25th Annual Masters of Merchandising: STEMILT GROWERS LLC

April 4, 2026 | 5 min to read

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PEARS

Pears offer a wide variety of flavor and exceptional eating that will delight many consumers. Not only do pears have numerous health benefits, they also offer a dynamic eating experience since they can be eaten fresh, in salads, cooked, or canned. Retailers can differentiate stores from their competitors based on the pears they offer.

CREATE SALESDRIVING DISPLAYS

Treat pears as a seasonal category and merchandise close to apples for maximum velocity. Display in sight of apples or citrus depending on time of year.

Pears should be part of a destination display in front with a four-foot display minimum.

Organic and seasonal varieties can be promoted as in- and-out items either bulk or in bags.

Use color breaks as well as bags (pears or apples) as breaks between varieties.

Use suggestive selling with placement and cross-merchandising to inspire additional sales. Cross-merchandise with nuts and cheese/charcuterie focus.

Breakfast is an additional promotion option for both kids and adults. Suggest using with smoothies and in cereal or with yogurt.

USE SIGNAGE TO SELL

Utilize information on variety usage, locales or regions, grower stories, and how to pick a pear.

Highlighting taste differences or nutritional benefits provide educational touchpoints on sales signs.

Digital signs help minimize errors at retail.

Large signs are most effective for promotions. Try for 11×17 or larger if possible.

Add excitement to the department with seasonal promotions such as Happi Pears”

HANDLE WITH CARE

The less handling, the better. Handle pears gently to reduce scuffs and marks on fruit.

Pears ripen from inside out (like an avocado), so to check for ripeness, press lightly on the neck/top of the pear and when it yields to moderate pressure, it’s ready to eat. To accelerate ripening, place in a brown paper bag with a banana.

Keeping a range of ripeness on the shelf will provide different timing options for customers. Ranges should include: Hard, Ripening, and Ripe.

Rotate and cull each time a display is filled.

Pears will hold pressure in cold temperatures including the home refrigerator. The ripening process kicks in at room temperature. For the best consumer eating experience, pears should be displayed at room temperature.

Use conditioned pears and be consistent with labels toensure consistent handling, pressures, etc.

Avoid storing pears near ethylene-producing fruits to prevent premature ripening.

Verify quality once pears arrive at the store. Document any quality issues immediately and communicate these to growers.

APPEAL TO VALUED SHOPPERS

Having an excellent pear program makes a retailer stand out in the marketplace.

The pear shopper is a prized, loyal produce shopper. Courting pear shoppers by providing an attractive display, quality fruit, and superior eating experience will build repeat sales and loyalty.

This fruit allows for increased sales opportunities if promoted and merchandised as key seasonal items.

Bagged pears are a successful vehicle to move pears. Lil Snappers organic and conventional pears are a great promotional tool to drive sales in this category.