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Todd Family Meats selling at the Livingston Farmers Market

From Pasture to Plate: The Todd Family’s Journey to Direct Marketing

August 1, 2025

From leased ground to cross-country shipping, the Todds are proving that with determination, knowledge, and heart, it’s possible to build a successful ranching business from the ground up. They’re not just selling beef, they’re sharing a story, a legacy, and a way of life.

From Ranch to Table: The Todd Family’s Journey in Direct-to-Consumer Beef

When you meet Gary and Heidi Todd of Todd Family Meats, you’re immediately struck by two things: their deep-rooted commitment to agriculture and the strength of their family-centered approach. What started as a shared dream in 2007 has evolved into a thriving direct-to-consumer meat business, now serving customers nationwide.

Building the Herd and the Dream

The Todds began their cow-calf operation around the time they got married, slowly growing their herd while balancing off-ranch jobs and raising their three children, Garrett, Anna, and Emme. The goal was always to build something of their own, and in 2020, Todd Family Meats was born.

But they didn’t jump blindly into the meat business. Gary brought decades of meat industry experience to the table from working as a USDA meat grader and Montana meat inspector to managing Pioneer Meats in Big Timber. This expertise gave the Todds a unique edge, not only in understanding quality but also in navigating the complex world of meat processing.

A Pandemic Pivot That Paid Off

When COVID-19 disrupted traditional supply chains, the Todds saw an opportunity. Gary approached the owner of a new retail shop at Pioneer Meats with a bold idea: put their own cattle on feed and sell their beef through the local store. It worked.
Soon after, they expanded into farmers’ markets and secured a USDA Value-Added Producer Grant, which allowed them to build a website and expand their reach. Today, they ship their premium beef to customers nationwide.

Todd Family sells meat direct to consumers

It's a Family Business

The “Todd Family” in the name is more than just branding. The Todds’ three children are part of every step, from feeding animals to setting up at markets. “We hope our love for agriculture passes down to them,” says Heidi. “It’s not always easy, but it’s worth it.”
Their story resonates with customers who want to know where their food comes from and who raised it. At the Livingston Farmers Market, shoppers meet the very people behind their steaks and roasts, building relationships that often continue year-round through online orders.

Quality You Can Taste and Measure

Gary’s background as a grader gives him unusually high standards, and he’s not afraid to admit it. “I know what I want to produce,” he says. With Heidi’s work in cattle genetics and data analysis, the couple is fine-tuning their herd for optimal carcass quality. They DNA test their animals, track how they grade, and make breeding decisions accordingly.
“We’re trying to raise efficient, consistent cattle with strong carcass traits,” Heidi explains. “It’s about improving the bottom 10% to bring everything up.”

Todd Family packaging

Overcoming Challenges with Determination

As first-generation ranchers operating entirely on leased ground, the Todds face their share of hurdles, from securing hay to managing storage and shipping logistics. Dry ice, boxes, and insulation for shipments all add up, as do rising feed and processing costs.

Still, they persevere. “We’re not just going to do it halfway,” says Gary. “If we’re in, we’re all in.”

Advice for Aspiring Direct Marketers

For others considering a move to direct-to-consumer sales, the Todds have some hard-earned wisdom:

  • Have a plan. Don’t assume your product will sell itself. Build relationships, both online and in person.

  • Know your numbers. Ensure your business is financially sustainable and priced for both the market and your bottom line.

  • Build partnerships. A strong relationship with your processor can make or break your operation.

  • Adapt and learn. Every mistake is a chance to grow. As Heidi says, “Fail forward.”
Heidi Todd is giving loves to one of their cows.

More Than Just Meat

In addition to beef, the Todds have dabbled in lamb and are exploring value-added products like tallow-based skincare. They even sell bones and offal (entrails & organs) to dog treat companies, ensuring nearly every part of the animal is used.
While they’ve been approached about supplying restaurants, they prefer the flexibility and full-animal utilization that comes from selling directly through their website and markets.

WSE and the Power of Local Markets

The Western Sustainability Exchange has played a key role in supporting Todd Family Meats, particularly through the Livingston Farmers Market. “This market is huge for us,” says Gary. “We can’t say enough good about Shannon and the whole WSE team. The support we’ve received has been phenomenal.”

This weekday market schedule and central location make it possible for the Todds to balance business and family life. The face-to-face interaction helps build trust, loyalty, and community one customer at a time. 

Contact: Gary & Heidi Todd 406-539-0079 toddfamilymeats@gmail.com, Big Timber, MT, https://toddfamilymeats.com/

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