September/October 2023 - 38

POHMER ON...
difficulties can be overcome.
* Sees opportunities in challenges and remains hopeful
for the future.
* May have higher levels of happiness and life satisfaction.
* May be more resilient in the face of adversity.
Key points:
* Optimists often exhibit a positive attitude and high
levels of motivation.
* They are more likely to persist in achieving
their goals.
* Excessive optimism may lead to unrealistic
expectations and disappointment.
The Pessimist:
* Generally focuses on the negative aspects of situations.
* Expects the worst and often worries about potential
problems.
* May be more cautious and risk-averse in decision-making.
* Tends to experience lower levels of happiness and
life satisfaction.
* May struggle with feelings of anxiety or depression.
Key points:
* Pessimists can sometimes be more prepared for
setbacks due to their cautious nature.
* Their critical thinking can lead to more realistic
assessments of situations.
* Excessive pessimism can hinder personal growth and
limit potential.
The Realist:
* Strives for a balanced view of situations, considering
both positive and negative aspects.
* Bases perceptions on facts and objective information,
rather than emotions or biases.
* Adapts to circumstances and changes in the
environment.
* Tends to make pragmatic decisions based on
available information.
* May be skilled in problem-solving and critical thinking.
Key points:
* Realists often have a practical approach to life and can
adapt to new situations.
* They value evidence-based decision-making and are
less likely to be swayed by emotions.
Each of the three perspectives - optimist, pessimist
and realist - offers unique advantages and challenges. The
optimist fosters hope, resilience and motivation, while the
pessimist can contribute critical thinking and preparedness
for potential setbacks. Meanwhile, the realist brings a
balanced, pragmatic approach to situations.
By understanding and incorporating elements from all
three perspectives, we can improve our decision-making
and problem-solving abilities. For example, starting with
an optimistic perspective can help us to generate ideas
and possibilities, while considering potential challenges
and risks from a pessimistic perspective can help us
38 | LAWN & GARDEN RETAILER | SEPTEMBER/OCTOBER 2023
38 |
to identify and prepare for potential obstacles. Finally,
applying a realistic perspective can help us to make
informed decisions based on objective information, while
maintaining a balanced and pragmatic approach.
Overall, appreciating the diversity of human thought and
understanding different perspectives can help us to build
empathy, improve communication with others and make
better and more informed decisions in our personal and
professional lives.
How Spring 2023 Might Influence Spring 2024
Based on the anecdotal information I've seen, here's how
I believe spring 2023 will influence the coming year.
* Traffic counts will be down by as much as 15% (we
didn't keep some of those new customers we gained
during the pandemic).
* In 2023, the retail economy was (and will continue
to be) flat, especially when one factors in the
inflation-driven rise in retail price points. The
consumer cut back on discretionary spending,
instead focusing on the basics and their essential
needs while still spending on travel, entertainment
and experiential enjoyments - all things that gave
them pleasure and satisfied pent-up demands.
* Keep in mind that unit velocity was down in 2023,
and sales dollars were flat to +5%, based on higher
inflation-driven retails.
Bringing Back Customers in Spring 2024
During the pandemic, the older Gen Zs and the
millennials (the majority of the new customers we picked
up) found us; we didn't find them. How do we bring
back those we lost and simultaneously protect our loyal
customer base? We can't rely on just raising prices to
grow our businesses - we need to grow our customer
bases and transactions to prosper long term. What's your
marketing/value proposition that will appeal to your
current and future customers to entice them to remain
loyal and bring them back into our fold? Now more than
ever, we need to communicate the real benefits and
personal value of flowers, trees and shrubs.
Many well-known companies have been right-sizing and
cutting expenses to become more efficient as the consumer
purchase behaviors and drivers change, leading to store
closings and bankruptcies. Iconic retailers like Bed, Bath and
Beyond, Tuesday Morning, Gap, Best Buy, Walgreens, CVS,
Party City, Foot Locker, Starbucks, and other chains have
already announced more than 2,400 store closings in 2023,
and this number doesn't include family-owned/independent
retailers like our garden centers.
These companies either didn't read the tea leaves
correctly, were slow to react to needed change or
mismanaged their financials. Add to this the reality
that lenders are becoming even more cautious about
providing working capital to small and seasonal
businesses like ours.
Now is the time to build closer relationships with
your lenders, educating them about your business and
your challenges - and how you plan to address them.
September/October 2023

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