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PAIA provides tips to promote Peruvian asparagus

In an effort to help retailers promote Peruvian asparagus, the Peruvian Asparagus Importers Association has developed a Category Management Plan, which is chock full of data as well display and merchandising ideas.

Priscilla Lleras, PAIA coordinator, said the plan is available free of charge to all retailers either through members of the association or by contacting Lleras via email at

Among the display suggestions that research has shown to be effective is strategically displaying the category during peak and non-peak holidays. A well-positioned display will ensure that consumers see it, which will increase sales. The plan says a variety of displays will work but the bigger the better, especially when on ad.

Offering consumers a variety of sizes, colors and packaging has proven to be effective in increasing consumer purchase penetration and frequency of purchase.

“Showcase unique colors, green, white and purple asparagus,” the plan states. “Displaying white asparagus next to green and/or purple offers consumers with more choices and presents a contrasting, attractive and vibrant display.”

Asparagus has a good nutritional story to tell and the Category Management Plan recommends highlighting those nutritional benefits by providing brochures and signage. Featuring recipes and usage ideas is another PAIA suggestions for increasing sales.

And finally, the PAIA documents reminds retailers to refrigerate and hydrate asparagus to maintain quality and increase its shelf-life.

With regard to promotion and advertising, PAIA recommends many different strategies, including using point-of-sale material, cross merchandising, using incentive programs and featuring in-store demos.

“POS material is especially valuable for educating consumers on recipes, usage and nutritional benefits of asparagus,” according to the plan.

PAIA says some of the possible cross merchandising products that fit well with asparagus are salads, oils, dressing, deli products, cheese and wines. It also recommends providing a complete meal solution for customers that includes asparagus by promoting with meat or seafood.     

According to the PAIA Category Management Plan, in-store demo programs have a proven record of increasing consumer awareness and the purchase of fresh asparagus as an everyday item.

Northwest Pear Bureau looks forward to a ‘great’ season

The Pear Bureau Northwest has released its 2014 season Northwest fresh pear crop estimate. “With reports of a crop of excellent quality from the Pacific Northwest growing regions of Wenatchee and Yakima, WA, and Mid-Columbia and Medford in Oregon, the total projection is showing approximately 18.7 million standard 44-pound box equivalents (or 411,400 tons) of pears for the fresh market,” the Pear Bureau said on June 5. “This estimate is 6 percent smaller than the five-year average, and 13 percent smaller than last year’s record crop.”

Growers will be meeting again in August, and there is an expectation that these preliminary numbers may be revised upward.

“The industry is looking forward to a great pear season, and the Pear Bureau team is ready to provide category analysis and data along with innovative merchandising ideas and materials to help retailers maximize their pear category sales,” President and Chief Executive Officer Kevin Moffitt told The Produce News. “Growing conditions have been ideal for the pear crop this season. There have been no significant frost or hail issues to date, and pollination weather was good. The industry is expecting a promotable crop of excellent quality this year.”

The harvest will begin in late July with Starkrimson and Bartlett, the first two varieties off the trees. Anjou, Red Anjou, Bosc, Comice, Concorde, Forelle and Seckel will be picked from late August through mid-October.

According to bureau statistics, the top three varieties in terms of production remain the same as in previous years. Green Anjou pears are anticipated to make up 53 percent this season. Bartlett will comprise 23 percent of overall volume, and Bosc pears 14 percent.

“The Pacific Northwest continues to provide the ideal growing conditions to yield pears of excellent quality,” said Cristie Mather, director of communications. “We are expecting a wide range of sizes for distribution to domestic and export markets. But right now it is too soon to predict what the peak sizes will be.”

The total Northwest summer/fall pear volume is anticipated to be approximately 4.6 million boxes, down 12 percent from 2013. A breakdown by variety, approximate volume and decrease from 2013 revealed the following: Green Bartlett/4.2 million boxes, down 12 percent; Red Bartlett and other summer-fall pears/94,800 boxes, down 4 percent; and Starkrimson/ 289,000 boxes, down 14 percent.

The total Northwest winter pear volume is anticipated to be approximately 14 million boxes, down 14 percent from 2013. A breakdown by variety, approximate volume and increase/decrease from 2013 is as follows: Anjou/10 million boxes, down 14 percent; Bosc/2.6 million boxes, down 17 percent; Red Anjou/1 million boxes, down 8 percent; Comice/224,000 boxes, down 18 percent; Seckel/42,600 boxes, down 7 percent; Concorde/62,800 boxes, up 1 percent; other red winter pears/8,000 boxes, down 52 percent; and other winter pear varieties/10,600 boxes, down 18 percent.

