CNGA LooseLeaf April/May19

16 colorad o nga.org LooseLeaf  April/May 2019 WAY S T O P R OMO T E Soil Sales By Kristen Burnside Owner/manager Harding Nursery Experienced growers know that soil is the foundation for plants. It truly defines how plants are going to succeed and root out in gardens and containers. While there are many different types of soil with varying moisture control, having the right soil medium or amendment is key to efficient watering. The medium has to allow water to penetrate to the roots to create a good system, maintain a healthy plant and produce flowers. Soil amendments are helpful as well. Educating and reminding customers of the importance of soil will not only lead to their growing success, but will increase sales revenues. The purchase of soil adds to the final sales amount, plus your customers’ satisfaction with their purchases will increase their return to you for more purchases. Here’s a few ideas to sell more soil: Display soil strategically by: » » locating bags near the cash registers to: › › make them visible to anyone entering or leaving the store › › help salespeople answer customer questions for the right soil purchase › › remind salespeople to upsell the soil › › make it convenient for customers to grab on their way in or load more easily on their way out » » placing bags that match different plants next to those displays also, because: › › small and medium sized bags fit well in those areas › › customers easily see which soils are best for which plants Post signs with good descriptions next to the soil so customers can see: » » which soil to use with different plants and seeds » » which indoor and outdoor areas are good for different soils » » at what point in the plant’s growth that certain soils are most beneficial Clearly label soil with its popular features such as whether it is organic or locally sourced. Train employees on the benefits and differences between soils so they can: » » understand how soil improves the color of flowers, taste of vegetables and fruit, and the other features of plants » » respond to customers’ questions with expertise » » offer suggestions that lead to customer success Market soil to customers even before they get to the store, especially in the spring, by: » » including soil as a featured product in your advertising campaigns » » promoting soil benefits on your website, social media, and emails » » offering discounts on soil at strategic times Photos courtesy of Harding Nursery