“We don’t typically do a booth at the IFPA show because it’s such a big show, and we have so many people we want to see,” said Annie Pape, special projects and brand manager for the company. “For us, it’s better not to be tied down to one spot. We can move freely, split up if we need to and really target each person and place we want to get to.”

On the ground at the show will be Pape, who supports marketing and sales; Josh Minton from the sales team; and Wayne Keener, the company’s IT director. The trio plans to divide responsibilities yet overlap in their efforts, making sure multiple sides of the business are represented.

“I’d love to be able to interact with products rather than just getting sent a PDF and waiting for a sample,” Pape said. “You get the touch, the feel and someone is there to answer your questions. There are always interesting and unique new things, and sometimes it gets your brain moving in a different direction.”

Though Pape’s focus is packaging and innovation, the show gives the team a chance to meet existing clients face-to-face, as well as prospective new customers. It also offers an opportunity to engage vendors — some local, some international — who may not otherwise cross paths often in a single venue.

“Anyone who’s anyone in produce is going to be at this show,” Pape said. “You have to have a presence.”

By the end of the show, Donio’s yardstick for success is measured in quality conversations.

“If we’re able to make our list of people we want to see and actually meet with them, that’s a win,” Pape said. “If we can get our foot in the door with a new customer or make future plans with current ones, that’s even better.”

Looking ahead to the upcoming months, Pape pointed to two major themes she expects to dominate conversations: specialty crops and next-level packaging. Donio has been experimenting with small scale trials of unique crops, not broadly commercial yet, as a way to differentiate in a crowded marketplace.

The company is also seeing more interest in value-added formats, such as bagged produce or novel pack designs.

Another key growth area is Donio’s import blueberry program, which is already underway.

“We’re looking forward to a good season — with more volume than we’ve done before,” Pape said. “We want to continue increasing our market share and be one of the top players in import blueberries.”

More broadly, Donio aims to cement itself not merely as a vendor but as a partner.

“We want to solidify ourselves as a partner to our retail and foodservice customers,” Pape said. “It’s not just a field-buyer relationship. It’s about trust, open communication and being an essential piece of our customers’ success.”

As IFPA rolls out, the Donio team intends to turn mobility into advantage, moving deliberately across the floor, engaging strategically and making sure their presence is felt, even without a traditional booth.