If a restaurant buyer asks you, “Are these PFAS-free?” mid-conversation, do you have a clean, confident answer ready? Most distributor reps don’t.
PFAS-free certification is now a compliance issue, a liability issue, and a customer service issue.
In the first quarter of 2026 alone, almost 100 new PFAS-related bills were introduced across 17 states. Your customers are operating in this environment whether they know it or not.
This guide gives you word-for-word scripts, ready-to-send email templates, and a breakdown of the certifications your customers will ask about. You don’t need a chemistry degree to explain this. Only the right framing for each customer type.
Why Distributors Need a Clear Answer Ready Right Now
13 states have active PFAS bans on food packaging right now:
- California
- Colorado
- Connecticut
- Hawaii
- Maine
- Maryland
- Minnesota
- New York
- Oregon
- Rhode Island
- Vermont
- Washington
- Illinois
More are coming. If you’re selling in any of those states, non-compliant packaging can cost you up to $2,500 per violation. In California, the Attorney General declared food packaging enforcement a “priority” in October 2023.
Your customers are caught in the middle. Most of them have heard the term “forever chemicals” but can’t explain what PFAS is, which certification proves compliance, or what happens when an inspector asks for documentation. That’s where you come in.
The 30-Second Explanation: Scripts by Customer Type
Here is the core explanation you can adapt for any audience:
“PFAS are synthetic chemicals that were used in food packaging to resist grease and moisture. They don’t break down in the body or environment, and states are now banning them over health concerns. Our products are certified PFAS-free, and I can send you the documentation today.”
Now, here is how to adjust that for 4 common buyer types.
For Service-Focused Customers (Packaging, Janitorial, and Foodservice Distributors)
These buyers need to be able to answer their own customers’ questions, so give them the tools to do that.
“More of your customers are going to start asking about PFAS, especially in states where bans are already in effect. We make it easy for you to have that conversation. Our products are BPI Certified and come with a full documentation packet you can pass straight to your accounts. You won’t need to dig for anything when the question comes up.”
For Compliance-Focused Customers (Hospitals, Schools, Institutional Dining)
These buyers need paperwork, and they need it in a format their procurement team can file.
“Your state may already have an active PFAS ban, and your procurement team will likely need proof of compliance for audits. We’re BPI Certified, so the paperwork is ready to go. I can send you the certificate, the safety data sheet, and the BPI database link for your records today.”
For Brand-Conscious Customers (Upscale Restaurants, Hotels, Resorts)
These buyers care about the story they tell customers and about ESG credibility.
“Diners and guests are starting to ask about packaging safety, and media outlets like Consumer Reports have tested major chains by name. Our products are BPI Certified Compostable and PFAS-free, so you can back up any claim you put on your menu or packaging. If you operate internationally, they also align with the EU’s current PFAS limits.”
For Cost-Conscious Customers (QSR, Fast Casual, Independent Operators)
These buyers lead with price, but the right framing shifts the conversation.
“PFAS-free pricing has come down a lot as the market has scaled. The per-unit difference is small, and it’s a lot smaller than the cost of sitting on inventory you can’t sell if your state passes a ban. Performance holds up for most applications, and I can get you samples for anything you want to test first.”
Common Customer Questions and How to Answer Them
Below are the questions your customers are most likely to ask, grouped by category, with answers you can use verbatim or adapt.
What Is PFAS?
Customers often ask this before anything else. Here’s how to answer it without overexplaining.
“What does PFAS stand for?”
Per- and polyfluoroalkyl substances. They’re a group of more than 14,000 synthetic chemicals that have been used in manufacturing since the 1950s. In food packaging, they were used to make paper resist grease, oil, and moisture.
“Why were they used in packaging?”
They were effective and cheap. At the chemical level, PFAS treatment costs roughly $0.00012 per square meter, which makes them attractive for high-volume paper-based packaging.
