Traditionally, farmers have sold either direct to their customers or in bulk to a wholesaler. As the local food movement grows and evolves, another market is developing with the potential to help local, small- and medium-scale farm businesses reach more and more customers: intermediated markets.
Intermediated markets have one stop between the farmer and the customer. Restaurants, food hubs, retailers (like small groceries and food co-ops), and institutions (schools, hospitals, prisons, etc.) are all opportunities for farmers to diversify their income stream, build strong community connections, and make their farm business more resilient and sustainable.
This tutorial will walk you through the reasons for selling into intermediated markets, the types of intermediated markets, and some considerations for your farm business.