Pear Shoppers = Profits
Your pear shoppers are some of your most profitable shoppers. Encourage pear purchases with these smart merchandising tactics that help increase basket size.
Pears = High Impulse Purchase Item
Over half of pear sales are made on impulse1. More than 75% of consumers surveyed say that the appearance of the display is an important factor in their decision to purchase pears.1 In fact, pears have one of the highest rates of impulse purchases in the produce department when properly displayed and merchandised.1 Take advantage of this opportunity with good pear merchandising practices.
Shoppers Want Quality
Maintaining the quality of your pears and avoiding shrink is simple if you follow these proven practices for handling pears on display.
- Handle pears gently, as they bruise easily no matter the stage of ripeness.
- Do not dump fruit onto displays as this can cause stem punctures and bruising.
- Rotate displays frequently, placing the new, less ripe fruit on the bottom of your display and older, riper fruit on the top. Remove overripe, or damaged fruit.
- Display pears on non-refrigerated displays so shoppers have access to ripe fruit, bringing them back sooner and more often.
Increase Pear Sales
Increase pear sales by displaying in the front of the department with high visibility.
Remember that pears are most often purchased on impulse1, so displaying them at the front of your department will generate more sales. Consumers will still shop the rest of the department to select the staple item that they planned to purchase anyway.
Don’t waste this valuable impulse-purchase real estate on staple items that shoppers plan to buy anyway.
Typical Produce Department
Optimized Produce Department
Increase Profits With Secondary Displays
Pear profits increase with secondary displays in high traffic, high visibility areas. Secondary displays during key ad promotions can increase sales as well.2
- Eye-catching multi-variety pear displays: draw shoppers in to raise awareness of the variety and versatility of pears.
- Pear Varieties: use as many as are available.
- Display Many Varieties Together: use adequate space, attractive color variation, and highlight different pear shapes and sizes.
Creative Merchandising: Increase Pear Sales
Merchandise and advertise Anjou and Bartlett pears simultaneously, maximizing sales and profits. Displaying both will capture two distinct customers.
Utilize side wing or spillovers for additional varieties or when on ad or in-store feature.
Promote multiple varieties with an 'each' price capitalizing additional sales.
Offer two or more sizes of the same variety of pear to increase volume purchases. Consider second sizes in bulk displays, bagged pears, or totes.
Offer your shoppers promotional pricing and showcase the value of pears.
Promote seasonal themes and holidays. Mass displays suggest a festive occasion and will increase impulse sales.
Boost Profits With Conditioned Pears
Increase sales while giving your shoppers what they want: ripe, sweet and juicy pears! Consumers prefer the flavor of ripe pears.
Conditioning is a natural process that brings pears to the ‘just starting to ripen’ state, enhancing a pear’s sweetness, juiciness and flavor while preserving color and firmness. Research and sales results underscore that conditioning boosts pear sales.
- Research shows that conditioned pears outsell non-conditioned pears by 19.5%.3
- Consumers are looking for flavor. Enhance their eating experience with a conditioned pear program that will satisfy consumers and bring them back for more pears, more often.
- Consumers report they’re willing to pay more for conditioned pears than non-conditioned pears of the same firmness.4
- Research indicates that consumers prefer ripe pears. More than 60% of consumers surveyed agree that pears should be ripe when they purchase them from the store.1 They want pears to ripen within one to four days of purchase. Only 10% are willing to wait five to six days.1
- Display conditioned fruit on non-refrigerated displays.
Ask your produce buyer or merchandiser about a conditioned pear program. For more information contact the Pear Bureau regional manager in your area: http://www.usapears.org/experts/
Conditioned Pear Sales Test
Results are most noticeable after 8 weeks, and continue to increase over time, as highlighted.
In a 2012 test, stores carrying conditioned Anjou pears averaged a 19.5% purchase increase over control stores selling non-conditioned Anjous.
Pear Demos Drive Sales
Consumers will purchase more pears and more varieties of pears if they have a chance to taste them. Pear demos increase immediate and long term sales.5 Nearly half of consumers say that having a chance to sample pears motivates them to purchase a new pear variety.1
Demos can increase immediate sales by 150% to 200%.5
- Consider passive displays that offer shoppers a chance to sample pears on their own.
- Keep clean and fresh.
The Pear Bureau offers demo events to help you sell more pears.
Cross Merchandise Your Pears
Enhance pear sales opportunities with secondary displays in other departments.
- Cross merchandise pears in the package salad, yogurt, and cheese sections of the store. These are the items that most frequently appear in shoppers’ baskets along with pears.1
Pear up with meal solutions
- Increase sales and entice customers with custom meal displays that bring ingredients together for simple shopping solutions. For example display pears with blue cheese, hazelnuts and packaged salads.
- Meal displays can lead to an average incremental increase of 19.2% for units sold across the displays.1
- Retailers also report a 20.5% average incremental increase in dollar sales across displayed items.1
Over 60% of consumers surveyed say that they are more likely to buy pears if they are exposed to a recipe or further information about pears.1
- Take advantage of the Pear Bureau’s customizable point of sale materials that highlight what consumers are seeking: recipes and usage tips, flavor attributes, and nutrition information.
- Use clear signage and advertisements that describe the unique characteristics and usage of each variety.
- Ensure price and variety signage is easy to read and properly located by each variety.
- Offer informational leaflets and nutritional data for your customers at pear displays.