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Permaculture can be Profitable! Finding Buyers for your Products: Guest Post

by papprentice 5 Comments

This is the first ever guest post here at Permaculture Apprentice, by my good friend Pete Widin. Pete is landscape architect and ecologist focusing on permaculture design for holistic farms and healing centers internationally. Here he’ll be talking about finding buyers for your products and setting yourself up for profit and success….

Jean Martin and Maude-Hélène at farmers market
Jean-Martin Fortier and his wife selling at the farmers market

What’s the point in growing something you can’t sell? And what do you do when you can’t sell what you’ve grown?

This post is all about what to do before you grow to set yourself up for profit and success, leading to growth in your business, and a positive outlook on the season that will carry you forward toward the next goal, rather than being stuck in the mud with a huge crop of who knows what while you come up with excuses to tell your friends about season 1 of My Farm Fail.. Not gonna be you!!

First off, I’m assuming if you’re on Permaculture Apprentice you understand that knowing your site is the first step to success. This post will be about the market research and connections that need to happen for your crop to transform into dough to keep your plant addiction satisfied.

Alright, what’s the first and most important thing you can do before you decide what to plant?

Talk about your dreams, the more people you share what you’re doing with and ask them if they have ideas on where and what to sell, the more idea fodder you’ll have to hone in on your ideal cash crop. You will likely end up with connections through friends or acquaintances that can give you a leg up on the trust factor when approaching potential customers.

  • Think of your favorite local restaurants, make a list of them and look up their menus online. What items or ingredients could you grow? Give them a call and see when you can get in to talk with the manager or head chef. If you happen to have a sample for them to taste, even better!
  • Go to the local farmers market and see what other people are growing; this can be used in two ways. First, you can make a list of what you see that not only grows well in your area but how well it sells. Don’t be afraid to talk to the other farmers/growers about their products and even their ideas for what else to grow. Another valuable piece of info you can get from seeing what others grow/sell is that you can select different varieties of the same plant or different plant products to grow that make You stand out to the average consumer and also to higher end bulk buyers like farm-table restaurants, hotels, college cafeterias, etc. A lot of farmers markets are also saturated with the same old type of farmer – you’re more likely to get a stall at the market if you’re offering something new and different that will attract more customers and fill a needed niche.
  • Do you use any culinary herbal or herbal medicine products – tinctures, lotions, salves, teas, etc.? A lot of these plants are grown as perennials in temperate climates, and can be easily incorporated into border plantings, understory guilds, etc. in a permaculture farm setting. There is so much coming to mind that you could grow it’s making my head spin! Talk to local health product artisans who need material, local naturopaths or holistic nutritionists, tea shops, etc. Walking around town for an afternoon with a notebook writing down all the places that may be interested in your future products, and knowing what they currently offer and especially can’t source easily is going to give you a giant leap forward. Here is a short list of some very commonly used medicinal herbs, P meaning Perennial, A for Annual:
    • P – mints, rosemary, sage, oregano, thyme, calendula, lavender, marshmallow (root), st. john’s wort (also good 4 pollinators), nettle, dandelion (it’s useful!), Chamomile, lemon balm, chives (spread like crazy)
    • A – lemon verbena, basil, cilantro/coriander, parsley, summer savory, tarragon, dill (reseeds), fennel (reseeds)

Diversity is the Key to Your Profitability

Source: http://www.harvesttotable.com
Photo Credit: http://www.harvesttotable.com

Carrots Love Tomatoes, and Roses Love Garlic are two wonderful books by my garden hero Louise Riotte.. they’re all about companion planting, and how certain plants either like or dislike one another. Plant compositions of mixed species and varieties can add a lot of value to your operation (also see Toby Hemenway’s Gaia’s Garden). Diversity not only helps your crops’ integrity in the midst of pests, disease, and variable weather, but also creates a greater wealth of offerings at any time in the season. An example could be finding companion plants that are great for certain value-added products, such as planting beans with dill. Ever had canned Dilly Beans? They sell like wildfire.

Make the Decision to Buy an Easy One, Add Value!

Photo Credit: https://breezybum.files.wordpress.com
Photo Credit: https://breezybum.files.wordpress.com

In what form do your customers want their plant products?
For example, are you selling whole, fresh herbs, fruits, vegetables? Or are you adding value by drying and blending herbs for culinary or tea use, creating tinctures, stewing tomatoes or drying them in the sun before sale, or making jams for a local cafe to serve at breakfast or a local store to sell? There are so many ways to present your products, and ways to add value if need be by further processing from fresh (even blanching and freezing for a winter CSA!). In the end, it’s all about what your customers are looking for, and what products really stand out to them as unique and eye-catching for the end user.

