This past week I got a call from a friend of mine who is in the Hot Tub business, one of the top 3 manufacturers in the world I understand. We both belong to Convene, a Christian Business Group that meets monthly and he called to share some exciting trends he is seeing in this business. We often talk about how we both serve the same retail customer profile competing for the same dollars. The Hot Tub and Spa industry has followed the same path as our industry since 2008, pretty exactly from what I am told.

Recently they have been ramping up production and have seen sales increases on orders of about 40%! They distribute their products through dealers nationwide and are seeing improvements right in our back yard. Recently at a show Southwest of Boston when last year the local dealer sold 35 units, this year he sold 58. They are seeing these kinds of trends in all shows and are seeing stronger trends in the Northeast. Along with this trend is also that housing starts are showing some positive trends, of course nothing like during the bubble, but seems the bottom may truly be behind us.

Adding to the good news from the Hot Tub industry and improved housing starts, another reality may benefit many of you this year and years to come. There are fewer Garden Centers out there and while failure is something I do not hope for anyone the reality is you are stronger for having survived and adjusted to the current market and there are less out there competing for the same customers. I have seen and am still seeing this take place in our industry on the grower side as well and I do not believe this is over for any segment, Retail, Landscape or Production Nurseries.

It is beginning to look like an early spring, forecasts through early March are calling for much of the same conditions as today. So what are we facing this Spring? What if the WEATHER is on our side all the way through this year? Are you prepared as much for a successful 2012 as you are for an unsuccessful 2012?

We are beginning to identify a new challenge coming our way and perhaps yours. Much of my time now is devoted to Growing Larger to meet demand, of our existing client base, the coming shortages in Nursery Stock and in supporting the  Mid West client base we are adding.  But the reality is that I have enjoyed the results of Growing Smaller, cost cutting, improving efficiencies in all areas and defining objectives, keeping a close reign on every dollar spent. How can you and I Grow Larger and continue to Grow Smaller in areas that benefit our Cash Flows and Profits?

I suppose these were the things that may have benefited us all back in the day when we thought tomorrows sales were guaranteed. As I work through this next 'season' of the business cycle and I develop thoughts and plans to Grow Larger & Smaller at the same time, I will surely pass them along. This winter we have begun to look at systems in place, which will allow for growth and remain small and which will limit growth and need to be adjusted and how to do this and have a full understanding of the effect on our cash flow. One system at a time is a good place to start.

We know which of our systems will allow for growth, we really need to recognize which ones will be obstacles to growth. What is in your way for this Spring? If you thought the recession was scary, uncontrolled growth can be even more devastating to a business in many ways.

On March 9th, 2012, Eaton Farms is presenting a ' Landscape Sales Training Event'. Kimberlee and Wendi-Jo will be providing the details to you through the next couple of weeks. I have provided professional sales training to my team for years and for many of our clients Paul has provided this training as it relates to retail sales. This comfortable event will be designed to improve your Landscape sales results, from lead qualifying in the store to closing the sale, reducing the cost from introduction to depositing the check! If this is one of your systems that needs to be developed or improved, consider sending your team. Participation is limited for this meeting.  Sign up by emailing Kimberlee@eatonfarms.com or Wendi@eatonfarms.com.

SELL WELL!            SELL HIGH!               SELL OUT!     g-t-G!    Don