Newcastle Ranchers Embrace Direct-to-Consumer Model, Connecting Locals with Fresh Beef

Newcastle, Wyoming: A New Approach to Local Beef

In the heart of Newcastle, Wyoming, a quaint town nestled near the scenic Black Hills, a new business model is emerging that connects local ranchers directly with consumers. The Paultons, a dynamic couple running a fourth-generation ranch, have found themselves at the exciting crossroads of traditional farming and modern marketing.

A Tradition in Ranching

Travis and Kendra Paulton have deep roots in ranching. Their family runs a commercial Angus cow-calf operation, raising livestock and managing both crop and grazing land. Raising seven children on the ranch, they instill in them a solid understanding of where their food comes from. Interestingly, one of their daughters, Millie, has taken her connection to the land a step further by raising her own cow for the coming show season.

The Jump to Direct Sales

What started as a simple desire to provide for their family’s freezer blossomed into a bustling side business. After friends expressed interest in purchasing beef, the Paultons began selling a few steers directly to them. “At first, we sold halves and quarters,” Kendra reminisced. “But as more and more people became interested, we took the plunge and began selling individual cuts at our local farmers market around five years ago.”

Innovative Farming Meets Modern Technology

As they honed their skills in direct-to-consumer marketing, the couple faced some hurdles, namely, shipping their quality beef across state lines. “The key was having our cattle processed in a USDA-inspected facility,” Kendra explained. “We had to ensure we followed all local and federal laws.” Luckily for them, their ranch’s location made it a little tricky, but not impossible.

To expedite the process and improve sales, Kendra and Travis have turned to several innovative tools, including a newly launched online platform called Range Market. This platform allows ranchers like the Paultons to manage online sales without the heavy lifting of website creation. It’s designed to make things easier for small producers who want to get their product into the hands of consumers.

Building Community Connections

Even though the Paultons are relatively new in the direct-to-consumer market, Kendra believes farmers markets play a crucial role. “Our boys sell produce from our garden, and Millie has her famous homemade treats,” she shared with laughter. “The farmers market is not just about selling beef; it’s about community. It gives customers a chance to taste our products and connect with us as the producers.”

As of January 2024, they proudly reported nearly selling out their bulk beef for the year through pre-orders. This strategy has allowed them to keep back some of their beef for cost-effective shipping and additional sales at the farmers market.

The Shift Towards Local Food

There’s been a noticeable shift in consumer behavior since the COVID-19 pandemic, with more people eager to reconnect with their food sources. Kendra noted, “People want to buy your story. They want to feel like they are supporting your family, even if they don’t know you personally.” This sentiment aligns with a survey indicating that a significant 57% of consumers turned to online meat purchases during this time.

The Power of Collaboration

With all the benefits that come from platforms like Range Market, the Paultons can now reach more customers than ever before. “One of the best things about this service is the collective shipping rates we can access,” Kendra explained. “It dramatically lowers costs for both us and our customers, making it a win-win situation!”

Where Do They Go from Here?

The Paultons plan to continue expanding their business and offerings. “We finish out one or two steers every year, and we hope to increase that number as our market grows,” Kendra expressed with excitement. With her team of children ready to take on roles ranging from marketing to cattle care, the family is not just raising beef but also cultivating the next generation of dedicated ranchers.

As they forge ahead into the future, Kendra’s advice remains simple yet profound: “Stick to your values, share your story, and be consistent. The agricultural community is one where we all want to see each other succeed.” They are showings us that with a little innovation, a lot of hard work, and a strong connection to community, the future of ranching looks brighter than ever.