Hello All,
I have been trying to hold back, but this topic is one that I will debate,
discuss, or argue to my grave.  I have commented on this in the past, so for
the purpose of getting something positive from this post, other than my
opinion, I will also include some marketing tips I have found to be
successful.  However there will be a good dose of my opinion mixed in
(you've been warned).

Thom Bradley wrote:
<If you don't press for the best price ( for whatever reason) then, you
artificially deflate the
market. Deflated markets do no one any good in the long run.>

Shout this from the highest stack of supers!!!

If you insist that "this is just a hobby" and "I do it for fun, not money".
 Fine, sell half, or third, or whatever to cover your expenses at a good
price and give the rest away.  Food banks, senior citizens, friends and
neighbors would appreciate and not refuse your offer. It may even be tax
deducible, and the amount of the deduction is based on  the value of the
donation. (Bill Clinton values his "used sciveys", donated to charity, at
$2.  Surely your one pound jar is worth more than that.)  If you do this you
will end up in the same place and not kill the market.  There are enough
packers out there, importing cheap honey, trying to do that already.

Thom also wrote:
< I am a sideliner trying to keep down the number of hives I manage. I
charge a premium for honey.>

A  farmer that plants three acres of corn which he sells for $2 a dozen at
the farmer's market can make the same amount of money if he plants two acres
and sells it for $3 a dozen.  Same money less work.  But if that upsets him
somehow, he can plant pumpkins in the third acre and afford to pay a
beekeeper to pollinate them.  Good price and everyone benefits.  As for the
consumer, if the corn is good, they won't mind the higher price and now they
have a place to buy pumpkins and local honey from the farmer who says it
comes from the beekeeper that pollinated them.

So much for the opinion now for the tips.

Farmer's markets are generally good places to sell honey by farmers not
beekeepers.  Unless the market has a huge or varied population supporting it
you will be disappointed if you set up shop and just sell honey.  The first
week you will do great.  You will make a lot of sales.  Your customers will
buy a one pound jar along with the corn and peaches offered by other
farmers.  The second week your customer will return and buy more corn and
peaches and come along and tell you how great your honey is but, unlike the
peaches and corn, they won't buy another jar of honey.  Why? Because you
have already sold them a six month supply.  Face it, people don't use a lot
of honey. If there is large enough customer base to support the market this
may not always be true, but usually if you decide to stick it out the summer
you will develop some regular customers but you will be disappointed
overall.  This is  especially true at the end of the day when you take home
90% of what you brought and the farmer next to you has sold out.  This
becomes even more disturbing when you find out he is really not  much of a
farmer and most of what he sells he buys from other farmer's who grew too
much and were forced to sell at  VERY low prices.  See the same thing
happens in produce business as in honey.  There is always someone willing to
sell too low and someone, without morals, who will capitalize on this.

So how do you sell honey at a Farmer's market?  The best way is wholesale.
 If you wanted to go to the market for a few weeks to "establish" yourself
and then work out a deal with one of the farmer's to sell for you that may
help.  Most markets have a fee to be there.  This covers permits, liability
insurance, etc.  and can cut deep into your profits.

I have found a market that is different from other markets.  We get many
repeat customers and many new ones.  The funny thing is most of the
customers are not local.  The market is located at a service plaza on the
Pennsylvania Turnpike.  It is sponsored by the Dept. of Agriculture.  All
items sold must be grown in PA.  There are always new customers.  Many are
travelers from other states and many from foreign countries.  It's a great
test market.  I sell my one pound jar for $3.25.  A number of times I am
offered $3.00. The answer is always "no" followed by "you can save money on
 larger jar".  If they still want to negotiate, I will come down a very
little but only on a larger jar.  In some parts of the country and world
negotiating is a custom and is expected.  I feel it has to go two ways.  If
you buy a larger size then we'll talk.  A sign on the larger jars stating
"Save $1.00" or something like that really works.  The number is arrived by
the savings over the amount of honey in that container vs. the number and
price of an equal amount of one pound jars.

I try to have a wide selection of containers and varieties of honey.  I only
sell honey I produce so I am limited, but I will have light locust, clover,
darker wildflower, and buckwheat (if I can find someone growing it).  I also
have comb honey both in Ross Rounds and chunks in jars.  For the chunk honey
I use a tall one pound jar and do not pack it full of comb.  I put one piece
in that is not very big.  When I cut the chunks I generally get 10 to 12
pieces from one shallow frame.  I surround it with the lightest honey I
have.  This is displayed in a prominent area of the table.  It is a novelty
to most customers so the size of the chunk doesn't seem to matter, but the
light honey does.  This may not work in the South where they expect the jar
full of chunks.  I sell this for $4 a jar.  I don't sell cut comb in trays
because the Ross Rounds, which I price at $3.50, work much better.  I also
carry HoneyStix.  Even on a bad day these will sell.

Like I said earlier, people don't buy nearly as much honey as we would like.
 Give them an alternative.  Pure beeswax candles, blocks, and ornaments are
also part of our display.  You may be thinking I'm a beekeeper not a
candlemaker.  That's ok, then sell your honey wholesale.  If you don't have
a variety of items you sales will suffer and I suggest you stay away from
retail.  The farmer next to you is not just selling corn.  Also be prepared
for many questions.  This is your opportunely to educate the public.  Most
of them have never met a beekeeper.  However you can't spend 20 minutes
answering every question from someone who just wants to pass the time of day
and not buy anything.  My favorite is the "expert" who saw a half hour show
on bees and is prepared to tell you, all of your customers, and anyone else
how much they know.  Talking bees is fun but don't talk you profits away.
 These customers seldom ask the farmer how he grows the corn.  After a few
minutes of conversation I usually say "I am sure you will agree that talking
about bees is fun, but  I really like to eat honey.  Wildflower is my
favorite, would you like to try it or would you prefer something lighter
like clover."  I will be holding the two jars in front of them.  I have not
asked if they would like some, but rather which one would they like.
 Another question is do you ever get stung.  I make a joke and say sure, but
a carpenter hits thumb with a hammer.  If they ask if it hurts.  I say "just
as much as when you get stung".  Followed by "I get stung so you can enjoy
this good honey and won't have too".

I really should have quit a few paragraphs ago.  A lot of hot air in this
post. I really hope some of the this will help folks trying to sell their
honey.  But remember, you work hard to produce good honey, don't sell it
cheap.

 If anyone is traveling on the Northeast Extension of the PA Turnpike on a
Sunday in the summer of fall, feel free to stop at the Allentown Service
Plaza and visit the "Honey Guy".  I'd love to meet you and I won't try and
sell you something <grin>.

Ron Bogansky
Kutztown, (eastern) PA  USA