The Grandaddy of all Horticulture Shows is the TPIE Show in Ft. Lauderdale, FL starting Thurs, January 17-Sat January 19, 2008.  Presented by FNGLA (Florida Nurseryman and Growers Association), the show and its accompanying Seminar is the place to be if you are a tropical plant person.  With a huge, sold out trade show and seminars of interest to ’scapers, this is the show to attend.  Plus, if you come in a day early you can take a tour of Nurseries on a specially scheduled bus.  They do the driving and you do the Learning.

This Year it is All About Green  
I know we’ve been Green since the Beginning of Time, but in today’s world, Green has a whole other meaning.  To that point, the Seminars all have speakers and topics that will increase your understanding of the new position open for including interiorplants in offices, hotels, and residences.  One of the most popular speakers is Patricia Fripp.  An acknowledged expert in Sales and Marketing, Patricia has received accolades from audiences all over the country.   She will be kicking off Friday’s Program as well as presenting a course especially for interiorscapers, Superstar Sales Presentations: The Inside Secrets.  It is an hour and 15 minutes of inspiration. 

Plus All the Other Stuff  
Along with being able to visit the booths of the Top Growers, Container Manufacturers, and Suppliers, TPIE is a great time.  Spend and share experiences with industry friends, attend the Opening Night Party at Gulfstream Park, and just relax in the Sun.

For Info  
Get all the details by logging on to www.tpie.org or call 800-375-3642.

Come see me in Booth 814.  I have a new revoutionary product (not a container) that will make your life 50% easier and save you money as well. 

Couple of months ago I was visiting a friend and he took me to see a Mall he maintained.  There, every plant was healthy and perfectly pruned.  It was a beautiful job…except..except for the bromeliads.  Some were faded. some blooms were slightly brown, others were still OK.  "Barb,  he said, I’m having a heck of a time getting broms.  The replacements for these won’t be in for two more weeks and it is driving me nuts". 

My Solution?  Paint ‘Em! 
To his surprise, I walked him over to the Craft store in the Mall and went to the Silk Floral Paint Section where I purchased three cans of Designmaster Floral Paint, one can of red, one of purple, and one of pink.  Then we walked to the rear of the Mall having stopped to grab three of the faded broms.  As we walked,  I explained that years ago I found myself in the same position.  The broms at a Mall we maintained were gone and it was two weeks before the points would arrive.  To buy all new broms or even mums would have set us back over $2,000 for replacements and they would have to be removed when the points came in.  Huge waste of money. (Sound Familiar?)

Then, grabbing some newspaper lying around, I took one of the broms, fixed a cone of newspaper around the bloom, like the plastic cone colar they put on a dog when they don’t want it to scratch its ears, shook the can of Red Floral paint, and sprayed just the bloom lightly.  A second coat and the result was astonishing. 

My friend gasped.  "But won’t that kill the plant?" he asked.  Probably, I replied, in a few weeks after which your replacements will have long arrived. 

Here’s How It Works 
The part we buy a bromeliad for is the colorful bloom or spike and that is the first part to go while the foliage stays alive for a long, long time.  So, if you can get color back to the bloom either by clipping the old out and replacing with an artificial spike (another timely trick), or by painting the bloom with a floral paint, voila, you have just saved the look, the job and a bunch of dollars.

Designmaster, a Careful Hand and a Good Eye  
The trick is to get the right product, Designmaster, available at Craft, Floral Wholesalers, and some Fabric stores.  Choose the right colors from the wealth available.  The color on the can is not always the same as what comes out.  When just starting out, buy single cans of several different reds, pinks, and purples, then test and choose the most realistic.  And, when painting remember that less is more.  Spray one coat and then another.  Keep it light.  You don’t want gobs of paint on the spikes.  After a few tries, you will get the hang of it. 

My friend went back to the Mallthat very night and painted the 120 broms.  His client was thrilled and commented that they were the best broms he’d seen in a while.  My friend continued to water (remember it is still a living plant,  it just has some makeup on it),  And when they were replaced with the Points, he said they still looked great.

Now, we are not suggesting you do this to your broms instead of the usual replacement program you are charging a client for, but, once in a while, schedules and deliveries get screwed up and here is an answer. 

We’d love to hear about your creative problem solvers. 

There is an ancient riddle that asks,"If everybody has the same Zebras are they still Zebras?

