EIGC - The Eastern Show for IGCs!
Valley Forge Casino Resort

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EIGC-The Eastern Show for IGCs!
Valley Forge Casino Resort

Philadelphia Metro Area, PA | August 2-4, 2016

 

Show Hrs: Tuesday 12-6, Wednesday 10-6, Thursday 10-2

 
Register Now
 
 

About the Conference

Interested in exhibiting @ EIGC? Contact Rob Bailey at Rob@IGCShow.com

  Hit The Jackpot at EIGC!
Eastern Trade Show & Conference Raises the Stakes for Your Success

EIGC serves the special interests of Independent Garden Centers in the Eastern United States with a top-notch trade show of hand-selected products, as well as regionally relevant keynotes, educational conference sessions and peer-to-peer networking opportunities.

It’s Free to All - trade show, three morning keynotes and Tuesday’s Party & Disco-Retro Concert featuring Gloria Gaynor, known for her hits “I Will Survive,” “Never Can Say Goodbye” and more. Plus, Sign Up for These Extras - EIGC Retailer Conference and Monday Garden Center Tour.

EIGC is the must-attend event for Eastern IGCs. Register Today!

 

 

Keynotes – Free to All!
Get Inspired Each Morning Before the Trade Show Opens

 

Speaker Image
John Tierney
New York Times Science Columnist
Challenges Convention
“Why Recycling Is Really A Waste!”
His message will surprise you! Tierney brings his contrarian points of view to EIGC.
CLICK FOR FULL DETAILS.

 

Speaker Image
Jonathan Bardzik
Washington, DC-based Chef & Garden Cookbook Author
“Sell Garden Fresh Flavor Year-Round!” Your edible sales are about to get even bigger! Kitchen gardening and cooking demos will get you there in any season. New ideas you can put to work now!
CLICK FOR FULL DETAILS.
Speaker Image
Bruce Crawford
Director, Rutgers University's Arboretum & Public Garden
“The Biggest, Baddest, Boldest Containers In The East”
Container gardening trends! New combos & funky looks that will make Millennials swoon.
CLICK FOR FULL DETAILS.

Gloria Gaynor,
FREE Concert & Party

Get Connected &
Groove Tuesday Evening!

Glamorous Gloria Gaynor, loved for her inspirational anthem “I Will Survive,” performs her hits live Tuesday evening in a special EIGC Disco-Retro Concert & Party at Valley Forge Casino Resort. We’ll see you there, at the fun and networking event of the year! Party starts at 6 pm, Gloria takes the stage 6:45 – 8 pm. Brought to you by your friends at Bonide Products and Garden Centers of America.

 

Brought To You By Your Friends At

 

 

 


 
EIGC Retailer Conference

 

It’s 2 Days of the Industry’s Best Education - Workshops & Networking
Wednesday
11 am - 12 pm


Track 1 | Wednesday 11 am - 12 pm

Matt Britton: Millennials Demystified

Who Are These Creatures We Call ‘Millennials’ & What Do They Want from Us?

 

Speaker Image

Get an overview of Millennials as “The Great Disruptors” - and find out why traditional marketing doesn't work with them. This session is a call to action for garden centers to see things from YouthNation consumers' perspectives to sell to them better. Millennials are more dedicated to spending on experiences than product. What do they look for in the shopping experience, and how can garden centers give them that? When Millennials purchase, they're spending on things that will build their own “brands” - how can garden centers sell to that? This session will look at DIFTI (Did It for the Instagram) and what that means for your store. Got questions about young consumers? Matt’s ready to answer them for you.
Note: Matt appears Wednesday only, don't miss seeing him!

Matt Britton is America’s Leading Expert on Selling to Millennials. He has consulted more than half the Fortune 500 on youth marketing strategies, including Procter & Gamble, Visa, Coca-Cola, Nike and Microsoft.

 

Track 2 | Wednesday 11 am - 12 pm

Florists’ Review: Floral At Its Finest
Presented by David Coake & Lori McNorton

The American Floral Trends Forecast 2016-17

Speaker Image

The American Floral Trends Forecast is the preeminent style report for the floral industry, published by Florists’ Review magazine. Discover the flowers, foliage, containers, accessories, arrangement styles, color palettes and more cited as the hottest trends influencing consumer purchases. Four popular themed motifs examined in depth include “Luxe Avenue,” the definition of today’s high-end urban elegance and formality, tempered with a comfortable casualness that’s in harmony with modern lifestyles; “Park Manor,” the latest incarnation of blue-based style, embracing classic centuries-old patterns, shapes and designs from a miscellany of world cultures blended with organic materials and handcrafted elements; “Pearl Lane,” midcentury nostalgia updated for today’s world and anchored by muted pastels; and “Casa Tropicana,” reflecting the vibrancy of tropical Latin American cultures mixed with retro 1960s-70s and bohemian influences.
Note: You may also catch this session on Thursday from 10:10 - 11:10 am.

David Coake is the Editorial Director of Florists’ Review and Super Floral magazines. He has worked in nearly every segment of the floral industry, including retail wholesale, wire service and education.

Lori McNorton is the Floral Design Coordinator of Florists’ Review and Super Floral magazines. She has more than 30 years’ experience in the floral industry, and maintains a studio floral business.

