GIMA News and Views

Fifteen teams took part in the event, which raised an amazing £7,319 for the Greenfingers charity. All but the final few teams to tee off were lucky with the weather, with glorious sunshine for most of the day.

Refreshments were provided by Vital Earth and William Sinclair, whose drinks stands at Holes 5 and 14 provided the opportunity for some well earned rest breaks for the golfers.

Almost 100 people attended the evening of the GIMA Charity Golf Day, which was hosted by the charismatic snooker player Willie Thorne. Diners enjoyed a three course meal with wine, saw the winners and finalists presented with their prizes, and a charity auction of sporting memorabilia rounded off the day.

Inspirational features mean even more for Exhibitors to get involved with at GLEE

Glee (20-22 September, NEC Birmingham), has unveiled the details of this year’s added value visitor attractions. The initiatives are set to make the show the strongest, one-stop destination for garden, pet and leisure buyers looking to build their business profits.
And it is for GIMA members to get involved and maximise the return on your investment in the show. As well as meeting suppliers from across six core product sectors in one convenient location, visitors to the leading show will be able to take advantage of a host of new retailing inspiration, expert insight, staff training and visitor planning opportunities and as exhibitors you should get involved.
You heard about them first at the GIMA Glee Workshops, but here is some reminders.

Off the shelf’ (Hall 4):
Glee’s new ‘Off the Shelf’ feature draws on the show’s key theme of retail inspiration. Taking products that are notoriously difficult to merchandise, the Glee team will build a series of displays throughout the show to demonstrate how effective outside-the-box thinking can be. Alongside each creative display will be an example of the standard display for each product, helping to illustrate the difference fresh thinking makes.
Have you told the GLEE team about your products yet?

Wonderwall (The Hothouse, Hall 5):
Launching on gleebirmingham.com in the lead up to the show, and then in The Hothouse during the show, the Wonderwall is the place to source practical retail inspiration. A place for retailers, buyers and sales reps to upload their photos of merchandising best practice, the Wonderwall will feature those examples of how best to maximise retail displays. Have you sent in your pictures yet?

Glee New Products (Hall 5):
Hundreds of new products are set to launch at Glee this year. To make navigating them that bit easier, they will once again be collected in the Glee New Products areas. The two dedicated stands for garden and pets and aquatics will provide buyers with a whistle-stop tour of the newest innovations on the market. The products featured will also be entered into Glee’s New Product awards, where industry experts will select the next big thing across a range of categories.Make sure you get your entries in!

Innovators Zone (Hall 5):
The concept conceived by GIMA which saw its inaugural launch in 2009, the Innovators Zone in GLEE and the dedicated one in Petindex is back and even bigger in 2010.
The Innovators Zone is designed to provide an at-a-glance chance to source innovative products from entrepreneurs and small-scale manufacturers who are taking their first steps into the market, or making their debut at Glee. Perhaps not applicable to many GIMA members but I bet you all know somebody who would find this ‘foot in the door’ just what they need. Do them a favour and tell them about it!

To find out more about special exhibiting packages available in the Innovation Zone, please contact Alastair Bowden on 0207 728 4297 or email alastair.bowden@emap.com

The Hothouse (Hall 5):
The Hothouse will feature key industry figures such as international retail guru John Stanley and The Gardenworks team. Addressing those issues that are affecting the industry today, seminar sessions confirmed so far include: Investigating the Garden Industry 2050 with John Stanley, as well as in-depth discussions on how to make events in garden centres successful and profitable.

Garden Angels (Hall 4):
Glee’s very own Dragons Den-inspired showcase, the Garden Angels will see six business thinkers put forward their pitch for their product and business case. Taking place in two, one hour sessions on Monday and Tuesday, the Garden Angels will be made up of a panel of industry leaders, led by Gardenforum.co.uk’s George Bullivant.

Sam Mitcham, Glee event manager, said:“The features outlined for Glee 2010 will add value for exhibitors and visitors alike. Exhibitors really should be getting involved wherever they can. Most of the work is down to us but we need to know what exhibitors have got that we can work with. Like Kimberley said at the GIMA Glee workshops about the PR information – if you don’t tell us, we don’t know. If we don’t know, we can’t help you tell the world!”

Speaking this afternoon following the Chancellor George Osborne’s first budget, Neil Gow Director of GIMA welcomed the overall outcome saying:

“The rise in VAT was inevitable and I feel perhaps one of the few options they had. We have lobbied hard to persuade the Treasury to delay implementation of any increase in VAT for at least 6 months. So we are pleased that the new rate will not come in until January. We will now continue to lobby for a root and branch review of VAT rates on a range of products to seek to bring some benefit to our industry. The Chancellor has opened the door to this by agreeing to the delay in the increase of the default rate.
The rise will of course affect the key price points but this gives just the opportunity suppliers and retailers need to get prices up after so many years of deflation in our trade. Perhaps it will also give a welcome boost to sales in the run up to Christmas”

Price points with the current rate of VAT at 17.5% will look like this with VAT at 20% next January:

As these figures demonstrate even the rise in retail price on a thousand pound sale is very small and if retailers feel very strongly about their price points they have sufficient margin to absorb the VAT increase.

However with many prices likely to be rising in the garden trade by around 15% as a result of the world economy there is opportunity for that £4.99 price point to rise to £5.99 and even the £99 price point to rise to £119.00. Higher ticket items such as machinery, garden buildings and garden furniture are likely to be most affected by the rise in VAT, but perhaps retailers have got to help ease this market by accepting a lower margin for a year or two. This could have the added benefit of staving off competition from internet retailers at the same time.

GIMA Opens Charity Golf Day

Golf Day Open! The GIMA Charity Golf Day taking place on the 9th June 2010
has space left for four more teams to play.

Trade Association President, Spencer Goodall, when confirming that the after dinner speaker at the event would be professional snooker player and keen golfer Willie Thorn, also confirmed that places for the last four teams were being opened up to any business within the home and garden sector.

He said:“We welcome retailers and suppliers to come and join us by entering a team. Sponsorship opportunities always have been open to all companies and there are still a few of those left too. After all, this whole event is about raising money for charity and we want to help Greenfingers as much as we can.”

A four ball team can play golf; enjoy lunch, a session on the practice range, the evening meal with entertainment and stay overnight at the luxury De Vere Hotel adjacent to the course near Daventry all for less than £175/head. That has to be great value for money, whether you use it to reward staff after the tough spring or to entertain customers.

Click here for full details or contact the GIMA Office on 0121 445 5213.

Scotts boosts staffing

GIMA member Scotts has increased its sales staff to help garden centres make the best use of selling space and increase their profitability.

The Scotts Miracle-Gro Company is supporting its product range by increasing its regional sales staff that work closely with retailers. Scotts is also providing other services to ensure a personalised service and bumper sales this year.

In the last couple of months, Scotts has ramped up its sales staff by increasing the sales team to 25. This ensures that retailers can be assured of an even better, more local and more personal service, especially during the busy times when securing high stock levels and promoting them in centres is essential for maintaining good sales and profitability.

Also, a new ordering system, using the latest hand-held PDAs (Personal Digital Assistants – mini computers) allows the sales team to place orders immediately, on the spot, and these are logged within Scotts’ ordering system within the hour ensuring restocking is fast and efficient.

Scotts has also employed a team of 80 active sellers who are going into garden centres nationwide to help promote three of Scotts innovative, best selling and market-leading products – Miracle-Gro Patch Magic, Miracle-Gro EverGreen Complete and Miracle-Gro LiquaFeed.

To make sure your sales are benefiting from this latest initiative from Scotts, contact your area sales representative today to arrange your visit.

Retailers wanting to know more about the products and services offered by Scotts can click on www.gima.org.uk/018

Investment and Growth on- going at Kelkay

Kelkay GIMA member Kelkay Ltd, established in 2001, has become a major UK manufacturer and supplier of garden landscape products. To meet the demand for their products they have recently embarked on a £3.0 million investment programme over the next three year at its production facilities in East Yorkshire. Once completed this will enable Kelkay to achieve an increased turnover towards £20 million.
In 2009 £1.0 million was invested in a new pre-cast state-of-the-art facility for the manufacture of paving stones. It is now nearing full production and will be at full capacity by year-end. A further £250,000 has been invested in packaging and palletising machinery for its pre-packed decorative aggregates. This will mean cleaner and tidier pallets at point of purchase for customers at the garden centres they supply.

Kelkay

Further investment has taken place improving site infrastructure, which includes a new 30,000 sq ft warehouse to store its resin-stone ranges; Easy Fountain (self contained water features), Gargoyles and Creatures. Antony Harker, Managing Director, comments; “With this additional capacity, Kelkay from the one site, can offer its customers the ability to place minimum quantity orders over four product categories. The increased investment will allow us to expand our ranges further, extending our product offering and enhancing our customer service.”

Retailers wanting to know more about the products and services offered by Kelkay can click on www.gima.org.uk/262

Proof if Proof were needed - success comes from the Garden Press Event

Garden Press Event

Approaching 200 journalists joined suppliers to the garden industry in the Lawrence Hall London last month for the 5th Annual Garden Press Event.
This event raises money for the garden retails charity Greenfingers but also gives an annual opportunity for the leading suppliers of garden products to get face to face with gardening journalists, researchers and broadcasters.
As with any marketing activity it is difficult to quantify the value you gain, but equally if you don’t attend you will never know what you are missing. That applies equally to exhibitors and visitors.
Amongst the journalists visiting the Press Event this year was Jean Vernon from the Daily Telegraph. One product that particularly caught her eye was the recently launched Mini Greenhouse from Forest Garden.
Their Marketing Manager Vicky Nuttall, who attended the event, said: “Since this product was featured in the Telegraph on the 27th February stockists have reported a significant increase in interest from consumers. We have also seen an upturn in the level of orders coming through. You cannot buy this sort of coverage and since then she has been back to us about featuring another product for the Easter weekend so we’ll see what happens with that one” Forest Garden

Retailers wanting to know more about the products and services offered by Forest Garden can click on www.gima.org.uk/070

5th Garden Press Event Best Yet

The fifth annual Garden Press Event held in London on the 4th February is haled as the best ever. Whether you are involved in the media or a garden products manufacturer with a story to tell you really should consider attending this event. Dates and pricing structure for the 2011 event are being finalised, and again there will be an exclusive, preferential deal for GIMA members who exhibit. Click here to find out more about exhibiting and here to read more about what visitors and exhibitors got from their day.

Moving way faster than the snails - new member for BAGMA

Eco Charlie

EcoCharlie was founded in 2008 by a teenager called Callum Davis (aged 18 at the time). All of EcoCharlie’s products have to be either Natural, Organic, Recycled or support a good cause.
The EcoCharlie mission is to make it easy for customers to choose a genuine ‘Eco’ alternative in the garden. It all started when Callum (taking his A-Levels at the time) was working in a coffee shop. In one of his science projects he had researched the effect of caffeine on slugs. He found it to be an excellent deterrent against slugs and snails. He then set about finding a way of preserving waste coffee so that it could be sold easily.
EcoCharlie’s first product was born.
Callum, put his first product into local stores. Soon, Callum was travelling all over the place, picking up waste coffee to supply his customers. Eventually, there was not enough coffee to supply the demand and the roduct was changed. It is now made from 100% Recycled Ceramic shards from crushed up sinks, baths etc.
The range has evolved to contain the following today:
- Recycled Slug and Snail Deterrent
- Bottle Top Plant Watering Device
- Cat Deterrent Plant Seeds
- Bee Attractant Plant Seeds
- Natural Hessian Sack
As a business, EcoCharlie wants to stay as environmentally friendly as possible.
That's why it is a member of Sedex, who monitor the supply chain.
At EcoCharlie, we love to spread the wealth and try to support as many charities as possible.

Read more here.

GLEE – it just keeps getting better

Building on the success of last year’s Glee, many leading brands have confirmed they will be returning to Glee 2010 with expanded stand spaces and bigger plans than in previous years. Many more have also rebooked after a successful Glee 2009, and even more key names are set to return having missed last year’s show.

Key brand GIMA members including Gardman, Fallen Fruits, Norfolk Leisure, and Bonnington Plastics have all confirmed their attendance at this September’s show (20-22 September) with stand expansion ranging from 50sq m to a huge 200sq m of extra space.

Key brands returning to Glee include Tenax, Bramblecrest, Whitefurze and Jonart whilst companies rebooking after their success at the 2009 event Town & Country, Westland, Fiskars, The Stewart Company, Briars, Taylors Bulbs, M & M Timber, Kelkay, and new GIMA member Woodlodge.

