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Seafood is popular in every part of the world, and for that, you will find various fine dining restaurants to sushi bars that are now serving a variety of seafood and are generating hefty amounts of profits. In this blog, we are going to discuss how you can sell seafood to restaurants, the market overview, and insights that you might find helpful for securing your next bulk order of seafood items.
Before knowing how to sell seafood to restaurants, you need to know the market size of the seafood industry, as it enables you to predict the future of the industry before investing in the business.
According to Fortune Business Insights, the global seafood market was valued at 368 billion USD in 2024. By the end of 2025, it would become a 386 billion USD industry. The seafood market is projected to become a 651 billion USD industry with a CAGR of 7.72% by the end of 2032.
People are now preferring seafood over beef and poultry items because they provide the same amount of protein with less fat and calories.
The seafood industry is powered by evolving consumer preferences, sustainability, and quality. Following trends will help you in shaping your seafood-selling business at profitable prices.
1_Restaurants are looking for suppliers who can offer them traceable and eco-friendly seafood. The rise of sustainable seafood sourcing is a hot trend right now.
2_Aquaculture is in trend as the demand for seafood is increasing day by day, so to meet the global demand for seafood, aquaculture or fish farming plays an important role.
3_Restaurants are also interested in purchasing value-added seafood products like pre-cut fillets, marinated portions, and vacuum-packed seafood, as it saves time, and the quality remains consistent as well.
4_Health-conscious consumers are the biggest reason for the boost in the sales of seafood.
5_People love to eat exotic seafood items as well, like lobster, scallops, and sushi-grade tuna etc. These products are also being featured in fine dining restaurants, which is why their demand is high.
6_Online B2B marketplaces are another great way to connect with seafood restaurants worldwide and make such platforms the centre of attention for both buyers and sellers.
Seafood is considered a premium menu item. In recent years, we have seen growth in seafood restaurants like sushi bars, seafood grills, and fine dining restaurants. etc., conscious people are replacing proteins with seafood instead of beef or poultry items.
The demand for seafood increases during holidays, festivals, and tourist seasons. Aside from Korea, China, and Japan, European countries are now taking an interest in seafood, and fine dining restaurants are the major buyers of seafood.
Before investing in a seafood-selling business for restaurants, you need to figure out the following challenges that you will be facing in this business.
1_Seafood is a highly perishable item. Maintaining the freshness and quality of the seafood is a challenging task. You need proper cold chain management to keep the seafood fresh, from sourcing from oceans or aquaculture farms to the restaurant tables.
Having a reliable storage system along with quick transportation options is a must for seafood sellers. To maintain your trust with your buyers, you, as a seller, need to invest in insulated packaging, refrigerated trucks, and efficient distribution networks to meet the needs of the customers.
2_seafood prices depend on various factors like seasonal availability, weather conditions, fuel costs, and international trade policies. The prices of lobsters and such items increase during festive seasons, which can cause price fluctuation and also cause issues for restaurants looking for predictable prices for menu planning. So, for that, you need to connect with various suppliers and distributors to reduce the risk of price fluctuation through bulk buying.
3_The competition in the seafood market is high when it comes to selling fresh and bulk seafood at affordable prices. Restaurants mostly connect with local fishermen and distributors for fresh and reasonably priced products. While big distributors provide convenience restaurants with a variety of seafood in bulk at affordable prices.
Being an independent or mid-level seafood wholesaler, you need to up your selling game to compete against your competitors. Focus on quality, personalized service, flexible order sizes, or niche offerings like exotic species and sustainable seafood.
4_ Another challenge that, as a seafood distributor, you might encounter is having certifications like MSC (Marine Stewardship Council), ASC (Aquaculture Stewardship Council), or country-specific safety standards for selling bulk seafood to global buyers and restaurants.
Many sellers miss the chance to connect with genuine restaurants because of the unavailability of certifications. So it's better for you to get these certifications done before starting a seafood distribution business to avail the best opportunities in the business.
