Roadside Stands & Farm Markets

Roadside stands can be temporary, semi-permanent, or permanent structures that are near a road or parking lot, where farmers sell their products directly to consumers. Roadside stands operate as temporary retail stores and can be located near the farm or elsewhere. Roadside stands often include some sort of shelving set-up where farmers can display their products to attract customers that are passing by.

On-farm markets take this concept of retail produce sales, expand it, and bring it onto the farm. These markets can be highly developed, conditioned spaces that operate year-round, or—at the other end of the spectrum—may be temporary structures analogous to roadside stands.

Key Requirements

Marketing Time Required	High
Required Product Volume	Low
Potential Sales Volume	Medium-Low
Price Per Item	High
Difficulty of getting into this market	Low
Importance of Product Quality & Shelf-Life	Medium-High

How do I get started in Roadside Stands?

In structure, roadside stands can vary quite a bit. On the simpler end, a roadside stand can be a few tables with product. On the more sophisticated end, a roadside stand will be a permanent structure that requires an upfront investment in time and money to construct. Starting with a simple set-up may help you determine if the location and hours work for you and your customers before you invest in a permanent structure. The old mantra LOCATION, LOCATION, LOCATION matters a lot with a roadside stand. If the location isn’t convenient for your customers, it may be hard to attract people to your stand.

Questions to ask yourself prior to constructing a roadside stand include:

What are you going to sell?

Are you legally allowed to sell on the side of the road (what permits are required?)

Is there a safe place for customers to pull over and buy from you?

How will you take payment from your customers?

How will you keep the stand staffed and stocked with product?

When will you be open?

Challenges

Selling face-to-face: Customers are generally interested in quickly stopping by, but you still need to have good customer service skills.

Getting people to your stand: You will need to take some marketing time to get the word out about your stand, especially if it is in a location that is off the beaten path. Marketing your stand with roadside signs and flyers, as well as with social media and digital advertising will be important.

Many small transactions: Take into account the marketing costs of transporting your product to your roadside stand.

Location challenges: Needs to be safe and easy for customers to access and you will need permission from the property owner if the stand is not on your property. There may be a fee or permit involved.

Opportunities

No requirement for sales volume: producers set the expectations for grade and sales volumes.
Good test market for products: offer new and experimental products with low risk.
Producer sets schedule: regular days/hours are important for both producer and customer.
Location improvement: Can be a good way to sell product in a higher traffic area than on your own farm.

Pick-Your-Own Operations & Roadside Stands
Starting a Roadside Stand?: Key things to consider beforehand
The Structure of a Roadside Stand