SERVING LEADING INDEPENDENT GARDEN CENTER RETAILERS …giecdn.blob.core.windows.net/fileuploads/file/profits_suppl… · 76 increasing Profits suPPlement June/July 2012 increasing

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SERVING LEADING INDEPENDENT GARDEN CENTER RETAILERS IN NORTH AMERICA

This year’s early spring and warm May temperatures no doubt brought more customers to your garden center, hoping to get their gardens in earlier than last year. Did your spring

profits reflect this? No matter if your revenues this year have been better or worse than last year so far, you’d certainly like for the numbers to keep moving in a positive direction, right? But what gives you that edge, that special something that sets you apart from the rest and boosts your revenues?

For this edition of the Increasing Profits supplement, Garden Center decided to go straight to the source, and sat down with some of your peers, successful garden center owners and operators, to discover their secrets to great profits. Sometimes the addition of a single product to their retail line, or trying a different tool in their greenhouse or nursery, made all the difference in increasing their bottom line.

Stokes Farm found that by trying out a new watering method, they could reduce the time that staff spent carrying out this tedious task, and also save money by not having to dispose of plants dam-aged by improper watering. Another garden center saving money through more efficient watering is Hood’s Gardens, who began using a reusable, water-saving hanging basket three seasons ago. William Tricker switched to a new line of pond care products and saw its efficiency levels improve considerably on the production side, and sales increase on the retail side.

Read on to find out more about these success stories and others in the industry, and how you can apply their experiences to your own garden center.

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Simple changes that will have you seeing dollar signs

INCREASING PROFITS SUPPLEMENT

mailto:[email protected]

June/July 2012 increasing Profits suPPlement 75


Contents76 Benches Effective, timely watering translates to increased

revenues

78 Hand tools The right tools for the job increase efficiency in the

greenhouse

80 Hanging baskets Using labor-saving baskets cuts down on time, energy

and water spent keeping plants hydrated

82 Harvesting bags A well-designed bag speeds up harvesting and garden

clean-up for employees and customers

84 Hoses The right combination of flexibility, durability and price

is key

86 Insect control Simple instructions and good results sell more organic

pesticides

88 Pond products Bacteria is a key element of a healthy pond, and care

should be taken to protect it

90 Pottery A fresh, consistent supply of unique pottery products

keeps customers coming back for more

92 Soils Start with a quality base for best results

94 Tags & labels Custom care tags increase plant brand awareness 92

88

76 increasing Profits suPPlement June/July 2012


SpecificS:

Increasing efficiency is an excellent way to minimize costs and increase profits, especially in a garden center. Watering, a seemingly simple action, is an important, often overlooked task in most garden centers. Stokes Farm owner Ron Binaghi Jr. knows this all too well. “Wherever you go, they seem to

give the most important job-watering- to the least experienced person,” Binaghi explains. “The plants end up being overwatered or underwatered.”

Two years ago, Binaghi began using the battery-powered Freedom Flood Benches for Retail, made by Bartlett Bench & Wire, in their seasonal garden center with positive results. Using an automated watering system with adjustable settings has enabled Stokes Farm to become more efficient, reduce watering-related costs and labor, and provide their plants with exactly the right quantity of water and fertilizer. “The bench was obviously designed by someone in the growing industry, not some guy behind a desk,” Binaghi says. “It’s so simple, but so practical.”

These benches have certainly made an impact on Stokes Farm’s profits, Binaghi says. “Any plant that was overwatered or underwatered might have died or become less marketable,” he comments. “We had to take less money for them or throw them away. Now it happens a lot less. Every pot that we save is more money for our bottom line.”

Time saved is money earned

For more: Stokes Farm, (201) 768-3931 www.stokesfarm.com

Proper watering saves plants, time, energy and money.

Benches

Name: Stokes Farm

Location: Old Tappan, N.J.

Founded: In 1873 by Isaiah Stokes, an English immigrant

Farm: 17 acres

Greenhouse: 40,000 square feet

Every pot that we save is more money for our bottom line.”

— Ron Binaghi Jr.