And, always remember to Stagger your Plantings!! If you plant a certain amount of, say lettuce greens every week or two, you will have a continuous harvest throughout the season vs one giant load of lettuce that you can’t get rid of. Plan ahead, the greatest success stories are created by identifying what you don’t know, or at least areas of the overall process you feel uncertain about. That way, you’re always a step ahead of yourself. Be honest, be excited, and most of all – be FRESH! Grow big out there. Pete Widin, MLA, PDC

Pete Widin is a landscape architect and ecologist focusing on permaculture design for holistic farms and healing centers internationally. He also provides business coaching to permaculture designers who want to take their design work from a passionate hobby to a full-time profession. You can email Pete with any questions or ideas at pete.widin@gmail.com, or find him on Facebook at his self-named page. He lives in Portland, OR currently with his girlfriend Em.

How to Make a Living From a 1.5 Acre Market Garden

by papprentice 86 Comments


Picture the scene, you‘re awoken by the morning sun, grab yourself a hot drink, and step outside. As you take your first sip, you watch the sun rising and enjoy the serene sound of birdsong.

Everything’s tranquil as you take a stroll around your market garden, making a list of today’s tasks. There is a lot to do, but you enjoy the tasks and can’t wait to begin.

Can you imagine this life for yourself? Do you think it’s possible for you to enjoy this kind of lifestyle and actually make a decent living from it?

I’ll let you in on a secret. The biggest challenge in life is YOU and your beliefs.

When it comes to commercial vegetable growing, the idea of a profitable micro-farm is frequently met with skepticism. Some cynics will try to discourage you from starting a market garden, declaring that production simply won’t be enough to make your family’s ends meet.

Time and time again we have to remind ourselves that it is possible because, as Allan Nation, pioneer of the grass-fed movement states: “If somebody has done it, it can be done.”

So, today I want to introduce you to Jean-Martin Fortier (JM) and his wife Maude-Helene, Market Gardeners. JM and his wife make $140000 from 1.5 acres, and live a life that other people only dream of. They challenge the belief that a small family-run farm cannot stay afloat in today’s economy.

Let’s learn more about their operation.

Want to make $100,000 farming 1 acre or less?

Great! I’ve put together a free email course about the ins and outs of setting up a profitable market gardening operation (Click here to get the free course).

Les Jardins de La Grelinette: Market Gardening Operation in Quebec, Canada – 1.5 acres of raised beds – 10 years of establishment

Jean-Martin Fortier and his wife Maude-Helene

Founded by Jean-Martin Fortier and his wife, Les Jardins de LaGrelinette, is an internationally recognized 10-acre micro-farm.

Only 1.5 acres are cultivated in permanent beds using bio-intensive growing methods. In the last decade, the focus at LaGrelinette has been to grow better, not bigger.

To optimize the cropping system, they use low-tech solutions and place heavy emphasis on intelligent farm design, appropriate technologies, and harnessing the power of soil biology as their key components to successful farming. You can find more about their methods in Jean-Martin Fortier’s book, The Market Gardener.

The market farm grosses more than $100 000 per acre, with operating margins of about 50%, enough to financially sustain the family. Every week, the market garden produces enough vegetables to feed over 200 families.

The low-tech strategy kept start-up costs to a minimum and overhead expenses low. The farm became profitable after only a few years, and he claims they have never felt the pinch of financial pressure.

So, let’s do the math.

Farm Income

For the last decade, the Fortiers have had no other income than from their 1.5-acre micro-farm.

When I asked JMF about this income, he replied: “Our economics are not complicated. We sell around 150k of veggie produce on-site. Our cost of production (including two salaries for employees that are around 6 months) makes up about 50 % of that amount. The other half is the net profit that my wife and I share. Our salaries, if you want.”

Here is a brief summary of the numbers from their 1.5-acre operation for 2013:

  • Revenue: $140,000
  • Customer sales breakdown:

CSA operations (140 members): 60%
Farmer’s markets (2): 30%
Restaurants/grocery stores: 10%

  • Staff: 2 paid employees plus the Fortiers
  • 2013 Expenses: $75,000
  • 2013 Profit: $65,000 (~45% profit margin)

Ok, so this proves that it is possible to have a career in market gardening. In fact, one can envisage making a pretty decent livelihood.

