During the cold chain, fruits are exposed to variations in temperature and relative humidity, which will contribute to reducing the quality and commercial value of these perishable products. Aiming to extend the shelf life, reduce losses and increase profits from the trade of climacteric fruits, this work estimated the commercial value of ‘Pedro Sato’ guavas treated or not with hydrogen peroxide during the cold chain and evaluated the feasibility of replacing the management system of stock F.I.F.O. (first In, first Out) by F.E.F.O. (first expired, first out) The commercial value of guavas was determined by combining the values of weight loss, tonality and firmness, which were estimated by semi-empirical models. The experimental data showed that peroxide positively influenced the quality of guavas, quality assessments demonstrated that weight loss was the attribute that limited the shelf life of guavas and flow simulations, along the cold chain, confirmed that the implementation of a F.E.F.O. management system can increase retailer's profits by up to 13 %.