Gardman has reported a pre-tax loss of £1.5m for the year ending December 2016, mainly down to the exceptional costs of almost £2.3m associated with re-structuring following the previous year’s management buy-out.

The results show a significant improvement in the company’s fortunes compared to 2015, when an operating loss of £6.1m was reported.

However, the directors say EBITDA, which saw a dramatic 50% improvement from £3.2m to £4.8m over the year, is the best indicator of how strongly the company is now performing.

They say that following the management buyout backed by Rutland Partners LLP on 23 June 2015, the group has continued to make good progress in its core markets whilst also developing its strategic direction thanks to its ability to invest in exciting new categories and strengthen operational infrastructure.

Revenue in the year grew by 6.5% to £60.5m (£56.2m in the UK, up 6.2%) and margins improved. The group expects a similar growth rate in 2017 following good sales increases in the first half of 20I7. It continues to invest in strengthening the sales and marketing teams.

Net return on sales last year was a loss of 2.4% compared to a loss of 10.7% in 2015, an improvement expected to continue this year. Sales per employee went up from £286,657 in 2015 to £293,472.

The cost challenges experienced following the Brexit vote and subsequent impact on currency have been managed through more efficient supply chain sourcing and a rebalancing of pricing.

The company has gained significant new distribution and new product listings within its existing customer base.

Gardman has made a significant investment this year in a new more centrally located warehouse facility in Daventry (visited, above, by the sales force as it neared completion in late summer) . This, the company says, will provide further distribuition efficiency and allow the company to meet future growth plans.

Recent press reports indicate that the rising costs and poor harvests of Growing Media in 2017 are forcing manufacturers to hike up their prices for 2018.

The reports also suggest that these higher costs are in-part due to many of these products coming from overseas. It blames increased freight costs, environmental costs, as well as wage increases of 10.4% in Ireland alone, due to the minimum wage rises being implemented, and so it goes on...

It doesn’t help either, that by shopping abroad, UK companies are forced to trade in euros. So what is the answer we ask ourselves?  

Well, for one UK supplier of quality Growing Media it really is quite simple. You simply switch to a UK supplier like us, Durston Garden Products.

Family owned Durston Garden Products has been operating in Somerset for over 150 years and is now being run by fifth and sixth generation members of the Durston family.

This Great British company offers everything a Retailer or Garden Centre Buyer requires when it comes to supplying Compost and Growing Media related products, and its benefits include:

• Extensive range
• Home produced compost
• Excellent quality
• Added nutrient Gro-Boost technology
• Bagged in state-of-the-art packaging facility in Somerset
• Loaded onto Durston Lorry
• Delivered anywhere in England and Wales within 5 days from receipt of order
• Extremely price competitive

All this year, Durston Garden Products has been Flying the Flag for a BUY BRITISH campaign and all for a very good reason.  It generally believes that as BREXIT negotiations continue to take shape; that now is the time to start shopping closer to home. Not only will you save yourself all the stress, and  often logistical nightmare that goes with the lengthy process of  shopping overseas but that you will also find it can be much cheaper too.

Whilst many other Growing Media businesses are facing rising costs at different stages of the supply chain; due mainly to products being imported, British based Durstons can not only offer more competitive prices, but it can also guarantee delivery of its products to anywhere in the UK within five days of an order being placed – now that’s got to be a good thing!



The other good news is that Durstons are also committed to keeping their prices for 2018 at the same rate as those in 2017, so it really is that simple. Equally, and unlike some of the other companies mentioned in the reports of having poor peat harvests , Durstons are keen to point out that their harvests for 2017 have been
un-affected.

“Like many things in our lives," says company spokesperson, Dan Durston, “It’s a case of returning to the old ‘Tried and Tested/Back to Basics methods we used to use. We are applying this methodology to so many other areas of our lives, such as cooking and gardening, so why not apply it to our business methods to."

