Progressive Grocer - September 2017 - 78

Grocery

Holiday Candy & Snack Merchandising

manager for Thrive Tribe, which offers
a line of Paleo Limited Edition
Holiday Cookies, "Any time we
can work directly with a retailer
to create something that fits their
unique needs, we find success."
One such example cited by Bonn:
"Displays built around regional traditions and nostalgia will hit an emotional chord with shoppers."
"Because [our holiday shippers] are
so fun and cheerful, they often get
positioned front and center of the grocery store," enthuses Brownie Brittle's
Pruneda, referring to such placement as "a
great opportunity for impulse purchase
and trial."

Price Matters
Another piece of the merchandising puzzle is pricing, as alluded to by
Pruneda in advocating advance planning.
SpartanNash is a strong believer in
items priced to move, which it refers to
as "Big Bet" items, and on which "we

hang our hat on for the entire holiday
season," according to Pierce.
"For example," he explains, "our
Halloween candy Big Bet item will
be Brach's Candy Corn 40-ounce
bag. All stores will have this product,
and we will be competitively priced for
the season to drive market-basket sales.
Another Big Bet item is the Whitman's
Chocolate 40-ounce box. This is a box
of chocolates that wows our customers, is great for holiday parties and
will be priced at $19.99."
Notes Mars Wrigley's Quinn, "Bold
pricing statements on quality candy are
critical to driving store choice, aisle
navigation and impulse."
Implementing tactics such as
punctual planning, optimal placement,
unique presentation, attractive pricing
and appropriate product (see sidebar on
page 80) for holiday candy and snacks can
pay off, as Bonn observes: "We've found
retailers can expect to see a sales boost when
using effective merchandising strategies." PG

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Table of Contents for the Digital Edition of Progressive Grocer - September 2017

Contents
Progressive Grocer - September 2017 - Cover1
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Progressive Grocer - September 2017 - Contents
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