Views on Management
Tim Rhodus
Department of Horticulture, The Ohio State University
Initial results from the PPA Member Survey related to successful marketing strategies being practiced by PPA members were presented in the Autumn issue of Perennial Plants. In this article, members' responses to the most important management challenges facing them and what they are doing to resolve these challenges will be presented.
When managing a business, there are a variety of challenges that must be dealt with in order to "stay in business." A list of 12 different issues related to managing a business were identified and members were asked how often their firm deals with each issue. Responses could vary from 'once a year' to 'every week'. Members could also indicate that the challenge was 'not applicable' to them, Table 1.
Members indicate that they are faced with the challenges of Reducing Expenses and Product Selection every week. Less often but still occurring every quarter, are the challenges of Increasing Market Share, Financial Planning, Knowing the Competition, Staff Retention, Marketing Programs, Distribution and Delivery, Wages and Benefits, and Assessing Computer Needs. The challenges of Environmental Regulations and Production Automation are being faced on a semi-annual and annual basis, respectively.
Table 1. Frequency of time spent with management issues
Always (Weekly)
Very Often (Monthly) Often (Quarterly)
Very Little (Semi-annual)
Seldom (Annually)
Reducing Expenses 38.7% 26.4% 26.1% 6.8% 2.0% Product Selection 35.7% 26.7% 26.0% 8.8% 2.8% Increasing Market Share 25.0% 19.7% 34.4% 13.2% 7.7% Financial Planning 22.3% 21.4% 28.6% 16.8% 10.9% Knowing The Competition 20.7% 22.6% 34.3% 15.9% 6.5% Staff Retention 17.5% 19.4% 31.6% 18.9% 12.6% Marketing Programs 14.8% 21.3% 30.8% 22.4% 10.7% Distribution & Delivery 15.3% 14.6% 29.4% 24.4% 16.3% Wages and Benefits 9.0% 13.3% 33.5% 27.5% 16.7% Assessing Computer Needs 7.4% 12.1% 34.4% 26.1% 20.0% Environmental Regulations 13.2% 15.6% 26.4% 27.4% 17.4% Production Automation 5.9% 10.1% 23.1% 29.4% 31.5%
Of the 12 management challenges listed above, members were asked to indicate the three issues which the firm spends the greatest amount of time dealing with. Results indicate that a majority of firms identified 'Product Selection' and 'Reducing Expenses' as two of their top three issues. There was less consensus on the remaining issues. Many firms (25% or more of the respondents) were concerned with Increasing Market Share, Financial Planning, Knowing the Competition, Staff Retention, and Marketing Programs. Rankings of all 12 management challenges are presented below followed by the percentage of firms responding :
Product Selection (60 %) Distribution/Delivery (19 %)
Reducing Expenses (56 %) Environmental Regulations (12 %)
Increasing Market Share (36 %) Wages & Benefits (7 %)
Financial Planning (35 %) Production Automation (5 %)
Knowing The Competition (25 %) Assessing Computer Need (5 %)
Staff Retention (25 %)
Marketing Programs (25 %)
NUMBER ONE MANAGEMENT CHALLENGE
Comparisons between the number one ranked management challenge facing a firm and their type of business did not reveal significant differences among the different types of firms in PPA. All firms indicated "Product Selection" as their top priority. Bare Root Growers equally ranked "Product Selection" and "Financial Planning" as their top priorities, while Mail Order firms ranked "Reducing Expenses" equally as high as "Product Selection". However, selection of the #1 management challenge was found to be influenced by the number of years that the firm has been in business. Early on, firms are keenly interested in product selection. Later on, reducing expenses and financial planning take on greater importance.
How is your firm solving the most important management challenges facing your firm?
A total of 168 written responses were generated by PPA members to this question. When dealing with Product Selection, members rely on available literature, catalogs, publications, PPA Symposium, contact with suppliers and customers, employee input, travel to nurseries and gardens throughout the U.S. and abroad, perennial propagators and experts, experience of past sales performance, eliminating marginal selling perennials, or customer tastes and preferences. Many stated that they offer new selections every year so as to create continual interest and provide customers with a variety of choices.
