Edward & Sons Unveils a Fresh Look, Honoring Nearly 50 Years of Organic Leadership
Visit Edward & Sons at the 45th Annual Natural Products Expo West at Booth #829, North Hall, Level 100, March 4-6, 2026, at the Anaheim Convention Center in Anaheim, CA
CARPINTERIA, Calif. (Feb. 17, 2026) – Edward & Sons Trading Company Inc. today announced the unveiling of a refreshed brand identity, set to debut at Natural Products Expo West. The update reflects the company’s evolution as a women-owned leader in organic, natural and plant-based convenience foods, modernizing its look while staying true to the values that have guided the company for nearly five decades.
Founded in 1978, Edward & Sons has played a defining role in shaping natural and organic pantry staples in American kitchens, with a focus on organic, vegan, vegetarian, gluten-free, and globally inspired foods. The refreshed brand represents a thoughtful evolution designed to resonate with today’s health-conscious consumers while preserving the trust, integrity, and values that have guided Edward & Sons for nearly five decades.
At the heart of the update is a refreshed presentation and a clearly defined family of brands, highlighting the connection between Edward & Sons®, Native Forest®, and Let’s Do Organic®. The thoughtful evolution honors the company’s longstanding commitment to Convenience Without Compromise® while introducing design enhancements that make its trusted products more accessible and discoverable for today’s shoppers.
“For nearly five decades, Edward & Sons has earned the trust of consumers and retail partners alike,” said Liz Dee, CEO of Edward & Sons. “This refreshed identity is not about changing who we are – it reflects our commitment to showing up with greater clarity and renewed visual vibrancy while strengthening the foundation that supports our next chapter of growth. As a family business, we think in generations, not quarters, and this work ensures Edward & Sons remains an enduring partner for decades to come.”
Category-Defining Innovation, Recognized by the Industry
Edward & Sons’ commitment to innovation continues to earn industry recognition. The brand’s Pad See Ew organic whole grain, gluten free brown rice noodles was named as a NEXTY Award finalist, one of the natural products industry’s most respected honors. The NEXTY Awards recognize the most progressive, innovative, inspiring, and trustworthy products— spotlighting brands that are shaping the future of natural and organic food. The finalist distinction underscores Edward & Sons’ ability to deliver globally inspired flavors while meeting today’s standards for clean ingredients, transparency, and convenience.
Throughout its history, Edward & Sons has been a category leader, introducing products that helped define modern American pantry staples—including Miso Cup, the first instant miso soup, and the first organic coconut milk. The refreshed brand builds on that legacy of innovation, reinforcing Edward & Sons’ leadership in plant-based and organic convenience foods that prioritize quality, taste, ethical sourcing, and accessibility.
Expo West Big Reveal
Edward & Sons will officially debut its refreshed brand identity at the 45th Annual Natural Products Expo West, Booth N829, North Hall Level 100, March 4-6, 2026, at the Anaheim Convention Center in Anaheim, Calif., continuing its long-standing presence there since the inaugural show.
Media are invited to schedule booth visits or meetings in advance by emailing steve@compassnatural.com
About Edward & Sons®
Edward & Sons Trading Company, Inc. is an independently owned, second generation family food business based in Carpinteria, California. Since 1978, Edward & Sons has offered a distinctive portfolio of plant-based, natural, organic, and sustainably sourced grocery brands—including Native Forest®, Let’s Do Organic®, and more. Committed to ethical sourcing and environmental stewardship, Edward & Sons provides nourishing foods that support both local communities and the planet. The company proudly partners with retailers across North America to deliver Convenience Without Compromise®. Edward & Sons products can be found wherever natural foods are sold. To learn more, visit EdwardandSons.com and search the Store Locator or Online Retailers list to find products near you. Follow on Instagram, TikTok and Facebook.
Media Contact: Steven Hoffman, Compass Natural, steve@compassnatural.com, tel 303.807.1042
Kombucha Culture Brings Costa Rica’s Tropical Heritage to the West Coast
The leading kombucha brand in Central America deepens its U.S. presence, rooted in organic farming, cultural tradition, and bold flavor innovation. Visit Kombucha Culture at Natural Products Expo West Fresh Ideas Marketplace on Tuesday March 3, 2026, in Anaheim, California.
LOS ANGELES (Jan. 26, 2026) — Rooted in the traditions of Costa Rica’s tropical culture and brewed with a deep respect for land and community, USDA certified organic Kombucha Culture is bringing its vibrant pura vida (“pure life”) spirit to more shelves across the West Coast. As the #1 kombucha brand in Central America, Kombucha Culture continues to expand its U.S. presence while staying true to the heritage, sustainability, and craftsmanship that define every can.
The idea for Kombucha Culture was born in 2014 in Southern California. Those initial dreams of creating an elevated kombucha experience flourished into something extraordinary when company co-founders David Comfort and Noel Brady moved to Costa Rica. Surrounded by lush rainforest, inspired by tropical ingredients, and guided by the "Pura Vida" lifestyle, Kombucha Culture evolved into something far bigger than a beverage. The result is a vibrant kombucha collection that captures the essence of Costa Rica’s land, “sabor,” and culture.
“Kombucha Culture started as a dream to create something meaningful and something that honored flavor, function and culture,” said David Comfort, co-founder of Kombucha Culture. “Costa Rica gave us the environment, the inspiration, and the community to turn that dream into reality.”
Kombucha Culture is still proudly brewed and packaged on the farm in Costa Rica using all certified organic ingredients, with fermentation and production carefully monitored by the team to ensure peak freshness. By infusing each brew with local fruits, roots, and plants, the company not only elevates the quality of its kombucha but also supports local farmers and helps preserve time honored agricultural practices.
Over the years, Kombucha Culture has pushed boundaries in the region, launching Central America’s first CBD-infused kombucha, the first hard kombucha in Latin America, and becoming the first USDA Organic-certified beverage produced in Costa Rica. Today, the brand is the leading kombucha in Costa Rica, found coast to coast, from the bustling streets of San José to laid-back beach towns like Malpaís on the Pacific and Puerto Limón on the Caribbean.
“Our connection to Costa Rica isn’t just where we brew, it’s also who we are; it’s like family,” said Mike Schall, U.S. General Manager. “Everything we do is rooted in respect for the land, the people, and the culture that embraced Kombucha Culture from the beginning.”
With consumer interest in fermented and functional beverages continuing to rise, Kombucha Culture offers a rare combination of category leadership, organic farming, and cultural authenticity. As the brand expands its presence in the U.S., Kombucha Culture is currently available in Southern California at premium natural and specialty retailers including Erewhon, Bristol Farms, Jimbo’s Naturally, and Lassens via UNFI, as well as select Pacific Northwest retailers such as Town & Country Markets via Crown Pacific Fine Foods.
Kombucha Culture’s lineup is Certified Organic, vegan, gluten free, and made with real, all-natural ingredients.