• Garden Products - down 2%
• Veg-2-Gro - down 18%
• Growing Media - down 21%
• Christmas Products - up 49%
• All Plants Index - down 10%
• All Items Index - up 3%

It was my first time but definitely not the last one! Two weeks ago I came back from the International Garden Centre Association trip to Niagara Falls, Canada. With a group of over 200 people from all over the world, we enjoyed the trip through the garden industry in this part of Ontario.

Since I was travelling around in a bus with a group of about 20 youngsters from the industry it was very relaxed and entertaining, and we even learned something while having fun! Here are 3 online marketing tips that I learned about in Canada. You can apply these yourself into your own centre. And at the end of this newsletter, I have included a link to check out that will provide you with much more inspiration for your garden centre!

1. Solutions, not products

Monday morning started off at 8 am with an inspiring presentation about Amazon and Blue Apron (like Hello Fresh delivering meal boxes in the US). And it was spot on! A box, home delivery, recipes and a bunch of carrots aren’t really innovating. But if you combine them you'll create a solution rather than a selection of products. And that’s exactly what younger customers are expecting. They want to have a garden but don’t want to do the gardening. And we would like to cook, but preferably without using our brains.

A lot of opportunities. How about a webshop with ready-to-use products like pot/plant combination. Let Amazon sell products, you’d better focus on solutions.

2. Sell a front yard

Life was tough in Canada. At each garden centre, we visited we had to conduct an interview with one of the owners to learn more about their ambitions, challenges and successess. I also had to do one together with Franco, a marketer of Garden Centre Maier in Switzerland, I had the honour to interview one of family members of Holland Park Garden Gallery. Quite remarkable because she wasn’t an older man but a former Miss Teen Canada (and that isn’t a joke!).

Anyways, apart from her looks, both she and her mother had some very bright ideas. They plan to start selling front gardens via their webshop. They designed three gardens fitting into the most common gardens in their surroundings. And they plan not just to sell the gardens in a DIY package but they also offer to do the landscaping as well. Apart from that they started to specialise in decorations for weddings which worked really well. A great combination of solutions, online marketing & offline services!

3. Video works. Period.

At Terra Greenhouses they are using a lot of videos. They noticed they are able to generate a lot of exposure via YouTube among their customers. They got two types of video’s which should be appealing to different audiences. One in a more traditional style showing how-to’s: how to plant a container or how to care for your lawn. The other one is a vlog in which a young lady is maintaining her garden. The funny part of the latter: she also includes the mistakes she’s making. I rarely see mistakes happening on TV, so this is way more recognizable for the younger audience!

Apart from these online marketing tips a lot of topics have been discussed including succession (nothing to worry about for me!), catering (and how annoying chefs can be) and staff management. In other words, it was an overall very useful trip and I suggest you go to the website of the 2018 congress which will be held next year in Prague: check it out.

Last but not least: thanks for reading my blog. I know it’s your monthly struggle so to thank you, have a look at the photos I posted on our Facebook Group. Wanna learn more about How To Grow Your Own Pizza? Have a look and enjoy!

See you at the HTA Marketing Forum on the 15th of November! Go to www.gardenconnect.com if you want to learn more about online marketing for your garden centre.

The two young delegates sponsored by the Garden Centre Association Trust to attend the 58^th International Garden Centre Association Congress near Niagara Falls in Canada have reported back with enthusiasm.

Zoe Willis from Perrywood Garden Centre and Liz Dowling from Millbrook Garden Company were  selected by the Trust for the Dick Allen Scholarship Award Scheme.

Zoe explained: “The week had a packed-full itinerary including many visits to Canadian garden centres, a visit to Toronto botanical gardens and a night hosted by Sheridan nurseries, a harbour tour overlooking the Toronto skyline, various trips to Niagara Falls, an evening at the Hockey Hall of Fame and as much networking as you could possibly pack in! It was an unforgettable experience and my brain is completely full of inspiration. I am beyond excited.”