When members address Reducing Expenses, most cited cost analysis, budgeting, and projections as ongoing methods for evaluation and cost control. Some indicated staff reductions, recycling plastic materials, maintaining low inventories, avoiding overtime, buying liners rather than bare root, drop losing cultivars, better employee scheduling and management, along with computerizing or mechanizing as much as possible as their answers to operating more efficiently. Others stated they are constantly doing price comparisons among suppliers and making joint purchases with other firms. While still others rewarded employees for minimizing plant loss and finding waste. Members often mentioned they were using computers more, composting, and taking advantage of trade show discounts for purchases.
Those commenting on their Financial Planning solutions were often using internal accountants, local consultants, and/or professional publications. Others preferred doing more in-house, buying less from outside sources, production planning, investing in a personnel director to streamline hiring/staffing and handle all personnel issues, conserving water, and always comparing price versus quality.
For members commenting on Increasing Market Share and Marketing Programs, most believed in quality plant material and expert services as their greatest priorities. Some used strategic planning teams, introducing new perennials regularly, expanding advertising to larger areas, good catalogs, community networking and involvement, regularly inspecting installations one year later, displaying longer blooming plants, and promotional gimmicks.
Many more ideas are presented below.
1 Committees-service-tours.
2 Regular competition analysis. Thorough P.R. Directives (increasing market share). Improved production planning and cost analysis (reducing expenses).
3 We are not directly in the industry, but this is what we see important when purchasing perennials: planning/design-what is available, cultural conditions of plant; delivery: Can the perennial grower deliver or will we need to pick up; plant selection: varieties available-is the plant a good cut flower we are a cemetery organization and perennial beds are planted for the visitors to use these flowers for bouquets at the grave sites; pricing-discounts.
4 Keep employees happy-give them responsibilities-upgrade knowledge at all times-involve them in company. Travel and meet gardeners and collectors to see the latest in plant trends. Budget conscious.
5 Company is divided into small businesses-the department supervisors are required to be on top of all new products and be ahead of the competition.
6 Investing in bar code scanners to assist in inventory management.
7 Inventory sales, time spent on specific plant from propagation to sales; access to new varieties; budget on new introductions; different sizes and pots; prices.
8 Diversification, focusing on best sellers. Staff reduction (reducing expenses). Mail order, free publicity, editorials on nursery in local paper in exchange for 'garden stories' written by owner, lectures (marketing programs). Promotion, education, sales gimmicks 'hummingbird day' (increasing market share).
9 Locating new easy to grow plants. Quality.
10 Keeping up with current info. Regulations are good in many ways, but very costly and money is expensive.
11 Increasing quality. Growing and producing more in-house and buying less from other. Keeping tabs on the market.
12 Research-research-survey-analysis.
13 We are trying to develop a niche for our product line when we can ship by common carrier rather than delivering our product by our own truck.
14 National publications-hard work together. Developing systems for waste, adopting recycling as part of policy.
15 Consistent effort to seek best access to superior services and sources.
16 Incentive plans. Training courses. Increased computer usage.
17 Constant review of literature-catalogs (product selection). Increase efficiency to reduce labor and time. How to best spend and save (reducing expenses and financial planning).
18 Try new perennials, particularly ones that tolerate our climate the best. But public or more so garden centers seem reluctant to go with the unknown (product selection). Taking trips to Bressingham. Also Beth Chatto to find new cultivars-most of which are unavailable in the U.S. Why?
19 Increase efficiency of operations. Decrease payroll (reducing expenses). Improve physical plant control costs (financial planning). Offering seminar to both retail and private organization (marketing programs).
20 By having good selections, nice displays, knowledgeable staff, high quality plants.
21 Business plan: short-term and long-term decisions. Trade associations, interviews with competitors and client assessment are my informal, but regular tools. I also regularly inspect installations to evaluate 1 year, etc. performance.
22 Working with plug producers, wholesalers, retailers to promote product.
23 Expanding only as the market demands instead of doing it to 'make the job easier'. We're always doing research on environmental issues and the competition issue is always scouted by owners and employees because we're so curious. Perennials are addicting (environmental regulations, reducing expenses, knowing the competition).
24 Regular raises/employee lunches/field trips/parties/breakfast together/good sense of humor (staff retention). Networking professional groups (knowing the competition). Constant problem need help on this (marketing programs).
