John Lawson, a distinguished buyer for Whole Foods Market, holds immense influence over the culinary landscape, determining the products that grace the shelves of over 500 stores spanning the US, Canada, and the UK. With two decades of experience, Lawson's expertise extends to discerning market trends, product appeal, and pricing strategies. His role as a "kingmaker" in the industry has been instrumental in elevating local businesses to national recognition, such as the ice cream brand Van Leeuwen. This narrative explores Lawson's distinctive approach, emphasizing his commitment to fostering nascent brands and his profound impact on consumer dietary habits, underscoring the delicate balance between intuition and analytical insight in the food retail sector.
The Culinary Architect: John Lawson's Journey from Discovery to Dominance
In 2008, the arrival of a vibrant yellow ice cream truck in New York's Tribeca neighborhood marked the inception of Van Leeuwen Ice Cream, a venture by brothers Ben and Pete Van Leeuwen and Laura O'Neill. John Lawson, then managing a Whole Foods Market in Tribeca, recognized the immense potential of their artisanal ice cream. Captivated by their meticulous crafting, especially their exquisite Italian pistachio flavor, Lawson passionately advocated for Van Leeuwen to enter grocery retail. Three months following their initial encounter, Van Leeuwen pints made their debut on Whole Foods shelves, a testament to Lawson's foresight. Today, their products are available in over a quarter of all supermarkets nationwide.
Lawson now stands as one of nine elite buyers responsible for curating local and emerging brands for Whole Foods. His extensive knowledge spans ingredient selection, product naming, packaging aesthetics, and pricing strategies. His profound influence shapes the shopping baskets of millions across more than 45,500 US supermarkets, transforming obscure brands into household names. A typical autumn day trailing Lawson offers a glimpse into his discerning process.
The day commences at the Gowanus, Brooklyn Whole Foods, where Lawson's encyclopedic knowledge of products, from coffee to condiments, is on full display. He meticulously rearranges shelves, effortlessly recalling launch dates, store placements, and national expansion timelines for various products. He likens the experience to a social gathering, eager to introduce companions to his "friends" on the shelves.
Breaking into the food industry, especially for brands beyond established giants like Kraft or Coca-Cola, is arduous. Lawson estimates he receives 50 to 100 unsolicited pitches monthly, with only a fraction succeeding. He describes selecting winners as an "art, not a science," relying on his keen curatorial sense rather than solely on industry data. This intuition has allowed him to champion local darlings such as Family Farmstead Dairy and Jalapa Jar. For Lawson, retailers must cultivate relationships with founders to remain relevant in an increasingly diverse market.
While the prospect of discovering the next billion-dollar success story like Siete Foods or Poppi is rare, Lawson's focus isn't solely on unicorns. He cherishes brands like The White Moustache, a Brooklyn-based Persian-style yogurt, which, despite its limited distribution, fosters a loyal local following. For Lawson, witnessing a local brand thrive and sustain itself through dedicated fans brings profound satisfaction.
During a tour of La Rossi Pizza's manufacturing facility in the Brooklyn Navy Yard, Lawson emphasizes the intense competition in every category. Martina Rossi Kenworthy, founder of La Rossi Pizza, exemplifies the determination needed to capture a buyer's attention. At Cherry Bombe's Jubilee in 2022, an event celebrating women in the food industry, Rossi Kenworthy seized the opportunity to have Lawson sample her frozen pizzas, determined to make an impression.
Her frozen pies captivated Lawson, partly because the woman-owned company offered a refreshing presence in a traditionally male-dominated sector. Over the next two years, Lawson collaborated closely with Rossi Kenworthy, refining the pizzas and their packaging for a successful store launch last summer. His ongoing involvement includes strategic advice, such as rebranding her "veggie" pizza to "mushroom cheddar spinach" to enhance its appeal. Lawson understands that such subtle adjustments can significantly boost a product's performance.
Lawson's hands-on approach is evident in his travels, logging 102,000 miles in three years visiting suppliers. He prioritizes direct engagement, often advising founders to concisely convey their product's unique qualities on packaging without overwhelming text.
Lawson's journey recently led him to the newly opened Van Leeuwen scoop shop and innovation lab in Greenpoint, Brooklyn, where he sampled new releases and works-in-progress, reflecting on the challenges of sourcing ingredients like Italian pistachios. His culinary exploration continued across the East River to Kalustyan's, a renowned New York specialty food store, where co-owner Aziz Osmani showcased an array of globally sourced goods, including their own brand of simmer sauces and upcoming chutneys—products Lawson aims to introduce to Whole Foods.
In a competitive market saturated with similar trend reports and trade shows, buyers like Lawson seek innovation. Major retailers are increasingly adopting accelerator programs, offering mentorship, funding, and retail placement to emerging brands. This altruistic approach, while seemingly counterintuitive in a low-margin industry, allows buyers to forge early relationships with promising founders.
Lawson's commitment to nurturing new talent extends beyond his role at Whole Foods. In December 2023, he joined the board of Naturally New York, a non-profit connecting food entrepreneurs with industry experts. At a recent Jersey City event, Lawson moderated a panel, drawing a crowd of aspiring founders eager for his insights. Even after the panel concluded, Lawson remained engrossed in conversation, surrounded by hopeful entrepreneurs. David Yu, co-founder of Reprise Health, aptly described Lawson as a "celebrity" in their sphere. Lawson, however, redirects the acclaim to the innovative products he champions, emphasizing the privilege of being in the field and discovering the remarkable work of local suppliers.
John Lawson's unwavering dedication to discovering and nurturing innovative food brands not only shapes the retail landscape but also inspires a new generation of culinary entrepreneurs. His story underscores the significant impact that passionate individuals can have on an entire industry, demonstrating that genuine connection and a discerning eye are as vital as market data in bringing exceptional products to consumers.
