As the fresh produce industry prepares for the IFPA Global Produce & Floral Show in Anaheim, Calif., evolving forces are shaping what success will look like for the 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 is helping its clients do both by leading with insight instead of reacting to disruption, according to a news release.
“This isn’t just a time of change, it’s a moment to rethink how we connect with consumers and buyers,” says Tom Barnes, CEO of Category Partners. “The companies that will win are those using and interpreting the data to look forward.”
Here are three retail trends Category Partners is watching closely as the industry heads into IFPA Global:
Trend One: Operational Efficiency is Now a Selling Point
Retailers increasingly favor suppliers who 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” might 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 rigorous research on behalf of clients — including consumer testing, focus groups, surveys and custom studies.
Trend Three: Retailers are Raising the Bar on Supplier Relationships
With consumer attitudes changing and operational expectations rising, buyers are placing a premium on suppliers who 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.
“At Category Partners, we’re 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,” the company says.
What This Means for Suppliers and Marketers
The takeaway is clear: 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 says it helps clients stay relevant and resilient.
Category Partners leadership will be on-site throughout the IFPA Global Show and is currently scheduling in-person meetings to talk about these and other trends that affect the fresh food category. Whether you need shopper insights, optimization strategies or data-backed storytelling that lands with retail buyers, Category Partners says it is ready to help. To request your meeting, visit categorypartners.com.
