Introduction

Exporting Indian food is no longer just about sending bulk containers  it’s about building partnerships. And when you’re reaching out to global wholesalers, your pitch needs more than just price and packaging. It needs a story, clarity, and trust.

Let’s break down how you, as an Indian food brand or exporter, can effectively pitch your products to international B2B buyers in a way that actually works.

Know Who You’re Talking To

Before sending that first email or making a call, understand your buyer:

  • Are they an ethnic grocery chain, a restaurant supply distributor, or a gourmet food wholesaler?

  • What products do they already sell?

  • Which countries or cities do they serve?

The more you understand their business, the more tailored (and relevant) your pitch will sound.

Example: A Dubai wholesaler may prefer Halal-certified, onion-free snacks. A US-based distributor may be looking for clean-label, organic spices.

Lead With the USP – Not Just the Product

Don’t just say We sell ghee.
Instead, say:
We produce A2 cow ghee from grass-fed Indian Desi cows, hand-churned in small batches.

This is your USP (Unique Selling Proposition). It helps your product stand out.

Global wholesalers have options. What they need is:

  • A story

  • A reason to trust you

  • A clear edge over others

If your product is organic, explain how it’s grown.
If it’s Ayurvedic, explain the health benefits.

Keep Your First Pitch Short, Clear, and Visual

Your first B2B outreach message should include:

  • 1-2 lines about your brand

  • Your core product range (max 5 items)

  • Certifications (like FSSAI, USDA Organic, Halal, ISO)

  • Clear product photos and brief catalog (PDF or link)

  • Mention MOQ (Minimum Order Quantity), shipping terms, and lead time

No one wants to open a 25MB attachment. Keep it lightweight and to-the-point.

Build Trust with Quality & Compliance

Global buyers are cautious. They care about:

  • Food safety

  • Consistency

  • Clear labeling

  • Timely delivery

So, always highlight your:

  • Manufacturing facility (certified, clean, export-ready)

  • Quality control processes

  • Past export experience (if any)

And if you’re new, don’t worry focus on your values, process, and samples. Offer trial orders or low MOQs to reduce risk for them.

Follow Up with Value, Not Pressure

If they don’t reply to your first email don’t panic.

Send a polite follow-up after 4–5 days with:

  • A thank-you for their time

  • A small product update, review, or testimonial

  • An offer to send samples or hop on a short call

Persistence works but only if it’s helpful.

Conclusion

In B2B food exports, you’re not just selling a product you’re building a long-term supply relationship. And that starts with understanding your buyer, being clear, and offering real value.

Take time to craft a professional, honest pitch. Back it with product quality, and always keep the buyer’s needs first.