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...

May 6, 2015

Orange Is The New Green: An Interview With Dümmen Orange’s Kate Santos

The day the news came out about the name change of DNA Green Group to Dümmen Orange, and everything that meant for the large flower breeding conglomerate, Greenhouse Grower Editor Laura Drotleff talked with Dümmen Orange Operations Manager Kate Santos about what the identity shift would mean for the company, its customers and ultimately for consumers. What’s going to happen to the brands and what was behind the decision to do away with those brands and consolidate? A key objective for our organization in moving to one corporate brand is to continue to stay true to the heritage and history of the individual brands that have made us what we are today and what we will build the future of our company upon. For this reason, some of those brands that have a deep-rooted history and much more recognition within the market, will have a longer persistence in our overall […]

Read More
USDA Logo

May 6, 2015

USDA Awards $10 Million In Grants To Universities To Address Water Issues

More than $10 million has been awarded to U.S. universities to address critical water problems, such as water quality and availability, in rural and agricultural watersheds across the country. The awards were made through the U.S. Department of Agriculture’s National Institute of Food and Agriculture (NIFA) Agriculture and Food Research Initiative (AFRI) Water for Agriculture challenge area and the National Integrated Water Quality Program (NIWQP). “Water is our most precious resource, one that is essential for both human survival and well-being and for our ability to grow our crops and livestock,” says Sonny Ramaswamy, NIFA director. “By funding research, Extension and education for citizens and the agriculture community, we are able to proactively create solutions to water-related issues like drought and its impact on food security.” The AFRI Water for Agriculture challenge area was first introduced in fiscal year (FY) 2014, and these grants represent the first year of funding for the program. Funded […]

Read More
Coleus-Campfire-BallFloraPlant

May 6, 2015

Costa Farms Releases 2015 Midseason Top Performers

Costa Farms has announced the mid-season top performers in its 2015 Season Premier Trial Garden. Its research and development team has been working to grow and evaluate hundreds of varieties and their findings have been published online.The plants presented in the report have thrived in Miami’s mid-spring conditions. Every spring, the company’s research and development team trials more than 500 varieties of annuals, perennials and tropical plants from plant breeders around the world. All of the varieties have been tested in Costa Farms’ 2-acre Season Premier Trial Garden in Miami, Fla. The team assesses the plants for abundance of bloom, crop uniformity and overall performance. Within the report, the varieties are organized by their color. “There’s one thing pretty much everyone who shops has in mind when they step into a garden center: color,” the report states. Because of that, the report is divided by hue, so everyone can zero in on their favorite. Click here to […]

Read More
Latest Stories

May 6, 2015

Orange Is The New Green: An Interview With Dümmen Orang…

The day the news came out about the name change of DNA Green Group to Dümmen Orange, and everything that meant for the large flower breeding conglomerate, Greenhouse Grower Editor Laura Drotleff talked with Dümmen Orange Operations Manager Kate Santos about what the identity shift would mean for the company, its customers and ultimately for consumers. What’s going to happen to the brands and what was behind the decision to do away with those brands and consolidate? A key objective for our organization in moving to one corporate brand is to continue to stay true to the heritage and history of the individual brands that have made us what we are today and what we will build the future of our company upon. For this reason, some of those brands that have a deep-rooted history and much more recognition within the market, will have a longer persistence in our overall […]

Read More

May 1, 2015

Restoration Landscapes: A Specialized Market For Nativ…

Restoration landscapes, depending on their purpose, often require straight native species, along with a confirmation of their known provenance. Research is key in this area and good recordkeeping is a must.

Read More
Dummen_Begonia_UnbelieveableFirstKiss

April 29, 2015

Dümmen Orange Is The New Name For DNA Green Group

DNA Green Group has a new name: Dümmen Orange. The company revealed its new name, the and brand values at all of its facilities in 16 countries on Thursday, April 23. The well-known corporate brands Lex+, Bartels, Terra Nigra, Dümmen Group, Agribio China, Agribio Colombia, Oro, PLA, as well as the production locations, are changing their identities immediately to Dümmen Orange. Other established brands like Rijnplant, Ecke, Oglevee, Red Fox, Fides, Japan Agribio and Barberet & Blanc will convert over limited time. The company’s CEO Biense Visser calls it a logical next step. “All companies that have been acquired have a rich and successful history,” Visser says. “We have always tried to respect that heritage. Doing so, we created confusion for our customers. Our employees expressed a preference for a more uniform approach to the market, too. That is why we have chosen one large umbrella brand that embraces the entire […]

Read More

April 15, 2015

Redesigned SunPatiens Website Offers New Tools For Saka…

Sakata Seed America's new and improved SunPatiens website launched March 1, 2015 and provides growing information, marketing support, product location and many more tools to encourage consumer success with SunPatiens.

Read More
Keenland

April 13, 2015

Proven Winners Partners With Award-Winning Designer Jon…

Proven Winners will partner with award-winning garden designer, author and fine living expert Jon Carloftis on a new series of four LIFE + STYLE events in 2015. In true Carloftis style, food and spirits will be paired with inspiring architecture and innovative garden designs featuring Proven Winners plants.

Read More

April 13, 2015

New Consumer Website Makes Buying Roses Easier

A new website has been created as a resource tool for gardeners who are looking for a rose that fits their needs. This website is 100% consumer focused and will inspire confidence and promote rose gardening to the next generation of gardeners. Visitors will also find links to connect on social networks, such as Facebook and Pinterest. The website promotes roses, not specific brands, and that is what makes it unique.

Read More
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