Pete Gilmore, owner of Woodside Greenhouse in
“In our market, the relationship is still that old, friendly adversary type of relationship. Some retailers either don’t have the time to sit down and put orders together for the upcoming season, or they don’t want to risk making the commitment. Obviously there is risk on both sides, but we need to get past that,” Gilmore said.
Wholesale customers who say, “we want the same as last year,” or “you know what we need,” may be doing a disservice to their business because the grower may not always “know what they need,” he said.
“With today’s margin realties, growers can’t afford to guess wrong anymore,” he said. “If we can’t change and work together, retailers will end up having a hard time finding plants when they need them. I believe that is happening already in our area.”
Commitment to quality
Growing a high-quality plant is one step toward getting independent retailers to commit to sales.
“We are known for growing high-quality geraniums and specialty annuals in particular,” Gilmore said. “We also have combination planters that move away from the standard recipes.”
Woodside grows geraniums, specialty annuals, bedding plants, combination baskets and planters, and some fall mums and pansies. Gilmore owns Woodside with his wife Marie Dion Gilmore. Sizes range from 4 1/2- to 14-inch pots. Woodside sells to independent garden centers regionally and landscape contractors. Business with landscape contractors is growing, thanks in part to the massive estates in the area. Woodside contract grows for Bell Nursery during spring. Plant material is available from March through November. Woodside also maintains a small retail operation onsite.
Demand for combination planters is increasing exponentially. In 2008, Woodside plans to have combination planters for wholesale and retail sales every week from April through November, changing the plant material to match the season.
“Our retail customers tell us they are going to containers because their water bills really jump when they have to water flower beds. Our summer weather has been hot and dry for the last several years so even when homeowners are able to water their beds the plants are really just in survival mode,” he said.
Dealing with higher fuel costs
Gilmore has made some production adjustments because of fuel costs. After the 2005 Christmas season, Woodside dropped wholesale production of poinsettias in part because of the increases in heating oil prices.
“But we had so many requests from our retail customers for poinsettias that we grew a small crop in 2007. With oil costs approaching $3 a gallon, we will have to re-evaluate whether or not it is worth doing it again,” he said.
In fall 2007, Gilmore brought in plugs and rooted liners instead of propagating them himself because of the price of heating oil.
“The later we can open up the houses, the better,” he said. “Almost all of our cost increases are tied back to oil.”
Despite some of the challenges in the industry, Gilmore still enjoys the business.
“Being in the greenhouse, growing plants and meeting the daily challenges is very satisfying. No matter what is going on when you are watering those plants at 6 a.m. on a beautiful, early-spring morning, and you can stop and think about why we are in this crazy business, it makes it all seem worthwhile.”
High-growth area boosts retail division
Woodside Greenhouse manages a small retail operation at the front of its greenhouse range. Ridgley, Md. is still rural, but there’s a lot of planned development in the area, said Pete Gilmore, owner of Woodside.
Retail sales begin in March and last through Christmas. Woodside sells plant material and some gift items. Gilmore is planning to build a separate retail space for an improved sales area and room for hard goods and nursery crops to complement the annuals, perennials and combination baskets and planters.
For more: Woodside Greenhouse, (410) 479-9175; www.woodsidegreenhouse.com.
Woodside Greenhouse
Founded: In the mid-1980s by Richard and Doreen Vogel. Current owners Pete and Marie Dion Gilmore purchased the business in 2002.
Location: Ridgely,
Market: Independent garden centers and landscape contractors.
Crops: Primarily geraniums, specialty annuals, bedding plants and combination baskets.
Production space: 55,000 square feet.
Employees: Up to 10 during the peak season.
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- Kelli Rodda