Where the Gains Are
C-store sales, 52 weeks ending Dec. 29, 2013
Convenience store unit sales of nonchocolate fell 1.2% in 2013, according to IRI, with declines in novelty, nut/coconut and hard sugar candy, as well as plain mints. Chewy candy, the largest segment, gained slightly in unit sales.
According to Nielsen, nonchocolate sales rose 5.7% in the 52 weeks ending Dec. 28, 2013, to hit $1.5 billion, with units up 2.8%.
| Candy type | C-store sales ($ millions) | PCYA | Unit sales (millions) | PCYA |
| Chewy | $1,018.1 | 6.2% | 824.1 | 0.5% |
| Breath fresheners | $216.8 | 5.7% | 126.8 | 2.1% |
| Novelty | $188.0 | 3.6% | 153.5 | -1.3% |
| Licorice | $132.2 | 3.4% | 80.2 | 2.2% |
| Specialty nut/coconut | $120.1 | -4.5% | 96.0 | -11.6% |
| Hard sugar candy | $98.3 | -4.2% | 160.4 | -4.7% |
| Total (including segments not shown) | $1,864.6 | 3.9% | 1,518.6 | -1.2% |
Source: IRI
Distributor Data: Nonchocolate-Candy Shipments
Calendar year 2013
Average shipments per store per week of standard-size nonchocolate rose 5.3% in 2013, while king-size gained 24.4%, according to McLane figures.
| Segment | Average shipments per store per week (in dollars) | Average shipments per store per week (dollar growth) | PCYA |
| Nonchocolate standard | $42.90 | $2.15 | 5.3% |
| Bagged candy peg | $41.50 | $2.48 | 6.4% |
| Candy rolls/mints/drops | $22.58 | $0.21 | 0.9% |
| Bagged value | $18.11 | $1.76 | 10.8% |
| Nonchocolate king | $15.07 | $2.95 | 24.4% |
| Bagged candy laydown | $7.81 | $2.23 | 39.9% |
| Gummi fruit snack | $4.13 | $0.35 | 9.3% |
| Novelty candy | $3.21 | -$0.81 | -20.1% |
| Bagged value 2 for $1.50 | $2.67 | -$0.71 | -21.1% |
| Stand-up pouches | $2.31 | $1.70 | 280.4% |
| Bagged candy sugar-free | $0.09 | -$0.01 | -5.7% |
Source: McLane
Category Management Best Practice
Candy sales in c-stores peak between 3 and 8 p.m., according to research by Management Science Associates (MSA) that examined a full month of point-of-sale data from three medium-sized chains. The fact that sales remain elevated through the evening hours shows retailers have a big opportunity to better merchandise this category in the p.m. day-parts, says Don Burke, senior vice president of MSA. “Put a display at the cash register during those hours” to help counter the drop in sales that hits other major in-store categories in the second half of the day, he advises.
Licorice Candy by Brand
C-store sales, 52 weeks ending Dec. 29, 2013
C-store sales of licorice rose more than 3% in 2013, with Twizzlers Pull ‘n’ Peel and Wonka Kazoozles providing some of the lift, according to IRI.
| Brand | C-store sales ($ millions) | PCYA | Unit sales (millions) | PCYA |
| Twizzlers | $57.2 | 0.0% | 32.1 | -2.3% |
| Twizzlers Pull ‘n’ Peel | $12.5 | 8.9% | 7.1 | 2.7% |
| Wonka Kazoozles | $11.3 | 41.4% | 9.7 | 39.2% |
| Twizzlers Nibs | $11.3 | -4.8% | 6.7 | -7.1% |
| Rips | $11.0 | 11.9% | 5.8 | 9.9% |
| Total (including brands not shown) | $132.2 | 3.4% | 80.2 | 2.2% |
Source: IRI
Hard Candy by Brand
C-store sales, 52 weeks ending Dec. 29, 2013
Sales of hard candy fell more than 4% in 2013, with four of the top five brands posting declines, according to IRI.