Well, maybe its not so ancient but it is definitely a question I ask myself periodically.  Example, when Interiorscaping was just beginning the use of a live, blooming florist mum was definitely a Zebra.  It was unique and unusual.  Time went on and people began to tire of Mums.  "Give us something different", they cried.  So we used other color plants like kalanchoe, azalea, lilies and always, always the wonderful poinsettia.  More time passed, and the client again began to ask, "Isn’t there something else?  So, being ever resourceful and anxious to rid ourselves of blooming plants that required twice a week maintenance, we showed the client  (ta dah)  Bromeliads.

Next Came the Exotic Orchid
Beloved of Designers and Shelter Magazines everywhere, the exotic orchid became the next "zebra".  In color bowls they graced boardroom and dining room alike.  Finally, we thought, we’ve finally found the answer.  Bromeliads and Orchids.  The first with its bright pinks, purples, oranges, and reds, the latter with its ethereal white, yellow and purple blooms.  We have our "Zebras".

Again We Hear the Plaintive Cry 
And so life was good for a few years.  But, hark, what is that I hear?  Client murmurrings? (murmurrmurmurrmurmurr)  In St. Louis, Chicago, San Diego and Portland again is heard the cry,"We’re tired of bromeliads, we’re even tired of orchids.  What else is new and different?"

Think A Floral, A Colorbowl, A Fruit
At Calscape this past month, I watched as ’scaper after ’scaper submitted beautiful colorbowls to be judged for awards.  They were filled with mosses of varying hues and textures.  There were lichens and curly willow, sticks of bamboo and small green plants.  Broms and Orchids were present as well but while they popped the color, the other material was chosen for its texture or shape.  Very impressive.   Also, while at Calscape I walked into the lobby of one small resort/nongaming hotel.  There displayed front and center on an oval glass table were 5 (uneven number is key) glass vases of varying widths and heights.  In each vase, clear plastic "cubes" were used to hold the floral stems in place.  The flowers themselves were large orange calla lilies, bound together in a bunch but placed off angle in the vases.  Some were even in a bunch laid across the top of one of the vases.  Spectacular!  It looked like the flowers were suspended in an icy, cool drink.  Just the right visual accent for a Desert. property.

  The next day the florals were gone.  I asked the Hotel Manager about them and he assured me that the florist who did them would be returning in two days with a totally different statement.  We spoke for a while and he told me that, yes, the florals were costly but every guest who entered commented on them. And there was nothing else in the Hotel that received so many positive comments and they were worth every penny.

Another hotel I visited also had glass vases in a group on a credenza in the Main Lobby, however this time the vases were filled with fruit.  Real lemons, one on top of the other, filled the tallest one (about 30") and still more, sat side by side by side in a long, low clear glass dish.  In another clear vase, also tall (24") werer stacked balls of green moss.  Perfect as a backdrop.

Another display showcased glass vases of varying heights filled with different wrapped candies.  On the tabletop below, wrapped lollypops fanned out like a skirt.  The look?  Truly unique and clever.

My Point?
Not every "blooming" focal point has to be a live mum, bromeliad or orchid.  Today’s floral styling allow us to play with fruit, dried materials, and so on.  It is all up to your imagination and, the funny thing is, that while we spend tons of time on the live green stuff, it just might happen that your playful, unique "color spot" just might steal the show.  Go visit your local floral wholesaler for ideas and materials and…..have fun creating a brand new zebra.

When we start out doing Holiday work, we are so excited and it is all so new that we cannot even begin to think about five years down the road.  Well, suprise, surprise.  Five years is here before we know it.  Now we are covered up with so much "stuff", we can’t hardly turn around without bumping into a tree.

Storage Options is the Name of the Game 
Renting storage space is not that difficult.  Paying a fair and low price can be.  Every area is different.  In some places empty storage places abound and for a monthly fee, it’s yours.  For others who are more willing to explore, a space that is already in use by another company may have space that can be sublet.  For others, its a barn on Uncle Jim’s farm.

One ‘Scapers Solution…and it Works!  
Good friend Al Fini  (Fini’s Plants), has been an interiorscaper for a bunch of years and has been through the Holiday Wars many times.  Over the years he has tried many storage options and has finally come up with a solution that works for his company.  He buys used shipping containers.  Thats what you see on the backs of 18 wheelers and on cargo ships.  According to AL, "As far as used containers we are very lucky.  We are 100-200 miles from several major ocean ports so there are plenty of good used containers always available.  Prices range from $1,200 for 20 footers up to $2,000 for 40 footers.  I would buy 2-20 footers instead of one 40 footer ( a lot less walking from end to end)".  

