Profit prescription

Author and speaker Greg Bell opened American Nursery & Landscape Association’s New Clinic (Jan. 26-29 in Louisville, Ky.) with a thought-provoking question: “What’s going well today?”

This unexpected twist on an age-old question characterized The New Clinic, which emphasized hands-on learning and real-world applications. Also new this year was a variety of virtual applications chosen to energize the Clinic—including live polls and updates via social media.

Bell offered a rousing address discussing many principles in his book, “Water the Bamboo: Unleashing the Potential of Teams and Individuals.” He described how a farmer can water his bamboo patch for years, with no visible reward. But—once the bamboo breaks through the surface—the plant grows quickly. The analogy directly ties to how potential is nurtured in both individuals and teams. Bell went on to describe the characteristics of a “bamboo farmer” leaders can espouse: persistence, patience, self-discipline, courage, and risk-taking.
 

Drilling down
Day two of the Clinic began with a keynote address by William Taylor—writer, speaker and co-founder of Fast Company magazine. Immediately afterward, garden retailers gathered for a “drill-down” session to discuss Taylor’s presentation and explore real-life applications.Among the insights shared:

“We need to dare to re-imagine how we do business.”  Mary Wallitsch, Wallitsch Nursery & Garden Center

“Look at what different retailers are doing—like Lululemon. They sell yoga wear, but they go beyond that by telling the benefits of the clothing. In the stores, they’ll push all the products to the side and hold classes right on the sales floor. They’re emphasizing whole life and health. Something we could do, too.”  Angie Mennen, Pathways to Perennials

“When customers come in, they’ll say: ‘I love being here!’ How do I embrace this—myself—as a leader?”  Lynne Bower, Stonegate Gardens

“Being a grower-retailer IS unique. We need to play this up to its full advantage.”  Kate Terrell, Wallace’s Garden Center

Additional ideas to emerge:

• Watch the Food Network show Diners, Drive-ins and Dives. What makes the places profiled quirky and unique?
• Go beyond virtual interaction on Facebook with a real-life “brag board” in the store. Encourage customers to bring in photos of gardens to post and share.