25 Supporting our people in the continuing development of their skills and knowledge. Expanding individual ranges of responsibility. Empowering front line personnel with regard to decision making-backing them 110%. Spend this effort on employees and the rest will follow (staff retention).
26 Offering retail racks for the spring season (marketing programs). Automating loading techniques (distribution/delivery). Handling, watering, load correctly (reducing expenses).
27 Working with financial consultants (financial planning). By efficient production methods and learning better ways of doing different operations (reducing expenses). Provide a quality work environment and competitive wages (staff retention).
28 We are new-people are trying us out over competition. Looking for longer blooming plants which are asked for most. Increasing market share).
29 Set up a pesticide task force that involves professionals from many areas. Working on educating the public. See enclosed brochure we created (environmental regulations).
30 We run a trial program for plants that have potential in our area and travel as much as possible to look for new plants (product selection). Constant attention to details to prevent unnecessary spending-all approved by owner (reducing expenses). Give employees a stake in the business-good salary and benefits-make them feel part of the team (staff retention).
31 We use IPM. Keep up-to-date with new developments on garden maintenance.
32 Becoming friends with competitors, even helping them out when necessary (knowing the competition). Keep inventories low, do not buy too large a quantity just to "get" discount. Pay bills on time. Avoid overtime. Stress job safety-proper use of tools (reducing expenses).
33 We are landscaping with low maintenance perennials and suing these for stock. This helps from importing insects and attracts new customers (increasing market share).
34 CPA (financial planning). University programs and American Nurserymen (environmental regs.)
35 We seem to have enough variety in plant material, but size of pot to put them in is hard decision.
36 One of the ways we have addressed these issues is through the process of a strategic planning team-to plan a course of action.
37 Use of cheaper containers. Premixed bulk soil if possible, assembly line techniques for potting up (reducing expenses). Our staff is entirely horticulture professional-more expensive, but better production and excellent customer relations (wages and benefits).
38 We look for quality divisions/plugs at reasonable costs-sometimes wait for new developments to come down in price before growing them.
39 All staff received pesticide license-right to know video, informed about MSDS and safety materials (environmental regs). Shop for best prices on new plant materials-equipment.
40 Constantly looking for new sources of plant materials (product selection).
41 Maintain personal contact with clients; provide excellent plant material; good service (increasing market share).
42 We are altering our relationship with accountant (allowing him closer access to business) allow us to actually spend more time on the operations (financial planning).
43 Always looking for new plants to offer-carrying certain plants that customers request (product selection). Sending catalogs to more potential customers as we are able to service them-landscapers-colleges-golf course groundskeepers (increasing market share). Interested in adding a monorail network (production automation).
44 Making sure we all agree on a need before purchasing (reducing expenses). Regular monitoring of budgets -make necessary adjustments (financial planning). Customer contacts to find out what improvements we should make (increasing market share).
45 Weekly financial advisor coming in (financial planning). Layoffs; reducing inventory; zero increase in purchases; zero growth (reducing expenses). TV shows; sales; newspapers; on site meeting room for gardens clubs (increasing market share).
46 Active computer modeling-whole dept. for finance at Callaway Gardens (financial planning).
47 Our growth has been solid and rapid for five years.
48 If anyone is solving planning, planting, and paying for '93 crop in '92 w/o foreknowledge of what public wants, let me know.
49 Always trying to find new wholesale vendors (product selection).
50 Who said we are solving anything? The cost of everything-pots, soil,plants, fertilizer, equipment, and especially labor is increasing and we are not getting marginally more $ for our products. Too many growers flooding market with cheap, inferior products.
51 Investing more money in equipment such as soil mixer-transplanting conveyor-reducing hand labor (reducing expenses).
52 Good equipment and maintenance. Few extravagances. Minimum loss-breakage.
53 Through team effort across the company (environmental regs, knowing the competition, marketing programs).
54 Continued research (product selection).
55 Keeping up-to-date with national mail order firms' offerings, and european offerings (product selection). Strong customer awareness of container recycling (reducing expenses). Frequent searches for cheaper growing media.
56 Spending all time available on marketing and introduction of new perennial varieties -
57 Distinguish itself from the area competitors how it offers items and providing the best possible service (increasing market share) constant evaluation of what varieties sell, when and how much (product selection) visit, listen, and investigate what others are doing and utilize everything that will help (knowing the competition)
58 By providing service, expertise, and a very high quality product, unusual and hard to find plants. We also provide a very pleasant atmosphere to shop in.
