As the fresh produce industry prepares for the IFPA Global Produce & Floral Show Oct. 16-18 in Anaheim, California, evolving forces are shaping what success will look like for the store perimeter.
In an environment defined by rapid change, inflationary pressures and increasingly discerning shoppers, suppliers and retailers alike are under pressure to pivot fast and perform. Category Partners, an insights and analytics firm specializing in the fresh food space, is helping its clients do both – by leading with insight instead of reacting to disruption.
“This isn’t just a time of change, it’s a moment to rethink how we connect with consumers and buyers,” said Tom Barnes, CEO of Category Partners. “The companies who will win are those using and interpreting the data to look forward.”
Here are three retail trends Category Partners is monitoring:
Trend One: Operational Efficiency Is Now a Selling Point
Retailers increasingly favor suppliers that provide operational excellence in addition to great products. As expectations rise, product availability, logistics reliability and supply chain visibility are major differentiators.
A proven track record matters, but data makes the difference. Category Partners helps clients improve performance and build long-term trust by speaking the language of retail execution.
This includes connecting and integrating field-level, logistics and financial data into performance dashboards that reveal efficiencies and highlight the full value of a supplier’s partnership.
Trend Two: Shoppers Want to Know the Why
Shoppers are wary of buzzwords, and they’re quick to scrutinize them. Claims like “organic” or “sustainable” may still draw attention, but they no longer guarantee trust or justify higher prices on their own. Consumers want proof, clarity and real meaning behind the label.
This shift is forcing retailers and suppliers to rethink how they talk about their products. To understand which messages resonate and which ones fall flat, Category Partners is conducting research on behalf of clients – including consumer testing, focus groups, surveys and custom studies.
Trend Three: Retailers Raising the Bar on Supplier Relationships
With consumer attitudes changing and operational expectations rising, buyers are placing a premium on suppliers that bring insight, reliability and shared strategy to the table.
This shift is changing the rules of engagement, and retailers are making sharper distinctions between vendors and true partners.
Category Partners is working with clients to strengthen their standing with buyers by arriving prepared – with category-specific data, market intelligence and retailer-focused solutions that show alignment with shared goals. Providing better insights to drive retailer decision-making extends a supplier’s value beyond product and price.
What This Means for Suppliers and Marketers
The takeaway: Success in today’s produce industry demands operational excellence, clear messaging and partnerships that bring real value beyond the sale. With precision analytics, custom research and deep category expertise, Category Partners helps clients stay relevant and resilient.
About Category Partners
With expertise across produce, deli, bakery and seafood, Idaho Falls, Idaho-based Category Partners helps suppliers, commodity boards and retailers unlock growth through strategic category management, consumer research and data-driven storytelling.
The company’s leadership will be on-site throughout the IFPA Global Show and is scheduling in-person meetings to talk about these and other trends that affect the fresh food category.
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