SA Newsletter Jan 2002
Sustainable Agriculture Newsletter
- SA Newsletter Archive
- SA Newsletter Issue 1 2017
- SA Newsletter -- Fall 2016
- SA Newsletter Spring 2016
- SA Newsletter Winter 2016
- SA Newsletter Spring 2015
- SA Newsletter Fall 2015
- SA Newsletter Summer 2015
- SA Newsletter Fall 2014
- SA Newsletter Spring 2014
- SA Newsletter Fall 2013
- SA Newsletter Spring 2013
- SA Newsletter Fall 2012
- SA Newsletter Summer 2012
- SA Newsletter Spring 2012
- SA Newsletter Winter 2012
- SA Newsletter Fall 2011
- SA Newsletter Summer 2011
- SA Newsletter Spring 2011
- SA Newsletter Winter 2010-2011
- SA Newsletter Aug-Sept 2010
- SA Newsletter May-June 2010
- SA Newsletter Jan-Feb 2010
- SA Newsletter Nov-Dec 2009
- SA Newsletter Sept-Oct 2009
- SA Newsletter July-Aug 2009
- SA Newsletter May-June 2009
- SA Newsletter Mar-Apr 2009
- SA Newsletter Nov-Dec 2008
- SA Newsletter Sept-Oct 2008
- SA Newsletter July-Aug 2008
- SA Newsletter May-June 2008
- SA Newsletter Mar-Apr 2008
- SA Newsletter Jan-Feb 2008
- SA Newsletter Nov-Dec 2007
- SA Newsletter Sept-Oct 2007
- SA Newsletter July-Aug 2007
- SA Newsletter May-June 2007
- SA Newsletter Mar-Apr 2007
- SA Newsletter Jan-Feb 2007
- SA Newsletter Nov-Dec 2006
- SA Newsletter Sept-Oct 2006
- SA Newsletter July-Aug 2006
- SA Newsletter May-June 2006
- SA Newsletter Mar-Apr 2006
- SA Newsletter Jan-Feb 2006
- SA Newsletter Oct 2005
- SA Newsletter July-Aug 2005
- SA Newsletter May-June 2005
- SA Newsletter Mar-Apr 2005
- SA Newsletter Issue 2 2017
- SA Newsletter Jan-Feb 2005
- SA Newsletter Nov-Dec 2004
- SA Newsletter Sept-Oct 2004
- SA Newsletter Jul-Aug 2004
- SA Newsletter June 2004
- SA Newsletter May 2004
- SA Newsletter Mar-Apr 2004
- SA Newsletter Jan-Feb 2004
- SA Newsletter Nov-Dec 2003
- SA Newsletter Sept-Oct 2003
- SA Newsletter Aug 2003
- SA Newsletter July 2003
- SA Newsletter June 2003
- SA Newsletter May 2003
- SA Newsletter April 2003
- SA Newsletter Mar 2003
- SA Newsletter Feb 2003
- SA Newsletter Jan 2003
- SA Newsletter Dec 2002
- SA Newsletter Nov 2002
- SA Newsletter Oct 2002
- SA Newsletter Sept 2002
- SA Newsletter Aug 2002
- SA Newsletter July 2002
- SA Newsletter June 2002
- SA Newsletter May 2002
- SA Newsletter April 2002
- SA Newsletter Mar 2002
- SA Newsletter Jan 2002
- SA Newsletter Dec 2001
- SA Newsletter Nov 2001
- SA Newsletter Oct 2001
- SA Newsletter Sept 2001
- SA Newsletter Aug 2001
- SA Newsletter July 2001
- SA Newsletter June 2001
- SA Newsletter May 2001
- SA Newsletter April 2001
- SA Newsletter Mar 2001
- SA Newsletter Jan 2001
- SA Newsletter Dec 2000
- SA Newsletter Nov 2000
- SA Newsletter Oct 2000
- SA Newsletter Sept 2000
- SA Newsletter Aug 2000
- SA Newsletter July 2000
- SA Newsletter June 2000
- SA Newsletter May 2000
- SA Newsletter April 2000
- SA Newsletter Mar 2000
- SA Newsletter April 1995
- SA Newsletter April 1996
- SA Newsletter April 1997
- SA Newsletter April 1998
- SA Newsletter April 1999
- SA Newsletter Aug 1995
- SA Newsletter Aug 1996
- SA Newsletter Aug 1997
- SA Newsletter Aug 1998
- SA Newsletter Aug 1999
- SA Newsletter Dec 1996
- SA Newsletter Dec 1998
- SA Newsletter Dec 1999
- SA Newsletter Feb 1995
- SA Newsletter Feb 1996
- SA Newsletter Feb 1997
- SA Newsletter Feb 1998
- SA Newsletter Feb 1999
- SA Newsletter Feb 2000
- SA Newsletter Feb 2001
- SA Newsletter Feb 2002
- SA Newsletter Jan 1996
- SA Newsletter Jan 1997
- SA Newsletter Jan 1998
- SA Newsletter Jan 1999
- SA Newsletter Jan 2000
- SA Newsletter July 1995
- SA Newsletter July 1996
- SA Newsletter July 1997
- SA Newsletter July 1998
- SA Newsletter July 1999
- SA Newsletter June 1995
- SA Newsletter June 1996
- SA Newsletter June 1997
- SA Newsletter June 1998
- SA Newsletter June 1999
- SA Newsletter Mar 1995
- SA Newsletter Mar 1996
- SA Newsletter Mar 1997
- SA Newsletter Mar 1998
- SA Newsletter Mar 1999
- SA Newsletter May 1995
- SA Newsletter May 1996
- SA Newsletter May 1997
- SA Newsletter May 1998
- SA Newsletter May 1999
