It’s been tough for all facets of ornamental horticulture weathering the Great Recession. But as we welcome the spring season, we’re starting to see hopeful signs, with improvements in home sales and prices trending upward. This is good news for the landscape channel, which was hit hard by the slowdown.
Making Plant Picks
In good or bad economies, you still have questions about which plant material best suits your particular needs.
How can you make sure you select varieties that are both aesthetically satisfying to your customer, yet durable enough to withstand an assortment of environmental conditions?
With so many new plant introductions made each year, all of which are touted to have exemplary characteristics, how can you keep up? You might be the best in the business when it comes to installation, yet still be hampered by a lack of plant knowledge and correct application.
If you need advice, seek help from your plant supplier. They will always be one of the key partners in making your business successful. Be selective with the growers you choose. The quality they bring to your project is the foundation of your reputation.
We all know that plants tend to acclimate best if they’re grown in an environment similar to where they’re planted. To be sure your landscapes thrive, look for a grower with a practice of trialing plants for your region before they’re introduced in the market.
Narrow the Field
How often do you become overwhelmed when looking for the right plant? Shop with growers who organize their products in easy to understand categories – “plants for sun or shade,” or “small-statured plants for compact spaces” help you make the correct choices.
It has been said before: The first thing the customer asks is “what’s new.” If you want your designs to be a step above the rest and are looking for new and exciting options, align yourself with growers who are making the investment to develop new varieties. Look for plants with attributes like improved performance, longer-lasting flowers, distinctive foliage, or any number of innovative characteristics.
Some may think that price is the end-all when it comes to closing the sale. And sometimes it is. But in the long run, it’s not necessarily the price tag, but what you’re delivering for the price that makes the difference. Value is what customers are shopping for today. When your grower provides features that lend inherent and lasting value to your customer’s purchases, whether it’s $10 or $100, you’re offering something that stands out.
Finding the grower partner that offers not just plants, but plants backed with quality, durability, and innovation – all of which equates to value, can make the difference for landscapers in economic downturns as well as the inevitable upturn.
The authors are director of new product development and director of marketing for Novalis.
Explore the April 2010 Issue
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