Daniel Thurlow, Glee show director said:: “We are delighted to see so many brands returning in 2010. We want suppliers to use Glee to its full potential and in a way appropriate to their business needs. The show is a great opportunity to present wide ranges of product and merchandising ideas to an audience of engaged buyers. The fact that many are increasing their presence with us is a positive sign for the industry. It shows confidence for the year and is an endorsement of even more innovation we are bringing to Glee.”

GIMA has played an integral role in GLEE for many years and in October 2009 members gave their unanimous support of the show as the one the industry needs and wants. In a diverse and maturing industry it is the show that is best placed in terms of timing and geographical location to meet the needs of the biggest majority of buyers and sellers of key garden products.

Neil Gow GIMA Director said: “GLEE 2009 proved its worth to our many members exhibiting at the show and as a result of our members continued loyalty to the show they are receiving an even better package of support. The discount alone our members receive on stand space is likely to more than pay for their GIMA membership for a year then there are all the other benefits. This is a better package than they will get through any other trade association at any other show and reflects our support and involvement in the event through features such as last years Innovation Zone which is being extended for 2010 and will also include the new GIMA Business Village at this years show.”

For more details of GIMA and the GLEE show contact info@gima.org.uk or telephone the GIMA office 0121 446 5213

Due to the less than favourable trading conditions at the moment and having regard for the respective businesses of both our customers and our members it has been decided that the GIMA Business Meeting and AGM scheduled fro the 4th March 2010 will now be held on the 22nd April 2010.

The meeting being planned will follow a different format to normal. It will allow members time to visit customers during the day on their way to an afternoon/early evening meeting. The venue will utilise the brand new facilities at the Poplars Nursery Garden Centre in Bedfordshire where an “education facility” has been created primarily with local schools and groups in mind. The events activities will include a short AGM, Business Meeting including a selection of informative speakers and an informal buffet supper.

Neil Gow GIMA Director said: “The start to the 2010 trading year is being very hard on both supplier and retailers and at times like this we believe it is essential that we encourage people to keep their eye on the ball of their business. By the time we get to our new chosen date in April the season will be in full swing and there will be even more advantage for members to take a couple of hours out of their business and meet up with colleagues. Poplars is such a great business run by great people and as well as a warm welcome I know we will have a great meeting”

One of the many achievements of Poplars in recent years was winning the GIMA Award for Excellence in Garden Product Retailing in 2009. Judged by the Garden Centre Association, inspectors as part of their internationally acclaimed annual audit scheme, the winner has to achieve constantly high scores in the key garden product categories. These include garden sundries, composts, pots and paving. How they achieve these high standards in the traditional core garden sector as well as all their other activities is bound to be a key topic for discussion and examination by suppliers during the meeting on the 22nd April.

The Poplars Team Receive their Award from GCA Chairman 2009 Martin Davis (right of picture)

Full details and booking forms for the meeting will be available shortly and AGM information has already been circulated to all members via email. If you require further information please do not hesitate to contact the GIMA office.

GIMA, 225 Bristol Road, Edgbaston, Birmingham, B5 7UB.
Tel: 0121 446 5213 Fax: 0121 446 5215 Email:info@gima.org.uk Web:www.gima.org.uk

Half of the UK’s gardeners are now growing their own and many more people are due to take up producing their own fresh fruit and veg at home in 2010. That’s why Scotts Miracle-Gro has extended its range of GYO products to cater for everyone interested in this growing trend.

The new products in the Miracle-Gro Gro Your Own range will give all gardeners – but especially those new to growing their own – the confidence they need to grow bumper crops thanks to the Miracle-Gro branding – a name they know they can trust.

Miracle-Gro® Gro Your Own Soil Improver
Although growing your own in containers is a major part of the GYO campaign, Scotts wants to encourage more gardeners to make good use of the rest of their garden. Miracle-Gro® Gro Your Own Soil Improver ensures that everyone growing in the ground or raised beds can produce top quality crops they can be proud of. It is a peat-free mix of organic matter enriched with organic plant foods that will feed plants for up to six weeks. Dug into any soil it will improve soil structure and produce excellent root and top growth. 50-litre SRP £5.99.

Miracle-Gro® Gro Your Own Seed & Cutting Compost
For people producing their own plants from seed or cuttings, this unique peat-based formula ensures optimum root growth – guaranteed. Sold in an attractive re-sealable pack, which helps keep it fresh, this compost produces great results from any vegetable or herb seed or fruit or herbs from cuttings. 8-litre bag SRP £3.99.

Miracle-Gro® Gro Your Own Fruit & Vegetable Planter
This 50-litre giant size planter contains a peat-rich compost specially formulated with organic plant foods that will feed plants for up to eight weeks. It’s perfect for growing any vegetables, including salads, peppers, aubergines and tomatoes, herbs and even strawberries. It joins Scotts top-selling Tomorite® and other giant planters. The packaging has a colourful wicker-basket background design to make the Planter look attractive when growing on the patio or other high profile areas of the garden. 50-litre giant planter SRP £3.99.

Miracle-Gro® Gro Your Own Fruit & Vegetable Compost
Where space is tight, just about all fruit and vegetables can be grown in containers. Millions of gardeners grow their crops in containers and they will all benefit from better crops by using this compost rather than an ordinary multi-purpose one. The reduced-peat mixture is specially formulated using organic plant foods so that it feeds plants for up to six weeks. Its blend of ingredients ensures good drainage and water retention, so is ideal for all container gardening. 50-litre SRP £5.99. To complement the four growing media products, there are two plant foods to provide a comprehensive Gro Your Own package.

Miracle-Gro® Gro Your Own Fruit & Vegetable Plant Food contains 100% naturally occurring materials that feed the plants as well as improving soil fertility. 1.5kg SRP £3.99. Miracle-Gro® Gro Your Own Fruit & Vegetable Concentrated Liquid Plant Food, which is also 100% natural, provides a simple liquid feeding alternative. 1-litre SRP £3.99.

All the new Gro Your Own products will be supported by new promotional material – including It's Gro Time leaflets, in-store PoS and advertising. So everyone can benefit from growing their own with Miracle-Gro – the growing brand name that everyone trusts and recognises.

Garden Organic, the leading charity for organic growing, has teamed up with three GIMA members to bring a new, innovative and exciting initiative that will bring at least 30,000 newcomers into gardening.

Last year research showed that the trend for ‘grow your own’ has almost doubled, with 54% of people now choosing to grow food, compared to just 22% two years ago. This trend is set to continue and Garden Organic’s brand new campaign - One Pot Pledge - is set to capitalise on this in 2010. And through the work of GIMA, retailers stand to benefit too. Via the Garden Organic website (www.gardenorganic.org.uk) consumers will be able to register and undertake the pledge of growing at least one pot of something edible at home (or school). Having made the pledge consumers will then be able to access all the cultural instructions they need to grow one of eight suggested crops, specifically selected for pot culture. In the scheme with GIMA members; Suttons Seeds, Stewart Garden and Vital Earth, pledgers will also be able to access a page of money saving coupons against specific products which include seeds, pots and compost, all ideal to help them achieve their pledge.

David Arnold, Sales and Marketing Director at Suttons Seeds based in Torquay said: “Seeds from our Suttons Speedy Veg collection 'Leaf Salad', Carrot 'Ideal', Radish 'Jolly' and Rocket all make perfect partners for growing in pots. Easy to grow and quick maturing they will give every grower success.”
The One Pot Pledge initiative is being launched to GCA Members at their January Conference at the Forest of Arden Hotel and will be launched to the gardening press at the beginning of February. The Garden Organic website which sees over ½ million unique hits every year will promote the campaign heavily and Garden Organic will also be telling its growing e-news subscribers (currently17,000) about the One Pot Pledge, as well as their 40,000 members via their quarterly newsletter circulation.

Dr Margi Lennartsson, Director or Programmes at Garden Organic said: “This campaign is all about getting more of the public growing their own, and in turn developing their interest in sustainable gardening. The One Pot Pledge is going to be at the forefront of our drive to reach the public in 2010 and beyond. This is very much a trial year, but with 30,000 pledges as our minimum target, and with dedicated resources such as an interactive website with offers from participating GIMA members and retailers we believe that in 2011 the promotion will have even more scope to include more products to reach more people.”

Retailers interested in registering and providing a One Pot Pledge offer should email ccorner@gardenorganic.org.uk for more information.

As the snow thaws this week, suppliers and retailers review the warmth of their success at the 61st Christmas and Gift Show in Harrogate earlier this week.

Attendance level may have been slightly down due to the scaremongering weather forecasts, but suppliers exhibiting at the show reported brisk trade from the serious buyers attending the show in their usual numbers.

“The buyers we need and want to see are all here” said Sharon Sheard from locally based timber furniture and bird table manufacturer PSGF Ltd. one of the GIMA members in Hall Q in the GIMA area.

Another GIMA member who returned to the event after the success they achieved in 2009 was Vivid Arts. Their Sales Director, Paul McGuire said: “Just a quick thank you for Harrogate this week which proved to be yet another excellent GIMA driven investment (and great fun as usual). For us, it provided better than anticipated numbers, excellent quality visitors and some very nice orders/commitments that will definitely assist in getting the year off to a very positive start. Timing wise, it also makes you “get off your bum” when you could easily lose January refilling your stationery drawer and tidying the office!
We are keen to secure a site for next year in the GIMA area and will consider taking a bigger stand.
Thanks again, Speak soon. Paul M
(I’m told I will be tidying my office this Sunday)”

Another great success of the show this week was the Greatest Christmas Awards. Approaching 150 retailers and suppliers joined for the party of the year to celebrate the best in Christmas retailing at garden centres across the country. Almost 10,000 votes were cast by members of the public in supporting their “local garden centre”. Those attending the event had a great time and hope it will become an annual occasion and that next year even more suppliers and retailers will attend.

GIMA Announce another new member joining their ranks who seeks to make their mark in the garden retail sector.

Bulrush Horticulture Ltd. is entering its 31st year of trading and continues to be at the forefront of research, development and production of high specification substrates for both the professional commercial grower and the amateur gardener.

Following high levels of investment in recent years the company has improved packaging and pallet presentation utilising their “Premium Quality” branding to support their “professionals choice” product quality.

Alex Julien, who is heading up the Bulrush retail division in the UK, says: “Our aim is to encourage gardeners not to accept mediocre results from the compost they may currently use, but to invest in the best product, to get the best results. We are in a position to supply a wide base of retailers with product they can have confidence in selling, knowing they will get the back up of quality service and supply too”

Bulrush is committed to developing higher quality substrates for retail consumers, building on the extensive experience they have of supplying commercial growers. Having their own R&D team, headed by ex ADAS Soil Scientist Neil Bragg. The team have been working since 1992 on a number of peat additive materials. Since 2001 they have been perfecting the use of woodfibres for many substrate mixes and continue to have confidence in this route for peat replacement. Trials on other possible alternatives are ongoing.

Neil Bragg stated: “The introduction of “Forest Gold Plus” has a number of major benefits, apart from acting as a peat dilutant, it also offers better consistency of mixes, easier moisture management, improved aeration all of which can only lead gardeners to have greater success with their growing. In extensive trials we have found that plants perform better in “Forest Gold Plus” mixes than in conventional 100% peat mixes. This year we will be adding “Forest Gold Plus” to all retail mixes at a rate between 40-60% and 30-40% for commercial mixes.

As a new member to GIMA, Bulrush will be taking part in many of the activities they organise to support members and the wider industry in which they operate. Bulrush is embarking on an extensive marketing and PR campaign aimed at both the trade buyer and the retail consumer to develop demand for their leading composts.

Further details of their range and supply can be obtained from their website or by contacting Alex Julien on 07929 056857 or email alj@bulrush.co.uk

Midland Hotel - venue for the GIMA Awards

The glittering product and marketing awards run by leading manufacturers trade association GIMA will be held at the Midland Hotel Manchester on the evening of the 1st July 2010.

These awards have a unique position in the garden product industry and are backed by key sponsors including GLEE, B&Q and Tesco. The product judging will be carried out by an expert panel of judges drawn from leading retailers, journalists and marketers at Garden Organic, Ryton Gardens in Warwickshire. Closing date for entries to the awards is the 11th June 2010.

The awards recognise innovation and excellence in the industry across a wide spectrum of categories for products and marketing that has been launched into the market since September 2009.

