Suppliers must raise game in retail relations, says retailer

Planters Garden Centre managing director Gerald Ingram believes relationships between retailers and suppliers could be more fraught in the future.

He told delegates at the HTA conference last week: "We're searching for the best deal and we'd like to be faithful but it's not possible all the time."

Suppliers needed to do more to hold up their end of the relationship. One example he cited was ensuring reps were up to scratch because they could make or break a relationship. "They are the most important people in your business - it's how they react, how they solve problems, what their personal relationships are like and how they get on with the till operators."

Great innovation was required and suppliers needed to develop new markets. TV adverts were a good way to reach large markets with the Cuprinol fence sprayer and the Miracle Gro LiquaFeed good examples of suppliers thinking of the consumer. Growth in the industry was coming from products outside the traditional lines - they sold more cards than seeds and more beer than Tomorite.

Ingram's other suggestions were quicker turnarounds on orders, returns and credit notes and someone in the office at weekends, which is often the busiest time of the week. He also called for a level playing field on price.

Tips for suppliers

  • Look at what a retailer can sell and work backwards
  • Your sales representative is your most important asset
  • Keep your word on what sales support you will offer
  • Turn around orders quickly
  • Pick up returns and issue credit notes quickly
  • Keep wholesale pricing simple
  • Send display stands out before or with stock
  • Test new IT systems before using them on customers
  • Garden centres will expect rewards for taking plants early

 


Have you registered with us yet?

Register now to enjoy more articles and free email bulletins

Sign up now
Already registered?
Sign in

Before commenting please read our rules for commenting on articles.

If you see a comment you find offensive, you can flag it as inappropriate. In the top right-hand corner of an individual comment, you will see 'flag as inappropriate'. Clicking this prompts us to review the comment. For further information see our rules for commenting on articles.

comments powered by Disqus

Read These Next

Tomorrow's tractors

Tomorrow's tractors

These machines have advanced rapidly over recent years but what does the future hold? Sally Drury looks ahead.

Climbing roses

Climbing roses

Walls, trellises, pergolas and even trees can all be brightened up by these beautiful blooms, writes Miranda Kimberley.

Pest & Disease Factsheet - Mealybugs

Pest & Disease Factsheet - Mealybugs

Vines, tomatoes and tropical plants are among those at risk.


Opinion... Shining a light on trading with Europe

Opinion... Shining a light on trading with Europe

Accurate figures are notoriously difficult to get at, but without doubt the UK imports a great deal of its ornamental plant requirement.

Opinion... Unbeatable delight of quality plants

Opinion... Unbeatable delight of quality plants

Viewing top-quality plants, both growing and on sale, always gives me pleasure.

Editorial ... More analysis and insight from bumper HW issue

Editorial ... More analysis and insight from bumper HW issue

Welcome to this bumper 72-page July edition of Horticulture Week magazine, packed with exclusive analysis, insight and expert advice on the biggest issues impacting all sectors of the UK horticulture industry right now.


Follow us on:
  • Facebook
  • LinkedIn
  • Twitter
  • Google +
Horticulture Jobs
More Horticulture Jobs

Tim Edwards

Boningales Nursery chairman Tim Edwards on the business of ornamentals production
 

Read Tim Edwards

Ornamentals ranking

Top 30 Ornamentals Nurseries by Turnover 2017

Top 30 Ornamentals Nurseries by Turnover 2017

Tough retail pricing policies and Brexit opportunities drive the top 30 growth strategies.

Pest & Disease Tracker bulletin 

The latest pest and disease alerts, how to treat them, plus EAMU updates, sent direct to your inbox.

Sign up here

Are you a landscape supplier?

Horticulture Week Landscape Project Leads

If so, you should be receiving our new service for Horticulture Week subscribers delivering landscape project leads from live, approved, planning applications across the UK.

Peter Seabrook

Inspiration and insight from travels around the horticultural world
 

Read more Peter Seabrook articles