This spring and summer there have been a few articles in the local media about whether Seattle has too many farmers markets. Rebekah Denn wrote about the question in Seattle Magazine, the online P-I just posted an article last week. Back in February, King County’s agriculture department produced a whole report about the future of farmers markets in the County, which I recommend to anyone who is interested in this topic. It’s long, but very readable, and gives a much more complete picture of the challenges faced by the farmers market movement than the articles and blog posts I’ve read.
It’s true – there are a LOT of farmers markets in Seattle, at least 17 that I am aware of. This year, two new markets started up in the Olympic Sculpture Park and in the Georgetown neighborhood. Last season, the Pike Place market started operating two satellite markets, one in the Cascade neighborhood (South Lake Union) and one downtown at City Hall. On the blog for the Cascade market, the most recent post is a plea to the neighborhood to support the market so that the vendors will continue coming… not a good sign.
Are there too many farmers markets? Is this trend really a problem? I think the answer to this question depends on who you are within the farmers market system: farmer, shopper, market organizer, local food advocate… even within the group of farmers who sell at markets, the answer will probably vary. Well established growers with stall space at the most lucrative Seattle markets have a different perspective on the issue than start-up farmers who are eager for any opportunity to get their produce into a market in Seattle and have the chance to connect with shoppers and build relationships. If you are a farmers market shopper, you might be happy to find a brand new market pop up in your neighborhood, but then disappointed by the small number of vendors, or you might notice that the same farm you buy from at the Ballard market has less variety or maybe lower quality produce at a smaller, weeknight market. In any case, there’s no easy answer.

Winter Squash at the Queen Anne market
All I really know about is what we do on our farm. We attend three farmers markets a week, and over the last four years, we have participated in six different neighborhood markets and worked with three different market organizers. We’re still pretty new to the farmers market scene in Seattle, but we have built strong relationships with our customers at the Broadway and Queen Anne farmers markets over the four years we’ve been here. Farmers markets are only one part of our business model. We also have a 100 member Community Supported Agriculture program, we sell produce to about 15 of Seattle’s best restaurants, and we wholesale some of our crops to Central Co-op’s Madison Market. Each of these marketing channels has unique costs and benefits, but together, they form a business model that works well for our farm and our personal strengths and interests.

Our personal favorites - the "weird Italian vegetables"
That being said, farmers markets are by far the least economically efficient way that we sell produce. To begin with, they require a large number of hours to be spent off the farm. For each four-hour long farmers market, we spend about an hour on each end setting up and breaking down our stall, plus an additional hour on each end driving to and from the farm. That adds up to eight hours away from the farm, and we almost always have two people staffing the market, so it’s really a total of 16 hours. To make a comparable amount of money selling to restaurants or through our CSA, it takes one person about four or five hours to drive the van from the farm into Seattle and make all the deliveries. Add another hour for the return trip, and the difference between a market and a delivery day is equal to one whole day’s worth of work on the farm. Even if there wasn’t always way more work to do than time available to do it, that extra day could be spent doing all the things that non-farmers get to do: go for a hike, catch up on sleep, visit friends and family. We don’t do any of that stuff.

Setting up the stand at the Broadway farmers market
Now, even with all those counts against them, farmers market will likely continue to be an important part of our business model. They are also the most fun thing that Jason and I do every week. Farmers markets give us instant gratification. The people who love to eat our food are there, telling us how much they enjoyed the peas or the lettuce they bought last week; the random passers-by always exclaim about the color of our Rainbow chard; the other vendors are friends of ours, plus they give us bread and fruit in exchange for our extra salad greens. The advice we give every week on how to prepare and cook our produce has made a difference in the eating habits of dozens of Seattle households, and that makes me feel really, really good about what we’re doing. We’ve found a niche at our two favorite markets that is both profitable for our farm, and good for our psyches, and we want to stay there.

On the other hand, we know that average sales for farmers market vendors are on the decline, that many vendors are thinking of reducing the number of markets they attend, and that we ourselves have stopped participating in some markets because of slow sales. What makes a market a success, and is the sheer number of farmers markets in Seattle causing declining profitability for farmers?
Sorry to pick on you again, Magnolia, but I’m going to use your Saturday farmers market as an example. We came to the Magnolia market for three weeks in July. I know, that’s not a very long time. There are lots of reasons why we stopped attending this market, but the big one was that we weren’t making any money – between $350-$45o each week, even though the weather was nice, we had lots of beautiful produce, and our booth was right near the market entrance. I’ve talked to other farmers who do this market, and I hear a similar story – there just aren’t enough shoppers at the market to support the number of vendors there. I suppose this imbalance was only made worse when we started coming to the market in early July, and possibly, when we left the market, the other produce vendors started doing a little better again. The classical economist would say that this free-market system will eventually achieve some kind of equilibrium, as farmers like us decide to drop out and vendors who are profitable at the market stay on.
Of course, it doesn’t really work like that either. A small market that just has a few produce and flower farmers, a hot food vendor, and maybe some bread or cheese just might not be compelling enough to keep the neighborhood shoppers coming back each week. And without the shoppers coming back each week, eventually one or two of those vendors might decide they’d rather spend that day working on the farm than standing at a market.

