GTN March 2017 by Garden Trade News

gtn MARCH 2017

Advice and information for garden centre professionals

gardentradenews.co.uk

New season, new feeds

Vitax’s new feed range is proving to be popular with the enthusiastic and experienced gardener Gardeners looking for specialist feeds are in for a treat this spring as Vitax’s new specialist feed range has hit the shelves in time for the new growing season. Already proving popular amongst gardeners looking for specific fertilisers to meet their plants’ growing needs, Vitax’s new range consists of two granular and one liquid feed. Hydrangea Feed and Buxus Feed are available in a 1kg waterproof pouch so they can be displayed next to plants in outdoor areas. A firm favourite amongst flower growers due to their size and stunning colours, hydrangeas will flourish with Vitax’s new Hydrangea Feed. Formulated to not only improve plant health and vitality, it has added magnesium and iron to boost flowering. Hydrangea Feed is joined in the new specialist feed and fertiliser range by Buxus Feed. Buxus Feed is ideal for all Buxus species whether used as a structure, a hedge or in a container. Containing essential nutrients to green up leaf colour, Buxus Feed also provides extended nitrogen release to sustain healthy growth and help protect against box blight. Supporting the granular feeds is Liquid Ericaceous Feed which helps acid loving plants to thrive. Available in a 1 litre bottle, it is perfect for azaleas, camellias and rhododendrons. It also contains iron and manganese for strong, healthy growth and flowers.

For more information about the new feeds, please visit: www.vitax.co.uk

Vitax invest in video content Vitax, owners of gardening website Vitax Garden World (www.gardenworld.co.uk), have invested in the power of video to further engage with gardeners and help drive visitors to local garden centres. Launched in November 2016, Vitax Garden World provides gardening advice, problems and solutions for enthusiastic and knowledgeable amateur gardeners. Vitax’s investment in producing engaging content is the next stage of its strategy to support its customers and promote sales across a variety of product ranges. Hosted by well-respected practical horticulturist Andy McIndoe - Vitax Garden World’s first talk through video focuses on Buxus. A staple for most gardeners, Buxus is susceptible to box blight, nutrient deficiency and bugs. Gardeners have a choice of two videos; a short 40 second overview or a more in-depth three and half minute guide taking you through various problems, solutions and specific product advice.

The final credits reiterate which products have been recommended throughout the video to act as a shopping list prompt. Available to view through the website or on its own YouTube site – Vitax Garden World – the new series of videos will provide an alternative solution to gardeners looking for more engaging content. “Over the next few months we will be developing a range of recorded content with Andy which will be released throughout the growing season. These have been designed to not only provide essential gardening advice, but also support in-store sales,” says Daniel Wilkinson, Vitax’s managing director. The videos are set to be promoted within gardening publications, online magazines and across social media. To view Vitax Garden World’s new Buxus video, visit: www.gardenworld.co.uk. Or follow Vitax Garden World on Twitter – @vitaxgarden – or Facebook – Vitax Garden World.

GREAT NEW LOOK

Spring Fair Report

Women in gardening

Find out what caught our eye at the big exhibition p20-22

Jackie Eades on the rising fortunes of Briers p6

gtn MARCH 2017

Whatâ&#x20AC;&#x2122;s new in pets Why more garden centres are heading to PATS Sandown p24

Advice and information for garden centre professionals

gardentradenews.co.uk

The Garden Care Green Revolution Special RepoRt

Make sure March 17 is a day to remember The man behind Garden Re-Leaf Day urges garden centres to do their bit...

the top inteRvieWS People in the news

Inside the first UK Bunnings Warehouse store... An Aussie view

InTeRvIeW

“I bet there isn’t a florist in the country that doesn’t take part in Valentine’s Day so why should there be any centres not running Garden Re-Leaf Day?”

KIcK-staRt the season

Boyd Douglas-Davies reveals why March 17 is one of the most important dates in the calendar. What made you come up with the idea of Garden Re-Leaf Day? I was watching Comic Relief in Spring 2011 and it made me realise that as an industry we really lacked a focal point which we could all get behind and create the kick start to the Spring that we’re all waiting for. I was just about to leave Webbs and start Hillview Garden Centres so I was also trying to think of ways to get people to visit a small centre with limited marketing budgets. How many Garden Re-Leaf Days have there been so far? The first one was in March 2012, so five so far. I went to Australia in 2013 to speak with garden centres and nurseries about it and they launched their first day in 2014. As their trade is much more Autumn orientated they’re also running their Garden Re-Leaf Day in March, meaning the UK and Australia are running over the same weekend this year. We’re really spanning the globe now! How much has been raised by Garden Re-Leaf so far? Between Australia and UK it is now over £500,000. Have you been impressed with the way it has taken off? I certainly am! The three objectives were, and still are: To kick start the Spring season by creating awareness of our industry through PR grabbing events and promotions; to get customers gardening in centres, at schools and at home in March; and of course, to raise money for Greenfingers. What will you and your teams be doing on Garden Re-Leaf Day this year? I’ll be joining the Garden Re-Leaf Walk and we’ll be holding events in the centres and cafés. How do you make sure that your customers are engaged in the event?

The Plant-A-Thon teams were recognised with a Greatest Fundraising Award from GTN last year.

2 March 2017

Last year we held the 24-hour Plant-A-Thon at our Studley centre. Customers came back during it to see how we were getting on. We planted up special orders for customers. We even had people skyping us in the middle of the night to check I was still there! Have you got a target of money raised in mind? We’ve never set a target for the day. The amount raised has grown every year and I hope it will continue to do so. How do you feel when you visit a Greenfingers garden? What strikes me is the amount of pleasure the gardens bring for the children and all of their family. Being able to spend time outside is clearly bringing a massive benefit to the whole family and leaving them with wonderful memories. Sadly, most hospices can’t afford to create gardens so without the amazing work Greenfingers has done over the last 18 years they simply wouldn’t exist.

www.gardentradenews.co.uk

Are you proud that your initiative is helping to create such wonderful places? Incredibly proud. I always hoped we would be able to raise a bit of money but I never imagined it would be so much. And for it to be adopted in Australia with so much enthusiasm as well is terrific. What would you say to garden businesses who haven’t yet committed to the Garden Re-Leaf Day initiative? It has proved to be a successful event in centres and nurseries of all sizes and it doesn’t need to cost anything. Customers seem to love it and get involved. My belief has always been that the amount of PR we’ll create as an industry directly grows as the number of participants grow so the more that take part the better it will become. We need an industry kick start every season so why wouldn’t they engage? I bet there isn’t a florist in the country that doesn’t take part in valentine’s Day so why should there be any centres not running Garden Re-Leaf Day?

