This is just a quick two-second tip for finding horticultural technicians. 

                                                          Put a Sign on Your Truck or Van

We all know that your company name on the side of your van or truck is free, rolling advertising.  Well, how about having a Help Wanted  plus phone number  magnetic sign made for the back of your vehicle?

Lots of people see it and the exposure is FREE!

Just a "Monday Morning Coffee Break" Thought.  Now, Go Get ‘Em, Tiger.

OK.  We discussed standardizing some of what we sell and maintain so that we can operate more efficiently.  What happens if we standardize in another area?  How about standardizing some of our Pricing?  For example, have you ever stayed up ’til the wee hours of the morning working on a Price Quote for a prospective client?  Should it be $333.00 per month?  Or $325.00? Or, $ 335.00?  As the hours tick by you’re still there, still vacillating between the numbers.  Truth is that the hours of sleep you’re missing are worth far more than the few pennies you’re deliberating about. 

What If 
What if you had 10 different price points for your plants based on type and grow pot size instead of 112?  For example, you probably have 3 different cost price points for 6" material.  Six Inch Pothos, Ivy etc cost you $X, 6" C.E. etc cost you$XX, and 6" Spath etc cost you $XXX.  So, while you may deal with 6 or 7 different 6" material, the six of them probably can be divided into 3 different groups.  Apply your formula and, voila, you have three different prices to plug in, not 7.  Same with 10" material.  Ten inch Drac. Janet Craigs, Warneckii, etc cost you X, the next group of 10" cost you XX, and the third group of 10", say Kentia, Rhapis etc cost you XXX.  Apply your formula and now instead of 12 plant prices you have three.  Same for 14" material.  By not dealing with the pennies, you’ve now cut the number of different price points down by two-thirds.  Quite a time saver!

Back of an Envelope 
Not only will this method save you some sleep, it will also help you when the prospective client asks for a price quote right then and there.  You mumble something about "I’ll have to get back to you" and you’ve just lost your Sales momentum.  What if you had been able to say, "Hmmm, let’s see.  Ten 10" group A and 8 14" Group B, and the 12 6" Group A (for the TOPsiders).  That would be a maximum of $XX dollars for the plants, $XXX for the Containers, and approximately $XX for the Monthly Maintenance.  Could be less, Mr. Joseph but I can guarantee it won’t be more."  Then you ask when would he like it installed, he says,"Thursday", and away you go. 

Set it Up Once not Twenty Times 
This standardization method can be used for plants, containers, and for maintenance as well.  It enables you to quote off the cuff and close the Sale and it imparts a level of confidence as now you look at the plant material in a whole different way.

This method can be applied to selling product and maintenance as well.  The trick is to …..standardize.  No go out there and get ‘em, Tiger. 

Standardize – Standardize - Standardize

As ‘scapers we’re constantly trying to show off our design skills be it in regular interior work or Holiday.  That’s why we often put in the wrong plant (light too low but it looks good) or end up with tons of various gold ribbon (but this one has a stripe and this one has a dot and this one has a star).  Wrong plants, too much different product – both lead to the same thing – higher costs, lower profit.

 
Now my sense of it is that, yes, there are times that it must be this or that specific item but those times are few and far between.  It’s our own boredom or ego that says it has to be this or that and nothing else will do.  Truth is most clients are more interested in green – healthy – lush foliage than a specific type and gold ribbon is gold ribbon with or without the stripe or dot.  We’re the ones who back ourselves into corners and we’re the ones who have to apologize when the specific ribbon we’d promised didn’t get delivered.

The 80/20 Rule
My point is – remember the old 80/20 rule – 80% of the plants and containers you use are the tried and true workhorses.  Plants that survive different techs, low light and still hold up.  Gold ribbon and ornaments that work whether its on an ivory and gold tree, red and gold, toy themed, or fairy woodland.

 If you try to make each of your designs totally different from each other – you will lose money.  You just can’t absorb the additional costs in time, replacement, and inventory.  So, standardize at least the proverbial 80% and save the 20% or less for your design ”zebras”.  And, if you are going to raise the bar for that really avant garde project – charge for it, you’re worth it.  My suggestion?  Give your client options.  Option One – Great design, great service.  Option Two – Incredible design, higher end containers, intense Holiday themes, and, of course, still great service.  Even consider offering three options since clients usually opt for a middle ground, it’s just human nature.

Three Options - Does it take extra time to do this?  Of course it does, but, hey, business is not exactly booming, so make the extra effort.  See what happens and let me know how it works out.

Systems Furniture for Today’s Corporate Office
Steelcase is the largest office furniture manufacturer in the world. Headquartered in Grand Rapids, Michigan it has over 1900 furniture dealerships.  Founded as the Metal Office Furniture Co. in 1912, it became known for metal desks, files, and other office furniture then in 1954 the company name was changed to Steelcase.  Over the years, the furniture needed for America’s offices changed.  As the economy changed from a manufacturing/factory based one to an information age one, the need to accommodate office workers with flexible space that would also handle miles and miles of wires became pressing.  Steelcase’s Movable Walls introduced in 1971 were the answer.  In 1973, they introduced Series 9000 panels and the cubicle designed workspace was off and running.  Other manufacturers such as Herman Miller, Haworth, Knoll, and so on provided innovative systems as well.  As Interiorscapers, we have become very familiar with this type of office layout as corporate America added green plants to help soften and humanize the workspace and we became an integral part of the office scape.  Over the past 30 plus years there have been many changes, improvements, and upgrades made to the original systems.  Color preferences have changed as well.  Back in the 60’s, 70’s and 80’s Light Tan and Warm Brown were the most specified colors.  More recently it’s been Black and Grey.  At one point there were pronouncements that “the cubicle is dead”.  However, cubicle layout still survives in the office workplace and has been updated to include multiple systems wall type layouts.  For example, one of Steelcase’s most popular systems product line is the Answer Series of panels that can be used to fit a broad range of needs. Panels can be configured wider, taller, and shorter along with optional storage units such as towers, bins, and bookcases.  They can be solid or have glass window sections.  They can have tack board or marker board surfaces or a wealth of other options.  What’s important for us as interiorscape salespersons to know is that whether the panels are configured in a cubicle layout or more freestanding, the Answer Series accommodates TOPsiders planters just as well as the other Steelcase systems – Avenir, Kick, and Montage.  In fact, most of the other systems out there such as Herman Miller, Haworth, Allsteel, Knoll, etc. all work well with TOPsiders.

 Who is the Biggest?
Today, Steelcase and the other office furniture manufacturers continue to be innovative bringing creative office design to the forefront.  However, it may interest you to know that one of the largest office panel system suppliers is not a private company but the U.S. Prison System.  Yep, they don’t just make license plates any more but provide a wide range of systems furniture particularly for government projects.  Strange world, huh?

So, why have I covered all this info on office furniture ?  Because as an interiorscape salesperson you have got to be at least a little knowledgeable about where your plants and planters go.  A savvy salesperson learns about Steelcase, Herman Miller, and the rest.  At least enough to know who makes which system and be able to communicate with the facilities manager or the designer.  It’s all about credibility.

 Pull up www.steelcase.com and check out their product lines, same with Herman Miller and so on.  Or, next time you are working with an office furniture dealer, see which lines they sell and pick up some literature and finish pages.  It’s all part of your ongoing education as an interiorscape salesperson. 

Now go out there and get ‘em Tiger!