They gave wraps, fry liners, pizza boxes, and take-out containers reliable grease and moisture resistance without adding much weight or cost.
“How do PFAS get into food?”
Through direct contact, heat, and time. When food sits in a coated container, especially hot or fatty food, PFAS can migrate from the packaging surface into the food.
The higher the temperature, the longer the contact time, and the higher the fat content, the more migration occurs.
Microwave popcorn bags, hot fry containers, and pizza boxes with greaseproof coatings are among the higher-risk applications identified in peer-reviewed food-contact research.
Compliance Questions
These come up most often with operators in states where bans are already active or approaching.
“Do I have to switch to PFAS-free in my state?”
It depends on your state and what type of packaging you’re using. If you operate in California, New York, Washington, Vermont, Connecticut, Colorado, Maryland, Minnesota, Hawaii, Oregon, Maine, Rhode Island, or Illinois, laws are already in effect.
Check the state your locations operate in against the list above, and if there’s any overlap, yes, you’re already required to comply.
“When do PFAS bans go into effect?”
Here’s a quick reference table:
More states are in the pipeline. If your customer’s state isn’t on this list yet, it may well be soon.
“What happens if I don’t comply?”
The penalties vary by state, but are real. In California, violations under AB 1200 can carry civil penalties of up to $2,500 per violation, with up to $6,000 per violation if a court injunction is breached.
Oregon charges $100 per day for food vendors and $500 per day for wholesalers. Minnesota holds both manufacturers and downstream sellers, including distributors, liable for noncompliance.
In several states, knowingly submitting false compliance documentation can trigger criminal liability.
Certification Questions
If a customer wants to verify your PFAS-free claims, these are the questions they’ll ask. Have the answers ready before they do.
“What does BPI certification mean?”
BPI stands for the Biodegradable Products Institute. It’s the leading North American certification body for compostable products. For a product to carry the BPI Certified mark, it must meet all 3 of these requirements:
- No PFAS were deliberately added to the product, confirmed by ingredient safety sheets.
- The product is lab-tested below 100 ppm total organic fluorine by a BPI-approved lab.
- The manufacturer has signed a statement confirming that no fluorinated chemicals were used.
BPI’s PFAS rule went into effect on January 1, 2020. On December 31, 2019, BPI removed roughly 2,000 products from its database for failing to meet the new standard.
“What Does CMA Certified Mean?”
CMA stands for the Compost Manufacturing Alliance. Where BPI runs lab tests, CMA places products in real commercial composting facilities and measures what actually happens.
NantBioRenewables’ BioCal-ICS passed CMA field testing at Cedar Grove Composting in Everett, Washington, in April 2026, with less than 5% of material recovered after 49 days.
For customers who want real-world proof, that’s the number to share.
“What Does TÜV Austria OK Compost HOME Mean?”
TÜV Austria is a European certification body for compostability. The OK Compost HOME mark means the product breaks down in a home compost heap at ambient temperature. This is a stricter test than industrial composting.
Since January 2022, certified products must also declare no intentionally added PFAS and total fluorine below 100 ppm.
“What Does USDA Certified Biobased Mean?”
The USDA Certified Biobased Product label comes from the USDA BioPreferred program. It confirms the product is made from a verified percentage of renewable biological ingredients instead of petroleum.
NantBioRenewables’ BioCal-ICS received this label in March 2026.
“How do I know the certification is real?”
You can verify any BPI-certified product at products.bpiworld.org. The database is searchable at the SKU level and is updated continuously. If a product is listed there with a current entry, it has passed BPI’s requirements.
For TÜV Austria, check the certificate number against the TÜV Austria database at okcert.tuvaustria.com.
CMA results are documented in a formal field disintegration report issued by the Compost Manufacturing Alliance.
USDA Biobased certifications are listed at biopreferred.gov.
“Do I need to keep certification paperwork?”
Yes, and it’s worth keeping it organized. The full list of documents you need for each SKU is covered in the “How to Organize Your Files” section below.
