Running your own small farm is demanding enough, but making it profitable presents a host of further challenges. In this business-savvy guide to farming on a small scale, Sarah Aubrey covers everything from financial plans and advertising budgets to web design and food service wholesalers. Learn how to isolate your target audience and craft artisanal products that will delight and amaze customers. With a solid business strategy in place, you can confidently turn your passion into a productive and profitable venture. Preface Introduction Build a Plan 12(25) Components of a Business Plan Altering Your Business Plan Profile: Sweeter Song Farm CSA Test the Waters 37(14) Choosing Your Research Methodology Questionnaire Development Administering the Questionnaire Profile: Leelanau Natural Beef Get the Money 51(17) Financing Options Simple Financial Statements Profile: Evans Orchard and Cider Mill, LLC Choose Your Business Type 68(11) Professional Financial and Legal Advisors Business Entity Types Profile: Chaney's Dairy Barn Follow the Rules 79(13) Make the Rules Work for You Common Practices and Where to Find Information Food Safety Profile: WaxinkMoon Artisan Goat Cheese Protect Your Assets 92(9) Selecting Liability Insurance Insurance Recommendations and Limits Other Ways You're Covered Profile: Tulmeadow Farm Store, Inc. Price Your Products 101(14) Setting Your Prices Wholesale versus Retail Comparative Prices Pricing for Breakeven Money Collection Options Profile: Lee Farms, LLC Select Your Selling Venues 115(13) Types of Selling Venues Profile: Homestead Growers, Inc. Spread the Word 128(14) Creating a Marketing Plan Effective Branding Other Brand-Building Ideas Profile: Huber's Orchard and Winery Reflect and Revise 142(31) Years Two through Five Profile: Chileno Valley Ranch EPILOGUE APPENDIXES Business Plan 157(6) Sample Market Research Questionnaire 163(1) Simple Advertising and Marketing Budget for New Business 164(1) Press Release/Customer Correspondence 165(1) Sample Venture Capital Agreement 166(2) Profit and Loss Statement 168(1) Cash Flow Comparison 169(1) Resources 170(3) Index 173