operations - IP385

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Oilseed Processing for Small-Scale Producers - IP134

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Organic Standards for Handling: Excerpts of USDA's National Organic Program Regulations - IP333

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Small-Scale Egg Handling - IP348

PDF Price: $0.95 for non-members

 • Summary • Buy PDF  • Buy Print Copy
Small-Scale Sustainable Rabbit Production - IP445

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Sorghum Syrup - CT139

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Soyfoods: Adding Value to Soybeans - CT153

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Value-added Dairy Options - CT151

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now

 

Business Planning and Management

Agricultural Business Planning Templates and Resources - RL042

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Basic Accounting: Guidance for Beginning Farmers - IP443

PDF Price: $1.99 for non-members
Kindle Price: $1.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Beyond Basic Compensation - IP360

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
California Guide to Labor Laws for Small Farms - IP467

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Case Studies and Fact Sheets for Labor Laws on California Small Farms - IP469

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Conservation Easements - IP239

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Crop Insurance Options for Specialty, Diversified, and Organic Farmers - IP438

PDF Price: $.99 for non-members
Kindle Price: $0.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Evaluating a Farming Enterprise - IP041

PDF Price: $1.99 for non-members
Kindle Price: $1.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Farm Business Start-Up Checksheet - IP452

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Finding Land to Farm: Six Ways to Secure Farmland - IP349

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Food Hubs: A Producer Guide - IP455

PDF Price: $2.99 for non-members
Kindle Price: $2.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Marketing Tip Sheets - IP394

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Meat Plants: Improving Profitability in Small and Very Small Operations - IP385

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Moving Beyond Conventional Cash Cropping - IP201

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Planning for Profit in Sustainable Farming - IP419

PDF Price: $1.99 for non-members

 • Summary • Buy PDF  • Buy Print Copy
Positive Practices in Farm Labor Management - IP324

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Scaling Up Your Vegetable Farm for Regional Markets - IP464

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Social Media Tools for Farm Product Marketing - IP435

PDF Price: $.99 for non-members
Kindle Price: $0.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Start a Farm in the City - IP350

PDF Price: $0.95 for non-members

 • Summary • Buy PDF  • Buy Print Copy
Tips About Farm Business Structures - IP451

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips About Farmer Income Tax - IP450

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Farm Leases and Contracts: Creating Smart, Effective Documents - IP449

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Dairy - IP396

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Fiber - IP397

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Live Animals - IP398

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Meat - IP399

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Marketing Sheep and Goat Products: Vegetation Management Services - IP403

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling at Farmers Markets - IP423

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling at Roadside Stands - IP426

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling on the Internet - IP428

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling through CSAs - Community Supported Agriculture - IP422

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Aggregators/Grower Marketing Co-ops - IP434

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Grocery Stores - IP424

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Institutional Markets - IP427

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Produce Brokers - IP436

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Produce Distributors - IP431

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Produce Packing Houses - IP433

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to Restaurants - IP425

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling to: Wholesale Buyers at Terminal Markets - IP432

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Selling with: Agritourism and "Pick-Your-Own" - IP429

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Understanding Organic Pricing and Costs of Production - IP441

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy

 

Funding

Building Sustainable Farms, Ranches and Communities - IP354

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Federal Conservation Resources for Sustainable Farming and Ranching - IP294

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Financing Your Farm: Guidance for Beginning Farmers - IP420

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy

Mag IconSearch ATTRA's Funding Opportunities Database

Where Else Can I Find Agricultural Funding Resources?

Grassroots Guide to the 2008 Farm Bill

 

Risk Management

Agricultural Risk Management - English and Spanish Curriculum
Organic Certification for Southern Farmers

An Illustrated Guide to Growing Safe Produce on Your Farm - IP382

PDF Price: $3.95 for non-members

 • Summary • Buy PDF  • Buy Print Copy
Beyond Basic Compensation - IP360

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
California Guide to Labor Laws for Small Farms - IP467

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Case Studies and Fact Sheets for Labor Laws on California Small Farms - IP469

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Conservation Easements - IP239

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Crop Insurance Options for Specialty, Diversified, and Organic Farmers - IP438

PDF Price: $.99 for non-members
Kindle Price: $0.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Guía Ilustrada para Producir Alimentos Seguros en su Granja: Buenas Prácticas Agrícolas - SP382

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Positive Practices in Farm Labor Management - IP324

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Scaling Up Your Vegetable Farm for Regional Markets - IP464

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Tips for Farm Leases and Contracts: Creating Smart, Effective Documents - IP449

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy

 

Other Marketing Topics

Beef Marketing Alternatives - IP290

PDF Price: $2.95 for non-members

 • Summary • Buy PDF  • Buy Print Copy
Food Hubs: A Producer Guide - IP455

PDF Price: $2.99 for non-members
Kindle Price: $2.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
Grazing Contracts for Livestock - IP247

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Local Foods No. 1 -- Seed Spices: Cumin, Dill, Anise, Fennel, Caraway, Ajwain - IP377

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Local Foods No. 2 -- Cilantro - IP378

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Local Foods No. 3 -- Basils - IP379

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Local Foods No. 4 -- Oregano - IP380

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Local Foods No. 5 -- Hot Peppers (Chili Peppers) - IP381

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Pork: Marketing Alternatives - IP153

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Scaling Up Your Vegetable Farm for Regional Markets - IP464

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy
Social Media Tools for Farm Product Marketing - IP435

PDF Price: $.99 for non-members
Kindle Price: $0.99

 • Summary • Buy PDF  • Buy Kindle • Buy Print Copy
The Economics of Grass-Based Dairying - IP210

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy  • View Now
Understanding Organic Pricing and Costs of Production - IP441

PDF Price: FREE

 • Summary • Download PDF  • Buy Print Copy

 

Cooperatives (USDA-RBS Publications)

Cooperative Farm Bargaining and Price Negotiations
Cooperative Feasibility Study Guide
[PDF/505KB]
Cooperative Marketing Agencies-in-Common
[PDF/2.7MB]
How to Start a Cooperative
[PDF/135KB]
Rural Cooperatives Magazine
Small Fresh Fruit and Vegetable Cooperative Operations
[PDF/2.3MB]
Understanding Cooperatives: Ag Marketing Cooperatives
[PDF/179KB]
USDA-RBS Cooperatives Series publications
A list of additional USDA-RBS Cooperatives Series publications. The publications listed here are also available in print from ATTRA. Contact ATTRA at 800-346-9140 to request copies.

 

Links to Other Marketing and Business Information

Agricultural Marketing Resource Center (AgMRC)
Iowa State University
How to Direct Market Your Beef, SARE
Marketing Strategies for Farmers and Ranchers, SARE
Meat, Poultry and Egg Product Inspection Directory
MOSES Fearless Farm Finances book
Organic Price Report (OPR)
The New Farm® Organic Price Report ™ from The Rodale Institute® publicizes weekly price updates of organic prices for a range of goods alongside conventional prices in the same region.
Taking the First Step: Farm and Ranch Alternative Enterprise and Agritourism Resource Evaluation Guide
[PDF/1.7MB]
USDA Fruit and Vegetable Market News
USDA Livestock and Grain Market News, USDA Agricultural Marketing Service
Value Chain Partnerships
Western Profiles of Innovative Agricultural Marketing: Examples from Direct Farm Marketing and Agri-Tourism Enterprises

 

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This page was last updated on: August 4, 2013