 

Track 3 | Wednesday 11 am - 12 pm

Linda Cahan: Visual Va-Va-Voom!

Let’s Get Visual! Put More Muscle Behind Your Merchandising

 

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Blow out the dust from your garden center and get energized with a store makeover. This is your inside look at 10 easy and affordable ways to create a fresh shopping experience in your existing retail space. Find out how to keep your customers coming back to see what’s new from you - and how to keep refreshing your store on an ongoing basis so it inspires shoppers every time. Jump in with your questions, and take back easy and inexpensive visual merchandising solutions for your store. Get trained in the newest ways to use color to score more sales. Find out what’s new in lighting and signage, with fun ideas that will beef up your garden center’s brand. This session will get you pumped with visual studies from successful independent garden centers.

Linda Cahan is a published author of visual merchandising handbooks, as well as custom corporate visual standard manuals for major retailers, including American Express TRS, Saks Fifth Avenue and Lancome Cosmetics.

 

Track 4 | Wednesday 11 am - 12 pm

Steve Bailey: Dollars & $ense

Simplify Your Payroll Budget for Long-Lasting Labor Pain Relief

 

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Are you feeling labor pains? Get relief here in this interactive session. The second largest expense in any independent garden center is labor and its related costs. Many issues cloud our ability to control labor costs, including family, worker efficiency, the number of full-time vs. seasonal staff, and increasing or decreasing revenues. All of these can hinder your garden center's arrival at the goal percentage it needs to achieve profitability. Compounding the problem are the varying payroll needs for diverse operations. Running a garden center that is connected to a growing facility and/or a landscape operation requires recognizing the payroll percentage goals in each and tailoring your goals to meet those expectations. You’ll walk away from this session with strategies for achieving efficient labor costs that are simple to manage.

Steve Bailey began his career working at a garden center while attaining a bachelor's degree in plant and soil science with a specialization in business. He has more than 40 years of experience in the IGC industry, including 18 years as a garden center owner. He is the Financial Analysis Consultant for The Garden Center Group, focusing on margins, inventory control and profitability.

 

Track 5 | Wednesday 11 am - 12 pm

 

Judy Sharpton: Store Improvements - Unplugged

Inside Store Sales: Decluttering the ‘Necessities’ & ‘Niceties’

 

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Interior retail space is always too small, just ask any independent garden center retailer. There’s never enough. So how much space do you really have in your store? Bring your store’s dimensions - vertical and horizontal - and your “arguments” that defend your current use of the space. Ask yourself, “What is the toughest space issue we have to resolve?” Does the resistance to change lie with the owner or staff - or maybe even you? Your homework in prep of this session: Find three products on the IGC trade show floor that you could profitably add to your “necessities” and/or “niceties” sales areas. Now - what five products will you replace?

Judy Sharpton, Owner of Growing Places Marketing, specializes in on-site consultations on store design, renovation, branding, and product selection and placement exclusively for independent garden centers.

Wednesday
2 - 3 pm


Track 1 | Wednesday 2 - 3 pm

Matt Britton: Millennials Demystified

Create a Store Brand that Makes Millennial Consumers Want to Get to Know You

 

Speaker Image

People are brands, brands are people - what is your garden center brand’s persona? Transform your garden center’s brand into a living, breathing element. YouthNation consumers expect to hear from you directly. In all of your communications to them, you must make an impression that’s authentic, interesting and engaging. Your store shopping experience must be shareable - find out how to spread the love. Learn how to develop an effective content strategy for your garden center, and the importance of finding the right person to manage it. Determine what look, tone and feel you should aim for and map a path to get there. Matt will share global best practices from top lifestyle brands that you can integrate into your garden center’s strategy right now.
Note: Matt appears Wednesday only, don't miss seeing him!

 

 

Track 2 | Wednesday 2 - 3 pm

Florists’ Review: Floral At Its Finest
Presented by David Coake & Lori McNorton

Simple Design Tips & Tricks for Your Store’s Floral Department

 

Speaker Image

Arranging flowers is fun, especially when you’re privy to professionals’ tips and tricks that will make your floral department’s designs as profitable as they are beautiful. You’ll take back proven practices for everything from creating sturdy mechanics and well-constructed arrangements to properly processing, caring for and arranging flowers so they last as long as possible in your customers’ homes. Learn how to take a few stems of flowers and foliage and create arrangements bursting with beauty. See how to use unusual cuttings from plants in your garden center’s greenhouse to enhance your floral arrangements and reduce your product costs. Bring your toughest questions to this session for answers from the floral experts.

 

Track 3 | Wednesday 2 - 3 pm

Linda Cahan: Visual Va-Va-Voom!

Store Spruce-Ups on a Shoestring Budget – IGC Hands-On Workshop

 

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Get actionable ideas on how to work with what you’ve got or what you can change in your garden center’s store layout to get the most bang for your buck. This collaborative session will show you what’s trending now so you can pick and choose which elements will work best for your store. During this hands-on workshop, you’ll have the opportunity to create a floor plan that flows. You’ll learn how your customers prefer to shop vs. how we’ve trained them to shop. Take back lighting solutions that will deliver real results and long-term savings. Something about your store setup irking you? Share it with the group – their input may help you get it just right.

