Archives for category: Do This

Imagine what a difference it would make in your garden to switch out earth-toned pots that blend in with the background with containers that visually pop in shades of blue, red, orange or even purple. Colorful containers can be used in many ways to stand out and grab our attention in outdoor spaces — often where it’s more challenging to add color. Not all of the pots shown in the article are ours, but we’ve got similar ones available – remember that it’s the concepts and colors that are most important, not the specific planters.

Following a year and a half of red-hot sales of succulents and cacti, many garden centers are starting to notice an increase in consumer inquiries about bonsai trees and bonsai pots. These traditional shallow planters can also be used for many other sorts of plantings, including fairy gardens, succulents, and some forced bulbs. The following ideabook from houzz.com offers a concise overview of some bonsai basics:

The houzz.com slideshow below has some tremendous ideas for Springtime container plantings. Preparing and selling pre-planted containers such as these can be an especially great way for independent garden centers to separate themselves from the big boxes, as this is a level of service that just can’t be scaled. While most of the pots shown in the slides aren’t ours, we do have very similar items to most of them on hand for quick shipment.

Lee_Eisemann Pantone Color of the Year 2017 GREENERYIt seems as though the folks at Pantone release a new “color of the year” every few months. This time around, the winner is a leafy, earthy tone they’ve named “Greenery”.

On the one hand, this is great news for those of us in the Lawn and Garden industry, as this exact color is found in the foliage of hundreds of different plants.

On the other hand, pottery and accessory items in this particular selection don’t really fly off of garden center shelves precisely because the color matches such a wide variety of natural greenery.

This is a great opportunity to capitalize on this color trend by merchandising with colors that pair well with the Pantone selection. A couple of sample palettes are shown below for inspiration – it is worth noting the presence of mushroom and grey colors in several of the palettes below – these colors are gaining steam right now.

Color of the Year 2017 - Color Pairings and Palettes

pantone color of the year

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Classic Urn - Snap ShotIn the January, 2015 issue of Green Profit magazine, Jennifer Polanz pointed out that in the current marketplace, “porch pots” have the potential to help boost your off-season sales throughout the winter months if you take the time to properly merchandise the category. A few of the top ideas:

  • Conduct design workshops in which you offer customer a wide range of suitable planters, greenery, and accessories.
  • Have your staff design and build amazing porch pot arrangements – use social media to share them with your customers and drive traffic to your store.
  • Rotate the greenery and accessory offerings as Winter progresses – Jingle bells may be a great addition in December, but they won’t drive sales in February!

Here’s a link to the complete article.

Square Orchid Pot- Violet - SnapIt’s a funny thing that we, as a society, have developed of tradition of celebrating love every February 14th by giving those most precious to us a handful of dead flowers.

It really seems that a more fitting horticultural celebration of our everlasting love would be to present them with something alive, something that has a future beyond the next 6 or 8 days – something very much like a potted plant.

If your garden center already has a floral department, you’re probably already pushing bouquet after bouquet out your doors in the week leading up to Valentines, and you are obviously well aware of the massive potential that this holiday offers. But if you’re not offering a selection of potted plants as well, you could still be leaving a chunk of potential profit on the table.

If you don’t have a florist, then Valentine’s represents an incredible opportunity for you to get an early leg up on your spring season. Most likely, you’re already have staff on hand working to prepare your center for the season, and stocking your shelves with suitable plants and containers will give your team something to sell to the swarms of flummoxed husbands.

  • Blooming roses are an obvious selection, but unlike the stereotyped “dozen long stems”, they can last forever with proper care.
  • WEB - Violet Rainbow Cone Pot with Roses - SNAPOrchids are a great choice – they’re gorgeous, they color-coordinate with the pinks, whites, and purples of the season, and everyone loves them.
  • Cacti in brightly colored pots are a popular option for folks with brown thumbs.
  • Dwarf Jade Bonsai are an elegant, sophisticated selection, especially if your market trends towards the upscale.
  • Use your imagination – just about any plant can be turned into a “Valentine’s” offering simply by dropping it into a seasonally appropriate container – look for pinks, red, purple and white glazes.
  • Make sure that your customers know that you’re a Valentine’s destination – even if you’re just putting out email blasts and Facebook updates, your customers need to be made aware that you’re a better holiday option than 1-800-FLOWERS.
  • Some of your customers are still going to insist on bouquets – be sure to stock a range of pots and containers for their arrangements. Their significant others will appreciate a container that doesn’t look just like the one at the grocery store floral counter.

The houzz.com slideshow below has some tremendous ideas for Fall container plantings. Preparing and selling pre-planted containers such as these can be an especially great way for independent garden centers to separate themselves from the big boxes, as this is a level of service that just can’t be scaled. While most of the pots shown in the slides aren’t ours, we do have very similar items to most of them on hand for quick shipment.