The evening is a unique opportunity for retailers, suppliers and industry colleagues to mix and celebrate success together in a relaxed atmosphere enjoying good food and entertainment as well as the opportunity for extensive publicity and profile for the finalist and winners.

More details will be available shortly and to register your interest for entry and attendance booking forms please email your details to: info@gima.org.uk

Hailed by many in the industry as “thee awards of the year”, as well as being a fantastic social occasion, they can really make a difference to the profile of products. Amongst the many suppliers who have seen benefit from the prestige winning an award brings is Vivid Arts. Sufficiently proud of their 2 wins in 3 years they use the Awards logo on everything from their trade press adverts to their catalogues, give a away pens at shows and even on the packaging outers for the winning products delivered to retailers across the country. Sales Director Paul McGuire says: “We have great products, that’s why we have won GIMA Awards twice in 3 years, but if we tell people they have received the recognition of a GIMA then buyers know that its the acknowledgement of some of the leading buyers in our industry that our products are good and not just us blowing our own trumpets.”

Glee organisers have confirmed that only six weeks after the 2009 show, rebooking applications for Glee 2010 are ahead of this time last year; with over half of the 2009 floor space already reserved.

Reinforcing the Garden Industry Manufacturer’s Association (GIMA)’s stated support for Glee as its preferred, single show for the industry, exhibitor rebookings for the 2010 show (Monday 20 – Wednesday 22 September, NEC, Birmingham) have been flooding in from across Glee’s core garden, leisure and pet sectors.

The rebooking requests reflect strong, continued support from members of the key industry trade associations. Already 65 per cent of GIMA, HTA and Gardenex members that exhibited at Glee 2009 have submitted their rebooking forms for Glee 2010.

Glee’s new, loyalty-based initiatives such an additional 10 per cent of floor space free of charge have also proved extremely popular, with over 85 per cent of exhibitors taking advantage of the opportunity.

Daniel Thurlow, Glee show director, said: “We are working with our exhibitors to ensure that Glee 2010 is another strong event, and it’s great to see that our initiatives to reward loyal exhibitors are being so well received. With rebooking so strong this can only be a positive thing for both suppliers and visiting buyers. We are also extremely pleased by the response from both major and emerging brands, and we look forward to building on this going forwards.”

In addition members of the leading garden industry suppliers association (GIMA) will enjoy a unique and exclusive package of support at the 2010 event which will enable them to achieve an unrivalled level of return on their investment in exhibiting at this premier event which is aimed right at the heart of the garden retail industry. You can obtain more information about GIMA membership fromor by emailing your request toiinfo@gima.org.uk today.

The Greenfingers Appeal was presented with a cheque for more than £2,500 recently thanks to William Sinclair Ltd., Amateur Gardening Magazine and GIMA.

The cheque, which was handed over by William Sinclair managing director Danny Adamson, was the winning bid in a charity auction run by GIMA for their members. Amateur Gardening magazine. offered four full pages of advertising space as a “lot” for the silent auction with the proceeds going to Greenfingers. The auction was launched at GLEE 2009 by GIMA to its members.

Sinclair’s – which already supports the charity with a donation of 2p from every bag of their topsoil that retailers buy – was delighted to be the highest bidder in the auction. Managing Director Danny Adamson said: “It is fantastic to be able to give further support to Greenfingers, which is a charity that Sinclair really believes in and it is great to have the opportunity to help them raise more funds. The work they do building beautiful spaces for children with life-limiting conditions is very important and one way that the garden industry can really help to make a difference.”

Greenfingers has been the charity of the gardening industry for over a decade, receiving considerable support from GIMA members. It creates and maintains magical gardens for children’s hospices in the UK and is supported through donations, top quality product and expertise from the industry. So far it has created 28 gardens around the country and raised over £1 million. Each garden is designed to be unique, and to provide a peaceful space for children, families and carers.

GIMA (Garden Industry Manufacturers Association) has announced that its members have unanimously voted to confirm their support for Glee and vowed to place their full weight behind the September event both now and long into the future. GIMA has subsequently agreed beneficial pricing for members exhibiting at the show.

Following the GIMA Business Meeting on 7th October, seventy five attending Full Members unanimously confirmed, in a closed session, their preference for one key garden trade exhibition - Glee. The show’s September timing, size, accessibility and facilities at the NEC, coupled with the show’s heritage, expertise and focus on developing a profitable, effective and valuable show for the industries it represents has cemented its position as the show for GIMA members.

Neil Gow, Director of GIMA said: “GIMA has been a supporting trade association of Glee for many years, and having consulted with our members in a democratic process we have reconfirmed our commitment to this event. Our members have given a clear mandate for one, effective trade exhibition where both supplier budgets and buyer’s time can be put to best effect. In other words, Glee is the show for us. It’s Glee that is the right show at the right time to fit production and buying cycles, and it is in the right place.
Our industry has had a tough few years, primarily thanks to the weather and the economic situation, however as Glee 2009 clearly proved it can adapt to these changes.
But importantly, Glee also has critical mass, great networking opportunities, and a proven track record as the strongest show of its kind and that is what our industry needs. We have talked to many of the suppliers who exhibited at this years show, and some of those who didn’t. We have also used our detailed industry knowledge and network to feel the pulse of buyers and exhibitors who are united in their view. GIMA’s new, exclusive agreement with Glee acts on our members’ wishes, and supports them with the best package, ensuring buyers will get the show they need and want.”

In response to GIMA’s unwavering support of Glee, an exclusive package has been put together to ensure that GIMA members exhibiting at Glee will be guaranteed an additional return on their investment – which combined with Glee’s established ability to deliver thousands of quality buyers from home and abroad, will ensure optimum exhibiting value.

Glee show director Daniel Thurlow commented: “We are delighted to have GIMA’s exclusive support, as well as the positive feedback of so many exhibitors and buyers since September. There are many common goals between Glee and GIMA and we will continue working together closely to deliver a show that works hard for the industry, as well as ultimately channelling energies towards getting the public gardening. Brands and buyers alike see the business sense of ‘one show, one industry’ and more people are backing that proposition every day.”

GIMA member Westland Horticulture who were represented at the Business Meeting by their Sales Manager Ken Evans, echoes the views of both Neil Gow and Glee show director, Daniel Thurlow. He said: “Westland believe that GLEE should be the premier gardening show in Europe, our main concern with the possibility of having two shows is that the industry should be pulling together not fragmenting, especially in times of difficult trading. GLEE in our opinion has the best venue and facilities to put on a show of this calibre. GLEE are working harder to make the show more affordable and support exhibitors to improve the return on their investment in attending and hopefully by doing this, it will entice back the companies that have moved away from the show . The retailers we have spoken to also want a strong GLEE but have to do their bit to support the manufacturers that invest in the event.”

GIMA (Garden Industry Manufacturers Association) voted at their recent Council Meeting to freeze membership rates for the coming year.

The leading trade association representing suppliers to the garden retail industry from all supply sectors as diverse as gifts, compost, plants, indoor and outdoor furniture, machinery and foodstuffs has now been able to hold its membership fees for three consecutive years as a result of the economies it has made in its operations. GIMA President Jane Lawler, the Marketing Director of Gardman, said: “We run a very tight ship and our Treasury team are keenly aware they are handling members money. Despite our income being down we have made economies which reflect the difficult trading times members have been having and are very pleased to be able to hold our subscriptions for yet another year. As we increase the range of services to members and given some of the issues we have tackled on behalf of members during the past 12 months it makes the £495 full GIMA membership very cost effective for every size of company.”

In addition Associate membership, open to companies who supply services to GIMA members, has actually been reduced and for the 2010 year will be only £250.

New members joining as Full or Associate members before the end of October will have the added advantage of getting 15 months membership for the price of 12.

The UK Government has announced that the Car Scrappage Scheme has been extended to include vans and will fund another 100,000 vehicles. This will bring the total budget to £400 million covering up to 400,000 vehicles in total.
In conjunction with the increased funding the rules of the scheme have also been amended to boost the benefits to drivers. The scheme will now include vans registered on or before 28th February 2002 (over 8 years old instead of the previous 10), and the car qualification will be extended by 6 months to include cars registered on or before 29th February 2000.
To help members take full advantage of the extended car scrappage scheme GIMA/BHF Finance continues to retain incredibly low vehicle loan rates. Not only are the rates competitive on new vehicle loans, but used vehicle rates have been cut for one month only until 31st October 2009, giving members even more for their money.

John Collins, Joint Managing Director of BHF Finance commented: “While used car values have escalated throughout this year, the underlying new car sales market has remained weak. Environmental benefits and increased VAT revenues apart, non retail consumer spending is in need of a boost and, although this extension is only scratching the surface, it does further consolidate the bargaining strength of a new car buyer."
You can see details of the rates here or better still get more details on the vehicle scrappage scheme and a free no obligation quote on a vehicle loan by calling the finance team on 0121 446 6688.

Garden Industry Manufacturers Association (GIMA) members who have already raised in excess of £3,500 this year for the industry charity Greenfingers have come up with a barrow full of cash at the GLEE Show recently.

Members dipped into their pockets and raised over £350 which was converted into nearly 100 bottles of drink and two wheelbarrows from the Maingate Country Range to create two raffle prizes – Barrows of Booze. Tickets were sold at GLEE by members of the Greenfingers appeal team supported by GIMA staff and volunteers from Garden Trade News.

The result was that many show visitors, so intrigued by the idea, dug into their pockets to the tune of £1,703 over the two days tickets were on sale. However there were two really happy people at the show, the winners of the raffle. Sundays draw was won by Bridget Canale and Monday’s barrow by Chris Barlow from landscape materials supplier Kelkay who were exhibitors in Hall 4. Chris commented:

"I never usually win anything in a raffle, actually I seldom by a ticket, but this was such a great idea, and as I learnt from talking to the Greenfingers workers who sold me the ticket, such a worthy cause I could not resist buy a ticket and I won – unbelievable!

John Little, Treasurer for The Greenfingers Charity and one of the volunteers who pushed the barrow around the show said:
“It is a magnificent result and one we are very grateful for, those who bought tickets and the support from GIMA but most of all those generous companies who donated the prizes”

These included Maingate, Waspinator, Agralan, DLF Trifolium (Johnsons Grass Seed) Gardner Bros Footwear, Greenwash Watering Cans, Amateur Gardening Magazine, Norfolk Leisure Furniture, RKW Leisure Products, Stewart Plastics and Wildlife World.

All the money raised by the Greenfingers Charity each year through their other events such as the Garden Press Day in London in February and the Dragon Boat Racing in July goes to building gardens at children’s hospices around the country. These are a vital part of the care for terminally ill young people, their families and the staff working at these hospices. Due to their popularity and the benefits they bring Greenfingers now have a waiting list of gardens needed and so are trying to raise even more money at an even faster rate. Further details of the Greenfingers charity can be found on www.greenfingersappeal.co.uk where you can also donate online.

