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Garden industry in great shape If Glee 2016 is taken as a barometer, the garden industry can look forward with a tremendous amount of confidence. The feedback from visitors and exhibitors to the threeday trade show at the NEC Birmingham last month has been very positive. And Glee’s event director Matthew Mein said that rebookings for Glee 2017 had already broken the show’s own record. The show delivered another unrivalled platform for the growth of the garden retail industry, with full-to-capacity exhibiting space, a positive, business-building atmosphere and the launch of hundreds of exciting new product innovations. The show has drawn praise for its strong, business-focused visitor features, but more than this it continued to facilitate a vital platform for growth for suppliers and retailers within the garden retail and leisure sectors. This year’s Glee attracted

Bank your winners Face-to-face interview with Gardman Chief Executive Pete Utting p2-3

several thousand British and international garden retailers, online buyers, DIY stores, landscapers and builders’ merchants. Matthew Mein added: “From the opening of the show we have been inundated with positive responses from both visitors and exhibitors, with many stating that Glee was one of the most successful shows for some time. “We know that many people used the show to forge new partnerships, as well as networking with their peers, and building their professional

knowledge through Glee’s seminar content. But more importantly, business was being done. “Many exhibitors have remarked that this year’s exhibition has delivered more orders and leads than at any other show they have exhibited at within the last 12 months. This is exactly what Glee is there for – to help businesses to build better business and profitable futures, so it’s great to hear that this has been achieved.” 4Coverage from Glee starts on page 18.

Sale of Bayer Garden to French firm completed The sale of Bayer Garden to French firm SBM Développement (SBM) was due to be completed on October 4, meaning that the product range and all 250 positions in Europe and North America transfered to SBM at the start of the month. Bayer Garden is part of Bayer Environmental Science - a business unit of the Bayer CropScience division. The deal means that Bayer Garden in the UK and Ireland will transfer its amateur gardening business to be run independently as SBM Life Science Limited. The Bayer Environmental Science team will be re-structured and will solely focus on professional turf, amenity and pest control solutions, and


Generation Game

Spotlight on Creative Gardens Group in Northern Ireland p10-11

Selling a concept Top tips from HTA Study Tour of spoga+gafa p22

will remain at the Cambridge Science Park. The current head of Bayer Environmental Science for the UK and Ireland, Darren Brown, will move to head up the SBM Life Science UK and Ireland headquarters at TechnoPark in Cambridge. He is positive about the opportunity the move presents. “SBM’s deep experience with biologics, soils and fertiliser products compliments the Bayer Garden portfolio to help strengthen our position in the market.” And taking on the position of Bayer Environmental Science country head is Alan Morris - moving on from his current role as professional products head of sales. garden trade news

The Learning Zone

New feature on people making a difference in garden centres p24 l



OCTOBER 2016 1

face to face...

...with Pete Utting of Gardman

‘Bank your winners...

before you gamble on new launches’

Gardman CE Pete Utting talks to Trevor Pfeiffer about the supplier’s approach to NPD and initiatives to help stockists maximise sales of proven top sellers.


hen Pete Utting took over the reins at Gardman last year, he used the induction period before chairman Jonathan Halford handed him the keys to have a long hard look at his surroundings. Utting’s background is in the food and drink industry Danone, Coca Cola, Pepsi and United Biscuits are among his former employers – so he is familiar with the rough and tumble of an intensively competitive trading environment. His last job was running fruit and nuts supplier Whitworths, where turnover from the company’s branded goods doubled to almost £50m on his watch, in a business that had, to its cost, previously focused a little too hard on supplying own-brand. So what did he make of the garden retail industry, with its

notoriously fragmented structure (with only one truly national retail chain) and, to outsiders, an outrageous number of SKUs? As it happens, it was “SKU proliferation” that stuck in his mind and has informed important decisions shaping Gardman’s strategy for the 2017 season and beyond. “It was a big range...lots of SKUs. But what was difficult for me was to realise just how big that range was,” he said. “I think SKU proliferation is fascinating and is an interesting challenge for the industry. When you read the trade magazines and go to Glee, all anyone talks about is new products.” This, he will argue, does not necessarily do the retailer or the supplier any favours. “If you were to absolutely nail the top 50 products before you even thought about the product you might bring in from China, which

2 OCTOBER 2016 • GLEE REVIEW • garden trade news

Pete Utting says suppliers can do more to help garden centres manage their multiplicity of categories. might work, but might not, then getting that core range in all stores would be a really big priority for us. Not only is it a good idea for us but for the retailer too. ‘Why not stock the products that are selling well everywehere else?’” There are comparisons to be made with the food and drink industry, where merchandising a core range, laying it out in the right way at the right price points and promoting it at the right times of the year is, says Utting, “what they spend 90% of their life doing. It’s only 10% NPD. In the garden industry, it’s

the other way round.” So don’t new products matter? “They’re important, of course, but what I’d like to see is a bit more balance on the seesaw.” So, although you will see new products in Gardman’s new season line-up, more emphasis is placed on initiatives designed to re-invigorate the core range, sometimes under-valued by the modern multi-category garden centre. While Utting is full of admiration for the way garden centres manage this virtual Aladdin’s Cave embracing

face to face...

‘SKU proliferation is an interesting

challenge for the Glee all anyone talks about is new products’

EDITORIAL & ADVERTISING The Garden Communication

everything from plants and animals to sophisticated catering – “They need to be multi-skilled and they mostly do it really well” – he believes suppliers could do a better job of helping them with the complex challenge of managing the multiplicity of categories. Many independents, he says, would benefit from better advice from manufacturers on how to run and manage their categories “because their resources are often stretched really thin. But most do a good job in spite of that. The breadth of skills is quite exceptional.” So how does he think comp-

anies like Gardman can contribute? The first fruits of this new aproach was the launch at Glee of the’ Hot 100’ and ‘2016 Star NPD’ initiatives. Hot 100 is a list of Gardman’s best-selling core lines, which have a proven track record of driving incremental sales when listed. 2016 Star NPD is a reminder of the most successful new products from the previous season. Between them these are tools that retailers can use to increase sales of products they might otherwise overlook. “Most garden centres stock 500 or 600 of our products across all the ranges, “ Utting explains. “Of our 100 best sellers, the average store would stock 45 to 50. So that means they are taking 450 other products before they stock half the products on our best sellers list! I guess it will never be 100 but it could get to 80 or 90. I’d like our retailers to start with the top 100.” For all the industry’s stated enthusiasm for NPD, Utting wagers that a check on the strike rate on new products across the trade would produce an “incredibly low” result. “Last year our worst bit of NPD got into seven shops. Our best got into 350. Let’s say we have

1,000 stockists - why don’t we go to the other 650 and ask them to look at the products that are almost guaranteed to sell because we’ve proved it in all these other retailers.” Meanwhile, at Glee, it was new thinking around retail concepts – rather than “random NPD picking”, as Utting describes it – that took centre stage. The Cole & Bright solar lighting brand got a significant makeover with new packaging and eye-catching new technologies, EdenBloom emerged as the new garden decor brand and the Gifts for Gardeners extension of the premium Moulton Mill tools brand picked up on a growing consumer trend. But the re-designed and restructured Grow It! range was the clearest evidence of Gardman’s determination to maximise the potential of the core range of gardening products. It’s now possible to display the range in 20% less space than previously - a big idea, Uttings thinks, that frees up previous floor space for other purposes. Grow It! packaging also now features usage instructions written by horticulturalists, with further support via an information-packed new website.