Facts Figures £390k

Total raised by Garden Re-Leaf Day in the UK for the Greenfingers charity

THE GTN TEAM Editor: Neil Pope neil.pope@tgcmc.co.uk Associate Editor: Mike Wyatt mike.wyatt@gardentradenews.co.uk Managing Director: Trevor Pfeiffer trevor.pfeiffer@gardentradenews.co.uk Publisher: Mandy Davies mandy.davies@tgcmc.co.uk Advertising: Alan Burdon alan.burdon@tgcmc.co.uk Ben Greenwood ben.greenwood@tgcmc.co.uk

gardens are in the research and planning process for the next few years

HOW TO SUBSCRIBE Tel 01733 775700 or email subscriptions@gardentradenews.co.uk Subscription rates UK: £145 Subscription includes a password for full access to GTN Online plus a weekly copy of GTN Bestsellers

The gardens planned are Helen & Douglas House, Oxford; Keech Hospice Care, Luton; Grace House, Sunderland; Alexander Divine Children’s Hospice, Maidenhead; St Andrew’s Children’s Hospice, Grimbsy; Robin House, Balloch; and Noah’s Ark, Barnet To build a Greenfingers garden it costs on average

£50,000

EDITORIAL & ADVERTISING The Garden Communication & Media Company Ltd (TGCMC), The Old School, 4 Crowland Road, Eye, Peterborough PE6 7TN Tel 01733 775700 Fax 01733 775838 gardentradenews@tgcmc.co.uk www.gardentradenews.co.uk

gardens have been built since Greenfingers was launched

the date in March... Garden Re-Leaf Day

The pictures were taken at Helen & Douglas House, the next Greenfingers garden to be opened.

www.gardentradenews.co.uk

OUR PUBLISHERS GTN is published by The Garden Communication & Media Company Ltd (TGCMC), who also publish: * www.gardentradenews.co.uk website * Weekly GTN Xtra and Pet Trade Xtra newsletters * Garden Radio * Official Glee Catalogue and Glee Daily News Online – the only official guides to the garden industry’s leading annual trade show SMALL PRINT All material © TGCMC 2017. No part of this publication may be reproduced in any form whatsoever, either for sale or not, without the express permission of the publishers. The information contained in this publication is published in good faith and every effort has been made to ensure its accuracy. TGCMC Ltd cannot accept responsibility for any error or misrepresentation. All liability for loss, disappointment, negligence or other damage caused by reliance on information contained in this publication or in the event of any bankruptcy or liquidation or cessation of the trade of any company, individual or firm mentioned, is hereby excluded.

March 2017 3

interview

fantastic ideas for Garden Re-Leaf Day

Hold a 24-hour Plant-A-Thon at your garden centre and invite customers, colleagues and friends to support you, as you continuously plant for a whole day and night.

Sponsored by Scotsdales Garden Centre, the 2017 Great Garden Re-Leaf Day Walk takes place in Cambridge.

Trade promotions are a great way of supporting Garden Re-Leaf Day. Decide upon a product and donate a percentage of sales to Greenfingers.

4 5 6

Hold a raffle, cake or book sale. Host a car wash in your car park and donate the proceeds.

Encourage your customers to enjoy an afternoon tea and make a donation for every cuppa sold.

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Organise a sponsored event in-store and encourage customers to get involved. Make sure you have donation boxes on your till points.

Donate your carrier bag tax to Greenfingers charity.

4 March 2017

www.gardentradenews.co.uk

Visit gardenreleaf.co.uk for more great ideas and inspiration.

proMotion

The RHS Collection includes Horticultural Grit Sand, Silver Sand, Sharp Sand, Washed Gravel and Potting Grit, all of which are available in convenient Handy Bags (RRP £2.99) or Large Packs (RRP £4.99).

Kelkay show how to reinvigorate a traditional product category and drive incremental sales and margin. traditional gardening techniques and products have become somewhat eclipsed in some garden centres at the expense of decorative products, lighting, leisure, fashion and food. But family business, Kelkay, are determined to ensure that one of the most traditional horticultural categories remains buoyant and profitable for garden centre retailers. As a leading supplier in the category, Kelkay have continued to innovate and drive growth in landscaping. Last year they also took a fresh look at horticultural gravel and grit. they began by reviewing the segmentation of the products, creating a new range aimed firmly at the keener gardener with an interest in mixing their own growing media and raising specialist seeds and cuttings. they tackled the positioning of the

products and developed a tone of voice and a language to appeal to their identified consumer segment. their packaging design includes hints and tips on how to get the best results from the products for different cultivation techniques. And they worked with partners, the royal Horticultural Society, to strongly brand the range to appeal to this well-defined target consumer. Finally, to make sure that the retailer is able to benefit from the huge new potential created in the category, they produced a great merchandising unit and point of sale for the retailers. the results have been astonishing and the Kelkay rHS Gardener’s Collection has effectively re-designed a traditional product sector and stimulated new consumer engagement.

Aylett Nurseries impressed with RHS range An early adopter of the new range is Adam Wigglesworth at Aylett Nurseries in St. Albans. “At Aylett Nurseries we retain a strong horticultural focus in our retail offer, so it was heartening to see the new RHS range of specialist grits and sands aimed at consumers with a strong interest in cultivating their own plants. Kelkay seem to have the range, the branding and the merchandising just right, and we have seen very buoyant sales growth in this category for the first time in many years. It just goes to show that with the right marketing approach, even the most traditional products can be brought firmly back into focus and part of our growth plans.”

www.gardentradenews.co.uk

An early adopter of the new range is Adam Wigglesworth at Aylett Nurseries in St. Albans. “At Aylett Nurseries we retain a strong horticultural focus in our retail offer, so it was heartening to see the new RHS range of specialist grits and sands aimed at consumers with a strong interest in cultivating their own plants. Kelkay seem to have the range, the branding and the merchandising just right, and we have seen very buoyant sales growth in this category for the first time in many years. It just goes to show that with the right marketing approach, even the most traditional products can be brought firmly back into focus and part of our growth plans.”

To find out more about Kelkay’s range of decorative aggregates and their other successful garden landscaping brands, go to www.kelkay.com or e-mail the general enquiries office on salesenquiries@kelkay. co.uk or call 01405 869333.

March 2017 5

PEOPLE

Women in gardening

JACKIE EADES FOUNDER OF BRIERS What was your first ever job? Classic Saturday jobs at Boots the Chemist, as well as running my own catering business with clients that included a local care home. My first step on the career ladder however was at The Body Shop during the 1980s. It was this role that inspired me to carve out my own niche within the retail environment.

of inspiration for new designs, as do our endless travels around the globe. It’s safe to say we’re not short of ideas!

How did the Briers adventure begin? Briers began its journey 15 years ago when my husband returned from China with some gardening gloves that would be perfect for the UK market. Largely male orientated in design and style, I realised there was an exciting commercial opportunity to be had through the development of gloves that were influenced by fashion, and aimed at the main gardening demographic – women. Starting in our living room, surrounded by piles and piles of boxes, the Briers brand has now established itself worldwide.

What next for Briers? We have an incredibly exciting year ahead of us. There is the normal roster of exhibitions and customer events, as well as an exciting launch of new designs and added-value products. We also have a top-secret project in the pipeline, which we’re beyond excited about. Further details will be revealed shortly – watch this space!

Why did you choose gardening as a business opportunity? It was pure chance, however as soon as I started investigating the commercial viability of my idea and spotted the gaps in the market, it quickly went from ‘idea’ to ‘obsession’! Do you love gardening yourself? I do, particularly growing potatoes! I really love the calming and fulfilling feeling that you get from digging through the soil, getting dirt under your finger nails – it’s very grounding. Gardening in any capacity is wonderful exercise for both body and mind; exactly what is needed after a long week at the office.

How many people do you now employ? We currently employ 35 people throughout the UK, with our headquarters still based in Wincanton, Somerset.

What advice would you give anyone just starting out in business? Firstly, I would advise anyone starting out to get some good accounts and cash-flow training. Without this knowledge running a business would be almost impossible, so arming yourself with these necessary skills is essential. Also, be prepared to be committed. Succeeding in business requires dedication, long days and often the power to pull yourself up when things are looking down. There is no substitute for hard work after all. Finally, my advice to anyone wanting to succeed in business would be ‘do it because you can’. Business is hard but the rewards and sense of satisfaction that comes from every little success is addictive, and worth every single moment of pain. You’ll never look back.

