looking After The Bird in the Hand

With so much techie driven information being thrown at us from every angle it is very easy for garden centres to get too wrapped up in QR codes, e-shops and Facebook pages to the detriment of floor sales.

With such a dreadful start to the season, garden centres should be making the most from the dedicated souls that do venture in to their stores.

So it should be back to basics!

Skills such as up-selling, link-sales, effective merchandising and basic customer care should be at the forefront of any business at the moment. Garden centres need to be making the most of - and from - each and every customer that crosses their threshold, as these are customers with a purpose and purchase in mind. They are the seasoned gardeners not the impulse driven, fair weather ones that the sector relies on in good weather. They are the ones who will listen to your advice, and trust and act upon it.

Although the customer count may be down the customer spend should be up as staff should have more time to spend with them and sell to them, utilising all the tricks of the trade plus of course timely and relevant advice.

With less traffic through the store there should be no excuses for shoddy merchandising, not meeting and greeting customers and not practicing the lost art of selling. Apart from everything else it’s good practice and training for when the season does kick off.

Because it really is true about ‘The Bird in the Hand’, now more than ever.

Key points to remember:

• Make sure staff actively engage all customers with a smile
• Never miss an opportunity to up-sell or tag on that added sale
• Get staff to sell themselves as gardening gurus!
• Merchandising should combine inspiration with link-sales
• Don’t drop your prices but do have value promotions
• Don’t complain to customers about how quiet it is – be positive!
• Thank your customers for visiting with a little gift

Sad Signage?

It still amazes me what people write on their POS signage.

Too many words, negative comments such as 'Dislikes Lime' or 'Hates Sunshine', or worse again no sign at all or something that just says the Latin name of the plant and the price!

Your signs should give people a reason to buy your plants.

Does yours?

March On

After a cold February that seemed to only benefit bird care sales it's good at least that the sun is shining. If last weekend is anything to go by customers are finally coming out of hibernation.

Having said that, the garden centres doing best at the moment are the ones who are well stocked, running events and talks, and those with some on-site food offering.

Preferably all three...

Merchandising, link sales and hot offers are the key to taking advantage of the customers who do come in, so don't be left behind.

Have a great March and call me if you need any help.

Are you ready?

Although it was a pretty rotten January there is still a need for optimism for the coming season.

Good weather could be just around the corner and everyone needs to make the most of it when it comes.

Has your store had a good Spring clean?

Are you adequately stocked?

Have you created a promotion and event planner?

Are you ready to SELL?

Don't get caught on the hop!

Here's to a New Year

Take a close look at the object on the right of the screen. It is in fact a celestial body called 'The Sun'.

Perhaps if we all concentrate on it REALLY hard it might shine this year.

Happy Sunny New Year!

I am now booking Spring planning days so get in touch.

Liam

Inventing Eventing

I remember posting previously about how events would be very important to garden centres and other retailers this year and this has turned out to be very true.

And at this time of year the more family orientated events you can do - within reason - the better, so far as bringing people into the your store.

Of course that's only half the battle. Once they are in you need to entice, cajole and persuade them to part with their money. I hope you all have that sorted...

If not, give me a call!

New Logo Launch!

Just launched my new logo today.

I thought it needed a bit of modernisation and flair...

Will post a proper post soon.