This year’s IGCA was attended by delegates from 20 countries, with Britain sending the largest contingent.

Liz Dowling, who is based at Crowborough, said: “We visited some fabulous, and some not-so-fabulous, garden centres but there was something to learn from each of them and the people on the congress were brilliant. It was great to share experiences and learn from them – what a privilege to spend time talking to the owners of some of the best garden centres in the world. And all this while staying on the edge of the amazing Niagara Falls – I really couldn’t have had a better week!”

The Trust is now inviting donations to fund delegates to future congresses, including one to the Czech Republic in September 2018.

Sue Allen, Trust chairman, said: “If anyone wishes to make a donation to ensure the future of this exciting and successful initiative, they should contact Iain Wylie, Chief Executive of the GCA on 01244 952170 or visit www.gca.org.uk for more details.”

An announcement inviting applications will be made at the GCA annual conference in January

Caption:  Liz Dowling (left) from Millbrook Garden Company and Zoe Willis from Perrywood Garden Centre.

The RHS is moving National Gardening Week to a later spring date next year.

It will run from 30 April to 6 May in 2018 – around two weeks later - in the expectation that better weather and more colour, with spring plants in bloom, will encourage more people to join in.

Guy Barter, the RHS’s chief horticulturist, said: “Next year National Gardening Week will have been running for seven years and we want to make sure it is as relevant, exciting and participative as it was from the first. We have reviewed it and consulted with people in the RHS and externally and feedback is that this is a better time to celebrate and enjoy the very best of gardening.

“At the start of May the weather is sunnier, days are longer, the soil warmer and drier, while spring flowers are opening in earnest. By mid-spring the results of all the earlier work, edging, mowing planting, pruning and sowing for example, are more visible. Importantly there is still plenty of time to catch up if the season has ‘run away’ from you.”

For next year's theme, ‘Share Your Passion for Plants’, the society is calling on garden centres, nurseries, garden clubs, societies and other organisations to host walks, talks and events, offer free advice, and join in the challenge for people across the country to create their own Passion for Plant Plots.

Registration is now open for next year’s event, with the chance for everyone to upload their events and activities to the website  and discover hints and tips for taking part.

The aim of National Gardening Week is to raise awareness of the diversity, richness and cultural value of the UK’s gardens, and to inspire new visitors to experience and enjoy them. The four RHS Gardens will be leading the campaign, with other gardens across the UK encouraged to take part.

Shoplifting is one of the most common crimes committed by opportunist thieves. It can be very profitable for offenders and significantly costly for shops. Retail security firm Checkpoints Systems found that Britain’s shops collectively lose £800 million a year due to shoplifting.

Utilising data derived from data.police.co.uk, online shopping comparison site OnBuy.com investigated the total number of shoplifting offences that were recorded by 43 police forces/constabularies across England and Wales in the financial year of 2016-17 (April 2016 – March 2017). The police define shoplifting as “theft from shops or stalls”.

The research revealed that the Metropolitan Police had the highest number of shoplifting offences at an astounding 47,580 – the equivalent of 130 incidents a day –  followed by West Midlands Police, who had 19,741 reported incidences. In third, was Greater Manchester Police, with 18,002.

City of London Police had the lowest number of shoplifting cases, with only 729 reported – the equivalent of two occurrences every day. Dyfed-Powys Police had more than double the figure of City of London, with 1,533 offences. Ahead of them was Cumbria Constabulary, with 2,819 incidences.

Cas Paton, MD of OnBuy.com, said: “The figures are certainly fascinating. Shoplifting is more prevalent than we would like to think. Considering the amount of time and energy shops put into running various aspects of their operation daily, shoplifting is really an unfortunate occurrence for them. Whilst it may feel unavoidable, shops can certainly take various steps to prevent shoplifters from targeting them. Simple steps such as better staff training to identify potential shoplifters and storing high value items more securely can go a long way when dealing with the problem of shoplifters”.

