Cha-ching! (8-3)

Johnson's Florist & Garden Centers in the Washington D.C. area not only tout birding as a pastime; they show just what steps customers need to take to enjoy it to the max.

One key to success? The three-location retailer sells expensive seed -- AND supplies evidence why customers should buy expensive seed. "With less expensive products there is more waste as they contain 'fillers' that most birds spurn," the company's staff posts in marketing material in the birding section. "Wasted seed provides a breeding ground for bacteria and mold that can harm birds. Conversely, more expensive products give you less waste because they contain the seeds and grains that attract most birds. Suet is a good choice for attracting insect-eating birds."

That's not only solution-based marketing; it's upselling at its best. It's little wonder, then, that Johnson's Florist & Garden Centers is among Garden Center magazine's Top 100 Garden Centers for 2011. We're guessing, too, that with this kind of "Cha-ching!" mindset, the store will stay there a while.

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