Companies can still donate towards the fund and all who do will have their name included on the Role of Honour being created to recognise their generosity – simply contact the GIMA office [0121 446 5213 or via info@gima.org.uk]

Some of the 2009 gardening seasons most successful selling products will be showcased at GLEE on the Garden Industry Manufacturers Association (GIMA) stand in Hall 5 D66. Show visitors will have the chance to review products and visit the manufacturers on their stands around the show.
The display which includes both products and marketing, features a cross section from the GIMA Awards which were announced in June of this year in what has become the highlight of the social year for the garden industry. The event held at the Four Pillars hotel in the Cotswolds was a sell out only 4 days after the tickets went on sale. Jane Lawler, GIMA President said:
“This just underlines the prestigious nature of the GIMA Awards, they are coveted by manufactures and relied upon by retailers as an indication of the value of products to the trade.”
Companies with winning products exhibiting at GLEE include Fiskars, Gardman, and Westland. Another winner, Vivid Arts with their Bird Sanctuary products, “have seen their sales take off since the publicity we gained from our GIMA Award win” said their Sales and Marketing Director, Paul McGuire. He continued:
“This is the second win in 3 years since we formed Vivid Arts and underlines the skills we have in bringing products to the market that retailers can sell in volume and make good margin on. The GIMA Awards have been a fantastic help to us as part of our market penetration”
Dates and venues for the 2010 GIMA Awards are to be announced shortly and are bound to include some hotly contested places when they are judge by the panel of experts who will be drawn from a variety of garden retail outlets. More details of the Awards and the other activities of GIMA are available on their website www.gima.org.uk by visiting their stand at GLEE or by contacting the GIMA office in Birmingham on 0121 446 5213 or via info@gima.org.uk

Garden Industry Manufacturers Association (GIMA) members who have already raised in excess of £3,500 for the industry charity Greenfingers which builds gardens at children’s hospices around the country have come up trumps again.
This year, at the GLEE exhibition in Birmingham’s NEC, which opens on Sunday 20th September, GIMA member have clubbed together and provided two Barrow Loads of Booze.
Supplier of the Country range of wheelbarrows, Maingate have donated 2 of their award winning pneumatic tyred wheelbarrows and other members have put up the cash to buy the bottles.
Hugh Brumfitt Managing Director of Waspinator the innovative wasp deterrent product which created such a stir at GLEE 2009 said:
“When we got the call from the GIMA office that money was needed we had no hesitation in offering £250 to fill one barrow. Greenfingers is such a worthwhile cause and a fun way of raising money too. We have made sure all the hospice gardens are equipped with Waspinator products anyway”
Visitors and exhibitors at GLEE will be able to buy raffle tickets to have the chance of winning one of the Barrows of Booze. A second barrow is now being filled; donations have already been received from Stewart Plastics, DLF Trifolium (Johnsons Grass Seed) furniture supplier Norfolk Leisure, watering can and plastics company Greenwash, leisure products supplier RKW and IPC Magazines the publishers of Amateur Gardening.
John Little a trustee of the Greenfingers Appeal and owner of Poplars Nurseries in Bedfordshire said:
We are delighted with what the GIMA members are doing. It is typical of supplier to our industry, sow the seed of an idea and the next thing you know somebody has picked it up and run with it. I hope people will buy plenty of tickets at GLEE and we can raise a barrow load of cash!
Companies can still donate towards the fund and all who do will have their name included on the Role of Honour being created to recognise their generosity – simply contact the GIMA office [0121 446 5213 or via info@gima.org.uk] or visit the GIMA stand, Hall 5 D66 at GLEE.

The Garden Industry Manufacturers Association (GIMA) is hosting a series of Marketing Clinics run by Chartered Institute of Marketing Director Roger Foster on their stand at the GLEE exhibition in Birmingham which opens on the 20th September.
Roger Foster said: “These clinics are a one to one example of the ½ day seminar we will be running later this autumn with GIMA members, which in themselves are a for-runner to some more intensive training we will be doing specifically for GIMA members during the winter months. Participants who succeed in a number of the elements can qualify for the GIMA Marketing Skills Certificate.”
Exhibitors and show visitors are invited to join the clinics in Hall 5 stand D55 on Monday. The clinics will help businesses identify where they are currently positioned in their market and what they can do to gain greater success.
GIMA Director Neil Gow said: “The difficult trading time our industry has had recently focuses the mind on how to get the best value out of your marketing spend. When cash is tight many companies stick their heads in the sand and don’t market themselves thinking they are saving money when in reality they are loosing potential income. Progressive GIMA members realise this and so we have established this series of events with the CIM to provide highly cost effective personal development.”
This training is just one of the many new initiatives GIMA has organised to support its members. Full details are available from the GIMA stand at GLEE or by contacting the GIMA’s Birmingham office on 0121 446 5213 or via info@gima.org.uk

Following a strategic review of its UK operations, Dutch-owned Outdoor Life Group has joined forces with Midlands based GIMA member M&M Timber Limited to offer the garden and leisure industry a complete one-stop for all their timber, garden and leisure requirements.
The move, which means M&M Timber will now distribute the highly respected Euro brands Hillhout, Holgard and Outdoor Life Products throughout the UK, emphasises the total commitment of both companies to the garden and leisure industry and puts the new partnership at the head of an increasingly competitive market.

“This is the biggest and most significant announcement we’ve ever made,” says Managing Director Nigel Poyner. “Alongside Hillhout, Holgard and Outdoor Life Products, M&M Timber now has the enviable position of having a huge range of timber garden and leisure products that is unrivalled and quite simply second to none. It will, without doubt, have a far reaching impact on the UK market.”
The garden and leisure sector currently accounts for more than a third of M&M Timber’s turnover. The company has signed up well over 300 independent retail garden centres over the last two years alone and the number continues to grow. Many of M&M Timber’s stockists already sell Hillhout products.
M&M is already the largest manufacturer of machine round timber supplying into the agricultural, landscape and play equipment markets and the association with Hillhout now means they can offer their trade customers a ‘one stop shop’ in timber garden products, supplying everything from its ‘all British’ sourced and manufactured rustic range, to the exciting new luxury designs and ideas from Europe’s best, The Outdoor Life Group. Existing Hillhout customers will also welcome the opportunity to rationalise their supply chain and take advantage of M&M Timber’s renowned delivery and service levels.
Like M&M Timber, the Outdoor Life Group specialises in quality made products that give a new dimension to garden landscape design, with the luxury design-led offerings from Hillhout, the competitively priced Holgard range and a comprehensive line-up of buildings from Outdoor Life Products. A selection of these ranges will be displayed on M&M’s stand at this year’s GLEE.

Stocks of the Hillhout product range will be housed in a new warehouse development on M&M Timber’s 22 acre site at Clows Top near Kidderminster.

Trade Association GIMA (Garden Industry Manufacturers Association) ran a series of regional workshops last week for members called “Making GLEE 2009 Work for You”.

Covering the raft of marketing support available to exhibitors at GLEE 2009 which opens its doors at the NEC in nine weeks time, these half day sessions focused on the pre show marketing to be undertaken and on the opportunities the many new show features bring to exhibitors.
Phrases such as: - “spot on” - “really beneficial” - “just what we needed” - “fantastic”
were all being used by delegates leaving the sessions. Kate Newton of Brookes & Co. said: “It was excellent and good networking too!”
Oliver Kingston National Account Manager for Jagram said::“This has been extremely useful, there is so much marketing support available from the GLEE team and this has given us a perfect insight into it. We can really make GLEE 2009 work for our business”.

During the workshops exhibitors who really want to see a return on their investment in GLEE 2009 saw how they get involved in the many free seminars and features at this years show. The E-Zone on line catalogue traffic is already up by 17% on this time last year, and delegates to the workshop saw how easy it is to access and for exhibitors to build their own profile page. Pre registration for visitors to the show is significantly ahead of 2008, helped no doubt by the better trading year the industry is seeing.
Ben Weatherall, Marketing Manager at leisure products supplier RKW commented::“It was one of the most helpful days out I’ve had since joining RKW 4 or 5 years back. We are attacking our online profile as aggressively as possible and have put things into motion so that we have plenty of materials to put out there and shout about. We are now reviewing the other marketing opportunities and facilities that exist for us and will use the checklist you supplied as a follow up to the workshop as our main agenda. Thank you for the support and saving us valuable time.”

GIMA Director Neil Gow said:“We will run further workshops for exhibitors where there is demand. The GLEE team is keen to open these up to all exhibitors.”
As another participant commented - “It was a great platform for exhibitors to build on. They will see great benefit and this continues to add value to the show for those confirmed visitors and also potential new ones.”

Further details of GIMA/GLEE and the workshops can be obtained by contacting the GIMA Birmingham office – info@gima.org.uk or calling 0121 446 5213
or from Dan Thurlow at GLEE Daniel.Thurlow@emap.com

New Distribution Agreement Allows RKW To Offer Its Trading Partners A Well Loved Brand

RKW has joined forces with the Licensee of the Pifco brand to offer their customer base an exclusive range of quality products under the well known name.The Pifco brand has existed for over 100 years and has been seen in stores from large multi-national high-street names to small independents alike, becoming a household name to many.

RKW’s agreement with Pifco gives them exclusivity for their customers for a number of key product ranges, including their environmentally (and electricity bill) friendly low energy bulbs:

To hear more about the range of Pifco products RKW can offer your business call their Order Line 08448 269 361to contact your account manager or your local area representative (shown below). Alternatively log on to www.RKWltd.comto find information on all of RKW’s products or e-mail them at Sales@RKWltd.com.

Maryanne Stokes(right) sales and marketing manager of organic peat-free compost manufacturer, Vital Earth, whose products are all made from recycled garden waste, has won the Enterprising Business Woman of the Year in the Derbyshire and Nottinghamshire Chamber’s Enterprising Women’s Excellence Awards. Maryanne is also a member of the GIMA Council and heads up the Membership Committee.

The award was presented on July 3 at a ceremony at Eastwood Hall Conference Centre by Dawn Whitemore of the event sponsor, University of Derby Corporate. There were nine finalists at the event, which drew entries from a wide range of organisations, including businesses, social enterprises and charities.

Presenting the award, Dawn explained that Maryanne’s success was a result of her having taken Vital Earth’s retail business from 70K to 300K, opening over 200 new accounts including two major multiples in the process. To achieve this level of growth, she had to create a ‘one stop shop’ range of over 30 products, all with completely new packaging, point of sale and marketing support and recruit and train a sales force of five. Through PR, advertising and the winning of awards for the company, she has built the company’s garden retail reputation to a point where it is recognised as one of the star performers in the industry.

The Chamber’s head of events, Rachael Buxton, said:“We were very pleased with the strength and variety of entries which reflect the wide range of fields in which women are not only doing well but leading the way.”

Maryanne Stokes commented:“I’m delighted and actually quite overwhelmed to have won this. It’s a real honour to be recognised in this way, both for me personally and for Vital Earth as a company.”

Reading this report is no substitute for attending a GIMA Business Meeting in person, so make sure you attend the next one – 7th October 2009

Roger Crookes - Lifetime garden retailer and member of the GCA Audit Team
A new definition for TLC, "think like customers". When customers decide to grow their own, they have a dream; they are buying into a better lifestyle. It may be a healthier lifestyle, the hope of better tasting food, vegetables that are better for you or that children are more likely to eat. To help them realise their dream we need to think like a customer.
The garden centre’s job is to help them realise that dream and Rog took the meeting on a pictorial tour of the country from Dobbies’ "dig for fitness" potato displays to the garden centres that have turned their display beds into mini allotments, and Burleydam has a good life garden and carry a weekly report on their website of what's been going on. Frosts and All in One have gone one step further - they house live chickens in their display coops and sell over 400 a year.
Suppliers need to reflect the trends including things like displays of garden chemicals and fertilisers are moving into outdoor covered areas where there is irrigation. Packaging needs to be waterproof.
GIY is becoming a twelvemonth department Suppliers and retailers have got to work together to educate the media and the public that this is the case. Encouraging customers to grow a second crop in their potato bags, ready for Christmas is an easy example but it needs to go deeper than that.
A big chunk of the Grow your own business is driven by the media. We need to help them with their stories otherwise they may loose interest then where will we be?

Paul Peacock – Journalist and broadcaster He edits the rapidly growing Home Farmer magazine and is a presenter for the Allotment Channel, an Internet based TV programme. The home farming revolution is just starting he told the meeting. Future food famines will be in western cities because farming will not produce enough food. Local authorities are already beginning to recognise their responsibility for growing food. Manchester has turned into parks over to food production; “plot to plate” is gaining recognition. Raymond Blanc is to judge the final of a national food competition he’s organised for home grown food.
Retailers can sell ready planted containers with potatoes and turnips. He quoted one reader who had successfully grown a large crop of potatoes then asked his magazine what to do next. He said there was a big market for vegetable storage solutions. He also suggested that grow bags have nematodes ready supplied and pots have slug protection incorporated. Retailers should not duck the issue of pest and disease control with new gardeners.

Mark Hampshire of Splash broadcasting produces Allotment TV, which streams 100,000 videos a month. He is offering GIMA members the opportunity to have their products placed in the videos with links embedded to their website. See the link in item 6 of the GIMAil for this or go to the home page (index.htm) on the GIMA website.

ECI Software Solutions ECI software solutions entered the flower market through their Dutch business which works with growers and suppliers in mainland Europe. The UK garden market can benefit from their experience, providing computer software that automates the links between retailers, their customers and suppliers. Among the companies they use it are Spar in Europe. They are now seeking a UK company who will work with them as a demonstration site.

GLEE 2009 Dan Thurlow highlighted what will be new at Glee this year including;
• five themed display gardens offering exhibitors the opportunity to their product in its natural context
• A Grow-your-own inspiration area hosted by John Connell
• The Innovation Zone, introducing new companies and new products that might otherwise be lost in the greater scheme
• new product displays will be incorporated into the halls this year
GLEE is committed to making the show work for exhibitors and visitors and while they have to help themselves, as organiser he can help exhibitors reduce their total exhibition costs. It might be stand space, build costs or hotel bookings. Working together can reduce costs.