Organic fresh pear volumes are included in the above estimates. Total organic pear production for summer-fall pear volume is 365,575 boxes. A total of 505,200 boxes of winter pears are expected to be produced. According to the report, the following volumes of organic fruit are expected to be produced this season: Green Bartlett/311,150 boxes; Red Bartlett and other summer-fall pears/37,600 boxes; Starkrimson/16,825 boxes; Anjou/254,000 boxes; Bosc/198,000 boxes; Comice/1,780 boxes; Red Anjou/41,000 boxes; Concorde/10,120 boxes; and Seckel/300 boxes.

Mexican avocados account for two-thirds of all avocados sold in U.S. market

During the just-concluded 2013-14 season, the total volume of Mexican avocados in the U.S. market was 1.13 billion pounds — a little higher than originally estimated — and represented 65.5 percent of the aggregate avocado volume in the United Sates during that period, according to a written statement provided to The Produce News by Alvaro Luque, president of Avocados from Mexico Inc. That volume represents just over one-third of Mexico’s total avocado production, which is also consumed domestically and exported to other countries such as Japan and Canada.

Avocados from Mexico is a subsidiary of the Mexican Hass Avocado Importers Association and a joint venture between MHAIA and the Avocado Producers and Exporting Packers Association of Mexico.

The highest export month for Mexican avocados to the U.S. market during the past year was January 2014, “associated with the Super Bowl and guacamole consumption,” according to the statement. The lowest months were the summer months of July and August.

For the 2014 season, Avocados from Mexico projects a 15 percent increase in exports to the United States, or a total of about 1.3 billion pounds.

Currently being shipped was the new Flora Loca crop, a lighter bloom preceding the main crop. The Flora Loca this year is “normal in terms of volume and maturity,” according to the statement. “We have good levels of oil content, thanks to the control levels of dry matter as part of the Avocado Export Program to the U.S.”

The Aventajada and Normal crops, which follow the Loca, are expected to be “on time with good volume and with perfect quality fruit,” according to the statement.

This year, three municipalities in Mexico’s avocado growing region have received U.S. Department of Agriculture approval to export to the United States.

“Avocados From Mexico doesn’t project it’s volume or plans depending on other regions’ crops,” said Luque in the statement. “We completely respect all other avocado origins and applaud their effort of helping this category grow, but as a market leader with almost 70 percent market share, our focus is on expanding the market and competing with other categories and uses outside of the avocado industry, that’s where the real growth can come from.”

Mexico’s growers “are focused on the quality and taste of the fruit,” he said. “The current U.S. market can now sustain over 40 million pounds of avocados per week. No other country of origin can supply over a billion pounds annually to keep up with the consumption growth,” Luque continued. “Our key is to maintain the quality that the consumers have come to expect from Avocados from Mexico and make everyone aware of the benefits of a consistent and strong year-round leader.”

Avocados from Mexico Inc. was launched in July 2013 and “invested in a new communication campaign including the launch of our new brand character,” according to the statement. “This campaign was developed to reinforce our key messages of having a product that is ‘Always Fresh, Always Delicious and Always in Season.’ Media ran in three key phases tied up to big sport events and supported by national promotional programs.”

The organization ran “a bold promotional program with national partnerships with other top brands like Dos Equis, Ro-Tel, Cholula, Mission Foods and Clamato. We ended our year with our first Hispanic-focused promotion around soccer using Mexican soccer legends in our communication and store events,” the statement said.

“One of the most successful consumer programs has been our investment in digital,” the statement continued. “We’ve been working this past year setting the bases of our new platforms, and we’ve been investing time and resources to test and implement new technologies in digital media that will make our platforms,” including social media, “grow exponentially.”

For 2014-15, Avocados from Mexico “is launching a bold and assertive marketing plan,” the statement said. “The plan will be focused on a dual objective: Reinforce our leading brand’s value proposition in the mind of consumers and maintain a healthy, steady growth for the whole avocado category” in the United States.

