Archives for posts with tag: merchandising

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.

Luna Sphere Indoor Flower PotAn article by Kylee Baumle in the June issue of “Garden Center” magazine raises several great points about the benefits that houseplants can offer to your customers. She makes the point that in addition to beautifying the interior of a home, houseplants are also good for our physical and emotional well-being, as they filter the air, produce oxygen, increase humidity, and improve productivity. The article is definitely worth a read.

She also suggests that garden centers can do more to bring these benefits to their customers’ attention, such as building a display vignette featuring an indoor setting (her recommendation is using beneficial plants and a desk or table), or adding signage near plants that explain some of the healthy perks offered by interior plants.

Health benefits aside, “drop-in gardening” is a growing category that shouldn’t be ignored. A broad spectrum of consumers are drawn to indoor gardening for a range of reasons – it tends to be an easy if not “idiot-proof” way for them to brighten their homes and to bring a bit of Summer indoors during the colder seasons. Indoor container gardening is generally affordable and convenient, further broadening its appeal. Add in the fact that these customers are also often in the market for affordable pots and saucers , and you’ve got a recipe for winning sales.

Fairy Garden Crafted From terra Cotta FlowerpotThe March 2014 issue of Green Profit magazine featured an article by Katie Elzer-Peters called “Mini Gardening Gateway“, which offered a great overview of the opportunities presented by the ongoing expansion of the miniature gardening category.

While her article raises many worthwhile points, the key focus is that, in essence, success in this area comes down to properly selecting and merchandising your products.

Many of your customers will be new to this category – use signage to suggest appropriate pots, accessories and even plants (and be sure to stock small plants). Keep a ready supply of planters on hand for these customers – classic terra cotta Low Bowls are an top-seller in part because they are an affordable option. Be sure to stock multiple sizes, including smaller ones geared for kids, who as a general rule LOVE the fairy gardening concept. And speaking of kids, remember that everyone of them that you get hooked on gardening because of fairy gardening is a potential life-long gardening enthusiast and customer.

A few other suggested fairy garden pots from our collection:

Heavy Rimmed Low Basin – 3pc set

Squared Basin – 2pc Set

Terra Cotta Planter Bowl

A really terrific profile in today’s Charlotte Observer highlighting New Hope Greenhouse in Gastonia, NC. This is definitely worth a read if you are searching for ways to compete with the national chains: Link to Story

We were very pleased to see the following article in this month’s edition of “Green Profit”, highlighting some great tips on best practices in retail merchandising of flower pots. We were especially happy to see a few of our customers highlighted in the Article, as well as some thoughts from our Director of Marketing and Product.

Container gardening is huge, but merchandising containers is often an afterthought. Do you have a leaning tower of pots in your display area? What about ceramics that haven’t been dusted for a year? How about a mishmash of broken terra cotta, concrete urns and oddly shaped containers thrown together at the back of your garden center? If that describes the state of the (dis)union of your pottery category, you have nowhere to go but up. Here are two unique perspectives on merchandising containers so they’re moneymakers instead of space takers.

Keep It Simple

Our first perspective is from Alec Junge of pottery distributor Ceramo Co., who declares simple is best. “I think that two of the most frequent failure points for a pottery display are succumbing to the temptation to over-merchandise and neglecting to maintain the displays,” he says.

Crisscross
Stack pottery near the plants. The single most effective way to boost pottery sales is to incorporate the pots into other display areas of the store, and the easiest location from which to grab these additional sales is near the flowers. In the photo above, a simple display has been built from stacked pallets and positioned as an end cap of an aisle of flowers.

Clean & Accessible
Keep it simple with red clay/terra cotta pots. Farrand Farms in Kansas City, Missouri, merchandises these garden staples so they’re neatly sorted, easily accessible and clean. They’ve used a very simple homemade fixturing system, grouped the pots by type and size, and most importantly, have done the ongoing work necessary to keep the display tidy and organized.

Two-For-One
Cross-merchandise to sell more. One of the most effective (and cost-effective) ways to market flower pots is to include them in other display areas of a garden center. Here at Knupper Nursery and Landscape in Palatine, Illinois, a range of Ceramo’s German “Basalt” pots are part of the holiday fixturing. Using the pots this way is a two-for-one proposition: customers get more exposure to the pots while they’re in another area of the store, and the “fixtures” (pots) can be sold at full price after the holiday display is taken down.

Investing In Pottery
Our second perspective is that of merchandiser and owner of Color Results Terri Coldreck, who emphasizes making an investment (not just money, but time) in pottery. Read on for her top 3 tips for successful pottery sales.

Click here for the entire article:

http://ballpublishing.com/greenprofit/ViewArticle.aspx?articleid=19797