Chris Gardener Head of Garden Buying – QVC TV Shopping Channel contact email; CHRIS_GARDNER@QVC.COM Tel:020 7705 5892
The leading TV shopping channel in the UK and also big in America, Germany and Japan. Gardening represents 14% of QVC’s £56 million of online sales. The majority of this is plants from growers such as David Austin Roses and Raymond Evison. There are two programmes; Wednesday at 6 p.m. covers plants and flowers while Richard Jackson is the expert at 9 a.m. on Saturday selling hard goods and plants. Manufacturers are invited to provide their own expert to demonstrate products, but they will be subjected to a screen test!
All goods bought are sale or return, but QVC has a good idea of how many it will sell in each of its three pricing structures. Items listed as today's special value can expect to sell £150,000 in a day. Those listed under an introductory price, should expect to sell £8,000 in volume in each 10 minute slot. The QVC price is the highest ever price and should expect to make £6,000 in a transmission.
If you think you have products up to this challenge then contact Chris today for a discussion.

A great meeting, really valuable speakers and the opportunity to meet colleagues and share experiences – was the consensus of delegates at the end of the day. A really valuable day – put the date of the next meeting in your diary now. 7th October.

The Greenfingers Note Raffle and table draw raised the biggest amount ever at the GIMA Awards Dinner on the 16th June.

In the Note Raffle there were three main prizes up for grabs which had been donated by GIMA Associate Member ECI Software Solutions. A 32” LCD TV, a state of the art Sat Nav system and an Ipod Shuffle.

The English Grown Orchid table centre arrangements from Hollyoak Nurseries sponsored by ceramic pot supplier Scheurich on each of the 38 tables were also available in the table draw. The results from these two activities raised £3,148.00 for the Greenfingers Appeal.

Broadcaster and journalist Richard Jackson who is a trustee of the Greenfingers Appeal said “I've just heard how much was raised for Greenfingers at the GIMA dinner. It's a fantastic sum and we're absolutely thrilled! Please pass on our thanks to everyone who helped,”

“A fantastic sum and many thanks to all the generous guests at the GIMA Awards function. Work has now commenced on the latest garden at Eden Vale Hospice in Cumbria and another is due to start in September.” said a spokes person at the Greenfingers Appeal office in Marlow.

The GIMA Awards bring manufacturers and suppliers to the garden retail industry together with retailers at what many describe as the networking event of the year for our industry A&E Leisure were winners of the coveted GIMA Sword of Excellence for the best product, and Westland ran away with the Excellence in Marketing Award. Full results, and pictures from the evening are available on the GIMA website www.gima.org.

GIMA was interested to learn of the plans from Clarion Events for a new June trade show for the garden industry. We already support a number of shows and events that provide opportunities for our members to build their businesses and we understand that the timing and location of Garden Expo 2010 may suit the needs of our members in terms of their seasonal business and customer base. We were approached by the organisers and have had exploratory discussions and hope that we, together with the other industry associations who have expressed their support, can help to shape the nature of the show to ensure that it meets the needs of our members and the industry at large.

However, for 2009 GIMA is fully committed to the support of GLEE. We continue to be optimistic about the 2009 show which we understand will be much improved on the 2008 event and we hope that the good trading season we have enjoyed this year will help to ensure that GLEE 2009 is a well attended and exciting show. A significant proportion of GIMA members rely upon GLEE as their major trade event, and we will continue to encourage the organisers to develop and enhance the show to attract more trade visitors and provide our members with the networking and exhibition environment they seek.

Extra seating capacity is being arranged for the GIMA Awards Dinner on the 16th June at the Cotswold Water Park Hotel.

The confidence in the garden industry has grown this year to the extent that demand has outstripped supply for places at the garden industry’s’ awards event of the year.

GIMA Director Neil Gow has said:

You can book places at the dinner on line at or by calling the GIMA Birmingham office 0121 446 5213.

The Awards evening will be hosted this year by Philippa Forrester, probably best know for her 7 years of presenting “Tomorrows World” alongside Peter Snow. She is currently presenting BBC Radio4’s prestigious new series ‘World on The Move’ which is the largest project BBC’s Natural History unit and Radio 4 have attempted. Philippas’ broadcasting experience also includes the ‘Queen’s Jubilee Celebrations’ with David Dimbleby, Crufts’ which she anchored for four years and the ‘Foot and Mouth Special’ which was a live discussion programme hosted by the BBC. Philippa is also a published author and travel writer a keen gardener and cook.

Entertainment for the evening will include a comedian who won the Telegraph's Open Mic competition and reached the finals of Channel 4's So You Think You're Funny? Mark Watson’s' breathless Bristolian delivery fits perfectly with his sense of amazement and confusion at the world. He manages to mix the cynical and the innocent to great comic effect. He has appeared on Never Mind The Buzzcocks.

GIMA Awards 2009 ~ Entry deadline 29th May
Now is Not the Time to Hide Your Success.

The GIMA Awards 2009 bring manufacturers and suppliers to the garden retail industry the opportunity for considerable exposure of their innovative products and marketing at minimal cost.

Time is ticking on and the closing date for entries to the GIMA Awards is approaching. 29th May is the closing date and entries have to be delivered to the judging venue Garden Organics, Ryton, near Coventry on the 3rd June for judging on the 4th June. Yes those dates are correct as the awards this year are running around 1 month earlier than last year. So do not be the one to get caught out. Get your entry prepared and sent off now.

Products launched by suppliers since June 2008 and available to all garden product retailers are eligible for entry. Judging will be done by a panel of expert judges.

All the information you need towards entering, including the entry forms are all only available on line this year. Go to www.gima.org.uk/gimawards.htm and select the information you need from the menu.

In case of difficulty ring the GIMA Birmingham Office 0121 446 5213.

The Awards presentation evening takes place at the Four Pillars Hotel at the Cotswold Water Park near Cirencester in Gloucestershire on the 16th June 2009.

Described by some as the “greatest awards on earth” the GIMA Awards give manufacturers and suppliers of product to the garden retail trade such great opportunities.

“Just getting your product under the noses of the judging panel is worth entering alone. They are some influential people, many of them buyers and you wind up with listings as a result of entering – winning is the bonus!”

The panel for the judging, which takes place this year at Garden Organic, Ryton on the 4th June includes representatives from Tesco, Steve Guy, Head of Horticulture at B&Q, Martin Davies, GCA Chairman and MD of the award winning Raglan Garden Centre, Simon Wright, Purchasing Director for Stax, Roger Foster, Director of the Chartered Institute of Marketing, Sally Spicer the Gardencare Buyer from Scotsdale Garden Centre, Wayne Plant, Trelawney Garden Centre and Gardening Buyer, Lloyd Taylor from Wilkinson’s the leading variety store retailer.

Richard Noble, Business Development Manager at tree stand supplier The Christmas Cabin said:

“Winning the GIMA 2008 Award gave an excellent boost to our profile as a supplier, catching the attention of a number of key buyers in the retail trade. This has definitely helped to develop contacts and relationships, and provided an "overnight" credibility for the product to anyone not already familiar with our brand.”

All the details you need to enter your products into the 2009 Awards are available on the GIMA website or call 0121 446 5213. But hurry, closing date for entries is the 29th May.

You can also book places for the Awards night on the 16th June via the website. The evening is a great opportunity to be one of the first to hear the news of the 2009 winning products and marketing campaigns
while you entertain guests and network with industry colleagues. Put the date into your diary now and book you places as there are only limited numbers left.

GIMA Member, Big G Products who is already seeing its unique product selling in garden centres in the UK has just confirmed they are launching in North America this summer.

“Yes we did it”, say Graham and Susan Renny, who have brought their invention to market.

The Grab-o-sorus is like no other product of its type, and therefore has been granted full patents in United Kingdom, Europe, Hong Kong and America, to prove it.

The long-handled scissor-action device, with two strong opposing paddles, enables users to collect waste material from above. All existing methods require bending, to scrape or shovel.

Invented by Graham and made in Britain, the Grab-O-Saurus meets every normal, everyday requirement in the collection of waste matter at ground level - without the need for bending. It collects the smallest items through to the largest, not forgetting all those awkward bundles of spiky cuttings and prickly hedge trimmings that are the bane of gardeners’ lives. Garden pond enthusiasts will find there is no equal to its efficiency when that pesky pond weed threatens to spoil a special creation.

Potentially dangerous or contaminated waste can also be safely collected for disposal with the Grab-O-Saurus, opening up opportunities for staff involved in litter picking in public areas and for some industrial processes.

And back to the use that was the very original reason for its invention - for horse owners. It is the complete answer for stable and paddock collection of droppings.

This simple, eco-friendly manual tool is unparalleled in design, allowing it to be worked on any surface, even bumpy meadowland, in a brand new concept of cleaning up life’s litter. It expedites and simplifies all the worst chores of the garden and paddock, while rendering backache a problem of the past.

The Grab-O-Saurus is a tool of versatility and uniqueness, allowing everybody to stand up while cleaning up; it is being widely welcomed as “simply brilliant” and opens up new sales opportunities for garden product retailers.

Jane Lawler, Marketing Director of Gardman takes over as President of GIMA from outgoing Pete Field,
Managing Director of Garden Innovations.

So what might be in store for 2009? ...
Business Meeting Summary (29th January 2009)

There is no substitute for attending a GIMA Business Meeting in person, but for those who did not make it, a summary of the key points:

Over 100 crowded into the first GIMA meeting of the year, eager to hear the prospects for 2009. The consensus, echoing the GCA conference earlier in the week, was "we are cautiously optimistic."

The first speaker was Caroline Owen managing director of one of the UK's largest garden centres, Scotsdale. 63% of her £13m turnover is derived from plants and gardening products. Anyone, she said, can sell gifts and furniture, but only good garden centres major on gardening and in a recession this is where you need to be.

In times of austerity, suppliers are the key to a garden centre's success, said Owen. "We need trusted market leading brands that we can work together to promote." Suppliers need to become part of her team, forging closer links with her staff and supporting them at weekends by bringing expertise onto the garden centre. She called for value driven promotions, single, low-priced lines rather than two-for-one or ‘bogof’ offers.

Dan Thurlow, the Glee show director, provided an update to GIMA saying that visitors were slightly fewer than the previous year, largely because foreign companies had brought smaller groups. His team is listening hard to suppliers and retailers and he welcomed their pressure for him to maximise their return on their investment in the show. "Make us work for you" he said. “You should want to be part of GLEE 2009 and we want to work with you to make it happen for you”

It is an accepted truth that the weather has the biggest influence on sales of garden goods. Planalytics predicts weekly weather patterns up to 11 months ahead for its clients and claims 75% accuracy. This allows a company to plan promotions and production with more certainty at peak weekends. For instance in 2007 Planalytics warned their garden furniture clients not to reorder after the early surge in spring demand, foreseeing the wet summer. Luckily quite a few listened. GIMA members, with turnover of less than £15m, have been offered a group deal costing £1500 per annum each, as long as 20 or more companies join the scheme. Details of the scheme have been emailed to every GIMA Member. Contact the GIMA Office now if you want to take part.

Peter Groves is the leisure category director at Tesco. Garden sales are £55m in the 11 weeks from Easter that the supermarket has gardening on its shelves. His biggest challenge is instore presentation. He is very clear that Tesco do not offer advice, expertise or a broad range of products. What they offer is a targeted range of tools for common tasks, products to promote enjoyment of the garden as an extra room and lines that make it easier to be green. He promised GIMA members that if any of his buyers refuses to see them, he wants to know immediately and will rectify the situation.

Keith Boad, sales director of Scotts UK and Jonathan Halford, chief executive of Forest Garden presented a joint a view of the prospects for 2009. Scotts are showing their commitment by maintaining their advertising spend at £6.3m, believing that the industry is well placed to fight the recession. They justify this with the belief that more households will be trying to grow their own vegetables. They already have the evidence of the strong sales of seed potatoes this year.

Jonathan Halford underlined that cash was king in a tough market and suggested how to protect it. Debtors must be pursued vigorously and stocks managed carefully to match emerging trends. Focus this year should be on value for money lines. He stressed the importance of involving the bank because they will back a company that it believes is doing what it can to protect its cash position. If necessary cut your cloth now, get ready for the recession, but make sure you keep your staff informed of what you're doing. There are opportunities; the falling pound opens the vast European market to UK exports.

