Nurturing Nursery Relationships

Part of becoming a better landscape contractor is being a better planner, and part of this success is getting the right plant material for installation jobs. One of the most effective ways to do both is to work directly with a grower.

Building a relationship with a good grower gives contractors better planning ability and makes it easier for them to get exactly what they want. Contractors who usually buy plants for jobs at the last minute are stuck with whatever the grower, nursery or garden center has on hand. But if they order through a grower, it’s less likely that they’ll have to accept substitutions, and it’s much more likely they’ll get the exact color and cultivar they want.

Working with a grower also gives contractors access to additional horticultural expertise and experience. Getting the right products from the right suppliers translates into successful plantings, which often leads to new – and repeat – business.

SEEK THEM OUT. Finding a good grower doesn’t have to be complicated, but it does take a little research. Producing high-quality live plant material is a challenging job, and the goal is to find a grower who excels at it.

There are several ways to locate local growers. First, join local landscape associations – many publish supplier directories, which can be good sources of contact information as well as networking opportunities with other members to find out which growers they prefer. Many growers who regularly deal with the landscape trade also are members of landscape associations, so contractors can get to know them by joining and attending association events.

Additionally, contractors should join state growers’ associations. Membership directories give contractors lists of local grower members, and members also get to know area growers by attending grower-specific meetings or trade shows.

The Internet also is a good source for finding the dates of grower association events, many of which are open to non-members. State floriculture agents, extension agents or university horticulture departments can often provide grower references. Once contractors have learned about local growers, they should whittle their lists down to a few good prospects and make appointments to visit their facilities. All of this work is worth the time it takes to ensure the best supplier choice.

VISITATION RIGHTS. Visiting growers gives contractors the best indication of which grower is right for them.

While visiting, evaluate the cleanliness of the facility. Make sure the staff is familiar with the plant material and can answer questions about plant use, care and variety selection. Look at the plant material in the greenhouses – does it look healthy? Contractors should look for growers who focus on growing the types of plants they want, whether they’re annuals, perennials or woody plants. Ask about minimum orders, delivery charges and scheduling to uncover how they operate. Finally, ask about the best time to place orders. Growers have to be economical with space, and some may ask for more lead time than others in order to accommodate all orders.

Many growers specialize in dealing with the landscape trade, and those growers will provide the best service and information tailored to meet contractors’ needs. Contractors should ask growers they visit if they have literature or other information that targets landscape contractors: price lists, product lists or other pieces are good signs that the grower has experience working with landscapers and their unique needs.

Good growers also should ask contractors some questions, such as: "When do you want to receive the material? What colors do you want? How much lead time is there? What type of material do you want: 4-inch finished pots, flats, gallon containers?" A good grower should be interested in learning exactly what contractors need and when they need it. Remember, good growers will distinguish themselves with good service, and contractors should absolutely expect good service from a grower.

BUILD A PARTNERSHIP. Once contractors select their primary grower, building a partnership with them is crucial. Keeping orders as consolidated as possible with one grower allows contractors to grow the relationship over time, which usually results in the best pricing and service. However, depending on the plant volume contractors need and their diversification, building relationships with a couple of other local growers is advisable.

For instance, if contractors deal in trees and shrubs as well as annuals and perennials, having a specialized grower for each area is a good idea. Also, if contractors need a particularly large volume of an item, a relationship with a second or even third grower could provide a valuable backup plan if one grower is unable to supply the quantity needed. Keeping other leads in mind is important, so continue to network even after settling on a primary grower.

When it comes to good service, the right grower will make this a priority. Contractors can have their grower or someone from the grower’s staff visit a planting site whenever possible. Many growers have their own salespeople who are available for this purpose. By doing this, contractors build the grower relationship as well as establish an opportunity to talk about plant selection and make sure the chosen plants will work well in the area.

While contractors should expect excellent service from their grower, they should also be respectful of their own responsibilities to help the process flow smoothly. Establishing a final date for order changes with the grower and sticking to it is important. Contractors also should increase their volume with the grower by consolidating orders whenever possible and be sensitive of delivery dates.

Most of all, paying bills on time and referring new business to the grower if they provide quality service helps boost the relationship. When referring other contractors, make sure the grower knows who sent the new business their way.

PLANT MATERIAL SELECTION. Once contractors establish a relationship with a grower, keeping tips on hand for choosing adequate plant material is important.

Plant selection can be intimidating, but a little planning goes a long way toward success. Research plant varieties on the Internet, review catalogs or other literature, consult the grower and visit trials whenever possible. Many universities conduct plant trials every summer (many also have spring and fall trials), and attending one in the area can give contractors a good idea of what will work for their landscape projects.

If contractors have built great grower relationships, they shouldn’t have to worry about the quality of the plants they receive. Plants should be "cracking" color at the time of installation – about 25 percent open blooms is best – with lots of other buds indicating new flowers are on the way. At this stage, plants can handle the stress of transplanting and acclimatization, and will provide color quickly. When the plants aren’t in full bloom, they will open within just a few days. However, if there is no color on the plants, it will take too long for a good show to develop.

Additionally, look at simple characteristics: Are the roots healthy? Is the plant green – not brown? Look for signs of disease; even if you don’t know what disease it is specifically, you can usually tell if a plant doesn’t look healthy. Just follow this simple guideline: "If you wouldn’t plant it in your own yard, don’t plant it in your clients’ yards."

Great plants from great suppliers provide the first steps to great landscapes.