 

Track 4 | Wednesday 2 - 3 pm

Steve Bailey: Dollars & $ense

Simplify Your Buying Budget Down to Three Numbers

 

 
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Good buying is a mix of buyer’s intuition and a budget. While we cannot help you with buyer’s intuition, which involves trend and style, the second part of that equation, a budget, is doable. Recognizing the basic elements of a buying budget – revenues, margin and inventory on hand – is the first step in constructing a buying budget. Knowing how these pieces of the puzzle, called a buying budget, work together will enable you to construct a model that only requires three numeric entries to arrive at your purchasing goal for an item, category or store - or anything in between. You’ll take back ways to develop a buying budget that is simple to construct, easy to manage and helps control your inventory.

 

Track 5 | Wednesday 2 - 3 pm

Judy Sharpton: Store Improvements - Unplugged

Outdoor Sales Do-Over – From Bland Nursery Yard to a Setting that Sells

 

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The outdoor yard is often the largest selling area at a garden center - and the most confusing for customers, who ask, “What is all this green stuff?” The nursery yard is the perfect department to recall the adage, “Your customer does not know what you know.” How can you merchandise these products in this area in a way that makes sense to your customers and help your staff sell them at the same time? Even more, how can you inspire your customers with an environmental setting that makes them say, “I want exactly that in my backyard?” Bring a sketch of your store’s nursery yard and your most pressing questions in need of immediate answers – you’ll get them here.

Wednesday
3:15 - 4:15 pm


Track 1 | Wednesday 3:15 - 4:15 pm

Matt Britton: Millennials Demystified

Your Garden Center's Story Is the Key to Connecting with Millennials - So Tell It

 

Speaker Image

Robert Hendrickson put the question out there last summer at the IGC Shows: “So What's Your Story?” Now, learn more about how important your story is to Millennial consumers, and how to tell it in a way that really reaches them. Discover how to use storytelling to drive store traffic and conversion. Find out how the best brands today are using stories to create meaningful engagement and a lasting impact on their audience. Flip your approach from selling stuff to offering value to your audience, and you'll see lasting results at the register. Matt will help you identify your customer’s unmet needs and figure out where your store’s brand fits in. Learn the difference between content and advertising. Find out what social platforms are best for you to tell your story.
Note: Matt appears Wednesday only, don't miss seeing him!

 

 

Track 2 | Wednesday 3:15 - 4:15 pm

Florists’ Review: Floral At Its Finest
Presented by David Coake & Lori McNorton

Wedding Floral Trends for Independent Garden Centers

 

Speaker Image

Florists’ Review’s annual Picture-Perfect Weddings Contest presents the opportunity to examine the themes and types of florals brides are selecting for their weddings across the country. One recent trend that favors garden centers is the popularity of distinctive blooms, foliage, plants, vines and fruited branches in bouquets and decorations. Get in on this key trend and others your customers are following to register more wedding business. You’ll learn the latest on bridal spending; the hottest and most-requested flowers, decor, wedding themes and colors; the sizes and types of today’s weddings; and more. When you leave this session, you’ll know what your bridal customers want before they even walk into your garden center.

 

Track 3 | Wednesday 3:15 - 4:15 pm

Linda Cahan: Visual Va-Va-Voom!

Give Your Garden Gift Displays a Makeover – IGC Hands-On Workshop

 

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Get inspired as part of a team that designs the “ultimate” garden center gift shop during this hands-on workshop. Throw out ideas you’ve been considering for your garden center for meaningful feedback from your peers. This fun, fast-paced brainstorming session will bring fresh pizazz to your garden decor and gift displays. Each team will have the opportunity to present their garden center gift shop concept to the group, and Linda will chose the best. Everyone who participates in this collaborative effort is a winner - taking home the prize of new ideas that will give your gift and decor displays a championship boost.

 

Track 4 | Wednesday 3:15 - 4:15 pm

Steve Bailey: Dollars & $ense

Simplify Your Pricing Strategies

 

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Let’s face it – you are a retailer, and your goal in retail is to sell a product and make money doing so. The pricing strategy you employ to affix a selling price to your products affects two major factors in retail – who you sell your product to and the number of units your customers take out the door. Mark-up, vendor, competitive and psychological pricing are just some of the strategies we will discuss that play that major role in your profitability. Knowing which one pricing strategy to use – or a combination thereof – that will work for you is very, you guessed it, simple!

 

Track 5 | Wednesday 3:15 - 4:15 pm

Judy Sharpton: Store Improvements - Unplugged

Entrance, Checkout, Exit: How to Relieve Sales-Killing Congestion

 

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Every customer needs elbow room. Congestion in your store is a sales-killing event, especially in the busiest seasons. What choices can you make now at your garden center to relieve troublesome congestion? What will you have to compromise to do so? Think about it: How could you improve your labor-to-sales ratio if you reorganized the cash wrap? Step back and take a wide view. What is causing the congestion at your garden center, and what can you do about it? Bring scale drawings of your garden center’s entrance, cash wrap and any other dead-end space in your store. We’ll all put our heads together for ideas you can put in place now.