California’s statute of limitations for enforcement is 4 years, so keep everything for at least that long. For health inspections, a 1-page compliance summary per SKU is the fastest way to satisfy an auditor.
Performance Questions
Most operators assume PFAS-free means a trade-off in quality. Here’s how to address that directly.
“Will PFAS-free products work as well?”
For most foodservice applications, yes. Washington State’s Department of Ecology completed an alternatives assessment in 2021 and concluded that PFAS-free alternatives are available at comparable cost for wraps, liners, plates, food boats, and pizza boxes.
“Are they more expensive?”
PFAS treatment costs roughly $0.00012 per square meter, while bio-based alternative coatings currently run between $0.015 and $0.98 per square meter, depending on the technology.
But chemistry is only a small fraction of finished-product cost, so the retail and distributor-level price gap is much narrower than those numbers suggest.
Most buyers find the per-unit premium modest, and it has been narrowing as the market for PFAS-free alternatives has scaled.
“Do they still handle grease and moisture?”
Yes. Many products now achieve kit-test ratings of 10 or higher on the TAPPI T559 scale, which meets typical QSR specifications.
If a customer has a specific high-performance application, testing samples in their actual conditions is the right approach before placing a full order.
Which Certifications to Mention (and Why)
Six certifications come up most often in PFAS-free conversations. You don’t need to explain all of them every time, but you need to know what each one means and when to bring it up.
Here’s a quick breakdown:
- BPI (Biodegradable Products Institute): The go-to certification for compostable products in the U.S. Lead with this in almost every sales conversation. Every BPI-certified product is lab-tested below 100 ppm total organic fluorine and backed by a manufacturer’s attestation of no intentionally added PFAS.
- ASTM D6400: The compostability standard BPI tests against. Bring it up when a customer’s procurement spec calls for it by name, or when a state law references it (California does for compostable labeling claims).
- NSF Guideline 537: NSF’s PFAS-free guideline for food-contact materials. No intentionally added PFAS, tested below 50 ppm total organic fluorine, retested every year. You’ll see this come up with hospitals, school districts, and large institutional accounts.
- TÜV Austria OK Compost HOME: The European equivalent of BPI. Bring this up with international hotel brands, global QSR operators, and any customer sourcing for European markets. NantBioRenewables holds this certification for its cellulose acetate straws.
- CMA (Compost Manufacturing Alliance): Field-tests products in real composting facilities. A CMA pass means the product disintegrated in an actual working compost operation. Pair it with BPI for the strongest compostability story.
- USDA Certified Biobased: Confirms the product is made from renewable biological ingredients. Bring this up with customers who have sustainability reporting requirements or bio-based procurement policies.
If you need a supplier who already has all of this in place, NantBioRenewables manufactures BPI-certified, TÜV Austria OK Compost HOME-certified, and CMA field-tested compostable straws and tableware from its U.S. facility.
Their BioCal-ICS product also carries the USDA Certified Biobased Product Label. They offer shorter lead times, custom branding options, and full certification documentation you can share with your accounts on day one.
How to Back Up Your PFAS-Free Claims With Proof
Saying “we’re PFAS-free” is easy. Showing it is what closes accounts and passes audits.
Here’s what to have ready at every customer touchpoint:
- The BPI certificate PDF for each SKU you’re selling.
- The live BPI database link at products.bpiworld.org for that SKU (send the direct URL; don’t send a screenshot).
- A one-page spec sheet per product that includes: certifications held, applicable state law compliance summary, grease/moisture performance ratings, and contact information for questions.
- The manufacturer’s certificate of conformance, on company letterhead, listing which regulations the product complies with.
For catalog language, use specific claims you can back up:
- Use: “Made without intentionally added PFAS. Lab-tested below 100 ppm total organic fluorine. BPI Certified Compostable [certificate number].”
