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PREVIOUS PROGRAMS

Direct Marketing Your Meats

(Dec. 11, 2004) If you want to make livestock an income-generating business, it will help to learn how to sell what you raise.

On Sat., Dec. 11, from 11 AM to 4 PM, Judy Pangman of Sweet Tree Farm and Denise Warren of Stone and Thistle Farm will present a seminar on direct marketing meats from your farm. They will explain the concepts and details behind their strategies for selling pasture-raised meats for a livelihood. The seminar will tentatively be held in Albany. Details will be available in early October.

The seminar will address farmers' market and on-farm sales; targeting and educating potential customers -- and customer retention; educational outreach with farm tours, schools, and website; "does your meat make the grade?"; pricing; display and safe handling; managing inventory and tracking sales; understanding different cuts on the animal and from your customers' perspective (including cooking tips, recipes, and seasonality); and growing your business.

Eight years ago, Judy Pangman and her husband Frank Johnson purchased 200 acres of Frank's family's dairy farm in Schoharie County. By accident, they stumbled upon the idea of sustainable agriculture and grass-based livestock farming at a local agricultural conference. They converted their crop farm into a profitable pasture-based enterprise with guidance from workshops, Joel Salatin's books (available from RFFP), and mentoring from veteran grass farmers Jim and Adele Hayes.

Today on Sweet Tree Farm, cattle, graze in small paddocks filled with fresh green grass and pigs frolic on pasture. Hens lay brown, green, and pink eggs in an egg mobile which follows the steers and hogs around the farm. This year, with steadily increasing sales at the Troy and Great Barrington Farmers' Markets and at the farm, the couple achieved their five-year goal of producing enough net income for Frank to quit his off-farm job.

Denise and Tom Warren started raising sheep and goats at Stone and Thistle Farm in Delaware County nine years ago. At first they only sold animals on the hoof to ethnic customers. To help realize their dream of making their living in agriculture, they opened their farm for tours and school groups and built an excellent website. Little by little, they have created interest and demand for retail cuts of their meat in the local community.

The Warrens sell their products from June to October at the Oneonta Farmers' Market and operate a self-serve farm store year-round. "It's very gratifying that our farmers' market customers patronize our store when the farmers' market is closed," said Denise. Many Oneonta residents now enjoy their goat meat.