3. Be prepared to be a good partner in dealing with overages, old or unpopular inventory. As a grower, you really need to understand the contract and deliver as promised. Independent garden centres sell directly to homeowners as well as to contractors in our industry. There is a strong temptation to make everyone happy. This group often prides themselves as being entrepreneurs. Thinking back to the pandemic, many IGCs were forced into e-commerce. Now a few years later, most have backed off as they realized they do not have the expertise or resources to compete in this market. Focus on your strengths and improve what you do well. 1. Learn to say no when it comes to inventory. You cannot sell every beautiful plant you personally love. And remember: just because one customer may have asked five different employees for a specific plant, it does not mean that you have five requests to carry that plant. At the peak of the season or even pre-peak, you need to cut back on orders. 2. Turns, turns, turns on inventory. Do your very best to stay in stock with the most popular products you sell. Make sure your shelves are full at the start of the day and throughout the day as required. Keep a close eye on your backstock to make sure products are not aging before they hit the sales floor. 3. Train your team to promote specific products that are popular and will have the biggest impact on profit. Your customers come to you for superior products, staff expertise and service. Remember that every day! One more important bit of advice for every sector of our industry: I know it is busy, but take great care of your employees. Your success in a business depends on them. Plus, it leads to better trained and happier staff. This reduces employee turnover caused by burnout. Don’t forget to take care of yourself, too. I must admit writing these tips to each sector of our industry involved in sales fuels my excitement about this business. Having a business sense, combined with the love of plants and gardening, is an amazing combination of qualities that helps keep our industry thriving and leading in the ever-changing world in which we live. Grow well! LT
S P E C I M E N T R E E S C O I V I C 5487 EIGHTH LINE, MILTON, ONTARIO L9E 1A3
ART VANDEN ENDEN Art loved every minute of his 44-year garden centre career with Weall and Cullen and Sheridan Nurseries. In retirement, Art enjoys giving back to the profession with Landscape Ontario’s Garden Centre Sector Group and sharing his experience with Landscape Trades readers in the Art of Gardening column.
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