Chef preparing food
Updated: March 10, 2021
By Ginger S. Myers

Marketing to Restaurants and Food Retailers

A growing number of natural and specialty food stores, chef-owned restaurants, and even some larger grocery store chains are actively purchasing locally grown food products. Farmers need to keep informed about trends in the food industry to fully utilize this outlet.

Explore Resources on Marketing to Restaurants and Food Retailers


  • Marketing Strategies for Farmers and Ranchers
    Sustainable Agriculture Research and Education (SARE)

    This 20-page bulletin offers snapshots of the many alternatives to marketing commodities through conventional channels. It spotlights innovative, SARE-funded research into a range of marketing options including farmers markets, CSA, tourism, direct-marketing meat, season extension, value-added, sales to restaurants, public campaigns, Internet, and more.
  • Meat Marketing Planner: Strategic Marketing for Farm-to-Table Meat Enterprises (EB 403)
    This Extension Bulletin EB 403 addresses marketing beef, pork, lamb, and goat, but not poultry since poultry processing falls under differing USDA, FSIS, and state regulations.  While many of the key strategies discussed here can be applied to the sale of any farm products direct to consumers, this publication focuses on marketing farm-raised meats. (2013)
  • Selling Directly to Restaurants and Retailers (pdf)
    Gail Feenstra, jeri Ohmart, and Daivid Chaney
    University of California Sustainable Agriculture Research and Education Program (2003)
  • Selling Shell Eggs to Retailers, Wholesalers, and Food Service Facilities in Maryland (FS 1068)
    This publication provides introductory information and resources that can help Maryland’s egg producers improve their sales of shell eggs into retail channels. Because there are continual changes and updates at both the state and federal levels, please check for the most current edition of any regulations cited in this publication.(2017)