Gary Hirshberg has led Stonyfield from a small farming school to a $365mm yogurt company all while giving 10% of profits back to the planet. Here Gary talks to Pause for Thought about sustainability and what it takes to launch a new brand today.
PFT: Stonyfield has been driven by a sense of purpose from the beginning. How would you define your purpose today?
GH: When we first started in 1983 our goal was modest – to close the gap between consumers and where their food came from. We were on a mission to show how food is something that’s good for us, not just less bad for us. We started our little organic farming school with what we thought was a naïve idea at the time: a business model that benefits consumers and farmers alike.
Today we’re the #3 yogurt brand in the U.S. with 1850 dairy farmers who are all profitable. It’s been a 27-year overnight success where everyone wins: cows live twice as long, farmers don’t lose profits, consumers eat nutritious and delicious foods and the planet’s precious resources are sustained.
PFT: Purpose-driven marketing is now the norm for many traditional food companies, yet some of their products fall short on the health and sustainability scale. How do we encourage companies to not only market with purpose, but to create products with purpose?
GH: The notion that we have to be all or nothing is unrealistic. Many companies can’t make the kind of leaps that are truly needed right away. We have to try to persuade them that they can take small steps like converting their ingredients to organic, impacting the supply chain.
It takes activism. I’m on a number of boards and have exposure to senior decision-makers, with opportunities to influence I never imagined way back when. The only real way to persuade these decision-makers is to show them how transitioning to organic does not impact the P&L negatively-it can be profitable as well as positive for their image.
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