Wayne Messmer, a well-known Chicago-based National Anthem singer with a baritone voice, kicked off the 11th annual IGC Show in Chicago’s Navy Pier on Aug. 15, 2017, with his rendition of “The Star-Spangled Banner.” IGC Show founder Jeff Morey welcomed attendees and shared a few points of interest on the show floor, including the “Shop Talk” Retail Conversation area, an informal space for garden center representatives to discuss a variety of topics, such as minimum wage increases, rising health care costs and social media marketing.

He also announced the return of the New Vendor Zone, which featured 40 companies new to the IGC Show this year, and an area where attendees could vote for their favorite new products and plants.

Before the trade show floor, which had more than 500 exhibitors, officially opened, Tuesday’s keynote speaker, IGC retail expert John Stanley, gave the audience an overview of findings from “The Gathering.” The meeting of IGC representatives from around the world took place in Paris in January, and IGC Show attendees got a first look at discoveries from the conference. Here are some key takeaways from his talk and more from the IGC Show.

Key trends

The Gathering noted a few key trends for retail in 2017, including the importance of promoting product quality and sustainability, providing unique in-store experiences and personalizing services and interactions with customers.

Why, not how

Quoting James Wong, a botanist, science writer and broadcaster, Stanley urged the audience to not focus on how they communicate with their customers, but why, and “to focus on inspiration and communication of what gardening can give to well-being and health.”

Focus on families

Most marketing conversations are dominated by what garden centers can do to attract Millennials to their stores, and IGCs could potentially be forgetting other important customer bases, Stanley says. Although “The Gathering” did address Millennials and the importance of understanding how they shop, marketing to families could be more effective. A generational approach caters to all ages and to Millennials who may not like gardening themselves, but want to engage their kids in the garden, Stanley says.

IKEA inspiration

If you’ve ever visited an IKEA store, you’re well aware of the model — customers walk through showrooms with products displayed as they’d look in a home, and products are selected at the end. Stanley says it’s important that IGCs develop more space for garden room settings, but also as important, showing the spaces before and after so that customers can see the transformation. There is already too much choice at garden centers, which can be overwhelming for consumers, and that space would be better allocated to inspirational settings.

“Fad or future?”

Stanley wonders whether the interest in urban agriculture, especially among young consumers, is a fad or the future of gardening. IGCs can engage those consumers by offering relevant products, such as raised beds and vertical gardening products.

Promote health and nature

Marketing should focus on the health benefits of plants and not the gardens, but the “outdoor retreats” garden centers can help consumers create, Stanley says. Messages can center around bringing nature indoors, promoting plants as air purifiers and the mental health benefits plants provide.

The future is not retail, it’s spaces

Although it was not planned this way, attendees of “The Gathering” realized that their name hit on an important focus for retail in the future — garden centers need to create spaces for people to gather, Stanley says. “It’s not us that need to have the space for gathering, it’s the consumer that needs to have a space for gathering,” he says. Instead of traditional make-and-take workshops, Stanley urged retailers to think about workshops differently. For example, why not consider 12-minute workshops in three to five locations in the store, instead of hour-long workshops in a private room? Garden centers must rethink the traditional model and provide other opportunities for people to spend time in their stores.

We’ve entered the era of active retailing

It’s important for retailers to do the following in an “era of active retailing,” Stanley says: Engage customers before, during and after the visit; inspire with room setting ideas; provide a seamless experience online and in-store; give team members mobile devices to make shopping more convenient and efficient for customers; offer post-sales advice to ensure customer success; and hire day makers, not salespeople, who are more likely to grow your business.

O’Neill keynote — “Never quit”

While Stanley’s keynote offered practical, applicable advice for retailers, Robert O’Neill, former SEAL Team Six Leader, shared inspirational stories from his time as a Navy SEAL. O’Neill, author of the memoir “The Operator: Firing the Shots that killed Osama bin Laden and my years as a SEAL team warrior,” delivered the day two keynote, and urged retailers to never quit, even when faced with seemingly insurmountable obstacles. He also offered leadership and decision-making advice learned from his time serving in the military. A few lessons he shared included: “The less we talked, the better we worked. Just because you’re talking doesn’t mean you’re communicating,” O’Neill says. Effective communication also means that you stop talking when you are finished with your thought. Too much noise does not improve the message, the team or the work.

• Don’t take short cuts.
• Stay prepared for uncertain situations
• Success means not resting on your laurels — complacency kills businesses.
• Separate decisions from emotions.
• Your enemy is your fears and doubts, and you must keep moving forward.

Though discussing serious situations, his recollections of his time in the military were often peppered with humor. He shared a story about one of his colleagues who didn’t give up his dream of being a SEAL, nearly drowning while trying to tie a knot in a rope underwater, one of many skills they were required to master. He also talked about a moment his team chose not to move forward with a mission for the right reasons –there was the possibility of bombs being detonated on a bridge they were trying to cross – and how separating his decisions from emotions helped him make the right choice in the end.

Shop Talk Retail Conversations

There were several opportunities for attendees to gather informally on the show floor to discuss everything from “getting Millennials into your garden center” to “inventory management.” We dropped in on a group talking about minimum wage increases and rising health care costs, and how they could adjust and reduce their budgets in other areas to be able to afford the new minimum wage increases.

