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RESTOCKING: GLEN'S BIGGEST PROBLEM

CHICAGO -- Glen's Markets has a problem. But no one's complaining. The problem is customers of the Gaylord, Mich.-based chain are buying fresh-cut fruit faster than clerks can restock the cases. "The biggest problem we have in [our fresh-cut fruit] sections is keeping them full and maintaining them," said Jack Lanners, director of fresh fruits and vegetables for the 25-store chain. "The turnover has

CHICAGO -- Glen's Markets has a problem. But no one's complaining. The problem is customers of the Gaylord, Mich.-based chain are buying fresh-cut fruit faster than clerks can restock the cases. "The biggest problem we have in [our fresh-cut fruit] sections is keeping them full and maintaining them," said Jack Lanners, director of fresh fruits and vegetables for the 25-store chain. "The turnover has been tremendous." Lanners made his remarks during a seminar on precut produce at the 1994 annual supermarket industry convention of the Food Marketing Institute held recently in Chicago.

tough program to follow, but it ensures food safety and a good-eating, quality product for our customers," he said. "It also improves the appearance of the whole section as well." Another imperative is to display fresh-cut fruit on ice. "It makes it more eye appealing," he said. Plus, it adds "the benefit of keeping product cold, which is critical." Lanners said his main focus in the fresh-cut fruit category is on melons: "slices, cuts, tidbits and kabobs." Although labor-intensive, cut up melons have actually helped save on shrink, because in some cases Lanners is able to use product that is too ripe for sale but which has perfect flavor qualities, he said. Using ripe fruit for tidbits, for example, "has given us a great opportunity to convert the cantaloupes and melons that may be shriveling on the outside but are still good on the inside." He displays fresh-cut fruit on ice next to precut vegetables, under the banner "Convenience Garden." He merchandises single-item and mixed packs of tidbits in 8-ounce, 12-ounce, 16-ounce and 32-ounce clear, deli-style plastic cups. He also displays single-item and mixed overwrapped trays of melon slices. "Aggressive sampling" is an important aspect of his merchandising program. "Presentations are colorful and striking," he said. Demand for fresh-cut fruit increases significantly during the summer, he said. As a result, he doubles and even triples the square footage of the melon bar sections in some stores during these months. Fresh-cut melon sales alone account for 10% to 15% of department sales during the summer, vs. about 5% in the winter, he said. Although Lanners admits having a problem keeping his supply up to the level of demand, he stressed the importance of maintaining a full case with fresh product. "It will deter sales if [your case] is not full and fresh-looking," he said.