& Media Company Ltd (TGCMC), The Old School, 4 Crowland Road, Eye, Peterborough PE6 7TN Tel 01733 775700 Fax 01733 775838 THE GTN TEAM Editor Neil Pope Associate Editor Mike Wyatt Managing Director Trevor Pfeiffer Publisher Mandy Davies Advertising Alan Burdon Ben Greenwood HOW TO SUBSCRIBE Subscriptions Tel 01733 775700

Subscription rates UK: £145 Subscription includes a password for full access to GTN Online plus a weekly copy of GTN Bestsellers OUR PUBLISHERS GTN is published by The Garden Communication & Media Company Ltd (TGCMC), who also publish: 4 website and weekly GTN Xtra newsletter 4The Little Green Book, Official Glee Catalogue and Glee Daily News Online – the only official guides to the garden industry’s leading annual trade show SMALL PRINT All material © TGCMC 2016. No part of this publication may be reproduced in any form whatsoever, either for sale or not, without the express permission of the publishers. The information contained in this publication is published in good faith and every effort has been made to ensure its accuracy. TGCMC Ltd cannot accept responsibility for any error or misrepresentation. All liability for loss, disappointment, negligence or other damage caused by reliance on information contained in this publication or in the event of any bankruptcy or

Top: the new Grow It! packaging. Above : a sample from the Hot 100 list of top sellers. Right: Gardman’s agents and staff gather for a pre-season briefing with chief executive Pete Utting at the Peterborough showroom.

liquidation or cessation of the trade of any company, individual or firm mentioned, is hereby excluded.

garden trade news • GLEE REVIEW • OCTOBER 2016


in touch

Garden industry news, views and people

gtn news digest Your catch-up guide to the past month New supply chain service for garden centres

Product sourcing specialist Highgrove and supply chain infrastructure provider, Oakland International announced a new consolidated supply chain service tailored to the needs of garden centres and garden retail suppliers. Based on a model they developed for the grocery sector, the garden retail version will consolidate product from multiple suppliers, store, order pick, and provide onward distribution to garden centres with a three-day turnaround from order placement to delivery. Highgrove has been supplying the UK and Irish grocery market since it was established in 1992. “We have recently expanded our own portfolio to target garden retail and the supply chain challenges for the garden sector became very apparent,” said John Goodwin, Highgrove’s commercial director. “It’s disjointed, there are fewer wholesalers, multiple deliveries from multiple suppliers pose logistical problems, and there are issues around minimum orders, carriage paid minimums and extended lead times, particularly at the height of the season,” he said..

Homebase sales up ahead of Bunnings re-brand

Full-year results from Australian group Wesfarmers, the new owners of Homebase, showed that despite “disruption” caused by the acquisition and its preparation for re-branding under the Bunnings umbrella, sales at the UK DIY chain grew by 7.5% in the first four months after the takeover. The business, under a new board led by Bunninngs diehard Peter Davis and including former Asda CEO Archie Norman, is said to be favouring a harder more trade-orientated edge based on the Bunnings model, and less home furnishing and décor. A head-on confrontation with B&Q and Wickes looms large...More light may be shone on the business when Davis outlines his strategy at a BHETA meeting in Coventry in November.

Taylors Bulbs invests £1m to boost loading capacity

Trevor closes out 53-year career at Pennells

Trevor Smith retired after a 53-year career with the Pennells. He started work for the company on 18 Jan 1963, during one of the coldest winters on record, and developed his skills on the nursery before managing the company’s Waddington propagation unit and in 2002 transferred to the garden centre at Hykeham. Trevor’s wife Jane still works in the office after 29 years and his father Fred worked on the nursery for 51 years.

Four Oaks show for sale - but Pat Coutts hopes to stay Four Oaks Trade Show owner Richard Harding announced that the event had been put up for sale. Harding, 73, said an outright sale would enable the event’s director, Pat Coutts, to benefit from the 20% shareholding she took after he bought the business in 2002, although she wished to continue in the role to ensure a smooth handover and protect the future of the show. The 2017 dates have been confirmed as 5-6 September.

Grange to close UK factory

Fencing company Grange is to close its UK manufacturing site at Telford following major investment by Polish parent company Stelmet in a new production facility in Grudziadz. Telford will continue as Grange’s UK headquarters, focusing on sales, marketing and distribution. The supplier says the new site will mean further commitment to quality, product development and consistency of materials as Grange continues to focus on product differentiation with products like its popular Ultimate fence panel (pictured).

Taylors Bulbs has opened a new 1500 sq.m. insulated warehouse plus external yard for loading and storage to increase loading capacity in its peak seasons. Three loading docks can load directly into the back of vehicles, and two rapid-roll doors allow for loading curtain-sider vehicles. “Our speed of loading is increased and the warehouse gives us improvement storage for packed product, as well as creating a safer work environment” said director Adam Taylor, who added that the cost had been “a big pill to swallow”.

GTN Xtra revealed that around 15 head office jobs were likely to go at Wyevale Garden Centres in re-structuring designed to put more staff back into consumer-facing roles in the regions. The move was about “delivering the best service for customers and investing in staff to give customers better service, quality and choice”, the company said. Two regional operations directors will lead 11 area managers, split geographically to allow the area management team to spend more time in garden centres.

Garden Store founders quit Hillview for pastures new

Value House to close ‘difficult’ Weymouth store

Hillview Garden Centres announced that the former owners and directors of The Garden Store group of centres acquired by Hillview in 2014 had left the business. Marcus Eyles and Neil Stevens intend to pursue new interests. Hillview Garden Centres, now employing more than 300 staff and on target to break £13m turnover next year, celebrated its fifth anniversary last month.

Wyevale axes head office jobs in new re-structuring

Budget garden and home retailer Value House said it was to close its Weymouth store later this year, blaming falling sales and a difficult location. About 50 people will lose their jobs. Value House runs two other stores in Devon – at Barnstaple and its head office at Bideford. The group sold Newton Abbot garden centre Fermoys to Blue Diamond three years ago.

HTA’s David Denny swims Channel for charity

David Denny, the HTA’s market information manager, completed a crossChannel swim in a little over nine hours, raising more than £2,500 in sponsorship to be shared between the Greenfingers and Clowns in the Sky charities. David’s fascinating story about his preparations, the swim itself and what happened afterwards is told in a compelling tale on his Blogspot (

4 OCTOBER 2016 • GLEE REVIEW • garden trade news

Full versions of these reports first appeared in GTN Xtra, our weekly e-newsletter mailed direct to registered email addresses to keep readers in touch with industry news as it happens. To register, send your email address to: and put ‘GTN Xtra’ in the subject line.

gtn promotion


Family affair Kelkay has experienced another highly successful Glee with the company’s re-branding being extremely well received by visiting retailers. Success has been achieved through the dedication and hard work of a close knit team. Here we take a look at this slick family-run business. It has been a busy time for everyone involved at Kelkay as the company embarked on an ambitious re-branding exercise in time for Glee last month. But the reaction at the three-day exhibition at the NEC proved that all the hard work and innovation was worth the remarkable effort put in by the team. Teamwork has been crucial in Kelkay’s success and it’s something that senior executives at the family-run business pay particular attention to when planning future strategy. Kelkay is very people orientated with everyone contributing, especially in a year when the whole range has been re-branded and updated. The whole team have contributed to the massive changes to aggregates and water features launched at Glee. Antony Harker and his partner, Hayley, started the business in 2001 and they have always been keen that it should retain a ‘family’ culture. Anthony and Hayley have five children and named the business after their two eldest daughters Kelsey and Cally – combining their names to create Kelkay. Kelsey and Cally now both work in the business full time so it’s truly a family affair. Cally recently gave birth to Antony’s and Hayley’s first grandchild, Erin Olivia, who was born in June. Cally worked up until three days before the birth and returned to work after just two weeks. Antony was given an unexpected treat at Glee when Cally arrived with the latest addition to the Kelkay family. The family culture continues throughout the business. Many of Antony’s team have been with him since the start. He’s since added great experience and skills in an expanded senior team that includes Richard






garden trade news

gtn promotion ‘Collections’ themed range with Andy McIndoe gets the thumbs up at Glee...

Pyrah, Richard Slade, Debs Dugher and Alan Sheppard. Most recently he’s made a key appointment in Mark Murgatroyd, who has 38 years’ experience in the industry and who now heads up the production department of 35 – a further example of how Antony is investing in the future growth of Kelkay. “It’s important that we continue to invest in the business and I want to make sure we develop our categories to support the garden centre customers,” says Antony. “I’m confident that the work we’ve done this year is going to put landscaping product categories more firmly at the heart of the garden centre experience. I want consumers to be inspired to create great outdoor spaces using Kelkay product, and then continue to buy related product – from pots to plants as well as aggregates and stone. That way, we’ll help to increase the overall basket size when consumers come to shop for their gardening projects.” So what does the future hold in store for Kelkay? “There’s lots to do in the immediate aftermath of Glee, and lots of loose ends to tie up,” adds Antony. “But there’s also time for a holiday with the family before the end of the year to enable everyone to recharge and make sure we’re ready to hit the New Year hard with the exciting plans for 2017.”

