Progress report for LS23-382
Project Information
Connections in Direct Markets: Assessing the feedback loop between consumer values and farmer’s marketing strategies is examining and improving communication and alignment between farmers and consumers in Western North Carolina (WNC). Improving this feedback loop will generate increased demand for local food, make local food more accessible, and strengthen relationships and community resilience. Over the past two decades, direct markets have played a critical role in sustaining viable farm businesses in Western NC. However, the market environment has changed dramatically over the last several years. Specifically, our communities and food system has experienced substantial changes as a result of COVID-19 pandemic, inflation, and severe weather events. In our region, this includes the disruption and loss of restaurant sales in an economy highly dependent on tourism, as well as a significant drought followed by the catastrophic flooding from Tropical Storm Fred in 2021 and Hurricane Helene in 2024. The pandemic also transformed the relationship many consumers have with food - whether through greater awareness of global food supply chains and the potential for disruptions, an increased interest in prioritizing healthy foods and foods grown in ways that support the planet, or through a changed financial state that made healthy food less obtainable. This is all layered with a broader understanding of inequities within our food system. Supporting farmers to understand consumer values, and in turn provide effective communication of their own farm values, is critical for direct market relationship building and ultimately small farm viability.
As our farmers and community members face these new and evolving food system challenges, additional research is needed to better understand variations in barriers and values across consumers, variations in how consumers respond to educational and promotional materials, and variations in how farmers communicate to their customers. With this grant, ASAP is conducting a regionally grounded, and comprehensive study of these factors to update and expand upon ASAP’s theory of change, and in turn, help farmers understand opportunities for aligning their production practices and marketing messaging and branding with consumer values and behavior to expand engagement in the local food movement.
The ultimate impact of this research will be a larger, more diverse, informed, and committed consumer base for sustainably-grown local food in Western North Carolina. This will help inform future recommendations for how agricultural support agencies can provide resources to both farmers and consumers to reduce barriers and improve direct connections between them. It will also foster a food system that supports experiential learning and social interaction to improve quality of life, increase community health and social cohesion, build resilient economies, and support environmental sustainability for years to come.
Objective 1 - Assess drivers of consumer demand for local food: Consumers share priorities, barriers, and willingness to pay for local food. Analysis examines values driving purchasing decisions and differences across demographics, geography, and between consumers regularly engaging in local food and farm environments and those who are not. Consumers are engaged as active participants in shaping their local food system.
Objective 2 - Assess and test farmer’s direct marketing strategies: Farmers share direct marketing strategies, specifically how they communicate their story, values, climate-resilient production practices, culturally-specific products, and impacts of pandemic-related and climate-related disruptions to consumers. Analysis examines effectiveness of strategies for navigating price points and customer recruitment/retention. Findings are shared with farmers and they receive implementation support.
Objective 3 - Assess and adapt consumer education materials and create resources to share best practices: Existing consumer education/promotional resources are assessed and improved based on research findings. Analysis examines which resources are most effectively driving demand and connecting people directly with farmers. It identifies how diverse communities respond differently to resources, and how certain strategies, such as highlighting climate-resilient practices, influences consumer willingness to pay.
Cooperators
- - Producer
- - Producer
- - Producer
- - Producer
- - Producer
Research
To achieve the project goal of improving the feedback loop between farmers and consumers, the project is centered around three objectives. The research is assessing current consumer values and how they engage with educational and promotional resources, how farmers communicate their own values and offerings and which strategies are most effective, and how agricultural support agencies can provide resources to both audiences to reduce barriers and improve direct connections between them. The research team, led by Principal Investigator Amy Marion, is working with University researcher Dr. Leah Matthews, an equity consultant, collaborating farmers, and collaborating community members to achieve these objectives. The activities to meet these objectives will evolve over the course of the 3 year research project, but to date, the following activities have been completed or are underway.
