LUBBOCK, Texas (RFD-TV) — Eastern U.S. wineries are carving out a stronger position in a flat national wine market by leaning into local sales and small-scale flexibility rather than volume growth. While California remains dominant in production, data show winery growth and confidence shifting east of the Rockies, where producers rely more heavily on direct customer relationships.
Industry data indicate the number of wineries east of the Mississippi River has continued to rise, even as total U.S. winery counts decline. Most Eastern wineries are small operations producing fewer than 5,000 cases annually, allowing them to adapt quickly and avoid the pressures facing large national brands and virtual wineries.
Direct-to-consumer sales are a key advantage, explains Chris Laughton, Farm Credit East’s Director of Knowledge Exchange. Surveys show Eastern wineries posted stronger tasting-room and direct sales growth than West Coast peers, helping offset weak wholesale demand and shrinking retail shelf space. These local connections mirror successful agritourism and value-added strategies seen across rural agriculture.
With fewer virtual wineries and deeper community ties, Eastern producers appear better positioned to weather market shifts while building a distinct regional identity.
Farm-Level Takeaway: Small, locally focused wineries are finding resilience through direct sales and regional loyalty rather than scale alone.
Tony St. James, RFD-TV Markets Specialist
December 17, 2025 12:56 PM
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