But what comes first, a diverse mix of vendors selling high quality produce, or a supportive, food-loving neighborhood that spends enough money each week to keep the market thriving? Does there have to be some kind of magic synchronicity, where a neighborhood is primed to support a market just at the same time that a number of new or expanding farms is ready to join a market? A good market manager who understands the neighborhood and anticipates the ebb or flow of the shopper demographic is also absolutely critical. My example for this is Molly Burke at Broadway, who has carefully nurtured the growth of the market over the last four years and deftly matched the number of vendors to the growing number of shoppers.
Then there are the millions of intangible reasons why a market is successful. When we first started at the Broadway market, it was our least successful market. After each of our first two seasons, we strongly considered dropping out of the market and trying to find some other Sunday or Saturday market to take its place. Why did we stick with it? For one, it’s in our neighborhood. Jason and I live just a few blocks away, and we wanted to support “our” market in hopes that it would eventually get better. Also, our buddy Brent Olsen, who sells meat and potatoes at Broadway (and several other markets), kept telling us that he had a good feeling about Broadway, that he’d been there since it opened, and he thought the market was about to turn a corner.

Hordes of vegetable lovers at the Broadway market
From the shopper’s side, what makes a market compelling? With so many markets to choose from, what draws someone back to the market each week – and more importantly, what makes that person buy enough food to keep us all in business? My example for this is the Queen Anne farmers market. This market almost disappeared after its first two years when the original market manager decided there wasn’t enough neighborhood support for a Thursday market. A group of neighbors rallied together and worked extremely hard to keep the market alive, and have been operating as an independent market now for almost two seasons. The market moved to a much more visible location, has gradually added new vendors, and puts on the best chef demos and events in the whole city. As a vendor, I can tell that there is a solid group of neighbors in Queen Anne that is dedicated to making this market succeed, and a high percentage of our customers each week are die-hard regulars. The farmers market is clearly an important weekly event for a lot of Queen Anne residents. They come to the market to see their neighbors, hear the musicians, get ice cream with their kids, drink a glass of wine at Pasta & Co., but it’s not just a social event. They also know that if they don’t support the farmers at the market, the market won’t thrive, and all those intangibles will be at risk. They’re making a conscious choice to spend their food dollars with us at the Queen Anne market instead of at the grocery store, or even at another of the nearby farmers markets.

So, what is the secret to a farmers market’s success, and how do we know whether Seattle’s 17 weekly farmers markets are too many? Here’s one way to look at the second part of the question: King County’s farmers market report shows that farmers need to make at least $600 per day at a market for it to be worth their time. I’d say that seems a little low, but let’s use it in this example. If a typical market has 30 farmers, then the total dollars needed each week to support the market’s farmers would be $18,000. According to the Neighborhood Farmers Market Alliance, the average number of shoppers at their markets ranged, in 2009, from about 800 per day at Magnolia to 2,500 per day at the University District. The Phinney market, where we sell on Fridays, averaged about 1,000 and Broadway averaged over 1,300. Let’s assume an average daily shopper attendance of 1000, just to make it easy. That would mean that each shopper at the market would have to spend about $15 each week to make it worth the farmers’ time to be at the market. For that to happen at all 17 markets, we’d need 17,000 Seattleites to spend $18/week (just during the market season, not year round). Or, we’d need 34,000 people to spend just $9/week. There are over 600,000 people in Seattle. I think we can probably support more farmers and farmers markets.
Of course, there are many other issues that affect farmers markets and farmer success. When the average American family only spends $26 per week per person on food that they cook at home, spending $18 at the farmers market might seem like a lot. On the other hand, the USDA tells us that we should be spending about 40% of our food budget on fruits and vegetables (it’s in this report, for those of you who love statistics). If the average family of 2.5 spends that 40% at the farmers market, that would be $26 per household each week. At our stand, $20 buys a pretty hefty bag of vegetables.
Other barriers to farmers market success include (in)convenience, competition from cheap, subsidized commodity foods available at the supermarket, misperceptions about price and value of farmers market produce, and the fact that most of us don’t know how to cook. We’re working on all these problems. Give us a few more years, and we’ll see what we can do.

Picking lettuce... one head at a time.