As the fresh produce industry prepares to gather for the IFPA Foodservice Conference, Ben B. Schwartz & Sons is focused on expanding its reach, strengthening customer relationships and identifying new opportunities for growth in the foodservice channel.

By leveraging its Midwest location and existing transportation network, the company has been able to efficiently serve a growing number of customers while maintaining the service levels that have long been central to its business.

“We’ve spent the last year expanding our distribution radius throughout the U.S., with a focus on the Eastern and Southern regions where we could optimize our existing routes,” said Jordan Grainger, vice president of sales and business development for the company. “Foodservice groups make up a large part of our customer base, and with our Midwest location, we’re able to serve these companies at volume with high-quality produce that we can source from anywhere around the world.”

That expansion has created new opportunities as the company enters markets that were previously outside its core distribution area.

“As we go into the event, we’re excited to meet with prospective customers in the newer areas we’re serving and see how we can help support their efforts now or as they scale,” Grainger said.

Foodservice continues to represent an important segment of the company’s overall business, and Ben B.’s approach remains rooted in reliability and partnership.

“Our approach with foodservice customers is the same that it’s always been, which is to deliver the highest-quality produce with the reliable service they’ve come to know and trust,” Grainger said. “We consider ourselves a partner, and we know that trust is built through consistency.”

The IFPA Foodservice Conference provides an ideal setting to strengthen those partnerships while discussing the issues currently shaping the industry.

The company’s team attending the event includes Grainger, Scott Bagan, director of foodservice sales and national account manager Paul Suttmiller, all of whom will be meeting with customers, prospects and industry stakeholders throughout the conference.

According to Grainger, three major topics are expected to dominate conversations on the show floor.

“We expect AI, consumer spending and health and wellness to be top-of-mind for everyone at the conference,” Grainger said. “AI is making it easier than ever to automate orders, track deliveries, manage inventory and more. We expect a lot of discussion around AI integrations and how they can help streamline operations across the industry.”

At the same time, economic pressures continue influencing purchasing behavior.

“With inflation, consumer spending has dropped, so we’re interested in hearing what other industry leaders are seeing in terms of demand shifts,” Grainger said. “Consumers are also becoming increasingly focused on nutrition and wellness, which creates opportunities for fresh produce.”

Despite advances in technology, Grainger believes the most valuable aspect of the conference remains the face-to-face interactions.

“This is an industry built on relationships,” Grainger said. “Technology makes it easier to stay connected, but there’s still tremendous value in sitting down with someone in person and having an honest conversation.”

Those conversations often help companies identify solutions to common challenges.

“This year hasn’t been without its obstacles, whether it’s tariffs, higher fuel costs or labor shortages,” Grainger said. “Getting together with customers and industry partners allows everyone to better understand how we can work together to overcome those challenges.”

As the company continues pursuing growth, maintaining service standards remains a key priority.

“We’re focused on growth, but at the same time maintaining the same quality of service as we work through a more challenging environment,” Grainger said.

For Ben B. Schwartz, a successful conference ultimately comes down to meaningful dialogue.

“We hope to have productive conversations with our customers and open discussions with industry leaders about the trends shaping our business,” Grainger said. “If we come away with new ideas and stronger relationships, that’s a successful show.”