OnBuy’s top five tips to effectively prevent and reduce shoplifting:

Training Train employees to watch out for typical shoplifters’ behaviours like paying more attention to their surroundings than the goods, repeatedly picking up then putting down the same item(s) and ignoring any attempts to help or engage with them.

Awareness Have a ‘meet and greet’ employee at the front of the shop, giving a clear indication to any potential shoplifter that staff are aware of them and paying attention to their actions/behaviour.

Audit  Carefully identify items that are most likely to be stolen, either through previous experiences or because of their high value. Make them a harder target for shoplifters, for example by storing them in cabinets with locks or keeping them behind the counter.

Signage Display an adequate number of signs throughout the store clearly stating that shoplifters will be prosecuted, to demonstrate your firm stance on the seriousness of the matter. Signs that say the store is protected by security cameras (even if they can’t be seen), will deter shoplifters.

Vantage Where possible, use low-level aisles so staff can see customers at all times. Use mirrors to highlight blind spots. Bright lighting will also make shoplifters feel like the spotlight is always on them.

• Woodlodge 5-inch Standard Spang Pot is the highest re-entry at No 7.
• Woodlodge Spang Pot 3-inch is just behind, climbing 40 places to No 8.
• Creative Products Pull Light is the only new entry at No 39.

To subscribe to GTN Bestsellers email karen.pfeiffer@tgcmc.co.uk

• Suki’s Personalised Angel Ornament moves up to No 1 spot, replacing the Personalised Snowman/Snowgirl Ornament, which drops to No 2.
• Premier Decorations LED Black Lantern 27cm was the highest new entry at No 4.
• The highest re-entry was Holiday Specs 3D Christmas Glasses Reindeer at No 9.
• History & Heraldry Santa Paws Glass Bauble was the highest climber, moving up 35 places to No 12.

• Dianthus sales more than doubled to move them up two places to No 5.
• Roses also increased in sales, moving up to No 18 after a 115% increase.
• Ceratostigma are the highest placed new entry this week, in at No 35.

• Gardman Poppy Feeder With Stem remains at No 2.
• Gardman Standing Poppy Bird Bath is the highest re-entry at No 21.
• Fallen Fruits Acorn Bird Feeder is the highest new entry at No 35.

Check out Peter Seabrook’s latest podcast containing an interview with Westland Horticulture’s Keith Nicholson in a feature called ‘For peat’s sake – a conversation on compost’.

During the ‘This Week in the Garden with Peter Seabrook’ podcast, GTN gets a mention too.

The podcast can now be obtained via itunes. Click here to link to the podcast

Tong Garden Centre near Bradford has announced a collaboration with TV and radio gardening expert and award-winning garden designer Matthew Wilson.

Tong is the first centre in the North of England to host the new Gardening School  run by the ‘Gardeners’ Question Time’ panellist.

Wilson, former curator of RHS Harlow Carr in Harrogate and respected writer, broadcaster and lecturer, will mix practical with theory in the half-day courses that will launch next spring.

During the first workshop, Planning Perfect Planting, which takes place on Tuesday 24 April, he will share his knowledge and reveal tricks of the trade including how to choose the right plants for the right places; how to balance structural planting with flowering and textural plants and how to create year-round interest and seasonal showstoppers.

The second workshop, on Tuesday 15 May, is a pruning masterclass. which will include advice on the best pruning kit and how to look after it; what, when and how to prune; how to achieve special effects; giving old plants a new lease of life and de-mystifying rose pruning.

Tong GC’s marketing manager Jo Dales said: “We are a garden centre first and foremost and are very proud to partner with Matthew for the Gardening School. Matthew opened Tong's new plantaria in 2016 and we're looking forward to working with him again and benefitting from his extensive horticultural experience.”

Wilson said: “I've designed these workshops because so many people ask me what to plant and how to prune. These sessions will be informative, and filled with techniques to give people the confidence and knowledge to do all of this, irrespective of the size of their garden."