Objective 1 - Assess drivers of consumer demand for local food:
- The research team has drafted a consumer survey in Survey Monkey and disseminated it across Western North Carolina beginning in mid April 2024. This survey was designed to collect data to help us understand what consumers value most when purchasing food, and what factors motivate or discourage them from purchasing locally grown food. We developed a survey dissemination plan with the goal of broad representation across WNC, with additional focus on the five subregions represented by collaborating farmers. We were able to reach consumers who are active in the local food system, those who have just begun engaging on some level, and those who are not engaging in order to disaggregate and examine the data by cross sections of the community. Our initial dissemination followed a convenience sampling methodology, but evolved in order to ensure adequate representation across geographies and demographics. This was achieved through Facebook boosting and surveys were shared through community partners, which resulted in more responses from rural communities. Dissemination occurred through multiple points of access, including digitally through ASAP’s listservs and newsletters, social media, farmer mailing lists, and with QR codes available in community spaces like libraries and laundromats, and farmers markets. To account for the challenge of limited internet access across our rural region, we brought paper copies to community events and we were available to fill out the survey for folks over the phone. Additionally, the survey was announced in a press release, which was picked up by several local news sources. The survey was available in English and Spanish. We planned to keep the survey open until October 31, 2024, but following the devastation of Hurricane Helene in this region at the end of September, the survey was closed on October 10. We received 553 complete responses. The survey instrument builds off and substantially updates the consumer behavior research ASAP conducted in 2014, which reached 700 consumers.
- The research team has begun data analysis to examine differences based on demographics, geography, and past experiences with local food environments.
- Preliminary research findings were shared in a presentation at ASAP’s Annual Business of Farming Conference in a workshop titled Connecting with Customers’ Values. Data was presented by ASAP researchers and was substantiated with a presentation from one of the farms collaborating on the research project - Moreno Family Farm. They elaborated on their strategies for connecting with consumers. The workshop was followed by robust Q&A.
- The survey also captured contact information for participants interested in participating further, whether through 1:1 interviews or consumer focus groups. These interviews and/or focus groups will be conducted in the coming year to capture richer, qualitative data to better understand values, messaging and marketing that resonate most, and drivers to action, and barriers to enable participants to guide the direction of subsequent research. These groups will serve as collaborative advisory committees to ensure the community voices are directly involved in decision-making. They will be composed of a cross section of community demographics and identities and offered compensation for their time.
- Throughout the project, staff have participated in Diversity, Equity and Inclusion training with project cooperator and equity consultant Culture Value. They have supported the research team to ensure research methods are not harmful to underserved communities, but instead build relationships and trust.
Objective 2 - Assess and test farmer’s direct marketing strategies:
- In November, 2024, a digital survey was shared with 887 farmers in ASAP’s Appalachian Grown Farmer Network. 185 farmers responded, 154 of which are in WNC. A version of this survey has been sent annually to farmers since 2010. This survey captures data on farmers' direct marketing strategies, including how they communicate their story, values, climate-resilient production practices, culturally-specific products, price points, and impacts of pandemic-related and climate-related disruptions to consumers. Additionally, the survey collects information on farm characteristics, market mix, sales, and more.
- Over the winter, we updated ASAP’s Local Food Guide, a directory of farms, farmers markets and partner businesses to collect data on farmer demographics and identities, acreage, and climate-resilient production practices.
- Five diverse cooperating farmers from different subregions of WNC were identified as having special knowledge and/or interest in analyzing their marketing strategies. This includes Holly Whitesides, Salvador Moreno Jr., Steven Beltram, Aaron Bradley, and Shiloh Avery. We convened regularly as a working group throughout the year. In the summer, we conducted 1:1 interviews with each farm in order to develop detailed case studies of their operations, values, and direct marketing strategies. They will also work with ASAP to conduct consumer surveys to assess the impact of their marketing strategies. Their stories will reflect variations between small market farms growing fruits and vegetables, or producing regenerative meats for direct markets such as farmers markets, CSAs, and farm stands as well as a wholesale vegetable farm.
