Author Archives: Jerry Montgomery

About Jerry Montgomery

Jerry Montgomery ( is a veteran of the floriculture industry who has worked for distributor companies, breeders and large growers with a focus on sales and marketing. As an industry consultant, Montgomery works for large growers, distributors and breeder/producers. His focus is to understand the market dynamics from breeder to consumer through intense retail travel, visiting about 2,700 stores since 2008.

Patio Containers In Chicago: Garden Retail Report

It is fairly clear that many in this industry believe patio containers are important SKUs because the consumer wants the convenience of buying plant décor that can be taken home and set in place. There are thousands of recipes being offered by breeders and brokers so the choice of looks is unlimited. Unfortunately, many of

The Changing Role Of The Plant Broker

The role of the plant broker is undergoing some significant changes with new entrants starting to impact how the channel operates. Over the last six months, major changes have occurred to this portion of the supply chain. Some prominent examples are: • Griffin Greenhouse Supply acquired Syngenta Horticultural Services (SHS) from Syngenta.• ePlantSource, an online

The Art Of Selling: Ask the Right Questions

My favorite sales cliché is, “Selling is not telling,” meaning, “Don’t talk too much.” Your goal in selling is getting the customer to talk. The way to accomplish this is by asking questions that require long responses. These questions are called open-ended questions, and they are the ones that cannot be answered with a yes