Time For IGCs To Step It Up

One Mid-Atlantic grower wrote us last week after reading Jason Parks’ Perspective Q&A focused on the regressing independent garden center retail channel. The grower asked that her comments in response to Parks’ insights remain anonymous, but she agrees the box store channel is winning and independents need to step up their businesses if they’re to survive.

Her comments:

"I just finished reading the article "A Grower’s Advice for IGCs.” Even though the grower (Jason Parks, Parks Brothers Farm) is from the South and we are from the North, he hit the nail on the head: There are some good and some bad IGCs, just as there are good and bad growers. The thing that people just do not seem to realize is there is a large disconnect between growers and IGCs.

"Ask an IGC in the fall what they are looking for for spring and you get a blank stare. Or if there is an answer and you provide it come spring, you can hear the crickets chirp for the product they wanted but are not taking.

"We have found there is no planning on a lot of the IGCs’ parts. They don’t want to have any inventory of plants carried over from week to week; just enough to get them through and as close to the weekend as possible. They do not want to take care of the material or put any effort in their own stores – then they whine about the box stores taking their business!

"Well, wake up! The box stores are open early and late when people are buying. They’re there for the impulse buying because they have material all the time – not just on the weekend. They have material after Memorial Day! No wonder the box stores are winning.

"This industry needs to start educating the general public better. Most of them do not know how to garden anymore. We need to teach them. In the past, the IGCs were better at that than the box stores, but I am not sure of that anymore."

Leave a Reply

3 comments on “Time For IGCs To Step It Up

  1. She nailed it spot on…. I could not have said it any better. The IGCs want the wholesalers to carry the weight and pull them through at the very last second when they don’t have material because THEY DID NOT PLAN AHEAD.

  2. Regarding the comments from the Mid-Atlantic grower: I am in general agreement with her perspective on many IGCs needing to step up their games substantially to avoid losing the last 25% of market share to the big boxes. However, her last comment regarding teaching the general public how to garden is representative of the same blind spot shared by IGCs and many growers: Most of the general public, as shown by our industry’s own surveys, does not want to learn how to garden, they want us to provide plants for them in a fashion that allows them to enjoy them in their landscape and on their patios and decks without having to become gardeners. Successful retailers will capitalize on this in their products, marketing and merchandising; successful growers will find ways to provide these products. Focusing efforts on a small and declining share of the market is an exercise in futility that will end in failure, the handful of true gardeners will find and enjoy the product we provide, mostly regardless of where and how it is presented to them. New market growth exists with non gardeners that want nice live outdoor decoration.

  3. What we are facing is bothabove comments are equally a problem. I think the bigger problem is that the large growers don’t want to be bothered with the assortment needed for the large igcs secondly if a grower does grow the assortment the igc does not want to commit to the product so the risk is on the growe, thirdly the igc is loosing the foot traffic to the box stoes , because we live in the half hour society and the new generation wants it now and instant success and beauty. I agree we as an igc have to change but with the economy and the instant society we are in a tough market, competing for the very samll descrectionary dollars. hope we can survive

More From Marketing...
protecting bees and pollinators video

March 31, 2015

New Video On Protecting Bees And Pollinators Educates Horticulture Industry Professionals

A new educational video that provides information on the horticultural industry’s essential role in bee and pollinator stewardship is one result of industry collaboration by the Horticultural Research Institute, AmericanHort, Society of American Florists and the American Floral Endowment. “Protecting Bees & Pollinators: What Horticulture Needs to Know,” narrates the current state of bee and pollinator health, provides information on factors that impact pollinators and the environment and underscores the beneficial role horticulture plays in providing healthy pollinator ecosystems.

Read More
Basil_Persian-AAS2015_620x329

March 31, 2015

California Summer Vegetable Trials To Be Hosted By National Garden Bureau Members

Vegetable breeding companies will come together this August to host the Summer Vegetable Trials in California. Like the long-standing California Spring Trials that are held annually in California, attendees will have the opportunity to visit breeding companies' trial sites in seven locations throughout the state, from August 20-21, 2015. National Garden Bureau (NGB), the non-profit organization promoting gardening on behalf of the horticulture industry, is organizing and publicizing this event on behalf of its members.

Read More
DNA-logo

March 31, 2015

DNA Green Group Will Acquire Rijnplant

DNA Green Group and Riknplant have finalized DNA Green Group's acquisition of Rijnplant, meaning that the breeding and propagation activities in pot and cut anthurium, bougainvillea and heliconia will transfer to DNA Green Group.

Read More
Latest Stories
Rose rosette on Knockout rose, April 2012. Photo credit: Alan Windham, University of Tennessee

March 25, 2015

$58 Million In APHIS Farm Bill Funding Will Support Hor…

Nearly $58 million as been allocated by the USDA's Animal and Plant Health Inspection Service (APHIS) to support the industry's Plant Pest and Disease Management and Disaster Prevention Program, under Farm Bill Section 10007. The program will support mitigation efforts for specialty crops, including providing research and other funding to address plant pest and disease priorities for the specialty crop industry, including floriculture and nursery crops.

