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TRANSCRIPT
FRESH
4 CATEGORY INSIGHTS™
F
Fresh is with opportunity. with opportunity. with opportunity.
ripe resh fruits and vegetables, fresh sandwiches and healthy snacks…these are foods Americans have been eating for years.
FRESH
2nd Quarter 2016 5
However, we now expect them to be
available as convenience and on-the-go
items, which is a shift in how we eat in
America. To keep pace with the times,
and with this growing Fresh category, up
9.3% over last year, your c-store needs
to “freshen up”!
The Fresh category is ripe with op-
portunity as 67% of Americans say con-
venience stores offer nutritious items, up
from only 30% in 2013. That’s a sizeable
increase and it highlights the changes
occurring in the convenience channel
that are related to your Fresh offering.
C-store customers are looking for better-
for-you snacking and meal replacement
options, and they expect your store to
satisfy those needs.
It’s also important to consider the
shift away from traditional meal times and
toward more frequent snacking. Custom-
ers are eating a wide variety of items
during all day parts and people now eat
more snacks than traditional meals! On-
the-go items such as meal replacement
drinks, prepared sandwiches, fruit and
other healthy snack items will help you to
capitalize on this trend.
Finally, it’s important to know your
Fresh customer, and Millennials are
leading the way! The younger genera-
tions such as Gen X, Y and Z now make
up the bulk of the population, and these
younger Americans are serious about
their healthy snacking. Be certain that
your Fresh offering is up to par and will
meet the high standards of your Millen-
nial customer.
Fresh is definitely a hot topic within
the convenience community and stores
are addressing the trend and imple-
menting changes at the retail level. In
fact, 62% of NACS members say that
produce is important to their business
plans, and 77% of respondents in a
recent NACS survey state that they sell
fresh fruits and vegetables. In the same
survey, 57% indicate they sell packaged
salads and 47% say they sell cut fruit
and vegetables. So as you can see, the
Fresh category is on a positive road –
you just have to get on board!
Fruits and Vegetables
To satisfy your customer’s Fresh
needs, it’s important to offer a variety of
fruits and vegetables. The Crisp Acres
program offers whole and cut produce
selections; whole fruit includes apples,
oranges, bananas, lemons and limes
while cut selections include fruit and
vegetable snack trays, snack cups and
salad bowls.
If you are new to the Fresh category,
keep in mind that it can take 30 to 90
days to get the necessary foot traffic
and repeat sales to make your Fresh set
profitable. However, your persistence and
patience will pay off as your sales and
turns increase and your store becomes a
Fresh destination. To begin, whole fruit is
a great way to introduce Fresh into your
store; from there, you can expand your
offering to cut fruits and vegetables as
demand increases.
The key to success for these items
– ...whole fruit is a
great way to introduce
Fresh into your store.
6 CATEGORY INSIGHTS™
FRESH
will be proper handling and execution.
The Crisp Acres program includes prod-
uct handling guides as well as operations
guides to assist with increasing sales and
decreasing spoils. Contact your Eby-
Brown sales representative for further
details on the program.
Fresh Sandwiches
Sandwiches and wraps make up the
highest percentage of total dollar sales
for all prepared foods sold in a conve-
nience store and, therefore, it’s an area
where you want to get your offering just
right. Today’s convenience store consum-
ers are looking for fresh, flavorful and
better-quality sandwiches in your Fresh
offering. In fact, 7 out of 10 consumers
stated they wished they could find higher-
quality sandwich options at convenience
stores and 62% indicated they would be
willing to pay more for that higher-quality
sandwich.
To give consumers what they want
and increase sales, offer Wakefield
signature Deli Wedges and Sub sand-
wiches. They are made with high-quality
meats and cheeses on distinctive breads
and are guaranteed fresh, never frozen.
Unlike DSD sandwich programs,
Wakefield Sandwiches put you totally in
control. The product comes with your nor-
mal Eby-Brown order and includes a 14-
day shelf life on the product. Sandwiches
are sold by the each for ease of ordering,
and you can control the retail pricing and
margins.