Continuing the theme of “cash is king” Stephen Watts from wk5.com, the company who provide credit reports and business monitoring for GIMA members on their customers emphasised the importance of a tight administration system and culture towards managing debtors. Full details of this member benefit are on the GIMA website.

Stax trade centres started trading in 1986. They now have four centres in Birmingham, Manchester, Leeds and Bristol with combined wholesale sales of £80m. The demise of the wholesaler, Spread, has presented an opportunity to expand its sales to garden centres which are already at £9m. Cash-and-carry stores do well during the recession as they reduce the risk retailers take by holding the stock on their behalf at competitive prices. Stax also helps with sales by providing in-store promotions and leaflets. There is even a service that e-mails the garden centre’s invoice so that records can be imported directly onto the till system saving hours of checking-in the goods.

The turn out was good and as no surprise to many, GIMA members did well in the New Product category at the Garden Retail Awards. Read more here..

However as compare Fred MacCaulay said there can only be one winner and that accolade went to the Mr Fothergill’s brand of World Kitchen Seeds from Johnsons.

Comments from the judges included: “the topicality of the product, the strength of the brand and above all else the shear sales achievement”

Johnsons reported sales achievement in 6 months that they expected in 12! “Some credit for this sales achievement has to go to the support we got from Focus DIY, for the in store listings they gave us”
said Maureen Carter, Key accounts Manager at Mr. Fothergills.

Groundforce, Ireland’s leading distributor of garden and leisure products are pleased to announce the acquisition of Wicklow Garden Products (Wicklow Wood) with immediate effect.

Wicklow Wood manufacture and distribute a range of wooden trellis, fencing, screens, arches, arbours, gazebos, log roll edging, stakes and garden furniture and are also distributors of Metpost fencing systems.

We are also pleased to advise that we have been appointed distributor for ‘Blue Rabbit’ Playground Equipment and ‘Shack’ Pet housing products.

The success of our business is based on professional and experienced staff marketing a range of quality branded products at competitive prices and providing an efficient customer delivery service using the most up to date technology. Groundforce Ltd looks forward to offering our extended portfolio of product ranges in Ireland for 2009 and the years to follow.

Groundforce became members of GIMA in the spring of 2008 and are distributors of well known brands including Bayer Garden, Vitax, Stewarts, Growing Success, Harcostar, Suttons Seeds and Johnsons Lawn Seed.

Groundforce Ltd, Magna Drive, Magna Business Park, Citywest Road, Dublin 24, Ireland
Telephone: 00353 1 403 9960, Fax: 00353 1 403 9962
web:www.groundforce.ie

GIMA Award winner Plum Products is delighted to announce that Peter Balcombe is their new Managing Director.

Jonathan Schaffer, the joint owner and current Managing Director of Plum, becomes Chairman, with the day to day running of the company being placed in the hands of Peter Balcombe. “After twenty years of running Plum Products, having started it from my bedroom, I am delighted that we have reached this position” says Schaffer. “I congratulate myself on having developed the company, from home, with zero capital, having one customer and one supplier, to a position of market leadership in several fields. I know that now is absolutely the right time for us to take on a professional managing director to lead Plum onwards and upwards from here. “

Peter Balcombe brings to Plum more than 16 years experience running consumer products businesses in the UK. His last position was as Managing Director of Oneida International, the leading housewares and tableware manufacturer, where he transformed the company and their market leading cutlery brand, Viners of Sheffield. Commenting on his appointment, Peter said, “I am very excited by the opportunities at Plum and look forward to working closely with Jonathan, the Plum team and their customers, to grow and develop the business over the next few years”.

Ownership of the Company remains the same and Schaffer, in his new role will be looking predominantly at acquisitions and both UK & global development opportunities. As such he will still be involved with Plum’s customer and supply base.

“We have our own unique character and wonderful staff. We will continue to develop great products and work with all our customers to deliver a better service than they have ever had before “, says Schaffer. “Plum has metamorphosed in the past few years from a situation where we used to scour the world for new products to a position where we now create our own. It is these unique products that are now in demand and have a place in markets around the world”.

“We look forward to making Plum truly international from this fantastic base we have developed.”

This move will undoubtedly strengthen Plum’s management team dramatically in its ongoing success story.

Neil Johnson, Sales Manager for pest control product manufacturers STV International Ltd.who are best known for their Big Cheese brand has rejoined the GIMA Council.

Neil has worked in the garden supply industry for many years and has been an active member of the GIMA Council before, with a particularly valued role in the management of the annual GIMA Awards.

Neil said:: “I have always gained a lot from GIMA membership both personally and on a business basis. Putting some of my time into running the association is my way of giving something back into the industry and the association which supports me. We benefit greatly from our company’s GIMA membership”

STV International are a company who are very active in the garden retail market supplying garden centres, DIY and other multiple retailers.

Peter Field, GIMA President told us: “It is vital that we keep bringing new blood onto the GIMA Council from a wider variety of our members to ensure that we continue to be fully representative of our industry.”

There is no substitute for attending a GIMA Business Meeting in person, but for those who did not make it, a summary of the key points:

Harrogate Christmas and Gift fair

There is to be a dedicated GIMA Hall at the Harrogate Christmas and Gift fair on 11th – 14th January 2009. Of the 3400 buyers who attend the show, 640 come from garden centres looking for new Christmas lines. With sales of traditional Christmas lines such as tinsel on the decline, buyers from other retailers are on the lookout for other products to sell at Christmas.

Frosts Garden Centres

Paul Wright is the relatively new managing director of Frosts Group of garden centres. He explained how they are emerging from a difficult period, when sales and profits had been hit by increased competition and the change to the Sunday trading laws. Their first reaction had been to reduce prices and introduce cheaper products. This approach was not successful. And a new strategy has been put in place.

In the last two years there has been a major shake-up at Frosts four Garden Centres. Each has a new manager and is seeking to play a greater part in its local community. The strategy is to offer good value and aspiration to wealthy achievers. Product ranges are changing constantly as customers are always looking for new things. At the same time Lean management techniques have been used to cut costs. The head office has reduced in size and central warehousing has been introduced this year.

Commenting on the current trading conditions, Wright said sales in August and September had been dismal, “We are in a recession.” He fears there will be no recovery for the next 18 months and is planning for the worst yet hoping for the best.

Online market research

Dialego Ltd is expert in online market research with a panel of 3 million consumers around the world, who are ready to participate in market research. 40% of all market research is now done online. This offers a cheaper and more flexible alternative to consumer focus groups.

Specially selected sub-groups from the panel can be used for traditional research. They can also be used to test designs for new products and packaging. Companies can monitor responses as they arrive and make adjustments to the packaging during the research to see how the consumers react.

FCL

FCL UK use their links with UKTI and GIMA as well as their offices around the world to reduce the cost of bringing in containers. More information can be found on their website www.fcluk.com.

The GIMA debate

The GIMA debate was aimed to air the potential problems arising out of the current banking crisis and the pending recession. We face two threats, the first is that banks will be less happy to finance the build-up of stocks for next season, the second is the fear of lower consumer spending.

It is important that we tell the banks on every possible occasion that the garden industry continues to be successful in a recession and there is little chance of major losses. Due to competitive sensitivities members were reluctant to air their experiences in “public” making it more important that companies continue to share their problems with GIMA as many will be affected by the same issues.

Wilkinsons

There has been colossal change at Wilkinsons in two years since they last addressed GIMA. With a new management in place, they have a new business plan. Stores are segmented into three product divisions: FMCG, home and lifestyle, DIY and garden. In the last six years their share of the garden market has increased from 2% to 6%. They aim to reach double figures in a couple of years.

Although margins and profits have been under pressure this year, the company is financially secure with plans to grow aggressively. In 2008 it will have added 30 stores to its portfolio of 311. The expansion will continue as they aim to have 500 stores by 2012. Existing stores are to be refurbished to reflect the strap line, "the home of family value". The first store in the new livery will open at Walton on Thames in October.

The core of the Wilkinson offer will remain all year round value for money. However, the new layout introduces space for price competitive deals. There is a new “deals buyer”, Duncan Morrow, who specific function is handling commodity lines.

Prices to rise by 10% or more next year …
… that is the view of industry leaders interviewed by Gardenforum.

That is the result of people surveyed in the Mintel Garden Product Retailing 2008 report published this week.

Too many retailers and suppliers have been hell-bent on driving prices down over recent years, probably because they have no other point of differentiation, but now this activity has caught up with them and everybody else.

So at last we can start to see prices climb towards more realistic and sustainable levels. A view entirely supported by those interviewed by George Bullivant for the Gardenforum website.

The report also suggests that almost 1 in 5 (19%) of 25 - 34 year olds enjoy growing their own fruit and vegetables, and that overall 18% of the population are involved in “Grow It Yourself”.

The interest in cultivating fruit and vegetables is a very real trend and is bringing a new and younger audience into the market. The time-poor nature of this sector of consumers needs to be considered in the products created and sold by the industry and how the information is conveyed to the consumer by packaging and marketing.

More details of the most recent Mintel report are available to GIMA Members who also have the opportunity to purchase their own copy of the report at a preferential rate.

The big guns at Wyevale rolled out their Sustainable Development Report to selected members of their management team at the Bicester flagship store. Speakers included Sir Tom Hunter, newly appointed CEO Nicholas Marshall, Andrew Livingstone and Dr Alan Knight instigator of this initiative.

Based upon the Plan Apple foundations of some months back, the 10 commitments to sustainable development have gained much PR for the chain over their statements. The team now accept it is time to turn these words into actions.

However potential suppliers to the chain will be pleased to hear that Wyevale top management appear to recognise that the essential trust between suppliers and retailers has been harmed over recent years. Accepting that Wyevale need suppliers to work with them for mutual benefit and to achieve their green aims, as well as their commercial ones, will come as a welcome relief to the trade.

The realisation that the garden retail industry is a small and friendly one, while being efficient and innovative is no surprise to most of us. However strong words and a diffident air is not the way to build good working relations and much credibility has been lost by the gardening giant over recent months with its supply base. Doing great deals, bringing innovation and providing superb service is what we are good at in the garden supply industry and expecting to get paid for it after 60 days is not unreasonable.

Andrew Livingston said, establishing Wyevale as an ethical brand meant developing closer links with the communities. He sighted schools and gardening clubs as part of this. Let’s hope the “ethical” spreads to their dealings with the supplier base too. Wyevale are in a fantastic position to shape the future of not just gardening but of “well being” and the way we treat the world around us.

There is passion in their words, lets hope they can communicate that to the grass roots of retailing, their folks on the sales floor dealing with the people, the product and all our futures.

The Wyevale top management team have been invited to attend a future GIMA Business Meeting, and hopefully their early attendance will be the beginning of the evidence of the new broom.

(This article is reproduced by courtesy of “Connections” the business magazine for the Calor Network)

Patio heaters have been the subject of extended press coverage over many months. Be it major retailers seeking to improve their green credentials or the EU’s parliamentary vote on energy efficient appliances where patio heaters were mentioned as one of the appliances to be banned. Calor maintains the view that modern patio heaters are actually an efficient way of heating people outdoors without actually heating the outdoors itself.

We are also conscious of our network’s backing of these appliances and the many thousands of catering establishments that now rely on us and our network to provide them with appliances and gas to enhance the outdoor areas of their properties. Some predictions estimate that the licensed and catering industry in the UK could lose up to £250 million each year if a ban on heaters were to be enforced.

Dr Eric Johnson, national expert reviewer for the United Nations Framework Convention on Climate Change (UNFCCC), says: “The overall impact of outdoor heaters on global warming and greenhouse gas emissions is very minimal, and once you look at domestic models the impact is almost non-existent.

“What constitutes a ‘waste’ of energy is always going to be open to debate but it is important that the public is properly educated about environmental impacts in order to make informed decisions about their everyday activities.”

The Parabolic Patio Heater is part of the continued work between Calor and manufacturers to develop more efficient products.

This unique three-position directional reflector directs the radiated heat exactly where you want it. The double insulated burner improves efficiency and the large, deep reflector focuses the heat downwards.

These three key factors mean less heat is lost and the heat setting can be turned down – with consequent
energy savings.

These facts and figures could make some valuable POS for the retailers who want to challenge some of the myths about patio heaters and continue to make some healthy sales.

A GIMA Exclusive and fascinating look at the future retailer with Business Consultant Alistair Lorimer from the GIMA Business Meeting 13th March 2008 Click here for the presentation.

Maryanne Stokes, Sales & Marketing Manager of Vital Earth, has recently been elected to join the GIMA Council.

