At Brandon Family Farm, Alby and Heather Brandon have learned that when it comes to growing sales, building relationships in the community matters as much as what they grow.
“Developing your markets first is important,” says Alby. Together, the Brandons grow 15 acres of organic vegetables, 4 acres of small fruits, and an acre of high tunnel tomatoes on their farm in West Kingston, R.I. Starting on just half an acre of leased land, they gradually expanded production capacity and eventually purchased their own farm in 2022. Along the way, they’ve sold directly to consumers, joined farmers’ markets, started a community supported agriculture (CSA) program and partnered with local grocery stores.
According to Alby, an early mentor’s words still guide the Brandons today: “It’s about the relationship, not the sale.” That means talking to store buyers, asking what was missing at local farmers’ markets, and reaching out to the community. “People aren’t going to come to you for your product,” says Heather. “Even though we’ve had plenty of ‘no’s,’ there have been enough ‘yes’s’ to get us to where we are today.”
Knowing what customers want has enabled the Brandons to build demand and reduce risk before expanding production and investing in new infrastructure with confidence. In the crowded and competitive market for fresh produce, the Brandons demonstrate that listening, adapting and connecting with customers can help a small business grow.
This video is one in a series produced by SARE titled Practical Tips for Beginning Farmers. Based on their own experiences when starting out, farmers from across the country share advice about common challenges facing beginning farmers in today's agriculture. To view the entire series, visit www.sare.org/resources/practical-tips-for-beginning-farmers/.
For information on grants and resources available from SARE, visit www.sare.org.