Ag Opportunities SMALL FARMS * NEW FAMILY FARMS AGRICULTURAL ALTERNTAIVES Jan-Feb 2003 Vol 13, No 4 Agritourism Harvest Profits for Farms and Travel Groups By Jane Eckert Eckert AgriMarketing There may not be a road sign in the country directing you to "increased profits", but you just have to look for the intersection of agriculture and tourism. That’s where you’ll find "agritourism", which will lead you down the road to success. When farmers open their barn doors to the public, they become part of agritourism, one of the fastest-growing segments of the travel industry. Many savvy farmers have realized that due to the economic realities of family farming, they had to diversify their operations to include country stores, huge corn mazes, elaborate family attractions, festivals, concerts, u-pick fruit orchards, bed & breakfasts and more. The results have been very profitable for farmers who have been willing to make these changes. And they’ve been profitable for the satisfied tour groups and leisure travelers whose farm visits became exciting country experiences. Never has it made more sense to get into agritourism. According to the Travel Industry Association (TIA) the top trends in tourism all support the growth of farm visits. * Travelers are taking shorter trips and staying closer to home; weekend vacations are on the rise. They’re looking for destinations close to the city, so a weekend drive into the country is a perfect get-away. * Travelers are increasingly using their cars as primary means of transportation. It’s easy for these travelers to get off the highway for an interesting farm destination. * Travelers are looking for new experiences as an escape from their urban routines. Nothing offers a bigger change of pace than milking a cow, touring a cider mill or picking a peck of peaches. * Families want to travel as a way to strengthen relationships and spend time relaxing. A farm experience is the perfect environment for families, allowing them to relate and enjoy one another, without the stress of cell phones and traffic jams. Another indication of the strength of agritourism comes from Kathy LaTarte, president of the National Tour Association (NTA), who also runs tours through her company, Horizon Travel. As she explains, “A major focus for the NTA is to add diverse experiences for travelers, and agritourism offers one of the most undiscovered special interest destinations we can promote. Once farmers have entered the world of agritourism, how do they turn their farms into popular agri- destinations that attract larger crowds and bigger profits? The first step is to partner with a local tourism authority that will help drive guests to their farms (which drives sales at their farms). These groups have different names in different regions: Convention and Visitors Bureau (CVB), Economic Development Agency, Tourism Office, or even the Chamber of Commerce. Check the yellow pages for "Tourist Information" or look under state listings. While their names may differ, these groups all have the same mandate: increase the number of visitors to their region. So how does your little farm fit into their big picture? Simply put, in order for these tourism groups to meet their goals, they must offer new, diverse destinations for tourists. In essence, they’re looking for you! And they want to promote your small destination to a very big pool of tourist. Immediately your farm will be included in the group’s professional marketing efforts to potential visitors around the country and the world. These groups publish local and region travel guides, host tourism Web sites, as well as represent your locale at national tour, motor coach and travel conventions. But joining a tourism authority is just the beginning. The key is to get involved. Attend the meetings to see how your farm fits into the tourism picture in your region. Learn how to meet the needs of the traveler and how to bring your farm up to par with competing attractions. The more quality you offer at your agri-destination, the bigger it will become. It’s time to make these changes. As farmers you know that timing is everything- when to plant seeds, when to fertilize and when to harvest. So be aware that the timing to get into agritourism is now, while it’s a growing field. Jane Eckert is the principle of Eckert AgriMarketing (www.eckertagrimarketing.com), a full-service marketing and public relations firm that helps farmers to sell directly to consumers, diversify operations, and become tourist destinations. Jane can be reached by phone 314-862-6288 or at jane@eckertagrimarketing.com . (Reprinted with permission from the Vegetable Growers News) Agri-tourism