DID yOU kNOw? Employing high-tech equipment and practical family values has been a key factor in Stokes Farm’s steady growth over the years. Stokes Farm also participates in three farmers markets in New York City, where they helped found Greenmarket in 1976.

http://www.stokesfarm.com



SpecificS:

Anyone who has ever attempted to prune a tree with dull pruners or clean a floor with a broken broom knows the importance of having tools that consistently work well for the task at hand. Tools can either turn a task into a difficult endeavor, or reduce your time and effort consider-

ably. Having the right tools for the job, much like employing competent workers, is a key part of run-ning a successful, profitable garden center.

Sharon Chaney, owner of Chaney’s Nursery in Troy, Ohio understands this very well. For the past 15 years, Chaney and her employees have been using A.M. Leonard hand tools at the nursery. One of the main reasons that she has continued to use these tools is their dependability. “We need good and sturdy tools that don’t break — we use them hard,” Chaney affirms.

The money that they save by not having to frequently replace tools has helped the nursery increase its profits. In the rare instance that there has been a problem with any of the tools due to material or workmanship defects, the tools have been replaced by A.M. Leonard, Chaney says. The customer service that she has received from A.M. Leonard has been great as well, she comments.

Having the right tools for the job makes all the difference

For more:Chaney’s Nursery, (937) 339-1193

Name: Chaney’s Nursery

Location: Troy, Ohio

Founded: 1972

Services: Retail and wholesale garden center, landscaping

We need good and sturdy tools that don’t break- we use them hard.”

– Sharon Chaney

DID yOU kNOw? Chaney’s is best known amongst its customers for its high-quality customer service and dedication.

Hand tools

Make light work with the right tools.

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Display Plan-o-gram

A.M. Leonard offers an established product layout for those starting from scratch.

If needed, A.M. Leonard offers a complete line of displays and fixtures for your stores. Part of your opening order will be credited for displays and fixtures per location.

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During the late 1980’s A.M. Leonard saw a change in US tool manufacturers. With the advent of the Big Box Stores more emphasis was being put on developing tools with price points that would meet the needs of these mass merchants. This meant less selection and fewer professional features, and more importantly less overall quality. Thinner gauge steel and lower quality wood handles produced a lower quality tool with a higher profit margin. A.M. Leonard saw this unfortunate change as an oppor-tunity to fill a need.

As a result, Howard Kyle and his grandson Greg Stephens started a search for manufacturers that could provide the professional quality and features that our customers had come to expect. They slow-ly started to identify and build relationships with companies around the world that could provide these qualities and features. From small town fabricators in the US, to small villages across Europe that had honed their craft for centuries, to high-tech manufactures in the Pacific Rim and at home, they were able to design and manufacture a line of tools that was worthy of the A.M. Leonard name.

The first A.M. Leonard branded tools were introduced in 1999 and since have grown to include over 210 items and is still growing every year. We continually rely on feedback and ideas from our custom-ers to make improvements and add new items to meet their needs.

The A.M. Leonard line of tools offers the quality and features that most manufacturers aren’t willing to make –– all at a price that saves you money and helps produce results you can stand behind. In addi-tion, all A.M. Leonard branded tools come with a lifetime warranty.

As with any profession, the quality of your tools and having the right tool for the job can significantly impact your profitability. Profit killers like sending a worker off the job site to replace an inferior bro-ken tool with another cheap tool that is sure to fail again. Having to work twice as hard because a tool won’t keep a sharp edge, or trying to use a tool for a job it was not intended to do. This expensive yet common routine can be eliminated by having top quality tools on the job site.

THE A.M. LEONARD TOOL STORY

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AML Brand Tools Sign(36” x 15”)

Displays & Fixtures:We have a low minimum opening order per location and include 60 day payment and free freight terms. Select only the items you want to offer. There is no minimum quantity requirement per item.

No minimum reorders required and 30 day payment terms. And you may be eligeble for free freight; call for details.

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SpecificS:

For three seasons, Hood’s Gardens has been using Eckert’s H20 Labor Saver hanging baskets to cut down on time, energy and water spent keeping plants hydrated. The wholesale greenhouse uses the baskets for to grow annual flowers for the professional landscape market and independent

garden centers, and even the nearby cities.“We’ve never seen any other sort of water saving baskets with plugs and reservoirs,” says General

Manager Mike Wieczorek. “We saw the Eckert’s and decided to give it a try and people really got on board with it.”

