The Scotlynn Group has been investigating alternative sales channels for its products, testing some items in a number of new locations. This year, the company will be selling pumpkins at several Ontario Canadian Tire stores, using a guaranteed sales program for the first time.

Noting the company has always focused on retail and foodservice, Scotlynn Value Chain, Inc. Executive Vice President Savvas Tsoukalas pointed out that the modern retail landscape is changing, as businesses broaden the range of items being offered.

“That’s what we have to start looking at as an industry, asking what the right fit is, not just what do we always do,” he said. Scotlynn will be testing the fit for a number of its commodities over the next few years.

“I can tell you guaranteed sales is our process with these alternative locations,” Tsoukalas said. “Our key is our ability to deliver what you want when you want it. That’s the philosophy we’ve taken with our pumpkins. We’re able to really handle direct store delivery, which is a key component with pumpkin in trying to keep the cost as low as possible.”

The Canadian Tire test program for pumpkins has already started in Ontario, with Scotlynn handling distribution, delivery and replenishment along any 400 series highway. The company uses a combination of its own trucks and hiring local companies, drawing on its dual expertise in product and transportation to find the best solutions.

“We have the expertise in trucking and the product, which makes this a real free flowing discussion,” Tsoukalas said. “There is a lot of disconnect when you don’t have the logistics to back what you do. Growing products is great, but what I have realized is that if you have that logistical ability and you are able to pivot when you need to pivot, the seamless approach is really convenient to the customer.”

The pumpkins are sold in a high-graphic bin and at a competitive price point, which has already attracted new business through referrals. If the Ontario program is successful, it will expand to Canadian Tire locations across Canada and eventually add in a second component. The pitch to Canadian Tire included a plan to use the retailer as a pick-up point for pumpkin-based school fundraisers, with the pumpkins doubling as a coupon to be used toward an item related to the Bring Back Play Participaction campaign.

That phase of the program is still in the concept stage, as Scotlynn first focuses on building national distribution. “We need to make sure this year, we get the product, we get sales and we get the people to understand that Canadian Tire is carrying pumpkins,” Tsoukalas explained.