Ask The Expert - January 2026

Matt White, Director of Customer Operations

Sometimes success in the produce department looks like a mountain of citrus glowing like a sunrise. Sometimes it’s a team member confidently answering a customer who asks what a persimmon tastes like. Most of the time, though, success is evident in dozens of small victories that add up to meaningful financial performance. The true art of the win lies in recognizing how these everyday actions move the needle on shrink, sales, margin, and comp sales.

One of the most overlooked wins starts with team member product knowledge. When a team member knows the difference between curly and flat parsley or can explain why a Honeycrisp apple costs more than a Gala, customers feel it. Confidence builds trust, and trust drives sales. Shoppers return to the people who help them feel comfortable trying something new or choosing the best item for tonight’s dinner. These interactions may seem like soft skills, but they generate very real results. A knowledgeable team creates momentum that shows up in weekly reports and year-end comparisons.

Another quiet victory comes from organized, intentional daily routines. A team that knows the plan for the day keeps the department running smoothly. Structure supports proper rotation, cleanliness, and timely execution. Ad changes happen on schedule, displays transition when they should, and the department looks sharp because it is. This organization reduces shrink by ensuring product is handled and merchandised correctly, while also boosting sales by keeping the department full, fresh, and visually appealing. These wins may not be flashy, but they compound and support every key metric.

Then there’s the power of planning at both the store and leadership levels. Ad planning may not sound glamorous, but it’s one of the strongest drivers of financial performance. When customers walk in expecting strawberries on sale and are met with a full, beautiful display, a win has already occurred. Having the right product at the right time is a form of hospitality, and hospitality builds loyalty. Strong ad planning protects margin, ensures promotional accuracy, and reinforces customer trust.

The beauty of the produce department is that it thrives on the sum of these victories. A knowledgeable team, an organized daily rhythm, and thoughtful planning all lead to the same result: financial success. Shrink declines, sales grow, margins stabilize, and comp sales move in the right direction. None of this happens by accident.

When we honor the small wins, we fuel the big ones. In the art of the win, every smart decision, fresh display, confident conversation, and well-planned ad contributes to measurable results.

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