The removable liner also saves time, as it makes it even easier for Hood’s employees to plant and prepare the baskets for sale.

“We can grow in them, put the baskets on the table, and just drop them in,” he comments.Plus, the baskets are reusable from year to year, so Hood’s doesn’t have to keep purchasing the same

product, saving them money at the bottom line. Some customers like them so much that they use them as pots, rather than hanging baskets.

“The people we’ve worked with have noticed drastically that they don’t have to water as much [with this basket] versus a moss or coconut,” he says. “They’re cutting back because of the reservoir.”

Wieczorek says he’s never seen anything like it, which is why Hood’s not only sells the flower bas-kets, but also uses them on the grounds.

“These baskets are real tough plastic,” Wieczorek says. “We’ve done some replants for a second year and they’re hanging up and there have been no problems with construction or hangers.”

For more:Hood’s Gardens, (317) 773-6015, www.hoodsgardens.com

The right baskets save

time, money and water.

Name: Hood’s Gardens

Location: Noblesville, Ind.

Founded: 1982

Services: 4 acres of covered greenhouse and 1 acre uncovered

The people we’ve worked with have noticed drastically that they don’t have to water as much…”

– Mike Wieczorek

DID yOU kNOw? Hood’s was started by Steve and Tina Hood by growing tomatoes, hanging baskets and Christmas poinsettias.

Hanging baskets

Save water, save time

http://www.hoodsgardens.com

Tomorrows technology today!Designed and engineered for a lifetime of use!

For more information please contact:

Eckert’s Greenhouse34051 Ryan Rd, Sterling Heights, MI 48310

586-264-5678 www.h2olaborsaver.com

The 23” H2O Labor Saver and the 16” Weekender will:

v Save waterv Save timev Save moneyv Create customer loyalty

Perfect for municipal or homeowner use.

H2O Labor Saver

Hanging baskets with a water reservoir and a removable liner.

Weekender color options:

Look for us at ofa!



SpecificS:

When available retail space is minimal, garden centers can’t afford to stock several of the same product, or products that aren’t the absolute best in the market. Iris Watson, owner of Thom-sen’s Garden Center, operates a small garden center and nursery in Alameda, Calif. Because

of the size of her garden center, she is constantly evaluating the value of carrying each of the products on Thomsen’s shelves.

“It’s not often that someone comes up with something unique and practical,” says Watson. How-ever, Thomsen’s became the first retail garden center to carry and use the hands-free harvesting bag The Gardeners Hollow Leg after the product was brought to her attention three years ago. “It’s such an efficient tool that I don’t know why someone didn’t invent it 100 years ago,” she says.

When it comes to profitability, Watson has no doubt that The Gardeners Hollow Leg has contrib-uted to Thomsen’s success. She and her employees are able to carry out their tasks quicker and easier, since both of their hands are free at all times and there is no need to carry around a bucket or rake for clean-up. When customers see employees using the product, and realize its practicality, they are more likely to purchase one for themselves as well, Watson explains. It has also proven to be a strong seller as a gift for the gardener who seemingly has everything. “Besides plant material, it’s my best gift item,” states Watson.

Only the best will do

For more:Thomsen’s Garden Center, (510) 522-3265

Customers and employees alike are more

productive when they have full use of

both hands while working.

Small garden centers can

only stock the best.

Harvesting bags

Name: Thomsen’s Garden Center

Location: Alameda, Calif.

Founded: 1940s, Iris Watson and husband have owned it since 1981

Nursery: 1/3 acre

Retail store: Approx. 1500 square feet

I don’t carry a lot of tools — I try to peel it down to what really works, so that you don’t have a whole cupboard or garden shed full of repetitious products.”

– Iris Watson

DID yOU kNOw? Thomsen’s Garden Center is located on the first floor of an old Victorian home. It features a café and art gallery on the second floor. The nursery specializes in unique plants and also carries out trials for various vendors.

I N T R O D U C I N G

The Gardener’s Hollow Leg, Jr.®

“Let’s pick dinner!”

The newest addition to the harvesting and debris bags

you wear!

Allows hands-free

picking.

The Gardener’s Hollow Leg, Jr.® A 1-gallon fabric sack made of water resistant, recycled polyester, attached belt expands from 25” to 52”.