Fresh Packs a Protein Punch
A continuing trend in the Fresh cat-
egory is the high-protein craze. Increased
protein consumption continues in all chan-
nels, and in convenience, snack cheese
and yogurt are both playing a big role.
Snack cheese is the fastest grow-
ing segment in better-for-you snacks at
21.8%, and these items offer high protein
satisfaction combined with ultimate porta-
bility. The leaders in this segment include
Kraft and Sargento.
Yogurt, another protein powerhouse, is
up 4.6% in convenience and has shown
the largest growth of any food category
between 2004 and 2014. Together,
Chobani and Yoplait make up 89% of the
total yogurt dollar share and should be the
focus of your offering.
Remember that most c-store yogurt
shoppers aren’t frequent yogurt users so
it’s important to offer the core flavors and
varieties. Also, yogurt is an unplanned pur-
chase 69% of the time in convenience so
having it visible and readily available is key
to ensuring sales. Consider merchandis-
ing yogurt with other breakfast items and
offer free spoons and napkins to support
immediate, on-the-go consumption.
– To give consumers what they want and increase
sales, offer Wakefield signature Deli Wedges and
Sub sandwiches. They are made with high-quality
meats and cheeses on distinctive breads and are
guaranteed fresh, never frozen.
2nd Quarter 2016 7
Finally, within your Fresh set,
premium juices and juice smoothies
help round out your total offering. With
growing health concerns about soft drink
consumption, RTD juices are gaining
market share. Juice smoothies, with the
various vegetable and fruit combinations,
offer appealing health benefits, and are
popular with younger consumers.
Along with juices, meal replacement
drinks are also on the rise with one in five
Americans consuming drinkable nutrition
products. The big opportunity for c-stores
in this segment is within the breakfast
day part, as it is currently underdevel-
oped. These drinkable beverages such as
Special K Protein are perfect for break-
fast because they offer a nutritious, filling
meal without all the calories. They’re also
portable and are a great on-the-go item.
Fresh Offerings
As part of the Fresh Offerings Pro-
gram, Eby-Brown understands that item
safety and freshness are paramount to
your success. For this reason, we will
ship in each units of measure on items
with a short shelf life to reduce waste at
retail and provide the freshest product
possible. We have one of the largest
and most sophisticated cold chain supply
solutions in the c-store industry to ensure
food safety. We comply with or exceed all
federal, state and local regulations regard-
ing the handling, storage and distribution
of food products. Our process includes
safeguards and checkpoints during prod-
uct receipt, storage and transportation to
your store.
We have a dedicated fleet of tri-temp
trailers to ensure product quality and
safety from our door to yours. Eby-Brown
has the infrastructure to support the safe
delivery of fresh products to your c-store
and help you to satisfy the on-the-go,
healthy eating requirements of your cus-
tomers.
Equipment
There are multiple pieces of refriger-
ated equipment available for purchase.
Contact your Eby-Brown sales representa-
tive for additional information.
Sources: nacsonline.com, “The Case for Fresh”; Con-venience Store News Market Research, 2014; Mintel; Convenience Store News Market Research, 2014, Technomic; csnews.com, “The Health of Conve-nience”; Technomic, Mintel, The Hartman Group, Inc.
– We have one of the largest and most sophisticated
cold chain supply solutions in the c-store industry
to ensure food safety.
FRESH
00 CATEGORY INSIGHTS™00 CATEGORY INSIGHTS™
2nd Quarter 2016 9
FRESH
Implement the Eby Brown recommended 2ft Fresh
planogram to maximize your category dollars.
