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Category Management Handbook

Foodservice: Frozen/Refrigerated 2016

Where the Gains Are: Refrigerated and Frozen

C-store sales, 52 weeks ending Dec. 27, 2015

C-store sales of milk dropped nearly 6 percent in 2015, led by a double-digit drop in skim and low-fast milk, according to IRI. Elsewhere in the cooler, unit ssales of natural cheese jumped more than 13%, with strong sales of string cheese providing momentum. 

In frozen, c-store unit sales of novelties rose nearly 3 percent, with dollars up almost 10 percent to reach $726.6 million.

Refrigerated Dairy

SegmentC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Skim/low-fat milk$754.0(12.7%)254.8(8.5%)
Whole milk$582.8(4.8%)199.7(1.9%)
Flavored milk/eggnog/buttermilk$417.18.2%240.27.7%
Natural cheese$152.813.6%115.713.2%
Fresh eggs$90.312.3%34.5(8.2%)
Creams/creamers$71.6(1.8%)27.0(4.1%)
Yogurt$60.03.8%37.22.5%

Source: IRI | * Percent change from a year ago


Refrigerated Entrees

SegmentC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Hand-held nonbreakfast entrees$899.514.8%273.411.3%
Breakfast entrees$318.117.2%136.113.5%
Lunches$157.628.1%54.432.2%

Frozen Desserts

SegmentC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Novelties$762.69.9%370.02.9%
Ice cream$477.63.9%106.1(6.4%)

Frozen Snacks and Entrees

SegmentC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Dinners/entrees$220.310.9%93.65.6%
Appetizers/snack rolls$183.221.4%142.625.7%
Pizza$167.19.5%35.127.7%
Breakfast food$110.918.3%49.517.4%

Source: IRI | * Percent change from a year ago


Frozen Dessert Trends

C-store sales, 52 weeks ending December 27, 2015

C-store unit sales of frozen novelties rose nearly 3 percent in 2015, led by strong sales of f'real and the Wells Blue Bunny brands, according to IRI.

Frozen Novelty Brands

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
f'real$119.123.8%41.521.5%
Wells Blue Bunny$67.919.2%40.016.3%
Nestle$63.43.1%31.0(3.3%)
Nestle Drumstick$61.18.0%22.27.6%
Good Humor$60.75.4%31.32.0%
Snickers$51.6(1.6%)26.6(1.6%)
Good Humor Giant$44.111.1%21.66.8%
Haagen-Dazs$33.26.2%11.46.2%
Klondike$32.211.1%15.48.2%
Magnum$27.714.5%9.011.9%
Total**$762.69.9%370.02.9%

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


Ice Cream Brands

BrandC-store sales ($ millions)PCYAUnit sales (millions)PCYA
Ben & Jerry's$172.219.3%30.213.7%
Haagen-Dazs$56.48.3%10.74.3%
Private label$28.017.6%7.66.1%
Blue Bell$27.1(59.8%)9.8(62.0%)
Dreyer's/Edy's Grand$27.023.5%6.826.9%
Total**$477.63.9%106.1(6.4%)

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


Cross-Category Opportunity

According to an analysis of retail point-of-sale data by Management Science Associates, 32 percent of milk transactions include just that item. The remaining two-thirds of baskets most often include: 

  1. Premium Cigarettes
  2. CSDs
  3. Chocolate bars/packs
  4. Snack cakes/pastries/desserts
  5. Bottled water
  6. Energy drinks
  7. Potato chips
  8. Juice/juice drinks
  9. Iced tea
  10. Sports drinks

Yogurt UPCs

C-store sales, 52 weeks ending Jan. 20, 2016

The top c-store yogurt UPC was the 5.3-ounce Chobani Greek strawberry, according to Nielsen.

UPCC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Chobani Greek Strawberry (5.3-oz.)$11.35.0%6.45.3%
Chobani Greek Blueberry (5.3-oz.)$9.81.7%5.51.7%
Chobani Greek Peach (5.3-oz.)$6.70.8%3.70.8%
Total$75.19.7%47.16.8%

Source: The Nielsen Co., Kellogg Co. | * Percent change from a year ago | ** Including UPCs/brands/families not shown


15.8% – Increase in c-store unit sales of strong and stick cheese in 2015, according to IRI.


Foodservice: What to Watch

Menu Trends

Shelf Stable

CMOY: Andre Benoit

View the full 2016 Category Management Handbook

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