Peter Field, GIMA President told us: "It is vital that we keep brining new blood onto Council from a variety of our members to ensure we continue to be representative of our industry. It is a pleasure to have Maryanne from the Vital Earth and Genie brands of peat-free growing media and plant feeds joining Council.”

Maryanne, formerly Area Sales Manager for the south, joined Vital Earth in December 2006 following more than fifteen years in the garden industry, including buying and operational roles at both Wyevale and Haskins Garden Centres.

Commenting on her appointment with GIMA, she said: “My career to date has given me an excellent insight into the buying patterns of today’s consumer and I’ve seen the growth of the environmentally friendly agenda amongst gardeners first hand. Being Sales & Marketing Manager of an expanding, exciting range, with such a topical green agenda has got to be the perfect job and I really look forward to using some of my experience and enthusiasm to help GIMA, and our members.“

However it was Bayer Garden who scoped the gold award in this category, and Managing Director Tommy Gill was on hand, with Marketing Manager Jane Lawler, to collect the award.

Multiple award winners Cuprinol along with Bosch, Plasticote and wasp deterrent Waspinator were all silvers finalists in the Garden Equipment category. Despite the enormous success the revolutionary Waspinator product has achieved since it was launched from the GIMA Pavilion at this Januarys Totally DIY show, including daytime TV coverage from David Domoney, and more recently the Radio 2 show by Chris Evans, it was piped at the post by the Bosch Aquatak pressure washer. The duty for presentation of the gold award was made by GIMA President Peter Field to jubilant members of the Bosch team.

Garden Tools category saw top class entries from Black & Decker for their cordless hoe, set to revolutionise that garden task. And while we may have been calling a spade a spade for many years and think that the design has not fundamentally changed in perhaps hundreds of years, Spear and Jackson have reinvented the wheel with their “E series” spades and forks. In stainless steel their design allows for a more effortless dig as a result of shifting the pressure and leverage points from the traditional spade. This resulted in S&J scoping the gold award in this category.

Just when it appeared safe for the garden suppliers in the room to sit back and relax, to enjoy the rest of the afternoon the British Hardware Federation popped up as silver winners in the training category for their STEPS retail training programmes, a series of “distance learning” packages for retail staff including modules relating to garden products.

However, just as the garden industry is starting to enjoy some better trading as retail outlets across the country get going now the sun is shining and the temperature has risen, garden products manufacturer Bayer Garden popped up again to scoop the marketing award for their innovative and practical training road shows. These have been a two pronged assault aimed at both the public at events such as the RHS garden shows and also aimed at retailers on their own centres to develop the retailer’s product knowledge and selling skills.

All in all a good day for gardening and congratulations from GIMA to all the winners and the awards organisers for a great event.

It is now clear that the major high street banks have lost their appetite for lending. This is especially obvious in the asset-based finance area where one or two household names have declared that they are not offering help to new applicants, or have simply reduced the size of their dedicated team as the credit squeeze has depleted their interest in low margin business. Such is the premium price being paid by banks for cash at present that they cannot make ends meet on asset-based finance.
Trade association owned BHF Finance does not rely on other banks for funds but on its members' own deposits, which remain high. Consequently, neither its appetite nor its capacity for lending has diminished as a result of the general lack of funds in the banking system. It remains committed to making funds available at all times to members to assist them with both business and personal needs, especially in the asset based lending arena.
Suppliers who have been turned away by their bank recently in their efforts to secure funding for whatever purpose, vehicle purchase, computer investments or storage solutions should speak to one of the GIMA Finance team who will only be too happy to help. Call 0121 446 6688 or email info@gima.org.uk

GIMAs’ most recent Business Meeting was well attended, and followed on directly after the AGM (see separate report)

With the recent launch by GIMA of the Allsolutions Manufacturers and Suppliers insurance package developed with the support of GIMA members, a different view of company insurance was presented by Jon Whitely, group chief executive of Rixon, Matthews Appleyard. Rather than treat insurance as a necessary evil to be bought at the lowest price, companies should think about reducing risk. This will lower premiums and incidents likely to lead to a claim.

However he warned that there were some very poor policies and companies must be careful. In particular he warned against policies that contained an advice line warranty and those with a ‘reasonable prospects’ clause.

Alistair Lorimer is an independent retail business development adviser. He presented a view of retailing in 2015, based on a paper by PricewaterhouseCoopers. His analysis should give the independent garden centres encouragement along with the suppliers that work with them.

In 2015 the baby boomers will be 70 and the wealthiest older people ever and the fittest. This will also be the first generation with retiring career women. They will be active and have cash to spend on leisure and charitable work. They will be looking for a simpler, yet higher quality life.

2015 will see the digital generation growing up and setting up home. They will be less attracted to the chain stores and conglomerates. They will be more interested in entertainment and will shop multi-channel. They will want their products personalised and expect everything to be interconnected. Spending on goods will switch to shopping for service. They will buy less of what’s popular and more of what ‘suits me’.

The importance of location is being undermined by the Internet. The appeal of the mass retailer is on the decline. Niche retailers that deliver a personal service will grow in importance. They will cluster in lifestyle centres, targeted towards a type of customer with restaurants and hotels they will want.

As retailing becomes niche, so must distribution, with more rapid delivery – direct to the consumer. Products will have a shorter life, so manufacturers must always have innovative products up their sleeves. They should share information with customers and do more to understand the consumer.

Lorimer warned GIMA members not to miss the bus. The changes are happening fast.

The full report ‘Retailing 2015 – New Frontiers’ may be downloaded from the PwC website - http://www.retailforward.com/insight/retailing2015/

The meeting also heard from Trevor Pfeiffer, MD at TGCMC on the topic of the industries charity Greenfingers and on the Team Awards:

He encouraged suppliers present to get involved with the Greenfingers Appeal, if they are not already, and highlighted the fact that for the first time since the charity began building garden and leisure areas at children’s hospices it now has a waiting list of projects requiring funding. One way suppliers can get involved is to join in this summers Dragonboat Challenge to be held on the 6th July.

Trevor also took the opportunity to remind the delegates of The Greatest Team Awards being run around the garden retailers this spring and summer. Suppliers are encouraged to nominate the garden centre teams they feel are doing the best job in a number of categories. The event will culminate in a garden party on the 15th July when the winners will be announced and the awards presented.

GIMA Director Neil Gow used the meeting to give GIMA Members an exclusive view of the GIMA Awards 2008. This year will see new categories in the product sectors, a new Environmental Commendation, a new entry and management system for the awards with new sponsors and a fine selection of industry experienced judges. All adding up to an ideal platform for suppliers (GIMA members or not) to get their recently launched products under the eye of some very influential people. Full details will be available, along with entry forms in the next couple of weeks.

Peter Field, the newly elected President of trade association GIMA told delegates at their recent AGM:

The Presidents address also included a round up of the Associations activities during the year. This included his statement that as a result of GIMA members sticking together in a co-ordinated fashion and speaking as one voice, the logical conclusion they had to come to is that the buying group GRO, being set up by AIS and the GCA:

he said using the terminology of its principles when they talked to a GIMA Business Meeting earlier in the year. Peter continued:

Peter also talked of the ever increasing range of benefits and services available to GIMA members from their Association. This included the recently launched Allsolutions insurance package set up by GIMA Member Rixon Mathews Appleyard specifically designed to meet the needs of manufacturers and suppliers.

The Honorary Treasurers Report confirmed that the Association is in a healthy financial position, principally as a result of the sustained increase in membership numbers (8.9% growth in 2007). The GIMA Awards in 2007 had also been very well attended.

The AGM also saw the formation of the Council for the coming year. These members are responsible for the activities of the association including recruitment, the GIMA Awards and the many benefits members enjoy. The Council are:

GIMA President Glynn Davis, who stood down as the Associations leader shortly before Christmas has returned to the garden products supply industry and so is eligible to retake his GIMA role.

Glynn has been involved with GIMA for many years and has been president since the Associations AGM in March 2006. As a keen advocate of GIMA activities, including the annual GIMA Awards, many expressed their concern for the industry and the association when Glynn stood down last year. However the new gardening season brings the great news that Glynn is back!

Glynn who has over 18 years experience in the garden related products manufacture and supply has joined industry leading design, development and distribution company Grey Technology Ltd (Gtech) that was founded by Managing Director, Nick Grey, in November 2001.They are innovators in the use of cordless technology in the home and garden market place. Glynn said:

The GIMA AGM is on March 13th 2008 when a new Council will be elected for the coming year of the Associations activities.www.gima.o

GIMA will use the Business Meeting following their AGM on Thursday 13th March at their venue in Warwickshire to launch the GIMA Awards 2008.

The AGM will see the annual report and financial statements made for the leading trade association representing suppliers to the garden retail industry. The Association has grown in its number of members and in its activities over the past 12 months. Now involved in a number of areas, representing its members not previously covered by the association, Neil Gow the Associations Director has said for eligible companies:-

As well as an outline of the GIMA Awards 2008 at the Business Meeting, as the world of litigation grows, and to co-inside with the launch of the Allsolutions insurance package, there will be a presentation and “Risk Management” workshop by John Whitley CEO from Rixon Matthews Appleyard.

RMA are a major element of the ProAktive Group, one of the largest firms of risk managers and insurance brokers in the UK. This new insurance package specifically designed to cover the needs of Manufacturers and Suppliers by RMA with the help of GIMA members.

GIMA in conjunction with the GCA launched a new initiative for GCA member garden centres in the spring and summer of 2007 - “The GIMA Award for Excellence in Garden Product Retailing”.
Cowell’s Garden Centre, Newcastle-upon-Tyne were the winners of the 2007 award and were presented with their trophy and plaque at the recent GCA Conference.

This award was conceived by members of both GIMA and the GCA who have concerns that too many garden centres are “sidelining” their core gardening ranges. So through the excellent GCA annual audit process, the garden centre in the country with the highest scores in the core gardening categories covered by GIMA members products would receive this recognition and be awarded the accolade of “Excellence in Garden Product Retailing”

The award scheme will run again as part of the GCA Audits 2008. Who will be the winner this time?

We are indebted to George Bullivant of gardenforum.co.uk who has summarised the responses given by the GRO management panel at the GIMA Business Meeting and these are set out below (in green) for you with the questions.

1) We doubt if any of the buying groups in the garden industry really done any good so far for either retailer or supplier. Why is GRO going to be any different? - We are different to other buying groups, we have the facilities, and infrastructure in place backed by the huge experience of AIS. We had already been approached by independent GC’s and another buying group when the GCA approached.

2) If GCA is so convinced of the need for this group why partner with AIS and not go it alone? - Why reinvent the wheel? It would cost a huge amount to replicate what AIS have. CENPAC (The central payment scheme) cost over £2m alone to establish.

3) 10 years ago this group might have been relevant in my view but is it not too late, has the world not moved on. We need a strong, united independent sector. AIS has given the independent furniture sector its strength. In time AIS can give GRO that strength.

4) What real benefits are the retailers who are apparently signing up expecting to achieve? Combined buying power, especially in sectors where garden centres have not traditionally been strong, such as clothing, cookshops and gifts. Plus there will be professional help with marketing, training and a reduction in the costs of utilities.

5) How is this group going to sit alongside the other existing buying and marketing groups? Leading lights in GRO are also members of other groups. What will the ruling be? GRO will have to prove its own worth. Other buying groups will continue and AIS would welcome them as a subgroup within GRO. As far as GRO is concerned there is no conflict if a retailer is a member of 2 buying groups. Tillington would be welcome as there would still be scope for larger turnover centres to buy on better rates. For instance there could be rates for single product, pallet prices and container prices.

6) What benefits will garden centres get compared to using present supply routes of manufacturer / wholesaler? See 4

7) If there is not to be a preferred supplier status, how are the suppliers joining in going to see the increased volume they will require to cover the margin loss expected of them? There will be preferred supplier status, and many suppliers have already approached GRO looking for exclusivity.

8) What rules will AIS/GRO impose on the retail members to ensure they stick to the deal? Retail members will be bound by the CENPAC rules. If not they will be asked to leave the group.

9) What rules will AIS/GRO impose on the retail members to ensure they stick to the “preferred supplier”? There will be no mandatory purchasing. If the deal is right then retailers will support the suppliers. AIS works closely with suppliers to construct favourable terms, even when conditions go against a supplier.