ITEM # DESCRIPTION FACINGS TOP SHELF892885785337892877892596892604990010990028990044SECOND SHELF583245583237096040748962990416990408NEWTHIRD SHELF115741116277468751895128729558661074FOURTH SHELF047076094706094714961375961334FIFTH SHELF675884675892675926701367395277090837SIXTH SHELF675959985192675975675942675934BOTTOM SHELF949099949123949115628313628289628321628537510164510172525618
YOPLAIT STRAWBERRY 6 OZYOPLAIT ORIG PEACH 6 OZYOPLAIT FF BLBERRY 6 OZCHOBANI YOGURT BBRY 6 OZCHOBANI YOGURT STRW 6 OZSPECIAL K PSHAKE CHOCSPECIAL K PSHAKE FVANSPECIAL K PSHAKE STRW
REICHEL STX APL/CARMREICHEL STX CARROT/RCHKR STRING CHEESE 1 OZSARGENTO COL/JCK 1 OZKR CH CHS BIG STK 2 OZKR CLBY JK BIG STK 2 OZKRAFT BIG CHEESE PEPPERJACK
DOLE FRT BWL PEACH 7 OZDOLE FRT BWL TROP 7 OZDOLE FRT BOWL MAND 7 OZDOLE MXDFRT BCHRY GELKR CRACKR BARRL STK 1 OZCRYSTAL FARMS EGG 2 PK
OM L/FUN TURKEYOM LUNCH HAM & SWISSOM LUNCH TURKY & CHDROM P3STRKY CLBY ALM 2 OZOM P3 SHAM SCHD ALM 2 OZ
WSC TUNA SLD WHT WDGWSC CKN SLD WHEAT WDGWSC TKY CHS WHEAT WDGPS AT DELI TKY BCN CLBOH SNAP HOTTIE BITESVHOLTN HEARTY DILL
WSC OVN RSTD TRKY SUBWSC HAM/SW PRTL 6 INWSC ITALIAN SUBWSC AMER CLASSIC SUBWSC THE BIG STACK SUB
SIMPLY RASP LNMADE 11.5 OZSIMPLY LEMONADE 11.5 OZSIMPLY ORANGE 11.5 OZNAKED JCE MTYMNGO 8 PKNAKED JCE STRBAN 8 PKNAKED JCE GREEN 8 PKNAKED JCE BLUE 8 PKTROP PP 12Z ORGTROP PP 12Z HOMESTYLETROP PP 12Z APPLE
11111111
1111111
111111
11111
111111
11111
1111111111
2ft Fresh Planogram
10 CATEGORY INSIGHTS™
FRESH
Implement the Eby Brown recommended 4ft Fresh planogram to
maximize your category dollars.
ITEM # DESCRIPTION FACINGS TOP SHELF892885785311785337892877892497892596892604893602990325664318663955
SECOND SHELF748954096040748962NEW990416990408729558661074395277501239090175090837
THIRD SHELF583245583237989491115741116277468751895128990895990887990879623488
FOURTH SHELF086918047076
YOPLAIT STRAWBERRY 6 OZYOPLAIT ORIG STRBAN 6 OZYOPLAIT ORIG PEACH 6 OZYOPLAIT FF BLBERRY 6 OZYOPLAIT GRK100 VN 5.3 OZCHOBANI YOGURT BBRY 6 OZCHOBANI YOGURT STRW 6 OZCHOBANI YOGURT PCH 6 OZCHOBANI YGRT BC 5.3 OZAPPLE RED DEL 12 CTORANGE 12 CT
SARGENTO STRNG CH 1 OZKR STRING CHEESE 1 OZSARGENTO COL/JCK 1 OZKRAFT BIG CHEESE PEPPERJACKKR CH CHS BIG STK 2 OZKR CLBY JK BIG STK 2 OZKR CRACKR BARRL STK 1OZCRYSTAL FARMS EGG 2 PKOH SNAP HOTTIE BITESOH SNAP DILLY BITESVHOLTN HOT PICKLEVHOLTN HEARTY DILL
REICHEL STX APL/CARMREICHEL STX CARROT/RCHMOTTS APPLE SAUCE PCHDOLE FRT BWL PEACH 7 OZDOLE FRT BWL TROP 7 OZDOLE FRT BOWL MAND 7 OZDOLE MXDFRT BCHRY GELSABRA RED PPR HMS W/PRETSABRA HUMMUS W/PRETSABRA GRLC HUM W/PRETBBEE TUNA SLD KIT 8.2 OZ
