In a rising market, we’d be wise to remember that although we get excited by sales numbers, profit is the engine of commerce. Follow the 80/20 Rule. Are 80% of your profits generated by 20% of your product line? What 20% of your time yields 80% of your productivity?
The key to profit is not so much getting the right answers, it’s in thoughtfully asking the right questions. For example, what 20% of the following generates 80% of your profit?
Does your plant selection strategically guide clients toward what must ultimately be an “experience” at retail, or reflect what your sales staff reported was most short last year? Do your key staff get strokes more from sales, or do you focus at least as much on margin? Choose carefully, with profit as your goal, not just sales. Despite popular notions, none of us makes up lackluster profit margin with greater sales volume.
Our seedling woody rootstock selection is unmatched. With more than 450 kinds of ornamental woodies to choose from, our plant selection helps you grow and deliver profitable VALUE with core items that are recurrent sales bell-ringers in addition to niche items. Let us answer your questions about our diversity in cutting, tissue-cultured, and specialty grafted items, many of which are unavailable in quantity elsewhere.
From your first call or note, we handle your inquiry professionally – carefully document your order respond quickly, and ship your order so that when you open the box or truck you sense how much we CARE. We take care of YOU. On the rare occasion when we goof, we immediately make it right - to your satisfaction.
We’re your partner, not just your supplier.
Rebalance your plant portfolio to lead your market, shorten your turn times, diminish cull ratios, and avoid running an expensive hobby.
This time of year when we work so hard shipping, we want you to know your order is in capable hands.
Who are these nursery professionals, anyway? Who picks up the phone when you call, or responds when you write?
These 10 amazing people in or around the office work daily to make sure you have no surprises coming from Heritage. Collectively, we will get you the information you need quickly, and move forward together.
Mark, Jolly and staff
Finally winter seems here, after an exceptionally mild fall season. But after the holidays it will be a big push to accommodate all the orders and brisk demands on limited inventories in lots of nursery circles.
Have you booked your order yet, before those who will wait until the MANTS Show or others around the country in January? If not, we suggest you have a good look while things are slower in December, to assure you of maximum options on size and varieties. Fact is, we are already getting light on availability or even sold out on some items.
Highlights of great income opportunity for you and strong supplies on this end include:
Regardless of your order size or varieties or delivery date, we appreciate the trust you have in us to get your order in and out RIGHT, every time. We have high expectations of you and ourselves, to make 2017 our best yet, and we are your full partner in that effort. Give us a shot at your needs and we will show you, not just talk about it.
Finally, if you have questions not so easy to review in email or otherwise, just pick up the phone and ask for Veronica, Ethan, Maira, Lynda, Anthony, Octavio, Eric, Mark or Jolly. Count ‘em: that’s nine of us! We’re here to help you out, and one of the experts above will get back to you promptly so we move forward with you together.
Merry Christmas and Happy New Year!
No more election blather – this is business.
Each of us started a profitable, new business in the past 8 years – yes, a new business. It bears no resemblance to the one before. We reinvented ourselves, survived and thrived – all of us. That perseverance and hard work has made us fit for opportunities now and years to come.
Upcoming changes will be more radical than any in the past 8 years due to critical changes in the retail market and right down on the farm:
But for imaginative leaders in this craft, this industry, who have imagination, the future is bright with so many opportunities. There are so many opportunities in a shrunken pool of producers that the choices can feel daunting.
So this is a time to review where your market advantages are, how you want to re-balance your liner investments as part of your tightly focused sales efforts. You already understand this or you wouldn’t have survived this far. Reliable profits aren’t hatched in complacency. No plants get sold in the good old days – days long past. This is surely no time to putter along with the same tired portfolio of plants. Make each item, each size, each sale date and profit margin justify your hard work, time and money.
If you have to grab a beer to make the hard choices a bit easier, go get a 6-pack and get
Let us help you in that rebalance effort. Find in these pages a huge variety of seedlings, cutting-grown or grafted plants unlike any other you can find in the nation. With more than 35 years in the business, and having started it from scratch, we know a thing or two about cycles and fundamentals. We can help you sort through options if you need it. We commit to transparent communication and doing what we say we will. Pretty simple, and the entire reason we have been successful for so many years ourselves.
Give us a try. Re-order when you get turned down by others.
Best wishes for this THANKSGIVING season and trust yourself. When the next person asks how you’re doing, respond with your best smile, “Better than I deserve.”
When internet news is 24/7, are problems actually worse in 2016, or is our awareness of them just more in our faces? With so much beyond our own control, even a short pause guides us to a sense that a LOT within our own lives is in fact controllable, given our collective good fortunes. We get to decide how we use our time, whom we spend it with, and what endeavors we pursue. In plenty of places around the world, that’s certainly not the case.
Within these pages, for example, you have an exceptional opportunity to engage yourself and your staff – from the receptionist and production/maintenance people to the commissioned sales manager. Review this selection with a goal to get more efficient turn times, imaginative new options for your customers, and more profit per acre or square foot. Keep it fun for everyone, so there is a strong team effort and culture. Inspire others with your work!