59 Weekly meeting of owners (financial planning). attending appropriate seminars (reducing expenses). Reading (marketing programs).
60 Locating new plant additions from wholesale sources, other nurseries and trade magazines (product selection). Visiting other nurseries in the area (knowing the completion). Encouraging employees to watch for something that could be done more effectively (reducing expenses).
61 Through constant review of the needs of our customers & what is available in the marketplace-vigilance-energy (increasing market share) quality and service.
62 Constantly surveying customers opinions-staff opinions (product selection). Making the workplace pleasant - exciting (staff retention).
63 Setting up budgets in each department (financial planning).Mechanizing, changing the production schedule for reduced labor costs (reducing expenses).
64 Payroll-payroll-payroll. Staff retention-yearly problem. Increasing our perennial production during our slow time has enabled us to keep key staff members on (reducing expenses).
65 Attend as many classes, talks, symposiums, as I can and talk to other growers. Study the catalogs (product selection).
66 Focus on buying period and shorten season (reducing expenses). Expand advertising to larger area-take advantage of pr opportunities (increasing market share). Solicit attention of garden writers with display gardens (marketing programs).
67 In addition to growing favorite perennials, we are growing hard to find and try to grow unusual perennials, available only to mail order customers (product selection). By offering hard to find plants and giving service, service, service- word of mouth is actually handling this (increasing market share). Read all the fliers to keep current-but don't follow anyone (knowing the competition).
68 Keeping good records (financial planning). Knowing the opportunities (increasing market share). On a small island-not difficult (knowing the competition).
69 Advertising-exposure (increasing market share). Efficient shipping methods (distribution/delivery). Keeping up to date with new products (reducing expenses).
70 We are small-sole proprietorship and have run the nursery on a part-time basis. 1993 will be first year we will be open on a daily basis. We realize we need to address many of these issues more significantly.
71 Not well (marketing programs). We are environmentally sound in our action and words and hope the strong message is received by customers (environmental regulations).
72 Upgrade catalog, visit clients garden centers, trade show exhibits, telephone follow-up, increase sales effort (increasing market share).
73 Read and study every gardening article possible. Try 100+ new plants a year and evaluate for hardiness and garden worthiness (product selection). Marketing is combo of advertising and many handouts at nursery (marketing programs).
74 Working constantly with cash flow projections and sales figures to make sure we're staying profitable (financial planning). Good catalog-advertising-networking (increasing market share). Comparing prices and asking the question: do we need it? (Reducing expenses).
75 Visiting all competition and trying to offer different products. Specializing in areas that others don't. Having many varieties of plants rather than the common ones.
76 Participation in public area plantings, customer information sheets (increasing market share). Monitoring waste and loss of plants (reducing expenses). Constant communication (increasing market share).
77 Trying to standardize-systematize as much as possible (reducing expenses). Visibility-good customer service- plant health & variety (market share). Watching other nurseries throughout the east; networking w/other growers-local and regional.
78 Good records (reducing expenses). Reading- catalogs (product selection). Newsletter (financial planning).
79 We have hired business consultant & meet monthly (financial planning). A staff of three constantly reads and visits local gardens to see what is hot and new (product selection) Aggressive, but financially conservative w/ marketing company (increasing market share).
80 Formula- Chuck Vanderko, consultant (financial planning). Primary overhead is in labor hours-try to organize crew time on jobs to be efficient (reducing expenses). Hire people with skill and interest in the plant field-provide incentives w/raise and bonus, insurance. Our employees are our biggest asset. Send to educational workshops when available (staff retention).
81 Offering quantity discounts; hand out free garden designs; four newsletters a year with perennial articles; signage (marketing programs).
82 Using a wide variety of suppliers-replenish stock frequently; offer new and unusual plants (product selection). Weak in this area - trying to appeal to retail and wholesale market (increasing market share).
83 Small company-spouse and I collaborate often -as often as our marriage allows.
84 We put together a very detailed annual budget looking closely at sales and expenses-watch monthly statements closely and make adjustments routinely to reach our annual budget goals (financial planning). With a detailed month-end statement we can closely watch expenses adjust accordingly (reducing expenses). Being from the northeast we typically layoff nov.-Mar. Making it difficult to get employees to return for another season (staff retention).