OM L/FUN PEPRNI PIZZAOM L/FUN TURKEY
11111111122
111111111111
11111111111
11
4ft Fresh PlanogramITEM # DESCRIPTION FACINGS 094961094706095752094714961375961334961326
FIFTH SHELF675884675892675926701367658948985192675959675975675942675934
SIXTH SHELF949099949123949065949073949115628289628313628321628537628297706085510164510172510180525618548685990010990028990044
OM L/FUN HAMOM LUNCH HAM & SWISSOM LUNCH HAM & CHEDDAROM LUNCH TURKY & CHDROM P3STRKY CLBY ALM 2 OZOM P3 SHAM SCHD ALM 2 OZOM P3 CHCK MCHD PNT 2 OZ
WSC TUNA SLD WHT WDGWSC CKN SLD WHEAT WDGWSC TKY CHS WHEAT WDGPS AT DELI TKY BCN CLBPS AT DELI CLD CT CMBWSC HAM/SW PRTL 6 INWSC OVN RSTD TRKY SUBWSC ITALIAN SUBWSC AMER CLASSIC SUBWSC THE BIG STACK SUB
SIMPLY RASP LNMADE 11.5 OZSIMPLY LEMONADE 11.5 OZSIMPLY CRANBERRY 11.5 OZSIMPLY ORG W/MANGO 11.5 OZSIMPLY ORANGE 11.5 OZNAKED JCE STRBAN 8 PKNAKED JCE MTYMNGO 8 PKNAKED JCE GREEN 8 PKNAKED JCE BLUE 8 PKNAKED JCE PROTN2ON 8 PKNAKED JCE RED MACHINETROP PP 12Z ORGTROP PP 12Z HOMESTYLETROP PP 12Z CALCIUMTROP PP 12Z APPLETROP PP 12Z CRANBERRYSPECIAL K PSHAKE CHOCSPECIAL K PSHAKE FVANSPECIAL K PSHAKE STRW
1111111
1111111111
1111111111111111111
2nd Quarter 2016 11
FRESH
4ft Fresh Planogram
12 CATEGORY INSIGHTS™
FRESH
Implement the Eby Brown recommended 4ft Highly Perishable planogram to
maximize your category dollars.
ITEM # DESCRIPTION FACINGS TOP SHELF990895892885785311785337892877892596892604893602990325664318663955
SECOND SHELF989491748954096040748962NEW990416990408729558661074395277501239090837090175
THIRD SHELF711416994327994319115741468751682732682740994343994350711648
FOURTH SHELF685297685263
SABRA RED PPR HMS W/PRETYOPLAIT STRAWBERRY 6 OZYOPLAIT ORIG STRBAN 6 OZYOPLAIT ORIG PEACH 6 OZYOPLAIT FF BLBERRY 6 OZCHOBANI YOGURT BBRY 6 OZCHOBANI YOGURT STRW 6 OZCHOBANI YOGURT PCH 6 OZCHOBANI YGRT BC 5.3 OZAPPLE RED DEL 12 CTORANGE 12 CT
MOTTS APPLE SAUCE PCHSARGENTO STRNG CH 1 OZKR STRING CHEESE 1 OZSARGENTO COL/JCK 1 OZKRAFT BIG CHEESE PEPPERJACKKR CH CHS BIG STK 2 OZKR CLBY JK BIG STK 2 OZKR CRACKR BARRL STK 1 OZCRYSTAL FARMS EGG 2 PKOH SNAP HOTTIE BITESOH SNAP DILLY BITESVHOLTN HEARTY DILLVHOLTN HOT PICKLE
SNACK TRAY PNT BTR APLSNACK TRAY W/ALMD & APLVEG TRAY W/RANCH 6.75 OZDOLE FRT BWL PEACH 7 OZDOLE FRT BOWL MAND 7 OZAPPLE CARAMEL CUP 6 OZCARROT RANCH CUP 6 OZPINEAPPLE CUPS 6 OZRED GRAPE CUPS 6 OZFRUIT MEDLEY CUP
SALAD CHIC CAESARSALAD CHEF 7.75 OZ
11111111122
1111111111111
1111111111
11
4ft Highly Perishable PlanogramITEM # DESCRIPTION FACINGS 047076094706094714095752961375961334961326
FIFTH SHELF675884675892675926701367658948985192675959675975675942675934