New product highlights

In addition to learning and networking opportunities, about 500 exhibitors shared their new products and ideas on the show floor. We observed attendees visiting booths and scanned the aisles, and here are the products that caught our attention and received second glances from visitors during the trade show:

GRASS FLIP FLOPS

You don’t see artificial grass lining the foot bed of a flip flop every day, and this product garnered a lot of attention from attendees at the show. Owner Vickie Canepa said her son came up with the idea for a school project. The packaging for the sandals can be customized and carry any business name and information.

TILLANDSIA HOLDERS

The company Root Cup showcased a product that inspired its name, a planter you can hold in the palm of your hand that is fast draining, self-watering and makes it easy for consumers to propagate plants from cuttings. (They also have a larger version.) Another product the company featured was a tillandsia holder that is bendable, can be attached using magnets, Velcro or an adhesive and showcases air plants. One attendee noted that she liked how the interesting structure of the airplant was the focus, not the container itself.

LEAF LAMPS

The ethereal lighting products from Eangee made from real cocoa, banyan, jackfruit and alibangbang leaves are made for outdoor as well as indoor environments. The outdoor lamps are equipped with LED lights.

CONTAINER COLLABORATION

Georgetown Home & Garden showcased “Blobhouse,” a series of whimsical dog and cat figurines and planters with names like Bongo, Giblet, Prissy and T-Bone, created in collaboration with artist Gesine Krätzner. We overheard garden centers discussing what they’d like to order from the line, and how they are perfect vessels for succulents and airplants.

PILEA PEPEROMIOIDES

Garden Center contributor Leslie F. Halleck noted in a recent column how difficult it has been for her to acquire one of these plants, which are incredibly popular in Europe and Australia, but tough to find in the U.S. One garden center owner gave us a tip that they spotted one — and we found it in the Optimara booth. The price tag seems steep — the wholesale price is what some houseplants of its size retail for — but Pilea peperomioides is not your typical houseplant. One Etsy seller was offering her 3-month old plant she propagated from a cutting with 16 leaves for $100. Many other smaller varieties were going for between $50 and $60.

GARDENER'S SOAP

SallyeAnder, which produces handmade hypoallergenic soaps, made of olive oil, soy and true essential oils, displayed one of its best-sellers at the IGC Show called Gardener’s Hand. The bar is made from scraps of other soaps plus cornmeal, and can remove stains from everything from grass to grease to printer ink.

SMART PLANTERS

Crescent Garden showcased a variety of container designs equipped with its TruDrop self-watering system, including the tall, narrow Cup Planter. The TruDrop System has an indicator letting gardeners know when it’s time to water, and a protected water reservoir that provides plants with the water they need more efficiently than hand-watering. The reservoir also provides the plant with water and nutrients from the root up, helping produce healthier plants and prevent disease and pest issues.

SPICY SEEDS

Sandia Seed Company sells some 100 seed varieties, but the Albuquerque-based business specializes in hot and mild peppers. The edible is popular among gardeners, and Sandia tries to capture these consumers with displays that highlight its “Peppers of the World” packets.

WATER BLOSSOMS

Water Blossom, a decorative root watering system, was also one of the featured exhibitors in the New Vendor Zone, and they demonstrated how the decorative garden stake helps deliver water to roots faster than traditional watering.

PRETTY POTS

DaVinci, a division of Airlite Plastics, showcased 20 designs of its in-mold labeling plastic pots, which included Christmas Dogs, Bamboo and Woven Twine graphics. Photos of the wall displaying the containers were spotted on social media feeds, and they were honored with a Retailer’s Choice Award at Cultivate’17.

PEARL'S PREMIUM

The company that promotes its lawn seed as low maintenance, drought tolerant and weed resistant is not new to the industry, but it was Pearl’s Premium’s first time at IGC Show. The grass has deeper roots than most lawn grass on the market, providing better coverage and water retention than other varieties, according to the company.

RAISED GARDEN BONANZA

Several raised garden and bed manufacturers exhibited at IGC Show this year, selling a variety of products, from embellishments for the corners of wood-framed raised beds to waist-high gardens that feature protective covers and wheels. Many of the companies were in the New Vendor Zone. Here are a few we found:

vegepod presented its Vegetable Garden Kits that are self-watering, have protective canopies, come in three sizes and can be placed either on the ground or on a variety of stands and trolleys.

Altifarm is a three- or four-tiered system of growing containers developed specifically for small spaces that includes a self-watering system that can handle routine watering for up to a week. Grow lights and greenhouse packs are also available as add-on products.

Uneak Gardens allows consumers to create raised beds, sandboxes or landscape edges using steel brackets. Gardeners can use their own wood frames or the wood-like, American-made material that Uneak Gardens offers made of plastic and rice husks, which prevents swelling and moisture issues that occur with some raised beds.

Gardinnovations showcased its GardenFrame products, accessories for the corners of raised beds that help secure the wood pieces and also improve the aesthetics of these popular growing containers. The designs, Abbey or Belvedere, come in organic black or garden steel and allow consumers to customize the design of their garden beds.

