Innovation, partnerships, and trust.
These are just a few of the markers that define LGS Specialty Sales’ 35 years in business. In the ever-changing world of fresh produce, few companies have stood the test of time quite like LGS. The importer has spent this milestone year reflecting not only on how far it has come, but how it has stayed true to the values that built it. Five key pillars continue to define the LGS team and its success: innovation, customer partnerships, trust, growth, and a founder mentality.
As Luke Sears, President, tells me, the story began in 1991 when LGS became one of the first to introduce clementines to the United States market. At the time, this was a bold idea considering few American consumers knew what clementines were.
“We recognized an opportunity in the market and moved quickly to capitalize on it,” said Luke. “That willingness to act—to take a calculated risk—still drives us today.”
Innovation led to the expansion of its year-round citrus program as well as the creation of the Darling Clementine brand, which helped set a new standard in citrus packaging, marketing, and sourcing. LGS was among the first to introduce the 5 lb consumer boxes before transitioning to bagged clementines. Over time, LGS expanded into avocados and other products, applying the same forward-thinking mindset across its portfolio.
“Thirty-five years have taught us a lot about striving for excellence. By working with the U.S. Department of Agriculture and trusted partners in key countries, we were able to establish a year-round supply of clementines and avocados. This consistency has fueled growth in both commodities, and with growth comes new opportunities for innovation,” Luke told me. “We’re constantly seeking ways to improve efficiencies, explore new technologies, and better serve the needs of both our customers and suppliers.”
At LGS, rewarding innovation has helped foster a founder’s mentality across the entire team. This mindset keeps the company adaptable, creative, and relevant in today’s ever-evolving market.
“Identifying an area for improvement led us to open our own facility, S&L Cold Storage, which allowed us to achieve true vertical integration,” Luke continued. “Operating our own warehouse unlocks even more opportunities to lead with innovation and stay on the cutting edge of new technologies. The next phase of automation at our warehouse is automatic palletization and AI grading. Looking ahead, we’ll continue exploring additional AI solutions to drive great efficiency. Our goal isn’t just modernization—it’s to create lasting value for growers, retailers, and consumers alike.”
At the core of LGS’ success is also its commitment to building and sustaining deep-rooted grower relationships, some of which date back decades.
"Thirty-five years have taught us a lot about striving for excellence."
Luke Sears, President, LGS Specialty Sales
In bringing clementines to the United States, LGS relied on some key partners to introduce and build its clementine business. Two of those partners were Javier and Juan Arnal, who were instrumental in growing the business.
“Juan believed in the growing consumption of clementines in the U.S. market and guided us in the early years, drawing from his experiences in developing the market in Europe,” Luke relayed. “His faith in the success of clementines is what drove us to successfully grow the U.S. demand for clementines.”
Another important relationship was with Tamaya. In 2005, LGS and Tamaya planted some of the first W. Murcott variety of Mandarins in Chile, beginning a very important partnership to their shared success. Based on customer demand for this variety, LGS later expanded in 2012 with another partner, Jorge Schmidt, who is now the largest W. Murcott grower in Chile. As this was going on, LGS was also developing relationships in Uruguay, South Africa, Argentina, and Peru.
“We consistently anticipated which countries would receive U.S. import approval and then did the groundwork of identifying top growers in those regions. It was a lot of forward thinking,” Luke explained. “We educated ourselves on the best varieties by country through visits with growers and by sharing market insights that helped them decide what to plant. We consider ourselves students of the business—constantly observing trends and developments in other markets.”
That same mindset carries through to LGS’ retail partnerships. Transparency, communication, and education are non-negotiable.
“Education, listening, and relationship growth are at the forefront of this business. It is crucial to understand others’ challenges in order to succeed and be able to find solutions together, which is why we emphasize a people-led focus today,” Lucio Rainelli, Director of Sales at LGS, pointed out. “The buy-side is eager to gain grower transparency and know where the fruit is coming from. This in-person relationship allows LGS to align with them on packaging, timing, and pricing.”
Luke added, “There is a huge integrity element to the customer service side. It is inevitable that there will be problems, but the company has developed systems and protocols that identify challenges with quality and timing so that they can work with their partners quickly to identify the best options.”
"Our goal isn’t just modernization—it’s to create lasting value for growers, retailers, and consumers alike."
Luke Sears
As Luke pointed out, relationships of this caliber do not happen overnight.
“We grow with our partners,” he said. “It’s never a one-sided relationship. Once the success starts to build, the trust begins to build; the true relationship builds from there. It’s the people behind the produce that keep LGS running efficiently and maintaining trusted partnerships.”
By gaining the trust of so many partners early on, LGS developed a positive reputation in the industry. It is a reputation that only comes from the team showing up and spending time with growers, retailers, and other partners.
“Growers want us to visit their farms and packing houses, listen to what we have to say about their fruit, what is going on in the market from our perspective, and what retailers are saying,” Lucio noted. “We even send our in-house agronomists to give advice they might not get from their local agronomists.”
"Education, listening, and relationship growth are at the forefront of this business."
Lucio Rainelli, Director of Sales, LGS Specialty Sales
At the end of the day, LGS maintains the mindset that they are all in this together. Luke, Lucio, and their team remain educated on what the U.S. market wants and listen to their partners’ challenges and thoughts.
“People in the industry know our experienced network and look to us during challenges because of it. The LGS team is always involved in the conversation,” Luke continued. “Our partners trust us during challenging times due to the open, honest, accurate communication channels we have developed, and that our resources and opinions are informative.”
As LGS looks toward its next 35 years, the team will ensure the business continues to stay competitive by maintaining its position at the forefront of innovation and forward-thinking. LGS will continue to grow, maintain its stellar reputation with both growers and retailers, and develop its amazing team.
“Our legacy is the relationship we have built with suppliers, customers, and dedicated staff at LGS and our newest facility, S&L Cold Storage. This includes our partners in country who are crucial to our success and competitive advantage,” Luke concluded.
There are many aspects of the produce industry that are constantly in flux. However, one thing that always holds steady is the people who make this industry so great. With a produce-loving team and arsenal of partners in its pocket, LGS Specialty Sales is sailing straight toward its next 35 years. 
