Cull Cow & Calf Marketing Channels

Importance of Livestock Marketing

Cull cow and calf sales represent 15-25% of dairy farm revenue. Optimizing these sales through proper marketing channels, timing, and animal preparation can add thousands of dollars annually to farm income. Understanding your options helps capture maximum value.

Cull Cow Marketing

Market Channels

• Auction markets: Weekly sales with competitive bidding; prices vary with volume and buyer attendance
• Direct to packers: Predetermined prices, scheduled pickup; may require minimum numbers
• Order buyers: Purchase cows to fill specific buyer orders; prices negotiated
• Video/online auctions: Sell to broader buyer base without shipping to physical market

Maximizing Cull Value

• Cull while animals still have value—don't wait for emergencies
• Market healthy, mobile animals that grade higher
• Consider conditioning thin cows before sale
• Monitor market timing and seasonal patterns
• Sort and describe animals accurately

Calf Marketing

Bull Calf Options

• Auction markets: Sell at weekly or special feeder calf sales
• Direct to calf raisers: Premium for healthy, properly started calves
• Veal operations: Direct contracts for specific calf types
• Beef-on-dairy programs: Premium sires create more valuable calves

Heifer Marketing

• Replacement sales: Sell excess heifers to other dairies
• Custom heifer raising: Contract with raisers rather than selling
• Registered sales: Premium markets for registered genetics

Timing Considerations

• Beef prices are seasonal—often higher in spring
• Market supply affects prices—avoid heavy sale dates
• Cull decisions based on milk value vs. beef value
• Calf prices vary by season and feeder cattle markets

Record Keeping

Track marketing results to improve decisions:

• Price received per animal
• Marketing costs (trucking, commissions, shrink)
• Net return by marketing channel
• Timing patterns and seasonal effects

Cost Considerations

Marketing costs include trucking ($1-3/mile), auction commissions (2-4%), brand inspection and checkoff fees, and shrink (weight loss during transport). Compare net returns by channel, not just sale prices. Direct sales may have lower costs but require more management.