The core focus of the plan is “to influence avocado consumers to eat more avocados more frequently. We are concentrating our efforts in increasing penetration and frequency with the avocado medium consumers and in building more avocado baskets with the heavy consumer.”

To accomplish this goal, the plan is divided into six strategic planks: brand building, category growth, Hispanic evolution, consumer engagement, trade excellence and foodservice expansion.

The brand campaign will run from Oct. 2014 to May 2015 and “will have a completely new strategic messaging based on deep consumer research that will reflect the authentic heritage of our brand,” the statement said. That campaign will involve national broadcast and cable TV, print, digital banners and social media, giving more than 1.6 billion impressions, up more than 50 percent from the 2013-14 campaign.

To help maintain and accelerate the growth of the avocado category in the United States, “we believe we need to concentrate our efforts in two key areas: consumer avocado education and product versatility in core users,” the statement continued.

Avocados from Mexico regards Hispanic consumers as “a key player in our category volume” and is therefore launching a many-faceted “Nueva Latina” program, the statement said. “The Hispanic consumer is becoming more acculturated,” according to the statement. “This Nueva Latina represents the biggest opportunity among the Hispanic consumer base, as we need to assure she continues to infuse avocados in the cuisine and pass that tradition along to her family.”

California Avocado Commission to continue promotional activities through Labor Day

With a shorter crop this year than in 2013, the California avocado industry anticipated an earlier finish to the shipping season, with heavy volumes well into August but declining the latter part of August and only moderate availability thereafter.

Due to the lighter supplies and the earlier finish, the California Avocado Commission will not carry its promotional activities as late into the season this year as it did in 2013. But those efforts will continue through Labor Day.

“The California Avocado Commission has key account retail and foodservice programs scheduled through Labor Day,” said Jan DeLyser, vice president of marketing for the commission, said in a written statement to The Produce News.

“On the consumer front, we are continuing our advertising campaign and introducing the second year of CAC’s program designed to build consumption of avocados at breakfast time,” Delyser said. “For the latter, we’re launching a new web page on July 30 at, and will be sharing dozens of new breakfast recipes and usage tips for California avocados online and via social media. A dedicated email will feature an article by Registered Dietitian (RD) Michele Dudash. Another well-respected RD, Bonnie Taub-Dix will help promote CAC’s avocados for breakfast campaign via public relations outreach.”

For retailers, “we are supplying ‘Wake Up to Breakfast’ recipe brochures that can be merchandised on California avocado displays,” she said.

The commission “also maintains online and social media programs throughout the year to satisfy our fans. We share information about the growing and handling practices of premium California avocados and their season, as well as providing recipes and usage ideas,” DeLyser continued.

In the foodservice sector, CAC “continues to promote California avocado usage through innovative menu ideas and limited time offers,” DeLyser said in the statement. “These have not only been very successful at building demand in foodservice, but also have the additional benefit of introducing consumers to new usage ideas they can try at home.

Datassential Insider reported that this year it is ‘all about the avocado’ and noted growth in the following menu areas: sandwiches (+18 percent), burgers (+32 percent), pizza (+22 percent), and egg dishes (+15 percent). All of these growth areas have been part of CAC’s targeted outreach.”

In the retail arena this year, DeLyser said, “we are excited with the progress the California avocado industry has made in making it easier for shoppers to tell when they are buying California avocado by improving on-fruit country of origin identification. We originally planned to test the concept of a California Avocado brand label at retail this year, but adoption of the idea has been widespread. Retailer reaction also has been very positive. Some retailers who like to promote locally-grown produce have expanded on the idea with their own point-of-sale materials trumpeting the California origin.”

Another CAC marketing program “that has made great strides,” Delyser said in the statement, “is our American Summer Holidays promotion, with emphasis on the Fourth of July.” CAC started developing the promotional connection between avocados and “American Summer Holidays” about four years ago, she said. “It simply made sense to create California avocado recipes and usage ideas that tied in with summer gatherings during the peak of our season. The American Summer Holidays promotions have proven to be successful with this past Fourth of July exceeding all records for consumption (including Super Bowl and Cinco de Mayo) with 109.3 million pounds.”

With a smaller crop than last year, California had shipped about 230 million pounds of fruit as of July 21, with the season “about 65 percent complete” in terms of shipping volume, according to CAC President Tom Bellamore.