Boho: A bright, tropical fusion with tangy notes of fresh ginger, pineapple and hibiscus
Island Roots: Earthy, grounding flavors of turmeric, ginger, lemon and black pepper
Purple Rain: A bold, antioxidant-rich blend with chamomile, lavender and butterfly pea flowers
Golden Hour: A ginger-passion fruit uplift inspired by sun-soaked evenings on the coast
Dragon Rose: A new flavor with a smooth blend of dragon fruit and rose water
Each can delivers probiotic benefits to support digestion, antioxidant-rich ingredients to help fight inflammation, and provides a clean, natural energy along with all the fizzy refreshment of modern soda, but with fewer than 70 calories per can.
Brewed with passion, shared with purpose, and canned with character, Kombucha Culture continues to build a movement—inviting consumers to taste the culture and feel the pura vida spirit in every smooth sip.
Visit Kombucha Culture at Expo West 2026
At Expo West 2026, Kombucha Culture will bring its tropical lineup to life in the Fresh Ideas Organic Marketplace, Tuesday March 3rd, at Table #F29. Attendees can experience its signature flavors and discover how the brand bridges Costa Rica’s vitality with California’s surf-and-sport lifestyle.
About Kombucha Culture
Drink Smart. Live PURA VIDA.
Kombucha Culture is a craft kombucha brand brewed in Costa Rica and inspired by the country's pure vida lifestyle which is a celebration of health, happiness, and connection. Made with Certified Organic, vegan, and gluten-free ingredients, Kombucha Culture features zero artificial flavors, all-natural tropical ingredients, and 70 calories or less per can. Each probiotic-rich, antioxidant-packed blend is designed to refresh, energize, and restore balance naturally. Kombucha Culture is available at premium natural and specialty retailers including Erewhon, Bristol Farms, Jimbo's Naturally, Jensen’s Market, and Lassen's in Southern California, as well as select Pacific Northwest retailers such as Town & Country Markets and through leading distributors including UNFI (Moreno Valley). Learn more at kombuchaculture.com and follow on Instagram and Facebook.
For wholesale inquiries, contact puravida@kombuchaculture.com
Media Contact: Steven Hoffman, Compass Natural, steve@compassnatural.com, tel 303.807.1042
Redefining Better-for-You Snacking: DEFI Snacks Combines Superfood Innovation & Time-Released Fuel
After a breakout year, the award-winning, woman-owned brand accelerates growth with bold new flavors and formats. Visit DEFI Snacks at Natural Products Expo West at Booth #8913.
CHATHAM, N.J. (Jan. 13, 2025) — DEFI Snacks is redefining modern snacking by combining indulgence, performance, and purpose into superfood-infused chocolate bites. Female-founded and rooted in global tradition, DEFI delivers high-protein snacks designed for fitness-minded, clean-eating consumers who refuse to choose between nourishment and indulgence.
Each DEFI Snack recipe is built on sprouted organic buckwheat, a fiber-rich superfood. Combined with fast-absorbing whey protein crisps that offer immediate energy and slow-digesting European-grade casein protein that digests slowly to promote longer-lasting satiety, DEFI delivers time-lapsed nutrition that satisfies immediately and fuels the body over time.
Founded by Tatyana Jones, DEFI Snacks was inspired by her Ukrainian upbringing, where buckwheat is a daily staple, much like rice or potatoes in the U.S. Across Ukraine and neighboring Slovak countries, buckwheat has long been valued for its resilience, nourishment, and versatility. When Tatyana moved to the United States, she was surprised to find that buckwheat was largely unknown and widely misunderstood.
“Most people assume buckwheat is a wheat or some type of a grain,” says Tatyana. “In reality, it’s neither. Buckwheat is a naturally gluten-free flower seed, and nutritionally outperforms many of today’s trendy ingredients. It’s great for your gut, is loaded with fiber, protein, vitamins and antioxidants … and the list goes on.”
Motivated by the untapped potential of buckwheat, Tatyana partnered with a trusted scientist to explore white-space opportunities for a buckwheat-based product. After much experimentation and category analysis, she identified a clear gap in the market: snacks that are truly indulgent, yet go beyond empty calories with nutrient density and function.
Shortly after, Tatyana partnered with Chef Jean-François Bonnet, known for helping formulate many of the original Hu Chocolate flavors before the brand was sold to snacking giant Mondelez.
A New Definition of Indulgence
DEFI stands for "Delicious Energizing Fitness Indulgence," a philosophy reflected in its lineup of high-protein, superfood-infused chocolate bites:
Dark Chocolate Himalayan Salt Crispy Superfood Bite
Dark Chocolate Crispy Superfood Bite
Milk Chocolate Crispy Superfood Bite
Milk Chocolate Peanut Butter Crunch Crispy Superfood Bite (new)
Each crunchy bite is crafted to deliver sustained, time-lapsed nutrition which satisfies immediately and fuels the body over time, keeping you satisfied for hours.
Ingredient Integrity, by Design
DEFI Snacks' formulations connect nutrient-dense recipes with modern consumer values of sustainability, women’s empowerment, and flavors with universal appeal. Each flavor starts with premium-quality chocolate, infused with better-for-you ingredients that control sugar intake and satiety, while delivering other health and functional benefits.
Key Ingredients Include:
Real premium non-GMO chocolate, featuring 70% cacao dark chocolate sourced from the Dominican Republic and Ecuador or velvety 38% cacao milk chocolate from Peru. Both chocolates are sourced through a leading B Corp-certified chocolate producer committed to sustainable and fair practices, with full traceability of cacao beans down to the village level.
Sprouted Organic Buckwheat, a naturally gluten-free and grain-free superfood superfood rich in protein, fiber, B vitamins, magnesium, and antioxidants. Buckwheat contains prebiotic fiber that helps slow sugar absorption and support gut health and is also one of the most sustainable ingredients that exists. True to the DEFI brand’s ethos, buckwheat enriches everything it touches. Farmers adore it because it requires low to no maintenance, yet it makes the earth it grows in incredibly fertile.
European-grade non-GMO Whey Protein Crisps, a fast-absorbing milk protein crisp delivering immediate energy and a crunchy texture
European-grade non-GMO pure casein protein powder, a slow-digesting milk protein that promotes longer-lasting satiety and keeps you fuller over time
Together, this combination delivers a multi-sensory texture by combining smooth chocolate with crispy crunch and sustained satisfaction that resonates strongly with Gen Z and millennial consumers. Furthermore, DEFI avoids the calorie-cutting shortcuts common in the category, choosing real ingredients and balanced nutrition without compromising taste or long-term integrity.
A Female-Led Brand That Lifts Others
DEFI Snacks is built on defiance, not just of traditional snacking norms, but of how business is done. As a female-founded company, DEFI donates 1% of its profitable sales to women-owned startups that defy the odds, reinforcing its commitment to entrepreneurship, equity, and community. As the brand grows, it hopes to lift itself by lifting others, growing its influence in the community.