Publications The folloiwng publications can be found on the MAC website at: http://agebb.missouri.edu/mac/index - click on the letter "A" and then click on agritourism. Farm and Ranch Recreation (University of Idaho) Tourism and Retail Development: Attracting Tourists to Local Businesses (University of Wisconsin) Agritourism Marketing Results (Cornell University) Alternative Enterprises and Agritourism: Farming For Profit and Sustainability Tool Kit (NRCS) Recreation and the Floodplain (University of Minnesota) A Farmer's Guide to Hosting Farm Visits for Children (University of California-Davis) Entertainment Farming & Agri-Tourism (ATTRA) Agritourism in New York: Management and Operations (Cornell University) Considerations for Agritourism Development (Cornell University) Marketing Your Farm or Ranch (Colorado State University) Tourism and Retail Development: Attracting Tourists to Local Businesses (University of Wisconsin) The Hunter Skills Trail (Texas A&M Univ) Establishing a Birding-Related Business (Texas A&M University) Considering an Agritainment Enterprise (University of Tennessee) Income Distribution Comparison of Farms with Innovative Activities: A Probabilistic Approach (Rutgers University) Can a Farmer Make Money with an Outdoor Recreation Sideline? (Michigan State Univ) Helpful Agricultural Tourism (Small Farm Center, University of California) Definitions (Small Farm Center, University of California) Agricultural Tourism: Emerging Opportunities for Family Farmers and Rural Business (Small Farm Center, University of California) Safety and Risk Management (Small Farm Center, University of California) On-Farm Customer Relations (Small Farm Center, University of California) Conducting Farm And Ranch Tours (Small Farm Center, University of California) Specialty Forestry Products You cannot make money growing specialty forestry products (SFP) - the money is in the selling, say University of Minnesota educators who attended a recent workshop at the Arbor Day Farm in Nebraska City, NE. SFP can be profitable, but you need to understand niche markets before you invest money in production. Most SFP markets are niche markets, which require producers to spend more time and energy on marketing. Many of these unique crops are not suitable for large- scale production. Since large producers do not control most markets, there are usually opportunities for new growers. SFP’s generally fall into four categories: medicinals and botanicals, forest-based food products, wood decorative florals, and handicraft products and specialty woods. Most SFP enterprises are risky, either because products are perishable or the markets are small and easily saturated. Prices can be volatile and government programs may be limited. Some products have seasonal markets, such as pussy willows in spring, holly during the holiday season, and berries for fresh fruit sales. Others, such as curly willow and frozen fruit, have year-round markets. A few large processors dominate some markets, such as cedar oil. Some processors or wholesalers may purchase products from only a few small producers. Jelly, jam, juice and wine producers often establish contracts with a limited number of berry growers or harvesters. This allows them to avoid the high costs of dealing with a large number of growers who bring small quantities of fruit of variable quality to their processing facilities. In addition, newcomers to SFP may have problems finding production or market information. Existing producers may be fearful of losing their already small markets and thus unwilling to share information. Despite these realities, there are many market opportunities for producing a range of SFPs. Four brochures are available that detail the production and marketing of SFP, including "Marketing Specialty Forest Products", "Productive Conservation: Growing Specialty Forest Products in Agroforestry Plantings," "Edible Woody Landscapes for People and Wildlife," and "Hybrid Hazelnuts: An Agroforestry Opportunity". The brochures are at www.unl.edu/nac/news/htflil, or call 800-204- 1295 to order printed copies for $1 each. Contact Dean Currant, who attended the SFP conference, at the Center for Integrated Natural Resource and Agricultural Management in St Paul at 612-624-4299. (NOTE: These publications as well as other specialty forestry product publications can be found on the MAC website at http://agebb.missouri.edu/mac/links - click on the letter "A" then click on agroforestry, non-timber products. IN THE NEWS According to the USDA’s 2002 National Directory of Farmers Markets, the number of farmers markets in the US has continued to increase, with the 2002 