February 2020 - 24

DIRTY SECRETS
idea and a new goal for a better-quality sale - and if your
hellebore selection sells out fast, you might even build
in some urgency, too. I've seen fistfights break out over
hellebores in garden centers when selection gets low on
certain fancy cultivars like 'Penny's Pink'!
Helping a customer from Sales Type No. 2
" Welcome back, Kathy! Did you see the hellebores are
all in now? I set aside a few of the newer ones for you
today to look at before they sell out. Last year, I recall you
mentioning that you had paired them with some amazing
ferns, early bulbs and astilbe; how did that work out? It
was a bit hot for them in that spot, you say? In our bare
root shrub section, we just got the most amazing 'Lemony
Lace' ninebarks that will offer just a bit of shade in that
spot for the other plants. Follow me and I'll show you! "
Kathy was already accustomed to spending money on
collecting hellebores and other perennials for her early
spring garden, but the larger " furniture " pieces of her
design weren't in place yet to protect her investment.
Here, we've not only reaffirmed with Kathy that her
choices are great, but that we're in it with her and her
goals are being tended to by a team that's on her side.
Functionally, it might look something like this:
Customer, Year One: Buys the " grab-and-go " little box
of a few primroses, violas and early bulbs about to bloom,
but learns about " fancy " primroses that are reliable
perennials too.
Customer, Year Two: Buys the " grab-and-go " little box of
a few primroses, except this time they're fancy quart-sized
24 | LAWN & GARDEN RETAILER | FEBRUARY 2020
cultivars, violas and early bulbs about to bloom. They're
also adding an adorable fern and a little groundcover to
pair with them.
Customer, Year Three: Buys the same " grab-and-go " little
box of a few fancy primroses, violas and early bulbs about
to bloom, but now not only are they adding an adorable
fern and a little groundcover, but also a lovely heuchera
that is the perfect color echo to the hellebore.
You can actively participate and promote this idea
through posters, email, classes and events throughout
the year, whether your customer is buying veggie starts,
ornamentals, seeds or even tools and hardgoods. The
concept of partnering with your customers to meet their
garden goals by using relational sales and goal stacking is
smart business.
Christina Salwitz, the Personal Garden Coach, is a container
designer, public speaker, horticultural guidance counselor, service
provider for The Garden Center Group and photojournalist
based in Renton, Washington. She can be reached at
personalgardencoach@comcast.net.

February 2020

Table of Contents for the Digital Edition of February 2020

February 2020 - 1
February 2020 - 2
February 2020 - 3
February 2020 - 4
February 2020 - 5
February 2020 - 6
February 2020 - 7
February 2020 - 8
February 2020 - 9
February 2020 - 10
February 2020 - 11
February 2020 - 12
February 2020 - 13
February 2020 - 14
February 2020 - 15
February 2020 - 16
February 2020 - 17
February 2020 - 18
February 2020 - 19
February 2020 - 20
February 2020 - 21
February 2020 - 22
February 2020 - 23
February 2020 - 24
February 2020 - 25
February 2020 - 26
February 2020 - 27
February 2020 - 28
February 2020 - 29
February 2020 - 30
February 2020 - 31
February 2020 - 32
February 2020 - 33
February 2020 - 34
February 2020 - 35
February 2020 - 36
February 2020 - 37
February 2020 - 38
February 2020 - 39
February 2020 - 40
February 2020 - 41
February 2020 - 42
February 2020 - 43
February 2020 - 44
February 2020 - 45
February 2020 - 46
February 2020 - 47
February 2020 - 48
February 2020 - 49
February 2020 - 50
February 2020 - 51
February 2020 - 52
https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2024
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2024
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2024
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2024
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2024
https://www.nxtbook.com/greatamericanmediaservices/LGR/november-december-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/july-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/june-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/thrive-guide-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2023
https://www.nxtbook.com/greatamericanmediaservices/LGR/lgr-november-december-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/lgr-july-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/june-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/thriveguide-2022
https://www.nxtbook.com/greatamericanmediaservices/LGR/november-december-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/july-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/june-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/thriveguide-2021
https://www.nxtbook.com/greatamericanmediaservices/LGR/november-december-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/july-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/june-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2020
https://www.nxtbook.com/greatamericanmediaservices/LGR/november-december-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/september-october-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/august-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/july-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/june-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/may-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/april-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/march-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/february-2019
https://www.nxtbook.com/greatamericanmediaservices/LGR/january-2019
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