The brand’s mission sits at the intersection of health, fitness, entrepreneurship, and female empowerment, creating indulgence with intention for busy professionals, clean-eating foodies, and performance-driven lifestyles.
Retail Momentum and Industry Recognition
DEFI Snacks' rapid growth in the past year has earned both buyer attention and award-winning industry acclaim, including:
RangeMe’s #3 Most Popular Snacking Brand in only 10 months
DEFI is currently available direct as well as through UNFI, following acceptance into the highly competitive UNFI Up Next Program, enabling regional and national distribution for game changer brands.
Looking Ahead: 2026 Innovation and Growth
DEFI Snacks is entering its next phase of growth with plans for new flavors, new formats, and innovative vegan options launching in 2026. Upcoming formats are designed to meet consumers across more occasions and channels, while leaning into delivering high protein and high fiber — claims both retailers and consumers are searching for.
To support national retail expansion, DEFI has also kicked off a 2026 seed raise, targeting $1.5 million to fuel distribution, innovation, and brand growth at shelf.
Visit DEFI Snacks at Natural Products Expo West, March 3-5, 2026, at Booth #8913 (ACC Level 3), Anaheim Convention Center, Anaheim, CA.
About DEFI Snacks
DEFI Snacks is a female-founded, purpose-driven snack brand redefining indulgence through protein-infused real premium chocolate bites, made with sprouted organic buckwheat, a superfood like no other! Rooted in Ukrainian tradition and built for modern lifestyles, DEFI connects satisfaction, nutrition, empowerment, and flavor — while donating 1% of profits to women-owned startups that dare to defy the odds. Products can be purchased on their website, via Amazon and at Raley’s (Northern California), Wakefern / ShopRite (East Coast), and over 150 independent retailers nationwide. Follow DEFI Snacks on Facebook, Instagram, TikTok, and LinkedIn.
For Wholesale Inquiries email sales@defi-snacks.com
Qualified Investor Inquiries email tatyana.jones@defi-snacks.com
Media Contact Steven Hoffman, Compass Natural, steve@compassnatural.com, tel 303.807.1042
Natural, Organic and Regenerative Food and Agriculture Surge in Popularity
This article first appeared in the May/June 2025 issue of GreenMoney Journal
By Steven Hoffman
The market for organic food and agriculture has grown significantly since the National Organic Program was first established in 2001, placing the USDA Certified Organic seal on products that qualify for this distinction. Today, it’s a $70 billion market that’s been growing an average of 8% per year. And while it may be maturing, younger consumers, including new parents and their babies, are eating it up. And now, in the post-pandemic era, investors are once again paying attention to the potential of organic and regenerative products and brands that take into account health and the environment, and how the way we produce our food and consumer products affects climate change.
A survey released in February 2025 by the Organic Trade Association (OTA), the industry’s leading trade group, found that organic’s benefits to personal health and nutrition are resonating deeply with millennials and Gen Zers, making them the most committed organic consumers of any generation. Also, a February 2025 study by the Acosta Group, one of the nation’s top natural and organic products sales firms, reflected that 75% of all shoppers purchased at least one natural or organic product in the six months prior to the survey, with 59% responding that they think it’s important that their groceries and/or household products are natural and organic because they “are better for them” and “they tend to have fewer synthetic chemicals and additives.”
Natural and Organic Industry Is a Force
Overall, the natural and organic products industry combined has more than tripled in size since 2007, growing from $97 billion in sales in 2007 to over $325 billion in 2024, according to data compiled by New Hope Network, SPINS (a division of Nielsen), Whipstitch Capital and others, and presented at this year’s State of Natural & Organic keynote presentation at Natural Products Expo West, the world’s largest trade exhibition for the natural, organic, regenerative, nutritional and eco-friendly consumer products industry, held in March 2025.
“Wow, this industry is a force,” said Jessica Rubino, VP of Content & Summits for New Hope Network, at the keynote presentation. “That is a tremendous amount of growth. Today, we’re defining the industry as the natural, organic and functional food and beverage space, dietary supplements and personal care.” According to Rubino, the industry grew 5.7% in 2024, exceeding expectations. “The biggest piece of the pie is food and beverage, followed by dietary supplements and then personal care.” Rubino also said that while personal care is the smallest segment, it is the fastest growing and a category to watch.
“Natural products are absolutely continuing to accelerate again. Of course, they’re all outpacing non-natural products, and that’s even with not a whole lot of new items coming through,” said Kathryn Peters, Head of Industry Relations for SPINS and one of this year’s keynote presenters. “We’re also seeing more buyers coming in. This is being driven across many areas of the store, whether it’s refrigerated, grocery or vitamins and supplements. So, it’s just a resilient, wonderful story of growth we see in the industry. And really importantly, the game is continuing to be all about smart, profitable growth.”
In addition, “Organic is still very solid and strong, moving about the same pace as natural,” Peters said. “Consumers obviously have a strong awareness more than a lot of other certifications and a confidence in organic.” Certified regenerative products, too, showed significant growth of 20% in 2024, the panel noted.
“In just a little over two decades, the USDA Organic label has earned deep trust among consumers and has become one of the most identifiable food labels in our grocery stores,” said Matthew Dillon, Co-CEO of the OTA. According to OTA’s survey, more than half of U.S. consumers bought an organic fruit or vegetable in the last year. Consumers surveyed bought more bread in the last six months than any other food item, and 27% said they chose organic bread. For those surveyed consumers buying baby food, a whopping 93% chose organic. The USDA Organic label is particularly important for younger consumers, with over two-thirds seeking out the organic label in almost every food purchase. The Organic label was most valued in fresh food categories including fruits, vegetables, meat/poultry, baby food, eggs and dairy, and these items were the most likely products to be purchased as organic over the last 12 months.
Regenerative Agriculture Draws Investor Interest
In addition, regenerative agriculture — a system of farming that seeks to sequester carbon by rebuilding healthy soil — is among the sectors attracting more interest from impact investors, despite being an underfunded sector. However, there is growing consensus that the increasing threat to biodiversity is unsustainable and regenerative agriculture urgently needs to scale up. Now, groups such as Regenerative Food Systems Investors Forum and Impact Investor are drawing investor’s interest to the space.
One of the primary challenges to investing in regenerative food and farming is due to the fact that it requires significant upfront investment to transition from conventional farming. As such, many institutional investors remain hesitant due to uncertain returns and long payback periods. “This transition to regenerative farming is a long term one. That’s why intensive agriculture is so widespread, because it’s a very quick win. This is why you need investors to be patient and be willing to take some of the first loss and risk. This then accelerates the amount of private capital that will come in, because risk is protected,” said Harriet Jackson of responsAbility, a Swiss impact investing firm, speaking at Impact Investor’s 2024 conference in The Hague.