Directory listing 3,137 markets. This is an increase of 274 over 2000 and an increase of over 80 percent since 1994. Farmers markets are places where more than one farmer or vendor use a common facility on a recurring basis, emphasizing fresh farm products and locally produced items. The current listing of farmers markets us available at the USDA’s Farmers Markets Web site, http://www.ams.usda.gov/farmersmarkets. Certified Naturally Grown is a non-profit alternative eco-labeling program for small farms that grow using USDA Organic methods but are not a part of the USDA Certified Organic program. The Certified Naturally Grown label is available to farms primarily distributing locally or directly. The typical member is a family farm with acreage ranging from just a few to many hundreds. While Certified Naturally Grown farmers are required to adhere to the same strict Organic Agricultural Practices and Materials list publicly available on the USDA National Organic Program website, as an independent program not accredited or in any way affiliated with the USDA National Organic Program, Certified Naturally Grown farmers are exempt from the fees and paperwork requirements associated with USDA Certified Organic. More information and registration materials are available on the program’s website, http://www.naturallygrown.org/ . Outreach and assistance for socially disadvantages farmers and ranchers competitive grants program (OASDFR) provides outreach and technical assistance to encourage and assist socially disadvantaged farmers and ranchers to own and operate farms and ranches and to participate in agricultural programs. Appropriations for this program from fiscal years (FYs) 2002 and 2003 will be combined to support projects. The amount available for FY 2002 is approximately $3,243,000. The FY 2003 appropriation is currently anticipated to be $3-8 million. Closing date for FY 2003 proposals: Requests for Determination must be received by Nov 22, 2002. Applications must be received by Jan 31, 2003. http://www.reeusda.gov/1700/funding/rfaoasdfr.htm or http://www.reeusda.gov/1700/funding/rfaoasdfr.htm Call Elizabeth Tuckermanty 202-205-0241 or etuckermanty@reeusda.gov PANNA Online Pesticide Database is updated with international chemical pesticide regulatory information from 129 countries, and least/non-toxic pesticide alternatives. It is online from Pesticide Action Network North America at www.pesticideinfo.org. The 2002 Farm Bill authorized the USDA to award $240,000,000 over the next six years ($40,000,000 per year) to producers or producer groups that engage in value-added ag operations. The Value-Added Development Grant (VADG) program offers two types of grants: PLANNING: Grants will be awarded to proposals requesting funds for organizational activities - feasibility studies, business plans, marketing plans, legal expenses, and other expenses associated with beginning a VADG business. WORKING CAPITAL: To be eligible for a working capital grant, a feasibility study and a business plan MUST be completed prior to requesting funds. USDA will want a copy of both before a working capital award is given. Working Capital funds cannot be used for "brick and mortar" or for equipment. The maximum dollar amount for one of these VADG awards is $500,000. A dollar-for-dollar match is required. Match funds can either be in cash or in-kind - the more cash, the better. None of the match can come from other federal dollars. Learn more about Producer Categories, Eligible Activities, and First-Year Grant Awards by reading the complete article: http://www.cfra.org/newsletter/current.htm The new www.newfarm.org and www.kidregen.org sites put up by The Rodale Institute are intended to help promote the Institute’s Healthy Soil, Healthy Food, Healthy People. The first site is inspired by the now-defunct Rodale magazine titled "The New Farm" with farmer-farmer-know-how on the latest organic and regenerative practices with information and resources. The second site is a fun, free, interactive, monthly webzine that will links a global audience of children, parents, and educators worldwide with exciting educational materials that empower kids to make healthier choices for themselves and the environment. (HortIdeas, Sept 2002) IN PRINT *In the Eyes of the Law, Legal Issues Associated with Direct Farm Marketing* $10. A sample of the publication and information about ordering it are available on the publication’s web page at http://www.extension.umn.edu/abstracts/nonweb/abstract.html?. *Get Paid for Real Conservation* and *Resources of Concern* are available from the Land Stewardship Project at www.landstewardshipproject.org. The