85 Asking questions, listening, being the best (knowing the competition).
86 Producing quality product, displaying in inviting atmosphere. Provide knowledgeable sales persons to inform, guide and educate customers-one on one (increasing market share). Constantly expand # of species & varieties offered- research cold hardiness, check out other zone 4 companies plant lists (product selection). Timely sales; will be using 'plant of the week' 'plant of the year` promotions; new in 1993 listing.
87 Review sales and expenses constantly -use finance authority of maine and "score" as resources (financial planning). We talk to our customers-visit the competition (knowing the competition). Buying in bulk, always looking for new quality sources (reducing expenses).
88 Observation of others, customer feedback, trial and error, consulting others (marketing programs). Constant shopping for suppliers, better methods with same results at less cost (reducing expenses).
89 Business magazines-periodicals-courses (product selection).
90 Imagination-always being first to introduce 'new' products or varieties (increasing market share). Quantity-quality-service-advertising. PPA symposium, trade shows, trade papers (product selection). Keep moving- changing -giving and going to seminars (marketing programs).
91 Try to plan far ahead for expenses-never cut corners-purchase only what I need, if possible sometimes a little extra if I believe it will sell (financial planning).
92 I'm just converting from part-time to full-time and develop specialty items which are not available in the general trade.
93 Our firm isn't involved in producing perennials. The biggest challenge is keeping abreast of latest regulations by reading publications and contact with attorneys (environmental regulations).
94 Always looking for cost saving ideas and new plants (reducing expenses and product selection).
95 Hard work-research-experimentation (financial planning, staff retention, wages and benefits).
96 Direct mail - attending - seminars - reading ads of competitors.
97 Reading periodicals and checking for sources of new plants (product selection). Personally visiting competition and capitalizing on weak points (knowing the competition). Advertising and expansion (increasing market share).
98 Pursuit of excellence in quality and service (increasing market share). Your reputation precedes you. My customers trust me to offer the best plants. I keep a good library: books, plant lists, etc. (Product selection). There are other fine growers out there and I learn from them (knowing the competition).
99 Carrying people on salary through the off season-searching for ways to utilize staff off season (staff retention). Changing suppliers for better prices same product or service (reducing expenses). Increasing quality/variety (increasing market share).
100 Assign appropriate tasks to staff, increasing responsibility, varying the assignments (staff retention).
101 Always comparing quality and price-trying to propagate more-always determining what the public wants (financial planning and reducing expenses).
102 Constantly looking for new plant varieties and trying to do more of our own propagation.
103 Small company: treat employees with fairness and respect (staff retention). Printed advertising; do quality work and word of mouth is still the best; phone and visit nursery customers (increasing market share).
104 Create new products (increasing market share). Monitor individuals, material handling, spend lots of time on customer education to help eliminate product losses. Manage accounts receivables (reducing expenses).
105 Doing lots of reading and research-long hours spent trying to stay on the cutting edge (marketing programs and product selection).
106 Recycling as much as possible-reusing as much as possible to avoid repurchase (reducing expenses). Always working to be economical and efficient in our delivery and distribution-use recyclable products.
107 Going to seminars (financial planning). Trial gardens, customer suggestions, books, etc. (Product selection). Budgeting (assessing computer needs).
108 Adding new varieties-expanding lines. Have own trial gardens to evaluate (increasing market share and product selection).
109 Management meetings including grower, sales manager, buyer, owner. Change product mix and displays (increasing market share). Run lean at right times (reducing expenses). Educated guess (product selection).
110 Newsletters, advertising, school projects, demonstrations, display gardens (marketing programs). Winter layoffs, sell smaller plants to conserve space, water, maintenance, lower inventory-recycle (reducing expenses). Cut out marginal selling items, increase shade plants (product selection).
111 Phone contact, visit competition; constantly improve quality-awareness of changes and adapt; careful purchasing - good credit - cut waste (knowing the competition, increasing market share, reducing expenses).
112 I'm always working with my competitors (knowing the competition). Constantly praise staff and give them the freedom to solve problems their way (staff retention).