Learn more at www.thegardenershollowleg.com



SpecificS:

When stocking garden supplies, Kime Hardware Inc. Manager Patrick Kime is always on the lookout for something to catch the customer’s eye. Like many garden centers, the store is stocked on all kinds of garden tools to provide a variety of choices, but especially with some-

thing as ordinary as a hose, it takes a lot to stand out.“The JGB hose is neat,” Kime says. “It’s new and it’s different and I think that’s what draws people

to it. It has a different look and feel than standard garden hoses. It’s the only truly non-kink hose out there.”

That’s exactly what Kime shows off when making in-store displays for the Tuff Guard hose. Right now, Kime Hardware has whole display of hoses tied in five or six knots showing that no matter what, the water flow will maintain its pressure.

Kime said it’s always a balance of the new and interesting versus the value of the product. “You always look at price,” Kime said. “If the price isn’t what you consider reasonable or average, you have to have an extraordinary product or quality to make the higher price worthwhile.”

The store stocks several other brands, but the bright colors, various sizes and eye-catching design made JGB hoses an easy choice.

It’s all about flexibility

For more:Kime Hardware, Inc., (315) 697-3232

Name: Kime Hardware, Inc.

Location: Canastota, N.Y.

Founded: 1977

Total area: 6,000 square feet

It’s the only truly non-kink hose out there.”

– Patrick Kime

DID yOU kNOw? Kime Hardware also boasts a large lumber yard.

Hoses

Vibrant colors and a unique design make customers notice these products.

• KINK-FREE• MaximumFlow• ProfessionalGrade• EasyHandling• 35% – 50%Lighter• 6colorstochoosefrom:blue,green,grey,beige,redandpink

JGB Enterprises, Inc.(315)451.2770115MetropolitanDr.,Liverpool,NY13088www.jgbhose.com/pgh

TUFF•GUARD

MadeinUSA

Tuff•Guard truly is the Perfect Garden Hose. The uniquepolypropylene double helix construction makes this the mostkink-free,flexible, crush-proof, abrasion-resistantgardenhose.It’s35% – 50% lighterwithsuperior durability.

Unlikeallothergardenhoses,theheavydutybrassferrulesthreadontotheouterhelixtoanchorthecouplingsmakingendpull-offsand

leaksvirtuallyimpossible.

Idealhoseforresidentialandindustrialusers—assuitedforwashingyourcar,boat,RV,snowmobile,houseorgardenwateringasitisforwash-downuseinindustrialplants,rockquarries,cementtrucks,landscapingandhorsebarns.

enterprises, inc.

The Perfect Garden HoseExtra Flexible Ultra Lightweight KINK-FREE Hose



SpecificS:

For more:Orchard Nursery,(925) 284-4474 www.orchardnursery.com

Insect Control

Name: Orchard Nursery

Location: Lafayette, Calif.

Founded: 1946

Total area: 4.5 acres

Everyone wants pesticide-free vegetables but the important part is that the products are easy to use and that they work.”

– Tom Courtright

DID yOU kNOw? Orchard Nursery is one of the largest volume nurseries in Northern California.

With consumer concern over the effects of chemical pesticides growing, organic pesticides are becoming a hot commodity. But the key to a good organic pest control product is effective-ness and easy use. “The simpler it is for consumers to grasp, the better the results,” Courtright

says. “They’ve made sure the products work really well.”Orchard Nursery has always seen an interest in organic products, but the demand from retailers

has really taken off in recent years. The nursery has stocked many more kinds of organic products and then pared down the offerings based on popularity. “Everyone wants pesticide-free vegetables but the important part is that the products are easy to use and that they work,” Courtright comments.

Nursery employees have tried and liked Organic Control, which keeps it on the shelves. “We’re try-ing to stick with products our employees have used and had good results with,” Courtright says. “That really helps sell the product.”

Easy instructions give better results

http://www.orchardnursery.com



SpecificS:

When it comes to pond maintenance, it is essential to preserve the delicate ecological balance of the pond. Different chemicals and bacteria affect the fish, plants and other living creatures in it, more so than most water gardeners realize.

Richard Lee, owner of William Tricker, is an expert in water gardening who is constantly using his knowledge as a biologist to produce the highest quality plants and fish for his customers, as well as ad-vise them on the best ways to care for their ponds. Water clarity, weed and odor control, and removal of organic build-up are issues that are frequently addressed.