- Use: “Complies with California AB 1200, New York S.8817, and equivalent state PFAS-in-food-packaging laws.”
- Avoid: Saying “PFAS-free” on its own with nothing to back it up. California’s AG has specifically flagged that kind of claim as an enforcement target.
For national accounts or compliance-heavy buyers, set up a shared cloud folder with standing access.
Include all certificates, test reports, and attestations, organized by SKU. Update it whenever certifications renew. This makes their audit process seamless and keeps you embedded in their compliance workflow.
A QR code on your product spec sheets that links directly to the BPI database entry is a simple touch that signals credibility without requiring any explanation.
Objection Handling: “Why Does This Matter to My Business?”
These come up in almost every PFAS conversation. Here’s how to handle each one cleanly.
“My State Doesn’t Have a PFAS Ban Yet.”
“You’re right, it doesn’t. But if any of your accounts are in states that do, you still need compliant packaging for those locations. And more states are moving fast on this. Switching now gives you a lot more control than scrambling when a deadline hits.”
“I’ve Never Had a Customer Ask About PFAS.”
“Not yet, but it’s coming. Health inspectors in several states are already asking for documentation. Consumer Reports ran tests on packaging from major chains and named them publicly. When your customer asks, you want to already have the answer. Let me get you the paperwork today so you’re covered.”
“Isn’t This Just Another Green Marketing Trend?”
“I get the skepticism. But this is different from most green claims. Twelve states have actual bans with real fines. California’s AG is actively enforcing it. And the main PFAS compound, PFOA, is classified as a Group 1 carcinogen by IARC. There’s enough evidence to say it causes cancer in humans. There’s a lab test that confirms compliance. This is a legal standard with consequences.”
When and How to Share Documentation
A few practical principles here:
Send it proactively when:
- You’re onboarding a new customer.
- You’re introducing a new SKU.
- A new state ban is approaching that affects the customer’s market.
- A supplier certification has been renewed, and you have updated documents.
- A major industry news event (a new FDA action, a media test of food packaging) has raised awareness.
Send it in response to a request when:
- A line buyer makes a one-off inquiry.
- A health inspection follow-up requires it.
- Renewal season for an existing account is coming up, and nothing has changed.
How to Organize Your Files
Keep one folder per SKU. Name it with the SKU number and product description.
Each folder should contain:
- The certificate of conformance (dated)
- The safety data sheet
- The BPI certificate
- The TÜV Austria OK Compost HOME certificate
- The CMA field disintegration report
- The USDA Certified Biobased documentation
- The third-party total organic fluorine test report
- The manufacturer’s attestation of no intentionally added PFAS
Review and update all documents on a quarterly basis. When certifications renew, push the updated documents to every relevant account, without waiting to be asked.
Copy-Paste Email Templates for Distributor Reps
These templates are ready to customize with your customer name, SKU details, and relevant state information.
Template 1: Introducing PFAS-Free Products to an Existing Customer
Subject: PFAS compliance update for your [state] locations.
Hi [Name],
Hope things are going well on your end. Quick heads-up worth flagging: [State]’s PFAS ban on food packaging [is now in effect / takes effect on DATE], and I want to make sure you’re covered before it becomes an issue.
The good news is we have PFAS-free options that map directly to what you’re already ordering. Everything is BPI Certified and comes with a full documentation packet ready to share with your team.
I’ve attached a one-pager to get you started. Happy to send samples this week if you’d like to test before making the switch.
[Your name]
Template 2: Responding to a “Do You Have PFAS-Free?” Inquiry
Subject: PFAS-free options and documentation for [Customer Name].
Hi [Name],
Great timing on this. Yes, we do, and here’s what I can get to you today:
- [Product 1]: BPI Certified, compliant with CA AB 1200, NY S.8817, and equivalent state laws
- [Product 2]: Same certifications, [relevant application note]
- [Product 3]: [Note if relevant for their use case]
I’ve attached the BPI certificate and manufacturer attestation for each. You can also verify any of these at products.bpiworld.org using the SKU numbers listed.
