September/October 2023 - 29

GREEN GOODS
The Gardens at
Ball feature more
than 9 acres of
display beds for
annuals, perennials,
cut flowers and
vegetables.
Photos by
Heather Machovina.
Centaurea
'Silver Swirl'
very prolific, while some were not as showy. Others gave me
the flower power I was told about but wasn't able to see due
to winter growing conditions in California.
Darwin Perennials also launched the new landscape
brand, Better Versions, at the event. When discussing how
older genetics perform in the landscape, most industry
professionals answered, " Not good. " Landscapers have been
hesitant to trust improved genetics of their favorite varieties
from breeders because they are not sure what to expect in the
long run. Better Versions focuses on more current genetics
that have been trialed for landscape performance coupled
with market sales for at least five years, so there is knowledge
and results to prove they are consistent performers.
Better Versions varieties are " better blooming, better
performance and better availability, " says Seth Reed, sales
and marketing manager at Darwin Perennials. Only three
varieties are currently available: salvia 'Blue by You', nepeta
'Junior Walker' and lavender 'Superblue'.
Retailers Share Perennial Selling Tips
During the keynote session, retailers discussed what
they are doing to grow their perennial program, engage
the next generation of plant parents and increase sales
throughout the year.
Barton Springs Nursery
Barton Springs Nursery in Austin, Texas, is a retail
grower that concentrates on providing high-quality
perennial options for its customers in the southern heat.
Five growers, growing the same perennial in five different
locations, can all get the varying results. Barton Springs'
team is careful to only select plants that customers will
have success with in their climate. For example, while
many customers ask for hostas, it's not something they
offer because it doesn't work well for Texas.
Display gardens are a huge help for sales. While
customers are usually buying 4-inch potted perennial
plants, a display garden helps them to understand what
the mature plants will look like in the landscape. Barton
Springs also has a pollinator garden that is covered in
butterflies during the warmer months, helping to drive
more spontaneous sales.
Barton Springs staff members are expected to have
vast knowledge of its plant offerings. They believe that
when an employee is able to answer questions without
having to ask someone else for information, customers
develop a great confidence and trust in your business.
They implement a " plant of the day, " so employees can
learn facts about one plant every day and build their
knowledge quickly.
A " Genius Bar " is also on-site, where customers can
bring in any plant to learn more about it. They can receive
general information, help diagnosing what may be wrong
with it or answers to any other questions.
They have started using data to gain insight into what
are the best-selling perennials throughout the year.
LGRMAG.COM | 29
http://www.LGRMAG.COM
September/October 2023

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