I had a conversation with a potential customer at a trade show last week who was lamenting his decision to finally bring in a direct-import container of pottery two years ago. He walked me through his struggles step by step:

  • He felt that he had grown his pottery sales to the point that he would have no trouble moving through the 1,200 or so pots that would fill the container, and placed an order for a wide range of pre-assorted pallets, which would offer him a broad spectrum of shapes, colors and sizes to fill his shelves – this was all good, he didn’t fall into the trap of ordering the cheapest goods possible, which often means getting dozens of sets of the same items.
  • He prepared his pricing for the new pottery program using his standard margin structures.
  • The pots arrived in good condition, he unpacked, priced and stocked the shelves.
  • The pots sold like crazy – by the midway point of  the season he had already moved virtually his entire container. The sell-through rates were almost double anything that he had ever experienced.
  • He came back to the pottery vendor for an in-season re-fill order, and discovered that the supplier didn’t offer such a thing.
  • He found an alternate source that had inventory on hand for him, and placed a huge re-order of open-stock goods, expecting his tremendous sell-through rates to continue.
  • He applied his standard margins to the pots
  • His pottery sales dropped to less than half of their normal level.
  • He ended the season with an enormous inventory of left-over pots and no budget to reinvigorate the department.
  • The following season his pottery sales stayed low – at the time of our conversation (October, about 17 months after the re-order), he was still working though pots left over from the re-stocking the previous May.

Drying Room copy

Why did his pottery sales stop in the middle of the season?

The problem wasn’t with the replacement product – the quality and variety were great. His merchandising was sound, and the product was kept clean and salable. The weather continued to be good, and his overall sales maintained – only the pottery department dropped through the floor. He couldn’t identify any other variables that had changed such as competitor specials or sales.

Water Jugs copy

What went wrong?

As you would expect, when he ordered in a direct-import full container of pots, he realized significant savings from his previous pottery purchases. When he applied his standard pottery markup to the DI goods, he filled his shelves with pots that had retail prices about 60% below the levels that his customers had come to expect. He failed to recognize that the DI pricing offered the opportunity for increasing his margins – keeping his retails in the same general range as they had been would have afforded him incredibly enhanced profits.

While his customers got great prices on the imported pots, they also quickly got accustomed to the lower prices – and rebelled when the more expensive domestic goods replaced the DI pots on the shelves.

“Passing the savings along to the customer” can be an effective marketing concept, but as in this case, it can also paint you into a corner. It can change customer expectations and behavior, and leave you without any good options for rebuilding margins when circumstances change. While it can be especially effective with commodity goods or bulk items, good flower pots are sold on other merits. Quality pots are essentially a fashion item, and as such will support solid margins if your pricing strategies allow it.

Terra Cotta Flower Pots at RetailThe August issue of “Today’s Garden Center” magazine includes an article titled “8 Ways to Increase Pottery Sales“, which has some terrific pointers from Sloat Garden Center CEO & President Dave Stoner. I’ll address many of his ideas in a later (and longer) post, but I wanted to quickly relay the information included in a sidebar called “5 Suggestions From Sloat’s Dave Stoner” – these idea are all absolute gold, and should be seriously considered by any garden center active in the pottery category:

  1. Jump in with both feet. “It’s not a huge investment to bring in a container or two of pottery, and you cant make a statement without quantity”
  2. Always be deep in it, and don’t play the weather game. “You will sell pots year-round, especially in temperate climates. Make sure you have a plan for storage and restocking, especially if you have multiple locations. It doesn’t need water, and it doesn’t die.
  3. Think of pottery as a negative space filler. “It can make your nursery look  full in the off-season when you have less plant material”
  4. Don’t try to carry everything all at once. ” Try to get a sense of what your customer wants, or work with your supplier to get a sense of the best colors. Build the line as you go, changing or shuffling along the way.
  5. Always stock saucers and pot feet “I can’t stress this enough!”

Blue Wash Cache PotAnother winner from “Today’s Garden Center” magazine, as Sid Raisch posts another excellent edition of his “Management & Profitability” column called “4 Stellar Opportunities for Garden Suppliers in 2015“. As you would expect from the title, the article presents ideas to help L&G suppliers better communicate and fill the needs of their IGC clients.

In essence, ensuring our mutual success in this crazy business boils down to effective 2-way communication. We, as suppliers, need to a better job of relaying inventory positions, strategies, and market trends to you, the retailers. Your part of the equation is similar, and the column includes a sidebar that I am going to quote directly – I don’t think that I could frame it any more succinctly:

  1. Engage. It is impossible to see things from the other person’s point of view if you don’t get out there and see things from the other person’s point of view. Visit them and have them visit you. Ask and learn about the forces that make their life complicated, and you’ll earn the right to tell them about what makes your life complicated so they can help you solve those problems. Otherwise this is going to be a standoff because they just won’t understand you well enough to help.
  2. Anticipate and Commit. The supply is going to get much tighter than it already is. Anticipate that you’ll probably sell 80 percent of what you buy, and get that product committed now so the supplier can know and anticipate what they must do for you. Don’t expect them to carry all the risk of producing those items on their own with no commitment from you.
  3. Use Supplier Marketing Support. It is frustrating for suppliers to offer the marketing materials that retailers say they want, then see those items go unused. Most retailers could use more point-of-purchase and other supporting materials to sell more product. If it is available from your supplier, order it and use it. How about you go get it out of the back room and put it up now?
  4. Pay Your Bills. Too often money is sitting in the bank instead of paying a bill that is now overdue. Your suppliers are not banks and should not be operating like them. If you want a great supplier, then commit to be a great customer and show it first by paying on time, if not earlier.