Securing real ROI from a massive trade show floor can be tricky for tech and service vendors, but the International Fresh Produce Association is betting that structured mentorship and accessible booth entry can speed up the payoff.
For business solution providers considering their first exhibit at the Global Produce and Floral Show, IFPA says the event offers a direct opportunity to help solve the industry’s largest operational challenges. To further maximize ROI and lower the barrier to entry, IFPA offers first-time exhibitors accessible booth packages paired with one-on-one mentorship from veteran exhibitors.
The Packer recently connected with Kyle McMillan, IFPA’s director of trade shows, on what solution providers can expect at October’s Global Produce and Floral Show in Orlando, Fla., and how first-timers can translate floor traffic into lasting supply chain partnerships.
How does IFPA support first-time business solution providers exhibiting at the GPFS?
McMillan: What we know is that the produce and floral industry is built on relationships, and GPFS is part of a year-round effort to help exhibitors build and strengthen those connections. When we talk about helping first-time exhibitors get a return on their exhibit faster, we’re referring to lowering barriers to participation through exhibitor support, mentorship and new booth options that reduce upfront investment and help companies focus on building meaningful industry relationships sooner.
How are mentor pairings structured and vetted to ensure exhibitors aren’t paired with direct competitors or receiving irrelevant advice?
The mentoring program is a hands-on, relationship-driven process rather than an automated matching system. The goal isn’t to provide product or business strategy advice; it’s to connect first-time exhibitors with experienced participants who can share practical guidance on preparing for the show, engaging attendees, staffing their booth and maximizing their investment.
These conversations focus on exhibiting best practices and navigating the event successfully, helping new exhibitors make the most of their first GPFS experience.
How is IFPA driving operations and sourcing decision-makers into the BSP space rather than leaving it to chance?
One of GPFS’s strengths is that it brings together the full produce and floral supply chain, from growers and shippers to retailers, logistics providers, technology companies and service partners.
In addition to the expo, the show features educational sessions and networking opportunities that attract operational, supply chain, logistics, sourcing and business leaders. We also encourage exhibitors to take advantage of pre-show planning tools and outreach opportunities so they can schedule meetings and connect with target customers before arriving on-site. For the most successful exhibitors, engagement starts well before the show floor opens.
Can you share more details about the new booth packages? Are they accessible for startups?
We recognize that exhibiting at a major industry event is a significant investment, especially for newer companies. That’s why there are multiple ways to engage with GPFS. For some organizations, simply attending may be the right first step, providing direct access to industry leaders, educational sessions, networking opportunities and a firsthand look at the challenges and opportunities shaping the fresh produce and floral supply chain.
For companies ready to showcase a product or service, we offer a variety of exhibiting opportunities, including dedicated innovation-focused pavilion spaces that give emerging companies visibility among buyers actively seeking new solutions. We’ve also introduced booth package options that simplify the exhibiting process and lower barriers to participation, making it easier for first-time exhibitors to establish a presence and start building relationships.
For a solutions provider that only engages with the industry once or twice a year, what are the most relevant benefits of IFPA membership?
Membership helps business solution providers stay connected to the industry year-round, not just during show week. Through networking opportunities, industry insights, educational resources and access to a broad community of produce and floral leaders, members can better understand the challenges and opportunities facing their customers.
For many solution providers, the value comes from remaining connected to the conversations shaping the future of the industry throughout the year, not just during a single event.
What’s the biggest operational mistake first-time BSP exhibitors make, and how does your onboarding help prevent it?
The biggest mistake is waiting until the show opens to begin engaging potential customers.
The most successful exhibitors start well before show week by identifying the people they want to meet, scheduling appointments and developing a clear plan for their time on-site. Through mentorship, exhibitor resources and pre-show support, we help first-time exhibitors approach GPFS strategically so they’re building relationships before they ever step onto the show floor.
What’s the single most important piece of advice for first-time BSP exhibitors?
Start early. Don’t think of GPFS as a three-day event. Use the months leading up to the show to identify target customers, schedule meetings and build your plan. The exhibitors who gain the most value are the ones who arrive with conversations already in motion and use the show to deepen relationships rather than start them from scratch.
That approach turns a booth into much more than floor space. It becomes a platform for building long-term relationships across the produce and floral supply chain.