Day in the life of the Briers boss Describe a typical working day. There is no such thing as a typical working day! one day i could be in the office, the next heading off to attend an exhibition, or meeting with customers to discuss new ideas, or even working with the eFSa council to discuss future trends. i believe in being incredibly hands on, and love to join my team on the road. each year Briers travels across the globe ensuring that we maintain a strong presence at exhibitions, keep up-to-date with our customers and draw inspiration from every corner of the world. How do you manage the work/ life balance? i feel it is incredibly important to do a job that you love. in doing so, it becomes so much easier to balance work and life as neither will feel like a chore. There is no division for me. To get a business to a point of success needs focus and work has to be part of life.

What was Briers’ first product? Our first products included the Lined Hind Gloves and Reinforced Rigger Gloves – both of which remain in our portfolio today, proving popular with customers’ year after year. Who comes up with all the ideas for new products? The responsibility largely falls to our trading team which is led by Tristan Sissons, however at Briers we encourage all members of our wider team to get involved in new product development. As a company we try hard to always embrace a culture of collective effort. EFSA, of which both Tristan and myself are involved, also provides a great source

6 March 2017

The Briers Advanced Gloves won the Garden Clothing & Gifts category at the GIMA Awards last year.

www.gardentradenews.co.uk

SPOTLIGHT

Garden care: a quiet revolution? As the market swings steadily towards natural products, consumers will get more choice The market for garden care, for so long dependent on chemical products, may well be reaching a pivotal point in its development. With the disappearance of many prime active ingredients under stringent regulatory processes designed to protect the planet and its population, farmers and gardeners have a dwindling medicine chest with which to defend plants against weeds, pests and diseases. At the same time, against this background of greater concern for health and the environment, the demand for organic and “natural” products is growing steadily, while garden chemicals categories have remained relatively static. No-one is suggesting that garden chemical sales are about to collapse, but the gap between organics and inorganics is closing. And with actives like glyphosate and neonicitinoids currently under close scrutiny from EU regulators, alternative garden products that manufacturers can bring to market without having to go through a protracted and expensive registration process are proliferating. Westland Horticulture confirm the emerging trend towards natural alternatives and naturals-based controls, not just because of regulation and the cost of maintaining traditional registrations on the

8 March 2017

consumer market, but also because of our changing lifestyle. “Our attitudinal research does indicate that over 43% of garden product consumers will consider the ‘greener’ alternatives,” they tell us. “However it is fair to say in many categories this consideration is not converting; the consumer is tending to navigate towards ‘traditional’ more efficacious solutions.” This is is a familiar scenario in FMCG, especially the household cleaners sector. This insistence on efficacy is nowhere more apparent than in the weedkillers category, where the best-selling choice if you need something that kills weeds right back to the roots is glyphosate, the active in Roundup. Following the EU’s 18-month stay of execution to allow further research, the EC is due to report back this summer. If it finds against glyphosate for garden use, Monsanto (awaiting a merger with Bayer) will need a Plan B for Roundup when the extension expires at the end of this year – and it could of necessity involve ‘naturals’ like pelargonic acid and acetic acid (vinegar). Others already using such ingredients include Neudorff, whose Superfast weedkiller, newly-available in a 2-L concentrate version, contains a growth regulator to disrupt root re-growth. The Bayer Garden catalogue (now owned by SBM Life Sciences) lists natural fatty acids as the active in its Super Fast Weedkiller and Moss Killer. Gary Philpotts (left), UK business manager for lawn and garden at Monsanto, believes the EC’s stand against glyphosate is more political and idealistic than the UK’s “pragmatic” attitude. He believes gardeners and retailers should be speaking up before it’s too late. “All the EC will be looking at when they make their decision is the 1 million names on a petition,” he said. “If we can activate enough gardeners across Europe to make their views known, one million names will look insignificant. SBM Life Sciences’ Darren Brown (above), country head for UK and Ireland, believes the quiet revolution in garden care is already under way – but it’s not necessarily all about naturals. “The next generation of synthetics will have lower impact on the environment without losing their efficacy,”

he says. “But we are beginning to design more and more natural products, which gives consumers more choice – and that’s a good thing.” With ‘fixture freeze’ – where customers spend a long time looking but leave without buying – a well-known phenomenon in garden care departments, Brown believes retailers have a huge opportunity to help eliminate the confusion, “especially to explain to customers about the right products for the job – not just that the lowest priced is always the one that wins.” Customers would welcome more advice, he says, just as they do from the pharmacist when unwell. SBM have a long history in naturals and promise there will be more to come in the seasons ahead. “There is a need for a balanced approach,” Brown adds. “ Even as naturals increase in popularity, synthetics will have a role to play.” Slug and snail controls are among the market’s biggest sellers – and here, too, alternatives to traditional metaldehyde pellets are gaining ground. Westland say that while metaldehyde (theirs is Eraza) remains the top seller, albeit with a declining percentage every year, sales of iron-based pellets (like Growing Success) and barriers are on the up. Westland agree that success in the natural control area will need strong insight and effective communication. Westland SafeLawn, is a significant nod in the direction of natural lawn care. “Marketing and developing organics needs the same thought, approach and commitment as any other consumer product….if we rely on just putting ingredients in bottles then we run the risk of poor engagement and declining participation. The industry needs to work hard and clever to ensure we bring the end consumer with us on this journey,” they told us.

www.gardentradenews.co.uk

SPOTLIGHT

Going natural....product roundup Westland SafeLawn is a new organic fertiliser with added lawn seed and moss preventer. It targets a new group of consumers who love the lawn but are put off using chemicals due to safety concerns about children and pets. A TV ad featuring a friendly ‘LawnMan’ character to encourage more consumers to feed their lawn will reach an estimated 16m consumers this spring. Ecofective from Italian family business Sipcam is a range of 18 new ‘green’ products designed to be kind to the environment but with excellent efficacy in use, using naturally derived ingredients where possible. The range includes Rose Defender (to control aphids and powdery mildew with added foliar feed); Weed Blast, a patented natural formula that gives visible results after one hour; Path & Patio Weed and Moss Killer, a Bug Killer (used extensively by organic farmers and growers); Plant Defender and a 100% natural and organic Wonder Feed for tomatoes. Bunnings and Wyevale are among those listing it. PlantGrow is a new brand of chemical-free plant food and fertiliser developed by Norfolk farming couple Steve and Sarah Suggitt, and Richard Beales (from the rose-growing family). It is derived from condensed, natural plant residue of maize crops originally grown for bio-fuel. The liquid plant food can be used throughout the growing season, whilst

The Scotts Miracle-Gro Company, to date highly dependent on its traditional garden control brands like Miracle-Gro, Levington, Weedol and Bug Clear Gun, have issued clear hints that its future will include more development of natural products. This year’s surprise in-season UK launch of high-

the solid form acts as a soil conditioner. “We tested the liquid fertiliser on lawns, on plants and shrubs and in every case the results were startlingly successful,” said Steve Suggitt. Black Magic Potting Mix is a new premium compost from Scotts targeting young, urban consumers growing plants, fruit and vegetables. Suitable for both indoor and outdoor use, it boasts higher yields and faster growth than other products on the market. The compost (20-litres) is made up of high grade materials, boosted with bat guano, worm casting, humic acid and Biochar® and also contains coco-coir, perlite and zeolite for structure and water retention. Black Elixir plant food (1-litre) is a concentrated juice extracted from organic matter and enriched with humic acid.

performance Black Magic Potting Mix and Black Elixir plant food, which target young urban consumers, contains natural ingredients like bat guano, worm casts, humic acid and Biochar – was a clear “come on in” to a generation of consumers that wishes to embrace a greener lifestyle.