Thursday
10:10 - 11:10 am


Track 2 | Thursday 10:10 - 11:10 am

Florists’ Review: Floral At Its Finest
Presented by David Coake & Lori McNorton

The American Floral Trends Forecast 2016-17

Speaker Image

The American Floral Trends Forecast is the preeminent style report for the floral industry, published by Florists’ Review magazine. Discover the flowers, foliage, containers, accessories, arrangement styles, color palettes and more cited as the hottest trends influencing consumer purchases. Four popular themed motifs examined in depth include “Luxe Avenue,” the definition of today’s high-end urban elegance and formality, tempered with a comfortable casualness that’s in harmony with modern lifestyles; “Park Manor,” the latest incarnation of blue-based style, embracing classic centuries-old patterns, shapes and designs from a miscellany of world cultures blended with organic materials and handcrafted elements; “Pearl Lane,” midcentury nostalgia updated for today’s world and anchored by muted pastels; and “Casa Tropicana,” reflecting the vibrancy of tropical Latin American cultures mixed with retro 1960s-70s and bohemian influences.

David Coake is the Editorial Director of Florists’ Review and Super Floral magazines. He has worked in nearly every segment of the floral industry, including retail wholesale, wire service and education.

Lori McNorton is the Floral Design Coordinator of Florists’ Review and Super Floral magazines. She has more than 30 years’ experience in the floral industry, and maintains a studio floral business.

 

Track 3 | Thursday 10:10 - 11:10 am

Linda Cahan: Visual Va-Va-Voom!

Take Your Sales from 18 to 80! Rev Up Your Store’s Appeal to Every Generation

 

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Your Boomer customers aren’t “just old people” any more than Gen Z shoppers are “just kids.” Understanding how each generation shops will give you the key to making the best decisions on how to approach each person, as well as your store design - from decor to lighting, signs and layout. Floor level changes, stairs, seating, aisle widths and lighting levels are just a few of the elements you need to consider. While each generation is looking for something different when they shop your garden center, there are ideas that work across the board to create a positive and memorable experience for customers of all ages. Questions about how to best serve and sell to your demographic? Bring them here for answers!

Linda Cahan is a published author of visual merchandising handbooks, as well as custom corporate visual standard manuals for major retailers, including American Express TRS, Saks Fifth Avenue and Lancome Cosmetics.

 

Track 4 | Thursday 10:10 - 11:10 am

Steve Bailey: Dollars & $ense

Simplify the Margin Ratios That Determine Profitability

 

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Margin is the essential element needed to cover expenses and allow profit to occur. Measuring and managing the margin ratios that are so critical to profitability are what determine retail success. No matter what inventory you are managing, gross margin return on inventory investment (GMROII) blends margins and turns together in a result that makes category-to-category comparisons meaningful. Gross margin return on labor is a measure of labor efficiency. And gross margin on footage will help you determine the most efficient use of your garden center space. It’s simple, once you know what to track and how to track it!

Steve Bailey began his career working at a garden center while attaining a bachelor's degree in plant and soil science with a specialization in business. He has more than 40 years of experience in the IGC industry, including 18 years as a garden center owner. He is the Financial Analysis Consultant for The Garden Center Group, focusing on margins, inventory control and profitability.

 

Track 5 | Thursday 10:10 - 11:10 am

 

Judy Sharpton: Store Improvements - Unplugged

Where Are You with Container Gardens? A Baseline Reading to Put a Plan in Place

 

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Almost every garden center does containers. But is it profitable for you? It should be a major source of sales and revenue for your store. Bring a 25-word “elevator speech” describing your current container gardening department (or be prepared to recite one on the spot). Tell the truth. What works, and what doesn’t? What’s missing? Do you have a staff or a container gardening “artiste?” Do you offer to put up your customers’ containers? How do you communicate your container gardening services to your customer base? This is your opportunity to establish a baseline for your garden center’s container gardening department development. This interactive session will be an eye-opener for everyone involved.

Judy Sharpton, Owner of Growing Places Marketing, specializes in on-site consultations on store design, renovation, branding, and product selection and placement exclusively for independent garden centers.

Thursday
11:20 am - 12:20 pm


Track 2 | Thursday 11:20 am - 12:20 pm

Florists’ Review: Floral At Its Finest
Presented by Bill Lindeman, AIFD

Boosting Garden Center Profits with Balloons & Add-Ons

 

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Balloons are low-cost and easy-to-store, and they generate high profit margins for garden center floral departments. This fun and informative session will provide the basic information you need to make more money with balloons and other floral department add-ons. The instructor will demonstrate tips and techniques for working with and selling balloons as finishing touches. Discover a variety of other products that are easy to insert into your customers’ plants or flower arrangements, such as plush, ribbons and small keepsake/giftware items. Including a simple assortment of balloons and other low-cost add-ons in your floral offerings will produce substantial sales for your garden center all year long.

Bill Lindeman, AIFD, is a member of the Visual Merchandising Team at Burton + Burton in Bogart, GA, where he designs the company’s showrooms and conducts educational classes and workshops.

 

Track 3 | Thursday 11:20 am - 12:20 pm

Linda Cahan: Visual Va-Va-Voom!