Their initial start-up costs were in the $40,000 range. They did, however, receive financial aid in the form of a government grant of $30,000 because of their sound business plan. With this additional support, the chances of market gardening success improve greatly.

But grants or not, one fact remains: keeping costs low when starting a business reduces financial risk and ensures profitability over the short term.

This, in itself, is a winning business model. So, let’s elaborate…

The Market Gardening Model

The features that characterize their market gardening operation are: high productivity on a small plot of land, intensive production methods, season extension techniques, and selling directly to public markets.

However, that is only one part of the equation. To start an operation like this you must first reduce start-up costs, avoiding mechanization and machinery-related costs (purchase, fuel, maintenance, etc.) and, most importantly, limit dependence on outside labor.

Let’s start from the beginning.

1. Location and size

Les Jardins de La Grelinette: Market Gardening Operation
Les Jardins de La Grelinette

Les Jardins de la Grelinette is a 10-acre farm located in Quebec, Canada. This is a cold climate and a zone 5 plant hardiness area. The family cultivates 1½ acres (including one greenhouse and two hoop houses), and JMF considers this the optimal land base for tractorless farming.

The farm is conveniently located close to their main market, being just one hour away from Montreal, although they sell 40% of our products locally at the grocery store, restaurants, and a farmers’ market.

JMF emphasizes that finding the right site to grow vegetables is the most important initial stage for establishing a successful market garden.

Each site has unique characteristics, and there is no such thing as a ‘perfect’ site. It is very important to understand and prioritize factors like soil fertility, climate, topography, water access, and infrastructure before investing in a site.

2. Farm design

The Farm
The farm

When interviewed, JMF said that Permaculture had been one of his biggest influences. This is reflected in the way he looks at the farm as a system. To explain:

When designing the farm, his aim was to organize different working spaces so that the workflow would be as efficient, practical, and ergonomic as possible. All fixed elements needed in a market garden (storage facilities, water reservoirs, greenhouses, windbreaks, etc.) are placed according to a well-thought-out plan for conserving energy and improving efficiency.

The farm also has a standardised garden layout – several smaller-sized plots called ‘field blocks’ with uniformly sized raised beds. Due to standardized size of plots and beds and, he can use materials cut to standardized interchangeable lengths, a system that offers great versatility.

3. Low start-up costs

Use of low cost appropriate technology in market gardening
Low-cost appropriate technology

The start-up costs (cost of equipment) total $39,000. This might sound like a lot of money to pay upfront, but if we do the math, it’s well worth the investment. Here’s what I mean:

JMF claims that a well-established, smoothly running market garden with good sales outlets can generate $60,000 to $100,000 annually per acre in diverse vegetable crops. That’s a profit margin of over 40%.

A bank loan of $39,000 spread over 5 years at 8% interest means an annual investment of around $9,500, which is reasonable when compared to the potential revenue a market garden offers.

However, this doesn’t factor in the mortgage and other business expenses such as the delivery vehicle and other variable costs (inputs, administration fees, supplies, etc.)

Even so, the initial costs are still relatively small, especially in comparison to the costs of equipment used in mechanized vegetable growing. Furthermore, some items can be purchased second-hand or over time.

4. Low operating costs

Most of the labour is done by owners
Most of the labour is done by the owners

Reducing start-up costs is a good first step. Avoiding mechanization and machinery-related costs (purchase, fuel, maintenance, etc.) is another.

But the most important one of all is limiting dependence on outside labor, which generally accounts for 50% of the production costs of a diversified market farm.

In his case, Lion’s share is done by the owner-operators with the help of either one or two seasonal workers, depending on the area under cultivation and the number of greenhouses. The major operating costs are therefore reduced to inputs (amendments, seeds, plant protection products), which are generally fairly minimal.

5. Productive farming method

Biologically intensive beds on a market garden farm
Biologically intensive indeed

JMF book serves as a manual for his growing method, and please refer to the book for more detail. Here, however, is a quick summary.

Les Jardins de la Grelinette contains 180 standardized raised beds, with 40-50 vegetable crops in cultivation. These are grown using a biologically intensive approach (intensive spacing and encouragement of biologically rich soils).

To cultivate the beds, they adopt minimum tillage but use appropriate machinery, including a two-wheel tractor, broadfork, and tarps. The biology of the soil is of paramount importance, and soils are fertilized organically using good compost, poultry manure, and green manure crops.

