5 Food Producer Sustainability Strategies That Win Over Modern Buyers

But here’s the good news: meeting these demands doesn’t have to drain your team or budget. In fact, getting ahead of sustainability expectations can unlock new business, strengthen retailer relationships, and position your brand as a leader in food production and sustainability.

Here are 5 proven strategies to help food producers like you stay ahead, stand out, and win more deals in a rapidly evolving marketplace.

1. Turn Carbon Data into a Sales Asset

Too many producers lose tenders because they can’t provide verified carbon footprint data for their products. But generating accurate data isn’t just about checking a box—it’s a tool for growth.

Buyers increasingly use carbon metrics as part of their decision-making criteria. According to McKinsey, over 60% of consumers now consider a brand’s sustainability efforts when choosing products, and retailers are following suit.

Actionable tip: Use a commercial-grade LCA application like Klimato to calculate and verify emissions per product. Showcase your data in buyer meetings, sales decks, and packaging to boost credibility.

2. Make Your Message Buyer-Specific

Modern buyers are short on time and big on proof. Generic sustainability statements won’t cut it anymore. What they want are numbers, certifications, and clear claims tied to their sourcing priorities.

Actionable tip: Customize sustainability narratives based on your buyer segments. For retailers, focus on category decarbonization and label-readiness. For foodservice, emphasize emissions per serving and menu planning support.

3. Use Sustainability to Defend Your Price

In cost-competitive tenders, sustainability data can be your strongest pricing defence. When buyers understand that your products reduce Scope 3 emissions or help meet their net-zero targets, they’re more likely to accept a higher price point.

Actionable tip: Highlight your impact with simple, visual dashboards. With Klimato, food producers can showcase emissions reductions over time or compare product footprints vs. category benchmarks to justify pricing premiums.

4. Don’t Build In-House, Borrow Speed

You don’t need to hire a sustainability team to get credible carbon data. Internal teams are often stretched thin, and onboarding complex tools delays your time-to-market.

Actionable tip: Choose a plug-and-play solution with food-specific databases, ready-made templates, and onboarding under 2 weeks. The Klimato app is designed to remove the friction and give you immediate outputs that work across sales, marketing, and reporting.

5. Elevate Your Brand with Climate Labels

Carbon labeling is becoming a competitive must-have in both retail and foodservice. It doesn’t just demonstrate responsibility—it builds trust with climate-conscious buyers and consumers.

Actionable tip: Add product-specific carbon labels to packaging, sales materials, and menus to clearly show the footprint of each item. Klimato’s climate labels are based on internationally accepted methods and can be customized to your branding.

Don’t Wait, Lead

Sustainability isn’t a side project anymore. For food producers, it’s becoming a core business driver. Those who invest in credible, verifiable carbon data are winning the trust of modern buyers, and winning more business because of it.

FAQ: Sustainability Strategies for Food Producers

Q: Why is sustainability important for food producers today?
A: Sustainability has become a key decision factor for retailers and foodservice buyers. Many now expect suppliers to provide credible carbon data and clear sustainability commitments as part of purchasing decisions.

Q: How can food producers use sustainability to win buyers?
A: Food producers can win buyers by providing verified carbon footprint data, tailoring sustainability messaging to buyer needs, and showing how their products support emissions reduction goals.

Q: Do food buyers require carbon footprint data?
A: Many buyers increasingly request carbon footprint data to support their own Scope 3 reporting and sustainability targets, especially in the retail and foodservice sectors.

Q: Can sustainability help food producers defend pricing?
A: Yes. When backed by credible data, sustainability can help justify pricing by demonstrating added value, such as lower emissions or alignment with buyer climate commitments.

Q: What sustainability actions matter most to modern buyers?
A: Modern buyers typically value clear emissions data, transparent methodologies, climate labeling, and sustainability claims that are supported by measurable evidence.