- SA Newsletter Nov 1995
- SA Newsletter Nov 1996
- SA Newsletter Nov 1998
- SA Newsletter Nov 1999
- SA Newsletter Nov-Dec 1997
- SA Newsletter Oct 1995
- SA Newsletter Oct 1996
- SA Newsletter Oct 1997
- SA Newsletter Oct 1998
- SA Newsletter Oct 1999
- SA Newsletter Sept 1995
- SA Newsletter Sept 1996
- SA Newsletter Sept 1997
- SA Newsletter Sept 1998
- SA Newsletter Sept 1999

College of Agricultural, Food and Environmental Sciences
Volume 10, Issue 1 – January 2002
Do you have a story you would like featured in the Sustainable Agriculture newsletter? Send your submission to misamail@umn.edu and we’ll consider adding it to an upcoming newsletter.
Family, personal goals influence direct marketing for two Minnesota families
By Wayne Martin
Direct marketing can indeed offer extra profits. But the real value of direct marketing to the whole farm enterprise depends largely on what other revenue streams exist and the personal goals of the family producer. As with any other entrepreneurial activity, marketing your production requires a great expenditure of time and energy.
Flexibility is a key point. Experiences of two families show us that direct marketing offers sufficient flexibility to meet the needs of both producers.
The first couple, Dennis and Sue Rabe, farm near Lake City. They have 315 acres of land that is rotated among corn, soybeans, oats, and alfalfa. The Rabes manage their farm according to Whole Farm Planning criteria, instead of on a cash basis. This gives them a picture of their farming venture that is suited to their goals.
Livestock production consists of 80 stock cows and 28 sows. The Rabes decided to try direct marketing in 1995. They started selling quartered pigs, 28 to 32 pounds. Shortly thereafter they began to sell regularly at the farmers' market near their home. They have been there every summer for the past six years and it has been a successful outlet for their meat products.
They have found grocery stores and restaurants to be a tough sell, with lowest price being important. To be successful in grocery stores, the Rabes think it is necessary to be there giving out samples.
As they worked directly with consumers, they felt the need to provide the best possible product. For the Rabes, that meant changing the way they raised hogs. They raise hogs without use of sub-therapeutic antibiotics. Sick animals occasionally receive treatment and these animals are sold on the open market. Pigs receiving antibiotics "go to the sale barn," Dennis says.
About half of their total pork production, 340 pigs, is sold through direct marketing. Some hogs are also sold through Niman Ranch, others as feeder pigs to other direct marketers, and some through a marketing cooperative called "Farming with Nature" that they joined with four other producers. They also sell a handful of pigs for barbecues "at a nice premium,'' Dennis says.
The Rabes say the positive points of direct marketing are:
- Flexibility. "This endeavor can be as big or small as the farmer wants to make it. When the cash market is good, most production can go to the packers, while you continue to provide pork to regular customers. If the cash market drops, more effort can be made toward direct marketing."
- High return on each pound of product sold.
- The joy of meeting new people and hearing satisfied customers say, "That's the best pork I've ever had."
However, the Rabes find direct marketing to be time consuming. "It takes time to prepare for and attend farmers' markets, and to make deliveries to customers."
Dennis has helped other producers get started in direct marketing. He enjoys working with the public, and says direct marketing "has definitely added profits to our annual net income."
Chris and Heather Sauer farm near Lewiston. Chris's brother is a partner in the enterprise. They have a diversified farm with 1,600 acres of corn, soybeans and hay. They also have several other businesses: custom haylage, custom grain drying and a seed corn dealership.
