August 2020 - 13

BIRDING
they're used to buying relatively inexpensive seed ... but
when you look at the benefits and the cost, it's really not that
much more expensive. "
Products and Seasonality
For most regions of the country, there isn't really an
" offseason " for birding - most people who take serious
interest in birding do so year-round. But there are certain
seasonal product offerings Brenneman recommended
keeping in stock.
" In the summer, hummingbird feeders and food are excellent
to keep on hand, and accessories like brushes, " Brenneman
says. " Those sales will drop off some during the winter, but
there are certain products, like glass hummingbird feeders,
that are functional and make great gifts for Mother's Day,
Christmas, occasions like that ... so it's important to keep those
types of things on your shelf year-round. "
Along with hummingbird feeders in the summer, other
seasonal products that garden centers and nurseries can
keep in stock include bluebird houses and cavity nesting
products, which are most popular in the spring. But making
sure to keep the basics in stock, such as quality bird seed and
a wide array of bird feeders, is what will ultimately keep your
customers coming back.
" Bird feeders are obviously year-round, so those are
important, and bird seed is what keeps a lot of [your
customers] coming back to your store, " he says. " They're
going to buy, run out, and come back and get some more
... it brings your customers back and they can look at other
products, like bluebird houses or hummingbird feeders. "
Ultimately, Brenneman says, starting with the basics and
educating not only your customers, but yourself, is a great
place to start.
" You have to start by just looking at the basics and going from
there, " Brenneman said. " You need good quality seed, some
good quality feeders, some sort of a pole system offering to hang
them on ... if you get those, you've got a really good start. "
Getting Started and Increasing Sales
After working with Brenneman to expand their birding
offerings, Cold Creek saw not only an increase in interest, but
an increase in foot traffic and sales as well.
" I had a large customer base that I brought with me, too, as
they advertised that I was [at Cold Creek] now, " Brenneman
says. " But [adding more birding products] definitely increased
their sales considerably from what they had before. "
Whether your independent garden center or nursery is
looking to start a birding section from scratch or expanding
the pre-existing selection, Brenneman says that quality and
education are two aspects that will be the most vital to the
success of the birding sales.
" Sometimes when folks consider getting into the birding
business or expanding (their product offerings), they look at
the big-box stores and wonder how to compete, " he says. " If
you've got quality products, and you've got someone there
that can help educate folks when they have problems or
questions ... I really think there is a small niche there for the
small independents to succeed. "
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August 2020

Table of Contents for the Digital Edition of August 2020