| Brand | C-store sales ($ millions) | PCYA | Unit sales (millions) | PCYA |
| Jolly Rancher | $26.1 | -2.0% | 17.3 | -9.2% |
| Life Savers | $14.1 | -5.8% | 12.0 | -7.3% |
| Jolly Rancher Crunch ‘N Chew | $8.5 | -19.3% | 5.9 | -26.9% |
| Charms Blow Pop | $8.5 | -5.7% | 36.1 | -4.3% |
| Tootsie Roll Pops | $6.7 | 14.6% | 26.6 | 8.0% |
| Total (including brands not shown) | $98.3 | -4.2% | 160.4 | -4.7% |
Source: IRI
Nonchocolate UPCs, Standard and King-Size
C-store sales, 52 weeks ending Dec. 28, 2013
Just as in the chocolate segment, king-size packages are enjoying greater growth in nonchocolate, Nielsen figures show, with unit sales up 13%. Standard, meanwhile, was off 0.3%.
| Standard | ||||
| UPC | C-store sales ($ millions) | PCYA | Unit sales (millions) | PCYA |
| Skittles Original Fruit (2.17-oz.) | $23.4 | 0.0% | 19.8 | -0.1% |
| PayDay (1.85-oz.) | $21.3 | -11.1% | 18.0 | -12.1% |
| Skittles Wildberry (2.17-oz.) | $17.7 | 4.4% | 14.8 | 4.2% |
| Starburst Original (2.07-oz.) | $16.2 | 0.8% | 13.7 | 1.1% |
| Juicy Drop Pop (0.92-oz.) | $15.2 | 17.1% | 8.2 | 14.2% |
| Total (including UPCs not shown) | $563.9 | 0.1% | 631.8 | -0.3% |
| King-sized | ||||
| PayDay (3.4-oz.) | $45.0 | -0.1% | 27.0 | -1.1% |
| Skittles Original (4-oz.) | $22.7 | 12.0% | 13.2 | 11.6% |
| Twizzler Strawberry Twists (5-oz.) | $19.1 | -3.7% | 11.0 | -4.9% |
| Starburst Original (3.45-oz.) | $17.0 | 0.7% | 9.8 | -1.8% |
| LifeSavers Gummies 5 Flavors (4.2-oz.) | $14.7 | 23.7% | 8.3 | 22.9% |
| Total (including UPCs not shown) | $194.6 | 14.5% | 114.1 | 13.0% |
Source: The Nielsen Co., The Hershey Co.
Quarterly Look: Nonchocolate UPCs
C-store sales, 13 weeks ending Dec. 29, 2013
The top-selling nonchocolate UPC in c-stores in the final quarter of 2013 was the 3.4-ounce PayDay, according to IRI. The No. 2 UPC—5-ounce Trolli Sour Brite Crawlers—grew unit sales nearly 9%.
| UPC | C-store sales ($ millions) | PCYA | Unit sales (millions) | PCYA |
| PayDay (3.4-oz.) | $8.3 | 1.4% | 4.8 | -0.1% |
| Trolli Sour Brite Crawlers Assorted (5-oz.) | $5.9 | 10.8% | 3.4 | 8.7% |
| PayDay (1.85-oz.) | $5.1 | -5.4% | 4.4 | -6.5% |
| Skittles Original Fruit (2.17-oz.) | $5.0 | -4.1% | 4.2 | -4.2% |
| Ice Breakers Cool Mint (1.5-oz.) | $4.9 | 10.7% | 2.1 | 10.7% |
| Skittles Original Fruit (4-oz.) | $4.6 | 11.2% | 2.6 | 10.6% |
| Sour Patch Kids (5-oz.) | $4.5 | 16.3% | 2.6 | 15.9% |
| Altoids Peppermint (1.76-oz.) | $4.5 | 9.2% | 1.9 | 10.4% |
| Twizzlers Strawberry Licorice Twist (5-oz.) | $4.3 | 15.7% | 2.5 | 17.4% |
| Jolly Rancher Assorted Fruit (7-oz.) | $4.3 | 4.6% | 1.7 | 2.3% |
| Total (including UPCs not shown) | $426.3 | 4.5% | 345.1 | 1.2% |
Source: IRI
Category Management Best Practice
Convenience is one of the slowest channels for speed to market on new items, and candy is no exception. As such, “Getting items into retail stores within the first four weeks is critical,” says Larry Lupo, vice president of sales for the convenience and drug channels for Mars Chocolate North America.
“Retailers need to have specific instructions for their stores about when the item is coming in and where to display a new item that is sure to bring excitement to the category.”
Members help make our journalism possible. Become a CSP member today and unlock exclusive benefits, including unlimited access to all of our content. Sign up here.