We can help you during this period of remarkable change in the market for woody plants. As horticulture splits faster every year into commodity or specialty markets, which one do you choose? Or, do you focus on a hybrid of each, as we do, to maintain a diverse, nimble market position?
No matter what, it’s important to keep your menu updated regularly, offering new and better ornamental varieties to replace those that are beginning to lose sales appeal. We’re known for our specialty line of woody ornamental liners, and after 35 years at it, we have a big selection of the best in new varieties. We have a staff and facilities that are set up to handle your orders efficiently - with courtesy and kindness, not just phone recorders and automated email acknowledgements. When we are jammed up on the phone, we get back to you promptly.
Give us a call if we can offer you some advice or information on kicking up the “inspiration factor” in your own line of woody ornamentals.
Our 2016-17 Catalog has been published and will be hitting the mail right away! It is available now on our website; new catalog.
Farm labor: it’s scarce now, but brace yourself for even fewer available workers and higher labor costs. To adjust to the dwindling labor pool in horticulture, you’ll probably need to check most of the boxes below:
We help you generate the most profit per labor hour by offering you high profit-potential items to replace the losers. Check our availability when you see it by email, fax or post. Ask around about our caring, competent office team who book your order, verify details, and arrange shipping. We have the good stuff you need - consistently, with no surprises in the box, on the truck, or at pickup here at our well-run nursery.
We’re here for you, so contact us to see how we can help you replace marginally profitable items with those that help you meet an ever-larger payroll and still leave you smiling.
Spring is almost behind us and it will be Independence Day before we know it. We hope your spring liner purchases are growing well and you made the right choices for your customers.
If you’re too jammed up to look over this entire list, please forward it to someone who can sort through opportunities . . .
Speaking of water, do you need to change out old spinners, nozzles, or emitters that may have become partially plugged? There’s nothing more discouraging than liverwort or moss resulting from leaky irrigation lines.
And most important, as the weather gets hot, are crews trained to not overwater, wasting slow-release fertilizer and suffocating container plants with water-logged mix “just to be sure”? More liners and finished nursery stock gets killed by disease from this insidious practice than any other in the business.
We’re your partner in this craft, your supplier and yes, your friends. Email, call or fax if we can help you make some money.
Mark, Jolly, & staff
It’s “clean out cooler” time in late April. Because we had one of our most successful propagation seasons ever last year, we still have a strong supply of liners in the cooler that we prefer to not transplant to the field or see go up in smoke.
Attached, we’ve projected some reasonable numbers: you can see the powerful profit potential from just repotting them for fall sales. For some, you might even flip them later this spring with careful plant and pot selection. Pot-in-pot or field planting directly out of the box or truck – or even reselling them if you want to combine an order with friends to make a late season bet – these are all options to consider.
Let us help you make more money this season with liners that have exceptional root systems and a price you can’t match for this quality when woody liner supplies are generally very tight!
Get back to us with a quick text or note – or give us a ring when you have a minute between spring jobs. We’ll jump right on it and review shipping options with you so we finish this.
|Mark, Jolly & Staff|
$112 Average price for a #25 gallon @ wholesale
Breakdown of investment -
$26 Grafted, 3-year liner 4-5 feet tall plus shipping
$15 Pot and soil mix
$4 Labor to pot and stuff it in the can yard
$3 Care expenses over a summer
$48 Total costs
$112 Sales price
$64 Profit potential
It’s not quite yet “final call” for liners this spring, but we’re getting close. Whether you need a few plants or a lot, please let us know ASAP so we can get you in line within a season that has been compressed 3 weeks due to our mild winter. We’ve packed our 100 x 200 ft. cold storage building full, but just for YOU we’ll find a way to ship it or stuff it in there - if you call right away. Potted material remaining in the greenhouses will soon leaf out too much to ship. And bare root stock is not far behind once this drippy weather passes and we get into April sunshine.
We’re so ready for some sun!
It has been a favorable season on many levels, and we sure appreciate your business. We tell you that in more than words by paying meticulous attention to details when you call or write, confirming promptly, grading precisely so you get exactly what size it say on the packing list. We count bundles accurately, and pack carefully so that your plants arrive in fresh condition- no surprises. We’ve received some of the most gracious thank-you notes ever this year, despite the fact that EVERYONE is too busy to write.
So here’s a virtual toast to you and your own company and its endeavors, with the commitment from Jolly and me that if you call, we’ll give you our staff’s personal best attention. Look through our availability and let us know how we can help you with rootstock for maples, dogwood pawpaw, hornbeam,redbud,beech, ginkgo, magnolia, oaks, baldcypress or zelkova. Of course, we have a full complement of named varieties you can take budwood or cuttings from and recoup your investment if you’re a propagator. Or, bump them into pots and flip them this spring or fall…
Finally, if you want a sizeable amount of material because you’ve been shorted by others, let us know how we can make you whole and show you what reliability feels like.
We still have trucks rolling east and may be able to fit you in if you call right away.
Mark & Jolly Krautmann
Heritage Seedlings & Liners