McIndoe's fact sheets aim to improve point-of-sales techniques

Hillier has launched a range of promotions to help "sell through" plants to the end customer.

Focusing on point-of-sale techniques, the collections will include fact sheets for retail staff to help sell the plants in garden centres.

The fact sheets will focus on selling the right plant with the right advice to help customers be as successful as possible in their gardens, in the hope that they will get the gardening bug.

Hillier managing director Andy McIndoe said: "Too often suppliers just think about selling to a buyer but they don't think about selling to the customer."

The collections include the Choisya collection, the autumn Heuchera collection, the autumn Acer collection, the Pieris collection, the garden favourites collection and a promotion called Autumn - the Greatest Show on Earth.

Each of these promotions has an emphasis on point-of-sale, with techniques such as pre-potting and under-planting. The fact sheets will help staff focus on what is important to customers instead of bombarding them with information.

McIndoe added: "Though many retail staff are highly knowledgeable, it is assumed that once you put on that garden-centre badge you know everything about plants. So we are putting a lot of effort into how we can help people to convey the selling points and how we can help with selling plants that people really need."

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