PORTRAIT BY AMBER SMITH

This year has seen changes we wouldn’t expect to see in a lifetime. It seems the entire industry (along with the rest of the world) has been turned on its head, and after months of changing orders, shifting demands and even panic in some cases, I think it’s safe to say that everyone is sick of COVID.

Dr. Aisha Ahmad, an associate professor at the University of Toronto, recently put out some words of wisdom that I took to heart: “The 6-month mark in any sustained crisis is always difficult. We have all adjusted to the ‘new normal,’ but might now feel like we’re running out of steam.”

And after an entire season of adapting to the “new normal,” it’s difficult to know what normal was, much less what it is anymore.

But, as Ahmad says, we should not lose heart. Instead, she says we’re going into our next adaptation phase. That’s true for our day-to-day life, but it’s true for the green industry, as well. As winter approaches and we look forward to next spring, it will be another few months of adapting to yet another phase of change.

How are things changing for you and your garden center? How are you going to adapt to the new normal? The new customers and the steadfast customers shopping in new ways? As much as we might wish things would go back to the way they were, new ways of thinking about shopping are here to stay. And new opportunities are ripe for the picking.

It’s especially difficult to manage all of this in a time when there’s so much opportunity, yet also so many challenges in the industry. And in times of turbulence and change, we look to what’s familiar and what’s comforting.

We look to what we can grow and nurture. We look to what we can actually control in times of chaos. Your customers are looking for that, too. They’re looking to you to provide that houseplant they can care for in the winter months. They’re working from home and hoping to make their makeshift home office a little cheerier.

That’s the beauty of this industry. It provides people with the plants that make them happy. When I talk to growers, they always say that the greatest joy they get is from growing something that people can enjoy.

From what I’ve been hearing from friends in retail, garden centers, restaurants and otherwise, who are feeling the weight of the “new normal,” to put it bluntly, things are not alright. And that’s OK, for now.

But plants will always make people happy. And that’s a great “new normal” for the industry.

Gretchen rubin’s quote, “The days are long, but the years are short” is particularly apt when it comes to seasonal employment. While it may seem like you just hired last year’s team, the time to do it once again is quickly approaching.

One of the secrets to being profitable, and having fun in the process, is hiring the right team. Here are seven tips for finding great seasonal workers.

1. START EARLY

Just as the early bird gets the worm, the proactive leader gets to pick from the largest pool of qualified applicants. Advertising early and getting seasonal workers hired and trained enables you to be ahead of the game.

2. ASK FOR REFERRALS

While they may not think of anyone immediately, your employees, friends and family have vast networks of acquaintances. Tap into the “hidden applicant market” by asking them to let others know you are looking for seasonal help. It’s amazing how often someone knows someone, who knows someone, who is looking for a job. When referrals come through, reward those who referred them with a gift card or a long weekend. Sincere gratitude is a great motivating factor.

3. RECRUIT FAVORITE CUSTOMERS

Great customers love your products, and retirees, students and individuals who don’t want to work year-round can be great seasonal candidates. If they aren’t available or interested, tap into their network by asking for referrals.

4. PAY COMPETITIVE WAGES

While you may be tempted to skimp on seasonal workers, other companies won’t. It’s generally far more profitable to pay employees well and have them return than it is to have to recruit and retrain new ones. Additionally, remember to let prospects know if they will be eligible for any perks, discounts or bonuses.

5. INTERVIEW WELL

While you may need a warm body yesterday, failing to adequately assess employee suitability causes far more headaches than being short-staffed. Skillsets alone rarely indicate if someone is a good fit for the job. Ask questions, and when possible check references, to best gauge if a candidate possesses the right attitudes and behaviors to fit with your team.

You can catch a glimpse into absenteeism, reliability and fit by asking questions such as, “In the unlikely event you aren’t able to make it into work, what would you do?” “If you were frustrated with me, another employee or a customer, how would you handle it?” “What would previous employers and coworkers say about your ability to be a team player?” You’ll also want to know if there are any time or availability constraints that may affect their work schedule.

6. SUPERVISE SEASONAL EMPLOYEES LIKE EVERYONE ELSE

Set seasonal team members up for success by being clear about expectations, providing great training, and erroring on the side of over-communicating. Additionally, being proactive and addressing problems as they arise, and reinforcing what they are doing well enables each employee to be a better team member.

7. RECRUIT NEXT SEASON’S HELP THIS YEAR

The best employees are the ones you don’t have to recruit and retrain every year. Retain great seasonal help by treating each person as a valued team member who is irreplaceable. You’ll be first on their list for next year and anytime you have an unexpected need.

Just as well-tended seeds and plants yield large harvests, staying ahead of seasonal hiring garners great fruit. Making time to recruit and train reliable employees, and treating them as highly valued team members will set you, your business and your entire staff up for long term success.

The People IQ Expert®, Dr. Sherene McHenry, works with organizations who want to elevate their engagement, productivity and profitability. Learn more at sherenemchenry.com.

