Four Ways to Sell More Organic Salad Blends

The organic salad blends category continues to contribute to overall produce sales.

Small, but still mighty, is a great way to describe organic salad blends.

Conventional packaged salads accounted for more than two-thirds (76.2%) of U.S. category revenues in 2024, according to the Packaged Salad Market Size, Share & Trends Analysis Report, 2023-2030, by Grand View Research Inc., based in San Francisco, CA.

However, the organic packaged salad market is projected to grow at a compound annual growth rate (CAGR) of 4% from 2025 to 2030. According to the report, consumers’ desire for clean, wholesome eating experiences that are convenient, ready-to-eat, and meet taste preferences, plus environmentally responsible practices, fuel this growth.

“Organic salads are the largest part of most stores’ organic offering, although organics in the Midwest are not as popular as in other parts of the country,” says Mike Roberts, vice president of produce operations for Harps Food Stores Inc., a Springdale, AR-headquartered chain with 151 supermarkets in six states. “However, we offer a good variety of organic salads in our stores, including the blends, and they seem to be popular with health-conscious customers and those seeking convenience.”

More specifically, organic blends have stayed flat (+0.2%) over the last six years, with dollar growth of +1.9%, due to recent price increases, based on data shared by Fresh Express Inc., a Salinas, CA-headquartered fresh salad subsidiary of Chiquita Brands International.

Organic blend units increased by 11.7% in 2020, the first pandemic year, and then, over the next four years, decreased to 2019 levels. Overall, the organic blend share of the category has reduced slightly, with a unit share decline from 17% to 16% over the last few years.

The pull of organic, a move to more flavorful leaf combinations in these products, and sustainable packaging, all presented in an easy-to-purchase format, can keep the organic salad blends category continuing to contribute to overall produce sales.

1. STOCK BEST-SELLERS

The most popular organic salad blends at Harps Food Stores, says Roberts, are types that include spinach, baby kale, spring mix and arugula.

Spinach remains the driving force in the organic salad blends category due to its taste, health benefits, and incredible versatility, according to Jenny Panziera, director of product, organic salad and Earthbound Farm brand for Taylor Farms, in Salinas, CA.“Spring mix continues to thrive as a tried-and-true favorite for salad bases, side dishes, and up-leveling wraps and sandwiches,” Panziera says.

With a balanced combination of tastes, textures, and colors, spring mix provides convenience and a beautiful presentation on the plate.

– Jenny Panziera, Taylor Farms, Salinas, CA

Panziera notes arugula consumption is growing and stands out in the core organic set as a variety that attracts premium consumers to the salad category. “We’ve seen success expanding arugula sales by adding the unique, flavor-forward Wild Red Arugula varietal exclusive to Earthbound Farm. Its spicier flavor profile and unique red veining have made it a hit among consumers. We are seeing a 27%+ increase in total arugula sales at retailers where we have launched this item.”

2. TRY SOMETHING NEW

Superfood-infused organic salad blends are gaining popularity for their added nutritional benefits and versatility, says Nicole Minnich-Zapata, marketing director for Misionero, in Monterey, CA, which grows and markets its Earth Greens brand of organic salad blends.

“Packed with nutrient-dense ingredients, these blends appeal to health-conscious consumers looking for functional foods,” says Minnich-Zapata. “Marketed as multi-purpose greens, they can be used in salads and sandwiches, wraps, and other meals, making them a convenient and value-driven choice for shoppers.”

She adds that consumer preferences for crispier, crunchier textures are shaping the organic salad category. “This is driving manufacturers to incorporate heartier into their blends, offering a more premium, restaurant-style eating experience, aligning with evolving shopper expectations.”

There hasn’t been much innovation in organic packaged salads, notes Sonali Anand, director of category management for Fresh Express. “However, some organic players are entering CEA (controlled environment agriculture) production, or some CEA suppliers are vying for ‘organic’ labels for their salads.”

A good example is Hippo Harvest, a San Francisco, CA-based grower, packer and shipper of packaged salads from its greenhouse facility in Pescadero. Last October, the company introduced its USDA-certified organic packaged salad product line.