Super Strength Seaweed Extract, new from Neudorff, is a 100 per cent natural formulation that stimulates sprouting and root growth. It contains a unique mixture of main and trace nutrients, enzymes, amino acids, hormones, vitamins and proteins essential in boosting plant health. It is suitable for organic gardening and can be used on all flowers, fruits and vegetables. The 1-litre concentrate bottles makes up to 100 litres of fertiliser. BIO-Press from DJ Turfcare (UK distributors of Mo Bacter lawn feed and moss control from Viano), is a new organic lawn tonic from the same company that will destroy moss through indirect action in days. The formula, available in concentrate or RTU form, is based on vinasse (a by-product of ethanol production) and herbs and has taken three years in development at Ghent and Brussels Universities. SylvaGrow with added John Innes from Melcourt, is the only peatfree compost to earn a Which? Gardening Best Buy recommendation for seed sowing. SylvaGrow composts are the only peat-free garden products endorsed by the RHS. A new Soil Associationapproved Organic Growing Medium has just been launched

The final word goes to Westland. “How we control pests and deliver healthier plants and yields will change for the gardener, but we cannot keep relying on old so- called ‘green’ technology to deliver this. Modern chemistry will have an important part to play too.”

Sept 5-6th

2017

The UK’s Premier show for Ornamental Horticulture Tel: +44 (0)1477 571392 Email: four-oaks-hort@btconnect.com

www.fouroaks-tradeshow.com www.gardentradenews.co.uk

March 2017 9

ProMoTIon

InspIrIng you every step of the way... Bowland Stone are excited to be launching their new brochure this month which has been designed with inspiration being the key theme. From cover to cover, customers will ‘feel inspired’ to create a garden that suits their lifestyle, whether it’s the hub of family activity or a peaceful retreat far away from the world. The super new brochure is a great selling tool, and coupled with Bowland Stone’s Patio Pacs, will only help stockists to grow their hard landscaping sales. Impactful displays make a huge difference to landscape department sales. Today, customers are more than ever searching for value and inspiration. If you can demonstrate how a product can look while at the same

Prestbury Wave

time offer a great value package, you’ll find the results will be amazing. Bowland Stone’s clear, informative point of sale information and competitively priced ‘see what you get’ Patio Pacs continue to grow stockist sales in this area. Bowland Stone will help you to build displays that allow customers to see and touch the actual products they’re considering for their garden as well as giving them a sense of colour and texture. The inspirational ideas in the new brochure will also help customers to plan and design their hard landscaping areas. So why don’t you allow Bowland Stone’s Patio Pacs and new brochure to boost your sales.

Aurora Circle

Deckpave

store2Door home delivery service If delivering hard landscaping products poses a problem for your garden centre then look no further than Bowland Stone’s Store2Door home delivery option which continues to be a phenomenal success year on year.

10 March 2017

www.gardentradenews.co.uk

With the Store2Door home delivery service there is no unnecessary storage space and no delivery dilemma – Bowland Stone will dispatch direct to your customer whilst you collect a 25% profit.

To find out more about Bowland Stoneâ&#x20AC;&#x2122;s inspirational products or request a copy of their new brochure contact Nick James, Business Development Manager on 0117 9926334 or Drummond Bowen, Regional Sales Manager on 07785 617195 or email sales@bowlandstone.com

www.gardentradenews.co.uk

March 2017 11

NEWS UPDATE

TALKING POINTS 5 STORIES THAT MADE THE HEADLINES

Gardman is to close its Kings Lynn warehouse and re-locate in October to new purpose-built facilities in Daventry, Northants. Warehousing capacity will increase from 45,000 pallets to more than 65,000. The company says the new location is in a more central position from which to service its customers’ needs. “Our current warehouse facilities are ageing, inefficient to run and do not have the capacity to support the current business needs nor accommodate the future growth aspirations of the business,” said the company. “The review considered various options which included new warehousing within the Kings Lynn area but was unable to identify suitable alternative sites. A Daventry location will enable us to work more efficiently.”

Woodborough Garden Centre has been sold to the Whitehall Garden Centre Group. The acquisition gives Whitehall their third garden centre. Woodborough Garden Centre near Pewsey, Wiltshire, is a well-established business on a 18-acre site with a catchment area covering Marlborough, Pewsey and Devizes. “We have been looking for a third site for a while, we believe that Woodborough is the perfect addition to Whitehall Garden Centres’ due to its location and homely feel, we are looking forward to the development and future of Whitehall Woodborough,” said Peter Self, Whitehall’s Managing Director. The business was established by Claire Rourke. The sale of the business was handled by Gilbert Evans.

Westland is set to make a big impact on TV this spring with a multi-million pound marketing campaign. Its TV advertised products have sold into retailers so well that Westland has upped its advertising spend to over £5m. The TV campaign will drive consumers’ in-store during April and May, including the key bank holiday weekend. The highlight of this will be the new Westland SafeLawn TV advert, set to feature CGI animated ‘Lawn Man’ a lawn which has come to life! Also on TV this spring will be Gro-Sure Easy Containers Compost, as well as Gro- Sure Smart Lawn Seed and Resolva Liquid Shots.

Hillview Garden Centres completed the acquisition of Shipley Garden Centre, Heanor, Derbyshire from Colin Beale and family. Colin, along with son James, daughter Louise and son-in-law Phil have successfully operated the centre for nearly 30 years. “It’s a great centre and fits well with our existing stores,” commented Boyd J Douglas-Davies, Hillview Garden Centres CEO. “Colin, his family and team have created a thriving business which is undoubtedly the locals favourite garden centre. I’m looking forward to working with the team to help the centre develop further and benefit from the advantages of being part of a group.” The Shipley acquisition makes it 11 centres for Hillview.

GIMA have announced that John Cleland, CEO of Dobbies Garden Centres, and Charlie Lacey, CEO Designate at Decco will both be speaking at the next GIMA day conference. The event is being held on Thursday 23rd March at Horticulture House, in Oxfordshire . Following the sale of Dobbies to Midlothian Capital and Hattington Partners, John Cleland (above) was appointed CEO in July 2016. Having now been in the role for eight months, he will set out his vision for the company. Charlie Lacey (below), who takes over the reigns at Decco when John Findlay retires at the end of March, will be providing delegates with an overview of the business.

GTN’s Trevor Pfeifer will also be sharing some award winning garden centre retailing trends from a year of GTN’s Greatest Awards.

Glee is to become a biannual event with the opening of a ‘Glee concession show’ at Spring Fair 2018. This show will complement Glee’s main exhibition each September. Glee at Spring Fair will give retailers the opportunity to see new and bestselling ranges ahead of the spring season. A second addition at this time of year will give retailers an additional destination to refresh their ranges for key retail spikes. Glee in February will also provide garden buyers with the latest concepts and trends for 2018. Full versions of these reports first appeared in GTN Xtra, our weekly e-newsletter mailed direct to registered email addresses to keep readers in touch with industry news as it happens. To register, send your email address to: trevor. pfeiffer@tgcmc.co.uk and put ‘GTN Xtra’ in the subject line.