- These case studies will be shared with other farmers through ASAP’s website, in ASAP’s farmer toolkit, and in workshops at ASAP’s Annual Business of Farming Conference. This education, validated through farmers’ lived experiences, builds upon what farmers have learned, what is working and what is not, and identifies emergent strategies and approaches to create best practices based on real-world conditions. ASAP’s approach depends on listening to farmers and responding with the training and services needed for farmers to be nimble and diversified no matter the nature of the challenges they face. Following training, farmers will be encouraged to implement best practices with support from ASAP staff.
Objective 3 - Assess and adapt consumer education materials and create resources to share best practices:
- The consumer surveys named above will also assess existing educational and promotional resources produced by ASAP and others. These include resources aimed at informing and motivating consumers to buy local products, and those instructing consumers on where and how to buy local products. These resources include ASAP’s annually updated Local Food Guide (print and online), infographics, ASAP’s website, rack cards, recipe cards, direct mailers, signage, farmer profiles, and more. Analysis will examine which resources are most effective at driving demand and making connections. Variances between different communities will also be assessed.
- Research will be conducted on ASAP’s online Local Food Guide, a searchable database with over 1,300 farm, farmers market, and partner business listings. Analysis will include assessing data analytics (what consumers search for, what key words they use, how searches) as well focus groups of consumers around content and search functionality.
- Recommendations will be made on how resources could be improved to better reach diverse audiences and have a greater impact across the community. These will be regionally relevant and can serve as models for other communities.
- Educational and promotional materials named above will be redesigned to reflect research findings in order to improve ASAP’s regional promotional campaign to build demand for local food.
To date, we have collected data relating to Objectives 1 and 2. Follow up consumer surveys, interviews, and focus groups will capture data on Objective 3.
The goal of Objective 1 is to assess drivers of consumer demand for local food. Between April-October 2024, a consumer survey was disseminated widely across 23 counties of Western North Carolina with a goal of getting feedback representative of the community. A total of 553 responses were completed. Forty three percent of respondents reside in Buncombe County, the population center of the region, but responses were otherwise distributed across 21 of 23 counties. Overall, respondents represented a range of demographics that were relatively representative of the community as a whole. However, there was an overrepresentation of respondents in the 65-74 age bracket and underrepresentation from the 18-24 age bracket, and respondents had slightly higher annual incomes and significantly more education than WNC residents as a whole.
The survey asked about general food shopping habits, including where they shopped, how frequently, and how much they spent monthly, which could be disaggregated by household size. Additionally, data was disaggregated by “local food shoppers” and “typical shoppers” - those that have never purchased local food or do so only a few times a year. On average, “local food shoppers” spent about $80 more per month on food than “typical shoppers.” The survey also asked about priorities when shopping for non-local food and priorities and barriers to shopping for local food. The top three priorities for purchasing food generally were price, health, and convenience. The top three priorities for purchasing local food were people, health, and taste. One respondent shared, “It makes me feel good on levels of body, mind, and soul. Seriously. The food's way often better - fresher, in season and so on. I love looking the farmer in the eye and thanking him/her. Lower carbon footprint.” The data indicate there is a potential for significantly more local food purchasing in the region. Two thirds of local food shoppers spend 25% or less of their monthly grocery bill on local food. Eighty seven percent of local food shoppers and 74% of typical shoppers claim they want to buy more local food. When asked about barriers to purchasing more local food, both groups highlighted the same top three (although in different orders). These include the inconvenience of market/store hours and/or locations, they can’t buy all their food in one place, and it’s too expensive. Finally the survey asked about where shoppers prefer to get information about local food. The top three responses are all internet based tools, including social media (59%), emailed newsletters (52%), and online searchable databases (43%).
