How to Sell Dairy in the US & Canada

Selling dairy in the US and Canada isn’t as simple as milking your animals and finding buyers. From navigating strict food safety standards and licensing rules to competing with large-scale producers, many dairy farmers and small processors struggle to get their products into the right markets at the right price.

In the US alone, the dairy market is worth more than $111 billion in 2025, and consumer tastes are shifting fast toward organic, lactose-free, and locally sourced products. Without a clear plan, even the best milk, artisan cheese, or frozen desserts can sit unsold. Regulations can feel overwhelming, distribution costs can erode profits, and marketing often demands more time than you have to give.

This guide breaks down exactly how to sell dairy in the US and Canada, covering regulations, licensing, product choices, sales channels, marketing strategies, and distribution tips. Whether you’re a large dairy farm, a micro dairy, or an artisan producer, you’ll learn how to reach the right customers, price your products effectively, and use farm sales tools like Local Line to manage orders, build an online store, and streamline your sales process.

Key takeaways:

• Selling dairy successfully requires compliance with food safety standards, licensing, and clear marketing strategies.
• Dairy products can include raw milk, pasteurized milk, frozen desserts, artisan cheeses, and organic dairy.
• Choosing the right sales channels — wholesale, retail, or direct-to-consumer — determines your pricing and logistics needs.
• Platforms like Local Line can help you manage orders, build an online storefront, process payments, and streamline wholesale transactions.

1. Choose your dairy products and animals

Before you can sell dairy, you need to decide exactly what you’ll produce and the animals you’ll work with. Your choice of products and livestock will shape your licensing requirements, production methods, flavor profiles, and how often you can supply the market.

Popular types of dairy products to sell

Your product lineup influences your licensing requirements, marketing approach, and ideal sales channels. Common options include:

• Milk: Available as raw, pasteurized, homogenized, ultra-filtered, and lactose-free varieties. Each has distinct legal and processing requirements.
• Frozen desserts: Ice cream, gelato, and frozen yogurt. These require careful cold chain management.
• Artisan dairy products: Handcrafted cheeses, cultured butter, and yogurt with unique flavour profiles.
• Organic dairy: Products certified to meet USDA Organic or Canada Organic standards.
• Specialty micro dairy items: Niche products like goat or sheep milk, often seasonal and in high demand.

Tip: Urban markets may favour lactose-free and ultra-filtered milk, while rural farmers markets often reward high-quality artisan products.

Types of dairy animals and breeds

The animals you choose, and their production cycles, directly determine your product range, flavour profile, and availability throughout the year. Common types of dairy-producing animals include:

• Cows: The most common dairy animal in North America. Popular dairy cow breeds include:
  
  • Holstein: High yield, lower butterfat; ideal for fluid milk sales.
  • Jersey: Lower yield but higher butterfat, producing creamier milk suited for butter and cheese.
  • Guernsey: Known for golden-coloured milk with high beta-carotene content.
• Goats: Produce milk that is naturally homogenized and easier to digest for many people. Suitable for fresh drinking milk, soft cheeses, and yogurt. 
• Sheep: Yield less milk per animal but it’s rich, high-fat, and protein-dense, ideal for premium cheeses like feta, pecorino, and manchego. 

Seasonal dairying: Goats and sheep typically produce milk for only part of the year, often spring through early autumn. This seasonality can limit year-round supply, so plan production schedules, inventory storage (e.g., freezing curd or butter), and customer commitments accordingly.

2. Research local dairy food safety, licensing, and regulation requirements

Selling dairy in the US and Canada means operating in one of the most heavily regulated areas of agriculture. These rules are in place to protect consumers, maintain consistent quality, and ensure fair market practices. Understanding them is essential before you start production or approach buyers.

Food safety standards in dairy

Maintaining food safety and product quality is not optional, it’s the foundation of any legal dairy business.

Dairy safety in the United States:

• The US Department of Agriculture (USDA) and the Food and Drug Administration (FDA) share responsibility for overseeing dairy safety and quality.
• The Dairy Program manages inspections, grading, and compliance for Grade A dairy, covering everything from production facility hygiene to milk storage and transportation.
• Pasteurization laws vary by state. Some states require pasteurization for all milk sold to the public, while others allow exceptions for raw milk under specific conditions.

Dairy safety in Canada:

• The Canadian Food Inspection Agency (CFIA) enforces national food safety laws, including sanitation, processing standards, and labelling requirements.
• Provincial dairy boards oversee production quotas, pricing systems, and sometimes distribution, particularly for fluid milk.
• Grade A dairy requirements set the benchmark for hygiene, bacterial counts, and temperature control, ensuring a safe and consistent product for consumers.

