In just over three months, Julian Terriaca has swiftly established himself as the fastest-growing milkman in the UK, amassing a rapidly expanding customer base.
The 44-year-old former pub landlord has transitioned from serving pints to delivering pints of milk, catering to a diverse clientele that includes nurseries across the Central Belt. Terriaca’s venture, EM Dairies Ltd, has caught the eye of major industry players.
Despite receiving a lucrative buyout offer of £400,000, Julian, the sole owner from Hamilton, Lanarkshire, has chosen to retain control of his company, which boasts an order book valued at £5 million.
In a strategic move, Julian has partnered with an Edinburgh fruit and vegetable wholesaler, facilitating a reciprocal distribution arrangement.
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EM Dairies’ products are now available on the east coast, while the wholesaler’s produce reaches customers in the west.
This impressive start comes after just four months of operation. Julian has declined the buyout offer, opting instead to focus on expanding EM Dairies, which stands for Everything Milk.
His background in the Scottish dairy industry, coupled with 15 years of experience running pubs in London, informed his decision to enter this niche market, which he identified as underserved yet promising.
Unlike traditional milkmen, Julian targets businesses such as small retailers, coffee shops, cafes, garden centres, offices, factories, distilleries, and nurseries.
Operating seven days a week, EM Dairies delivers 80,000 litres of milk weekly, along with various cream products and milkshakes.
Terriaca said: “I’ve not done too badly as the new kid on the block.
The B2B sector has been somewhat neglected by the industry and the overwhelming majority of companies do doorstep deliveries through the night.
“But I was aware from speaking to many customers in the areas that I have identified and targeted that they want a different kind of more bespoke service which fits their needs.
“They don’t want to arrive at their premises to open up and find a milk order has been lying outside through the night for possibly several hours.
“They want fresh deliveries, made to them during their normal opening times so they can make sure everything is tip top and in great condition when they welcome our people through their doors, direct from our chillers to their premises in refrigerated vans.
“I’ve proved already the market is there and we’re just going to get busier and busier and busier.”
Whole milk remains the most popular choice among customers.Julian meticulously crafted his business plan with input from numerous contacts and customers, garnering substantial support.
After securing premises, equipping them, establishing a vehicle fleet, and hiring staff, he launched EM Dairies.
He added: “On Day 1 we had 15 customers on the books and that’s grown quickly and quite dramatically. I’ve had to double capacity and things are developing at a much faster rate than I hoped at the outset.”
The team includes Robert Brown, a respected operations manager with 25 years in the dairy sector, and Callum Waugh, who oversees the Bellshill, Lanarkshire operation with 15 years of industry experience.
Currently, EM Dairies employs 10 staff and operates seven vehicles, with further expansion plans underway.
Julian said: “Key to the success is customers don’t want their supplies delivered to unmanned buildings in the middle of the night and left outside. We’re looking after the demands of these businesses and they’re acting as our biggest advertisers by spreading news about us through word of mouth.”
He added: “Other firms deliver through the night and then their vehicle fleets don’t turn a wheel during the day.
“Another benefit of operating while businesses are open is that our vehicles are seen out and about and it is a great form of free advertising as our name gets better known.”
The son of an Irish mum from Dublin and an Italian father, his Rome-born dad Nicola – known as Nicky in Lanarkshire where he operated the popular Rainbow Bar fish and chip shop in Airdrie for 21 years.
He said: “My parents had very high standards and my aim, like theirs, is to provide the best possible service in the sector – that’s our unique selling proposition.”
By way of giving back to the community, Julian donates surplus milk to the local Salvation Army before it reaches its expiry date, giving back to the community that supports his business.
With a commitment to quality service and community support, Julian Terriaca is not just delivering milk—he’s redefining the role of the modern milkman in the UK.
