MERCHANDISING Studio M's flag collection displays. Song pokes have been a hit!) in a pot of flowers as a quick gift-to-go for Mother's Day. Just don't make it too hard for your customers to find the product open stock - create an idea for them but also have a display nearby so they can shop items separately if desired. What can IGCs do to differentiate from the big box stores? Godat: Big box stores will always take a more utilitarian approach than independent retailers. They're not going to spend a lot of energy merchandising and most of their offering is separated by category. IGCs can use unique décor items to highlight their staple products - use a colorful flag display to draw attention to certain plants or use a few Art Poles to break up the sea of green. And perhaps most importantly, IGCs should partner with vendors who don't sell to big box stores. The easiest way to set yourself apart is by offering products that can only be found at specialty shops like yours! Hanesworth: An informed staff can show customers how to use our decorative products and planters by enhancing the beauty and interest of their garden center. Displays of products in-use throughout the garden center inspires customers to visualize the products in their own home and garden. Encourage questions and provide information about the origin of products and production techniques. All of our wholesale decor and planter products are handmade by family producers in Thailand. Circle 108 LGRMAG.COM | 21http://www.LGRMAG.COM