Author Archives: Jerry Montgomery

About Jerry Montgomery

Jerry Montgomery (mrplug@cfl.rr.com) 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.

2012 Poinsettia Sales At Big Box Stores

After visiting 64 big box stores in Florida and Michigan, I observed little change from last season in terms of the poinsettia market. I would say, however, the fact that Black Friday has now turned into Filthy Thursday is getting old and tired, with the industry featuring a $0.99 poinsettia that in some cases may

The Art Of Selling: How To Think Like A Consultant

Forget about your needs like sales quotas, commission and sales incentives and serve your customers the way a consultant would. Focus on three things: Helping your customer make money Helping your customer save money Making your customer more competitive If you concentrate on these areas, your sales and income will increase. You will be viewed

The Art Of Selling: Building Strong Business Relationships

In today’s highly competitive business world, product lifecycles are shortened, and there is an increased ability to quickly copy or replicate industry-leading products. This makes the relationship between the customer and the salesperson even more important. It also means the knowledge and experience of the seller is more valuable than ever. Good salespeople are getting

The Art Of Selling: The Role The Seller Plays

Selling  is an art backed by scientific research on consumer emotions. To become a professional seller, it is critical to understand your role in the process, and then become an expert on how the customer makes the buying decision. This month we will discuss the roles the seller plays. These include Trusted Advisor, Resource Allocator

Tap Into The Edibles Market

The economic downturn we have endured since 2008 has clearly impacted what consumers buy and how much they are willing to spend. In our industry, people have chosen food over flowers. According to the National Gardening Association (NGA)’s 2012 National Gardening Survey, food gardening has higher revenues at $2.7 billion than flower gardening with revenues

Garden Retail 2012: Observations in Philadelphia

The weather was cool and overcast in Philadephia on May 5 and 6, 2012, with temperatures ranging from the mid-50s in the mornings and the mid-to-high 60s during the day, with no sun until late afternoon on Sunday. Overall it was a disappointing weekend with consumer traffic far below norm for a May weekend. It

Garden Retail 2012: Observations In Baltimore

The weather was perfect for shopping and gardening in Baltimore on May 12 and 13, 2012, with temperatures in the 60s during the mornings and hitting in the low 80s by afternoon with very low humidity. Shoppers were out in full force and the store traffic was really heavy. Finally, after several cold, wet weekends,

Garden Retail 2012: Observations In Cleveland, Ohio

The weather was warm on May 27 and 28, 2012, in the 80s, and the shoppers were out in force buying plants and a lot of related garden items. It should have been a great retail weekend for growers and retailers. This is another market where Home Depot is the most dominant, displaying good-quality green

Garden Retail 2012: Observations In Charlotte, N.C.

The weather on Saturday, April 28, 2012, was overcast and in the low 60s (farenheit). This obviously impacted the shopper turnout, which was extremely low and very disappointing. However, on Sunday the 29th the sun came out and the temperatures zoomed into the low 80s by afternoon; stores were filled with shoppers. Lowe’s In Charlotte

Garden Retail 2012: Observations On Spring From Jerry Montgomery

After enduring the spring of 2011 — arguably one of the worst years weather-wise in the past two decades — 2012 brought a spark back to the industry. A number of areas, especially in parts of the West, encountered really good weather. Other areas had a good start with many reporting record sales in March,