In today’s competitive fishing & outdoor industry, sustainability isn’t just a buzzword—it’s a business imperative. For brands looking to get on the shelves of big-box retailers like Walmart, Target, or REI, showcasing sustainability performance is no longer optional—it’s a core part of the sales strategy.
But how can outdoor brands use sustainability as a sales advantage—and not just a compliance checkbox? Let’s break it down.
Why Retailers Care About Sustainability
Major retailers have ambitious sustainability goals of their own. Whether it’s net-zero emissions by 2050, zero waste operations, or sourcing ethical materials, they rely on suppliers and brands to help them meet their commitments.
When fishing & outdoor brands can demonstrate measurable sustainability progress, they become valuable partners in achieving these goals. Retailers are looking for brands that:
✅ Have a sustainability plan in place
✅ Can measure, report, and REDUCE GHG emissions (Scope 1, 2, and 3)
✅ Are working toward sustainable packaging solutions
✅ Align with regulatory trends like Extended Producer Responsibility (EPR) and PFAS
✅ Tell a clear, authentic sustainability story
By aligning your brand’s sustainability efforts with retailer expectations, you’re not just selling products—you’re helping retailers meet their own sustainability targets.
How to Build a Sustainability-Driven Sales Strategy
Here are five actionable steps outdoor brands can take to use sustainability as a competitive advantage in sales:
1️⃣ Understand Retailer Requirements
Each retailer has its own sustainability framework. For example:
- Walmart’s Project Gigaton focuses on GHG emissions reductions.
- REI’s Product Impact Standards emphasize responsible sourcing and circularity.
- Target’s Target Forward promotes reducing waste and emissions.
Do your homework—align your sustainability data and actions with what your key retailers care about most.
2️⃣ Measure What Matters
Retail buyers want data, not vague commitments. Invest in:
- GHG Emissions Accounting (Scope 1, 2, 3)
- Packaging metrics (recyclability, compostability, % PCR content)
- Waste diversion rates
- Product lifecycle impacts
If you’re not sure where to start, partnering with Emerger Strategies can help you simplify the process.
3️⃣ Tell a Clear, Authentic Story
Your sustainability story is your brand story. Use it to:
- Connect with conscious consumers and retailers on shared values
- Highlight the impact your products have (e.g., recycled materials, lower carbon footprint)
- Differentiate from competitors who aren’t taking action
Authenticity is key—greenwashing will hurt trust so ensure you are not making any misleading claims.
4️⃣ Turn Compliance into a Competitive Advantage
Retailers are under pressure to meet evolving regulations like:
- EPR laws
- GHG emissions reporting
- PFAS
Brands that are ahead of the curve not only avoid fees—they stand out as preferred suppliers.
5️⃣ Empower Your Sales Team
Train your sales team to speak confidently about your sustainability efforts. Give them the tools to:
- Answer retailer sustainability questions
- Make sure they are able to reference key highlights from your annual sustainability report
- Highlight product-level impact data
- Share how your brand is helping retailers meet their sustainability goals
The Bottom Line: Sustainability Sells
In the fishing & outdoor industry, sustainability is your secret sales weapon. It’s how you win retailers’ trust, secure shelf space, and build long-term partnerships.
At Emerger Strategies, we simplify sustainability for outdoor brands—helping you measure, improve, and credibly communicate your sustainability story with confidence.
Let’s Talk
Want to learn how to make sustainability your sales advantage? We’ll help you build a sustainability plan that wins retailers’ trust—and drives sales. Check out our Retailer Sustainability Compliance Packages, and fill out the form below for a free 30-minute consultation:
