A practical method for selling premium soils

Heather Colburn of FoxFarm Soil and Fertilizer Company recommends that garden centers let their plants sell quality soil for them. In other words, if the plants grow and thrive, they’re getting the nutrients from their soil. And this is direct evidence to attract customers to buy premium soils.

She also recommends a practical solution to selling FoxFarm’s soils. “One garden center I know does a sale of their pottery every year, and they offer free planting with a purchase of FoxFarm soils. Not only do they sell most of their inventory of containers, they sell a lot of soil and plants to go along with it. Their staff teaches the customer while they plant it up on the care of the plant as well. It is a great way to market.

“Finally, the best way to market our products is the old saying, ‘if you show them, they will come.’ Put a banner up or do a quick ad mentioning you are carrying FoxFarm products and they will come,” adds Colburn.

--Wendy Komancheck