City Farmer USA produces an array of raised planters designed to have optimal ventilation and water retention. There are several size options for balconies, patios, rooftops or backyards, and they are customized for regular or climbing vegetables.

 Delta Park also offers raised garden bed assembly kits, with panels made out of galvanized steel, and small consumer greenhouses. Gardeners can create hexagon or triangle-shaped beds with the kits.

FRESH NAME, SAME PRODUCT

About a year ago, SBM Développement finalized its acquisition of the consumer segment of Bayer’s Environmental Science business unit, which includes Bayer Advanced. Since that time, SBM Life Science, the division that encompasses what was known as Bayer Advanced, has been working on rebranding the line of “Blue Bottle” products, which have the same formulations. After months of consumer and brand research, they introduced attendees the new name, Bio Advanced, at the IGC Show. The logo looks very similar to Bayer Advanced, and even has the same red shield. They wanted consumers to recognize the brand even though it has a new name. Many garden centers can relate to the process Bayer went through, as many have refreshed their name and logos as they try to maintain their history while marketing effectively to modern consumers. In addition to the new name, Bio Advanced introduced new products, including All-In-One Weed & Feed, which kills broadleaf lawn weeds like dandelion, clover and crabgrass while feeding the lawn.

Trends

Backyard retreats

After the Great Recession, people started investing more in their homes and permanent spaces instead of vacations, and expanded upon their backyard retreats. At spoga+gafa, it was evident that the product quality of furnishings for these outdoor living rooms have increased with demand and innovation, and UV- and water-resistant patio goods are starting to look more like indoor couches, rugs and chairs. One company, Peter Bosman Products, displayed outdoor wallpaper that is resistant to fading from sun damage. As more people move to urban areas, the demand for small outdoor furniture is also increasing.

Garden BBQ and outdoor kitchen World

Entire halls were dedicated to outdoor kitchens and BBQ, categories that have greatly expanded at spoga+gafa. The majority of companies exhibiting at spoga+gafa are European, but of the American companies that showcase products at the German trade show, many are in the garden kitchen and BBQ sections, such as Big Green Egg, Saffire Grill and Coyote Outdoor Living. Though Europe is often credited for being ahead in certain trends, outdoor cooking is not one of them, according to exhibitors. Just like furniture, outdoor grills, pizza ovens, and full kitchens are just as sophisticated as appliances made for indoors. There are some companies that rely on old, tried-and-true technologies, like those that sell the increasingly popular Kamado grills that provide efficient heating, making grilling easier for home chefs and giving them success.

Smart Gardening

spoga+gafa highlighted companies using technology to make gardening easier and more efficient. Oase, for example, has developed technology for ponds that allows people to control everything from lights to pumps from a smartphone, PC or tablet with cloud technology. Though the products can be used by anyone, it makes it increasingly easy for landscapers and garden designers to monitor clients’ homes from one central location. Gardena, which has been producing robotic lawn mowers for two decades, also produces smart sensors that measure temperature, humidity and more to automatically determine when lawns need watered.

Hammocks

These classic lawn and garden loungers were everywhere at spoga+gafa, in various materials and colors. A few stood out, including a hammock from Fatboy that is designed to be easier to get in and out of, a constant struggle for hammock lovers. There were other new, hammock-inspired products, like TiiPii Bed, a “portable floating bed” that comes in three sizes for kids, individuals or families. Kaemingk had several hanging chairs on the show floor, too, including an egg-shaped loveseat.

Mid-century Modern

Mid-century modern has been experiencing a resurgence in indoor furniture and décor for a few years, and outdoor living manufacturers are creating pieces in the style that look too nice to leave outside.

Multifunctional

A surge in products with multiple uses was a noted trend during a spoga+gafa group tour led by Frank A. Reinhardt, a trend researcher based in Cologne. Bama Pet’s pet bed/planter stand combo was a perfect example of this, as was Fab Habitat’s outdoor stool that functions as both a place to sit and store patio items.

Light up your yard

Reinhardt also noted the increasing interest in outdoor lighting, both ambient and decorative. We spotted several items on the trade show floor, like Monacis’ illuminated planters equipped with energy-saving bulbs, and Fatboy’s outdoor light fixtures and lamps.

Gray and green

Although there were still some bold-colored containers and furniture to find on the show floor, neutrals dominated, especially gray shades, from cloudy to charcoal. This is in line with color trend authorities, like paint brands, which have named colors like “Poised Taupe” and “Shadow” as top hues in recent years. Grassy colors were also spotted everywhere. Perhaps this inspiration comes from the plants that are the backbone of the lawn and garden industry or from Pantone’s 2017 Color of the Year, “Greenery.”

Classic chairs

Strandkorbs or “hooded beach chairs” are everywhere in Germany, and thus ubiquitous on the spoga+gafa trade show floor. Though strandkorbs have been around since the late 1800s, their popularity has not dwindled, as many exhibitors offered them in various styles. Though much of the wicker-like furniture on the show floor is now faux and made of recycled plastic, deVries “Trendy Pure Classic” stradkorb collection is made of braided hardwood.

Converting canoes

Using old, rustic items for new purposes is popular, but it was the first time we have seen furniture made of old canoes.

