June 2019 - 14

Merchandising
Adding the Heat
Tropicals
- of-
The potential of your foliage and
tropicals department is huge, so here
are things to consider when increasing
your offerings.
By Linda Adams
I
f your garden center is not already riding the
indoor plant wave, now is the time to take
the dive and expand your foliage and tropicals
department. The interior plant boom continues
as people can't get enough " green " in their living and
work spaces - and lives, in general.
Using data from its independent garden center
clients from across North America, The Garden
Center Group reports an overall 2.8% increase
of all sales; tropical plant sales outpaced that
representing 5.8% of total sales in 2018, which
continues a three-year climb in sales for that
category. Gains in tropical plant sales have grown
an average of more than 20% in the past two years.
Margins on tropical plants remain high.
People seek to balance their high-tech and virtual
lives with a connection to nature. Houseplants,
interior décor, living walls, green roofs, balcony
gardens, plant pets and junglescaping are just a few
answers to the call for nature.
Your tropicals department can be the " health and
wellness " center for customers seeking happiness
through plants.
Things to Consider
It's important to think about your customers'
lifestyles when determining which foliage products
to offer. Many consumers have moved from a DIY
mindset to a Do-It-For-Me attitude.
Rather than purchasing the various components
to create a dish garden, they now seem to prefer
leaving the store with a beautiful, finished product
ready to either place in their home, give as a gift
or show off on Instagram. No dirty hands, leftover
parts or time spent on production - and they
don't mind paying more for the convenience.
14 | LAWN & GARDEN RETAILER | JUNE 2019

June 2019

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