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NURSERIES • Market Opportunities


Value of Horticultural Crops to Increase


The United States Department of Agriculture predicts that the produc- tion value of U.S. horticultural crops will increase by more than 3% annu- ally over the next decade and con- sumption of horticultural products will continue to rise.


The top five green industry pro- duction states by total industry sales are California, Florida, Oregon, Pennsylvania and Texas.


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market, but now agronomists fill the role of checking in to see what the dealership can do for them.


“With the agronomist speaking to them on a regular basis, they can for- ward those leads on to the salesper- son,” Curry says.


Pauley Equipment pushes the strength of the dealership. “Our biggest advantage is our broad spectrum of services and versatility,” Pauley says, including their rental program. He says


rental is targeted to the construction market, but nurseries sometimes use that equipment for expansions. Once you identify their needs, deal-


ers say you need to have equipment in inventory to make the sale. “You need to have equipment on hand. They don’t want to wait. They need to have products readily available for deliv- ery,” Pauley says. “When they finally make the decision to buy, they want delivery this week.”


As with any sales opportunity, price is always a factor. However, he says his nurseries usually buy multi- ple units, so he’s able to provide dis- counts. “That’s typical with any high quantity sales. Of course we’ll give them a good price, even if this time they are only looking at buying one unit,” Pauley says.


Watch for Partnership Opportunities


Richards of Applied Horticultural Consulting says manufacturer leas-


ing programs may be good options for those nurseries that don’t have mainte- nance expertise on staff.


“It’s easier for them to get major


service work done through the deal- ership and the dealership can make money on the service. Dealers are making the same amount of money and acquiring a guaranteed sale of replacement equipment, plus the sale of the used equipment,” Richards says. Washington Tractor does do some business through its lease program to meet the seasonal demands for nurs- eries in late winter and early spring. For instance, they might lease an extra tractor to help move inventory. Puig of Everglades Farm Equipment takes advantage of another offering from his manufacturer, John Deere Landscapes. John Deere Landscapes is a wholesale landscape supply distrib- utor and corporate program of John Deere. Dealers can partner with the program to offer customers supplies, such as seed, fertilizer and chemicals.


Visit RuralLifestyleDealer.com/RS and indicate No. 124 18 RURAL LIFESTYLE DEALER  SPRING 2013


Visit RuralLifestyleDealer.com/RS and indicate No. 128


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