Competition

unique youngstar

For the past five years, spoga+gafa has hosted its unique youngstar contest, inviting young designers to submit entries based on a theme. For 2017, 81 designers from 18 countries submitted creations based on the theme “outdoor living.” Taking home the first place prize and 3,000 euros was Jessica Bruni of Germany for her entry, “Pflanzen Talje” or “Plant Pulley.” Her design, best suited for indoor plants, is modern and simple but also functional. The pulley system includes sandbags, which provide the appropriate counterweight to plants, making it easy to pull plants down when they need watered. As plants dry out, they get lighter and move higher, indicating it’s time to water. The second-place prize went to Pieter Städler of the Netherlands for his “Städler Made Outdoor Oven,” and third place went to Amélie Ikas and Chris Walter of Germany for “Sitzend stehend Leute,” or “sitting standing people.”

Booth experiences

Just like independent garden centers are focused on providing customers with great experiences when they shop in-store, exhibitors at spoga+gafa gave attendees reasons to spend time in their booths. There were many notable examples of this, but three that stand out are elho, Weber and Emsa. Elho’s more than 7,000-square-foot booth was inspired by its tagline, “Give room to nature,” and nearly ever container showcased by the Netherlands-based company was filled with a plant or tree, some nearly as tall as the ceiling. Notable new products include Pure Raindrop, a sleek rain barrel that includes a spout and a watering can, just one product elho collaborated with an outside designer to create, and Allure, a collection of containers that look like stone but are lightweight and made with synthetic, recycled products. A DJ played dance music, there were living-room like seating areas with couches and other comfy furniture, and there was a small café set up with refreshments and small bites. Over at Weber, which had more than 9,500 square feet of an entire hall to itself, the company set up walls so that attendees were encouraged to follow a specific path, which included a timeline of the company’s grill innovations. In the middle of the space, which was dimly lit like a theater and had red neon lights, there was an eating area surrounded by chefs cooking up food on the company’s grills and beverage stations. Every once in a while, a promotional video for the company’s new grill, Pulse, would play, with a light show to accompany it in the main space. Emsa created a beautiful dining area within its booth at spoga+gafa, complete with a wall of plants to help separate the space.

Ideas & inspiration

spoga+gafa showcased a variety of new products throughout the trade show hallways and even in a carousel as part of its highly anticipated Boulevard of Ideas. New this year were the POS Green Solution Islands, merchandising inspiration for retailers organized by categories like Indoor Gardening and From Desert to Design.

Apparel

1. All-Day Waterproof Comfort Footwear

Sloggers

Keeping their promise to release one farm animal print a year, Sloggers just released the Gaga for Goats Collection. This new print features adorable baby goats at play. The Gaga for Goats Collection is available in waterproof comfort shoes and boots in two colors: sky blue and grass green. Sloggers are made in the USA. Find Sloggers online at www.sloggers.com or at retailers across North America now here: www.sloggers.com/Store-Locator-s/1898.htm. Join their online community at www.facebook.com/sloggers.USA
www.sloggers.com

2. Max Grip All-Purpose Work Gloves

MidWest Quality Gloves Inc.

MidWest Gloves & Gear has introduced the new Max Grip All Purpose Work Gloves with superior grip and dexterity. They feature a patent pending design for ultimate gripping and puncture resistance. The new MidWest Max Grip Gloves feature a unique palm surface dot pattern for ultimate gripping. The gloves are designed to give an incredible fit and flex and have a knit cuff to keep hands safe and comfortable. The new MidWest Max Grip All Purpose Work Gloves are also latex free.
www.midwestglove.com

3. Hen Pouch

Udder Tech Inc.

The Hen Pouch is fashioned to protect eggs from bouncing and allows for smooth swaying with your hip while walking, moving and caring for your flock. It is available in two sizes. The single pouch can hold up to six eggs and is recommended for smaller flocks, while the triple pouch holds up to 18 eggs and is recommended for larger flocks of 10 or more chickens. The triple pouch can also be a helpful tool to keep other supplies like scratch grains, a water bottle or a cell phone within reach.
www.uddertechinc.com

Décor

1. Natural Pumice Rock

Featherock

Featherock’s 100 percent natural pumice rock is safe in fire features and can be used as an alternative to lava rock. Pumice combines the natural, rugged look of lava rock with the modern style of fire pit glass. Available in ¼-inch gravel to 6-inch cobbles in 5-pound bags or bulk bags. This is the perfect product for both DIY landscapers and professionals alike!
www.featherock.com

2. The Nashville^®

Music of the Spheres

The Nashville^®, a Music of the Spheres original composition, encompasses the complexities of the major seventh and ninth intervals of the pedal steel guitar. It evokes the serenity of a peaceful Highland Rim sunset.
www.motschimes.com

3. Rustic Suitcase Planters

Red Carpet Studios

Red Carpet Studios has added new outdoor/indoor planting and décor for 2018, including a set of two suitcase planters in a rustic finish, available in oval or square. Suggested retail for the pair is $89.99. Small stands are 15.75 inches by 6.69 inches by 13.78 inches and large stands are 19.69 inches by 8.66 inches by 19.9 inches. RCS has added over 125 new items to the line, including planters, statuary, spinner stakes and chimes. 877-985-0405.
www.rcsgifts.com

