Page 54 - February2019

people are more into trying new things, you’ll sell [items such as mangos]. But here, we don’t even carry papayas, because they just don’t sell.”
Naturally, one factor many consumers base their purchasing decisions on is pricing. “Each region has its price points that generate good sales, but the more aggressive pricing during the peak production periods creates good promotional opportunities, which bene ts consumers, Cohen remarks.
“During the summer, the everyday price of two-for-a-dollar will keep your Mexico sales clicking along, but when you go to three-for-a-dollar, look out,” says Mark Colvin, category manager and produce buyer at Save Mart Supermarkets, an 83-store chain based in Modesto, CA. “And when you go four-for-a-dollar, it’s ‘Katie bar the door!’ ”
Until 2015, where it saw the highest average yearly and monthly price, there seemed to be no roof on where mangos could go. Over the past two years, impressive growth by Mexico, Ecuador and Peru — the three largest suppliers — has been lling in some of the gaps in supply and helping to stabilize prices.
“During the summer, the every- day price of two-for-a-dollar will keep your Mexico sales clicking along, but when you go to three-for-a-dollar, look out.” — Mark Colvin, Save Mart Supermarkets
“I think when you take out the obvious advantage [Mexico] has on logistics, just putting it in a truck versus putting it on a boat, it impacts pricing quite a bit,” adds Bell. “It allows retailers to get a lot more aggressive in terms of retail and promoting the product.”
MERCHANDISING MANGOS
Positioning mangos in the tropical section, among other fruits, such pineapples and kiwis, is one way to merchandise and help spark sales, Colvin explains. “Unless you’re doing four-for-one-dollar — in which case you’d end-cap them — place them at a walk-in display or separate them o completely and do a spill-in or single table display.”
Bell of the Grocery Outlet notes, “you can take it to an all-fruit-or-tropical-salsa type of display. [Most grower-packer-shippers] put it in an attractive box that allows you to do spillovers, which accommodates promotions.”
Another e ective merchandising tactic is to place Mexican mangos in large displays prominently positioned front and center of the produce department, as well as secondary displays. One of the most coveted spots is the checkout line, adds Cohen of Vision Import Group.
Another initiative to help encourage sales is cross-promoting Mexican mangos, says Bell. “ ey’re a really good pairing with Avocados from Mexico, so it would be huge to tie them in together. ey also can be used for savory and fruity-type salsas and pineapples from Mexico.”
Colvin adds that Mexican mangos can be used in things such as salads and teas, “which I don’t think a lot of people have thought about. Mangos can be used as an ingredient and that’s catching on with consumers.”
ey also can be sliced, frozen and eaten that way, notes Bell. “It’s almost better than ice cream. I do it in my house.”
Daniel Bell, senior produce buyer of produce and oral at Grocery Outlet in Emeryville, CA, says of merchandising mangos: “You can take it to an all-fruit-or-tropical-salsa type of display. [Most grower-packer-shippers] put it in an attractive box that allows you to do spillovers, which accommodates promotions.”
54 / FEBRUARY 2019 / PRODUCE BUSINESS