Page 8 - Griffin Gazette Fall 2015

Finding Your Competitive Advantage with

CustCoommbinations

By Susan Martin, freelance writer for Proven Winners A Proven Sales Initiative
Proven Winners starts with solid research when they plan their
If you’ve attended one of Lloyd Traven’s talks lately, you’ve national combinations each year. Valuable feedback and sales
surely heard him passionately urge his fellow growers to “bring data are pulled from growers, retailers and consumers, then used
your awesome every day.” At his successful wholesale nursery, to develop three new national combinations for 2016—one each
Peace Tree Farm located just north of Philadelphia, Traven and for spring, summer and fall. The program has been expanded from
his enthusiastic staff work diligently to maintain their strategic just one spring combination to three at the request of growers and
marketing advantage of growing unique plants for local specialty retailers who’ve seen tremendous sell-through on these items.
retailers. Their hip products and cool company persona resonate
especially with the next generation of gardeners. What does your Limelight standard hydrangea with
nursery or garden center do better than any of your competitors? Jazz Hands® loropetalum

Differentiate with Customized Combinations
It’s time to look at what differentiates your business. By this point
in the season, you’ve likely evaluated your sales, noted what
worked and what didn’t, and are looking for new ideas to try
next year. Independent retailers who are feeling the pressure from
mass merchants are looking for a competitive advantage.

Top-of-the-line, customized combination containers is one area
where independent garden centers hold an enormous potential
advantage over mass merchants. Go deep in this category—
growing the most stunning combination baskets and containers
available using all kinds of unique plants for sun and shade
surely has the potential to give independent garden centers the
competitive edge.

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