Chris and his brother operate a 600-sow farrow-to-finish operation that produces over 10,000 hogs per year. They sell gilts for breeding stock. Chris considers himself to be a conventional producer.
They had sold half hogs and quarters of beef to family, friends, and to others by word-of-mouth. In 1997, the Sauers decided to step up the activity. They purchased their meat wholesale license and began doing demonstrations at home shows, country clubs, community celebrations, farmers markets and grocery stores.
The Sauers now have a retail store on their farm, with a walk-in freezer to store meat. They also deliver regularly to five restaurants and two grocery stores. More meat is sold wholesale than retail. In 2000, they sold 70 steers and 300 hogs through direct marketing. Beef sales account for 70 percent of total sales. Chris figures that they "will level off at this figure."
Chris concludes that direct marketing activities, such as selling at farmers' markets and delivering meat orders to customers' homes, may not be worth the time it takes. "People at farmers' markets tend to buy for one week at a time," he says. "What we make at the farmers' market in seven hours is equal to a delivery to only one restaurant. The other businesses we have, including the wholesale meats delivery, give a better return than the direct marketing. From now on, we'll focus on restaurants and the retail store on the farm."
Chris says he has not made a lot of money at direct marketing. "While there is profit to be had, the return per hour of labor is not very high, if we are honest about the amount of labor used," he says. "In a way, it is almost a better deal for the consumer than the farmer. Consumers are purchasing a premium product."
If you're thinking about direct marketing, these two producer families highlight the importance of personal and family goals. The Rabe family enjoys and profits from farmers' markets and home deliveries. The Sauers found the very same activities too time consuming and unprofitable when compared to other businesses they had developed on the farm. Consequently, the Sauers are changing their direct marketing focus towards wholesaling to restaurants.
(Martin is the Alternative Swine Production Systems coordinator at the University of Minnesota. He may be reached at (612) 625-6224, marti067@umn.edu)
Minnesota Grown program and logo available to growers
Minnesota Grown is a trademarked logo and labeling statement that helps producers market to consumers who prefer locally-produced products. The Minnesota Department of Agriculture (MDA) offers the Minnesota Grown program and logo to farmers, processors and others for advertising, packaging and other promotions.
Consumers often say they look for Minnesota Grown-labeled products because they taste fresher, are of high quality or because they want to support the local economy. More than 650 growers and marketers purchased a license to use the logo in 2001, and the MDA would like to see that number grow in 2002.
Producers who sell directly to consumers are also eligible to be included in an annual publication called the "Minnesota Grown Directory" and on a list of the same farms on the MDA web site at www.mda.state.mn.us/mngrown. The directory lists apple orchards, berry patches, farmers' markets, specialty meat providers, Christmas tree farms and other locations selling products directly from the farm. The Minnesota Grown labeling license costs $5, a directory listing $30.
The deadline for directory applications is Jan. 18, 2002. To request the application forms, growers may call and leave their name and mailing address on the Minnesota Grown Answerline at (651) 297-8695 or (800) 657-3838.
SARE grant applications available for North Central producers
The USDA's Sustainable Agriculture Research and Education (SARE) program in the North Central region invites producers to apply for competitive grants to research, demonstrate or educate others about profitable, environmentally sound, socially responsible agricultural systems.
Farmers and ranchers can apply for grants of up to $6,000 for individuals and up to $18,000 for groups of three or more interested in investigating any sustainable concept. A total of $400,000 is available. Additional funding earmarked for agroforestry projects is also available.
Applications are available beginning Feb. 1, 2002. Producers must reside in the 12-state North Central region: Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, South Dakota and Wisconsin. Applications are due March 29, 2002 and funding decisions will be made in late June 2002.
For an application, call (402) 472-7081, fax (402) 472-0280, or e-mail crsare@unl.edu. You will also be able to find the application at www.sare.org/ncrsare.
Minnesota Grazing Conference is Jan. 24-25 in Mankato
The fifth annual Minnesota Grazing Conference will be Jan. 24-25, 2002 at a new location, the Holiday Inn, Mankato. Each year, the program is planned to bring together producers of grass-fed products, agribusiness supporting this industry and consumers interested in making healthy food choices.
Speakers include Jerry Brunetti, founder of Agri-Dynamics and co-founder of the American Holistic Livestock Association; Jim VanDerPol, a farmer from western Minnesota and author of "Conversations With the Land;" Steve Calvin, physician and farmer who uses the PastureDirect label to connect families, restaurants and regional retailers to healthy, pasture-raised products; Les Hansen, animal science professor at the University of Minnesota; Paul Peterson, a University of Minnesota Extension agronomist specializing in forages; and Will Winter, a holistic veterinarian who co-founded the American Holistic Veterinary Medicinal Association and uses herbs and homeopathy in his animal treatments.