60 Displays Under $100 in 60 Minutes

 

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On your mark … get set … It’s the 60-Display Dash! Your visual merchandising sets the course in shaping the ambiance of your garden center’s shopping experience. Creative presentations in-store let your customers know you are the best source for design ideas for their homes. Make them want to learn from you! During this idea-marathon session, you’ll discover new ways to create customer-stopping displays, from cross-merchandising and better buildups to props, plus the essential elements of dynamic visual merchandising. It’s the display inspiration warm-up that will get more customers to your checkout lines faster. And the best part – all 60 displays in the lineup won’t break your budget.

 

Track 4 | Thursday 11:20 am - 12:20 pm

Steve Bailey: Dollars & $ense

Simplify Your Product Mix – You Are What You Sell

 

 
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As your garden center grew, your product mix evolved. And during that evolution process, you expanded and added product lines that have contributed to the overall profitability of your center. But was that “growth” in an area that will make money for your center? In selling a product, there are areas of profit opportunity, and there are areas that are, well, not so profitable in the proportions many garden centers now possess. Maybe it’s time to step back and trim your product mix down to the appropriate ratio of “must haves” vs. “wanna have”. It’s a process you will find – simple.

 

Track 5 | Thursday 11:20 am - 12:20 pm

Judy Sharpton: Store Improvements - Unplugged

Where Do You Want to Go with Container Gardens?

 

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Consumers of all ages and income levels have told us container gardens are their No. 1 choice. For independent garden centers, this trend offers the opportunity for profitable year-round sales. So what can you do to start up or improve this department at your store? Is your container gardening department in a high-visibility area – or is it hidden out of sight? What support products should you sell? What did you spot on the IGC trade show floor that you can add to this department – share it with the group! Bring your to-scale site plan to pinpoint the best location for your container gardening department. Then take this program back home with you on a thumb drive and use it as a staff training opportunity.

Wednesday
11 am - 12 pm


Track 1 - Room ? | Wednesday 11 am - 12 pm

Matt Britton: Milliennials Demystified

Who Are These Creatures We Call ‘Millennials’ & What Do They Want from Us?

 

Speaker Image

Get an overview of Millennials as “The Great Disruptors” - and find out why traditional marketing doesn't work with them. This session is a call to action for garden centers to see things from YouthNation consumers' perspectives to sell to them better. Millennials are more dedicated to spending on experiences than product. What do they look for in the shopping experience, and how can garden centers give them that? When Millennials purchase, they're spending on things that will build their own “brands” - how can garden centers sell to that? This session will look at DIFTI (Did It for the Instagram) and what that means for your store. Got questions about young consumers? Matt’s ready to answer them for you.
Note: Matt appears Wednesday only, don't miss seeing him!

Matt Britton is America’s Leading Expert on Selling to Millennials. He has consulted more than half the Fortune 500 on youth marketing strategies, including Procter & Gamble Visa, Coca-Cola, Nike, and Microsoft.

Wednesday
2 - 3 pm


Track 1 - Room ? | Wednesday 2 - 3 pm

Matt Britton: Milliennials Demystified

Create a Store Brand that Makes Millennial Consumers Want to Get to Know You

 

Speaker Image

People are brands, brand are people - what is your garden center brand’s persona? Transform your garden center’s brand into a living, breathing element. YouthNation consumers expect to hear from you directly. In all of your communications to them, you must make an impression that’s authentic, interesting and engaging. Your store shopping experience must be shareable - find out how to spread the love. Learn how to develop an effective content strategy for your garden center, and the importance of finding the right person to manage it. Determine what look, tone and feel you should aim for and map a path to get there. Matt will share global best practices from top lifestyle brands that you can integrate into your garden center’s strategy right now.
Note: Matt appears Wednesday only, don't miss seeing him!

 

Wednesday
3:15 - 4:15 pm


Track 1 - Room ? | Wednesday 3:15 - 4:15 pm

Matt Britton: Milliennials Demystified

Your Garden Center's Story Is the Key to Connecting with Millennials - So Tell It

 

Speaker Image

Robert Hendrickson put the question out there last summer at the IGC Shows: “So What's Your Story?” Now, learn more about how important your story is to Millennial consumers, and how to tell it in a way that really reaches them. Discover how to use storytelling to drive store traffic and conversion. Find out how the best brands today are using stories to create meaningful engagement and a lasting impact on their audience. Flip your approach from selling stuff to offering value to your audience, and you'll see lasting results at the register. Matt will help you identify your customer’s unmet needs and figure out where your store’s brand fits in. Learn the difference between content and advertising. Find out what social platforms are best for you to tell your story
Note: Matt appears Wednesday only, don't miss seeing him!

 

Thursday
11:00 am - 12:00 pm

Track 2 - Room ? | Wednesday 11 am - 12 pm

Florists’ Review: Floral at Its Finest
Presented by David L. Coake & Lori McNorton

The American Floral Trends Forecast 2016-17?