BOTTOM SHELF949099949123949065949073949115628289628313628321628537628297706085510164510172510180525618548685990010990028990044
OM L/FUN TURKEYOM LUNCH HAM & SWISSOM LUNCH TURKY & CHDROM LUNCH HAM & CHEDDAROM P3STRKY CLBY ALM 2 OZOM P3 SHAM SCHD ALM 2 OZOM P3 CHCK MCHD PNT 2 OZ
WSC TUNA SLD WHT WDGWSC CKN SLD WHEAT WDGWSC TKY CHS WHEAT WDGPS AT DELI TKY BCN CLBPS AT DELI CLD CT CMBWSC HAM/SW PRTL 6INWSC OVN RSTD TRKY SUBWSC ITALIAN SUBWSC AMER CLASSIC SUBWSC THE BIG STACK SUB
SIMPLY RASP LNMADE 11.5 OZSIMPLY LEMONADE 11.5 OZSIMPLY CRANBERRY 11.5 OZSIMPLY ORG W/MANGO 11.5 OZSIMPLY ORANGE 11.5 OZNAKED JCE STRBAN 8 PKNAKED JCE MTYMNGO 8 PKNAKED JCE GREEN 8 PKNAKED JCE BLUE 8 PKNAKED JCE PROTN2ON 8 PKNAKED JCE RED MACHINETROP PP 12Z ORGTROP PP 12Z HOMESTYLETROP PP 12Z CALCIUMTROP PP 12Z APPLETROP PP 12Z CRANBERRYSPECIAL K PSHAKE CHOCSPECIAL K PSHAKE FVANSPECIAL K PSHAKE STRW
1111111
1111111111
1111111111111111111
2nd Quarter 2016 13
FRESH
4ft Highly Perishable Planogram
FRESH
2nd Quarter 2016 15
PROMOTION OBJECTIVE• To increase awareness and excitement for Wakefield’s fresh, never frozen, deli sandwiches.
BENEFITS• Customers are able to purchase Wakefield’s delicious sub sandwiches at a cost even lower than their everyday low price.
• Customers can purchase new items to add excitement to their product line up.
Wakefield Sandwich Co.www.wakefieldsandwich.com
REQUIREMENTS• Distribution only
DATES - OPEN BUY WINDOWOrder dates: 3/28/16 - 4/22/16
Dates for in-store promotion: 3/28/16 - 4/22/16
675975985192
675892
PKDESCRIPTIONUPCITEM #
0064298467597500642984985197
00642984675890
Wakefield Italian Sub 6 inchWakefield Ham and Swiss on a Pretzel Roll 6 inWakefield Chicken Salad Wheat Wedge
11
1
$0.10$0.10
$0.10
SZ
5.8 oz6.6 oz
4.7 oz
$3.29 $3.29
$2.79
SRPOIAllowance
FRESH
2nd Quarter 2016 17
PROMOTION OBJECTIVE• Promote Van Holten’s as a great Fresh Set option for Eby’s customer.
BENEFITS• 2 year shelf life.
• No refrigeration needed.
• 12 ct tear away case.
• Standup pouch.
• Healthy trend benefits.
Van Holtenwww.vanholtenpickles.com
REQUIREMENTS• Distribution only
DATES - OPEN BUY WINDOWOrder dates: 3/28/16 - 4/22/16
Dates for in-store promotion: 3/28/16 - 4/22/16
9017590837
PKDESCRIPTIONUPCITEM #
038200000094038200000063
Van Holten Hot PickleVan Holten Hearty Dill Pickle
1212
$0.25$0.25
SZ
0.67 oz0.67 oz
$1.09 $1.09
SRPOIAllowance
FRESH
2nd Quarter 2016 19
PROMOTION OBJECTIVE• To provide a healthy snack choice.
• Dole is the #1 brand in plastic fruit cups.
BENEFITS• Benefits of fruit in c-stores–convenience, fresh image and attractive margins.