When customers check out a lush ZZ plant or decadent string-of-pearls at the register, their houseplant of choice looks great: plump foliage, shiny leaves, sturdy stalks. However, once these plants arrive at their new homes, will the customer succeed in caring for them? From the beginning of the sale to long after, garden centers must serve houseplant parents with the proper care products in order to make sure their plant looks just as good as the day they bought it. Whether it’s a new customer or a seasoned plant fanatic, here’s how your IGC can merchandise houseplant care products out the door.

It’s important to stock the basics, which includes products such as fertilizers and insect controls. Jim Wood, who retired from Bonide after 20 years of service in September and is now the company’s product expert/media liaison, has some cold weather-ready tips for retailers and customers alike.

“We’re in the fall season and homeowners are going to be bringing houseplants indoors if they had them outside. They might’ve had them on a patio or an outside deck or something, and they want to bring them in for winter,” Wood says. “So, the first thing they need to do is take care of any potential insect problem that they might have on that plant before they bring it in the house. So that’s where all these control measures come into play.”

Customers should clean any outdoor houseplant leaves prior to pulling them inside, so offering insecticidal soaps for these plants, along with a leaf shine agent for that finishing touch, can help stop the spread of insects while making sure the plant looks fresh, he says.

Insect controls and insecticidal soaps are great options. Wood also says mild, soapy water can do the trick, too.

As IGCs transition into winter and customers move their plants into low humidity environments, he recommends that retailers stock saucers and small bags of gravel. With plants on a bed of stone, the water will evaporate and create some humidity around the plant, he says.

Denyse Butler, green goods supervisor at Gardener’s Supply Company, says items like moisture meters and spray bottles are important for customers to have on hand as the temperatures drop.

“People forget that the seasons change in their house as well. They say, ‘Oh, well, it’s a houseplant.’ And I say, ‘Yes, but Mother Nature still affects the houseplants as well,’” Butler says.

Customers should fine-tune the balance and make sure their plants aren’t being over-watered, or once they turn the heat on, under-watered, and that’s where spray bottles come in handy.

“Once the heat comes on and people have thin leaf ferns and such, you have to remember that the plants need that moisture in their foliage, not just in the roots and the soil,” she says. Gardener’s Supply also stocks stick cards for fungus gnats.

“I swear to you, Nov. 1 comes and suddenly there are two people every day coming in saying, ‘I have fungus gnats. Where did they come from?’ And if it’s cold by the window and they water in the evening, instead of maybe in the morning, those things show up. So, have the sticky cards and the sprays ready to catch the flies and kill the bugs that are in the soil.”

She also suggests that IGCs stock items like neem wipes and insect sprays for the winter season so customers can get in the habit of cleaning plants on a regular basis. Since there’s less air circulation, dust and insects are more prone to settle on leaves. Wipes offer a double advantage because they kill insects but also leave residue behind that kills any further stragglers.

Butler also recommends that customers get a turkey baster to suck extra water out of their plant saucer, especially for larger trees and plants that can’t be easily drained.

“You can leave it in there for a half an hour and let the plant finish drinking up the water, but you don’t want to leave it in there and have it create too much moisture in the bottom of the pot,” Butler says. “That will bring on fungus and fungus gnats or other molds. So, you just use it to suck up the water and spit it back into the plant.”

Additionally, since there’s less light in the winter, Butler suggests clip-on grow lights to ensure plants are getting all the light they can. In terms of merchandising these products, it’s all about knowing your audience and where they live. Butler says it all comes down to having the proper tools to make the plants happy.

“You wouldn’t buy a dog and not get them the right food, a water bowl and some toys, right? You want to make them a happy life. So, you want to make sure that you have fertilizers — people forget about fertilizers so often,” Butler says.

Bundle and educate

Fertilizers lay the groundwork for houseplant success, so garden centers must educate new plant parents on the benefits of these products and show customers the benefits of these products. John Harrison, vice president of marketing at Espoma, says the most successful retailers place care products both in a designated area in the store and adjacent to the plants, where people are likely to impulse buy.

“The dealers that we find are most successful end up making off-shelf displays and cross merchandise them with the live goods — like cactus mix and fertilizer with cactus and succulents, or orchid mix and fertilizer with the orchids they sell,” Harrison says.

At Espoma, Harrison says they use their YouTube channel to push “how-to” videos as an educational resource for retailers and customers alike. From creating step-by-by-step succulent arrangements to basic houseplant care tips, they have a quick video to address any customer’s needs.

“As the consumer attention span becomes shorter and they’re bombarded with more messages, we find that video is absolutely the best way to communicate to people. And the videos are and need to be plant or project focused, not ‘here’s a great product,’ so they’re not ads,” Harrison says. “They’re a sort of ‘how to take care of this’ and ‘how to care for that’ as opposed to ‘here’s a great fertilizer.’”

Wood also says customer education is important and recommends circling specific amounts on the label, so customers know exactly what to do when they get home. He believes retailers should prepare to serve a new generation of homeowners — especially because many people have downsized and own smaller homes with minimal outdoor property. According to Wood, this demographic is driving the increase in houseplant sales.

“I think it’s important for retailers to realize that that’s what’s going on and that they stock products to support that trend,” Wood says. “But maybe some retailers don’t realize the extent at which these houseplants are selling. And if they’re relegating houseplant care products to the back wall out of sight, they’re kind of missing an opportunity, in my opinion.”