ASAP researchers presented this data to farmers at a workshop titled Connecting with Customers’ Values at ASAP’s annual Business of Farming conference in February 2025. Data points were accompanied by recommendations to farmers on how to apply these learnings. Primary recommendations include using digital marketing strategies that allow them to connect with people while also highlighting health benefits of local food and offering convenience wherever possible. This includes telling their unique farm story, sharing about their values and why they farm, and building authentic relationships with their customers. It also includes sharing recipes or cooking tips, offering taste tests, and highlighting the unique flavors of the products they grow that customers can’t find in the grocery store. Enhancing the convenience of local food could include allowing CSA customers to customize their boxes and offering pickups at workplaces or community centers where they already stop, it could also include offering pre-bagged products at farmers markets with clear pricing.
The survey results also pointed to recommendations for agricultural service providers. These include investing in consumer education (how, where, and why to buy local) that resonates with both existing and potential customers. There are also opportunities to test strategies for attracting new local food shoppers, such as incentive programs like Produce Prescription and Double SNAP programs, investing in supporting farmers markets to be welcoming and inclusive spaces for new shoppers, and offering opportunities for the public to engage directly with local food and farms though activities like farm tours, school taste tests, and more.
The goal of Objective 2 is to assess and test farmer’s direct marketing strategies. For the second year in a row, we collected data on the farms in ASAP’s Appalachian Grown Network. This included what marketing strategies they are using to communicate with their customers, how they are building connections, and what challenges they are facing. A survey sent in November 2024 collected responses from 154 farmers in 23 Western North Carolina counties. These farms represent a subset of more than 600 WNC farms that are part of ASAP’s Appalachian Grown farmer network listed in the Local Food Guide. These farms are small and diversified, with an average size of 61 acres. Nearly half meet the USDA definition of limited resource and over half have been farming for fewer than ten years. They report selling through an average of 3 different market outlets, which includes a mix of direct (farmers markets, CSAs, etc), intermediary (restaurants, online), and wholesale (grocery stores, distributors, etc).
These farmers report a number of strategies for finding and building relationships with customers. The most useful strategies include selling through direct market outlets, using a farm website and/or social media, sampling their products, and sharing their farm story. When asked what they promote to their customers, 78% reported sharing information about their growing practices (i.e. organic, no-till, regenerative, grassfed, hydroponic, etc.), 32% reported sharing information about their farm identity (i.e. woman-owned, BIPOC-owned, veteran-owned, etc.), and 37% reported sharing information about their specific community connections (i.e. proceeds go to a special cause, products found at certain restaurants, etc.). These promotions are more broadly connected to their farm identity or farm story, but farmers also report connecting with their audience in smaller ways that educate consumers about local food and farming. Eighty two percent of respondents reported sharing regular updates with consumers around what is available or in season, and what is being planted or raised. Fifty four percent share tips for cooking or preserving their products, and about 39% share information about on-farm events where their consumers can engage in experiential learning around local food and farms. Over a third also reported being transparent with customers about changes to their growing practices and 45% share about some of the vulnerabilities of farming, such as when natural disasters or other events impact their farm.
Many farmers report similar challenges in selling to local markets. In addition to the logistics and time associated with direct markets, the most common challenges farmers reported were related to consumer demand and education. These responses ranged from frustrations that the public didn’t know their farm or their farmers market existed to highlighting challenges around communicating the rationale for their price points or informing consumers about the various incentive programs that can improve access and affordability of local food for many communities. Another commonly reported challenge was the competition between farmers selling similar products and the marketing required to differentiate themselves and build a loyal customer base.
As we begin follow up interviews and focus groups with farmers and consumers this year, the findings from the farmer survey and consumer survey will ground us in the unique experiences of both populations and allow us to dig deeper into more specific recommendations. Additionally, the next phases of the research will allow us to address Objective 3 and so that ASAP may begin adapting our educational and promotional resources with these findings to improve the feedback loop between farmers and consumers.
Education
We are in the beginning phases of disseminating research findings to consumers and farmers. In February 2025, preliminary data from the 2024 Consumer survey was shared at a workshop at ASAP’s annual Business of Farming conference. ASAP has held this conference for nearly two decades and it regularly attracts 200-300 attendees. Workshops are led by farmers and other agricultural support agencies on a variety of rotating topics related to farm marketing strategies. The team is now working on a full report of the data to be released for farmer and consumer audiences. The results of the 2024 farmer survey will also be disseminated in a report available on ASAP’s website in the coming months.