Dolewww.dole.com
REQUIREMENTS• Distribution only
DATES - OPEN BUY WINDOWOrder dates: 3/28/16 - 4/22/16
Dates for in-store promotion: 3/28/16 - 4/22/16
116277115741468751895128
PKDESCRIPTIONUPCITEM #
038900790882038900719661038900742065038900719715
Dole Frt Bwl Trop 7 ozDole Frt Bwl Peach 7 ozDole Frt Bwl Mand 7 ozDole Mxd Frt Bchry Gel
1111
$0.04$0.04$0.04$0.04
SZ
7 oz7 oz7 oz7 oz
$2.29 $2.29 $2.29 $1.69
SRPOIAllowance
FRESH
2nd Quarter 2016 21
PROMOTION OBJECTIVE• Share why Naked Juice and Tropicana are leaders in the juice category.
BENEFITS• RPC deal on Naked Juice and Tropicana.
Naked Juicewww.nakedjuice.com www.tropicana.com
REQUIREMENTS• Distribution only
DATES - OPEN BUY WINDOWOrder dates: 3/28/16 - 4/22/16
Dates for in-store promotion: 3/28/16 - 4/22/16
628289628321628537628313628297706085
PKDESCRIPTIONUPCITEM #
082592194152082592720153082592727152082592660152082592722157082592726155
Naked Jce Str Ban 8 PkNaked Jce Green 8 PkNaked Jce Blue 8 PkNaked Jce Mty Mngo 8 PkNaked Jce Protn 2 On 8 PkNaked Jce Red Machine
888888
$1.50 $1.50$1.50$1.50$1.50$1.50
SZ
15.2 oz15.2 oz15.2 oz15.2 oz15.2 oz15.2 oz
$2.99 $2.99 $2.99 $2.99 $3.29 $2.99
SRPOIAllowance
FRESH
2nd Quarter 2016 23
PROMOTION OBJECTIVE• Share why Naked Juice and Tropicana are leaders in the juice category.
BENEFITS• RPC deal on Naked Juice and Tropicana.
Tropicanawww.tropicana.com
REQUIREMENTS• Distribution only
DATES - OPEN BUY WINDOWOrder dates: 3/28/16 - 4/22/16
Dates for in-store promotion: 3/28/16 - 4/22/16
510164510172510180525618548685
PKDESCRIPTIONUPCITEM #
048500017753048500017777048500017760048500017791048500017814
Trop PP 12Z OrgTrop PP 12Z HomestyleTrop PP 12Z CalciumTrop PP 12Z AppleTrop PP 12Z Cranberry
1212121212
$0.95$0.95 $0.95 $0.95 $0.95
SZ
12 oz12 oz12 oz12 oz12 oz
$1.99 $1.99 $1.99 $1.99 $1.99
SRPOIAllowance
FRESH
2nd Quarter 2016 25
PROMOTION OBJECTIVE• Simply Orange single serve is the #1 chilled juice item in convenience retail.
• Simply Orange w/Mango is the #1 chilled single serve mango blend.
• Simply Lemonade is the only major chilled lemonade brand in convenience.
• Simply juices are the share leader in the chilled Juice/Drink/Tea category in Total US Convenience Retail for 2015.
BENEFITS• Simply single serves represent 6 of the top 10 ranked dollar SKUs in the category in the convenience channel.
Simplywww.simplyorange.com
REQUIREMENTS• Distribution only
DATES - OPEN BUY WINDOWOrder dates: 3/28/16 - 4/22/16
Dates for in-store promotion: 3/28/16 - 4/22/16
949115949123949099949065949073949107982173
PKDESCRIPTIONUPCITEM #
025000000249025000000218025000000188025000000300025000000324025000000294025000000690
Simply Orange 11.5 ozSimply Lemonade 11.5 ozSimply Rasp Lnmade 11.5 ozSimply Cranberry 11.5 ozSimply Org w/Mango 11.5 ozSimply Apple 11.5 ozSimply Frt Punch 11.5 oz
12121212121212
$0.50$0.50$0.50$0.50$0.50$0.50$0.50
SZ
11.5 oz11.5 oz11.5 oz11.5 oz11.5 oz11.5 oz11.5 oz
$1.99 $1.99 $1.99 $1.99 $1.99 $1.99 $1.99
SRPOIAllowance