By ANN ALLEN
Indiana Correspondent

SHIPSHEWANA, Ind. — A panel discussion during the June 17-19 National Bison Assoc. (NBA) summer conference, regarding selling bison at a farmers’ market, resulted in tips that can apply to other products as well.

Moderated by Steve Engelking, Purdue University extension agent in LaGrange County, the panel included Dave Carter, NBA executive director, and farm market spokespeople from three states: Angela Lewis of  Maryland; Jack Pleasant of North Carolina and Chris Shatto, market master for Fort Wayne’s (Ind.) Historic West Main Street Farmers’ Market.

Tips included the following:
•Think beyond the stall

•Make sure your farmers’ market allows meat sales

•Develop a relationship with your customer through an assessment checklist

•People want farm-fresh foods, but they don’t want to buy it from someone who smells like the farm

•Dress professionally; wear shirts with your farm’s logo – establish your identity

•If you don’t like to get up at 5 a.m. on Saturday, a farmers’ market may not be right for you

•A dark table is better for displaying merchandise
•Use professionalism in signage

•Mark prices clearly and don’t be held back by Walmart or Kroger prices

•Quality and taste are factors that close the deal

•Bison are raised on grass and it takes longer to finish them
•Be prepared to answer questions (i.e. no, you can’t milk a bison and make mozzarella)

•Have a brand, logo or special packaging that sets you aside from competitors and tells customers who you are; if you can, have restaurants that feature your meat put your logo on their menu

•Best results come from markets managed by a market manager