Tickets for the three-hour workshops will cost £55 

The potentially catastrophic consequences for the UK’s horticultural industry of an outbreak of the bacterial plant disease Xylella fastidiosa (Xf) were spelled out in a stark warning to growers and retailers at last week’s HTA Futures Conference.

During a panel debate, Hillview Garden Centres CEO Boyd Douglas-Davies (right) described it as the most serious situation he had come across in his 32 years in the industry. It was a wake-up call that had resulted in his businesses starting to take plant health more seriously.

The disease has already devastated horticulture in southern Italy and has spread to Corsica, southern France and Spain. There is no known control and severely affected plants can die within three years. Thousands of plants on those regions have already been destroyed.

In the event of an outbreak in the UK, an exclusion zone of 10km would be imposed for five years. It has been likened to “foot and mouth” in horticulture, affecting growers, retailers and consumers alike.

Dan Munro (second left) from the UK’s Animal and Plant Healthy Agency said the disease was sure to spread and spread, with new cold-hardy strains posing a threat to the UK should it reach our shores. It could even be brought on the boot of a holidaymaker.

Douglas-Davies urged the industry not to wait for official action or it could be too late. “We have to act now as individual companies and be far ahead of the industry as a whole, which can only keep up with the slowest member. There is no time to wait for official bodies to do their bit,” he said.

The HTA’s Raoul Curtis-Machin (left) said businesses should take extra care in sourcing their plants and urged British growers to start growing more of their own material to ensure bio-security.  He suggested the HTA could support calls for some kind of official compensation scheme for businesses caught up in an outbreak.

The Trade Show hosted 90 suppliers covering core gardening, plants, gifts, Christmas and catering. Key industry personalities from all sectors of the industry were in attendance. Choice announced the winners of their supplier of the year awards with Whartons scooping the Plant supplier accolade and Woodlodge winning the Sundries supplier award.

Michelle de Lavis-Trafford, Choice CEO, extended her thanks to members for their commitment to the Choice ‘Stronger together’ philosophy and for their total support for their suppliers.

Three new members who have joined the group since the last Conference were give a warm and enthusiastic welcome. They are Warbreck Garden Centre Ormskirk, Fron Goch Garden Centre North Wales and Fosseway Garden Centre Cotswolds.

To the delight of members, she announced that supplier rebates for the 2016/17 season are forecast to exceed £1.5million.

Greenfingers held a huge tombola with high quality prizes donated by Choice suppliers. Members, suppliers and even hotel staff and guests all joined in to support this worthy cause. John Ashley, Greenfingers Chairman, announced at the Conference Dinner that the total amount raised was over £1,000.

Pete Goss MBE, sailor, adventurer and international speaker gave the keynote Conference address. His truly inspirational talk included his participation in the

in the 1996/7 Vendee Globe non-stop single-handed round the world yacht race. The race took a dramatic turn resulting in Pete rescuing a French competitor in hurricane force winds for which he was awarded the MBE and Légion d’Honneur.

Garden centres who would like to know more about the benefits of membership of Choice Marketing should contact Michelle de Lavis-Trafford at info@choice-marketing.co.uk www.choice-marketing.co.uk

Coolings Nurseries of Sevenoaks, have agreed to purchase the well-respected retail business known as The Potted Garden Nursery, near Leeds Castle in Kent...

Chairman Paul Cooling (left) said: “We are over the moon to welcome the new team into the Coolings family.  The focus on plants has always been paramount at Coolings and we look forward to being part of the next chapter in the history of this new site.”

MD Gary Carvosso (right) also said Coolings would work with the current team to further improve what was already a successful and profitable business. “Plants will always remain at the core of what we do and we will not be rushing into any additional investment just yet, as we are mindful to preserve the wonderful charm of the site.”

The site, on the busy A20 close to Maidstone, comes with planning permission for the introduction of catering and a larger garden shop.