Licenses and permits for selling dairy

Licensing rules depend on your country, province or state, and product type.

Licensing and permits for selling dairy in the US:

• Many states require a Milk Handler License for anyone selling, processing, or distributing milk products. This license confirms your facility and processes meet regulatory standards.
• In certain regions, the Milk Marketing Order system is in place to stabilize the industry. It sets minimum prices for milk and outlines pooling arrangements, which can affect your payouts and marketing strategy.

Licensing and permits for selling dairy in Canada:

• Selling most dairy products commercially requires holding a quota from your provincial dairy board. Quotas control production volumes and help balance supply with demand.
• Small-scale or specialty producers, such as micro dairies selling only cheese or yogurt, may qualify for exemptions, though rules vary widely by province.

Tip: Liability insurance is strongly recommended for all dairy businesses. It can protect against claims from foodborne illness, contamination, or accidents during production and distribution.

3. Find the best way to sell your dairy

Your sales strategy shapes everything from how you price your products and position your brand to how you manage daily operations. Most dairy producers choose one main channel, wholesale, direct-to-consumer, or a blend of both, based on their production capacity, target market, and long-term goals.

Selling milk wholesale

Wholesale sales mean selling milk to grocery stores, restaurants, schools, or food distributors. This model works well for producers who can meet consistent volume requirements and want the stability of repeat orders.

Why sell milk wholesale?

• Steady demand: Bulk orders and long-term contracts can stabilize income.
• Operational predictability: You can plan production and deliveries in advance.
• Market reach: One wholesale client may place orders equal to dozens of retail customers.

Challenges of selling wholesale milk

• Lower per-unit margins: You sell at a discount compared to direct-to-consumer prices.
• Strict compliance: Retailers often require detailed labelling, batch tracking, and food safety documentation.
• Logistics demands: Expect scheduled deliveries, precise quantities, and professional packaging.

Tips for selling wholesale milk successfully

1. Know your buyer’s needs: Understand volume, packaging, and delivery preferences before pitching your products.
2. Create a wholesale catalog: Include product details, pricing, and availability.
3. Start local: Approach independent supermarkets, convenience stores, cafes, restaurants and chefs before targeting larger chains.
4. Maintain quality consistency: Wholesale clients expect every delivery to match the last in taste, texture, and packaging.
5. Use dairy sales software to simplify operations: With Local Line, you can create digital price lists for wholesale accounts, track dairy inventory in real time, and simplify bulk order management. 

Selling milk direct-to-consumer

Selling your dairy products directly to consumers isn’t just about removing the middleman, it’s about building lasting relationships, keeping more of your income, and creating a reliable market for your milk, cheese, yogurt, or butter.

The good news? You don’t need a massive herd or a high-end creamery to make it work. You need the right strategy, consistent effort, and the right tools, including an e-commerce platform and easy-to-use website builder, to make selling smooth and sustainable. Local Line gives you both, allowing you to build an online dairy website, showcase your products, accept payments, and manage orders all in one place. 

Download our FREE guide to selling dairy direct-to-consumer.

Build a loyal customer list

One-off sales are great, but repeat buyers are where your income stabilizes. Whether they want a weekly bottle of cream-top milk or a monthly box of aged cheddar, loyal customers bring predictable revenue and stronger community ties.

Think of your dairy like a morning coffee habit, when people get used to buying from you regularly, your sales flow becomes steady and your production planning easier.

Steps to build loyalty for your dairy business:

• Collect customer history: Review past invoices, farmers market sales, and online orders from the past 6–12 months. Even a simple spreadsheet works. On Local Line, you can import these customers directly and start tracking orders, sending reminders, and setting up subscriptions.
• Organize your list: Segment customers by location, type (household vs. business), or buying frequency. Focus first on repeat buyers, they’re your best prospects for regular orders.
• Create a simple offer: Decide on a product and schedule you can consistently deliver, like “Weekly fresh milk and yogurt deliveries with no need to reorder each time.”
• Reach out personally: Send a friendly message or email thanking past customers and inviting them to join your regular order program. Local Line lets you do this right from the platform.
• Leverage in-person opportunities: At markets or farm pickups, keep a sign-up sheet or tablet handy. Offer a small incentive like “10% off your next order” for joining your list.
• Automate and grow – Use Local Line’s subscription features to bill customers automatically and manage recurring orders, freeing you to focus on production

Read more about how to boost customer retention for your dairy business

Offer convenient pickup or delivery

Customers value flexibility. Some prefer to pick up at the farm, others at a market, and some want doorstep delivery.