“Today…we are at what appears to be a crucial point in the transformation of agriculture and food systems. The momentum for regeneration is distinct,” said Sarah Day Levesque, Managing Director of Regenerative Food Systems Investment Forum, an investor’s organization seeking to build a more resilient food system. “There’s an increasing number of farmers pioneering the transition on the farm and increasing acreage. We can also see it in the incredible growth of organizations like EARA — the European Alliance for Regenerative Agriculture – designed to give rise to the voices of farmers in transition. Governments and public policy makers are acknowledging the very real risk presented by climate change and degradation of nature, including that caused by extractive agricultural practices. We are increasingly seeing policies and public sector investment that seeks to address these risks and support transition. Businesses and asset owners are starting to see and feel the importance of investing in nature and climate positive land use – seeing how critical investments in natural capital will de-risk production and create resilience in business models and investment outcomes.”
One organization seeking to foster investment in regenerative agriculture is the Boulder, CO-based Mad Agriculture, which in March 2024 launched Mad Capital, a $50 million investment fund aiming to de-risk regenerative and organic farming. With commitments from The Rockefeller Foundation, Schmidt Family Foundation and more, Mad Capital established its Perennial Fund II to provide loans to U.S. farmers to help them transition to regenerative and/or organic agriculture. The fund has made two closes and is “actively deploying capital to farmers,” said Mad Capital Co-founder and CEO Brandon Welch.
Natural and Organic Brands Are Outperforming
From an investor’s perspective, the overall natural, organic and regenerative products industry is looking better than it has in some time, asserted Nick McCoy, Managing Director and Cofounder of Whipstitch Capital, at the State of Natural & Organic keynote at Natural Products Expo West. “Over the last couple of years there’s been a lot of talk and a lot of pain for the lack of liquidity in this industry. It’s been very difficult for founders to find money compared to pre-Covid. Right now, we’re sitting in a very similar point as we were in 2010 or 2011 facing the millennial launch and emerging from the great recession…when it was very difficult to raise small checks. So, what's the hand of cards that we're playing in this industry now? Well, we have natural products that are very attractive. They're outperforming…consumers are running to them. We have positive ROI in cash invested. Cash invested is resulting in big revenue gains right now, and ultimately dollars chase dollars,” McCoy said.
“We may not have had as much M&A or fundings over the last two years, but…we've built a tremendous amount of value in this industry. And when you see more consumers spending more money in wellness, investment in M&A and other dollars eventually catch up and that's what's going to happen. CPG investors right now are sitting on a very large pool of illiquid but very attractive assets. There's a lot of viable brands that are growing faster than basically the broader market... Interest rates are starting to stabilize. We're seeing more fund closings and more investors getting more liquid money and the amount of illiquid value locked up is going up.”
According to McCoy, it’s not just the “big strategics" buying natural food brands. The natural products industry itself is seeing companies growing large enough to potentially become buyers themselves. “We’re seeing lots of talk about the IPO market starting again. Before 2021, I could probably count on one hand the number of brands that IPO’d in this industry. Now it sounds like it’s going to come back,” McCoy shared.
“There’re a lot of different ways that people get to liquidity,” McCoy added. “And once it does get liquid, then basically the money will flow from the bigger funds to the smaller funds, and the longer it takes, the more money these individual investors are going to get — surprising amounts. They thought they were going to get five times their money or 10 times their money investing in the company in 2015, and now it's grown so large they get 50X when it sells. And that's a true case of some that recently sold.”
According to McCoy, the $100-$300 million in revenue independent natural CPG brands — a group showing “tremendous growth” — represent major M&A and consolidation opportunity. “If we look at some of these recent high-profile deals, two, two and a half, three times revenue are where some of these things are trading. So, if we apply a two and a half times revenue multiple using SPINS sell-through data, you can see that this kind of locked up illiquid value that was $13 billion two years ago is up to $19 billion now. And when you think about a number like that, when that money starts to go back to investors, if you're an investor and you put $25,000 into a company expecting to get $250,000 and suddenly you get $1.5 million, you're going to be investing a lot more than $25,000 into other companies and that's going to bring the liquidity back over these next few years. It's really exciting to me.”
Resources
● The State of Natural & Organic — Keynote Presentation recorded at Natural Products Expo West 2025; watch here.
● Nutrition Capital Network — With news, resources, and events, NCN brings together active investors and innovative companies in health, nutrition and wellness,, www.nutritioncapital.com
● Whipstitch Capital — A leading investment bank tracking the food & beverage and health & wellness space, www.whipstitchcapital.com
● Big Path Capital — A leading investment bank and annual conference for impact investing and “Impact CEOs,” www.bigpathcapital.com
● MAD Capital — An investment fund for regenerative and organic ranchers and farmers, www.madcapital.com
● Regenerative Food Systems Investment Forum — An investor’s organization seeking to build a more resilient food system, www.rfsi-forum.com
Steven Hoffman is Managing Director of Compass Natural, providing public relations, brand marketing, social media and strategic business development services to natural, organic, regenerative and sustainable products businesses. Contact steve@compassnaturalmarketing.com.
At Expo West, Michelle Obama, Maria Shriver Attest to Natural Industry’s Strength
This article first appeared in the April 2025 issue of Presence Marketing’s newsletter.
By Steven Hoffman
With guest appearances from Michelle Obama, who shared a video greeting to attendees of Natural Products Expo West, and Maria Shriver, who spoke in person, this year’s State of Natural & Organic Keynote Presentation was star studded, as well as jam-packed with market data confirming that growth in the natural and organic CPG industry is strengthening in the post-pandemic era. In fact, according to research presented by SPINS, New Hope Network and Whipstitch Capital, the natural and organic CPG channel continues to outperform its conventional counterparts. And with that, investment is steadily returning while companies in the space continue to lead in product innovation.
Driving it all is the consumer, with younger and older generations alike demanding healthy, clean-label products, perhaps becoming increasingly aware that you either “pay the farmer or you pay the doctor,” and supporting brands that are conscious about how our food, supplements and personal care products are produced and packaged…and how that impacts climate change and the environment.
“Hey, Expo West, I hope you're having a great time out there in Anaheim,” said Michelle Obama in her greeting. “I’m so excited about the work you're doing to make our food and beverage industry healthier for all of us. And the truth is, we need you all across our country. Young people aren't getting the nutrients they need to thrive. They're not eating enough fruits and vegetables, they're not drinking enough water and they're consuming far too much added sugar, and it's not their fault. Too many families are looking everywhere for more affordable, healthier options,” said Obama, who, together with Stefan and Aisha Curry and Kristen Bell, launched PLEZi Nutrition to offer healthier food and beverage options for kids.
Maria Shriver, who has been a longtime advocate for women’s health and Alzheimer’s research, along with her son Patrick Schwarzenegger, who currently stars in the Max series White Lotus, recently launched MOSH functional nutrition bars with a mission to promote brain health and wellness through nutrition, education, research and advocacy.
