Brian Bates is a first-generation farmer at Bear Creek Organic Farm in Petoskey, Michigan. He and his wife, Anne Morningstar, started farming in 2014, and have rapidly grown their business to anticipated 2016 sales of $180,000.

With just an acre and a half of cultivated ground, Bear Creek makes most of its money from greenhouse and high tunnel crops, and Brian breaks this down for us. We get an in-depth look at the tools Brian uses to track wholesale and retail sales, and to track those back to the enterprise they’re a part of – something that gives him insights into where he’s earning most of his returns, which in turn drives his business decision-making.

Bear Creek sells half of his produce wholesale, mostly to grocery stores, and Brian shares how his work in the back end of his local natural foods store informed the ways he has structured his production and marketing efforts.

We also explore how Brian and Anne financed the startup of their operation, and how they’ve used debt as a lever to both enable and drive the rapid growth of their operation.

The Farmer to Farmer Podcast is generously supported by Vermont Compost Company.