ALEXANDRIA, Va. -- The National Association of Convenience Stores (NACS) and the United Fresh Produce Association (United Fresh) have published a primer to help sell more produce in the convenience-store channel. "Building the Business Case for Produce Sales at Convenience Stores" combines analysis of industry and consumer trends with practical ideas to develop an enhanced produce offering in c-stores.
The new publication is the first deliverable from the partnership that NACS and United Fresh formed in June 2014 to identify best practices to grow produce sales in convenience stores. More than two dozen retailers, distributors and produce companies helped develop and review the document.
"We have seen a dramatic increase for customer demand for fresh produce at convenience stores, and this resource was developed to communicate the huge opportunities for everyone in the distribution chain, from farm to store," said NACS chairman Steve Loehr, vice president of operations with La Crosse, Wis.-based Kwik Trip. "A recent NACS member survey reaffirms the importance of produce; 62% of members say that produce is important to their business plans in 2015."
"Through contributions from NACS and United Fresh member companies participating in this effort, we have identified solutions in the distribution and merchandising of fresh produce, which ultimately will lead to new opportunities for produce suppliers, distributors and convenience store retailers to grow sales," said United Fresh Chairman of the Board Ron Carkoski, president and CEO with Ephrata, Pa.-based Four Seasons Family of Cos.
A first step in this process is to build the business case for selling produce in convenience stores to all three critical groups: suppliers, distributors and retailers. The 26-page primer includes:
- Demand, products and consumer trends that can affect sales success.
- Produce customer demographics and sales trends in convenience stores.
- Elements to consider in developing and executing a successful produce program.
- Suggestions for how to start a program.
- An example of a fresh build-to book.
The groups are developing follow-up resources to help interested retailers determine the level of fresh produce that they can efficiently offer at stores and a checklist of critical areas to examine. The groups are also planning educational sessions at upcoming industry events.
NACS is the international association for convenience and fuel retailing.
United Fresh brings together companies across every segment of the fresh produce supply chain, including growers, shippers, fresh-cut processors, wholesalers, distributors, retailers, foodservice operators, industry suppliers and allied associations. It unites the industry with a common purpose – to build long-term value for its members and grow produce consumption.
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