As farmers look for ways to boost income and remain competitive, one strategy continues to gain traction: adding value to farm products. At its core, adding value means taking a raw agricultural product and enhancing it—through processing, packaging, or even creating an experience.
Adding value can be as simple as washing and packaging fresh produce or as complex as turning milk into cheese or yogurt. It might involve creating jams from berries, crafting goat milk soaps, or weaving straw into decorative items. Beyond physical changes, value can also come from intangible qualities—such as branding, storytelling, or offering a memorable farm experience. In short, it’s about “selling the sizzle, not just the steak.”
It is important to first distinguish between capturing value and creating value. Capturing value often means taking a share of the processing and marketing dollars that typically go to others. For example, selling directly to consumers at farmers markets or through community-supported agriculture (CSA) programs allows farmers to keep more of the food dollar.
Creating value, on the other hand, involves offering something unique—such as organic certification, specialty products, or agritourism experiences. These ventures often require new skills, regulatory compliance, and marketing efforts, but they can offer access to premium prices and build customer loyalty.
The average farmer’s share of the food dollar has dropped steadily over the past century. Today, much of the profit lies in processing, distribution, and marketing. By adding value, farmers can increase income per unit of product, extend the marketing season by offering shelf-stable goods, diversify income streams, reduce reliance on commodity prices and build a brand that connects with customers.
Local Support: The Ag Innovation Center in Wooster
Farmers in Northeast Ohio now have a powerful resource to help them succeed in value-added agriculture. The Northeast Ohio Agriculture Innovation Center (NEO-AIC), located at Ohio State University’s Wooster campus, is a USDA-funded “one-stop shop” for farmers looking to develop or expand value-added enterprises. The center provides technical assistance on food safety, legal requirements, and business planning. They also provide assistance with value chain coordination, helping farmers connect with processors, markets, and distributors. The center provides helpful assistance with business development support, including guidance on grants, financing and regulatory compliance.
Whether you’re interested in making jams, jerky, salsa, or exploring non-food options like fiber products, the NEO-AIC can help you navigate the process and connect with opportunities.
Adding value isn’t a quick fix. It requires planning, capital, and persistence. Successful farmers often start small and grow gradually. Don’t get overwhelmed by trying to be the “next big thing”. Instead, focus on quality and customer satisfaction. You also want to remember to take opportunities to evaluate your growth and progress. It is important to keep detailed records and make decisions based on data.
Adding value to farm products can open doors to new markets and create a stronger connection between farmers and their communities. It’s not without challenges, but for those willing to innovate and plan carefully, it offers a promising path toward greater farm profitability and long-term sustainability.
If you are interested in exploring value added products, refining products already in development or have any other questions you can connect with the Northeast Ohio Ag Innovation Center at NEO-AIC@osu.edu, by phone at 330-263-8071 or by fax at 330-263-8076.
Frank Becker is the Agriculture and Natural Resources Extension Educator with Ohio State University Extension – Wayne County, and a Certified Crop Adviser, and may be reached at 330-264-8722 or becker.587@osu.edu
CFAES provides research and related educational programs to clientele on a nondiscriminatory basis. For more information, visit cfaesdiversity.osu.edu
This article was previously published in The Daily Record.