Articles

Reachable Add-On Sales

Have you scrutinized the potential of your checkouts lately? The checkout aisle is the last chance you have to create a lasting impression and encourage add-on sales at your store. Looking customers in the eye... more »

Training and the “Mastery Loop”

Have you noticed that the word "training" has been watered down lately and confused with education? I see education as the first step, where we learn new ideas, and training as the second, where we... more »

Lawn & Garden Retailer Headlines

FPO to boost flower sales post-Mother's DayFPO announced plans to increase its promotional efforts post-Mother's Day and into early summer this year. Expanding this year into a sixth market, the FPO Board will use their... more »

The best poinsettia season ever

There are many new and different poinsettias being introduced every year; some think too many. Certainly there are too many for one retailer to carry or for one wholesale grower to offer. 'Freedom Red' is... more »

Selling Emotional Solutions

Many of you have heard me preach that, at least in our consumers' minds, we're not just selling plants, but rather intrinsic solutions to their various and numerous needs. And these needs run the complete... more »

Conduct Your Own Customer Survey

Are first-hand observations or personal interviews enough for learning about your customers' changing buying habits? Probably not. Consider designing a customer survey that will provide accurate information about the types of customers shopping at your... more »

New and Native Water Plants

Water garden plants have undergone nothing short of a revolution in the last few years, with different varieties being introduced every year. This is good news because customers are even more keen to find unusual... more »

Plant Profit in an Instant

I've never been a person big on change. I find something that works for me and stick to it. This same philosophy goes for my yard. I was telling a salesperson at my local garden... more »

Shopping the Shows

The most important thing you can do at any trade show is show up. Shows that cater to gifting are no different; you must keep abreast of trends to better serve your customer base. After... more »

Strategies to Train Consistently

In the last issue (see Lawn & Garden Retailer, July 2002), I defined real training as a long-term process that takes people through multiple learning steps, beginning at their first exposure to a new idea... more »

One size does not fit all

Fact 1: According to the National Gardening Association's (NGA) 2001 National Gardening Survey -- a study of consumer gardening practices, trends and product sales -- eight out of 10 U.S. households, or 85 million households,... more »

Do You Walk Your Talk?

Last month I was asked to visit one of my client's facilities to help them determine why they've experienced lower productivity than in their other locations and to find the root cause of their high... more »