The ‘Collections’ themed merchandising created in partnership with Andy McIndoe, 25 times Chelsea Gold Medal Winner, is just one example of how Antony plans to deliver on this promise. “To encourage younger and less experienced gardeners, retailers need to build consumer confidence and provide really easy-to-execute garden landscape ideas,” says Andy McIndoe “Kelkay’s Aggregate range is a great starting point because it’s so easy to get an instant solution to the most common landscape challenges. The range of Kelkay Collections I’ve created take the use of aggregates one step further, helping customers to understand how they can add other textures and plants to create a well-designed garden space.” The range of Kelkay landscaping products feature in each of the collections which are designed to help create cross-merchandising opportunities in store and encourage customers to

shop not only the landscape materials, but in plants and sundries too. Cleverly merchandised, they present a great opportunity to grow average project spends and provide inspiring ways to increase average basket values.

To find out more about Kelkay’s range of decorative aggregates and their other successful garden landscaping brands, go to or e-mail the general enquiries office on or call to speak to us on 01405 869333.

garden trade news




OCTOBER 2016 7

gtn promotion


Petface leads the way New launches are soaraway success

Petface continue to dominate the pet and wild bird categories in the garden centre market, and at Glee the company showcased an amazing range of innovative products. Here we look at four key sectors of the marketplace to see what Petface has to offer…

Petface once again put on a fantastic show of pet and wild bird products at Glee with visiting retailers and buyers impressed with the vast range. The company has worked hard at product development and innovation and the result was in clear evidence at the three-day exhibition with great items being showcased. Petface focused on four key areas, launching new products in birdcare, collars and leads, pet bedding and toys. Managing Director Peter Johnson explains: “Historically there has been a clear lack of creativity and skills within both the pet and wild 8





garden trade news

bird sectors with many ‘me too’ products spanning multiple retailers. “We are addressing the need for clear product/brand difference in-store and a consumer shift from purely functional to lifestyle and fashion influenced products that co-ordinate within the home, garden and outdoor. “We have launched over 400 lines over the past 12 months and will continue to develop new ranges. Over the past year we have focused and invested heavily in our supply chain and warehousing solutions in order to future proof our continued growth whilst delivering increased service to our customers.”

gtn promotion WILD BIRD With over 150 lines, the Petface wild bird range is now the most comprehensive in the marketplace. Additions to the range include FSC pressure treated bird tables, FSC nest boxes, swing seat feeders, French collection and our new signature feeding station kits plus a host of decorative ceramic bird feeders. The company is also running food promotions on poured suets and extra fill packs on seed.


TOYZ Innovation has been keen in the TOYZ range. Made from natural rubber, the range extensions provide some new exciting shapes for dogs to chew and chase.

Petface has launched SIX new ranges of bedding made with canvas and fleece with complementary blankets and feeding bowls for a mix and match solution.

COLLARS AND LEADS Petface has used a soft weave webbing for its new range of collars and leads with a satin printed ribbon. The collars are made with a new bespoke Petface registered clip.

01462 832000 garden trade news




OCTOBER 2016 9

family business

The Generation Game

The creativity ge The next generation is contributing at the highest level to the development of Creative Gardens - a family business considered by many to be among the pioneers of stylish merchandising and display in UK garden centre retailing “The clue’s in the name,” says Garden Centre Association standards inspector Roger Crookes when I ask him to sum up the appeal of Northern Ireland’s Creative Gardens group. “They’re creative. And the scones. Wow...Great scones.” To be fair, he also mentioned that they were among the pioneers of creative lifestyle merchandising and display in garden centres, with the flagship Donaghadee site in Co.Down setting the benchmark for years while the rest of the UK looked on enviously. They run two other centres in the province - at Bushmills in Co.Antrim and their latest outlet at Galgorm Castle in Ballymena. The trio comprises the GCA’s only representation in Northern Ireland. The business is run by the Gass family – Diana and her three children, Philip, Oliver and Jenny, who were all brought up with the bustle of this seven-days-a-week business. “Although it was never part of the plan, perhaps it was inevitable that they would become part of its further development,” Diana says. “One of Jenny’s first words was ‘customer’!” As it turns out, each has distinct qualities and skills that fit perfectly into driving the business forward. Diana remains at the helm while her oldest son, Philip, who has masters degrees in both landscape architecture and

finance and marketing, is finance director. Oliver’s practical nature and great people skills suit his role as operational director while Jenny’s creative side sits well with display work associated with the interior retailing, creating the right customer feel and what is seen as the hallmark Creative Gardens ‘look’. Like so many family garden centres, the business has its roots in market gardening. More than 30 years ago Nigel and Diana Gass bought a home with a disused nursery attached between Bangor and Donaghadee. They resurrected the nursery (using Nigel’s civil engineering expertise) so that Diana (with no knowledge of plants or horticulture) could run it initially as a stay-at-home mum. She started out growing tomatoes and cut flowers, sold at the door and to local shops. “It very soon became obvious that there was a much greater demand for (and more profit to be made from) plants. So bedding plants and shrubs started to replace the edible crops,” Diana recalls. As their knowledge and experience grew, they decided to redevelop the site, pull down the old glasshouses and build the coffee shop their growing number of customers had been asking for. Hey presto - they were in the garden centre business. Diana says here biggest challenges have been to adapt to each stage of the business’s growth and develop the skills needed to oversee all aspects of the operation, often with the help of consultants and outside agencies (she also acknowledges the hugely helpful benefits of GCA and HTA membership). “It has been made easier perhaps, by the fact that I didn’t have any particular career or background which I felt attached to and so was able to leave behind any current role and move on to the next as required. For example, many garden centre operators are horticulturists and feel so attached to working with plants that they find it hard to move away from them if and when it is needed.” Now that all three childen are directors and shareholders, there is a growing pool of expertise to draw on. “Perhaps the most challenging part for me now is knowing

10 OCTOBER 2016 • GLEE REVIEW • garden trade news

Diana Gass with her three children, all co-directors (left to right): Jenny, Oliver and Philip. when to stand back and when to take an active part in day-to-day decisions. It can also be difficult for some key members of staff to adjust to the young ones running the business – but it’s over 10 years since they were all fully involved and so it has now become normal and accepted by everyone.” Her aim is to let them get on with day to day operations and be there to support them and dip in when required to assist with any issues where she feels she can add something. “I always work through them and avoid making any decisions directly with other members of staff,” she says. Formal managements meetings are held on an “as needed” basis. “Most days lunch is a family meeting where everyone keeps up to date and issues are discussed.” The increasingly important catering


operation, which now accounts for 30% of the turnover, remains under Diana’s direction. She continues to work with her managers and chefs to perfect new menus and themes and aims to ensure that a high standard of quality and presentation are always followed through. Further expansion is definitely on the cards, she says, but any site considered would need to fit the family’s requirements and business model. Currently, suitable sites are hard to find in Northern Ireland. “The most important factor in running

family business Picture: Roger Crookes/GCA

this family business is that each member has a similar vision for the company moving forward and are happy to work hard and give their best,” she adds. “As in any walk of life, when disagreements arise communication is vital and a compromise must be made. The connection and loyalty between the family members should ultimately be the most enjoyable and rewarding part of any family business and so the support you get from this is invaluable. Luckily, that has always been the case with us!”

garden trade news • GLEE REVIEW • OCTOBER 2016



Get all this data sent to you each week. You’ll be amazed at how you can use it to increase sales


23 September 2016

Top 50 plant sales grow by 28% Mid-September plant sales show a healthy increase. Overall plant sales volumes increased by 13%, while volumes of the Top 50 genus groupings increased by 28%. The top three plants are Cyclamen, Viola and Pansy for the third week running with Cyclamen sales growing by 40% to stay at No 1. 4Primula sales saw the highest percentage increase, jumping from No 18 up to No 4. 4Physalis, Photinia and Solanum all saw huge increases to enter the GTN chart. 4Cineraria sales doubled to also climb 14 places up the chart to No 26.

Tete a Tete top Tete a Tete bulbs, multipurpose compost with John Innes and decorative Poppy Wild Bird Feeders dominate at the top of the first GTN Bestsellers All Garden Products Top 20 chart. We’re often asked how the sales volumes of our regular Top 50 charts compare and also how sales compare with the likes of Wild Bird Care, Landscaping and Bulb sales volumes. So here is a chart that combines all items we track with barcodes that are sold for use



GTN Bestsellers Top 50 sales volumes compared to the same week last year... +3.5% -3.5% +1.4% Garden Products - down 5% Volume sales movement Veg-2-Gro - up 4%compared to last week and year to date across all garden Growing Media - down 1% centre sales in the GTN Bestsellers EPoS database. All Items Index - down 10%

in the garden or for growing plants, other than plants themselves which are now charted in our Plant Genus chart.