“We saw quite a bit of volume come off in the early part of the season” and continuing “strong through the summer, so we are expecting things to begin winding down by the end of August,” Bellamore told The Produce News.

“There will still be fruit into September, but probably just for select customers. I think the packers will work with several accounts to try to keep them in California fruit as long as they can, but I think it will become much more selective after the end of August.”

Unlike some seasons when “we have been faced with higher inventories of the smaller-sized fruit,” Bellamore said, the size profile of fruit in the market has been higher this year, and “the small fruit is performing very well price-wise.”

Although fruit from other producing areas has been in the market throughout the California season, California fruit has held a premium, Bellamore said.

“That is the case right now, and it has been the case for a good part of the season.” It appears that the market “is rewarding California production for its freshness and proximity to market,” he added.

Chile will provide strong market support to drive avocado purchases

With the 2014 Chilean avocado season approaching, the Chilean Avocado Importers Association will be providing strong market support to drive avocado purchases at retail, according to Karen Brux, marketing director for CAI.

“Avocados from Chile are available throughout the fall and winter and into the early part of spring,” said Brux in a written statement to The Produce News. “We expect to see some small volumes enter the market in mid-late September, with promotable volumes available by late October.”  

The 2013-14 season was a “fantastic” year for Chilean avocados “with volumes into the U.S approaching 115 million pounds — more than double what we had originally anticipated,” Brux continued. “With a steady supply of high-quality, great-tasting avocados, we ended the season on a high note.”

Already, “we’ve started meeting with retailers to discuss the upcoming season, and there is a high level of anticipation surrounding the first arrivals of Avocados from Chile,” Brux said in the statement. “As California prepares to exit the market, retailers are eager to transition into Chilean supply. We will continue to make a strong investment in our retail partnerships during the coming season, working to deliver the volume/size profile our customers need, and the marketing support they require to further drive Chilean avocado purchases among their shoppers. Whether working with a 40-store chain or a 4,000-store chain, we sit down with our customers and develop programs that provide support from the start to the end of our season.”

The health and nutrition-focused research done by the Hass Avocado Board “is a key marketing tool for Avocados from Chile,” Brux said. “We incorporate health messages into elements of our marketing campaign, like point-of-sale and social media outreach, and also summarize key findings for our retail partners who are looking for meaningful information to pass on to their consumers. Based on consumer research done by the HAB, ‘being good for you’ and nutritional benefits are strong purchase drivers.”

Avocado consumption “has seen phenomenal growth over the past several years,” Brux said. “In order to achieve continued consumption growth, all of the avocado associations need to give consumers compelling reasons to eat more. Nutrition messages supported by HAB-sponsored research are vital to maintaining growth momentum and Avocados from Chile fully support this effort.”

With “the rapid growth of the U.S. avocado market, the changing role of Avocados from Chile in this market, and the emergence of new marketing channels, it’s time to put a new face on Avocados from Chile,” Brux said. CAIA is developing “a refreshed look for our brand” as well as a new website, new point-of-sale items and new communication pieces “to strengthen relationships with retailers. Everything is currently in development and will be ready for the start of our major promotion push in fall.”

CAIA will also be continuing some marketing elements that were new for the 2013-14 season. One example of this is a full-color, Velcro-fastened RPC wrap. “The Chilean Avocado Importers Association was the first avocado association to introduce RPC wraps into Walmart, and other organizations have since followed,” Brux said in the statement. “They offer substantial real estate to communicate key messages to our consumers.”

In addition to developing customized promotion programs for specific retailers, “we’re also working on a refreshed version of our ‘scratch and win’ promotion that we’ve run for the past few years,” which has been an effective incentive to produce managers “to build big, beautiful displays of Avocados from Chile,” she said

The Super Bowl will continue to be a focus for Avocados from Chile.

“Retailers love to promote during this period, so we work with them to design customized promotions to generate high-impact displays of Avocados from Chile and drive increased purchases.” Those may involve display contests, in-store demos or sales contests, she said.

Additionally, “we are continually expanding and updating our inventory of usage ideas and marketing items to support all the main festivities that occur during the fall and winter months” such as Halloween, Thanksgiving, Christmas, New Year and St. Patrick’s Day, she said.

Avocados from Chile has embraced social media as “a very effective educational tool for delivering compelling information to consumers,” Brux said in the statement. “A well-designed website is also crucial for delivering information to our key constituents (retailers, consumers, media).”