Never underestimate garlic’s merchandising potential
Nearly every produce manager has likely heard shoppers ask, “Where is the garlic?” Despite its importance in everyday cooking, garlic is often one of the more difficult items for customers to locate within the produce department.
One reason is that garlic is rarely merchandised like high-volume staples such as bananas, apples, or strawberries. In many stores, bulk garlic is placed in a small wicker basket, with a few packaged options mixed in among onions and potatoes at the back of the department. The question retailers should ask is whether such minimal displays truly maximize sales potential.
Like shallots, ginger root, and parsley, garlic can easily be overshadowed by larger produce categories such as tomatoes, lettuce, and citrus. To capture shopper attention, garlic needs greater visibility in open, high-traffic areas. With stronger presentation, sales can increase substantially.
Consider elevating garlic into a signature destination, much like mushrooms, berries, peppers, or tomatoes. While that may sound unconventional, retailers have successfully spotlighted garlic before, turning it into a standout merchandising feature and giving produce teams an opportunity to build engaging displays.
Retailers looking to significantly increase garlic sales and generate customer excitement should consider staging a full-scale “garlic extravaganza.” A bold, well-executed presentation can create both visual impact and stronger consumer engagement.
Check out the photo of the way we used to promote fresh garlic.
A produce end cap can serve as an ideal location for a large-scale garlic display featuring as many varieties as possible. Suppliers offer a wide range of options, giving retailers the opportunity to present garlic as a broader, more versatile category.
Wooden crates, wicker baskets, original shipping boxes, and bushel baskets can all be used to create a rustic, abundant presentation. Finishing touches such as braided garlic suspended above the display can further enhance its visual appeal.
Once the display fixtures are in place, they can be filled with a broad assortment of garlic products. Depending on supplier availability, these may include regular bulk garlic, two-pack cartons, elephant garlic, three-pound mesh bags, and value-added items such as peeled, chopped, crushed, and fresh roasted garlic.
To avoid carrying excessive inventory while still maintaining a full appearance, displays can be built up strategically. Spreading a limited number of cases across a larger footprint creates the impression of abundance without resulting in unnecessary overstock.
Colorful, attention-grabbing signage can strengthen the presentation even further. Retailers may also incorporate garlic recipes, related kitchen tools such as presses and peelers, and storage accessories like crocks to build a more complete merchandising story.
Retailers should also consider additional locations throughout the store for garlic merchandising. Because garlic is used in a wide range of meal preparation occasions, secondary placement can help reinforce its relevance and convenience for shoppers.
Merchandise garlic in secondary locations. Garlic is an ingredient in many recipes and can be merchandised in the meat department of the store or even the pasta aisle. Garlic can also be integrated into complementary produce sections. For example, packaged garlic can be placed alongside tomatoes, peppers, or fresh herbs, while a wing display pairing garlic with fresh basil near the salad section can inspire cross-category purchasing.
Consistent advertising support is also essential to reinforce the in-store presentation. Featuring garlic prominently in produce promotions can help drive awareness and encourage additional purchases.
The opportunity is clear: bring garlic out of the corner and into a more visible, high-impact location within the produce department. With a strong end-cap presentation and thoughtful cross-merchandising, retailers can unlock greater sales potential and fully capitalize on garlic’s power as a merchandising category.
What do you think? Write to me at ronprocon@gmail.com