This week

Product description

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Taylors Bulbs Narcissi Tete a Tete scoTTs Levington Multipurpose + John Innes 56L Gardman Poppy Feeder with Stem KapiTeyn Tete a Tete WesTland Bulb Planting Compost 20L FiTo Drip Feeder For Orchids 32ml WesTland Multipurpose + John Innes 60L Gardman Fat Snax, tub of 50 GroWTh TechnoloGy Orchid Focus Medium Compost 3L scoTTs Miracle-Gro All Purpose Compost 56L scoTTs Levington John Innes No3 25L Taylors Bulb Fibre 10L GroWTh TechnoloGy Orchid Myst 100ml KapiTeyn Narcissus Miniature Tete A Tete WesTland Top Soil (Value Bag) 35L Gardman Solar Mini Ice Orb WesTland Jack’s Magic All Purpose Compost 60L KelKay Horticultural Coarse Grit scoTTs Miracle-Gro Organic Choice Premium Garden Soil 25L KelKay Pea Gravel - 20mm


Barcode 5015882062249 5010272077292 5024160013699 8711805054632 5023377843877 8006320027705 5023377862120 5024160659958 5025644911050 5010272077056 5010272074260 5015882990832 5025644912736 8711805032654 5023377853999 5024160836038 5023377855405 5055066401723 5010272082692 5055066400252

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Cyclamen Viola Pansy Primula Calluna Ericaceae Dianthus Chrysanthemum Aster Orchidaceae Hebe Erysimum Hedera Heuchera Sedum Festuca Hydrangea Gentiana Lavandula Anemone Kalanchoe Rudbeckia Cupressus Capsicum - Ornamental Clematis Cineraria Abelia Buxus Phlox Matthiola Streptocarpus Sempervivum Physalis Azalea Rose Lysimachia Carex Platycodon Solanum Delphinium Calocephalus Euphorbia Brassica - Ornamental Dionaea Geranium Photinia Catharanthus Stipa Schlumbergera Taxus garden trade news

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OCTOBER 2016 13







Onion sales are electric Onion and garlic sales for autumn planting doubled week on week with onion sets Radar and Electric taking over at the Top of the GTN Bestsellers Veg-2-Gro chart. With the last of the autumn planting seed potatoes also selling through, Taylors hold nine of the Top 10 chart positions. The other main highlights this week were: 4Farplants Strawberry Cambridge Favourite was the highest re-entry at No 12. 4Farplants Chamomile Double was the highest new entry at No 32. 4Colour Gro Healthy Herbs 6 Pot Carrier was the highest climber, jumping 27 places to No 13.

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QUAnTIL Purple Sprouting Broccoli Strips - 5060033670446

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Garden Trade News has been receiving Epos data from garden centres since 2008 and producing weekly bestsellers charts for seven years. All charts are based on volume sales and the pool of data represents around £100m of annual sales. The key to the value of the charts is that the data comes from the same sources week on week, so the changes are a real reflection of what uK gardening consumers are buying. The GTN Bestsellers All Product Index has become an industry standard for monitoring volume sales year on year and is regularly used in company board reports when commenting on the state of the market.




TAyLORS Onion Sets Radar - 5015882108107 TAyLORS Onion Sets Electric - 5015882108299 TAyLORS Autumn Planting Seed Potatoes Charlotte - 5015882110650 TAyLORS Onion Sets Senshhyu Yellow - 5015882108220 TAyLORS Onion Sets Troy - 5015882108657 TAyLORS Garlic Marco - 5015882214006 TAyLORS Red Winter Onions 50 Bulb Pack - 5015882108947 FARPLAnTS Strawberry Pegasus - 5019945949447 TAyLORS Autumn Planting Seed Potatoes Duke Of York - 5015882110643 TAyLORS Autumn Planting Seed Potatoes Aaron Pilot - 5015882110940 QUAnTIL Leek Strips - 5060033670279 FARPLAnTS Strawberry Cambridge Favourite - 5019945949430 COLOUR GRO Healthy Herbs 6 Pot Carrier - 5055047325543 RETAIL SOLUTIOnS BV Basic Soft Fruit Tree 14cm - 8718432801387 FARPLAnTS Mint Epicure - 5019945917484 FARPLAnTS Strawberry Florence 9cm - 5019945935525 DARBy nURSERIES Rosemary Miss Jessop’s - 5011622411117 ThOmPSOn & mORGAn Broad Bean Aquadulce Claudia - 76567001385 mR FOThERGILLS Broad Bean Aquadulce - 5011775003092 QUAnTIL Black Kale - 5060033671412 TAyLORS Autumn Planting Seed Potatoes Catriona - 5015882110896 FARPLAnTS Strawberry Red Gauntlet 9cm - 5019945958302 QUAnTIL Spring Cabbage Plant - 5060033670606 TAyLORS Autumn Planting Seed Potatoes Pentland Javelin - 5015882110674 FARPLAnTS Chives 9cm - 5019945917149 QUAnTIL Chard Rainbow Mixed Strips - 5060033670460 QUAnTIL Cabbage Pointed (Sweetheart) Strips - 5060033671627 TAyLORS Bulbs Chilli Starter Chilli Kit - 5015882217618 FARPLAnTS Rosemary Corsican - 5019945917637 FARPLAnTS Sage Common Herb 9cm - 5019945917699 TAyLORS Bulbs Indoor Herb Kit - Metal/Wood - 5015882203833 FARPLAnTS Chamomile Double - 5019945917101 QUAnTIL Spring Onion, Red, Strips - 5060033671566 QUAnTIL Winter Cabbage Strips - 5060033670583 QUAnTIL Lettuce Pandero - 5060033671429 TAyLORS Bulbs Windowsill Herb Pots Basil, Parsley and Chive - 5015882214426 FARPLAnTS Mint Garden Herb - 5019945917491 QUAnTIL Spring Onions Strips - 5060033670286 ThOmPSOn & mORGAn Cress Extra Curled - 76567006236 ThOmPSOn & mORGAn Spinach Perpetual - 76567006977 QUAnTIL Onion Yellow Globe - 5060033671801 TAyLORS Bulbs Kitchen Herb Pot - 5015882214433 UnwInS Mediterranean Kitchen Garden Kit - 5051618015202 PROFITPLAnTS Asparagus Mixed - 8713123019201 ThOmPSOn & mORGAn Meteor Pea - 76567004133 QUAnTIL Cauliflower Strips - 5060033670217 QUAnTIL Lettuce Winter Cos - 5060033670675 mR FOThERGILLS Basil Sweet Genovese - 5011775004006 FARPLAnTS Thyme Silver Posie - 5019945917910



