Why People Pay So Much for Harry & David’s Mail-Order Pears

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The delicate fruit requires special handling — but nostalgia also plays a big role

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There are also other factors that likely contribute to pears that are pricier than the average grocery store specimens: Harry & David says only around 50 percent of its annual harvest meets its “gift standard”; the rest are sold to supermarkets, made into puree, or donated to charity. The company also says it only employs documented workers who are authorized to work in the U.S., standing in contrast to the fact that the U.S.

“When I was a kid, if you got the pear that was wrapped in gold foil, then that was your special treat for the day,” Harrison says. “I think that’s where they’ve been really successful: From the box, to the gold wrap, to the customer service, they’re all about the experience, and I think that has carried through generation after generation.”

But Harry & David’s loyal clientele is aging — the company claims it has “tens of thousands of customers that have shopped with the brand for over 30 years” — meaning it needs to figure out how to target millennials if it hopes to continue growing its sales in the coming years. This year, the company announced it was undergoing a digital makeover ahead of the busy holiday season, updating its online store to be more easily navigable and adding support for Paypal and Apple Pay.

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[immediately orders box of royal riviera pears for self]

Seriously tho, they’re the best pears on earth. This is a Royal Riviera pear/olive oil piecaken I made HarryandDavid

So worth it

Fascinating piece for we foodmarketing nerds, thank you!

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