Speaker Image

The American Floral Trends Forecast is the preeminent style report for the floral industry, published by Florists’ Review magazine. Discover the flowers, foliage, containers, accessories, arrangement styles, color palettes and more cited as the hottest trends influencing consumer purchases. Four popular themed motifs examined in depth include “Luxe Avenue,” the definition of today’s high-end urban elegance and formality, tempered with a comfortable casualness that’s in harmony with modern lifestyles; “Park Manor,” the latest incarnation of blue-based style, embracing classic centuries-old patterns, shapes and designs from a miscellany of world cultures blended with organic materials and handcrafted elements; “Pearl Lane,” midcentury nostalgia updated for today’s world and anchored by muted pastels; and “Casa Tropicana,” reflecting the vibrancy of tropical Latin American cultures mixed with retro 1960s-70s and bohemian influences.
Note: You may also catch this session on Thursday from 10:10 - 11:10 am.

David Coake is the Editorial Director of Florists’ Review and Super Floral magazines. He has worked in nearly every segment of the floral industry, including retail wholesale, wire service and education.

Lori McNorton is the Floral Design Coordinator of Florists’ Review and Super Floral magazines. She has more than 30 years’ experience in the floral industry, and maintains a studio floral business.

Thursday
02:00 am - 03:00 pm

Track 2 - Room ? | Wednesday 2 - 3 pm

Florists’ Review: Floral at Its Finest
Presented by David L. Coake & Lori McNorton

Simple Design Tips & Tricks for Your Store’s Floral Department

 

Speaker Image

Arranging flowers is fun, especially when you’re privy to professionals’ tips and tricks that will make your floral department’s designs as profitable as they are beautiful. You’ll take back proven practices for everything from creating sturdy mechanics and well-constructed arrangements to properly processing, caring for and arranging flowers so they last as long as possible in your customers’ homes. Learn how to take a few stems of flowers and foliage and create arrangements bursting with beauty. See how to use unusual cuttings from plants in your garden center’s greenhouse to enhance your floral arrangements and reduce your product costs. Bring your toughest questions to this session for answers from the floral experts.

Wednesday
3:15 pm - 4:15 pm

Track 2 - Room ? | Wednesday 3:15 - 4:15 pm

Florists’ Review: Floral at Its Finest
Presented by David L. Coake & Lori McNorton

Wedding Floral Trends for Independent Garden Centers

 

Speaker Image

Florists’ Review’s annual Picture-Perfect Weddings Contest presents the opportunity to examine the themes and types of florals brides are selecting for their weddings across the country. One recent trend that favors garden centers is the popularity of distinctive blooms, foliage, plants, vines and fruited branches in bouquets and decorations. Get in on this key trend and others your customers are following to register more wedding business. You’ll learn the latest on bridal spending; the hottest and most-requested flowers, decor, wedding themes and colors; the sizes and types of today’s weddings; and more. When you leave this session, you’ll know what your bridal customers want before they even walk into your garden center.

Thursday
10:10 - 11:10 am


Track 2 - Room ? | Thursday 10:10 - 11:10 am

Florists’ Review: Floral at Its Finest
Presented by David L. Coake & Lori McNorton

The American Floral Trends Forecast 2016-17?

Speaker Image

The American Floral Trends Forecast is the preeminent style report for the floral industry, published by Florists’ Review magazine. Discover the flowers, foliage, containers, accessories, arrangement styles, color palettes and more cited as the hottest trends influencing consumer purchases. Four popular themed motifs examined in depth include “Luxe Avenue,” the definition of today’s high-end urban elegance and formality, tempered with a comfortable casualness that’s in harmony with modern lifestyles; “Park Manor,” the latest incarnation of blue-based style, embracing classic centuries-old patterns, shapes and designs from a miscellany of world cultures blended with organic materials and handcrafted elements; “Pearl Lane,” midcentury nostalgia updated for today’s world and anchored by muted pastels; and “Casa Tropicana,” reflecting the vibrancy of tropical Latin American cultures mixed with retro 1960s-70s and bohemian influences.

David Coake is the Editorial Director of Florists’ Review and Super Floral magazines. He has worked in nearly every segment of the floral industry, including retail wholesale, wire service and education.

Lori McNorton is the Floral Design Coordinator of Florists’ Review and Super Floral magazines. She has more than 30 years’ experience in the floral industry, and maintains a studio floral business.

Thursday
11:20 am - 12:20 pm


Track 2 - Room ? | Thursday 11:20 am - 12:20 pm

Florists’ Review: Floral at Its Finest
Presented by Bill Lindeman, AIFD

Boosting Garden Center Profits with Balloons & Add-Ons

 

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Balloons are low-cost and easy-to-store, and they generate high profit margins for garden center floral departments. This fun and informative session will provide the basic information you need to make more money with balloons and other floral department add-ons. The instructor will demonstrate tips and techniques for working with and selling balloons as finishing touches. Discover a variety of other products that are easy to insert into your customers’ plants or flower arrangements, such as plush, ribbons and small keepsake/giftware items. Including a simple assortment of balloons and other low-cost add-ons in your floral offerings will produce substantial sales for your garden center all year long.

Bill Lindeman, AIFD, is a member of the Visual Merchandising Team at Burton + Burton in Bogart, GA, where he designs the company’s showrooms and conducts educational classes and workshops.

