Tag teaming

G-Force, a local hardscaping company, created this vignette at Heon’s. (Photo by Stephanie Paxton)Wherever customers want to go with their landscapes, Hoen’s Greenhouse & Garden Center in Holland, Ohio, can probably take them there.
 
The journey, naturally, starts with plants. Hoen’s grows nursery stock, perennials, annuals, shrubs, roses and more – including home-grown produce. Then the path to the customer’s yard leads past the decorative items at the garden center, which markets an array of beautiful containers.

For all it does elsewhere, though, Hoen’s might make its biggest mark in said customer’s yard, as “The Resource” for practical-application answers to lawn-related questions.

Give Them a Choice
“We offer a couple of options to the customer,” said Theresa Hoen, co-owner of the business with husband Bob. “With Option 1 they can bring in a photo of the planting space, and we give free on-site consultations. We work together with them in the selection of the recommended plants that would best suit the design and planting area.”

With Option 2, customers can make an appointment for a home-consultation. The Hoen’s staff makes recommendations, take pictures of the planting space/spaces, and then creates a design. “The majority of our customers will then purchase their plants from us,” Theresa said.

This year, Hoens created a landscape information packet called “We Design, You Dig,” with questions for the customer to answer that will help in the preliminary planning process. “We do not have a landscape crew,” Theresa said, “so at present we’re capitalizing on the customers who want to plant themselves but aren’t confident in plant selection or design. Let me tell you, there are lots of folks out there in that position.”


“T” For Teamwork
For the big jobs for which Hoen’s doesn’t have the equipment, the company collaborates with other area businesses. “We have partnered with G-Force, a local company that installs hardscapes, etc.,” Theresa said. “They installed a large outdoor living patio area in the garden center to highlight their work at no charge. It really beautifies our store, and we now can recommend a reputable company for the customer who is looking for that kind of service.

Hoen’s also has partnered with Nature’s Way Ponds, a local company that installs ponds and waterfalls.
Theresa said the company’s pursuit to build long-term relationships – with customers and with fellow service providers – pays off for everyone. “The ‘buy local’ theme is something that directly affects the purchasing habits of many. Our collaborating efforts allow us the opportunity to keep dollars in our local community.”

2010 Breakthrough is an ongoing series of success stories from the green industry. Each month, Garden Center magazine and its sister horticulture publications – Nursery Management & Production, Greenhouse Management & Production, Lawn & Landscape and Golf Course Industry – will highlight business opportunities or profile businesses that have found success by working across the industry. To see more Breakthrough stories from the rest of the green industry, visit www.gardencentermagazine.com/businessbreakthrough. How are you working across the green industry to succeed? Send your stories to editor Yale Youngblood at yyoungblood@gie.net.