The technology and available pond maintenance products has evolved considerably in the 25 years that Lee has run the water garden center. “Years ago, if you bought an aquarium, we would take some of the tank’s gravel, put it in a cup and give it to you to take home when you set up your new aquari-um,” he recounts. This gravel contained beneficial bacteria that would help start the development of a healthy ecosystem and avoid the common problems mentioned above when placed in the aquarium. However, although helpful, it never contained enough bacteria to make a significant impact in new ponds.

After trying several other bacterial products that claimed to improve pond conditions, and failed, Lee began using and selling UltraClear’s pond maintenance products. “We can see them working,” says Lee. “We know the results we want, so we use them — and they work!”

Don’t forget the bacteria - why ponds won’t thrive without it

For more:William Tricker, (800) 524-3492 www.tricker.com

Pond maintenance technology has im-

proved significantly in recent years.

Ponds have delicate ecosystems

that require special care.

Pond products

Name: William Tricker

Location: Independence, Ohio

Founded: 1892

Greenhouses: 9 total, constructed in the 1940s

I’m a biologist that knows about the ecology of water, and I know that bacteria is very important.”

– Richard Lee

DID yOU kNOw? William Tricker is listed in the National Register of Historic Places, U.S. Department of State, National Park Service.

http://www.tricker.com

Due Date: 6/5/2012Project: 2012 UltraClear/Trickers Ad Publication: Garden Center Magazine (A Garden Life)Design Firm: Giraffe, Inc. 330.425.7601File Name: UltraClear/Trickers Ad (APPROVED).indd

Client: ABI, IncApproved by: Ray ParrPlease Sign: SEE Email

UltraClear/Trickers AD (APPROVED).indd 1 6/6/12 2:54 PM



SpecificS:

When it comes to pottery, Bremec Greenhouse & Nursery takes the matter very seriously. Bremec boasts a 4,700 square foot pottery chalet with an average inventory of about 20,000 items, which includes everything from planters to fountains to concrete and granite to clay

and resin, among others. Bremec prides itself on carrying a wide selection of quality products in its open-air chalet.

Jim Potter, pond shop and pottery chalet manager, strives to keep the pottery chalet stocked with fresh inventory and new designs in order to keep customers coming back. He cites this as one of the reasons that, of the 20,000 items in the pottery chalet, approximately 18,000 of them come from Pacific Home and Garden.

“Pacific Home and Garden’s inventory changes constantly, and new designs come out,” Potter says. “There’s a lot to choose from, and the quality’s there, too.” Bremec has carried their product lines for approximately six years, and have seen their sales increase. Potter estimates that about 40 percent of Bremec’s total revenue comes from the pottery chalet, and that they sell thousands of Pacific Home and Gardens products every year.

wide variety keeps customers coming back

For more:Bremec Greenhouse & Nursery, (440) 729-2122 www.bremec.com

Pottery

Name: Bremec Greenhouse & Nursery

Location: Chesterland, Ohio

Founded: 1987

Total area: 27 acres

Pottery chalet: 4,700 square feet

The products that we sell in our pottery chalet make up 40 percent of Bremec’s total revenue.”

– Jim Potter

DID yOU kNOw? In addition to its pottery chalet, Bremec’s Garden Centers also has a specialized pond shop and fountain studio.

A wide variety of high quality, unique pottery makes

Bremec’s pottery shop thrive.

http://www.bremec.com

From Design to Finish

PV-203

August 21st-23rdBooth 1001

AmericasMart AtlantaAtlanta July Gift Show

and Permanent ShowroomBuilding 2 West Wing 9c90-105

*Now Pre-Booking 2013 Direct Containers*Call us today to arrange your visit to

one of our warehouses.

West Coast2195 Alpine Way

Hayward, CA 94545510-259-0199

East Coast5252 Snapfinger Woods Dr.