Wednesday
11 am - 12 pm

Track 3 - Room ? | Wednesday 11 am - 12 pm

Linda Cahan: Visual Va-Va Voom

Let’s Get Visual! Put More Muscle Behind Your Merchandising

 

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Blow out the dust from your garden center and get energized with a store makeover. This is your inside look at 10 easy and affordable ways to create a fresh shopping experience in your existing retail space. Find out how to keep your customers coming back to see what’s new from you - and how to keep refreshing your store on an ongoing basis so it inspires shoppers every time. Jump in with your questions, and take back easy and inexpensive visual merchandising solutions for your store. Get trained in the newest ways to use color to score more sales. Find out what’s new in lighting and signage, with fun ideas that will beef up your garden center’s brand. This session will get you pumped with visual studies from successful independent garden centers.

Linda Cahan is a published author of visual merchandising handbooks, as well as custom corporate visual standard manuals for major retailers, including American Express TRS, Saks Fifth Avenue and Lancome Cosmetics.

Wednesday
2 pm - 3 pm

Track 3 - Room ? | Wednesday 2 - 3 pm

Linda Cahan: Visual Va-Va Voom

Store Spruce-Up on a Shoestring Budget – IGC Hands-On Workshop

 

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Get actionable ideas on how to work with what you’ve got or what you can change in your garden center’s store layout to get the most bang for your buck. This collaborative session will show you what’s trending now so you can pick and choose which elements will work best for your store. During this hands-on workshop, you’ll have the opportunity to create a floor plan that flows. You’ll learn how your customers prefer to shop vs. how we’ve trained them to shop. Take back lighting solutions that will deliver real results and long-term savings. Something about your store setup irking you? Share it with the group – their input may help you get it just right.

Wednesday
3:15 pm - 4:15 pm

Track 3 - Room ? | Wednesday 3:15 - 4:15 pm

Linda Cahan: Visual Va-Va Voom

Give Your Garden Gift Displays a Makeover – IGC Hands-On Workshop

 

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Get inspired as part of a team that designs the “ultimate” garden center gift shop during this hands-on workshop. Throw out ideas you’ve been considering for your garden center for meaningful feedback from your peers. This fun, fast-paced brainstorming session will bring fresh pizazz to your garden decor and gift displays. Each team will have the opportunity to present their garden center gift shop concept to the group, and Linda will chose the best. Everyone who participates in this collaborative effort is a winner - taking home the prize of new ideas that will give your gift and decor displays a championship boost.

Thursday
10:10 am - 11:10 am

Track 3 - Room ? | Thursday 10:10 - 11:10 am

Linda Cahan: Visual Va-Va Voom

Take Your Sales from 18 to 80! Rev Up Your Store’s Appeal to Every Generation

 

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Your Boomer customers aren’t “just old people” any more than Gen Z shoppers are “just kids.” Understanding how each generation shops will give you the key to making the best decisions on how to approach each person, as well as your store design - from decor to lighting, signs and layout. Floor level changes, stairs, seating, aisle widths and lighting levels are just a few of the elements you need to consider. While each generation is looking for something different when they shop your garden center, there are ideas that work across the board to create a positive and memorable experience for customers of all ages. Questions about how to best serve and sell to your demographic? Bring them here for answers!

Linda Cahan is a published author of visual merchandising handbooks, as well as custom corporate visual standard manuals for major retailers, including American Express TRS, Saks Fifth Avenue and Lancome Cosmetics.

Thursday
11:20 am - 12:20 pm

Track 3 - Room ? | Thursday 11:20 am - 12:20 pm

Linda Cahan: Visual Va-Va Voom

60 Displays Under $100 in 60 Minutes

 

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On your mark … get set … It’s the 60-Display Dash! Your visual merchandising sets the course in shaping the ambiance of your garden center’s shopping experience. Creative presentations in-store let your customers know you are the best source for design ideas for their homes. Make them want to learn from you! During this idea-marathon session, you’ll discover new ways to create customer-stopping displays, from cross-merchandising and better buildups to props, plus the essential elements of dynamic visual merchandising. It’s the display inspiration warm-up that will get more customers to your checkout lines faster. And the best part – all 60 displays in the lineup won’t break your budget.

Wednesday
11 am - 12 pm

Track 4 - Room ? | Wednesday 11 am - 12 pm

Steve Bailey: Dollars & Sense

Simplify Your Payroll Budget for Long-Lasting Labor Pain Relief

 

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Are you feeling labor pains? Get relief here in this interactive session. The second largest expense in any independent garden center is labor and its related costs. Many issues cloud our ability to control labor costs, including family, worker efficiency, the number of full-time vs. seasonal staff, and increasing or decreasing revenues. All of these can play havoc with ensuring your garden center arrives at the goal percentage it needs to achieve profitability. Compounding the problem are the varying payroll needs for diverse operations. Running a garden center that is connected to a growing facility and/or a landscape operation requires recognizing the payroll percentage goals in each and tailoring your goals to meet those expectations. You’ll walk away from this session with strategies for achieving efficient labor costs that are simple to manage.

Steve Bailey has more than 40 years of experience in the IGC industry, including 18 years as a garden center owner. He is the Financial Analysis Consultant for The Garden Center Group, focusing on margins, inventory control and profitability.

