site visit


focus on independent retailers. With the current uncertainty from a number of multiple retailers within the industry, this appears to have been a shrewd move for the Yorkshire- based company.


“We were with the big retailers, but three years ago we decided to pull away from this business and just focus on the independents, as that’s where we like to be,” he says. “Independents appreciate quality, but like a variety, whereas with the large multiples, the numbers work themselves out and you’re limited with varieties; with most of the nursery taken up by Homebase, where do you go? “We were getting squeezed on margins, and so weren’t prepared to continue operating in this way. Instead, we’ve been able to focus on the independent market, and our new catalogue shows the number of options we have for independents; there’s over 900 different lines in our 2020 catalogue.”


2020 catalogue The new catalogue for 2020 features more than 900 lines including 31 brand new varieties such as Sencio ‘Angel Wings’, Agapanthus ‘Polar Ice’, Yucca ‘Gold Sword’, Cordyline ‘Charlie Boy’, Astrantia ‘Pink Pride’ and Leaucothoe ‘Burning Love’. The catalogue also showcases various plant collections, including the patio perfect range and prestige collection, ideal for people looking for well- established plants.


“We have a host of new lines in our catalogue,” explains Richardson. “Lavandula Hidcote is still our best seller though; we sold 110,000 of those this year, across all sectors. It generally flowers in May and the garden centres and consumers love it.”


Left to right: Paul Lamb, garden centre sales assistant manager and garden centre sales manager, Mark Reynard


Health of retail and brexit issues Despite reports of doom and gloom, Lamb was keen to note how garden centre retailing has cause for optimism:


“Despite what we hear of people being hard up, individuals are still prepared to spend £8.99 on a flower – it’s a disposable thing to cheer them up – it’s not a long term investment,” he says. “The health of the industry is strong; when we get bad weather it’s all doom and gloom; it’s to be expected.


“And this month (October) with Brexit everyone is nervous, and plant passporting is rearing its head again.


“As an industry we’re always changing, but with the retail sector you’ll always hear of particular stories of certain retailers struggling – take ASOS fashion retailer recently for instance. However, with garden centres, people are


spending money in garden centres, as that’s where people like to go. Plants are a big part of it, but go to a garden centre now and you can get everything. It’s a day out now for some, that shopping experience. “Big centres have plenty to do – take Bents at Preston – they have a bowling alley and other amusements there. Overall we should be very optimistic that we can maintain the footfall at garden centres. It’s all about the consumer experience; if they get that they’ll keep coming back.” Despite this encouraging optimism, Lamb


did stress that the issue of Brexit is preying on the mind of the industry, and unsurprisingly as an industry, it has potential to impact all of the business.


“We really have no idea on tariffs or the implications due to the uncertainty,” he says. “Worryingly, we do import some stock from Netherlands – so if there’s a big tariff we’ll have no choice but to increase our sell price across all sectors.


“More of a concern is currency. We have been getting 1.40 to the pound; now we’re struggling to get 1.14. We’re eating into margins.


“It’s a low paid industry, so there’s lots of different nationalities. We have lots of foreign staff who have come through the ranks, and the uncertainty for our workers isn’t ideal. We hope for some clarity soon.”


As well as a focus on its new catalogue, Johnsons are trying to ensure the business adapts to the changing nature of retailing and wholesaling. This has involved the launch of a comprehensive social media portfolio, and a new web shop and online catalogue. “We’ve ramped up our social media in the last 18 months,” Richardson says. “Last year we didn’t have LinkedIn, and this year we’ve managed to gain £60,000 of business via LinkedIn this year alone. “We’re trying to modernise with a web shop,


which has been running successfully for two years. We also have our online catalogue now available; we’re trying to keep ahead of the game.”


GCU October/November 2019 www.gardencentreupdate.com | 13


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