As a volume opportunity, selling to other manufacturers can be hugely attractive. In many areas it is a complicated market, often requiring suppliers to be as in-tune with a processor’s customers and business as they themselves. This involves analysis of which products are sold and where, be it retail, foodservice or other. Approaching the market this way can unlock the value that processors need.
Targeting the processing market is a challenge in many categories. The price pressure that the larger retailers and foodservice organisations exert on suppliers is keenly felt in this sector. Often the gateway to these companies is the purchasing department, who are tasked with keeping the processors’ factories supplied with raw materials at the lowest cost. Working closely with the processors and their NPD teams often helps identify the pain points that can be helped with innovative products or a service adaption. If value is curated for a processor then it is often shared with the supplier.