Decatur, GA 30035678-518-8471

vwww.pacifichomeandgarden.com



SpecificS:

Bardy Farms & Greenhouses in Warren, N.J. is a successful greenhouse and retail garden center that has been in operation for over 100 years. Robert Bardy, owner of the company, firmly be-lieves that the products that they sell in their retail garden center should be the same high quality

as the ones they use in their 1-acre on-site greenhouse. Soil is no exception. When deciding on the best soil to use in their greenhouse, Bardy considered several factors. First, it

should contain an effective wetting agent that holds sufficient moisture. However, it needs to be light enough to drain. The soil should also contain enough nutrients to provide adequate food for the plant, from the very beginning and throughout its early development. Lastly, the soil should offer high-quali-ty, stable performance from beginning to end, at a good price.

ASB Greenworld soil products satisfied all of these requirements, and Bardy also stocks them in the retail store. “We use ASB soil for everything — it’s consistent, has a good wetting agent and is reason-ably priced,” affirms Bardy. “I like to sell what I use.” Bardy’s sales show just that — he estimates that he sells about three to four tractor-trailer loads of ASB Greenworld soil products every year.

Start with high-quality soil products to reap increased profits

For more:Bardy Farms & Greenhouses, (732) 356-4244 www.bardyfarms.com

Good quality soil is

essential during early

plant growth.

Soils

Name: Bardy Farms & Greenhouses

Location: Warren, N.J.

Founded: In 1904 by Russian immigrant Abraham Bardy

Retail greenhouse: 1 acre

Retail store/farm market: Approx. 8,000 square feet

We use ASB soil for everything - it’s consistent, has a good wetting agent and is reasonably priced. I like to sell what I use.”

– Robert Bardy

DID yOU kNOw? Bardy Farms & Greenhouses has had a farmers market since the business started in 1904. All of the greenhouse produce is grown on site, while other goods are brought in from local farms.

http://www.bardyfarms.com

ASB Greenworld Inc.Mattaponi / Virginia 23110, Toll Free: 1-877-476-4444Valdosta / Georgia 31603, Toll Free: 1-800-633-5156

• Simplify your business - simplify your life!

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ASB GREENWORLD

• Order all your products from one company: Premium and Standard soils, mulches, peat moss and more

• Quality first - value second, to NONE!

• Save time - save moneyand differentiate your Garden Center with Quality Products from ASB Greenworld!

Your One Stop Supplier! www.asbgreenworld.com



SpecificS:

SATO tags that reinforce the Pine Island Nursery brand have helped make fruit tree sales more fruitful over the past 15 years. By allowing the nursery to put the brand front and center on care tags, each tree is easily recognizable as a Pine Island Nursery production.

Pine Vice President Erik Tietig keeps coming back to SATO because they deliver what the nursery wants at a great price, and they deliver it on time. “We look for quality, price and service — all of those three factors and besides that, being able to deliver on all of those three factors on time,” he says.

The nursery works with SATO to create custom color care tags for their fruit trees, and although they considered other tag options, Pine Island Nursery loved the design process at SATO. Tietig could provide the photo on the tag along with suggestions on how he wanted the tags to look.

“They came up with the best design by far,” he says. “It allows us to brand our product with the care tag, so it makes our particular fruit trees recognizable just through the tag. People instantly know it’s a Pine.”

Branding is easy with the right labels

For more:Pine Island Nursery,(305) 233-5501www.tropicalfruitnursery.com

Tags & labels

Name: Pine Island Nursery

Location: Miami, Fla.

Founded: 1972

Total area: 20 acres

It allows us to brand our product with the care tag, so it makes our particular fruit trees recognizable just through the tag.”

– Erik Tietig


Tags can make it simple to reinforce a brand and help

customers succeed.

DID yOU kNOw? Pine Island carries all kinds of exotic fruit trees like dragon fruit, lychee and sapodilla.

http://www.tropicalfruitnursery.com

For all your tag and label printing needs, rely on SATO!

Our tags, labels and signs are available in a wide variety of innovative options. But if you don’t see the product you need - just ask! Our trained horticulture specialists can help create a custom design to meet your exact needs.

TAG? SATO’S IT.

www.satoamerica.com/hort

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Call 1-800-874-4465 for more information or to find an Authorized Master Reseller in your region.

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SERVING LEADING INDEPENDENT GARDEN CENTER RETAILERS …giecdn.blob.core.windows.net/fileuploads/file/profits_suppl… · 76 increasing Profits suPPlement June/July 2012 increasing