It is important for suppliers or sellers of seafood to identify their target correctly before approaching them. If you are aware of your target restaurant's needs and requirements, you will be able to offer them the best deals and discounts that benefit both sides of the business.
1_If you can offer exclusive seafood that is of premium quality, like crabs, lobsters, oyster, sushi-grade tuna, etc, then go for fine dining restaurants as such restaurants focus on only quality and exclusivity of the products irrespective of the prices. Provide such restaurants with certifications they require from you and sign long-term contracts with them for profitable business dealings.
2_Casual seafood restaurants focus on finding suppliers and sellers who can offer bulk seafood at wholesale prices and without compromising on the quality. Such restaurants look for versatile and fresh seafood that goes well with different menu items. Offer safe and fast delivery options, market-competitive prices, with generous order quantities on both usual days and on seasonal days.
3_Sushi bars and Asian Seafood restaurants rely on fresh, raw, and specialty seafood products. Salmon, tuna, mackerel, squid, and shellfish are among the most purchased seafood in Asian seafood restaurants. Such buyers also look for a consistent supply of niche items like eel, sea urchin, or octopus.
If you can offer fresh seafood meeting the taste and quality standards, then building long-term business relationships with such restaurants for a consistent supply of seafood is the best opportunity that you can avail.
Effective marketing strategies when selling seafood to restaurants involve careful planning and execution of strategies that work well.
Start by telling your journey in this business, the origin, the sustainability factors of your business, along with the freshness buyers will get from your products.
Use online B2B marketplaces like Tradewheel.com, Alibaba, etc, to display your products for global buyers and restaurants with MOQ options of your choice and suitable prices.
Get help from online social media platforms to increase the visibility of your products. These platforms have the highest number of user engagements. You can connect with genuine buyers and restaurant owners looking to source quality seafood at affordable prices.
Aside from that, you can also attend online tradeshows and expos related to seafood products. These expos and tradeshows provide you with an opportunity to strengthen your networking skills by making connections with genuine buyers.
Explore the list of some of the best seafood marketplaces where you can find genuine seafood buyers from all across the globe.
Tradewheel.com is the fastest-growing online B2B trading platform, where, as a seller of seafood, you can have access to a list of hundreds of wholesale buyers and distributors. The website is easy to use and is equipped with all the right tools that make trading easy, fast, and affordable for everyone.
As a seller, you can easily create your seller's account on the website, list your top-selling products with descriptions and prices for buyers' ease. Offer bulk products at cost-effective prices without compromising on the quality of the products. As a seller, account creation is free of cost here, but purchasing the membership on the website will benefit you in a lot of ways, as the product managers take care of providing you with the buyers you are looking for.
Alibaba.com is one of the largest global B2B platforms and a go-to place for finding seafood distributors, wholesalers, and exporters. It offers an extensive selection of seafood categories, including fresh, frozen, dried, and processed seafood. Buyers can search for distributors based on certification, country of origin, and minimum order quantities.
The platform also provides tools like trade assurance, secure payment options, and verified supplier badges to ensure credibility. For restaurants or businesses looking to import seafood in bulk, Alibaba.com offers an unmatched variety and competitive pricing, making it one of the top choices worldwide.
Global Sources is another trusted B2B marketplace where restaurants and seafood buyers can connect with verified distributors worldwide. The platform is well-known for its strict supplier verification process, which helps ensure quality and reliability. Seafood distributors on Global Sources offer a wide variety of products, including frozen fish fillets, shrimp, crabs, lobsters, and canned seafood.
Buyers can filter suppliers based on certifications, country of origin, and product categories, making it easier to find partners that meet restaurant standards. With its global reach and trade show integrations, Global Sources is a powerful option for restaurants and wholesalers seeking dependable seafood distributors.
Selling seafood to restaurants requires more than just supply; it’s about freshness, consistency, and trust. By understanding restaurant needs, leveraging reliable marketplaces like Tradewheel, Alibaba, and Global Sources, and staying aligned with industry trends, suppliers can build lasting partnerships and thrive in the growing global seafood market.