4. Single Hole Planter

Featherock

Featherock’s Small Single Hole Planter is now available in a small, half crate of 32 pieces or a regular crate of 64 pieces. Each option has its benefits, with the small crate reducing weight and freight cost, and the regular crate earning an additional 10 percent volume discount. The Small Single Hole Planter is Featherock’s most popular sized pumice planter! Try it as an accent in a fairy garden or as the star of a succulent arrangement workshop.
www.featherock.com

5. Wind Bells Collection

North Country Wind Bells^®

North Country Wind Bells^® has designed and created these original and authentic wind bells on the rugged coast of Maine since 1975. Themes include Nautical, Wilderness, Whimsical and Pets too! There are six collections and over 61 melodies to choose from that fit in any storefront in any part of the country. Retailers tell us all the time that our wind bells are great hits for gift-giving for birthdays, holidays, anniversaries, weddings and even bereavements. Proudly made in Maine, USA!
www.northcountrywindbells.com

6. Water Bell Fountain

Woodstock Chimes

The water bell fountain consists of a copper bowl with 10 polished brass bells and a continuous-duty pump. The rhythmic and random sounds of the Woodstock Water Bell Fountain are reminiscent of the natural sounds of a gently flowing stream. Adapted from an original and copyrighted design by artist and musician Ron Snider, it is handcrafted using solid brass bells for high sound quality. Water bubbling up from the center of the fountain in the flamed-finish copper bowl causes two floating bells to gently swirl around six fixed bells, ringing softly when they meet. An adjustable pump lets you control the water flow and frequency of ringing. It flourishes as a centerpiece or accent.
www.woodstockchimes.com

7. Stardust Shade

Treasure Garden

Treasure Garden announces for the 2018 season the addition of its latest shade design, the Stardust. A unique shade solution, the Stardust boasts a contemporary star-shaped canopy inspired by geometrics as well as celestial bodies. The 10-foot pop-up umbrella is a shade product that can serve as an outdoor work of art. The umbrella’s eight ribs extend to the canopy points using a “pop up” lift system with a stainless steel pin. Offering 65 square feet of shade coverage, the Stardust carries a 3-year warranty.
www.treasuregarden.com

8. Gather Together Door Décor

Studio M

Door Décor is a new, artful way to decorate your front door for the holidays. Made of layered, durable PVC, each design features a coordinating bow for easy hanging and raised focal elements to provide a dimensional look.
www.studio-m.com

9. Flower Fairies Secret Garden Collection

Fairy Homes & Gardens

The new Flower Fairies Secret Garden Collection from Ultimate Source brings Cicely Mary Barker’s charming 1920s Flower Fairies artwork and stories to life. The 23-piece collection features eight Flower Fairy figurines, with accessories ranging from stepping stones to fairy doors and planter kits. Each figurine is 1.6 inches to 3.6 inches tall, made of durable plastic suitable for both inside and outside gardens, safety-tested for children 6 and older, and based on Barker’s winsome fairy creatures — including Daisy, Buttercup, Rose, Apple Blossom, Strawberry, Scilla, Mulberry and Lavender. MSRPs range from $5.50 to $19.99.
www.fairyhomesandgardens.com

Garden & Lawn Tools

1. Yardmax Power Trackbarrows

Yardmax

Offered in multiple styles and weight capacities, the YARDMAX line of track barrows includes a Power Trackbarrow with Hydraulic Assist (1,100 lb. capacity) and Power Trackbarrow with Gas Shock Assist (660 lb. capacity) in hopper or flatbed style options. Special features include a 900 Series Briggs & Stratton engine, tracks for all-terrain traction control, heavy-duty, multiple-speed transmission, zero turn radius, instant stop safety controls, solid steel frame, handles and hopper and removable flatbed sides. Starting price of $2,199
www.yardmax.com

2. Re-Grip

Re-Grip

Re-Grip is a multipurpose grip that can be placed on everything from wheelbarrows, spades and shovels to bike handles and fishing poles. It’s an affordable solution for placing or replacing worn-out handle grips on a variety of tools, levers and handles. It’s used by sliding it onto the tool and pulling the tab to unwind the inner coil. The elastic grip will then constrict and form snugly around the handle.
www.re-grip.com

Grow

1. The Salad Box

Hydrofarm

The Salad Box, available exclusively from Hydrofarm, is great for anyone who wants to keep a constant supply of fresh salad greens and herbs handy and ready for harvesting. It can be used outdoors or indoors under grow lights, and fits perfectly under Hydrofarm’s Jump Start 2-foot T5 Grow Light System. Using a passive hydroponics method, the Salad Box requires no electricity and very little maintenance. Featuring 8 plant sites, the Salad Box includes everything needed (except the water) to turn seedlings into salad. Comes with 8 “Root Wraps,” reservoir tray, lid, top-off bottle, net cups, drain plugs and nutrients.
www.hydrofarmgc.com

2. Seed Tape

Olds Garden Seed

Seed tape is convenient, easy to use and eliminates thinning as seeds are evenly spaced on the paper tape. Countertop displays can be merchandised with your seed displays and multiple placements on endcaps and register checkout counters.
www.oldsgardenseed.com