Univ of Florida has a website with a section on direct marketing for small farmers at http://smallfarm.ifas.ufl.edu. A full listing of all the reports/research from ISU on their work in organic agriculture is at http://extension.agron.iastate.edu/organicag/rr.html Figure out the best way to fight weeds at MU Weed Science web site, www.psu.missouri.edu/agronx/weeds E-commerce Learning Center for Farm Cooperatives http://www.e- cooperatives.com/ This site, a project of the National Farmers Union, is dedicated to helping farm cooperatives create functioning internet e-commerce businesses and reach directly to consumers in markets all over the globe. The Learning Center can help with the planning and building of a successful online business with its E- Commerce Timeline Learning Model, which takes you through every step of the planning process for an online business. The site also contains extensive links to additional resources. *Meeting the Diverse Needs of Limited-Resource Producers* bulletin intended to be a resource for agricultural educators, heads of community development and agricultural organizations, government agency staff and others who want to better connect with and improve the lives of farmers and ranchers who remain hard to reach. Published by USDA's Sustainable Agriculture Research and Education (SARE) program, the bulletin features nine success stories from around the country as a jumping off point for adapting innovative programs to varied areas. It also provides "how-to" ideas for educators, socio-economic characteristics/barriers to working with varied audiences, proven teaching methods and successful connection strategies. http://www.sare.org/bulletin/limited-resource/ or 301- 504-5236 for print copies. *A Bountiful Harvest: Minnesota Fruit and Vegetable Growers Manage Pests* profiling producers using IPM or organic practices, is free from MN Dept of Ag, 90 W Plato Blvd, St Paul, MN 55107-2094, 651-297- 3217; jeanne.ciborowski@state.mn.us. *Community Supported Agriculture: Small Farm Success/Profiles of Rural Innovation* a pamphlet on the successes and challenges of CSA for marketing small farms in the mid-Atlantic region, from the Small Farms Success Project, free from the Wallace Center/Winrock International, 703-525-9430 x 675; wallacecenter@winrock.org. *Greenbook 2002: Sustaining People, Land and Communities* from MN Dept of Ag's Sustainable Agriculture On-Farm Demonstration Grant Program, online at www.mda.state.mn.us/esap/greenbook.html; a print copy is free from Energy & Sustainable Agriculture Program, MDA, 651- 296-7673, Alison.Fish@state.mn.us. *Growing Home: A Guide to Reconnecting Agriculture, Food and Communities* is $25 plus S/H from Community, Food and Agriculture Program, Cornell Univ 607-255-9832, gcg4@cornell.edu; www.cfap.org. *Seed to Seed: Seed Saving and Growing Techniques for Vegetable Gardeners* 2nd edition (2002), $24.95 from Seed Savers Exchange, 3076 N Winn Rd, Decorah, IA 52101, 563-382-5990; www.seedsavers.org . *U.S. Farmers Markets--2000: A Study of Emerging Trends* is online at www.ams.usda.gov/directmarketing/FarmMark.pdf; a print copy is free from USDA Marketing Services Branch, 202-720-8317. *The Grape Grower: A Guide to Organic Viticulture* Published by Chelsea Green. A combination of nearly 40 years of personal experience, university training, and information from growers worldwide, this is a long-overdue book on grape growing that is thorough, hands-on, with an organic approach, and covering more practical information than any other on the market today. It has the answers to how to grow grapes in conditions from the equator to the arctic and is ideal for home growers as well as commercial growers. This is a book of use to beginners, Extension agents, commercial growers, nurseries, Master Gardeners, and more. Cost is $40.00. Lon J. Rombough, PO Box 365, Aurora, OR. 97002, http://www.chelseagreen.com/Garden/GrapeGrower.htm Organic Wholesale Prices provides wholesale prices for select conventional and organic fresh produce items in the San Francisco and Boston wholesale markets, based on USDA Agricultural Marketing Service surveys for 1995-2001. http://www.ers.usda.gov/Data/OrganicPrices/ *Farmers' Markets: Rules, Regulations and Opportunities* a 49-page research article, is online via a link from www.nationalaglawcenter.org/publications/index.html; or contact author Neil Hamilton, National Agricultural Law Center, Drake Univ, 479-575-7646, ncalri@uark.edu. *In the Eyes of the Law: Legal Issues Associated with Direct Farm Marketing* ($13.50 from Univ of MN, 612-624-4900, order@extension.umn.edu; www.extension.umn.edu. *The Organic Decision: Making