Aug 28, 2025

Farm Market & Agritourism: Aligning farm market products with consumer values

Consumer preferences are increasingly shaped by sustainability considerations, especially within direct-to-consumer (DTC) markets such as farmers markets, farm stands, retail farm markets and community-supported agriculture (CSA). Understanding and aligning with these sustainability values can help farmers effectively meet consumer expectations, strengthen customer loyalty and differentiate their products.

Consumers commonly associate sustainability with locally grown and seasonal food. According to the USDA Economic Research Service (ERS), key motivations driving local food purchases include:

• Freshness (82%)
• Supporting the local economy (75%) 
• The desire for transparency regarding product sourcing (58%) 

Local bonus

Consumers increasingly link local sourcing with reduced environmental impacts, such as decreased emissions from transportation, improved traceability and strengthened local economies. These values allow farmers to market their products effectively by clearly communicating origin information, proximity to markets and freshness.

In addition to local sourcing, consumers are strongly interested in sustainable agricultural practices. Research from land-grant universities like North Carolina State University highlights that direct-market farmers often employ reduced pesticide use, cover cropping and organic management, appealing to environmentally conscious consumers. However, research also indicates a potential gap between producer practices and consumer awareness. Effective communication of sustainable practices through clear, concise signage, social media posts or in-person conversations can help bridge this gap.

Environmental benefit

Packaging and waste reduction also significantly influence consumer decisions. Studies indicate that many consumers prefer minimal or eco-friendly packaging options. Direct-to-consumer venues that encourage the use of reusable bags or provide compostable packaging enhance consumer satisfaction and demonstrate clear sustainability efforts. Farmers can effectively promote these practices through incentives, clear communication and practical demonstrations.

Pricing and perceived value remain essential factors. While consumers are willing to pay higher prices to support local and sustainable agriculture, research from the University of Missouri suggests price sensitivity remains. Offering product bundles, seasonal promotions or clearly communicating value factors like quality and freshness helps balance sustainability goals with consumer affordability.

Consumer engagement

Direct engagement is uniquely possible in direct-to-consumer markets, and personal connections significantly strengthen consumer trust. Peer-reviewed studies emphasize the role of storytelling and personal interactions at farmers markets and farm stands, enabling producers to convey authenticity and build lasting relationships. Farmers can enhance consumer trust by sharing brief narratives about their farming mission, production practices, seasonal challenges and achievements.

Consumer sustainability preferences encompass several dimensions: local and seasonal sourcing, transparent production practices, minimal packaging and meaningful producer-consumer relationships. Farmers markets and retail farm markets are uniquely suited to address these consumer values through transparent communication, practical strategies to reduce waste, competitive pricing and direct consumer engagement. Farmers who strategically align their marketing and production practices with these preferences can strengthen their market presence, foster consumer loyalty and contribute positively to sustainable food systems.

— Brian Moyer is an educational program associate with Penn State Extension. As founder of PA Farm Markets LLC and founder and manager of the Skippack Farmers Market, Moyer specializes in assisting farmers markets, retail farm markets, direct-to-consumer sales, and new and beginning farmers with marketing, business and regulatory issues.