Speaking at the show about her first time attending Expo West, Shriver said, “I'm really thrilled to be among so many what I call architects of change, people who kind of see openings, don't wait for somebody else to do it, and go out there and develop a product and go for it. I think what's so exciting about everybody in this room is people are trying to create products that are not only good for individuals, but good for the world at large. And that's why I'm excited to be in this community. I've been in politics, I've been in journalism, I've been in nonprofit work. I'm actually leaving today to go to Special Olympics, which has the world games in Italy. And so many people with intellectual disabilities have health challenges. And I often try to think about how we can incorporate all of these different communities into the wellness movement, but you are people that see challenges and are not sitting by and waiting for someone else to fix them,” she said.
Shriver continued, “We need healthier food. We need people who are focused on health and wellness to change the trajectory of chronic disease in this country. We often talk about women living longer than men, but they live in really bad health longer. We can change what our children eat, how they grow up, how they learn. What we give them as children impacts the way they learn, it impacts their brain health, it impacts things such as ADHD and other issues.”
‘Wow, This Industry Is a Force’
The natural and organic products industry has more than tripled in size since 2007, growing from $97 billion in sales in 2007 to over $325 billion in 2024.
“Wow, this industry is a force,” said Jessica Rubino, VP of Content & Summits for New Hope Network. “That is a tremendous amount of growth. Today, we’re defining the industry as the natural, organic and functional food and beverage space, dietary supplements and personal care.”
According to Rubino, the industry grew 5.7% in 2024, exceeding expectations. “The biggest piece of the pie is food and beverage, followed by dietary supplements and then personal care.” Rubino also said that while personal care is the smallest segment, it is the fastest growing and a category to watch.
Among food and beverage products, meat, fish, poultry and dairy drove growth in 2024, from 5.8% growth in 2023 to a 13.1% increase in 2024. Sales of dairy products rose from 5.6% in 2023 to 9.8% in 2024. “I'm seeing a ton of innovation in dairy, global flavors, high probiotic counts, definitely more products geared towards children,” Rubino observed.
“In the supplement category, which reached $69 billion in sales and had healthy growth of 5.2% in 2024, we saw sports nutrition continuing to drive that growth along with specialty ingredients. For 2025, we’re expecting to see herbs and botanicals enter into the top three, particularly for consumers looking for support for things like sleep, anxiety, energy — kind of the need states of today,” Rubino shared.
“Finally, personal care. I love this category. Like I said, really strong growth there — 6.7%, driven by deodorant, oral hygiene and feminine care. Feminine care is an interesting one because it really ties to this movement around women's health products and conversations around women's health,” Rubino stated.
In addition, “Organic is still very solid and strong, moving about the same pace as natural,” said Kathryn Peters, Head of Industry Relations for SPINS and one of this year’s keynote presenters. “Consumers obviously have a strong awareness more than a lot of other certifications and a confidence in organic.” Certified regenerative products, too, showed significant growth of 20% in 2024, the panel noted.
“Natural products are absolutely continuing to accelerate again. Of course, they’re all outpacing non-natural products, and that’s even with not a whole lot of new items coming through,” said Peters. “We’re also seeing more buyers coming in. This is being driven across many areas of the store, whether it’s refrigerated, grocery or vitamins and supplements. So, it’s just a resilient, wonderful story of growth we see in the industry. And really importantly, the game is continuing to be all about smart, profitable growth. It's all about thinking very intelligently about how you use your funds as a brand to make sure you're meeting the consumer’s needs and that you're positioning yourself effectively in the market.”
Regarding consumer perceptions under a new White House administration, Rubino shared that, based on a survey of 4,000 consumers in January, followed by a second survey in February, “Overall we did see more positive sentiment than negative, but just in that time alone we saw some of those positive people moving into unsure or uncertain or neutral. What that shows is that during uncertain times around policy or administration, consumers often turn to their own choices and to industries that they trust. So, this is going to make it even more important for the natural and organic products industry to lean into its values and the why and the benefits behind it.”
Rubino also shared that one of the key things that's top of mind about the economy among industry leaders is tariffs. “Everyone is talking about tariffs and it's particularly impacting those in the dietary supplement industry and those with international supply chains. We also see some companies leaning into domestic production or on-shoring some of their business practices. From a health policy standpoint, there's greater awareness and more dialogue around chronic disease prevention and holistic health solutions. This can certainly be a good thing, but there's also awareness that with more companies entering the space and more consumers buying these products, we need to make sure that we're also safeguarding the integrity of the industry. There's opportunity, but we want to make sure that we safeguard it against opportunism in this space.”
The Investment Landscape Is Improving
From an investor’s perspective, the industry is looking better than it has in some time, asserts Nick McCoy, Managing Director and Cofounder of Whipstitch Capital. “Over the last couple of years there’s been a lot of talk and a lot of pain for the lack of liquidity in this industry. It’s been very difficult for founders to find money compared to pre-Covid. Right now, we’re sitting in a very similar point as we were in 2010 or 2011 facing the millennial launch and emerging from the great recession…when it was very difficult to raise small checks. So, what's the hand of cards that we're playing in this industry now? Well, we have natural products that are very attractive. They're outperforming…consumers are running to them. We have positive ROI in cash invested. Cash invested is resulting in big revenue gains right now, and ultimately dollars chase dollars,” McCoy said.
“We may not have had as much M&A or fundings over the last two years, but…we've built a tremendous amount of value in this industry. And when you see more consumers spending more money in wellness, investment in M&A and other dollars eventually catch up and that's what's going to happen. CPG investors right now are sitting on a very large pool of illiquid but very attractive assets. There's a lot of viable brands that are growing faster than basically the broader market... Interest rates are starting to stabilize. We're seeing more fund closings and more investors getting more liquid money and the amount of illiquid value locked up is going up.”
According to McCoy, it’s not just the “big strategics" buying natural food brands. The natural products industry itself is seeing companies growing large enough to potentially become buyers themselves. “We’re seeing lots of talk about the IPO market starting again. Before 2021, I could probably count on one hand the number of brands that IPO’d in this industry. Now it sounds like it’s going to come back,” McCoy shared.
“There’re a lot of different ways that people get to liquidity,” McCoy added. “And once it does get liquid, then basically the money will flow from the bigger funds to the smaller funds, and the longer it takes, the more money these individual investors are going to get — surprising amounts. They thought they were going to get five times their money or 10 times their money investing in the company in 2015, and now it's grown so large they get 50X when it sells. And that's a true case of some that recently sold.”
According to McCoy, the $100-$300 million in revenue independent natural CPG brands — a group showing “tremendous growth” — represent major M&A and consolidation opportunity. “If we look at some of these recent high-profile deals, two, two and a half, three times revenue are where some of these things are trading. So, if we apply a two and a half times revenue multiple using SPINS sell-through data, you can see that this kind of locked up illiquid value that was $13 billion two years ago is up to $19 billion now. And when you think about a number like that, when that money starts to go back to investors, if you're an investor and you put $25,000 into a company expecting to get $250,000 and suddenly you get $1.5 million, you're going to be investing a lot more than $25,000 into other companies and that's going to bring the liquidity back over these next few years. It's really exciting to me.”
Watch the State of Natural & Organic Keynote here.