3. Duogrow

SunBlaster Lighting

The Duogrow holds 12 liters of water, releasing it to the roots of the plants in its two pots, as and when the plants need it. This is a great garden for any patio or sundeck. Move your Duogrow indoors with the addition of SunBlaster Lighting and accessories and grow all year round.
www.sunblasterlighting.com

4. Sunburst CMh System

Hydrofarm

Exclusively available from Hydrofarm, the new Sunburst CMh System combines two extremely popular products — the Sunburst and Phantom CMh systems — into a single unit that brings the benefits of ceramic metal halide lighting to small spaces with the Sunburst’s compact, all-in-one format. The Sunburst CMh has a built-in digital ballast designed specifically to run the 315W ceramic metal halide lamp (included), which in this system operates in the horizontal position. The reflector’s interior is 95 percent hammertone aluminum and offers excellent uniformity and diffusion. Offered in two different lamp color temperature options: 3100K or 4200K and features dual input voltage of 120-240V. Carries a 3-year warranty. 
www.hydrofarmgc.com

5. Retail Garden Center Greenhouses

Gothic Arch Greenhouses

Retail Garden Center outlets have very different greenhouse needs than their commercial production and backyard counterparts might. That’s why Gothic Arch Greenhouses has gone to great lengths to ensure our retail garden center customers have access to the very distinct greenhouses, accessories and supplies they require to help their businesses grow. Ideally, a retail garden center is a complete and comprehensive retail facility with areas for living plants, various products, availability for storage and specified areas for shipping and receiving. Our experienced, knowledgeable and friendly staff offers the best customer service in the industry and will get you on the right track. We offer a variety of Retail Garden Centers designed much like a growing house to satisfy your products need for sunlight and appropriate ventilation, so that you are able to sell year round. We provide more economical, mobile, structures that allow additional plant sales, as well as comfort to your customers while shopping. Our complete packages are engineered for simple installation, ready for future expansion and offer superior strength. Within our comprehensive range of structures and products, the possibilities are endless!
www.gothicarchgreenhouses.com

6. Fix-N-Grow

Olds Garden Seed

Fix-N-Grow is a legume inoculant, a mixture of beneficial bacteria suspended in easy-to-use granules. These bacteria take free atmospheric nitrogen and attach it to the roots of beans, peas and cowpeas, where it is converted and used by plants. 
www.oldsgardenseed.com

7. Quadgrow

SunBlaster Lighting

The Quadgrow holds 30 liters of water, releasing it to the roots as the plants need it. Ideal for growing tomatoes, beans, aubergines, peas, peppers and anything else that is a little larger. The Quadgrow can also be moved indoors when desired. 
www.sunblasterlighting.com

Merchandising

1. Flower Tower

Eckert’s Greenhouse

Bring the “wow” to your garden center entrance with our pole displays. Bring the “wow” to your local cities with our Water-and Labor-saving baskets. Bring the “wow” to your retail customers with our Weekender Baskets. All of our baskets have an unheard of 10-year warranty. Our iron fits on any type of pole, round or square, 3 to 8 inches. Beautifying the U.S. and Canada from backyard to main street. 
www.eckertsgreenhouse.com

2. Dura-Bench Original and Ultra Plastic Bench Tops

Southwest Agri-Plastics

Southwest Agri-Plastics is proud to offer Dura-Bench Original and Dura-Bench Ultra plastic bench tops. All Dura-Bench products are engineered to replace wood, wire and expanded metal on greenhouse benches at a comparable price. The non-porous polypropylene plastic material eliminates rot, cracks, splinters, rust and sharp edges that are found on other types of bench tops.
www.swapinc.com

Plants & Seeds

1. Paperwhites Indoor Growing Kit

Netherland Bulb Co.

The Paperwhites Indoor Growing Kit includes one ceramic planter, Paperwhite bulbs, growing medium, burlap bag, bow, and gift tag with planting instructions. The ceramic pot is 5 inches by 5¼ inches and comes in two colors: gold and blue. They are available October through December. 
www.netherlandbulb.com

2. Early Italian Purple Garlic

Irish Eyes Garden Seeds

Early Italian Purple garlic is an easy-to-grow, extremely productive and vigorous softneck variety of garlic with white skin and purple stripes. It yields very large bulbs with as many as 20 cloves per bulb. Better adapted to summer heat than Italian Late, it is widely grown around Gilroy, Calif., the “garlic capital” of the world, and is one of the best varieties for braiding. This variety matures five to 10 days earlier than most others. Harvest fall-planted garlic the following season in late spring or early summer, about 240 days from planting. Harvest spring-planted garlic in the same season, about 90 days from planting. This easy-growing garlic infuses soups, salads and entrees with a sweet and mild flavor. Early Italian Purple is an excellent keeper and can store for up to ten months. A wonderful variety for inexperienced gardeners and those who like low maintenance gardens.
www.irisheyesgardenseeds.com

