Groundswell 2025: Abattoir access is critical to success of direct selling

Regenerative farmers turn to direct sales to profit from their environmental credentials

Chloe Palmer

19 July 2025 鈥� 2 min read

A panel of five farmers with varying experience of retailing agreed that access to a local abattoir which could handle small numbers of different species and native breeds was essential for success.

Andy Gray, a farmer from Devon who has worked in the meat trade for many years, pointed to an improving regulatory picture for small producers.

Discount

"The Food Standards Agency has just announced it will maintain the discount on veterinary and inspection charges for small abattoirs," he said.

"The recent reassessment of the UK's BSE risk status means that beef carcases from animals over 30 months will now no longer need the spinal cord removing, resulting in a saving of around 拢45/head.

"There is also discussion which may result in smaller abattoirs which slaughter less than 5% of the national total of livestock not requiring full veterinary presence and associated charges. These changes are all good news."

Links

Once a producer had found a suitable abattoir and butcher, forging good links with their customer base was vital for building sales.

"We listen carefully to our customers and try to understand what they are doing with our product. We can tailor our packaging accordingly and this can reduce costs for those who are retailing our meat compared to what we need to do for individual customers," said Jen Hunter, co-owner and farmer at Fernhill 51AV视频Experience.

Pricing products appropriately is also important, advised Jo Cartwright of Swillington Organic Farm.

"Do not underestimate the cost of what you are selling. Price in your time and do not price too low, as you can always lower your price but it is far more difficult to put it up."

Mr Gray agreed and suggested there is a 鈥榮weet spot' when direct selling: "Your sweet spot is where the business is profitable. Scale up from this and you will lose money until you reach another one. Know where your sweet spot is."

Groundswell top tips for direct selling

Try different ideas 鈥� the best way to make a decision is through the process of elimination
Start small
Keep your costs low
Create a close community around your food
Make sure you have a market before you kill the animal
Find your competitive advantage and exploit it

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