Scale Up

Where Can You Sell?

Sales channels vary dramatically by state.

Farmers Markets

• Most common starting point
• Usually allowed in all cottage food states
• Booth fees typically $25-100 per market day

Direct to Consumer

• Selling from home, at community events
• Allowed in most states

Online Sales

• Increasingly allowed — check your state law
• Must still comply with labeling and delivery requirements

Retail/Wholesale

• Limited availability — many states prohibit this

Strategy

1. Start with one channel and master it
2. Farmers markets are lowest-risk for testing demand
3. Add online sales once you have repeat customers

When is it Time?

1. Consistently near your revenue cap
2. Turning down orders
3. Customers want products outside cottage food scope
4. Want to sell wholesale or ship interstate

Options

Shared Commercial Kitchen

• Rent time: $15-50/hour
• Lower upfront cost, immediate compliance

Build Your Own Kitchen

• Cost: $10,000-100,000+