Additionally, researchers are writing case studies for each of the five cooperating farmers on this project. These case studies will represent farms operating at a variety of scales, in different subregions, with different product mixes and using different marketing tactics. The intent is to show that there is no one-size-fits-all solution for direct marketing and offer an array of examples for other farmers to learn from and implement for their own farm businesses. These case studies, and other research findings will be incorporated into ASAP’s farmer toolkit as well as other educational and promotional materials. These include farmer-facing tools as well as materials designed to drive consumer demand for local food.
Educational & Outreach Activities
Participation Summary:
The bulk of our education and outreach will occur later in the research project as we finish analyzing survey data and begin disseminate findings. ASAP has strong ties to the farming community, an extensive farmer contact base, and a reputation among farmers for providing timely farmer training and resources. Additionally, over 100,000 consumers regularly engage with ASAP through annual and weekly events, the Local Food Guide (annually printed and available as a searchable online database), and social media. This research will expand beyond these consumers already in ASAP’s network in order to learn from and invite more community members to be active participants in shaping their local food system.
Farmers are both active participants in shaping the research, and recipients of training showcasing research findings. The five collaborating farmers are deeply involved in the research through both collaborative meetings and 1:1 interviews. Lessons learned from this group of collaborating farmers will be shared with over 600 other WNC farmers throughout the year through outreach, training, farmer-to-farmer learning sessions, and individual farmer consultations. This will fluctuate seasonally with heavy support in the winter season while production is minimal and farmers are more engaged in planning. Working groups and 1:1 consultations will be ongoing, by phone or on-farm when possible, but the bulk of the farmer training will occur at ASAP’s annual Business of Farming Conference. This is a one-day conference held in Asheville, NC (the population center of the region) that regularly hosts more than 200 farmers. Each year, nine direct marketing workshops provide training on marketing strategies (current trends, messaging, targeting customers), branding (naming, mission, logo development, sharing personal identity, values, farm story, highlighting climate-resilient production practices and culturally specific products/practices), customer engagement strategies (through social media and direct market venues) and direct marketing models to help farmers understand market opportunities and assess which market mix is best for their operation. Workshop topics are determined by farmer input and led by farmers. Farmers will also meet individually with marketing experts during sidewalk sessions at the conference.
Finally, we plan to publish findings from all surveys in public reports and infographics that will be shared with farmers, posted on our website, and highlighted through a press release.
Learning Outcomes
Improving digital marketing
Telling their farm story - more personal marketing
Following consumer trends
Building relationships with customers
Shifting target demographics
Project Outcomes
The topics covered by this research project directly respond to farmer-stated needs, and will build on successful programs, tools, and resources to help farmers succeed. It is helping farmers develop and implement new direct marketing strategies to better connect with their customers and increase their sales. These consumer connections are the basis for strengthening the viability and stability of their farm businesses and will result in keeping over 35,000 acres of farmland in sustainable agricultural production. This support is even more crucial in the wake of Hurricane Helene, which devastated many farms in the region in the Fall of 2024. Findings from this research will contribute to ongoing farm and economic recovery.
In addition to training and support for farmers, the outcomes of this research will allow ASAP and other agricultural providers to address the need for expanding regional promotions to connect with changing consumer values around food and increased market opportunities. The research will assess and adapt consumer education materials and create resources identifying best practices. Additionally, messaging in news and social media as well as other print promotions, such as rack cards, stickers, direct mailers, signage, customer promotions for partner business, and more will be adapted based on research findings. These resources will help consumers to be more actively engaged in shaping their local food system. By connecting them with local farmers, providing education, and making it easier to purchase a larger portion of their food from local farmers, this research will support consumers to improve not only their individual health but also community resilience.
ASAP is still in the beginning stages of this research and does not have recommendations at this time.