Winters, CA-based Mariani Nut Co., which has been conducting business for over 40 years and offers full lines of almonds, walnuts and pecans, attributes its success to strong partnerships with retailers and good two-way communication.

“We find that retailers are listening when we share the story of our family-owned company, and of our long-term customer relationships,” said Matt Mariani, who oversees sales and marketing for the company. “Their customers are serious about wanting to know more about the people and farms that produce their food.”

Matt MarianiMr. Mariani said the company’s goal is to offer a full line of product and packaging options and attractive displays and let the produce managers decide what is best for their customers.

Mariani Nut Co. recently added seasoned almonds to its full line of products. The new seasoned almonds are available in clear, 12-ounce bags, in addition to the original six-ounce stand-up foil pouches. All products come in consumer-friendly bags, which contain zip-lock closures to maintain freshness.

Merchandising opportunities in the fresh produce department have continued to increase, said Mr. Mariani. In addition to its whole, natural and sliced almonds, Maraini Nut Co. has also seen sales growth in its value-added products such as slivered, blanched and seasoned almonds. Its shelled and chopped walnuts are also contributing to sales growth, he said.

According to Mr. Mariani, there are two key factors driving sales growth for the category: health messages and product value.

“Health messages are resonating with consumers, and industry research shows that several categories of consumers are making an effort to eat more nuts,” he said. “In addition to health benefits, shoppers are recognizing the value of fresh nuts when compared to the higher costs and relatively empty calories of fast food. Nuts are a great snack item that is tasty, economical and convenient.”

Mr. Mariani added that another benefit to retailers is that nuts are fresh and viable year-round, which allows Mariani Nut Co. to remain positive about its continued growth.

“We see the increase in crop size bringing some stability to the market and relief to pricing categories,” he said. “Of course, we continue to value the feedback received from fresh produce managers that allows expansion in the retail arena.”