Benefits  
What a creative and smart solution.  The containers can be moved from one plot of land to another, keep precious contents dry, can be locked or put behind fencing for more security, can be used as fabricating as well as storage space, and if ever not needed can be resold.  All you need is a place to put them.  And, one more idea.  If you get a humongous Holiday job (and I hope you do), you could attach the container to the job site, park it in the parking lot, and work out of it for set up.  Great idea, thanks Al.

Couple of other last remarks.   Make sure wherever and however you store to get the proper insurance coverage for offsite assets and make sure to increase coverage as the years go by and the value goes up.And, if yu haven’t ordered Sippers for your Poinsettias, do it now.  Supplies are fine right now but tend to get slammed as the season hits.  They will give you 2 weeks in between watering, replacement in the single digits (saving big dollars), and can be reused over and over again for all your blooming plants.  To order, call TOPsiders (800) 533-7661.

Holiday Safety
As we head into the Holiday season I’m reminded of Holidays past.  Most are a blur of red poinsettia and sparkle that won’t come off your hands and face, but some years stand out for other reasons.  There was the year we set up the 20-foot live poinsettia tree and the year we decorated the Riverboat and made it snow inside over the 30-foot tree.  And then there are the years remembered but not because of an outstanding design but because of something sad.  Like the year one of our installers was taking down a wreath and fell off the 10-foot ladder breaking his leg in two places.  Or the year another Holiday Elf fell back off the loading dock.
As I write this e-tip it is still September.  Still time to have a company meeting and review safety measures.  Still time to give out that ounce of prevention and save a pound cure.  From proper footwear to ladder work, from proper lifting techniques to how best to anchor a tree or wreath.  An hour spent now could save bones, dollars, and workmen comp claims up the road.  So, please take the time.  Have a safety procedures meeting.

 Poinsettia Organizing
And, speaking of poinsettia, you probably use them in several ways but, for the most part, you use the 6” red plant placed into a watertight decorative container or basket with saucer inside or speedcover.  You may or may not add a bow, and away you go.  Suggestion – standardize, standardize, and organize.  There is nothing worse than holding up a crew waiting in a vehicle while one-person hunts all over the facility for the basket or the saucer.  Figure out what you are doing and how.  Set the components in stacks so that everyone knows where they are and can see them as they sprint to load the truck.  Standardization and organization - the keys to a very Merry Holiday.

Fabricating Tips 
One of the crises that happens each year is that you buy Holiday Product back in Jan or Feb long before the new jobs are sold.  Then, come September, you find yourself out of the 4" red and gold balls you need for that big job.  Like a bunny you get on the phone to order from you importer only to be told, "no more available".  What to do?  Check out your local floral wholesaler and, even, your local Home Depot, Lowe’s and any other retail store for product that will meet your needs.  So what if you have to pay 2 bucks instead of 1.50?  Retail prices are still low due to seasonal demand and the ability of the retail venue to pay less than you pay, is just a fact of life since they buy such huge quantities.  So, save yourself some grief.  Buy it locally and get it done.

It’s January 20, 2007 and I am here at the Broward County Convention Center in beautiful Ft. Lauderdale, FL.  The sun is shining, it is 80 degrees outside but in the Convention Center crowds of attendees are foregoing the sun and sand to walk the Show.   

They Know what’s important
Interiorscapers have always known that our products, the plants and planters we use, are continually changing and the one place to see what is current is at TPIE.  In addition, the opportunity to see our suppliers face to face is priceless. 

This Year

Would you believe there is a new blooming plant that is called The Bat?  The botanical name is Tacca chantrieri or "Black Bat Plant".  The foliage has the appearance of a Spath but is a different plant.

The "flower" is a very dark purple/black.  Very limited now.  It comes in both 6 inch and 10 inch.  The blooms lasts up to two months and with the proper conditions it can be made to rebloom again.

Use it for the striking blooms as part of your color program and not as a permanent plant.  Tremendous potential.  The source is Greendale Nurseries in Homestead.

My buddy Steve Foster of Foster Plants in Miami, took this photo as did my friend Lorna.  I’ll be getting a sample in a week or so and will test it "on the job" so to speak.  It is very, very exciting..

Good Friends
I think this is my 30th year at TPIE and ever year I look forward to seeing old friends.  Some "teams" split up with one going to TPIE, the other to the Holiday Decor Shows in Atlanta and Dallas.  Hard to choose but with Holiday making up so much of your interiorscape biz (10-20% for most companies), a visit at least every other year is a must. 

