Almond processors looking to make better margins
What is going on with almond prices and supply Part 2
1-min read
This is the second of a 2 part series.
Today I’ll address processors that supply domestic ingredients to CPGs.
CPG companies, especially those in the natural/premium space, are looking for sustainable ingredients and they are willing to pay for it. The best way for processors to hold margins and charge a premium during a bearish market is to sell the attributes that differentiate their products.
Things that brands care about are:
- Water conservation (drip irrigation)
- Energy Conservation (solar, biofuel)
- Gender & racial diversity in your org
- Pollinator friendly certification
- Carbon footprint reduction
What I am suggesting is that almond processors measure, document, and communicate their practices. It’s not as hard as it might seem – many of the sustainability initiatives you need to be selling are probably those you already practice.
The mistake is to assume that “everybody’s doing the same things” so it’s not a differentiator. But if they aren’t talking about it and you are, it absolutely is.
Professionalize your sustainability story
Another mistake I see processors do is wait to be asked.
Typical scenario: the sales guy gets questions over email and next thing you know a long email trail forms. Email and phone calls are an inefficient way to instill confidence in the things that a brand wants to put on their label and website. It also doesn’t make you look professional.
Get your isht together and create a document. Have it live on your website. Post it on LinkedIn.
Here is a great example of how to document your sustainability practices. Check out Harris Woolf’s Impact Report.
All my best,
Jennifer