3. Pixie Plants

Central Florida Ferns & Foliage

The Central Florida Ferns & Foliage Pixie Plants mix is a collection of ferns, foliage and succulents for glass terrarium gardens, container mini-gardens or succulent gardens. Its fern selection includes Pteris, mahogany, maidenhair, bird’s nest, Boston types, Selaginella, Autumn, Korean rock and more; to Ficus, ivy, begonias, Peperomia, Fittonia, Pilea, Hypoestes, palms and baby tears. The 2-inch garden plants give mini gardens variety, texture and interest.
www.cfferns.com

4. Anemone Fantasy^™ ‘Red Riding Hood’ PPAF

Plants Nouveau

‘Red Riding Hood’ is a new, thickly petaled, single-flowered rosey-pink selection that is vigorous and fills pots quickly. Covered in blooms from late July to October, this new selection is a grower and gardener’s dream with many flowers and strong, upright stems. Market these as garden plants planted en masse, and perfect for the front of the border, or as a gift plant in a 6-inch pot for late summer impulse sales. Grows to 18 inches.
www.plantsnouveau.com

5. Edda Boulevard Evipo074

Donahues Clematis Specialists

A very good plant for growing in pots or containers due to its compact, free-flowering habit. Each flower has six but sometimes up to ten petals, giving it almost a semi double appearance. The central petals are usually shorter and paler in color, the outer petals being purple with a darker reddish purple central bar. All have pointed tips. The plant is repeat flowering from late Spring until early Autumn. Grows to a height of 3 to 4 feet and takes a hard prune in early spring. Available from Donahues Clematis Specialists, Faribault, Minn., 507-334-8404.
www.donahuesclematis.com

6. Amaryllis Grand Prix Indoor Growing Kit

Netherland Bulb Co.

The Amaryllis Grand Prix Indoor Growing Kit is built to add beautiful color this winter. The gift kit includes one ceramic planter, one large Amaryllis bulb, growing medium, burlap bag, bow, and gift tag with planting instructions. The ceramic pot is 5 inches by 5¾ inches and comes in three colors: bordeaux, cream and gray. They are available October through December.
www.netherlandbulb.com

7. Balsam Fir Christmas Trees and Wreaths

Amanda-Joe Plantations

Wholesale quality Balsam fir Christmas trees, wreaths and decorations direct from the grower. Offer fresh Balsam fir Christmas trees to your customers for the holidays! Complete your offering with decorated or natural wreaths, porch pots, and more. Wreaths are available in a variety of sizes, and styles. We can accomadate orders for both small and large quantities. 819-889-3214; leo-hamel@hughes.net. 
www.amandajoeplantations.com

8. Organic Seed Collection

Chas C. Hart Seed Co.

From the very beginning, our farms in Maine and Wethersfield, Conn. produced much of the seed we offered for sale. Over the years, we have contracted with growers to produce seed that meets the needs of our demanding family, farmers and gardeners; untreated, weed-free, with a germination percentage that far exceeds the “federal standard.” As USDA “certified” organic varieties became available that still were able to meet those exacting standards, we’ve offered them to our customers. Today, all of the garden seed we offer must still meet every one of those standards, plus we’ve made a commitment not to sell any seed that has been produced through genetic engineering (The GE Free Promise). We offer 24 certified organic varieties in retail packets. These varieties were chosen because they offer many ways to enjoy them; as sprouts, micro-greens, shoots, baby greens, juice, and of course delicious mature vegetables too! There’s even organic nasturtiums for edible flowers. 
www.hartseed.com

Retail Technology

1. Rapid Garden Point-of-Sale Systems

Rapid Garden POS

Green retailers have distinct challenges that standard, off-the-shelf, point-of-sale systems aren’t designed to manage — particularly production oversight of living inventory. Implementing a POS solution built specifically for growers, such as Rapid Garden POS, allows you to effectively:

1. Convert inventory from single units to combined items with production kitting tools. Our system even recommends a suggested price based on items used.

2. Transition growing inventory into larger containers (and price points). Rapid Garden POS works just as easy in reverse for plants that you divide or those that need to be nursed back to a sellable condition.

3. View real-time data, so you can track exactly where your production inventory is and its current status — without the cost of an enterprise-level production management system. Adapt your existing systems and tools into a central solution that manages dispatch and service, delivery, shipping and fulfillment, accounting and more!
www.rapidgardenpos.com

2. The Perfect Plant for Your Website

The Marketing Garden

The Perfect Plant, a customizable plant and pest guide, is now available for garden retailers on their websites. Within seconds, customers can find exactly what they are looking for and create a shopping list, making your time spent with customers more effective and efficient. This new feature is also great for employees to quickly guide customers to plant choices within your nursery. Available as an in-store kiosk and for your website! 
www.themarketinggarden.com

It’s a fundamental concept: people won’t come to your business if they don’t know your brand or what you can do for them. Marketing is a crucial part of any successful business venture, especially for independent garden retailers.

Many businesses consider marketing a costly and complicated proposition, but marketing consultant Jennifer Kerns works with companies hoping to raise their marketing profile without breaking the bank. Kerns delivered a talk during Cultivate’17 about cost-effective methods for marketing on a limited budget, and spoke with Garden Center magazine to extrapolate on these ideas.

GC: For our readers who didn’t attend Cultivate’17, could you give a quick gist of what you discussed during your talk?
JK: At Cultivate, I wanted to convey to small business owners that they could take away some great lessons and ideas from what major brands are currently doing for their marketing strategies.