Let me know if you’d like a sample shipment so your team can test performance before committing to volume.
[Your name]
Template 3: Following Up With Certification Documentation
Subject: Certification documents for [Product Name].
Hi [Name],
Following up on our conversation. As promised, here’s the full documentation package for [product name]:
- Certificate of conformance covering [list applicable state laws]
- Safety data sheet
- BPI certificate ([certificate number])
- TÜV Austria OK Compost HOME certificate ([certificate number])
- CMA field disintegration report ([facility name, date])
- USDA Certified Biobased Product Label documentation
- Third-party total organic fluorine test report ([X] ppm, well below the 100 ppm threshold)
- Manufacturer attestation confirming no intentionally added PFAS
You can also verify this product live at [products.bpiworld.org link].
If it’d be easier for your compliance team, I’m happy to set up a shared folder with standing access to everything. Just say the word.
[Your name]
Template 4: Addressing Concerns About Cost and Performance
Subject: Cost and performance breakdown for PFAS-free alternatives.
Hi [Name],
Totally understand the hesitation, and it’s a fair thing to look into before making any changes.
On cost, there is a small per-unit premium. That said, non-compliant packaging in a state with an active ban can run you $2,500 per violation, on top of any inventory you can’t move.
On performance, our products hit a kit-test rating of 10 or higher on the standard grease-resistance scale, which holds up well for most foodservice applications.
The easiest way to settle it is to test for yourself. Want me to put a sample shipment together for your team?
[Your name]
Frequently Asked Questions (FAQs)
Below are a few questions distributors often get from customers about PFAS-free certification.
Do All BPI-Certified Products Automatically Meet State PFAS Bans?
Yes, in most cases. BPI uses the same threshold that most state laws require. For high-stakes accounts like hospitals or national chains, confirm against the specific state law language to be safe.
What Is Total Organic Fluorine (TOF), and Why Does It Matter?
TOF is the lab measurement used to screen for PFAS in a product. Because there are over 14,000 individual PFAS compounds, testing for each one isn’t practical, so TOF gives you a reliable overall reading.
If a product is below 100 ppm TOF, it passes the threshold most U.S. state bans and BPI requires.
What’s the Difference Between “No Intentionally Added PFAS” and “PFAS-Free”?
“No intentionally added PFAS” means the manufacturer didn’t include any fluorinated chemicals on purpose. “PFAS-free” means the product has been tested below a defined threshold, like 100 ppm TOF.
BPI requires both, so if your product is BPI certified, you’re covered on both counts.
Does FDA Approval Mean a Product Is PFAS-Free?
No. FDA removes specific PFAS grease-proofing substances from the market but doesn’t issue PFAS-free certifications. For compliance, you need BPI, NSF, TÜV Austria, or state-specific documentation.
How Often Do Certifications Need to Be Renewed?
BPI renews every 3 years, TÜV Austria OK Compost HOME every 5 years, and NSF Guideline 537 requires retesting every year. CMA field tests are conducted on a per-product basis, and USDA Biobased certification requires annual renewal.
Keep track of those dates for every SKU you carry and send your accounts updated documents as soon as you have them.
Your Customers Are Ready. Are You?
The distributors who win PFAS conversations are the ones who show up prepared with the right product and the right paperwork.
That’s where NantBioRenewables comes in.
Our Wave Ware products are made from Ocean Calcium Sand, a naturally renewable material with a carbon-negative footprint. The products are American-made in Gadsden, Alabama, and built to handle real foodservice conditions without sogginess or breakage.
They hold BPI, TÜV Austria OK Compost HOME, CMA Approved, and USDA Certified Biobased certifications. Every product comes with full certification documentation, ready to share with your customers.
Request a sample to test the product and see the paperwork before you commit. You can also browse the full range to find what fits your accounts.