Rob and Amanda Brookman, the current owners of The Potted Garden, said: “When we were looking for a buyer for the site we were keen to find a company that valued its staff and whose core interest was plant based, so we’re delighted to have found the ideal buyer in the great company that is Coolings. We wish them every success taking the business forward.”

The official handover date is 1 November.

The sale was handled by Alexander Mackie Associates Ltd.

1. the safety claims “Safe to use around children and pets”, “Safe for children & pets” and “This product is safe for children and pets, however it is good practice to store out of reach in a dry, frost-free place” were misleading and could be substantiated; and
2. the comparative claims “the safer way to feed your lawn” and “Safety compared to lawn weed & moss killer fertilisers that contain pesticides” were misleading and could be substantiated.

Every week GTN receives and analyses epos data from a number of UK garden centres to produce the GTN Bestsellers charts and weekly bestsellers sales tips.

The full charts which provide useful insight into product sales peaks, new trends and new link sales opportunities are published in the weekly GTN Xtra newsletter.

As the year goes on we give sales volume comparisons with 2015 as well as 2016 to allow your teams to see variations over a three year period.

Access is by subscription only.  For £145.00 per year you and your team can have access to the most up-to-date gardening sales analysis that has already helped many UK garden centres increase their sales.  To subscribe call 01733 775700, e-mail karen.pfeiffer@tgcmc.co.uk or buy on-line using this link.

Highlights of the GTN Garden Products Bestsellers chart for this week are here

Highlights of the GTN Garden Plants Bestsellers chart for this week are here

Highlights of the GTN Christmas Products Bestsellers chart for this week are here

Highlights of the GTN Wild Bird Care Bestsellers chart for this week are here

WARNING the GTN Bestsellers Charts seriously improve the business of our subscribers.  Invest 15 minutes each week in improving your sales using the GTN Bestsellers charts and your turnover and customer satisfaction will improve too.

Squire’s Garden Centre in Shepperton has opened a stunning new Café Bar. It has stylish new decor and there are now distinct seating areas to choose from, including the main Café Bar, a sophisticated afternoon tea area with piano, a coffee lounge with relaxing sofas, plus a special family-friendly area.

There’s also a delicious new menu and a new style of service - where you order at the till then take an electronic tracker to your table, enabling customers to relax and enjoy speedy waiter service. 

Sarah Squire, Deputy Chairman at Squire’s, said: “We are absolutely thrilled to open our new Café Bar in Shepperton. It’s run by our same team of friendly staff and they can’t wait to welcome all our customers.”

Squire’s are inviting everyone to come along to a special 'Prepare For Christmas' shopping evening on Friday 20^th October at 5-8pm. You can be one of the first to see their stylish new Café Bar and their Christmas shop, and you’ll get an exclusive 20% off all decorations and Christmas trees on the night. It’s a great chance to get organised and inspired for Christmas, plus you’ll receive a complimentary glass of wine or soft drink on arrival!

There will be free festive demonstrations throughout the evening, including how to make your own Christmas cards, gift bags, and children’s decorations, a Christmas pudding demo, and advice on how to make a Christmas centrepiece and a winter planter.



Partake in some complimentary beer and food tasting, get gift ideas from specialist home fragrance company Ashleigh & Burwood, and listen to live music with pianist Derek Webber. There will also be guidance on planting bulbs for winter colour, feeding wild birds, and buying artificial and real Christmas trees.

Plus if that wasn’t enough you can enjoy a delicious curry buffet in Squire’s stunning new Café Bar! For just £9.95 per adult and £7.95 per child you can tuck into Chicken Korma, Beef Balti, Penang Curry (Vegan & Gluten Free) and Sweet Potato, Spinach & Lentil Dhal (Vegan), all served with a selection of poppadoms, naan bread and pilau rice. There’s no need to book, simply turn up on the night.

Squire’s Garden Centre, Upper Haliford Road, Shepperton, TW17 8SG.

www.squiresgardencentres.co.uk