by Ali Boochever, Grants Coordinator
When it comes to dairy production, Pennsylvania ranks as the 8th largest milk-producing state in the U.S.
However, numbers don’t always tell the whole story – the average PA dairy farm looks different than its top-producing counterparts in the Midwest and West.
“Dairy farms in Pennsylvania and surrounding areas average only 91 cows, much smaller than the national average of 300,” said Jayne Sebright, Executive Director of the Center for Dairy Excellence. “With challenges such as higher land values and limited market access, many farms turn to value-added operations like artisan cheese production, fluid milk processing, and on-farm ice cream or yogurt production to stay viable.”
To support these value-added ventures, the Center for Dairy Excellence (CDE) launched the Marketing and Branding Consulting Services Grant.
With funding from the Northeast Dairy Business Innovation Center’s Dairy Marketing and Branding Services Grant, this program supports small-scale, farm-based value-added dairy businesses across Pennsylvania, Maryland, Delaware, and New Jersey.
“This grant program provides financial assistance to connect value-added dairy businesses with private consultants. These experts help farms develop effective branding strategies, ultimately strengthening the regional food economy, expanding dairy processing capacity, and improving economic opportunities for producers.”
In 2023, 11 businesses from the Mid-Atlantic region participated in the grant. These dairy producers worked with experienced consultants to create customized marketing strategies to help them reach more customers and strengthen their role in their local food markets.
Collaborative Efforts and Tangible Results
When the grant program launched in August 2023, CDE enlisted two consulting firms, Kitchen Table Consultants (now Good Roots) and Keese’s Cheese, to deliver branding and marketing expertise. Participants worked closely with these firms to create marketing tools, including brochures, rack cards, email campaigns, and comprehensive marketing strategies.
One of the program’s success stories is Deliteful Dairy, where owners Katie and Brooks leveraged grant funding to work with consultants who specialize in value-added dairy brands. This partnership resulted in polished marketing materials including a marketing plan with actionable strategies that are already driving growth for their business.
Another is Destiny Dairy Bar, where owner Amy Brickner worked with consultants to develop a marketing plan, an email automation welcome series, and a rack card promoting their business to reach potential new customers.
Looking Ahead
Given the demand and demonstrated impact of the program, NE-DBIC funded the Center for Dairy Excellence to offer another round of marketing and branding grants in 2024. These resources continue to empower farm-based value-added businesses, ensuring their long-term viability while contributing to a robust regional dairy industry.
To learn more about the program and its success stories, visit the Center for Dairy Excellence website.