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garden trade news


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SUPPLIER – Product description – BARCODE SCOttS Levington Multipurpose + John Innes 56L - 5010272077292 WEStLAnD Bulb Planting Compost 20L - 5023377843877 WEStLAnD Multipurpose + John Innes 60L - 5023377862120 GROWth tEChnOLOGy Orchid Focus Medium Compost 3L - 5025644911050 SCOttS Miracle-Gro All Purpose Compost 56L - 5010272077056 SCOttS Levington John Innes No3 25L - 5010272074260 tAyLORS Bulb Fibre 10L - 5015882990832 WEStLAnD Top Soil (Value Bag) 35L - 5023377853999 WEStLAnD Jack’s Magic All Purpose Compost 60L - 5023377855405 SCOttS Miracle-Gro Organic Choice Premium Garden Soil 25L - 5010272082692 SCOttS Miracle-Gro Moisture Control Pot & Basket 50L - 5010272083774 ARthUR BOWERS New Horizon Multi-Purpose Compost 50L - 5000363347267 WEStLAnD Gro-Sure Ericaceous Compost & 4 Month Feed 50L - 5023377862069 WEStLAnD Gro-Sure Farmyard Manure 50L - 5023377859885 WEStLAnD Jack’s Magic All Purpose Compost 40L - 5023377863257 WEStLAnD John Innes No3 Mature Plants 35L - 5023377000751 WEStLAnD Landscape Bark 100L - 5023377851230 BORD nA MOnA Growise Organic Garden Compost 50L - 5011045074968 SCOttS Miracle-Gro All Purpose Compost 50L - 5010272083736 BORD nA MOnA Growise Organic Farmyard Manure 50L - 5011045074661 WEStLAnD Top Soil 25L - 5023377840784 WEStLAnD Gro-Sure All Purpose Compost 25L - 5023377861994 WEStLAnD Multipurpose + John Innes 20L + 5L Extra - 5023377000768 WEStLAnD Multipurpose + John Innes 40L - 5023377858796 WEStLAnD Multipurpose Compost 75L - 5023377852473 WEStLAnD John Innes Repotting No.2 30L - 5023377844997 ARthUR BOWERS Multipurpose Compost 50L - 5000363323100 SCOttS Levington Multipurpose with John Innes 20L - 5010272080032 SCOttS Levington John Innes No2 25L - 5010272074246 SCOttS Levington Ericaceous Compost 50L - 5010272083637 WEStLAnD The Gardener’s Soil Conditioner 50L - 5023377002137 WEStLAnD Decorative Mini Bark 70L - 5023377859205 SCOttS Miracle-Gro Eco Sense Bulb Compost 20L - 5010272077698 SCOttS Levington Multipurpose Compost with John Innes 55L - 5010272083491 SCOttS Levington Organic Choice Farmyard Manure 56L - 5010272083576 ARthUR BOWERS Blended Farm Manure 50L - 5000363169562 SCOttS Levington Organic Choice Top Soil 25L - 5010272083453 BORD nA MOnA Growise Multi Purpose With John Innes 56L - 5011045074470 WEStLAnD Gro-Sure Lawn Seeding Soil 30L - 5023377000799 SCOttS Miracle Gro Moisture Control Bark 55L - 5010272083392 WEStLAnD John Innes Compost No.3 30L - 5023377845000 WEStLAnD Multipurpose Compost + John Innes 20L - 5023377860171 BORD nA MOnA Growise Multipurpose Compost 20L - 5011045073756 WEStLAnD Ericaceous + John Innes 30L - 5023377845024 WEStLAnD Gro-Sure Ericaceous Compost 25L - 5023377862076 WEStLAnD The Gardener’s Multipurpose Compost 50L - 5023377002113 KELKAy RHS Horticultural Potting Grit - 5055066415546 DURStOnS MAnOR Farm Multi-Purpose Compost 60L - 5021204364717 SCOttS Levington Ericaeous Compost 56L - 5010272077490 GROWth tEChnOLOGy Orchid Focus Medium Compost 10L - 5025644911067

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Growing media sales rise by 4% The nation’s gardeners are back on track with growing activity. Sales of growing media moved up 4% even despite the second week of unusually hot September weather. As noted in the Garden Products chart, plenty of orchid and other houseplant activity is also stimulating growing media sales. This week’s highlights were: 4Bord na Mona Growise Organic Farmyard Manure (50 litres) was the highest climber, jumping 28 places to No 20. 4Scotts Levington Ericaceous Compost (50 litres) was the highest re-entry at No 30. 4Scotts Levington Multipurpose + John Innes (56 litres) moved back to the top spot. 4Westland The Gardener’s Soil Conditioner (50 litres) returned to the Top 50.

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GTN Bestsellers Garden Products SAMPLE Chart ISSUE 18.09.2016 Get all this data sent to you each week. You’ll be amazed at how GARDEN PRODUCTS CHART, WEEK ENDING SUNDAY 18TH SEPTEMBER you2016 can use it to COPYRIGHT © GARDEN TRADE NEWS 2016 increase sales

2 3 17 27 9 Re-entry

22 Re-entry

12 6 49 16 14 Re-entry Re-entry

11 Re-entry Re-entry Re-entry

10 34 38 26 Re-entry

25 7 Re-entry

15 Re-entry New

42 19 Re-entry Re-entry

18 31 Re-entry

29 New New Re-entry Re-entry New Re-entry

43 Re-entry Re-entry Re-entry

FiTO Drip Feeder For Orchids 32ml - 8006320027705 GROwTh TEChNOLOGy Orchid Myst 100ml - 5025644912736 GARdMAN Solar Mini Ice Orb - 5024160836038 SMART SOLAR Eureka! Lightbulb Lantern - 5050642008334 GROwTh TEChNOLOGy Orchid Myst 300ml - 5025644911814 GROwTh TEChNOLOGy Orchid Pot Clear 12cm - 5025644911616 SCOTTS Evergreen Autumn 100 sq m - 5010272042306 GROwTh TEChNOLOGy Orchid Focus Bloom Fertiliser 300ml - 5025644812234 SMART GARdEN Solar Crystal Glass Stake Light - 5050642015417 wOOdLOdGE Spang Pot 4” - 5021346364910 wESTLANd Lawn & Turf Dressing 25L - 5023377844881 PREMiER dECORATiONS Coloured Led Pull Light & Bulb - 5053844127865 GROwTh TEChNOLOGy Orchid Focus Bloom Fertiliser 100ml - 5025644812708 GROwTh TEChNOLOGy Orchid Pot Clear 15cm - 5025644911623 BAyER Baby Bio Original 175ml - 50371280 GARdMAN Woven Weed Stop 1m x 2m Black - 5024160008602 GARdMAN Solar Marker Light Stainless Steel - 5024160876270 SCOTTS Roundup Fast Action Ready To Use 1L - 5017676000284 GROwTh TEChNOLOGy Orchid Pot Saucers 13.5cm - 5025644912767 SANkEy Clear Pots 13cm, Pot Pack Of 4 - 5012859015499 STEwART Clear Drip Saucer, 5-6 inch - 5022938842083 SCOTTS Levington Tomorite 1L - 5010272064483 wOOdLOdGE Small Pot Feet - 5021346110852 SCOTTS Evergreen Autumn 360 sq m Bag - 5010272078497 ALGON Organic Algae Remover Patio Cleaner - 5060028700011 GROwTh TEChNOLOGy Orchid Pot Clear 13cm - 5025644913658 SCOTTS Roseclear Ultra, Ready To Use 1L - 5010272088212 APTA Pot Toppers - 5022413520093 SChEURiCh Wild Berries Planter - 4002477496344 GARdMAN Solar Stainless Steel Glass Marker Light - 5024160846372 SMART SOLAR Marker Light - 5050642007436 PREMiER dECORATiONS 18cm Moroccan Lantern - 5053844081372 SCOTTS Bugclear Ultra Gun 1L - 5010272090093 BAyER Ultimate Slug & Snail Killer 750g - 5000371055185 GARdMAN Automatic Bulb Planter - 5024160159618 GROwTh TEChNOLOGy Orchid Pot Clear 8.5cm - 5025644911838 BAyER Provado Ultimate Bug Killer, Ready To Use 1L - 5000371051774 wESTLANd Resolva Lawn Weedkiller Extra Ready To Use 1L - 5023377001437 wOOdLOdGE 5 inch Standard Spang Pot - 5021346364927 STEwART Smithy Patio Tub Large, Gun Metal - 5022938559363 CREATivE PROdUCTS Paving Brush Set - 5060247071046 EMPAThy Bulb Starter With Rootgrow 500g - 5060160320399 FiTO Drip Feeder For Flowering Plants 28ml, Pack of 5 - 5060002360286 GARdMAN Solar Black Nickel Glass Marker Light - 5024160846396 PREMiER dECORATiONS Owl on Stake - 5053844043820 SCOTTS Weedol Rootkill Plus Gun 1L - 5010272086379 SCOTTS Miracle Gro All Purpose Plant Food 1L - 5010272090451 GROwTh TEChNOLOGy Orchid Pot Clear 17cm - 5025644911630 wOOdLOdGE Spang Pot 3 inch - 5021346364903 GROwTh TEChNOLOGy Orchid Focus Grow Fertiliser 100ml - 5025644812692

Last Year

TOP 10 GARDEN PRODUCTS THIS WEEK LAST YEAR FiTO Drip Feeder For Orchids 32ml - 8006320027705 GROwTh TEChNOLOGy Orchid Myst 100ml - 5025644912736 GARdMAN Solar Mosaic Border Lights - 5024160804396 wOOdLOdGE Small Pot Feet - 5021346110852 GARdMAN Traditional Candle Lantern - 5024160834829 SCOTTS Roundup Fast Action Ready To Use 1L - 5017676000284 BAyER Bio Slug & Snail Killer 1kg - 5000371052023 SCOTTS Levington Tomorite 1L - 5010272064483 GARdMAN Solar Mini Ice Orb - 5024160836038 SCOTTS Evergreen Autumn Spreader 100 sq m - 5010272067392

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GLEE REVIEW l garden trade news

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Orchid products provide sales uplift Sales of orchid growing products provided a welcome uplift this week, even outselling garden lighting lines by 95%. 14 orchid lines feature in the GTN Garden Products Chart, accounting for 38% of the total Top 50 sales volume. Growth Tecnology are the biggest winner with 11 of those lines. The highlights were: 4Orchid Focus Bloom Fertiliser 300ml is the highest re-entry. 4Orchid Focus Bloom Fertiliser 100ml is the highest climber. 4Premier Decorations 18cm Moroccan Lantern is the highest new entry.