113 Have developed means for rapidly increasing plant growth, enabling us to use great quantities of plugs and cells-great cost reduction-better plants (reducing expenses). Spend lots of time and money keeping excellent employees- a.m.coffee, cold drinks, bonuses to valuable employees (staff retention).
114 Constantly researching new varieties and suppliers of such w/follow-up evaluation of our own experience (product selection). Reuse, recycle-greater efficiency-creativity in all aspects of production reducing expenses). Maintain current customers-increase their volume of plants sold (increasing market share).
115 Leasing employees-lower insurance.
116 Expanding greenhouse production to increase seed and plug production. Decrease in purchase of materials produced by others (we sell over 600 varieties in zone 3). Rehiring staff. Buying laser printer to put out our own catalog and produce advertising-marketing-promotional information. Putting more information on our computer tags (increasing market share and reducing expenses).
117 Listening to customers, attending grower seminars, reading (product selection). Keeping quality high (increasing market share). Early order discounts, having hardgood suppliers bid against each other, combining orders with other growers, trade show discounts (reducing expenses).
118 With information from assoc. Specialty cut flower growers and ppa (product selection). Asking consumers, retailers for their preferences (increasing market share).
119 Exceptional quality plants-monthly newsletters on "how to"-weekly gardening classes-display garden tours-customer services.
120 I am a sole entrepreneur-hire an independent contractors occasionally and rely on family. Work on cash basis, but no longer know my competition as "everyone is in perennials all of the sudden" (reducing expenses -financial planning).
121 With ample input from sources like ppa-personal favorites and managers recommendations (product selection) yearly trips to europe (product selection). Pay well above average wage, with good benefits to workers (staff retention).
122 We recently computerized our business which seems to be helping with these matters.
123 Decided by committee (product selection). Rely on local extension service (environmental regs).
124 Consult with professionals in specific fields. Attending seminars (financial planning and reducing expenses).
125 Advertising, cutting costs, monthly p/l statements (increasing market share).
126 Trying to establish true cost for mail order shipping (distribution/delivery). Attend trade shows. Try many different forms of advertising-direct mail catalog seems to be best (marketing programs).
127 By lots of reading, visiting other growers, networking, developing our own new items (product selection). Tracking existing expenses, brainstorming to eliminate waste, improving product turnover (reducing expenses). Distribution for small operators always challenging-network with other growers on shipments has improved our delivery situation.
128 We offer promotions at point of sale and participate in community planning events to enhance our products and services. We plan our computer operations to handle routine tasks and our vendor is planning a system to enhance inventory and production capabilities.
129 Costing jobs before vs after. Having annual fiscal goals. Involve employees in job costs. Give responsibility with wage increases making employees understand costs. Share benefits of reducing expenses.
130 Learning more about techniques such as budgets and cash flow charts (financial planning). Preparing budgets and monitoring budgets for improved efficiency (reducing expenses). Looking for new varieties, attending lectures, evaluating sales records of varieties (product selection).
131 Trade shows; mailing brochures; advertising in industry publications (marketing programs). Using some very sophisticated cost accounting-would be pleased to share information (financial planning). Require employee input for cost savings ideas.
132 Education-thoroughly investigating new plants-and their attributes. PPA has helped with this a lot (increasing market share).
133 Starting mail order of herbs and scented geraniums (increasing market share) participating in flower shows-increasing advertising-begin free lectures/demos-using volunteer staff more.
134 Cutting staff reduces expenses.
135 Shows, literature, trials, visit other gardens-growers, customer requests (product selection). Computer; monitoring sales-expenses; management meetings; shopping; research (financial planning). Working on getting inventory on computer-then labeling (assessing computer needs).
136 Talk with other growers-scour reference materials-ship in material from retail mail order nurseries for trial gardens.
137 Visit gardens-wholesale nurseries, read a lot of books/publications-listen to clients (product selection). Work cooperatively with our competitors, meeting with them monthly for ideas/exchanges (knowing the competition). I offer good working conditions, good pay, good hours, lots of reinforcement-working on a benefits package-still have too high of turnover (staff retention).
138 Promoting gardens we have designed, installed, and maintained through garden tours, slide presentations, articles (increasing market share). Continued research to improve plant selection (knowing the competition).
139 Offering more benefits and income (staff retention).
140 We use national brokers to increase our volume sales (increasing market share). Computer software package (financial planning).