Read More
National Floriculture Forum 2015 029

March 18, 2015

2015 National Floriculture Forum Focuses On Marketing I…

The 2015 National Floriculture Forum, held March 6 to 7 in Minneapolis, Minn., zeroed in on the topic of marketing in horticulture and included visits to Gertens Greenhouses and Garden Center, Bailey Nurseries, Bachman’s Floral, Home and Garden and Tangletown Gardens. The annual meeting allows greenhouse and floriculture faculty, graduate students and industry partners to meet and share updates on current research, issues and initiatives.

Read More

February 18, 2015

Range Of Nursery Inspections To Protect Patented Plants…

Plant patents are under protection, and breeders are fighting for their rights to keep growers from illegally propagating protected varieties. It's something you don't want to take a chance on, because the risk is far higher than the reward. More than 300 inspections were carried out last year from New York to British Columbia and from Ontario to Florida to protect plant patents, Plant Breeders’ Rights (PBR) and branded programs.

Read More

February 4, 2015

TPIE 2015: An Electrified Industry Vibe Boosts Cool New…

The general feeling at the Florida Nursery Growers and Landscape Association's 2015 Tropical Industry Exhibition (TPIE) was upbeat and positive. Attendees were inspired by exciting new products and varieties, as well as creative new displays and innovative ideas and left energized for the season ahead.

Read More
Costa Farms Website

January 21, 2015

Costa Farms’ Launches New Interactive Website

Costa Farms is making efforts to educate consumers while pushing horticultural digital marketing forward with the re-design of its website. The new website features a fresh design and improved navigation, as well as a plant finder that gives gardeners easy access to plant information.

Read More

January 5, 2015

Growers Are Successfully Marketing The Benefits Of Pla…

Growers who are already marketing plant benefits and gardening as a lifestyle say they think this could be the best angle for the floriculture industry to promote our products.

Read More

January 5, 2015

Plants Love You Campaign Raises Plant Benefits To Foref…

Plants make us feel good. It’s a no-brainer, backed by numerous studies, but there’s more to the story. And it’s one the Canadian Ornamental Horticulture Alliance (COHA) hopes its Plants Love You campaign will tell in such a way that it will inspire people to make plants a part of their life, and on a bigger scale. COHA is an alliance between the Canadian Nursery Landscape Association (CNLA), the Fédération Interdisciplinaire De L’Horticulture Ornementqale Du Québec (FIHOQ) and Flowers Canada Growers (FCG). Inspiration for The Plants Love You campaign came from COHA’s research, which revealed that 96 percent of consumers surveyed have a favorable attitude toward plants. When COHA delved deeper into the numbers, one thing stood out loud and clear. “It quickly became apparent that while consumers like plants because they are pretty and make them feel good, few understood the environmental and health benefits plants offer.” says Frank […]

Read More

December 9, 2014

New Website For PanAmerican Seed

PanAmerican Seed's new website is mobile-friendly and has a fresh look and enhanced navigation.

Read More
What’s a pumpulent? It’s a pumpkin planted with succulents, and it’s also one of the ways Altum’s is catching customers’ attention with new products and modern marketing.

December 1, 2014

9 Digital Marketing Resolutions For 2015

Whatever your experience with digital marketing, here’s some advice for keeping your business progressing into the new year.

Read More

November 25, 2014

Conley’s Launches New Website

Conley’s Manufacturing and Sales recently launched its newly designed website, which was redesigned to create a user-friendly digital environment for customers to explore Conley's products.

Read More

November 17, 2014

Canada’s Plants Love You Campaign Educates Consum…

In a cooperative effort to promote the benefits of plants to consumers, the Canadian Ornamental Horticulture Alliance (COHA) recently launched its Plants Love You campaign to make consumers more aware of the health, environmental and economic benefits of plants.

Read More
Supertunia® Vista Bubblegum™ Petunia from Proven Winners

November 11, 2014

Plantbid Offers New Tool For Growers, Plant Buyers

Plantbid is touted as a revolutionary new tool that allows plant buyers to purchase their whole plant list at one time, from growers who provide their complete availability online. According to the company, this new offering could change the way growers and landscapers do business.

Read More
Dahlia Dahlinova Temptation Lavender from Dummen Fides Oro

November 10, 2014

Bas Pellenaars Takes On New Role As Brand Manager For D…

Dümmen group announces the transition of Bas Pellenaars from area manager to brand manager.

Read More

October 28, 2014

Zombie Adventures Are Back: GGS Releases Premiere Of Ne…

What's good for plants, but bad for zombies? GGS structures. The company released a new promotional video to get growers in the spirit of Halloween. GGS Structures ran a series of zombie movies last year, and this year, something new was released October 24.

Read More
Suzanne McKee

October 27, 2014

Use Your Data To Make Smarter Marketing Decisions

Learn which marketing metrics are important to your business, measure successes and learn where changes are needed.

Read More
Sara Tambascio

October 2, 2014

How To Measure The Success Of Your Digital Marketing

Take a look at these metrics in your digital marketing to see if you’re connecting with your audience or just adding to the clutter.

Read More

September 26, 2014

How To Get The Digital Generation Into The Garden: Gard…

Capture millennials’ gardening interests with these marketing tips.

Read More
The Joseph Shinoda Memorial Scholarship Foundation

September 9, 2014

Shinoda Foundation Contributes Nearly $15,000 In Schola…

Based in California, the Joseph Shinoda Memorial Foundation's mission is to encourage educational opportunities for young people interested in entering the industry. Since 1965, the foundation has awarded $790,000 to more than 660 undergraduate floriculture students.

Read More