12 March 2017

Diary Dates

www.gardentradenews.co.uk

We make no apologies for repeating the fact that Garden Re-Leaf Day takes place on Friday, March 17, with many events also happening over the weekend. So make sure you and your colleagues are involved.

Hozelock Pure

proMotion

A natural solution

The NEW Hozelock Pure range has uniquely tapped in to the top gardening trend for 2017 – supporting mainstream gardeners to care for their environment by natural and homemade recipes. A recent survey revealed that 58% of gardeners want to use natural products on their gardens. there are easily accessible recipes for soap sprays and comfrey and herbal teas available to support people who want to garden in this way. the main issue, however, is how to administer them evenly and correctly without waste or ruining conventional spray equipment. Hozelock pure has come up with the answer: two sprayers in useful sizes that are specifically designed to handle homemade recipes effectively and efficiently. What’s more, highly resistant seals mean they will withstand more acidic substances such as vinegar whilst filters ensure that homemade compost teas such as comfrey can easily be applied. High quality spray nozzles ensure that soap solutions can be applied effectively to all leaf surfaces for natural pest control. the development of Hozelock pure reflects a growing trend towards more natural solutions to weed and pest control. More people say they care about the environment and there is growing recognition of the importance that gardens play in providing sanctuary for wildlife; just think of the current campaign to protect British bees for example. Such views aren’t restricted to the environment either. Many people would like to ensure their children and pets are able to use the garden safely even while pests and weeds are being kept under control, and many home-growers want only natural

ingredients to be used when nurturing their best fruit and veg. Hozelock pure has links with the terre Vivante French natural gardening organisation, and many natural recipes to support gardeners are available to use from them. there are a number of alternatives to chemicals available to concerned gardeners, such as mechanical and hand-weeders, gas and electrical weed-killers and even biological controls which are gaining in popularity. Hozelock pure now adds to this natural-gardening armoury. A natural gardening feature in your garden centre is certain to attract the ever increasing market of “green gardeners”. this eye-catching range has been designed in bright lime green colours with handy translucent tanks so that users can easily see the product fill. Products details 2l Pure sprayer 4Small pressure sprayer for natural products 4total volume 2L, user capacity 1.5L 4Filter for plant infusions/manures 4Specific highly resistant seals 4360-degree function reverse spray (ideal for spraying under leaves) 7l Pure sprayer 4Sprayer sized to support use across the natural garden 4two spray nozzles adapted for natural products – one for weed-killing 440cm fibreglass lance resistant to acidic products 4Filter for plant infusions and manures 4Ergonomic handle 4transparent hose and tank

With the quality assurance of the Hozelock brand, pure products are boxed and clearly labeled so that benefits are clearly communicated for a strong instore display. With more and more people joining the home-grown, homemade revolution, Hozelock pure offers a solution your customers will be delighted to find on your shelves. Hozelock UK Marketing Manager Carol Wright says: “Many gardeners are looking for new ways of caring for their gardens using more natural methods of weed and pest control. Gardeners are reverting to the more traditional homemade recipes using easily sourced ingredients such as vinegar or black soap, and making homemade nutrient feeds from plants such as comfrey. “the pure range features highly resistant seals and filters that are important when using these recipes, and the quality of the pure range sprayers ensures these solutions are applied efficiently and precisely – even to the underside of the plant leaf, so that the recipes have best effect.”

4to find out more about Hozelock Pure call 0121 313 4242 or visit www.hozelock.com

www.gardentradenews.co.uk

March 2017 13

PEOPLE

MINUTES WITH...

Career Moves

ROD SLATER DECO-PAK

Bord na Móna UK has expanded its sales & marketing team, thanks to the continued success of its Growise branded products and own brand formulations. Reporting to Head of Business Gerry O’Hagan, the team now comprises Head of Marketing, June Dowling and Interim Head of Commercial, Steve Harper (above), who has returned to the company, along with National Sales Manager Jason Pike. The addition of two new members of the national accounts team – Jon Watson and Jerry Walker – completes the expansion.

Rod Slater, the general manager at Deco-Pak has worked on both sides of the garden industry fence – retail and supply. We had a quick chat with him to find out how his roles have changed over the years. How long have you worked in the industry? I have been in the garden industry – in one capacity or another – for over 40 years. What was your first job in the trade? I worked part-time at a local garden centre whilst I was still at school. I was then offered full time employment and started studying horticulture at my local college. How different is it working for a supplier of products rather than a retailer? As a retailer I moved up through the ranks, reaching the role of managing director for a small chain of garden centres. Three years ago, I took the decision to join Deco-Pak having known the owners for over 30 years. At the time, I felt I was becoming stagnant in retail and needed a new challenge. It is quite different dealing with trade customers as opposed to face-to-face retail; having said that the one thing in my favour was that I had built up friendships over the years with many garden centres owners and

14 March 2017

managers throughout the country from attending conferences. Once I understood the dynamics of a trade business my retail contacts were an invaluable tool when dealing with garden centres. Do you think it’s an advantage in your current role to have the retailer experience? Yes, I certainly do. One big advantage is being able to understand what the retailer wants, from a wholesaler’s perspective. Knowing the issues and understanding the concerns of a retail business helps me within my role at Deco-Pak, to ensure the needs of the retailer are met. Have you been able to transfer any skills across to your new job? I have been able to bring to the new role people knowledge, and the ability to build strong and lasting relationships within the industry. Together these have both had a positive effect on my new career. An eye for display also helps me when working with our in-house design team to create new POS. Which do you prefer – supplying products into retail or selling them to the customer? I don’t have any specific preference if I am honest. Both businesses have similarities, particularly the need to satisfy the customer whether they be retail or wholesale.

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Lolly Lee has left Briers to become managing director of her new company The Orangery Collection featuring Cerabella, candle makers in Barcelona since 1862. Other companies are to be confirmed.

Tommy Gill has been appointed managing director of Manchesterbased Hockley International, who supply agricultural and environmental products worldwide. Previously managing director of pbi Home and Garden – changed to Bayer Garden – Tommy is known for delivering growth strategies in the garden industry.

people

Rising staR! Daniel Holden from Barton Grange was voted the winner of the Westland/GCA Rising Star of 2016 by delegates at the GCA Conference in St Andrews, Scotland. Daniel said: “I’m delighted to have won Rising Stars 2016, it’s been a superb experience with excellent coaching which has developed my skills and boosted my confidence. I would really encourage Garden Centres to put forward enthusiastic staff and take advantage of this amazing experience.” Ian Boardman, who facilitated the year-long training course, What particular things did you learn from the Rising Stars programme? effective merchandising, more able to spot opportunities when it comes to selling product. It was good to learn from other garden centres too. plus I developed the confidence to make a presentation. Were you shocked to have been crowned the Rising Star with so many talented people competing for the prize? Yes, definitely, as the standard was very high. I was delighted to win, though! Why do you think you won? My project went well and delivered better than expected results. I also felt good about my presentation – I enjoy using

16 March 2017

said: “Huge congratulations to Daniel. His project was excellent – boosting sales of several products by more than 45% against last year on hot spots using the principles learned. He has been at Barton Grange for two years and is now a Senior Sales Assistant. He enjoys a challenge. especially ordering stock, taking responsibility and the ability to talk about products more confidently to customers. He likes designing point of sale for the department as he knows it helps to drive sales.” Daniel spoke to GTN about what the award meant to him..

powerpoint and creating animations so I felt confident that the presentation went well.

I’m definitely more into the retail side of things.

What was it like to stand up in front of the GCA conference? A very nerve-wracking experience but exciting at the same time.