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GTN Bestsellers Top 50 sales volumes compared to the same week last year... Garden Products - up 9% Veg-2-Gro - down 22% Growing Media - up 2% All Items Index - down 11%

CONTACT US ON 01733 775700 Editor: Associate Editor: Bestsellers Analyst: Subscriptions: Publisher: Published by The Garden Communication & Media Company Ltd (TGCMC), The Old School, 4 Crowland Road, Eye, Peterborough PE6 7TN. All material © TGCMC 2016. No part of this publication may be reproduced in any form whatsoever, either for sale or not, without the express permission of the publishers. The information contained in this publication is published in good faith and every effort has been made to ensure its accuracy. TGCMC Ltd can accept no responsibility for any error or misrepresentation. All liability for loss, disappointment, negligence or other damage caused by reliance on information contained in this publication or in the event of any bankruptcy or liquidation or cessation of the trade of any company, individual or firm mentioned, is hereby excluded.

in touch

Glee 2016 review

Buyers and exhibitors heap praise on buoyant Glee Glee 2016 has been voted an outstanding success by exhibitors and visiting buyers alike, while organisers i2i events hailed it as a thriving and vital showcase for the garden retail industry. Notable this year was a fullto-capacity exhibition floor, a positive, business-building mood and the launch of more than 300 new products. This year’s Glee attracted several thousand British and international garden retailers, online buyers, DIY stores, landscapers and builders’ merchants. Events such as the Leaders for Change lunch and Buyers Power List are believed to have helped to increase the number of CEOs and MDs attending the show alongside their core category buyers. UK garden centres attended en masse with more than 98% of Garden Centre Association members turning out. Glee’s event director Matthew

Alan Mercer, Hillmount Garden

After initial judging of 305 new products, the Glee New Product Awards judging panel selected category finalists, who were then invited to meet the judges to answer questions and make a pitch. The winners were: Retail Services and Experiences

Winner: Compass Group Finalist:  Malcolm Scott Consultants

Outdoor Entertaining

Winner: Cadac - Urban Chef Finalists: CPL - Homefire Olive Briquettes and Panacea - Vintage Beverage Washtub

Garden Decoration

Winner: Smart Garden - Solar Daffodil Finalists: Fallen Fruits - Dog Bench  and Pot Pal  - Classico

Home, Gift and Clothing

Winner:  Briers - Julie Dodsworth Orangery Comfi Gardener Glove  Finalists: Briers - Navy Neoprene Wellington Boot and JKS Creations - The Aquabrush

Wildlife and Pets Mein, said his team had been inundated with positive responses from visitors and exhibitors, many reporting that Glee 2016 was one of the most

successful shows for some time. Mein said re-bookings for Glee 2017 (Mon 11-Wed 13 September) had already broken the show’s own record.

Winner: Wildlife World - Simon King Brushwood Robin Nester  Finalists: Petface - Memory foam and microfibre mattress and Wildlife World ground feeder range

Garden Care - Growing Accessories

Winner:  Lows - skALE Greenwall

What visitors said... Adam Wigglesworth, Aylett Nurseries: “The third year of the new hall layout provided a vibrant and easy to navigate show. As a buyer I found that once we were on the stands and talking to the exhibitors there were a variety of exciting new products and tweaks to existing ranges that will improve our 2017 offer. I also took part in the GIMA buyer connect for the first time which was a really useful session and a number of the people I met will become new suppliers.”


Finalists: Burgon & Ball - Large Hip Trug and LBS - Flexigrow

Centre: “We took the manager from our Bangor store for the first time as the show is a brilliant way to let her see the new products and new ways to display what can sometimes be seen as the boring stuff in the garden centre.” Brian Archibald, Coolings Nurseries: “I am certainly going to stock the wall planting system from Lows and Pot Pal as a Christmas line. We have sold a great deal of Roundup Gel and looking at our customer base as the older set, I will also stock their extending handle – a nice

add-on sale. Another good product was Westland SafeLawn, highlighted as safe for children and pets. This probably resolves the most asked question about ferts and chems. I found Glee very useful yet again in finding new products that are not mainstream and make us different from local competition.” Caroline Owen, Scotsdales: “Our new manager was really excited about the merchandising ideas for garden care and how we can make the product exciting...he even said sexy!”

Garden Care – Chemicals Fertilisers & Growing Media

Winner: Block Blitz - Block Blitz Finalists: Westland - Safe Lawn and Westland - Gro Sure Smart

Plants, seeds and bulbs

Winner:  Javado - Growing Light Bulbs Finalists: Channel Island Plants - Petunia Tumbelina Maria and Javado - Planted Wek Jar

Tools & Machinery

Winner: Scotts Round Up Gel Wand Finalists: Greenworks - 40V Cordless Garden Cart and NAP Brands - Black and Decker Snake Wand


Winner:  Decopak - Milano Porcelain Paving Finalists: Cadix - Birdbath and Panacea Decorative Landscape Edging

Best of British

Joint winner: Pot Pals and Block Blitz Going Green

Winner: CPL Homefire Olive Briquettes Best New Product at Glee All the winners of this year’s Glee New Product Awards line up for the cameras after their presentations. 18 OCTOBER 2016 • GLEE REVIEW • garden trade news

Lows - skALE Greenwall

in touch

Westland play it ‘safe’ on the lawn and ‘smart’ on the ground... Westland unveiled new launches in its Gro-Sure, New Horizon and Resolva ranges – plus a muchpraised child- and pet-friendly lawncare solution. Due for delivery in January 2017, SafeLawn is an organic fertiliser and lawn seed that is designed to be safe to use around children and pets, overcoming a key barrier to lawn treatment use. Westland says many are put off using chemicals due to safety of pets and children and 84% don’t use lawn feed. With 18.8m gardens nationwide, this represents a great opportunity*. SafeLawn is made with 100% natural ingredients, greening up lawns within a week and then continuing to feed as it naturally

breaks down. It helps grass outcompete moss and weeds and contains naturally occurring bacteria that break down dead moss and thatch, returning nutrients to feed the grass. Another eye-catcher on the Westland stand was Gro-Sure Smart Ground Cover protective and decorative natural mulch, said to be 75% more effective at weed prevention than other types and offering 50% more coverage§ On the wild bird and pet care fronts, there were new launches from Peckish and Nature’s Feast. Peckish Natural Balance Seed Mix is a blend of eight wholesome seed varieties, including sunflower, with a natural look and feel to the

packaging. It is in 12.75kg packs at SRP £9.99. Peckish also has four new feeders and two nest boxes. A collection of small animal foods blending nuggets with hay, fruit and vegetables has been added to the Nature’s Feast range. There are selections for rabbits, guinea pigs and hamsters, a snack

selection and a garden forage. The launch responds to customer insight showing a gap in the market, with 43% of shoppers buying both mixed food and pellets, as they perceive nuggets alone to be boring and processed, despite their health credentials.

*Proprietary Qualitative & Quantitative research 2014. §Independent trials at Reading University

Eighteen garden fertilisers added to Growise range Glee 2016 saw a very successful launch of a Bord na Móna Growise branded range of fertilisers, comprising 18 new products in consumer-friendly pack sizes and formats. It includes granulated Growmore, Fish, Blood & Bone, Lime, Slow Release General Purpose, Rose, Tree & Shrub, Ericaceous and Bonemeal; Sulphate of Potash, Sulphate of Ammonia, Superphosphate, Sulphate of Iron, Epsom Salts in powder form; pellets of Chicken Manure; a Compost Maker, three All Purpose fertilisers and a Water Retaining Gel.

Tildenet celebrate first Glee with Bosmere on board Tildenet’s first Glee with the Bosmere business acquired seven months ago saw the company offering around 100 new products in a brand portfolio that includes Haxnicks and the Tildenet range itself. MD Andrew Downey views the addition of Bosmere as a significant strategic move that takes the company into new products categories, including the popular and fast-growing garden covers market dominated by Bosmere for many years. Downey says Tildenet, a family business started in 1971 and now employing around 60 people, has worked hard on its customer service. The Bosmere division is well on the way to achieving the group’s average 98% fulfilment rate.

