Secrets to a Successful Greenhouse Business

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Tricks of the Trade

The most important rule in the plant business is: Never sell anything you aren't completely satisfied with. Sell only those items which are healthy, top quality, and balanced with the cost. Be proud of what you grow and grow proud—you're not just making a living for yourself, you're doing a service for Mother Earth.

The most important rule in the plant business is: Never sell anything you aren't completely satisfied with.

One of your most important tools as a wholesaler is the telephone. It's the next best thing to being there. Actually, talking on the phone is sometimes better than being there in person. For one thing, you can project the image you want without worrying about what you look like. You can wear torn or grass-stained jeans without seeming less professional to your customer. Also, research shows that difficult customers are often better handled over the phone. It's easier to ask frank questions that you might hesitate to ask in person, and it's easier to ask for a large orders and simple yes-or-no answers. I also find that many potential buyers are less likely to second-guess you over the phone than they would in a sit-down meeting.

Even if you're on the phone, it's important as a salesperson to make your appeal stand out from the rest of the plant-selling pack. Use the same casual language that you use when you speak, even if it's not necessarily grammatically correct. You'll sound more genuine and spontaneous, and your clients will feel more comfortable. "How ya doin'?" doesn't sound as polished as "How are you?" but the informality will put your client at ease. Remember that the ideal phone call should be about four minutes long; be snappy and graphic.

Also, bring a few samples to leave wherever you go. Do so even when contact was not made with the appropriate buyer. Sometimes a buyer will have a change of plans at the last minute and he/she will have to rechedule the appointment. If you've traveled a considerable distance, let the secretary know this and ask if there's another buyer who can inspect your samples and pass on the information. If the size of one group of plants varies significantly, take one of the largest and one of the smallest as samples, and discuss the sizes in between.

Packing and Labeling

First of all, before you ship your plants, move them to a place where the amount of shade is 50 percent more than it was in its growing location. Leave them there for two days, in order to help them adjust to boxes and artificially-lighted stores. Then wash the sold plants thoroughly with water two or three days before shipment. Place the boxes in a cool, dry place after packaging and experiment with the life of the plants while in closed boxes. Although most plants will last a week, it's a bad idea to box them for more than three or four days. Always check for final appearance before packing up your plants. Clean off any dirt left on the plant (especially its leaves), wipe excess dirt from the pots with a wet cloth, and trim any leaves which have turned brown. Be sure that all the plants will support themselves if they get separated from other plants.

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