Course 3:

MERCHANDISING BEST PRACTICES

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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.

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

Displays Tips

Display Types

Creative Merchandising: Increase Pear 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

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.

Pear up with meal solutions

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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

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