What’s it like to work at Barton Grange? It’s really good working atmosphere with very friendly colleagues and supportive management who encourage us to progress and develop.

What ideas of yours have been implemented at Barton Grange? The main aim of the project was to make functional products look more exciting and therefore more appealing to the customer. So we’ve started to use more design elements in the merchandising of standard gardening products. Are you passionate about gardening or is it the retail side you prefer...or both?

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Who put you forward for the Rising Stars programme? My department manager. Would you recommend the scheme to others working in the industry? Yes, definitely. It’s a great chance to realise your potential and gain confidence.

Innovation is key to great success innovation is key to the great success of Kadai Firebowls® by Wilstone, who have been at the leading edge of fire bowl barbecuing for the last decade. their approach brings together the traditional skills of artisan producers with innovative British designs that have shaped the way fire bowl cookery has evolved. As Christo Mckinnon-Wood, Co-founder and Managing Director of Wilstone, explains: “the new Holi Grill is an example of innovation in action and we were hugely excited to offer an exclusive preview at the Spring Fair ahead of our official launch in May this year. “our newly designed grill system will be incorporated into the recycled Kadai Firebowl®, allowing wood or embers to be moved, stoked or replenished without the need to interrupt cooking time. this provides unlimited levels of flexibility and control over cooking and heating zones and styles.” the new Holi Grill concept works alongside the interchangeable range of Kadai Accessories® to provide a cooking experience that’s as intuitive as it is pleasurable. the new Hot Plate and Warming rack have been designed to integrate beautifully with the original Kadai Grill and new Holi Grill. the Hot plate provides the perfect sizzle space for fish meat and vegetables whilst the tiered Warming rack keeps things hot in the meantime. Cooking deliciously marinated fish, meat or vegetables is easy with the new Kadai Skewer and rack Set, now with eight skewers for perfectly sized portions. As day turns to night, the new Marshmallow Fork is the perfect partner for a cozy fireside treat. Creating the perfect ambiance is key to Kadai Living® and the new Diwali Candle Stand is lighting the way. A beautifully simple metal candle stand designed to gently illuminate pathways and gathering spaces.

Kadai Firebowls® now come with a two year warranty as standard. the meticulously planned and much anticipated instructional videos will be exclusively previewed at the show prior to

‘the new Holi Grill is a great example of innovation in action’ www.gardentradenews.co.uk

ProMotion

the online launch. they offer a wealth of in-depth product knowledge, care and use instructions and a host of useful information designed to enhance customer experience and knowledge. the Wilstone team have also been busy planning and designing new and innovative visual merchandising products that will help boost sales in 2017. Great design begins with great ideas and the team over at Wilstone have worked closely with their artisan producers for the last 10 years to bring the traditions of indian Kadai cookery to the fore of British leisure time, doing so in a contemporary yet time honoured way. Quality, authenticity and environmental responsibility combine to create a product, brand, and service that you can truly rely on. For more details visit www.kadai.co.uk or email polly@wilstone.com

March 2017 17

INTerVIew

The ‘green’ gardening version of Willy Wonka Diarmuid Gavin talks to GTN about his involvement with Vivagreen and their ‘free from’ range. Vivagreen, winners of the 2016 GIMA SeedCorn fund, have appointed Diarmuid Gavin as their brand ambassador across their range of ‘free from’ garden products. Since their first meeting, Diarmuid has been instrumental in the development of the marketing campaign as well as getting firsthand experience of the products. “Like lots of people, I like to do what’s right for our fragile eco system. It’s not always easy to make the right choices. I’ve recently used a new range of products that have really helped me to be kind to my garden and the greater environment because the ‘free from’ range from Vivagreen is made entirely from natural plant materials,” said Diarmuid “The products are great quality and very effective – as good, if not better, than the conventional alternatives I’d been using. But the ‘free from’ range from Vivagreen is all made from ingredients that break down into natural materials and then return nutrients to the soil. There are no pesticides, plastics, biocides or harmful chemicals.” How did you come across Vivagreen? I touring the stands at the Glee show looking out for new and innovative gardening aids which readers of my newspaper column may be interested in.

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What was it that impressed you about the Vivagreen team and their products? I was intrigued by the very definite nature of the answers which I received. As a gardener I’ve always been conflicted by some practices which may have a detrimental effect on our environment’s fragile eco system. In our search for garden perfection we can add too many chemicals to our surroundings. So, a chemical-free treatment for a real issue – the building up of moss and algae – is a real asset. How has the relationship developed since your first meeting? The boys from Vivagreen realised that my enthusiasm for their endeavours could help get the message out about the brand’s values. The treatment of garden problems isn’t the sexiest topic of conversation but I believe if we were ever to find a ‘green’ gardening version of willy wonka...the Vivagreen boys fit the bill! Have you been trying their products over the past few months? Yes. The moss killer works and is so safe to use around my large and inquisitive dog and the biodegradable poo bags which are part of the ‘Free From’ range ensure that they’re never out of my pocket when I take roxie

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(our giant golden doodle) for a walk along the beach. Is it the environmental aspect of the products that has impressed you? without a doubt. I just don’t like using chemicals, peat or sending reusables or green waste to landfill sites so anything that helps should be promoted. How have you helped the company so far? I’ve helped to make a video for the Vivagreen website which explains the product and how easy it is to use. Did they ask you to represent the brand? Some months later they contacted me and asked if I could help. we had a couple of meetings centred on understanding the science behind how the products work as I’m cautious about endorsing products or services without fully believing in them. The ‘free from’ range works, so making the decision about working with the team was an easy one. How will you be spreading the word about? By putting it forward as an option when people are making decisions regarding solutions to the perennial issue of moss in lawns, on terraces and decks.

Wilma’s Lawn & Garden makes buying easy... Wilma’s Lawn & Garden is a Dutch distributor of horticultural additives destined for the European market. They supply to wholesalers with a customer base that includes florists, garden centres and growers. The company offers a complete range of plant nutrition and additives, growing media, propagation and drip irrigation systems and lifestyle products. When compared to competitors the products of Wilma’s Lawn & Garden have a distinctive look and feel, which instantly draws the customer’s attention. The products also come in a variety of package sizes, with the smaller sized bottles and corresponding prices helping the customer to make a quick and easy purchasing decision. The POS materials are designed to educate customers as well as being pleasing to the eye, and because Wilma’s Lawn & Garden produces its own products, it can guarantee quick delivery. Wilma’s Lawn & Garden will also be exhibiting at Glee in September on stand 19E60-F61. 4 For more information visit business.wilmaslawnandgarden.com

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March 2017 19

EVENTS

things that caught our eye at Spring Fair Wacky choccy A deli counter? No, a display of ‘ingeniously hand-made objects, oddities and paraphernalia’....all made entirely of chocolate by The Amazing Chocolate Workshop, making their trade show debut. There are nuts, bolts, bottle openers, paintbrushes and countless others. thechocolateworkshop.co.uk

Vroom vroom! This handsome 1968 MG CGT will set pulses racing among drivers of a certain age, especially when they hear the sound of the engine – which they can when they open this ‘favourite sounds’ greetings card from the new Classic Cars series from Really Wild Cards. The collection includes the Austin Healey 100M and motorcycles like the Honda RC162. Terrific Father’s Day idea?