Steven Hoffman is Managing Director of Compass Natural, providing public relations, brand marketing, social media and strategic business development services to natural, organic, sustainable and hemp/CBD products businesses. Contact steve@compassnaturalmarketing.com.
Compass Natural New Distributor Spotlight: Adventure CPG
The natural products industry was founded on trust, integrity, and a shared mission to bring better food and wellness to consumers. But somehow our distribution can often present a barrier instead of a bridge—high costs, fees, delays, and a system that no longer serves the brands and that built this industry and are driving this industry forward.
Adventure CPG is a buying group with infrastructure and tech at its core.
It was built to remove the roadblocks and create a fair, transparent, and efficient distribution model that empowers brands, strengthens communities and ensures long-term sustainability.
FREE ONBOARDING FOR BRANDS
For a limited time, brands can become a founding Adventure CPG member with no onboarding fee.
No barriers. No risk. Just a better way to move your products.
Visit Adventure CPG at Natural Products Expo West Booth 3200, Hall C
(shared with Eva Commerce) or sign up now on adventurecpg.com.
Sign Up to Onboard — 3 Easy Steps
Click ‘Free Onboarding’ Enter Basic Brand Information Accept Terms & Conditions
DONE! Our team will then guide you through each onboarding step to collect the final data to get your brand set up for distribution.
Adventure CPG Member Benefits
Flexible Membership Fee: $0 - $2,500 (sliding scale based on volume, ensuring accessibility for all
Nationwide Coverage: Full U.S. distribution, including Hawaii, Puerto Rico, and Alaska
Pass-Through Distribution Costs: Traditional natural distribution charges +/- 25% to brands. Adventure CPG charges 12% or less (efficiency scales with the collective strength of member brands)
Real-Time Insights: Adventure CPG provides instant access to critical sales data, including product performance, market trends, and retailer feedback
Inventory Locator System: Product traceability and verified shipment delivery
Safety & Transparency: Blockchain-integrated safety & transparency for secure transactions
No Hidden Fees: No middlemen, giving brands full visibility, control, and support
“Torah and her team at Adventure CPG are clearly committed to putting the hard-earned dollars of natural and organic brands back in the pockets of the suppliers, where they belong. By streamlining the distribution process, Adventure CPG is able to make the natural food market more efficient and equitable for all.”
— Chris McCoy, owner of Kombucha Town
Sign up now and take the first step toward a smarter, better distribution solution.
QUESTIONS? Contact founder Torah Torres at torah@adventurecpg.com
Adventure CPG Offers Natural Channel a Third Rail Option in National Distribution
Sign up and onboard for free at Adventure CPG’s booth at Natural Products Expo West,
March 5-7, 2025, Booth 3200, Hall C, at the Anaheim Convention Center in Anaheim, CA.
LOS ANGELES (Feb. 20, 2025) — Adventure CPG is the natural industry’s new end-to-end partner for affordable, safe and transparent national distribution of natural products and ingredients. The company offers a valuable, cost-saving alternative to the natural channel’s traditional national distribution model, with a particular focus on serving independent retailers and brands across the U.S.
“We’ve studied the natural and organic products supply chain and mapped out the most efficient cost of doing business — the trucks, the warehouses, everything logistical. At Adventure CPG, we take no margin, just a membership fee,” says company founder Torah Torres, who grew up in the natural industry, working in retail, manufacturing and distribution.
“By offering independent retailers the lowest price, no matter what size store, Adventure CPG passes the cost through so grocers can get back to what they do best — education, sampling and engaging with their customer base and community,” she says.
Unveiling the True Cost of Distribution
Adventure CPG helps unveil the true cost of distribution so that natural retailers and brands can be much more competitive. Using block-chain and state-of-the-art technology, provided by partners Eva Commerce, PopCapacity, The EASE Protocol, and others, Adventure CPG is committed to the highest standards to ensure its products are clean label, transparent and safe. “We cultivate partnerships with authentic brands in natural and healthy lifestyles, powered by a dynamic network of warehouses, trucking and shipping to reach anywhere in North America at the most efficient cost, including for dry, refrigerated and frozen goods,” says Torres.
For emerging and established natural and organic brands, Adventure CPG provides a suite of services built to minimize barriers to entry and accelerate go-to-market strategies in a faster, more affordable and transparent way. “We deliver the data metrics to help companies grow smarter, the tech that helps streamline processes, talent that helps teams evolve, and the mentorship that supports the growth and development of emerging and established brands,” she says.
‘Handle With Care’
By combining the best of technology, products, distribution and service, Adventure CPG offers independent brick and mortar as well as e-commerce retailers a universe of the cleanest products in the palm of their hands. “Our motto,” says Torres, “is ‘Handle with Care,’ meaning, we handle the entire distribution process with care, from product to people.”
Torres adds, “Adventure CPG was created to be of service to retailers and brands. It’s built out of love; not just for money. If we invest in smaller independent stores, they will make more money and help our industry grow and thrive. We’re doing this to help save the independent backbone of the natural products industry.”
Sign up and onboard for free at Adventure CPG & Eva Commerce’s collaborative booth at Natural Products Expo West, the world’s largest natural and organic products trade show, March 5-7, 2025, Booth 3200, Hall C, at the Anaheim Convention Center in Anaheim, CA.
About Adventure CPG
Offering a membership-based model that does not charge any additional margins or fees, Adventure CPG, founded by entrepreneur Torah Torres, is the natural industry’s end-to-end partner for affordable, safe and transparent national distribution of natural products and ingredients. From seed to shelf, we serve independent natural, organic and specialty retailers and emerging and established brands. We are your trusted ally, ensuring that every step of your product’s journey is safe, transparent and optimized for growth. Engage with Adventure CPG on LinkedIn and at AdventureCPG.com.
Media Contact
Steven Hoffman, Compass Natural, steve@compassnatural.com, tel: 303.807.1042
Retail Buyers and Brands to Chart the Future of Conscious CPG at Inaugural Newtopia Now Event
Featuring “Buyerside Chats,” thematic neighborhoods, cutting-edge content, relationship-building events and more, Newtopia Now complements Expo West and is designed to deepen relationships between buyers and brands in the $300B market for natural, nutritional, organic, regenerative and related healthy lifestyle products.
This promotion first appeared in New Hope Network
Consumers from Gen Z on up are becoming more and more aware of the concept of “health span” over “life span.” They are asking themselves not just “how long am I living,” but also “how long am I living well?”
As such, demand for healthful, conscious products continues to surge. From a market estimated at $97 billion in 2007, consumer sales of natural, organic and better-for-you products have tripled to more than $300 billion in 2023, according to market research data published in March 2024 by New Hope Network.
The challenge for retailers and brands is how to continually innovate to meet the growing demands of health-minded and environmentally conscious consumers.
For retail buyers, discovering innovative, commercially appealing products and building lasting relationships with their customers and brands are paramount for success. For conscious companies, finding meaningful, authentic ways to connect and foster relationships with buyers and consumers is key to the growth of their brands.