“Shoppers don’t understand CEA grown outside of the Northeast, but they do know organic. Therefore, we are focused on a set of leafy greens purchased with high frequency, the organic certification consumer’s trust, plus better flavor with less bitterness than field-grown leaves, quality with a 21-day shelf life versus the 13-16 days of field grown, and fewer days out of stock because we grow in a controlled environment,” says Ivonna Dumanyan, chief business officer.

“The advantage of greenhouse-grown organic salad blends is that they are available year-round and fill a supply gap in field grown. As a retailer, you need always to have these products on the shelf for your customers,” says Vince Mastromauro, director of produce operations for Sunset Foods, a five-store chain based in Highland Park, IL.

3. CALL OUT GREEN PACKAGING

Sustainable packaging options are something consumers demand for products like organic salad blends.

“Earthbound Farm plant-based trays are off to a great start in over 800 stores, with continued expansion in the U.S. and Canada,” says Taylor Farms’ Panziera. “Velocities have been strong, consumer feedback has been overwhelmingly positive, and total spinach and spring mix sales have grown everywhere we’ve launched these products.”

Julio Silva, produce manager for Taylor Farms, says in addition to reducing plastic by 34-44%, “our peel-and-reseal packaging has been phenomenal for quality and freshness, as it enables modified atmospheres tailored to the particular blends inside. We are also looking to expand our use of plant-based trays and pilot compostable film options.”

Boskovich Farms’ Fair Earth Farms brand of organic salad blends, which includes Spring Mix and Power greens, come packaged in fully compostable bags, according to Don Hobson, vice president of sales and marketing for the Oxnard, CA-based company. “The bags are made from plant-based materials and printed using water-based inks that will break down into organic soil.”

4. SELL MORE

Organic bagged salads, including blends, are grouped together at many retailers served by Charlie’s Produce, in Seattle, WA, which supplies several independent retailers in the Pacific Northwest as Metropolitan Market, as well as larger chains such as Fred Meyer and Sprouts. According to Jason Kazmirski, retail specialist, they are either together on the left or the right of the bagged salad set, with a slight gap between to set them apart.

Harps Food Stores use doored refrigerated displays to showcase the blends at eye level, often adjacent to salad dressings or croutons for cross-merchandising, says Roberts.

The benefit of organic salad blends versus kits is that shoppers will buy other ingredients to build their salads, adds Sunset Foods’ Mastromauro. “That means sales of other produce, like organically grown cucumbers and tomatoes and organic salad dressings.”

Retailers should also consider sampling. “‘Crunch Test’ sampling stations let customers experience the crisp texture of the leaves,” says Misionero’s Minnich-Zapata.

Hippo Harvest utilizes a three-prong sampling approach to build purchases and repeat sales. “We do first-party demos using our staff. This has resulted in three times higher sales than a third-party sampling company or hiring hourly demo staff,” says Dumanyan.

“Then, we sample the leaves without dressing first so customers can experience the sweet taste without a bitter aftertaste. Finally, we’ll use three or four ingredients to demo our lettuces as a simple recipe to provide inspiration and a QR code to the recipe.”

Promotions of organic salad blends at Harps Food Stores include deals, in-store signage, and digital marketing emphasizing health benefits, says Roberts. “We are also working on ‘Buy One, Get One Free’ promotions.”

The retail price difference between 5-ounce organic and conventional salad blends should typically be 50 cents, both every day and on promotion, according to Fresh Express’ Anand. “However, this has been narrowing, leading shoppers to switch from conventional to organic blends. Since the pandemic, organic blends have been priced more attractively than conventional blends, which has furthered the decline of conventional blends.”

For larger pack sizes, organic blends could be $1 higher than conventional blends, Anand adds. However, the family-size conventional blend business is only one-third the volume of the organic.

“We expect consumers to stay price sensitive in 2025, therefore promotions for organic salad blends should move from multiple deals (3 for $X or 2 for $Y) in prior years to single unit deals (50 cents off 1 unit) for a lower ring at checkout,” says Anand. “Additionally, meal deals like ‘salad + rotisserie chicken,’ or ‘salad with pizza/pasta for a family of 4 under $x’ or cross-promotions like ‘salad with cherry tomatoes and dressing’ will perform well during these inflationary times.”