Pick & Mix Assortment Strategy: Formats That Sell
Pick & mix profitability depends 80% on assortment selection. The difference between a €200/month and €600/month installation is often the formats stocked and how they're positioned. This guide covers format selection, velocity analysis, assortment curation, and seasonal rotation to maximize sales and margins.
High-Velocity Formats (The Profit Drivers)
These 4 formats drive 70–80% of pick & mix volume and margin. **1. Jelly Bears (30% of volume)** - Velocity: Highest (customers buy weekly) - Margin: 65–70% - Price: €12–16/kg - Why: Nostalgic, affordable impulse, appeals to all ages - Stock strategy: Always full, never empty - Variants: Swedish, organic, sugar-free (test each) **2. Sour Candy (25% of volume)** - Velocity: Very high (trending, social media appeal) - Margin: 70–75% - Price: €14–18/kg (commands premium) - Why: TikTok trends, impulse appeal, repeat purchase - Stock strategy: Multiple sour formats (belts, worms, coated) - Note: Premium position—price higher than gummies **3. Foam/Shrimp Shapes (20% of volume)** - Velocity: High (kids' favorite) - Margin: 65–70% - Price: €13–17/kg - Why: Visual appeal, low density (appears more
Assortment Optimization & Seasonal Rotation
Assortment should evolve with season and trending formats. **Quarterly Assortment Review:** **Q1 (Winter):** - High: Festive colors (reds, golds), gift-appropriate - Low: Light summer colors - New: Organic, sugar-free (New Year's health trend) **Q2 (Spring):** - Refresh: Easter themes, pastel colors - Summer preparation: Light fruit flavors, cool-down snacks **Q3 (Summer):** - Peak: Sour (trending), bright colors - Tourist: Premium/exotic flavors - High velocity: Expect 2–3x volume vs winter **Q4 (Fall):** - Holiday: Christmas themes, gift positioning - Back-to-school: Fun colors, kid-appeal - Peak volume: 2x summer **Slow-Mover Management:** - Track sell-through weekly (kg moved ÷ kg stocked) - Target: 80–90% sell-through per SKU - <50% sell-through = remove, replace with tested alternati
FAQ
Frequently asked questions
Jelly bears (30% volume), sour candy (25%), foam/shrimp (20%), mixed assortments (15%). Together = 90% of sales. Stock high-velocity formats always full.
Quarterly seasonal rotation + monthly trending updates. Test new formats weekly, remove slow-movers (<50% sell-through), refresh seasonal items every 8 weeks.
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