INCREMENTAL PEAR
CATEGORY SALES

Retail Data

The CPAB recently conducted a study with a major regional retailer, involving 60 stores in a “test vs. control” environment. The study tested the impact of pear sales volume by comparing promotion of a Bartletts-only display versus a full-variety display of Bartlett, Red Bartlett and Bosc pears. Store sales were evaluated for volume, retail sales and gross profit. Here are the key findings:

• For the Bartlett-only display stores, sales were down 14% from the previous year.
• For the full-variety display stores, sales were up 4.4% from the previous year.
• For the full-variety display stores, gross profit was up 17% from the previous year.