Illuminating...The latest wind sculpture from Jonart Design is the colourful Malvern Starlight aptly named, as LEDs built into the rotors light up when it’s spinning, creating a ‘heavenly’ effect.

reallywildcards.com

jonart.co.uk

Don’t let go...The Northern Irelandbased Traditional Garden Games brand is evolving - as Spring Fair visitors could see from the sophisticated look of this new range of games at highly competitive price points. In addition to Tug of War, there are Giant Cards, Horse Shoe Pitching, Jumbo Ball, Wooden Boule and a Giant Play Parachute, and more. traditionalgardengames.com

Scent-sible, naturally...A new range of organic and natural skincare products and candles from Nathalie Bond Organics should find a ready market amongst the growing numbers of health-aware consumers. Nathalie, who says on average woman apply 168 chemicals to their skin every day with little regard for the impact they may have, developed this range when she became pregnant. Working from a tiny workshop in Sheffield, she avoids manufactured fragrances and preservatives, using only products from the natural world, including lavender, rose geranium, lemongrass, peppermint, orange and eucalyptus. nathaliebond.com

5 MORE EYECATCHERS ON P22... 20 March 2017

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Boost basket size of orchid lovers

Everyone loves an orchid. Stunning plants that add structure and style to every home, orchids come in all sorts of colours from pure white to cerise and from yellow to azure. With a little love, they will go on blooming for months and can be encouraged to flower again after a necessary period of dormancy. Retailers who capitalise in store on consumers’ love of orchids and the incredibly popular Baby Bio® orchid care range will see basket size increase. And this year there are two exciting new products in the range – Baby Bio® Orchid Feed & Mist and Baby Bio® Orchid Compost. Baby Bio® Orchid Feed & Mist Baby Bio® Orchid Feed & Mist contains all the essential nutrients needed to support and prolong flowering. A ready to use formulation, the fine mist delivers the nutrients to every part of the plant and creates a humid environment within which orchids thrive. It is available in the iconic Baby Bio® 175ml bottle; consumers will recognise it at a glance and in waterproof packaging, Baby Bio® Orchid Feed & Mist is perfect for situating amongst orchid plants.

Baby Bio® Orchid Compost Bark-based Baby Bio® Orchid Compost is specifically formulated for orchids. It has the open structure and free draining environment essential for the root system of orchids. It has the added nutrients orchids need for sustained flowering and is available in 5 litre packs.

Baby Bio® Orchid Food Drip Feeders The UK’s favourite1 orchid food drip feeders, they are convenient and incredibly easy to use; just snip off the top and pop them in the pot. Each drip feeder lasts up to one month, longer than the alternatives on the market. They are available as a carton of four or in a waterproof display unit containing 25 single feeders.

Baby Bio® Orchid Food The UK’s number one1 orchid food, Baby Bio® Orchid Food is perfectly formulated to provide orchids with the nutrients they need to flourish. A few drops of Baby Bio® Orchid Food and the orchids will produce brighter blooms and have healthy leaves. In waterproof packaging, Baby Bio® Orchid Food is perfect for situating amongst orchid plants.

Greatness grows from every drop Baby Bio® is the most recognised high quality liquid fertiliser available2. Baby Bio® is a registered trademark of SBM Développement. www.sbm-lifescience.co.uk 1 GfK Retail Audit Hitlist, GB Panel Market excl. ironmongers, Houseplance Care, April 2016 2 IPSOS 2014, GfK MAT July 2016 – Houseplant Feed

www.gardentradenews.co.uk

March 2017 21

EVENTS

things that caught our eye at Spring Fair CONTINUED FROM P20

Ring the changes...Bold bands of colour that reflect the Andalucian origins of the new Rayas range of handpainted ceramics from Divine Distribution are guaranteed to make this a real eye-catcher in store. Ideal for alfresco dining or gifting. divinedeli.com

Dairy-ing to be different...The Milk Carton Nestbox with ornamental bird detail is one of a new collection of quirky and unusual designs in the Kingfisher range of poly resin bird houses from Bonningtons. They also include a vintage camper van, a tractor, an authentic looking fisherman’s basket, and a post box.

So crinkly...Creative Products have come up with an other ideal accessory for garden centre cookshops – a crinklecut blade attachment for use with the company’s clever knife-come-cutting board Smart Cutter. With the renewed interest in the way food looks on the table, it will have instant appeal for discriminating foodies. creativeproducts.ltd.uk

bonningtons.com

Holi smoke...Stoking or topping up the fuel on a red-hot barbecue can be, let’s face it, an incovenience, which is why Kadai developed the Holi Grill for its large firebowl. Yes, it’s a grill plate with a hole – you lift out the removable central section, pop in some more charcoal, and away you go. This one wasn’t lit, naturally, when being demo-ed for GTN! kadai.com

Mouthwatering...This striking display from Kitchen Craft was a lesson in how to make healthy eating look sexy. It used painted mini pallets and wooden trays to highlight its range of kitchen basics in bright primary colours. Fresh fruits and vegetabls on the overhead shelf link the products to the notion of a wholesome diet. Who could resist? kitchencraft.co.uk

22 March 2017

www.gardentradenews.co.uk

EVENTS

What’s neW in Pets Find out at Pats sandown Visitors to PATS Sandown in March 2017 will experience one of the biggest shows in the event’s eight-year history, with over 140 exhibitors, thousands of new products and a host of features sure to make it a memorable and profitable day out. Retailers and buyers attending the show at the Sandown Park Exhibition Centre in Esher, Surrey, on Tuesday, March 21, and Wednesday, March 22, can expect a warm welcome from exhibitors eager to showcase their products. Organiser Annie Foord said the pet industry continued to get right behind PATS Sandown. “Visitors to the show can be assured they will see and speak to the leading names in the industry, and early indications point towards lots of new products being launched at the show.” As well as meeting up with a long list of PATS regulars, visitors will be greeted by a host of new faces and new products. A growing number of companies are choosing to exhibit for the first time as they see PATS as the perfect opportunity to announce their plans for the year ahead. With pet departments increasing in popularity, buyers from garden centres will find the widest range of products being showcased anywhere in the UK. The New Products Showcase is a great way for visitors to see and touch the new products they will be stocking. In previous years more than 200 new items have been entered into the Showcase so it is the best place to view potential bestsellers. All items entered by manufacturers will be put forward for the New Products Awards judged by a panel of pet retailers. And a free-to-attend series of seminars will cover topics aimed at giving retailers information and advice they can take back to their businesses. Some of the industry’s leading personalities have been lined up to deliver talks. There will also be a chance to earn Continuing Professional Development (CPD) points for those people attending

a special seminar by animal healthcare specialists Merial. PATS Sandown will see the return of the Grooming Workshops by popular demand after a two-year absence at the Surrey venue. Highly talented members of Groom Team England will be showing off their skills in the Esher Hall where visitors will be able to witness the expertise required to become an accomplished groomer. To help make the visitor experience even more enjoyable and rewarding, both the Surrey and Esher Halls have their own entrances and registration points, with visitors benefitting from free show entry, free parking, a free catalogue and many special offers. There will also be a wide range of food available from all the various outlets and all our visitors will receive a free cup of tea or coffee voucher, which will be redeemable all day. Those arriving before 10.30am will also get a free breakfast voucher.

Opening times Tuesday 21st March: 9.30am-5.30pm Wednesday 22nd March: 9.30am-4.30pm For the latest information visit www.patshow.co.uk, or call the PATS hotline 01892 862848.

Three unmissable feaTures of PaTs sandown

1 The New Product Showcase is a great place to start your visit to PATS Sandown.

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2 The Seminar Programme is full of talks from some of the industry’s leading names.