141 Recycling pots-plastic. Propagate much of our own material. Annual spring catalog mailing to our customers (reducing expenses, marketing programs).
142 Lectures and workshops (marketing programs). Recycling and compost (reducing expenses). Literature (product selection).
143 Compare production and sales to previous year- projections for following year from comparisons (product selection). Route deliveries by zones on a weekly basis (distribution/delivery).
144 Pres. is a CPA (financial planning). Continually observing production, labor, supply, usage costs (reducing expenses). The never ending nightmare of delivery has been with us for 20 years-try to learn all the time (distribution/delivery).
145 Keeping up on PPA info. Grower selections. Trends (product selection). Tightening up use of personnel, more careful monitoring of plant health, soil mix, overwintering, plant loss control, education of perennials-a plant is not a bolt (reducing expenses). Recycling bin for customers. Stress organic. Soil and healthy plants (environmental regulations).
146 We network with other sellers/garden centers. Research all available literature. Constantly re-evaluate our response to environmental regulations (marketing programs, environmental regs, product selection).
147 Job planning (production automation). Advertising (print/tv),friendly-knowledgeable service (increasing market share). Daily scheduling (distribution/delivery).
148 Reusing plastic, eliminate losing cultivars, buy liners instead of bareroot (reducing expenses). Increase quality and selection, improve signs, staff and perennial sales area (increasing market share).
149 Always aware of bottom line-project future receivables and expenses (financial planning). Visit competition. One person handles all buying, once deciding what to buy.
150 Visit local nurseries-change perennial list yearly-decide where most profit is derived each year and look to expand in that area-accountant's input.
151 Good record keeping and budget planning. Long range planning sessions. Quarterly review (financial planning). Trial growing programs. Garden/arboretum visits. Publications (product selection). Constant brainstorming and evaluation of past marketing experiences. Experimentation (marketing programs).
152 Recycling plastic-customers get rebate on returned containers.
153 To increase market share we've added, we've added sales staff, expanded management of sales staff. We've begun extensive studies important of geographical areas to determine special, timely needs.
154 We keep up on articles, catalogs, and seminars for new or unusual selections. We look for marketability (product selection). Financial planning is as important as lunch or breakfast or dinner. We watch paper advertising-visit our competition in person.
155 Developed a new purchase order program. Hired personnel director to make employee-hiring decisions and increase uniformity between various departments.
156 Use an automatic transplanter. Employees receive bonuses and are involved in research development. Presentations and talks on perennials.
157 Emphasis on efficiency, education of employees. Evaluating and expansion of computer use. Work prioritizing and planning with use of computer data for evaluation.
158 Increasing exposure-trade shows, trade magazines, fax availabilities (increasing market share). Cheaper materials. Increase efficiency. Visit other nurseries to discover new varieties and trial in our areas (product selection).
159 Monitor crops as to how they sell and how easy they are to propagate (product selection). Try to watch where the money is going and become more efficient in work practices (reducing expenses). Having a salesman on the road, knocking on more doors (increasing market share).
160 We have a company plan and policy on what we want to attain in the next 5 years. It can only be done by continually marketing your company and keeping up to date on the financial situation weekly if not daily.
161 Using information technology to fine tune product mix. Just-in-time production. Develop a co-op marketing plan.
162 Continually working on automation-streamlining operations. Have a strong concern about government over-regulation.
163 Newspaper, radio, TV advertising (marketing programs). Retail store expansion (increasing market share). Running lean-keep capital purchases low (reducing expenses).
164 Planting out some varieties for assessment-customer reaction (product selection). Developing signage to help customers select combinations. Displaying larger quantities of plants for some uses (marketing programs).
165 Look at all spending no matter how insignificant. Always looking for produce that we could grow to expand our line and keep customers coming.
166 Emphasis on sales, exhibit plants, attending shows, visits regularly (increasing market share). Planning ahead-learn from the past (product selection). Networking (knowing the competition).
167 Product selection is toughest-what is available through local outlets vs what can be purchased through catalog. Availability-condition upon receipt are concerns. Keeping track and making sure business is not costing more time and money than I'm making.
168 Reading publications. Networking. Aggressive inquiry. Innovative scheduling. Catalog format changes. Newsletter in spring. Special promotions Aug.-Sept.
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