Over the past two decades, I’ve partnered with restaurant operators across the spectrum from emerging concepts to national chains. I’ve heard their frustrations and watched their challenges grow more complex. Labor shortages, rising costs, shifting consumer expectations, and the constant pressure to innovate have altered what catches their attention.
That experience has taught me something important. Operators are not choosing foodservice suppliers solely based on product specs or long-standing brand identities. They are looking for partners who understand their day-to-day realities and can demonstrate how they make life easier. And they want evidence that brand promises hold up in a busy kitchen.
This is why today’s foodservice suppliers must rethink their marketing strategies and sales approaches to create operator demand.
Proven Systems for Business Owners, Marketers, and Agencies
→ Our mini-course helps you audit and refine an existing brand in 15 days, just 15 minutes a day.
→ The Ultimate Brand Building System is your step-by-step blueprint to building and scaling powerful brands from scratch.
Table of Contents
Branding as a Key Differentiator in Foodservice
With increased accessibility and connectivity across foodservice, brand is now a differentiator and growth driver.
Restaurant operators no longer rely solely on distributors or sales presentations to discover new products and solutions. Instead, they’re following online trends, connecting with peers on social media, and relying on digital research to make business decisions. With a few clicks, they can line up suppliers side by side, read real customer experiences, and choose products without a sales rep.
For food suppliers, this presents a major opportunity to position beyond price and product specs. It’s no longer about who’s cheapest, but rather about who earns trust and proves clear value across communication channels.
Why Specs and Product Features Are No Longer Enough
For decades, foodservice suppliers relied on traditional tools, such as sales catalogs and origin stories, to drive conversions. These assets serve their purpose, but they often stop short of addressing what truly motivates today’s buyers.
Modern foodservice marketing requires more than specs and a company mission. It demands a balance of rational proof and emotional resonance: a narrative that shows both what the product can do and why the brand matters to the operator/industry.
When these two sides work together, they translate product details into real-world operator benefits, demonstrate expertise and empathy for the challenges of running a kitchen, and inspire trust through real-world stories and proof.
How Foodservice Brands Are Earning Restaurant Operator Trust
The key shifts in foodservice marketing strategies and channels include:
- Human storytelling and more testimonials:
Foodservice brands are partnering with respected chefs, customers, and food influencers to tell their stories and gather proof points. These collaborations mark a move from static sales pitches to dynamic, emotive marketing rooted in third-party credibility. This shift changes how buyers perceive risk. When operators see their peers thriving with a product – saving labor, delighting guests, reducing margin – the decision feels safer and more personal. - Knowledge sharing:
Content is paramount for B2B brand building. By consistently sharing valuable insights across channels – be it a guide to reducing food waste, menuing a new ingredient, or a case study on another restaurant’s success – foodservice brands stay top-of-mind and build trust without a hard sell. Instead of solely pushing products, successful brands are positioning themselves as educators and problem-solvers, building goodwill and brand preference in the process. - Incorporating data:
Proof and value are most effectively communicated through data. Highlight metrics that show how a brand or product can boost sales, grow margin, cut labor time, or enhance the customer experience. For example, Tillamook Cheese can reference data showing that 50 percent of consumers are willing to pay a premium for menu items featuring its product. Similarly, Alaska Seafood can point to research indicating that consumers are more likely to order seafood when its logo is displayed. - Acting on values and purpose:
B2B food brands are integrating their values directly into their marketing by advocating for their local communities, supporting the next generation of chefs, and championing sustainability. In a category where products can be commoditized, values cannot. Brands that demonstrate authentic commitment through campaigns, partnerships or actions see reputational gains and deepened customer loyalty.
Examples of Standout Foodservice Brand Strategies
Check out these recent branding campaigns from B2B foodservice suppliers that understand chefs and operators are not just calculating costs. They’re humans who appreciate partnering with suppliers that share their values and support their goals.
- Golden Waffle’s rebranding campaign marked a pivotal shift from its long-standing “Golden Malted” identity. The rebrand better reflected the company’s core offerings and value proposition as an all-inclusive supplier of fresh-baked waffles. Through new creative assets, messaging, and thought leadership about “waffle-omics,” the rebrand communicated that the company was more than just a product manufacturer and that waffles were a high-margin, low-lift menu platform with untapped culinary potential.
- Rubix Foods’ “Flavor NEXT” campaign turned the ingredients supplier into a trend authority for developing new menu items. Rubix partnered with food-savvy Gen Z influencers to capture emerging flavor preferences straight from the source. They packaged those insights into a research report that became the campaign’s centerpiece, leading to tier one media coverage and invitations to prospect innovation days. The move positioned Rubix as the supplier that doesn’t just follow trends but spots them early, giving operators a reason to choose them beyond competitors.
- KraftHeinz’s “Heinz Verified” campaign positioned the brand as a partner to independent restaurants. Where a condiment brand could risk being seen as a commodity, Heinz created a platform that championed operators and gave them tangible support. The campaign centered on influencer partnerships, showcasing both the iconic ketchup and featured restaurants through engaging content. Verified restaurants gained access to industry insights, consumer trend reports, product samples, promotional opportunities, branded merchandise, digital resources and free marketing support designed to drive traffic.
- Lamb Weston’s commitment to sustainability helps it stand apart from other fry suppliers. The company prioritizes responsible farming practices, recently introduced fully recyclable product packaging and regularly equips chefs with practical tips to reduce food waste through recipe innovation. Sustainability is woven into every part of Lamb Weston’s brand story. It frequently earns the company recognition in industry publications for its leadership in sustainable food solutions.
Build a Foodservice Brand with Proof
Operators today have more choices and less time. Specs alone no longer secure loyalty. Proof of relevance, value and empathy for the operator experience are what influence decisions.
The foodservice brands cutting through are being helpful, honest, and human. They’re telling stories that land because they feature real people juggling real problems and they’re directly addressing how they solve for timely industry and operator issues.
Cover Image
Image credits: Golden Waffle, Rubix Foods, Heinz, and LambWeston’s
