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Best of the Bunch: 4 Insights-Based Ideas to Drive Grape Sales
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Best of the Bunch: 4 Insights-Based Ideas to Drive Grape Sales

There are many reasons consumers love grapes. It takes minimal effort to add them to a cheese plate or lunchbox. Grapes also pair perfectly with fresh salads, offer a sweet way to cool off when frozen, and can even be roasted and served with savory dishes.

There’s no question that grapes are delicious, convenient, and versatile. But we wanted to know what it is that impacts consumers’ decisions to buy grapes. To learn more about this topic, Robinson Fresh® conducted a survey with grape-purchasing U.S. consumers. You can read all of the findings in our new consumer and category insights paper, Sweet Potential: Understanding Consumers’ Grape Purchase Decisions to Increase Sales.

How can retailers drive more grape sales?

More than 70% of shoppers buy fresh fruits and vegetables weekly or more often, but only a third purchase grapes on a weekly basis. While a majority of shoppers (two-thirds) plan on purchasing grapes before they’re even at the store, there are opportunities for retailers to increase the frequency of sales from both planned and impulse shoppers. Here are four ideas to drive more grape sales.

1. Remember that quality is key

When shoppers are making their decisions to purchase grapes, quality and perceived freshness are critical. Shoppers rank quality as the number one purchase driver—even more than price—and 85% won’t buy grapes when quality is poor. To align with shoppers’ fresh expectations and perceptions, carry grapes that are plump and consistently colored with green, pliable stems that hold fruit in place when the bunch is picked up. Gusseted bags make it easy for shoppers to see the quality and freshness of grapes as they make their way through your produce department; a clean, tidy display is also a great way to evoke quality.

2. Highlight a “Grape of the Moment”

Shoppers like innovative, interesting flavors, but many don’t recognize specific grape varieties. Only 4% say that grape variety is important to their decision to purchase. A “Grape of the Moment” campaign provides the opportunity to educate consumers while creating excitement and encouraging more impulse purchases. Highlight the best quality, most flavorful grape varieties monthly—or more frequently—through peak seasons by displaying a variety’s flavor profile, firmness, shelf life and storage tips, and recipes. Watch this video for one recipe idea:

3. Nail your promotional plan

Though most are buying produce weekly, grape shoppers tend to buy only twice per month. Try new ideas as you build a promotional plan, like BOGO this week/next week and buy one/try one campaigns. Or, offer a 3-pound clam for the back-to-school season—they’re not just for club stores!

4. Give shoppers options

While it’s critical to carry red and green seedless grapes year round—which, together, make up 90% of retail sales volume—shoppers like options. In peak season, build a large, well-stocked, stunning display with several varieties of each to attract their attention.

Final thoughts

Knowledge is power, and that’s why Robinson Fresh has a team of dedicated analysts who diligently keep an eye on category and consumer trends, turning deep and detailed insights into specific, actionable recommendations and ideas to help you capture more sales. You can dig into these insights right here on Freshspective™.

Connect with one of our fresh experts to talk about how we can put together the right grape program for your business.

Molly Tabron

Molly Tabron - Senior Commodity Analyst

Molly Tabron is a senior commodity analyst and has been with Robinson Fresh 10+ years. Having held leadership positions on both business and analytics teams, her diverse experience within the fresh produce supply chain helps to shape the vision for supply planning and analytics for Robinson Fresh. Molly is married with two young kids. In her spare time, she enjoys photography.
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