Creative Products enjoyed another hugely successful Glee, at which their new launches were well received. They are keen to thank all their customers for their continued support and wish them a successful Christmas trading period. “Our in-store media promotions really increase sales from minimum space, bringing products to life. If you missed us at the show but would like to know more, please feel free to contact us,” said the company’s Richard Booker. 01476 564230

New launches warmly received say Creative Products

garden trade news • GLEE REVIEW • OCTOBER 2016


in touch

Glee review

Briers wins again with new designer collection Briers’ new Julie Dodsworth Collection won a Glee New Product Award. Julie Dodsworth is an acclaimed British designer who chose Briers through which to share the beauty of her patterns with the nation. The collection comprises over 60 garden, home and potting shed products, in Julie’s Flower Girl and Orangery patterns. Highly affordable for serious tasks, outdoor fun and perfect for gift lines as well in their attractive packaging.

No more slip-ups on the decking Wood finishing experts Protek launched a brand new anti-slip decking oil. Horva Anti Slip, which (like the rest of the Restol range) also has natural UV protection against the sun, makes the wood waterrepellent. It was well received by existing and new customers at Glee. Protek's Royal Exterior range is the finish of choice for ITV's Love Your Garden. With 58 colours, this high end product is ideal for garden centres, who need only to stock the top 10 most popular colours and advertise the other 48. When a customer buys any of them, Protek will ship to the centre next day or direct to the customer.

Fun launch for Empathy Happy House Plant The Empathy Rootgrow team reported a great buzz around their Glee stand. Highlights included the launch of Happy House Plant, which takes Empathy bio fertilisers into a new garden centre category. Visitors also met Helen Thomas, the company’s new sales person in the South East (in the frame). The ‘peep board’ with plants for wigs was great fun and popular with visitors wanting to get their faces in there!. “Rootgrow remains a favourite with gardeners and garden centres and the Empathy brand is now becoming firmly established as a true biological alternative to traditional fertilisers,” said head of sales Simon Taylor (left). Also in the picture: Rob Everall, field sales (in the frame) and Ion and Irina from Project SRL, Romania.

20 OCTOBER 2016 • GLEE REVIEW • garden trade news



The HTA Study Tour to spoga+gafa 2016. The mix of garden centre owners, staff and suppliers found the experience at the huge show “useful and inspiring.” In two-and-a-half days your GTN correspondent walked 19 miles, whereas in four days at Glee 14 miles were clocked up.

Winners of The Greatest Awards at the UK visitor reception on the Gardenex stand. Co-presenter Carol Paris, HTA CEO, with: Bramblecrest, Supplier of The Year Gold Award; Fosseway Garden Centre, Inspiration for Garden Living ‘Love the Plot You’ve Got’ Award; Wilstone Kadai, Supplier of the Year Silver Award.

Selling a concept GTN joined the HTA Study Tour to the world’s biggest garden trade show, spoga+gafa in Cologne, Germany. A highlight of the trip was the presentation of GTN’s second Greatest Outdoor Leisure Sales Team Awards and the stand-out theme came from the EFSA Concept Store where packaging gardening solutions together in boxes was proposed as a way of making garden purchases easier for new consumers. “How many gardens have you sold today?” was the opening question on the expert tours for interested garden centre operators.

Chessington Garden Centre collect their second ‘Greatest Outdoor Leisure Sales Team in London and the South East’ award from sponsor Jack Whitely of Glencrest Seatex.

PONdS IN A BOx Make buying everything you need to create a pond really easy. Box it up into a package deal, with small, medium and large boxes for different sizes of ponds. 22 OCTOBER 2016




garden trade news

PLANTING SOLUTIONS IN A BOx Take the hassle away from customers when choosing plants. Here a selection to be planted in a square container or in place of a paving stone is ready for buying and instant planting.

Alton Garden Centre are The Greatest BBQ Sales Team.

INTErNAL dECOrATION WITH PLANTS IN A BOx Pre-prepared boxes of decorative planter, candles etc – all you need to do is add the plant of your choice. What a great idea to try for Christmas gifts.

garden trade news




OCTOBER 2016 23

back office

Business matters

The Learning Zone

A new monthly section of Garden Trade News featuring those consultants and trainers making a big difference at garden centres across the country. This month Steve Myatt. After owning a garden centre for 30 years, being chairman of the GCA and American football sports event management, Steve Myatt is now helping garden centres across the country and start-up businesses in Liverpool move their businesses forward. This month he has just been shortlisted in the Best Business Mentor Category for his “nitty gritty, getting down and dirty” training approach. GTN caught up with Steve at Glee where he explained about the ‘Making it Happen’ program he runs... I work with businesses analysing where they are and then working with them on solutions to take them where they want to go. Now that can be in a number of different ways. It can be that they want to increase sales, they want to increase profitability, they want to get the business ready for sale, to get it ready to pass on to the next generation. There are a number of issues that each individual business has and then we work with the solution for that business for the aims that they have rather than having a broad brush stroke effect. We remain in contact over a period of time so that we ensure the ideas that we’ve developed together are implemented so that the business sees that growth or the result they want rather than just saying this is what you need to do and walking away. With business start-ups it’s sharing the dream that they have as a start-up business and then ensuring that they are equipped with the information they need to turn that business from a hobby into a real business. The exciting thing about that is the range of ideas and the level of enthusiasm that people have when they are setting up a new business. It’s great to be a part of. “For garden centres through the ‘Making it Happen’ programme, we work in conjunction with the HTA and bring an international perspective because we operate in New Zealand, Australia, Ireland and the UK. So at any given time we can interact with each other to discuss the best ways forward for any particular client. For example, one client has taken up some display ideas and presentation ideas from New Zealand garden centres, developed them in his business and along with the other principles that we work with has shown great increases in sales for this year. Within the retail sector of gardening we have a library of best practice that we can put into the individual centres that we work with so we make sure they are doing the basics right. We try to give them easy wins. We give them things to do quickly at 24 OCTOBER 2016




garden trade news

low cost that will make a big difference and then work on medium to long term plans after that. The other key thing is we measure key performance indicators. We have the same categories as the HTA monitor and we can compare their performance within and against garden centres in the same country and in other countries for an international comparison. Over a period of a year or two we can see how the garden centre is working and whether the changes have made a monetary difference to the business. It’s a little like saying if you move these over there you’ll increase your sales but with the KPI monitoring we can actually prove that is the

Steve’s Top 6 Tips for garden centres

1 2 3 4 5

Monitor, measure and discuss results – sales, promotions, stock relocation, profitability etc. Create an action plan ...and keep to it. Question how customers perceive your garden centre. Is it how you think they do, and do you inspire them? Plan well ahead for promotions, sales, events, stock purchasing – don’t leave it until the last minute, it never works! Ensure everyone in the team is working in the same direction, towards the same goals - everyone works hard, just make sure it is together. Make sure any changes you make are for the convenience of the customer first and foremost, not yours.


case, so garden retail success is another important part of what we do. I received an awful lot of very useful advice from different people over the years within the garden centre industry, either people who were trainers or mentors or people who were my compatriots in garden centre retailing. What gives me the most joy is to see a business I walk into 12 or 18 months later being much more successful than they were when I first met them. And that’s the same with the younger people I work with in the start-up sector where we may only have three months to turn them into someone who now knows what the basics of business is all about. It’s a reflection of thanking the people before who’ve helped me and I’m now in a position to help others. My training style is very nitty gritty – I like to get down and dirty, I don’t like to fluff about with things. I like to go straight in and look at the nuts and bolts of the business and discover where they feel they are and if the numbers add up, see if the visuals for the centre add up. I’ll then go in with suggestions and work with them to develop a joint program to go forward. It’s partly prescriptive and partly collaborative. I’m in contact with them on a regular basis. At the end of the day I can only help people who want to be helped, providing they are going along the track and understand why we’re going that way. 4Steve Myatt, Approved Start-up and Growth Coach, can be contacted via:

