The HTA has launched a new guide to help growers sell their plants more easily.
The ‘Selling Plants Profitably’ guide is designed to assist people involved in selling garden plants to sell them in independent garden retailers. The guide highlights the commercial value of buying UK-grown plants and provides growers with a wide range of tools to use in discussions and negotiations with buyers.
The association says the objective of the guide is to pre-empt a decline in the value of the garden plant market, enabling profitability for both retailer and supplier.
The guide, which is written specifically for sales staff at nursery businesses, could also be used by people in retail who are making the six key ‘plant buying decisions’ - what to buy, who to buy it from, how much to pay for it, how much to sell it for, how much to buy, and how to promote it.
The guide uses four components to identify opportunities to increase profitability: range, quality, price and promotion; and draws on the latest market research to show how growers can work with the buyer to construct a ‘logical’ range of good quality plants, and develop effective promotional plans
The HTA’s business development director, Tim Briercliffe, said: “It is vital that the UK garden market retains its value and the purpose of this plant selling guide is to enable growers to improve profitability for both themselves and their customers. The guide demonstrates how lower prices need not be the only weapon that can be used to compete with increasing imports. It offers additional topics of discussion between trading partners that will ultimately strengthen the industry and enable the UK market to move forwards positively.”
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