The evening program will include a presentation based on Sally Fallon's research entitled, "The 11 Principles of Traditional Diets" and conclude with a food show by producers of grass-fed products. Throughout the two-day conference exhibitors and consultants will be available to share their expertise. For more details contact Douglas Gunnink, dgunnink@grassfedisbest.com. The website is www.grassfedisbest.com.
Minnesota Organic Conference Feb. 7-8 in St. Cloud
The annual Minnesota Organic Conference will be held Feb. 7-8, 2002, at the St. Cloud Civic Center. The keynote presentations will be delivered by Jim Barlow, founder and President of Soilweb, Inc., and Paul Strandberg, formerly an agricultural law and policy consultant currently working on policies dealing with genetic drift.
Speakers for the 24 workshops include Walter Goldstein, Matt Woods, Frank Forcella, Mac Ehrhardt, Franke Foltz and Richard Holliday. Educational workshop topics include Animal Health; Biological Soil Health; Organic Farm Planning; Growing Your Own Fruit the Natural Way; Stray Voltage in Dairy; Storing and Handling Food Grade Grains; Foliar Feeding and Insect Control; Challenges and Rewards of a CSA; Vegetable Gardening For the Beginner; Soil Amendments; Transitioning to Organics; Weeds and Why They Grow; and Medicinal Herbs.
The trade show will include some 40 exhibits including representing buyers, processors, and human and animal health consultants. For more information contact Janet Gunnink, dgunnink@grassfedisbest.com. The website is www.grassfedisbest.com.
Calendar of events, 2002
These events are sponsored by numerous organizations. More information is available on MISA's website: www.misa.umn.edu.
Jan. 19. Rural Living Fair, Trailview School, Mora. Contact Kanabec County Extension Office at (320) 679-6340.
Jan. 24-25. Minnesota Grazing Conference, Mankato Holiday Inn. Contact Douglas Gunnink at dgunnink@grassfedisbest.com or see www.grassfedisbest.com.
Jan. 31-Feb. 2. Upper Midwest Regional Fruit and Vegetable Growers Conference, St. Cloud Civic Center. Contact MFVGA at (763) 434-0400.
Feb. 1-2. Fourth Annual Value Added Conference, Ramada Inn and Conference Center, Eau Claire, Wis. Call (715) 834-9672.
Feb. 1-3. Northern Plains Sustainable Agriculture Society Winter Conference, Seven Seas Inn, Mandan, N.D. Call (701) 883-4304, or see www.npsas.org.
Feb. 7-8. Minnesota Organic Conference, St. Cloud Civic Center. Contact Janet Gunnink at dgunnink@grassfedisbest.com or see www.grassfedisbest.com.
Feb. 22. SFA of Minnesota 11th Annual Conference, St. Olaf College, Northfield. Keynote speaker is John Ikerd. Contact Carmen Fernholz (320) 598-3010 or DeEtta Bilek (218) 445-5475.
What we're about
This newsletter is supported by the Minnesota Institute for Sustainable Agriculture (MISA). It's also supported by the University of Minnesota Extension Service, the North Central Region Sustainable Agriculture Research and Education (NCRSARE) Professional Development Program (PDP), and the Minnesota Department of Agriculture (MDA). MISA is a partnership between the Sustainer's Coalition and the University of Minnesota College of Agricultural, Food, and Environmental Sciences (COAFES).
Send story ideas to the editor: Jack Sperbeck, 405 Coffey Hall, 1420 Eckles Ave., University of Minnesota, St. Paul, MN 55108, (612) 625-1794, fax (612) 625-2207, e- mail: sperb001@umn.edu. Other editorial board members: Helene Murray, (612) 625-0220, murra021@umn.edu; and Bill Wilcke, (612) 625-8205, wilck001@umn.edu. Please send address changes directly to: Bill Wilcke, Biosystems & Agricultural Engineering, 1390 Eckles Ave., St. Paul, MN 55108.
Also check MISA's home page at www.misa.umn.edu.
Our mission statement: To help bring people together to influence the future of agriculture and rural communities to achieve socially, environmentally, and economically sustainable farms and communities.
To stimulate thinking and discussion about sustainability, we try to present items that reflect different points of view. This being the case, we aren't promoting and don't necessarily agree with everything we publish.
The University of Minnesota is committed to the policy that all persons shall have equal access to its programs, facilities, and employment without regard to race, color, creed, religion, national origin, sex, age, marital status, disability, public assistance status, veteran status, or sexual orientation.