Steve’s Career Highlights 1985-2009 Managing Director Warbreck GC Ltd 1994-1995 Game Day Manager, Stadium Manager, Event Manager, Media Coordinator, Great Britain Spartans American Football Team 1998-2003 Event Manager and Promoter the National A&A Container Gardening Roadshow. 1999-2004 Member, Vice Chairman and Chairman of the West Lancashire Tourism Consortium. 1999-2000 Sourcing products for, marketing to and appearing on QVC TV Shopping Channel 2004-2005 National Chairman GCA 2006–2009 Category Buyer and PR/Recruitment Officer for the Future Marketing Group 2009-present Judge for GTN’s Greatest Awards 2012-present Mentor – Garden Retail Success International business development programme – in conjunction with HTA 2015–present Business Mentor - Spark Up business start up initiative (Liverpool Chamber of Commerce)

back office

Business matters

Sharing the pain of price rises Despite the fact that we haven’t been plunged into an immediate recession since the result of the European referendum, there is still a great deal of anxiousness in regards to inflation, particularly price rises for garden products. In the September edition of GIMA Pulse, a monthly snapshot of the UK Economy produced for GIMA members, it was surmised that although consumer confidence might be lifted by lower unemployment levels, cheaper fuel and a stabilising housing market, manufacturers would still

Vicky Nuttall Director of GIMA


Eden Halls Greenhouses is set to launch a new addition to its revolutionary Eden Zero Threshold™ range, the Eden Broadway Lean-to, available for 2017. The five-strong Eden Zero Threshold™ product range boasts game changing design breakthroughs including the award-winning Eden Zero Threshold™ Sliding Door System, which offers users ‘no trip’ access; a convenient feature for wheelchair users or for anyone using a wheelbarrow or trolley. Bringing all of the Eden Zero Threshold™ technical innovations to the lean-to market, the Broadway Lean-to has a starting RRP of £888.00 including VAT and home delivery. Interested retailers should contact their Eden representative or call the company on 01242 676625 or email 26 OCTOBER 2016




garden trade news

continue to be hit by energy prices (at a two-year high), crude oil (up 2.5% during June-July) and most crucially importing against the fluctuating exchange rates of the US dollar, Euro and Yen. While some manufacturers were able to plan ahead and buy extra foreign currency to stop import costs affecting trade prices in the short term, others were unable to and have been absorbing cost increases now for several months. Suppliers are experiencing on average, around a 10% increase in costs across the board. Raw materials and energy costs have risen, but in most cases these have been absorbed and translated into trade price increments that are proportionally much lower for retailers, with suppliers doing their best to keep sales buoyant. Of course, the danger is that if either supplier or retailer shoulders too much of the burden of cost increases, the whole supply chain is affected. For example, if costs were needed to be cut on the supply side, this could result in inferior products as suppliers cut corners, ultimately leading to dissatisfied customers. Squeezing labour costs could lead to a less flexible supply chain with reduced sales support, customer service, packing and warehousing for example. A reduction in time and investment means having to play it very safe – and would of course negatively impact on new product development. This belt tightening could ultimately impact the level of resource available to innovate and develop new products, something none of us would

want to happen. There is an obvious need to strike a balance between making a margin and ensuring stock still moves through the supply chain and achieves the optimum sell through rate on the shop floor. When it comes to prices, the majority of GIMA members are committed to reasonable pricing levels, and are fully aware of the negative impact of overpricing. So could prices come down again? Inflation is usually one way, the effect of which is eventually smoothed out following rises in living wages and a general stabilisation in the economy. However, it needs to be said that in any case, the amount that prices have risen over the last few decades has been miniscule compared to the increase in average earnings over the same period here in the UK. A certain bestselling bottle of fertiliser is one of many products that has been kept at around the same price, which is remarkable considering consumers now earn over £15,000 per annum more on average than they did in 1990. It is certain that retailers will be looking at suppliers’ price lists this year even more carefully than before, to see just how much prices have gone up, but as an organisation that brings suppliers and retailers together, we at GIMA hope that retail buyers will work with the supply chain to ensure that we both work to shoulder the burden of price inflation together. To keep up to date with GIMA news, visit the GIMA website, get in touch with the GIMA office on 01959 564947 or email

Contact: 01795 411527

garden trade news




OCTOBER 2016 27

back office

Legal Matters & Planning

legal advice by hannah croWther of london-based firm bristoWs

‘What about my customer list?’ The new EU General Data Protection Regulation (GDPR) will become applicable across the EU in May 2018, replacing the current Data Protection Act 1998 in the UK. Although Brexit has put the status of all EU laws into significant uncertainty, the UK regulator for data protection, the Information Commissioner’s Office (ICO), has indicated that UK companies should still begin preparing for the new law. Although the UK Government may decide to reform UK data protection law independently once we have left the EU, it is very unlikely they will start again from scratch. Whatever happens, therefore, companies handling personal data will need to take steps in the coming months to address the new requirements. Organisations in the gardening trade will have two main categories of personal data: personal data about your employees, and personal data about your customers, prospective customers and suppliers (usually contained

in a CRM system). This latter category will include contact details and purchase history, but may also include some more detailed information about preferences, interests, and interactions with your staff. All of this is personal data, subject to data protection law. The first thing to understand about the GDPR is that the basic concepts stay the same as under the current Data Protection Act. You will still need to provide your customers with notice about how you use their personal data. Usually, this is accomplished by an online Privacy Policy, and/or written notices in store. However, the GDPR increases the amount of information you should provide. Organisations should therefore update their privacy notices to include additional information, for example the legal basis for your processing (such as the individual’s consent or your legitimate interests as a business), and information about retention periods. The GDPR also strengthens

an individual’s rights over their personal data. It introduces an express right to object to ‘profiling’, which would include using customers’ web browsing activity or other information to determine their preferences and interests. The GDPR also creates a new right to erasure, as well as expanding the existing subject access right. Organisations appointing suppliers to handle personal data on their behalf (e.g. a mail marketing company or cloud provider) should also be aware of the changing requirements. The GDPR will increase the mandatory provisions which will need to be included in any contract for the processing of personal data. One bit of red-tape cutting to come out of the GDPR is that organisations will no longer need to register with the ICO. However, they will need to do more internally to demonstrate compliance with data protection law, including by maintaining an internal record of data

processing activities. The GDPR will also introduce a mandatory obligation to report data breaches to the ICO (e.g. if you lose any hardware containing personal data or suffer a hack). Over the next 20 months, it is advisable for all UK companies to review how they collect, handle and protect personal data of their customers and employees. Data protection doesn’t have to be a headache, and it is always much easier to improve things before rather than after they go wrong. Hannah Crowther is a lawyer at London-based firm Bristows.

Planning notes by tracy hubbard of malcolm scott consultants

The planning implications of diversification Most clients are now reporting a healthy recovery from a slow start to the 2016 season. So now they are looking towards Christmas for the next boom period, but it is perhaps worth considering how to keep footfall and income up in the off-peak seasons. Diversification could be the answer. Indeed, more garden centres are seeking to diversify through the introduction of concessions, while others are choosing to introduce new uses such as play barns. In planning terms a play barn would normally be considered within Use Class D2 of the Use Classes Order. But we have on many occasions, while seeking to introduce a play barn, successfully argued that it is ancillary to the main garden centre leisure experience. So will the introduction of new uses or concessions keep footfall up and perhaps gain year round rental income sit well with the Local Planning Authority? 28 OCTOBER 2016


Planning permission will be needed for any new building(s) required to support your diversification, whether or not it is needed for the use. Whether permission is required for a concession or new use within an existing building depends on the lawful or permitted use of the site and the nature of the potential use, in particular if a retail use, what goods will be sold? Other considerations include traffic generation, plus impact on amenities and on town centres. What can be termed ancillary? The interpretation of this varies between councils. The dictionary definition includes the expressions ‘auxiliary’, ‘supplementary’ and ‘subsidiary’. To be considered ancillary the new use needs to be smaller than the garden centre and serve a supporting role.

GLEE REVIEW l garden trade news

Material or nonmaterial? That has been the question in the office this week. Once planning permission is obtained and it comes to putting development on the ground it is almost inevitable that tweaks will need to be made to the design. There are a number of ways the end goal can be reached in order to ensure that the development is lawful. An application can be made for non-material amendments; the determination period is just 28 days. This is a simple application procedure with a short determination period. There is no definition of what is ‘non-material’ and it will depend on the context of the overall scheme: what is non-material in one case may be material in another. Alterations to the materials and fenestration to

a major development, where footprint and height are unaffected, may well be non-material in normal circumstances but material in a conservation area. Minor material amendments to a permission, can be achieved under s.73 by variation of condition to the permission where a suitably worded condition is attached to the permission. There is no statutory definition of minor material amendments but guidance states it is “one whose scale and nature results in a development which is not substantially different from the one which has been approved”. The time scales for s.73 applications are dependent on the scale of the original application: 13 weeks for major developments; 8 weeks for other applications, but as the principles of the development have been established the process can be quicker.

Garden Trade News