Management Strategy and Decision-Making Structure

Using quantitative and qualitative surveys with more than 150 key mega-dairy decision-makers, this study provided new perspectives on how to approach and capitalize on the rapidly expanding mega-dairy market segment. Currently, only about 1,200 large dairy operations produce about one-third of the milk in the U.S. These businesses are huge consumers of feed, seed, veterinary supplies and services, equipment, financial services and other farm inputs. Owners of mega-dairies have very different business viewpoints than traditional, smaller dairy farmers. This study analyzed what mega-dairies need, how they buy, who makes the buying decisions and how they evaluate suppliers.

To discuss the details of the study and opportunities to purchase results or subscribe to future studies, email Mike Karst or call 901-734-3245.