the Transition to Organic Dairy Production* a 40-pg workbook from Cornell Cooperative Extension/Northeast Dairy Producers Alliance, is online at www.organic.cornell.edu/research/tsfsumms/2001/index.html; a print is copy $12, 607-254-7412, fsb1@cornell.edu. *Resource Directory of Small Business Environmental Assistance Providers* is online at www.smallbiz-enviroweb.org; a free copy from Small Business Division, US EPA, 1-800-368-5888. *What Successful Small Farmers Say* a report on successful small farm operators surveyed in NY, online at http://agfinance.aem.cornell.edu/Small_Farms.htm or $12 from Dept of Applied Economics & Management, Cornell Univ, 357 Warren Hall, Ithaca, NY 14853; 607-255-1589; cf44@cornell.edu. *Where Does Your Food Come From? Recipes for Communicating Effectively about American Agriculture* a communications toolkit, free. FoodRoutes Network, PO Box 443, Millheim, PA 16854, 814-349- 8030, www.foodroutes.org. ON THE CALENDAR Jan 16-17-Greenhouse Food Production Short Course, Toledo, OH. Call 614-249-2424, www.ohiovegetables.org Jan 18-MO Christmas Tree Producers Assn Meeting, Jefferson City, MO. Call 800-MO-BRAND. Jan 18-MO Meat Goat Producers Meeting, Marshall, MO. Jan 18-FarmDirect Conference, Waukesha, WI. Call 262- 886-8460, rose.skora@ces.uwex. Jan 22-23-IL Specialty Crops Conference, Springfield, IL. Call 309- 557-2107, www.specialty-growers.com Jan 23-Second Heart of America Grazing Conference, Hannibal, MO. Call 417-967-2028. Jan 23-Landowner Prescribed Burning Workshop, St Charles MO. Call 636-441-4554 x 0. Jan 23-26-Practical Tools and Solutions for Sustaining Family Farms- 12th Annual Southern SAWG Conference, Mobile, AL. Call 404-819- 2122; ryancohen@msn.com; www.attra.org/ssawg. Jan 24-25-KQ2 Ag & Farm Expo, St Joseph, MO. Call 816-378-2449. Jan 24-25-Practical Farmers of Iowa Annual Conference, Ames, IA. Call 515-232-5661, rkarp@isunet.net. Jan 24-25-Bringing Profit Back to the Farm, Fifth Annual Midwest Value-Added Conference, Eau Claire, WI. Call 715-834-9672; heatheramundson@wi.usda.gov. Jan 26-27-Midwest Sustainable Agriculture Working Group Winter Meeting, Nebraska City, NE. Call 651-653-0618, danaj@umn.edu Jan 27-29-4th Annual Small-Scale Food Processors' Conference, Sarasota Springs, NY. Call 585-394-0864, alisonclarke@mymailstation.com. Jan 28-29-MO Forest Products Assn Winter Meeting, Jefferson City, MO. Jan 28-30-Mid America Fruit Growers Conference, Olathe, KS. Call 573-882-9632, warmundm@missouri.edu Jan 31-Feb 1-Missouri/Arkansas Watermelon Growers Meeting, Kennett, MO. Call 800-264-8785. Jan 31-Feb 2-Northern Plains Sustainable Agriculture Society 24th Annual Winter Conference, Aberdeen, SD. Call 701-883-4304, tpnpsas@drtel.net; www.npsas.org. Feb 3-10-Annual North American Farmers' Direct Marketing Association Conference, including pre-and post conference tours, workshops, and tradeshow, Charlotte, NC. Call 1-888-884-9270; www.nafdma.com. Feb 4- Greenhouse Growers School, Columbia, MO. Call 573-882-9631; trinkleind@missouri.edu Feb 8-10-Midwest Grape and Wine Conference, Osage Beach, MO. Call 573-751-6807. Feb 7-8-9th Annual Kansas Sustainable Agriculture Round-up, Manhattan, KS. Call 785- 865-2555; jjost@grapevine.net Feb 17-19-MO Small Fruit and Vegetable Conference, Springfield, MO. Call 417-926-4105, plb711t@smsu.edu. Feb 20-Peach Growers Meeting, Malden, MO. Call 573-888-4722; bakert@missouri.edu Feb 20-Spring Forage Conference, Springfield, MO. 417-831-5246 ext 3 Feb 22-Tree Farm Conference, Lake Ozark, MO. Call 573-882-4038. Feb 22-24-Western Farm Show, Kansas City, MO. Feb 27-Organic University, LaCrosse, WI. Call 715-772-3153. Feb 28-Mar 1-14th Annual Upper Midwest Organic Farming Conference, LaCrosse, WI. Call 715-772-3153; moses@wwt.net March 6-From Recipe to Reality Seminar, Lincoln, NE. Call 402-472- 8930. March 7-9-MO Meat Processors Assn Convention, Columbia, MO. April 11-MO Elk Farmers Assn Meeting, Macon, MO. May 20-From Recipe to Reality Seminar, Lincoln, NE. Call 402-472- 8930. June 13-15-MO Forest Products Assn Summer Meeting, Lake Ozark, MO. June 26-28-Foundation Development Workshop, Springfield, MO. Call 417-732-6485. July 15-17-Grant Writing I Workshop-Springfield, MO. Call 417-732-6485. Aug 1-From Recipe to Reality Seminar, Chicago, IL. Call 402-472-8930. Aug 7-17-MO State Fair Aug 18-From Recipe to Reality Seminar, Lincoln, NE. Call 402-472-8930. Aug 12-14-Grant Writing II Workshop-Springfield, MO. Call 417-732-6485. Sept 16-18-Grant Writing III Workshop-Springfield, MO. Call 417-732-6485. Oct 24-From Recipe to Reality Seminar, Lincoln, NE. Call 402-472-8930. Nov 23-25-MO Governor’s Conference on Agriculture, Tan-Tar-A.