Dairy & Creamery Embraces Unique Business Model

Dairy & Creamery Embraces Unique Business Model An Easton, Pa., dairy farm that’s been in one family for 90 years has found a unique way to become profitable—by embracing the public. “We allow the public to see farm animals that are kept near our store every day we’re open, and we’re only closed three days a year,” says Beth Klein, an owner of Klein Farms Dairy & Creamery. In recent years, Klein Farms has built a diversified and thriving creamery business that’s serving them well in the midst of a population boom. “My husband, Layne, says if you’re going into a new venture kicking and screaming, maybe it’s not meant to be,” Klein says. “We started this phase of our business back in 2003 when there were not many branching out into these kinds of dairy-related production lines. But we researched, educated ourselves, and found the right people to assist us. We have four children and their spouses, all involved to different degrees in the farming operation, and twelve grandchildren looking to carry it into the future.” The public can visit the cows and barns on weekend afternoons, weather permitting. But that’s just the beginning, as the farm offers everything from artisan cheese to petting zoos. “We’re a spot for community events, including Cancer Awareness fundraising and a concert venue for our local Municipal Band,” Klein says. “We have playground equipment for kids and host birthday parties and school tours. Every fall, we participate in the Northampton County Open Gate Tours, an event where farmers provide extra educational information about their operations to the family visitors.” Public interest in raw milk proved to be the catalyst for the pivot into the current business model. Klein shares that they sell between 1,500 and 2,000 gals. a week from the 70-cow herd. Cheese production goes on five to six days a week in the creamery, which includes mozzarella, ricotta, spreads and aged cheeses, along with freshly made yogurt. “For our raw milk, we’ve followed the rules and worked with our local inspectors. We do our best to produce a clean, healthy product and have gained the trust of many customers. They visit us from as far away as NYC on a regular basis.”  Taking care of the cows can be a full-family affair. “We have family members milk the cows, along with 4-H kids and friends,” Klein says. “They have a certain time and day they are assigned and have agreed to help and get paid for their time in products from our Dairy Store. It all works out to everyone’s advantage.” Finding interested customers hasn’t proven to be a problem. “At first, we advertised through newsprint and commercial ads,” she says. “Advertisements translated into news articles about the farm, cheese making, and eventually ice cream production and sales. Word-of-mouth is our best advertisement now.” There’s always room for new expansion. Amanda, Beth’s daughter-in-law, is hard at work establishing a cow-cuddling business. “Individuals can book a time to ‘cuddle’ either a cow or two baby calves,’ says Klein. While the farm isn’t certified organic, the family avoids insecticides and aims to manage operations responsibly. Local farmers are inspired, and many come by to see what’s working and get advice for their operations. “Our biggest success is the fact that we’re still farming today,” Klein says. “Through our diversification, we can continue farming into the next generation.” Still, there are many challenges. “One is the rising costs of products and services,” Klein says. “Next is dealing with the public. A generation or two ago, many families had someone they knew, a neighbor or uncle, who farmed. They understood animals and working the land. That isn’t the case today. Educating the public takes patience and understanding.” Contact: FARM SHOW Followup, Beth Klein, Klein Farms, 410 Klein Rd., Easton, Pa. 18040 (ph 610-253-8942; kleinsdairy@gmail.com; www.kleinfarms.com).

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