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3 Grooming demonstrations are given by experts from a growing sector in the market.

Spring is in the air Quality background music for HTA retail members with no PRS or PPL licences for only ÂŁ450 per year

Garden Radio, The Old School Studio, 4 Crowland Road, Eye, Peterborough, PE6 0TX. Call 01733 775700 or email gardenradio@tgcmc.co.uk

Now is the time to start thinking about your gardens, and what better way to display your plants than with a stunning Think Outside plant pot set. Two of our newest sets have proven to be very popular. The Madrid pots with their vibrant Mediterranean colours as well as the more subtle, but equally stylish Collaroy planters. We all know that plants are extremely effective tools for improving your living area. They possess a transformative energy we canâ&#x20AC;&#x2122;t quite put a finger on, but what we do know and appreciate is when paired with a beautiful plant pot they make a bold design statement and create environments that stimulate the senses. Like with most Think Outside products, they are handcrafted from 44 Gallon oil drums. This is how they acquire their individuality, unique colour and weathered look and texture. Since its conception in 1998 Think Outside has been committed to creating a global community by up skilling craftsmen in developing countries, whilst continually pushing the boundaries of art through innovation. Today, the unique pieces within each collection are custom designed by Aaron and crafted individually by artisans at the Think Outside workshop, in Vietnam.

www.gardentradenews.co.uk

4For further information please visit www.thinkoutside.biz or contact Graham Miles on 07747801397 or gmiles1967@hotmail.com

March 2017 25

spotlight

Inside Bunnings Warehouse

What does international retail guru John Stanley think of a fellow Aussieâ&#x20AC;&#x2122;s attempt at in 1896 Arthur and Robert Bunning left london for perth, Western Australia. this was the start of a journey that started in the timber industry, grew into Westfarmers and eventually the move into hardware retailing and supermarkets. As far as the garden retail sector is concerned the success has been phenomenal. Now Bunnings has returned to where the brothers started with the opening of the first branded Bunnings store in the UK, opening at st Albans, hertfordshire. As every Australian will know, they

26 March 2017

dominate the garden retail sector Down Under, and the challenge is: can they do the same in the UK? i managed to visit the new st Albans store in the first week of opening to check if the Australian flavour is evident and whether the model will work in the UK. the cold, miserable February day i visited was not a Western Australian day, but once inside i was clearly having an Aussie experience. the store layout and marketing is the same as the winning approach in Australia

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and the model works exceptionally well. Before visiting the store i had also visited other hardware stores and independent garden centres so that i could judge the difference in approach. in those stores i could wander around and be mostly ignored by the team members on the shop floor. it was a pleasure to walk into Bunnings and have â&#x20AC;&#x2DC;greeterâ&#x20AC;&#x2122; welcome me to the store and then find all the team were keen to engage with me and talk about their knowledge and advise on product. this

tackling tacklingthe theBritish Britishmarket? market? approach is very ‘Un-English’, but it works. After talking to several of the team they mentioned they had been on a intensive training workshop before going on the shop floor and that customer engagement was something that was stressed. At first the British customer is hesitant of being greeted, but they soon come around to enjoying this team engagement. These team members are promoted as ‘category heroes’, something that is rarely done in a UK retail outlet. Many plant displays I observed in other

retail outlets were uninspiring. In Bunnings’ case they understand the importance of impulse sales and the plants were displayed to encourage customers to buy. Customers are also encouraged to ‘linger longer’ with complimentary coffee from the coffee shop that served an excellent quality coffee, free workshops and activities for the children. Clearly weekends are going to be a success with the Australian ‘sausage sizzle’ being introduced into the store on Saturdays and Sundays. These events, linked to local community activities, have been a winning formula for the business and one that will be repeated in the UK. The UK has not had a competitor who uses this style of retailing in the garden sector and it will now be interesting to see how the industry reacts to the challenge. john@johnstanley.com.au

www.gardentradenews.co.uk

The GTN Verdict GTN’s Trevor Pfeiffer says: “It’s clean, it’s fresh and there are certainly plenty of new products in the Bunnings Warehouse garden centre. From the initial visit I would say it’s a big improvement on DIY shed garden centre areas I’ve seen over the past few years. The interesting challenge will be how many gardening customers, who are predominalty female in the UK, they can entice through the very male ‘tools and DIY are us’ warehouse environment. My guess is that gardening customers looking for inspiration and a lovely garden centre environment – including a leisurely lunch or great cup of coffee – will continue making a visit to a great garden centre their first choice.”

March 2017 27

viewpoint

Trends leading younger consumer spend

opporTuniTy for The garden reTail secTor Vicky Nuttall DiRectoR oF GiMA

Driving younger consumers into garden centres, and maintaining their long-term customer loyalty is hardly a new topic. However, there is no magic formula and as an industry there is still much head scratching as we look at new and different ways to drive this potentially huge audience into garden centres throughout the UK. Future facing trends and design-led products is one area that is sure to capture the younger audience’s attention – but how can retailers and

28 March 2017

suppliers tap into this potential? First of all, it is important to state that this isn’t about ignoring the traditional customer. Making up a huge proportion of sales, this core customer group is also changing. Like younger consumers contemporary styling, particularly within interior design, is becoming more and more popular, and as such is driving the type of product that retailers need to be stocking. think high-end furniture lines, stunning decorative accents and

design-led interior collections. perhaps without realising it, the wider garden retail audience is focussed more on trends than ever before. the younger consumer in particular lives by the latest trends. As a generation that cannot remember a time before social media and smartphones, these are consumers that are quick adopters and live in a world where ‘the next big thing’ is a staple of the every day. there is no doubt that consumer spending habits are changing across the board – from the way that people shop, to the type of products that they want to buy. one key issue (and opportunity!) for garden retailers lies with the fact that the younger consumers are less interested in traditional gardening products, instead they are looking for products that meet their own lifestyle choices; products that focus on style and functionality. this also isn’t about necessarily only providing cheap pick-me-up product lines. whilst the disposable income amongst the younger audience might be lower than the current core garden centre demographic, the money they do spend is often spent on higher end products that deliver both style and usability. But how can retailers and suppliers take this concept in-store, to ensure they offer something with dual-purpose; for both the existing and potential retail audience? one area of significant benefit is via accessing leading trend reports and trend trackers. these organisations make it their daily mission to track trends years into the future, and then applying these trends to everything from clothing

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to gardening. Recognising the value of accessing these trends, GiMA is pleased to announce that we will be investing in future trends content for its members, through international trend predictors, wGSn and its insight & Lifestyle and interiors content. wSGn is a leading authority on predicting future trends in consumer habits, retail and merchandising and lifestyle and fashion trends. As a trusted authority, it’s used by leading global brands around the world. to launch this service, GiMA will be running a Future trends workshop for its members on 4th April. experts from wGSn will give an in-depth presentation on future trends in the Lifestyle and outdoor Living sector after which there will be break-out sessions to provide hands on training on using the system and getting to grips with the available content. the event will be an invaluable tool for marketing, sourcing and product designers from within the garden retail spectrum, and will no doubt provide a competitive edge in the retail environment. the wGSn content is generally only accessible to large corporations who can afford to subscribe, however, GiMA are offering exclusive use to its members for an annual subsidised fee of just £195 per company for the year. Members will have access to the trends content on line with full technical support and help to navigate the service at all times. To find out more about the Future Trend Workshop, or to find further information about GIMA and its many member benefits please visit the GIMA website, get in touch with the GIMA office on 01959 565885 or email info@gima.org.uk.