10) I would like to ask if they hope to include plants, when they expect this to happen and how they see this working. Yes, but not in 2008. AIS are still trying to appoint a buyer for GRO. Martin Isaac is doing a caretaker role, but will not be doing the buying. The softly softly approach should not be seen as a sign of weakness. It was planned like this as many orders have already been placed for Christmas and the 2008 season.

11) How is preseason going to work? Pre-season can work as before, but the GRO view is there will be less as suppliers do more just-in-time.

12) Are GCA retailers not concerned about the loss of their “regionality, individualism and exclusivity of their range”? Is this not part of what sets good GCA members apart for the mass retailers be it Wyevale, Tesco or B&Q? The reason for GRO is that we want to stay independent and individual. The independent department stores backed by AIS are a good example. But we will be dealing with fewer suppliers – there is too much duplication on the shelves. That’s where the volume of business can increase for some.

13) If the buyers focus on fewer leading brands, we are going to loose even more of the specialist/niche products that the garden retail industry still requires because these will be come uneconomic to supply if retailers cut the market for them. Niche products will stay. We are looking for products that give us a point of difference.

14) If the retailers are really looking for greater efficiencies to boost their profits are they really going to cut that tier of management out of their structures – the buyer – with doing the job buyers will not be needed at centre level? We will not be cutting buyers, but they will be much more professional because of the buying and marketing support from AIS. The GRO buyers will be guided by a members strategy team, who will advise on brand selection and suggest where own brand might be advantageous.

15) Is this industry ever going to learn that lower prices is not the way forward? We need to build perceptions of value and worth into what we do not just keep trying to be the cheapest all the time. How does GRO fit with this? AIS/GRO will work closely with preferred suppliers with the aim of increasing their business. Regular information about their business is sent to members, especially in the run up to product shows. These shows are buying shows.

16) The main benefit we are told GRO is going to bring suppliers is prompt and secure invoice payment. Given that there is not a massive bad debt problem in the industry and also that most suppliers give very generous extended credit terms already, what real benefits will we get from the demand from GRO for the additional 6% settlement discount? (Other than the threat of being de-listed if we don’t care that is). CENPAC also cuts out cost, equivalent to 2% of sales. Because suppliers receive a single weekly payment covering all GRO members and there are no debts to chase.

17) As a supplier we need to understand the objectives of GRO with reference to what they now expect of suppliers, and to create beneficial two way relationships that make business work, what can suppliers really expect in return? See above.

18) Do GRO envisage creating “own lable products”? AIS is already doing this we understand but to what sort of % level. Yes GRO will look at own label products where useful, but brands will be the mainstay of the business. GRO would like exclusive products. Where own brands are considered, existing preferred suppliers will be approached first.

19) We hear from other suppliers to AIS that the relationship is extremely successful and as suppliers they see considerable benefit from being “in” with them. As you question these suppliers further they are often new into the market place, dealing with products on an “un-known” value and therefore it is easier for them to start with a “special” price list for AIS which they have already added 8% to their trade prices so they can concede the 6% required to get them listed. However our industry knows too well the net prices of many products. A 70lt bag of multipurpose compost that I sell to a number of centres at £1.94 net already, those customers are not going to accept a GRO price of £2.09 with a rebate of 5% for a settlement discount. That will simply look like a 2.5% price increase to them! It is up to each supplier to negotiate their own deals. AIS realises that it will take time to get the suppliers that it wants on board. Some may resist initially. But experience shows that suppliers join eventually.20.

20) I am a small supplier of a niche yet seasonal product. How am I going to even achieve getting an appointment in the ivory towers of GRO offices beside the big suppliers with the cash to splash? The ivory towers pay for themselves and are not paid for by suppliers. We want niche products.

21) If a group has branches in GCA and GRO with more not in then will GRO deals apply to all or only those who are members? If a garden centre joins GRO, all its branches are included.

22) GRO does a deal on a few lines within our range, is it correct that we then have to give these settlement terms on everything else we supply to that retailer too? What is the justification for this? Everything must be invoiced through CENPAC. This includes centrally negotiated key products and all other products

23) In my experience the buying groups only work when there is 100% commitment from both sides – for us personally as an example Choice is great. Hart we pulled out of yet our turnover with Hart members has not dropped even though we are not a supplier – how can that be? Will GRO be a Choice/Tillington or a Hart? To truly work surely they need suppliers that are 100% happy? Garden centres know that a lot of work has gone into negotiating the deals and so are likely to go along with the rates.

The remaining questions were left unanswered. However the following points were raised in response to questions.

1) 106 GCA members have signed intent to join. Of these about 50 have submitted the necessary paper work and will soon become members.

2) Garden centres will pay 0.1% of turnover for membership in the second year up to a maximum of £5,000.

24) AIS claim to work closely and extensively with trade organisations and association. However GIMA, the leading supplier trade association has had no consultation or discussion with them. Even when we have offered to meet this has not been taken up.

25) We are hearing from colleagues that they have tried and in some cases even succeeded in setting up meetings with GRO/AIS to discuss terms and a way forward only to have these cancelled (not postponed) without much warning and no explanation. Who does want this to work?

26) If GRO going to be exclusive to GCA members (full members). Should it not be exclusive to Associate members too?

27) Are multiples who are GCA members able to join? e.g. Notcutts/Dobbies/Wyevale?

28) What geographical “exclusion zone” is there going to be on two GCA members in the same town wanting to join GRO? As a company, and I know we are not alone, we have a policy of not allowing two neighbouring outlets to stock the same lines from us – will GRO police this for us or will we still have to do it? What if we join GRO but have an existing customer who is not in GRO in proximity to one who is?

29) For low value seasonal products, if the GRO route is taken, how do products get to Garden Centres?

30) If AIS/GRO take a limited listing, how do a). we get other products in our ranges to market? and b). where does the distributor fit into the scheme of things?

31) How will AIS/GRO affect the role of the wholesalers? Will a preferred wholesale route be specified in conjunction with a supplier/brand?

The most recent Garden Industry Manufacturers Association Business Meeting heard four presentations on how to deal with the growing demand to be greener from a public that fears the impact that global warming will have on them. The first was by Dr Margi Lennartsson, R&D Director of Garden Organic. The carbon footprint theme was developed by consultants, Click-On Logistics followed by Kate Newton of Brookes & Co., with a revealing look at measures taken by Sanders Garden World from MD Peter Burkes.

Garden Organic stated reducing the carbon footprint is an important part of organic gardening. GO shows that its members’ carbon footprint is one third lower than the UK average. Almost 50% of carbon emitted is by the method of storing the food, notably freezing. 12% comes from manufacturing and using tools and power tools. GO members are advised to minimise this by buying the best tools, which will last longer and work more efficiently.

Garden Organic would like to work more closely with the industry. They run a voluntary approval scheme, where pest control and other products can be tested and awarded the Garden Organic seal of approval.

Click on Logistics said it was important for companies to calculate their carbon footprint before they were forced to do so by government legislation. Half of the UK’s top 250 companies had already done so. The process is not as difficult as companies fear, if a 4-step approach is adopted. First, define what you want to calculate. It is usually best to start with processes under your control. Step 2 is to map these processes, before (Step 3) collecting the energy data involved. The fourth and final step is to calculate the emissions from the energy used. Before considering carbon offset, companies should look at reduction. The advantage of this is that reducing carbon emissions means using less energy and so lowers costs.

Peter Burkes built the Sanders Garden World garden centre, now part of Wyevale, seven years ago from a greenfield site. A little extra expenditure and planning has enabled the garden centre to save money and net a number of environmental awards.

Burkes’ plea to suppliers was: Use less packaging, put products in boxes we can re-use, standardise the sizes of pots and plant trays so they can be re-used and only use cardboard and clear plastic. Polystyrene, foam, black and coloured plastics, and paper are difficult to recycle.

Watch out for an announcement from Wyevale later this year that it will eliminate the use of plastic bags from this summer. This will continue the publicity it has received from phasing out the patio heater.

Kate Newton of Brookes & Co warned that garden retail has been slow to respond to green marketing. Too many environmental policies are defensive because companies are afraid of and confused by apparently conflicting issues: peat-free, pollution, fair trade, organic, no added chemicals, PVC, recycling, carbon footprint etc.

Her advice is to simplify the problem by looking down the carbon route. Actions taken to reduce the footprint will also satisfy many of the other issues. It is important to avoid a quick fix and to be marketable; a company must look at all its activities in a holistic approach. Having achieved a footprint reduction, Newton believed that carbon offsetting was a valid tool because if enough people do it, they will drive the environmental agenda forward.

Put the date of the next one in your diary now – 13th March 2008 – and don’t miss it!

There must be some song lyrics in there, but I am not sure I feel much like singing at the moment.

Yes I have to admit it is “baaa humbug” season but the real reason for my lack of joy at this time of year is the news of another buying group setting up. Garden Retailers Organisation (GRO) is being set up jointly by the GCA and AIS but why?
Have any of the buying groups in the garden industry really done any good so far? Ask the suppliers to our industry and you will find the majority sit on the fence for fear of upsetting their customers, a few brave ones will say “no” and I dare say there will be a handful that say “don’t know”. Ask the retailers and the majority will say “yes”. But have they really?

Certainly there are benefits to be gained but by who? Those days of “win win” negotiations seem to have gone. Be it Tillington, Futures or whoever the potential benefit to the suppliers has to be increased volumes. They may well get it the first year, as members swap from their traditional supplier to the “nominated supplier” but then all the buying groups established to date have not been that successful in making their members “stick to the deal”. Why will GRO be any more successful at this?

For GCA members who are in other groups, they will have a dilemma. Do they stay where they are or move? What will happen to those other groups? Will GCA force their members out of them?

Knowing the capability of the GCA Executive Board they will have thought all of these through I am sure. If its principles are really behind this, a number of them already have executive positions in these other groups, then it can work. What do retail members expect to gain? Lower prices probably. But what about better value or greater worth? It could let them see staffing efficiencies, but will they and their teams really let them hand over “buying” to somebody in a remote office they have never met? (Sounds like an even bigger leap of faith than bungee jumping!). Why do we want lower prices – no wonder garden retail sales are about static year on year, we are selling twice as much at half the price of 10 years ago! We undervalue this market and the products in it. The greatest real potential for retailers has got to be those opportunities for efficiencies in staff time, but will that time saved in “buying” really be redirected into “selling”? – now that would push up those volumes suppliers need.

I get accused of living in the past by some, I know the world has changed, it is changing faster than ever but one thing has not changed in the 30 years I have been in the commercial world is - “in every deal there needs to be some gain for everyone” - one of the first lessons I ever learnt. I know it is not just the buying groups who promise extra volume as a justification for demanding lower price. Barry Stevenson from Wyevale in a recent interview suggested that he was “offering 50% more turnover than a year ago.” Perhaps there is some more volume but at what price? Our industry must talk margin not turnover. If you were supplying that big independent before it was swallowed up by a chain operator, from what members tell me, they only ever see decreased volumes and margins.

Too often I feel disheartened by our industries apparent determination to talk ourselves out of trying something new, our hell bent approach to lambasting anything that is looking like being a success but I do urge caution. Don’t get caught up in this countries vision that the “future” is only the next 24 months and the quick gain.

Perhaps I am jumping the gun, all these questions and many more will be answered for us on the 13th December. As the GCA invitation says “at least it’s not a Friday” but who might GRO be unlucky for? Happy Christmas!

To quote GCA Chairman David Danning: “This is the dawn of a new age within the garden centre business in the UK ...” and I really think it could be, but one thing was very apparent at the presentation to industry suppliers and GIMA members on the 13th December, there is still an awful lot to do. This new buying group, set up jointly by the GCA and AIS is not yet even at the end of the runway let alone ready for take off. There is still a lot of discussion needed between the company and the vital supply chain to get this into a working format. Retailers may well think they see the potential benefits for them, but until the suppliers see what benefits they can aim for, the project will continue to sit on the runway.

One GIMA member who is supportive of the principle, keen to get involved and can see the benefits retailers perceive said: “This has come across to me as a forced marriage, with no courtship and no prenuptial discussion. However it is a great opportunity for GIMA members and GCA to work together so we can all benefit, so let’s get on and talk” This is a view shared by many suppliers who already do substantial business with GCA retailers.

Please do let me know your views, your questions, and GIMA member or not, we need to hear from you. All communication will be treated with total confidentiality. If it is reproduced in any form it will not be attributed to the sender unless express permission if given for the senders name/company to be quoted.

Please contact GIMA Director, Neil Gow at: neilgow@gima.org.uk
or telephone 01905 381 142 .