Enter Newtopia Now, set for Aug. 25-28, 2024, in Denver.
Presented by New Hope Network, producer of Natural Products Expo West, the world’s largest natural products industry trade show, Newtopia Now is a decidedly different experience designed to directly connect buyers and brands in a more intimate, interactive and future-forward setting.
JAMBAR Making Waves With New Tropical Trio Flavor and Signing of Pro Surfer Tia Blanco
Organic Energy Bar Maker Also Announces Three-Flavor Vegan Box
SAN RAFAEL, Calif. (March 6, 2024) – Organic energy bar maker JAMBAR today announced the launch of Tropical Trio – a new vegan flavor featuring a bright and breezy blend of banana, pineapple and coconut. In addition to this ensemble of island fruits, the new bar contains gluten-free ancient grains, walnut butter and 10 grams of plant-based protein. JAMBAR also revealed the signing of pro surfer, mother and plant-based athlete Tia Blanco, as well as the launch of a 12-bar vegan box that will include Tropical Trio, Jammin’ Jazzleberry and Musical Mango.
The new flavor was formulated by JAMBAR founder Jennifer Maxwell, a food scientist and co-founder of the original PowerBar®. Designed to take taste buds on an island escape, Tropical Trio features comforting notes of banana that meet the exotic with hints of coconut and pineapple.
Professional surfer Tia Blanco.
Attendees at next week’s Natural Products Expo West (March 13-15) in Anaheim, California, will be the first to sample Tropical Trio at the JAMBAR booth (N2140). New JAMBAR ambassador Tia Blanco will be at the booth on Wednesday, March 13, from 1-4 p.m. for a meet and greet and to sign autographs.“Finally! A bar that not only tastes delicious, but one I can trust to deliver clean, plant-based energy. JAMBAR is the perfect fuel to power my active lifestyle and motherhood,” said Blanco.
A professional surfer from Southern California, Blanco was the gold medalist at the International Surfing Association Women’s World Surfing Championship in 2015 and 2016. She also won ABC’s The Ultimate Surfer competition in 2021 and is an accomplished yogi, painter and entrepreneur.
The newest member of Team JAMBAR, Blanco joins top-tier athletes including Olympic Gold Medalist Jonny Moseley, professional running power couple Joe Klecker and Sage Hurta-Klecker, Stroller Mile World Record Holder Neely Spence Gracey, pro cyclist and Gravel Hall of Famer Ali Tetrick, and professional skier and biker Ryan McElmon.
Tropical Trio is JAMBAR’s fifth flavor, and its first new flavor since the company launched in late 2021. In addition to the three vegan fruit flavors, JAMBAR also offers two bars that contain whey protein – Chocolate Cha Cha and Malt Nut Melody. All five flavors are crafted in a dedicated, state-of-the-art production facility in San Rafael, California.
JAMBAR Vegan Box Now Available
The company also announced the availability of a new 12-bar box featuring four bars each of JAMBAR’s three vegan options – Tropical Trio, Jammin’ Jazzleberry and Musical Mango. Every vegan bar contains 10 grams of high-quality sunflower protein and is sweetened using only organic maple syrup and natural sugars found in fruit.
The new vegan box can be purchased online at www.jambar.com and via Amazon Prime, and will be rolling out to retail locations this spring.
“Our vegan flavors pack a serious nutritional punch without sacrificing taste,” said Maxwell. “With the new vegan box, people who are focused on a plant-based diet can enjoy variety while staying true to their clean eating lifestyle.”
About JAMBAR
In late 2021, Jennifer Maxwell founded JAMBAR with the goal of helping people feel good about the ingredients they put in their bodies, and about the positive impact they can have on their local communities. Made from only premium organic ingredients, the bars feature ancient grains, authentic natural sweeteners and high-quality proteins.The company donates 50% of after-tax profits to organizations that support the transformative pursuits of music and sports. JAMBARs are available at jambar.com, via Amazon Prime, and at select grocery and sports specialty stores including Erewhon, Safeway (NorCal Division), Raley’s Supermarkets, Mother’s Market & Kitchen, Gelson’s Markets, Earth Fare, The Fresh Market, Good Earth Natural Foods, Mollie Stone’s Markets, Nugget Market and select Fleet Feet and other running store locations. Learn more at www.jambar.com and follow JAMBAR on Facebook and Instagram.
Media Contacts
Steven Hoffman, Compass Natural, steve@compassnatural.com, tel: 303.807.1042
Debbie Pfeifer, JAMBAR, debbie@jambar.com, tel: 206.669.3580
Are You Expo Experienced? Insiders Share Tips for the Best Expo West
By Steven Hoffman
Natural Products Expo West, first launched in 1981 and held every year since, at the Anaheim Convention Center in Anaheim, California, is the world’s largest natural and organic products trade show. Spread across five days, this year’s event, held March 12th to 16th, is expected to attract more than 65,000 trade visitors and over 3,000 exhibiting companies.
For business leaders, founders, entrepreneurs, retailers and others in the natural channel, attending Expo West is considered essential. However, as it can be costly, time consuming and a bit overwhelming, we asked industry insiders and colleagues their favorite tips to make the most of the show. Read on for some helpful hacks to maximize your Expo experience.
Karen Farrell, VP of Brand Services, PRESENCE
First, be sure to visit PRESENCE’s Hospitality Room at Expo West, Room 210A, at the Anaheim Convention Center. Trade members are welcome to visit during show hours for snacks, beverages, a place to meet or take a break, and to catch up with Presence Marketing team members.
On a self-care level, realize that all the restaurants and coffee shops are going to be crowded, for breakfast, in particular. Consider putting together a Whole Foods Market (or other) order with some basics for your hotel room to be delivered the night you get there. That way, you can get some nourishment and avoid long lines. Also, throw a healthy snack in your bag for nourishment during the day. This helps avoid ‘trade show stomach.’ I only sample things I haven’t tried before — samples are meant to be samples, not lunch! Also, make restaurant reservations well in advance of the show, preferably within walking distance, if possible. And if you can, consider making hotel reservations for next year’s (2025) event as soon as possible, as hotel space near the convention center fills up fast and is always in demand.
Leanne Thorsson, Director of Health and Natural Foods, Traditional Medicinals
Set appointments in advance; everyone’s time is tight at Expo West, so if you’re not on the calendar, you may not get the meeting. There’s always excitement and an extra level of engagement at the show. Plan in advance what you wish to accomplish — if it’s to visit booths, make a plan of what you want to see. We schedule meetings with account executives, regional managers, and major retail, distributor, and other key partners. This year, we are meeting with two new export partners for the first time; the event gives us an opportunity to meet with them in person and say hello. The show is a great way to get that human interaction, make the connections, talk about some of the larger items, and then set the stage for future conversations. Also, be sure to make unplanned time to walk the show and let some magic happen.
