Fresh insights from the Hass Avocado Board’s recent study: Rethinking Retail: Avocado Path-to-Purchase (2025) uncover how smarter execution drives measurable performance gains — and West Pak’s AVO360 program shows how these principles come to life in the real world. When national shopper data meets boots-on-the-ground expertise, one message becomes clear:
Precision merchandising is one of the most influential drivers of category success.
Today’s shoppers expect clarity, freshness, and ease. Retailers who deliver on those expectations consistently outperform the category, especially during high-traffic moments such as The Big Game and early spring promotions. Below, we break down what the data reveals — and how AVO360 retail partners are translating best practices into measurable results.
1. Fresh, Full Displays Create Momentum
HAB findings confirm what retailers experience every day: shoppers rely heavily on visual cues when choosing fresh produce. In fact, 93% of avocado shoppers say “fresh-looking fruit” matters most, yet only 59% found it on their last trip.
This gap represents one of the biggest opportunities in the category. Full, fresh, well-rotated displays do more than look good — they strengthen shopper confidence and increase purchase intent.
From an AVO360 perspective, it comes down to consistency. When stores maintain the same rotation standards and display practices, they see:
- Stronger sales velocity
- Fewer friction points at the shelf
- More predictable restocking rhythms
These small operational wins add up quickly, especially for high-volume bulk and bagged programs.
And the lift is real: Merchandising can increase unit sales by an average of 25% (AFM).
“In a category as vibrant as avocados, it’s the little details in merchandising that create a significant impact. Effective AVO-destination displays attract attention and reinforce shopper confidence. By strategically positioning avocados within the store and ensuring effective ripeness signage, retailers can create an inviting shopping experience that leads to higher sales, especially during peak shopping times.” – Joe Nava, Vice President Sales and Business Development
2. Ripeness Signage Reduces Friction — and Drives Sales
One of the most significant barriers in the avocado category remains ripeness. Shoppers want to know:
- What’s ready now
- What will be ready tomorrow
- What fits their meal plan
HAB data reinforces that signage plays a major role in guiding confidence at the shelf. But execution matters.
AVO360 POV: Ripeness communication is most effective when it is consistent, simple, and present across every store. From “Perfectly Ripe” zones to color-based indicators, signage that matches how shoppers think directly influences conversion.
“Effective ripeness signage is a game-changer. Make it clear for shoppers what’s ready to eat now — it’s that straightforward.” – Heath Shoup, Vice President Sales and Product Management
3. Placement Strategy Shapes Shopper Behavior
Visibility is everything — and where avocados are placed in the department is one of the most reliable ways to boost conversion. HAB insights show that shoppers respond strongly to well-positioned displays: bagged avocado sales have grown +29% over the past four years.
But placement isn’t just about one display. The strongest results come from creating a path that leads shoppers naturally to the category. Retailers see continued lift when they:
- Cross-merchandise with tomatoes, citrus, onions, cilantro, or meal kits
- Position avocados toward the front of the produce section
- Offer both bulk and bagged options to meet different shopper needs
AVO360 POV:
Strategic placement is less about “where it sits” and more about guiding the shopper journey. When avocados are easy to discover, easy to reach, and easy to envision in a meal, shoppers buy more confidently — and more often.
Peak moments: This becomes especially powerful during high-traffic events. During The Big Game, optimized merchandising has driven unit sales increases of up to 135% (AFM).
4. Bagged Fruit Meets Shoppers Where They Are
Portion control and freshness continue to influence purchase patterns. Bagged avocados deliver both — but only when shoppers can easily find them.
HAB insight: 1 in 10 shoppers couldn’t locate bagged fruit on their last trip.
AVO360 POV: This is a simple fix with major upside. Clear, consistent placement, paired with seasonal promotions, ensures that shoppers understand the value that bagged fruit delivers. When bulk + bagged options are merchandised cohesively, retailers see improvements in both frequency and basket size.
5. The Planner Shopper Dominates the Category
According to HAB data, 85% of heavier avocado buyers plan their purchases before they even arrive in-store. That behavior underscores the need for multi-touch engagement.
Retailers can meet these shoppers by:
- Featuring avocados in weekly ads both on and offline.
- Activating digital campaigns around ripeness education
Integrating avocados into holiday & Q1 “Big Game” content - Providing usage ideas ahead of seasonal peaks across all digital media.
AVO360 POV: Shoppers who plan ahead respond strongly to consistency. When your merchandising, digital presence, and promotions all align, they create a seamless path to purchase.
The Power of Merchandising:
When merchandising is intentional and consistent, retailers unlock stronger sales velocity and a smoother shopper experience. During high-traffic windows like The Big Game and Cinco de Mayo, consistency becomes a competitive advantage. AVO360 gives stores a standardized approach that reduces operational pressure, creates clarity for shoppers, and delivers measurable results at scale.
What Changes:
- Improved display rotation
- Clearer ripeness guidance
- Stronger placement strategy
- Cohesive merchandising across all locations
“Visual appeal is essential. Effective retail displays capture attention, reinforce shopper confidence, and highlight nutritional benefits—doing the simple things well to drive sales and satisfaction..” – George Henderson, Senior Marketing Manager
What the Numbers Confirm
Here’s what the combined insights show:
- +25% average increase in unit sales with merchandising (AFM)
- Up to +135% during The Big Game promotional period
- Stronger conversion when displays are full, visible, and easy to navigate
- Increased shopper confidence with clear ripeness signage
- Measurable lift when bulk and bagged are displayed strategically
Together, these insights fuel a compelling case:
Smarter merchandising drives category results — and AVO360 turns those best practices into action.
✔️ Your Hass Avocado Merchandising Checklist
- Full, fresh displays
- Clear, consistent ripeness signage
- Unified placement for bulk + bagged
- Cross-merchandising with complementary produce
- Digital + in-store seasonal promotion support
- AVO360 merchandising standards to ensure operational success
Precision, clarity, and consistency — that’s the path to avocado growth.
Smarter Merchandising Starts Here
Looking to elevate your avocado category strategy? The AVO360 Resource Center is your hub for actionable tools, real-world insights, and retail-ready merchandising support.
Access exclusive retailer resources inside the AVO360 Portal: westpakavocado.com/register.