Who did I see?   Matt Gardner was in from CA as was Vicki Cate, Bill Lyon, Bill Meade (back at Gainey).  Linnaea taught, John Mini was there as was Chris and Leann Raimondi from New Jersey (he was just named Fire Chief of his town.)  Dick Ott and Art Cambell hosted an NIN get together, Shane Pliska was there as well.  Kathy  O’Donnell was beaming and showing photos of her new grandchild. 

Yep, we’re all a bit older, grandkids are replacing the kids we had, and several ’scapers wanted to talk about "exit strategies".  Some have second generation already in the business.  Jerry Shipe of the Plant Place in Dallas was there with his son.  It was absolutely wonderful. 

The Newbies 
And there were plenty of new kids on the block.  Hungry for knowledge and so very happy to be a plantscaper.  Crazy but fascinating business this interiorscaping. 

You Gotta Have a Zebra
Picture a large herd of brown and black horses.  Its a sea of dark shapes.  Suddenly, in the midst of the herd you spot, could it be, a zebra.  Its white and black stripes stand out like a beacon. 

Well, in the world of interiorscaping, we, too, have "horses" and zebras". For us the zebra may be an exotic plant or an unusually shaped or colored decorative container while the horses are the usual, most often specified plants or the simple containers in standard colors and finishes. 

For example, think ‘Janet Craig" Dracena in a light tan Roundz cylinder container.  Definitely a workhorse, definitely.  Now visualize a bromeliad in a Euro style container.  A zebra-definitely a zebra. 

Use Zebras Sparingly
Too many zebras can result in sensory overload so the trick is to use them with caution.  Let the intended use of the space and the existing surroundings be your guide. 

For example, offices demand lots and lots of workhorses while hotels and residential projects call out for a higher proportion of zebras.  In other words, where there are lots of the same,–same desks, same chairs, same cubicles, think workhorses.  And, if there are oriental rugs, elaborate window treatments, exotic woods—-think zebras.

Explain As You Go Along
And while you are going through this mental process, don’t hesitate to share your design reasoning with your client.  Explain why a particular plant is , from the design aspect, a zebra and how very "special" zebras are.  They are tempermental but, oh, beautiful and worth the extra effort and, usually, the additional cost. Explain why one decorative container is  fabricated differently and even though both are approximately the same size, one is more costly than the other. 

Sometimes Its Best to Compromize
When the budget is a factor consider adding a "zebra" plant in a "workhorse" container.  In this case you are geting the most bang for the buck and by using a simple planter you are letting the unusual and eyecatching plant be the "star".  Example:  Gorgeous Red Bromeliad in a simple, classic Black cylinder planter.  Dy-no-mite.

Your Client Wants to Know
And speaking of price differences, often your client doesn’t understand why one 6 foot plant is twice the price of another 6 foot plant.  I always found that they are always thinking this question even though they don’t voice it.  Take the bull by the horns and explain that not all 6 foot Palms are created equal or, even, created the same way and that’s why there are price differences.  For example, the Kentia Palm (a zebra) is grown from seed and not a cutting and that it takes many years to reach a certain height while the Massangeana Cane plant (a workhorse) is grown from cane cuttings and only takes a few months to grow to 6 feet.  In short, you are educating the client and as they "get it", watch their eyes light up.  Now they understand why one plant costs more than another and they are excited and pleased ’cause, "Hey, Dude, we’re getting a zebra".

Yes, Virginia, there really is a residential market in some cities.  Think second homes, think very expensive.   There really are homeowners who wish to have breathtaking foliage in their homes and are willing to pay for this service.   Most of the time these homes are in warm climates, very cold skitype settings or in tourist draw areas.  Entry into this market is usually effected by doing model homes or working with residential interior designers or by word of mouth recommendations from existing residential clients.  However, because there is always more than one way to skin a cat, there are some other ways to get residential work that you might not have thought about.