The growing season is extended by using floating row covers and low tunnels, caterpillar tunnels, and hoop houses. This protects crops from cold and frost in both early spring and late fall and has a market advantage of offering ‘out of season’ crops.

Want to make $100,000 farming 1 acre or less?

Great! I’ve put together a free email course about the ins and outs of setting up a profitable market gardening operation (Click here to get the free course).

6. Direct marketing and selling

Jean Martin and Maude-Hélène at farmers market
Jean Martin and Maude-Hélène at farmers market

Their sales method is a direct exchange between producers and consumers, CSA (community-supported agriculture). To summarize, the consumer buys a share in the farm’s production at the beginning of the season. In exchange, the farm commits to providing quality produce, usually harvested the previous, or even the same, day.

In their case, although they sell at two farmers’ markets, CSA has always been the preferred option since it guarantees sales and simplifies their production plan.

For new market gardeners, JMF recommends CSA because of the many advantages and its tailor-made sales outlet. When starting, adopting CSA provides backing and security because customers are paying up front. Therefore, there is guaranteed income.

CSA or not, the point of direct selling is to build a loyal customer base and forge interdependent relationships. People want to build a relationship with those who grow their food, and CSA facilitates this. However, when it comes to customer loyalty, JMF emphasizes that the quality and presentation of products are key to success.

7. Planning and management

Market Gardening Crop planning
Crop planning

At Les Jardins de la Grelinette, nothing is left to chance, everything is planned in minute detail. During winter months, a cropping calendar is prepared, and decisions are made as to what exactly they are going to plant and precisely when and where they are going to plant it.

Crop planning is fundamental to profitable market gardening. Once you develop your crop calendar and garden plan, running a complex production system becomes much more straightforward, and planning removes the anxiety from those hot summer months.

They also keep records throughout the growing season, making notes of what works and what doesn’t. These are important when preparing crop plans for the following season. Record keeping is also highly significant in determining customer preference, allowing them to prioritize producing the most profitable crops.

This kind of planning and management leads to improvements, and when they talk about profits using big numbers like 150k a year, one must understand that these profits are a result of fine-tuning production.

Summary and JMF’s Remarks about Market Gardening

It is clear from this model that willpower and hard work do not, by themselves, make a successful market gardener. Farm design, good managing practices, the use of appropriate technologies, and careful planning are all critical components in developing a successful market gardening system.

While this system uses permaculture principles, there is a difference between production farming and permaculture. In response to my email regarding his income JMF states: “Our goal was not to set up a system that is low maintenance, but quite the contrary. Intensive, in our scheme, means high production due to high labor input and attention. What we have done is used our intelligence to make our work truly productive on a human scale.”

Here are some crucial points to consider if you are interested in starting a market gardening operation:

  • Only 1.5 acres of permanent beds can bring in revenue of $140,000. At a 45% profit margin, this equates to a $65,000 profit.
  • The goal is to grow productively in a small area and limit the use of heavy machinery and dependence on outside labor.
  • Cheap start-up costs, economical portable infrastructure, and appropriate low technologies keep expenses down.
  • When setting up a market garden, the farm design will determine how efficiently many day-to-day chores will be carried out.
  • High production is achieved using a combination of biologically intensive methods of cultivation, productive growing techniques, and a standardized garden layout and standardized tools.
  • Market gardening is as much about selling as it is about growing. Having the farm close to the market is crucial.
  • CSA guarantees sales and simplifies production – making it easier to plan and produce what customers want
  • Everything is planned in detail during the off-season – things get too complex during the summer.

To conclude, I’ll quote JMF on the future of farming: “The challenge of our lifetime is to reinvent the profession of farming and to feed people locally, with demise of cheap oil comes an era of resilient biological agriculture. There is a bright future in farming!”

As you can see, it is totally possible to make a living from commercial vegetable growing!

Need help starting out? Here’s a free course to guide you along

I believe that market gardening is the simplest and quickest way to kickstart your farm and your farming career. Within a year or one growing season, you can start earning a meaningful side income and slowly transition from your 9-5 job into a farming career.

It’s not easy, and honestly, it’s not for everyone, but it can be done, as you learned today…

If you’re inspired by this story and want to start your own micro or full-scale commercial organic garden, I have a special bonus for you.

I’ve put together an email course where we’re going to go into much more detail about what it takes to become successful as a market gardener.

Want to make $100,000 farming 1 acre or less?

Great! I’ve put together a free email course about the ins and outs of setting up a profitable market gardening operation (Click here to get the free course).

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