Stacy Gangestad, Director of Sales Management, Gimme Seaweed
Working as an exhibitor on the brand side, none of us in sales ever want to leave the booth, so that makes for long days. Taking a walk each day and getting some fresh air beforehand helps set the stage for the rest of the day. Wear comfortable shoes and get the extra padding under the carpet for your booth. We’ve learned over the years that a lot of initial conversations happen, but not a lot of business decisions are made at the show. It’s all about the follow up from there.
Also, consider after hours networking opportunities at Expo West: Go out to dinner with brokers and retail partners; attend events where there may be opportunities to connect with key buyers and other decision makers. Sometimes, you might run into a key contact just by going to the Hilton and Marriott lobbies, where many gather after each day of the show. We exhibit in Hall E — it’s a great location and the days go by fast because of all the positive energy and great vibes down there.
Jonathan Lawrence, VP of Center Store, Fresh Thyme Market
I’m a huge fan of Expo West. It’s very impressive, but can be very intimidating, not only to retailers and new buyers but also to brands (especially new brands). Tip number one is to capture the retailer’s attention. First thing you want to do is share the highlights around your brand strategy, specifically, why did you create this product and what makes it different from other products currently on shelf.
Have a positive and open-minded attitude. Be open to having conversations with people at all levels. When you’re talking about your brand, your product, talk to everyone that will listen, because everyone’s a consumer. Your product could be the next new product they tell people about. They might be able to give you great feedback, they might be able to make a great connection for you. Talk to the other brands when you’re at your booth. Some of those best connections are the people right next to you. The natural foods community is all connected.
Be efficient with your time. There are thousands of brands out there, so you don’t get a lot of time. Make sure you’re prepared. Have your elevator pitch ready, have maybe a sell sheet and product samples ready. Make sure you’re engaging. Don’t be sitting back behind your booth. Don’t be on your phone, looking down. Act like you want to be there, enjoy it, enjoy the fact that you’re in front of all these people at the biggest trade show.
I would focus on new retailers or new people that you don’t have current relationships with. And then keep conversations going. Not everything happens on the trade floor – great connections can be made in hallways, in passing on the show floor, off the show floor and at dinner. Utilize all the time that you have. While you’re there, you’ll have plenty of time to rest when you get home.
As a retailer, once we get home, we’re exhausted. But then Monday comes around and it’s back to work. Take a little time, but then make sure you’re following up. I would say a personalized note, don’t just send a canned email, that’s not very personal, it doesn’t show that you took the time to connect after. Send samples, I would say between a week to two weeks after. If it goes further than that, it might not be top of mind anymore. So, make sure you act fast.
Benji Fitts, Director of Growth Strategy, SPINS
So, you’re at your booth, spent a lot of money to get to Expo West, you’re meeting people, shaking hands, all that sort of fun stuff. And you’re going to need this little piece of paper, your sell sheet, to talk about your product.
There are just some simple things that you can do to make sure that your sell sheet looks good. First of all, it’s usually a piece of paper, 8½” by 11”, usually double-sided. You don’t have a lot of visual real estate so really, this has to be an amalgamation of the best things that you could possibly say about your product. Be brief, be succinct, and get the message across. Second, if you have the sell sheet in front of you, squint your eyes at it and if the biggest, most unique thing about your product, or whatever message you’re trying to convey, isn’t immediately apparent, then it needs to be fixed.
These shows are really all about discovery, finding out what’s new, what’s next. If this is what’s driving your product, is what is differentiated, innovative, what’s new and fresh about whatever you’re making, make sure that’s the primary message that a user is going to receive whenever they pick up one of these pieces of paper.
The storytelling element is really what drives a lot of the passion behind things. It’s a very passionate group of buyers, it’s a passionate industry, so lean into that a little bit, right? Make sure you’re highlighting sustainability and the key differences between you and the competition. It’s also smart to sometimes talk about your distribution partners or other people who you are already partnered with … and don’t forget to put your contact info and a call to action. Don’t just put a name and a phone number on there, but say, ‘Give me a call and let’s do business together.’
Allison Salvati, VP, Compass Natural; Former Marketing Lead for Bhakti Chai and noosa yoghurt
If you’re an exhibitor, you’ll want to collect contact information from as many people as you can who visit your booth. It’s up to you to collect that data; New Hope won’t share attendee or exhibitor contact lists. As such, it is recommended to purchase one or more seats on Expo West’s lead retrieval app. With it, you can scan badges using your smartphone camera, and at the end of the show, download contact info for every individual you and/or your team scanned. Also, consider cost-effective opportunities to amplify your brand at the show, including applying for a NEXTY Award for your new products, displaying in the New Products Showcase, and considering some of the more budget-minded sponsor opportunities for brands at Expo West, such as the Retailer’s Early Access Box. Check in to your Expo West Exhibitor Hub dashboard often so you don’t miss important deadlines, such as shipping to the show. Take advantage of Expo West social media tools, too, to promote your exhibit at the show.
Jim Slama, Managing Director, Naturally Chicago
Expo West is the big kahuna of trade shows in the natural products industry. Last year 65,000 attendees came to visit the booths of 3,000 vendors showing their wares. For brands, there is no better place to connect with retail buyers.
Michael Movitz, Co-Founder, Brandjectory; Managing Partner, The Movitz Group
My advice would be to attend as many social events as possible to network, network, network! I also suggest using a digital business card like Blinq or Flowpage. They’re easy to use, environmentally friendly and, in addition to contact information, can include links to your website, social media profiles and other online resources. Also, don’t forget to fully charge your devices and bring a portable phone charger – trade shows can be draining on your device’s battery, and having a backup charger can be a lifesaver.
Kelly Miano, Brand Strategy, Innovation and Launch Leader
Follow up. All of those connections you made are great but all that is forgotten if you don’t follow up in the weeks/months following Expo. Be selective in your sampling — try not to go back and forth between savory and sweet, your stomach will thank you. Drink more water than you think you need. It will help with headaches and you won’t be so tempted to try every sample. It’s easy to get sensory overload; it’s OK to take a break when you need it. Expo can be stressful — we’re on little sleep, excited, nervous, under pressure to land a sale. Everyone is trying to pack in as much as possible into a few short days. Assume positive intent, be gracious and kind. This is our industry, we are what we make it.
This article is based on personal interviews with industry leaders; a seminar hosted on Feb. 7, 2024, by New Hope Network and Naturally Boulder entitled “Beyond the Booth: A Blueprint for Creating Unforgettable Tradeshow Experiences”; and a Feb. 15, 2024, webinar hosted by Naturally Chicago, “Master Your Retailer Sell Story for Expo West.” You can access the Naturally Chicago webinar recording here.
Steven Hoffman is Managing Director of Compass Natural, providing public relations, brand marketing, social media and strategic business development services to natural, organic, sustainable and hemp/CBD products businesses. Compass Natural serves in PR and programming for NoCo Hemp Expo and Southern Hemp Expo, and Hoffman serves as Editor of the weekly Let’s Talk Hemp Newsletter, published by We are for Better Alternatives. Contact steve@compassnaturalmarketing.com.