• Gated Communities
   Often froups of homes function as a community under the aegis of homeowner’s association or property management firm.  Consider contacting these entities to see if you can become the officially approved interiorscape services firm for that community.  Maybe in return you can provide plants and/or service for their clubhouse or sales office at a reduced fee.  For that you are also given a list of homeowners and permission to contact them, or if this is not allowed, maybe they will let you come to one of the Homeowner Association meetings and make a presentation (15 minutes, bring photos, business cards, cookies and punch). Emphasize your design skills, expertise, and how security conscious you are.
• Time Share Properties
   Again, the Sales Office is the contact point.  See above for strategy.
• Existing Residential Clients as Referrals  
  If you are already doing work for residents in the area, ask if they will put a recommendation in writing and give you permission to mail a one page marketing piece to their neighbors.  Always check to see if this is permitted if there is an association.
• Think Outside the Box
   Don’t limit your services to just the inside.  Pools, patios, and front entrances are great locations for our brand of "instant gratification" using plants and containerized blooming.  Sometimes these are just for a couple of seasons, sometimes year round.  It all depends on climate but most of these are services that high end residential can utilize.
• Light ‘Em Up
   And don’t forget the Holidays.  Inside-gorgeous trees, wreaths and garland.  Outside-Holiday lighting.  In or Out , market your full range of products and services.

If I had a nickel for every time an interiorscaper has asked how to get their blooming florals to last longer and, still, how to maintain them less frequently, I’d be over the top rich!

I Saw the Need
So when I saw "Sippers", the reusable wick developed by Steve Reis of Leaftek, I was blown away.   I became the distributor for the product  through TOPsiders, Inc  Over the years, Sippers has become an interior plant care staple.

People Keep Telling Me
At Calscape, for example, I had Sippers out at my Booth and interior care specialists couldn’t keep their hands off of them.  Especially fun was hearing all the comments from satisfied long time users.  For instance, Tom Creedham of Tropical Computers  said that Sippers made his Blooming Program really profitable.  He loved them.

Interiorscape Tech Training Guru Loves Them Too 
Linnaea Newman  said ‘Don’t let another Holiday Season go by without using Sippers’.  Here’s an excerpt from her recent blog post.  

 "This dramatic flower only remains beautiful as long as it obtains adequate moisture–without drying out or sitting in water, both of which will lead to its early demise.  So, how does the smart plantscaper keep it looking fresh and vibrant without jeopardizing profits with twice weekly visits?  In a word, Sippers™!"

Interested in Learning More about Sippers
I’ll be happy to send you enough for two bloomers.  Just call or click here for online request.

It is Thanksgiving Weekend and everywhere you go you see signs of the Holiday Season.  Christmas lights are going up, Holiday music is on the radio, and everywhere there are red, white, and pink poinsettia, but mainly red.

For Some, Poinsettia Have Always been Part of the Holidays
Yes, the red poinsettia has been as much a part of Holiday as Turkey for Thanksgiving but it may surprise you to know that it wasn’t always.  Not until a very savvy horticulturist, Paul Ecke, Jr. by name, was determined to "put 2 poinsettia in everyone’s home" and, then, did so.

But Not for Others
If you were to travel to Australia you might find it a bit offsetting to see red poinsettia used at Shopping Mall and Office Lobby alike in the middle of June.  There, the poinsettia is just another blooming plant and has not much to do with Holiday. 

So How Did Paul Ecke, Jr. Achieve His Goal?
By taking advantage of the great new, must have, entertainment product that was a must in every American home in the 1960"s–the color television set.  Paul offerred national tv shows like the Tonight Show starring Johnny Carson and the Today Show, hundreds of live poinsettia for their sets.  They loved the idea and accepted his gift.  So it was that each year millions and millions of Americans switched on their televisions and for the days before Christmas had all these beautful, red, plants in front of them. 

"Gimme One of those Red Plants I Saw On the Today Show"
What the Public saw, the Public wanted.  They asked for "that pretty red plant" at their grocery, their florist, their garden center.  Within just a few years, the poinsettia had become the Holiday plant.

We Owe Paul Ecke, Jr. a Great Deal of Thanks
For most interiorscapers Poinsettia are a pain in the neck.  Easily damaged, finicky about water and temperature, by the end of the season we are happy bto pitch them.  But let us not forget, it is because of the Poinsettia that most interiorscapers got into the Holiday business in the first place.  Your client saw you bringing in the points and said, "Hey, by the way, can you bring me a wreath for the front door?"  And, so your Holiday Business was born. 

Paul Ecke, Jr.  Inducted Into the Hall of Fame in 2006
It is fitting that Paul Ecke, Jr. was inducted this year.  He was a visionary and we, interiorscapers, have a great deal to thank him for.  He was the man who put  two (2) Poinsettia into the home, and office, of every American.

For more about PaulEcke Jr. and the Ecke Ranch, log on to www.ecke.com.