Converting output to money.
WHAT CHANNELS EXIST
Farm gate sales to traders Local markets Direct to consumers Processors and manufacturers Institutional buyers Aggregators and cooperatives Export
WHAT FARM GATE SALES PROVIDE
Immediate payment and no transport.
WHAT THEY COST
The lowest price.
WHY
The trader takes the margin for transport, risk and market access.
WHAT SELLING DIRECTLY PROVIDES
Higher prices.
WHAT IT REQUIRES
Transport, time, and finding buyers.
WHAT PROCESSORS AND INSTITUTIONS PROVIDE
Volume and predictability.
WHAT THEY REQUIRE
Consistent quality Reliable volumes Meeting specifications Sometimes, certification
WHY CONSISTENCY MATTERS MOST TO THEM
Their production depends on it.
WHAT TO ESTABLISH BEFORE AGREEING SUPPLY
Whether you can actually meet it.
WHY
Failing to supply ends the relationship.
WHAT AGGREGATION PROVIDES
Access to buyers requiring more than you produce.
WHAT IT REQUIRES
Working with other producers.
WHAT TO ESTABLISH ABOUT ANY BUYER
That they pay When What quality they reject Who bears transport
WHAT TO AVOID
Delivering without an agreed price Buyers who pay after they sell
WHY THAT SECOND POINT
Their failure becomes yours.
WHAT TO PUT IN WRITING
Volume, quality, price, timing and payment.