According to Local Line’s 2025 pickup and delivery e-commerce stats:

• Pickup is 2.8× more popular than delivery, it lowers costs and consolidates orders at central hubs.
• Delivery works best for wholesale accounts or when customers are willing to pay for convenience.
• Average delivery fees are $15.87 with a $68 minimum order, while pickup is usually free.
• Lead times average 1.7–1.8 days, reflecting customers’ expectations for quick turnaround.

With Local Line’s pick and pack lists feature, you can set up multiple pickup points, define delivery zones, and automate weekly order deadlines to match your workflow, all directly from your e-commerce dashboard.

Promote your dairy like a pro

You don’t need a marketing degree, just consistency and authenticity.

Tips for marketing dairy products:

• Pick your marketing channels: Choose one or two platforms (Instagram, Facebook, or email) you can update regularly.
• Share the everyday: Post unpolished but real moments like cows on pasture or a fresh pour of cream-top milk.
• Tell small stories: Add a short caption describing what’s happening on the farm that day.
• Use email updates: Send a quick weekly update through Local Line, highlighting new products or low-stock items.
• Make ordering easy: Include your Local Line store link on all social profiles, signs, and printed materials.

Download our FREE farm marketing templates to get a head start

Brand well and charge a premium

Branding isn’t just about a logo, it’s how customers perceive your quality and story.

Steps to build a dairy brand:

• Define your uniqueness: Heritage breeds, on-farm creamery, or traditional techniques.
• Stay consistent: Use the same fonts, colours, and tone across labels, signs, and your website.
• Tell your story everywhere: From product descriptions to social posts.
• Price confidently: If your brand signals quality, customers will pay more.
• Showcase in your store: Use Local Line product tags like “pasture-raised” or “small-batch” and group items into curated boxes.

Sell dairy online and at farmers markets

Farmers markets are an excellent way to meet new customers and share your products face-to-face. But relying solely on in-person sales can limit your income to market season and good weather. Pairing markets with an online store creates a steady, year-round revenue stream.

Practical tips for combining market and online sales:

• Offer pre-orders for market pickup: Use Local Line to set order deadlines before market day so you know exactly what to bring.
• Promote your online store at the market: Add QR codes to signage and bags. Offer discounts for first-time online orders.
• Stay connected after the season: Move seasonal customers into regular pickup or delivery subscriptions through your website.
• Sync inventory: Update product availability in Local Line so it’s accurate for both online and in-person buyers.
• Keep a reliable schedule: Consistency helps customers remember to order.

With Local Line’s farm e-commerce tools, you can build a professional website that works as your 24/7 farm store, giving customers a simple way to browse, order, and pay, whether they see you at the market or online.

Example: How a Dairy Farm Increased Margins with Herdshare & E-commerce

Positively Grown LLC, a family-run farm in Hopkins, Michigan, spent decades in commercial dairy before stagnant milk prices made the model unsustainable. Through a herdshare program, legal in Michigan, they increased their milk margins by 350% in one year, gaining over 60 herdshare members.

Switching to Local Line gave them an affordable, easy-to-use e-commerce system for managing subscriptions, payments, and fulfillment. The result? More pickup locations, a loyal customer base, and a thriving farm business selling not only dairy but eggs, meats, honey, and syrup.

Positively Grown LLC used consistent packaging, story-driven marketing, and a clean Local Line storefront to reflect their quality. Customers saw their prices as fair for the care and craftsmanship behind each product.

Local Line makes selling dairy easier

Whether you’re bottling pasteurized milk for local cafes, aging artisan cheese for specialty shops, or running a small herdshare program, selling dairy comes with plenty of moving parts. You have to balance production schedules, maintain strict food safety standards, manage inventory, communicate with buyers, and make sure every order arrives fresh and on time.

Local Line brings all of those pieces into one easy-to-use platform. From building a branded online store to managing wholesale price lists, tracking inventory, processing payments, and scheduling pickups or deliveries, you can handle it all in a single dashboard.

Instead of juggling multiple tools, spreadsheets, and email threads, you can:

• Keep wholesale and retail customers up to date with real-time inventory
• Offer subscriptions for milk, cheese, or yogurt to create steady income.
• Automate invoicing and set up a Point of Sale system
• Plan delivery routes and pickup schedules with less stress.

The result? More time to focus on your animals, your products, and your customers, and less time lost to admin. With the right systems in place, selling dairy doesn’t just get easier; it becomes more profitable, more sustainable, and more enjoyable.

Ready to grow your dairy business? Get started with Local Line