You might be a small business with limited resources, but that doesn’t mean you can’t do marketing like the major retailers out there. You can learn a lot from Costco, Nordstrom, Maytag and other major retailers, even with a small staff and limited marketing budget. I covered tips and tricks to improve sales without a huge investment.

GC: Even when a business has difficulty finding room in its budget for a marketing campaign, why do you think it’s important to still have a coherent, modern strategy?
JK: It is so important to have a coherent, modern marketing strategy as you need to be continually monitoring your industry and your target audience. With the development of online shopping and at-home delivery services, consumers have more options than ever before. It is easy to not be brand loyal anymore, as there are so many options for what they need available with just a click of the button. You need to stay in the forefront of your target audience’s minds and continually find ways for them to pay attention to your company.

And then there is the educational element that comes along with the green industry. New generations want to get involved with plants, but they are afraid of failure. It’s up to you to educate them and give them the confidence to try. If you just sit back and wait for people to come to your business without engaging them, you will lose them to your competitors.

GC: Are there low-cost marketing tools and resources available to businesses that they may not be aware of?
JK: Of course, I always mention social media as a very cost-effective tool to help your business gain more recognition. It costs nothing to set up a Facebook, Instagram, Twitter, YouTube or LinkedIn account. You can also request control of your Google business location page and post updates there for free. The key to any of these is to pay attention to it. You can’t just create a Facebook page and expect people to automatically come. You must engage in social media by always posting relevant news, responding to comments and injecting fun into it. The best news is that the green industry is so visually vibrant, so there is always something that can be posted and promoted.

Many will say that they don’t have time for social media, but your social media accounts can be managed by multiple people, so you can share the load. Ask your employees to help with developing fun posts. I’m sure a lot of you hire Millennials, and they are perfect helpers when it comes to social media. Give them the task of coming up with fun ways to showcase your business on social media. They will be excited to help as well as become a more engaged employee for you.

Get your customers to help with your social media, too! Create photo opportunities at your business and customers will post for you. That’s an effortless way to get a free marketing boost on social media. You can also run photo contests to get people to tag you in more posts. Get creative and have fun with it!

Advertising on social media is also very affordable and easy to do. Gone are the days of long-lead times and high design costs for newspaper and magazine ads, as you can easily create your own ad on Facebook or Instagram. You can choose your target audience, budget, timeframe and more, all within a few minutes. Then it’s easy to monitor to see how your ad campaign is performing every day. If it’s not giving you the results you want, just stop it. If you like the results, it’s easy to extend it.

Another low cost option: ask your suppliers! Many of your plant and product suppliers have marketing tools to help you sell. If you sell more, then they sell more, so of course they want to help. Reach out to your vendors and ask what they can do for you.

GC: Garden centers have specific strengths that other retailers may not. Do you have any tips particularly for specialty/horticulture retailers like independent garden centers?

JK: 1. Signage. Ever notice the elaborate displays and signage in grocery stores? Those are there to grab your attention and help sell more of that product. Garden center retailers need to be thinking in the same frame of mind.

Make sure your signage is helping you sell. About 68 percent of consumers believe that a business’ signage reflects the quality of its products or services. Think of your in-store signage as your silent salespeople. Although it can’t verbally interact with your customers, it can communicate messages and make a sale as well as your employees. We all know you are busy during the spring rush and your employees might not be able to help everyone, so let your signage sell for you!

Also read: "Good signage is not optional," - http://bit.ly/2eIh4IZ

2. Superior Customer Service. Providing a superior shopping experience makes all the difference in making a customer return and be your brand advocate. The big box stores can’t provide the customer care and knowledge you can, so use it to your advantage.

Make your shopping experience fun and relaxing. Messy stores take away from the fun. I went to a garden store this past spring to shop and there were plants shoved in every nook and cranny. Plant racks were blocking tables so you couldn’t see all your options and the aisles were narrow, making it hard to navigate around other people with a cart. You want your in-store experience to be welcoming and inspiring; not chaotic and overwhelming.

3. Incorporate Samples. Have you ever shopped at Costco? I urge you to check it out and see how successful they are with their free samples carts stationed around the store. According to Dan Ariely, a behavioral economist at Duke University, “Reciprocity is a very, very strong instinct. If somebody does something for you, you really feel a rather surprisingly strong obligation to do something back for them.” Sales of products jump 300 to 600 percent when samples are offered. So how can you do samples in a garden center? Show off fun recipes that you can make with fresh garden ingredients. Make a flavored water refreshment stand and highlight the ingredients used, create a fun salsa recipe and have an end-cap display showcasing the plants customers need to do it at home. When you show people how easy it can be, they will get inspired and try new things. Ask your suppliers for samples. Again, if you can get your customers to buy more, then they sell more too, so they want to help in any way they can.

GC: Any final thoughts on marketing with a limited budget or anything else you’d like to mention?
JK: Never grow complacent in your branding and marketing. Take time at the end of each busy season to analyze how your marketing programs helped your customers, as well as discuss fresh solutions for them. Continually look for ways to improve and offer your customers not only the best plants, but the best shopping experience. Offer to go the extra mile for your customers. It’s worth it.