Wednesday
2 pm - 3 pm

Track 4 - Room ? | Wednesday 2 - 3 pm

Steve Bailey: Dollars & Sense

Simplify Your Buying Budget

 

 
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Good buying is a mix of buyer’s intuition and a budget. While we cannot help you with buyer’s intuition, which involves trend and style, the second part of that equation, a budget, is doable. Recognizing the basic elements of a buying budget – revenues, margin and inventory on hand – is the first step in constructing a buying budget. Knowing how these pieces of the puzzle, called a buying budget, work together will enable you to construct a model that only requires three numeric entries to arrive at your purchasing goal for an item, category or store - or anything in between. You’ll take back ways to develop a buying budget that is simple to construct, easy to manage and helps control your inventory.

Wednesday
3:15 pm - 4:15 pm

Track 4 - Room ? | Wednesday 3:15 - 4:15 pm

Steve Bailey: Dollars & Sense

Simplify Your Pricing Strategies

 

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Let’s face it – you are a retailer and your goal in retail is to sell a product and make money doing so. The Pricing Strategy you employ to affix a selling price to your products affects two major factors in retail – who you sell your product to and the number of units your customers take out the door. Mark-up, vendor, competitive, and psychological pricing are just some of the strategies we will discuss that pay that major role in your Profitability.
Knowing which one pricing strategy to use – or a combination thereof – that will work for you is very, you guessed it, Simple!

Thursday
10:10 am - 11:10 am

Track 4 - Room ? | Thursday 10:10 - 11:10 am

Steve Bailey: Dollars & Sense

Simplify the Margin Ratios That Determine Profitability

 

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Note the title said ‘Margin’. Margin is the essential element needed to cover Expenses and allow Profit to occur. Measuring and managing the Margin ratios that are so critical to Profitability are what determine retail success. No matter what inventory you are managing, Gross Margin Return on Inventory Investment (GMROII) blends Margins and Turns together in a result that makes category –to-category comparisons meaningful. Gross Margin Return on Labor is a measure of labor efficiency. And Gross Margin on Footage will help you determine the most efficient use of your garden center space. It’s Simple, once you know what to track and how to track it!

Steve Bailey has more than 40 years of experience in the IGC industry, including 18 years as a garden center owner. He is the Financial Analysis Consultant for The Garden Center Group, focusing on margins, inventory control and profitability.

Thursday
11:20 am - 12:20 pm

Track 4 - Room ? | Thursday 11:20 am - 12:20 pm

Steve Bailey: Dollars & Sense

Simplify Your Product Mix – You Are What You Sell

 

 
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As your garden center grew, your product mix evolved. And during that evolution process, you expanded and added product lines that have contributed to the overall Profitability of your Center. But was that ‘growth’ in an area that will make money for your Center? In selling a product, there are areas of Profit opportunity, and there are areas that are, well, not so Profitable in the proportions many Garden Centers now possess. Maybe it’s time to step back and trim your product mix down to the appropriate ratio of ‘must haves’ vs. ‘wanna haves’. It’s a process you will find – Simple.

Wednesday
11 am - 12 pm

Track 5 - Room ? | Wednesday 11 am - 12 pm

 

Judy Sharpton 'Unplugged': Ask Any Question

Inside Store Sales: Decluttering the ‘Necessities’ & ‘Niceties’

 

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Interior retail space is always too small, just ask any independent garden center retailer. There’s never enough. So how much space do you really have in your store? Bring your store’s dimensions - vertical and horizontal - and your “arguments” that defend your current use of the space. Ask yourself, “What is the toughest space issue we have to resolve?” Does the resistance to change lie with the owner or staff - or maybe even you? Your homework in prep of this session: Find three products on the IGC trade show floor that you could profitably add to your “necessities” and/or “niceties” sales areas. Now - what five products will you replace?

Judy Sharpton, Owner of Growing Places Marketing, specializes in on-site consultations on store design, renovation, branding, and product selection and placement exclusively for independent garden centers.

Wednesday
2 pm - 3 pm

Track 5 - Room ? | Wednesday 2 - 3 pm

Judy Sharpton 'Unplugged': Ask Any Question

Outdoor Sales Do-Over – From Bland Nursery Yard to a Setting that Sells

 

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The outdoor yard is often the largest selling area at a garden center - and the most confusing for customers, who ask, “What is all this green stuff?” The nursery yard is the perfect department to recall the adage, “Your customer does not know what you know.” How can you merchandise these products in this area in a way that makes sense to your customers and help your staff sell them at the same time? Even more, how can you inspire your customers with an environmental setting that makes them say, “I want exactly that in my backyard.” Bring a sketch of your store’s nursery yard and your most pressing questions in need of immediate answers – you’ll get them here.

Wednesday
3:15 pm - 4:15 pm

Track 5 - Room ? | Wednesday 3:15 - 4:15 pm

Judy Sharpton 'Unplugged': Ask Any Question

Entrance, Checkout, Exit: How to Relieve Sales-Killing Congestion

 

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Every customer needs elbow room. Congestion in your store is a sales-killing event, especially in the busiest seasons. What choices can you make now at your garden center to relieve troublesome congestion? What will you have to compromise to do so? Think about it: How could you improve your labor-to-sales ratio if you reorganized the cash wrap? Step back and take a wide view. What is causing the congestion at your garden center, and what can you do about it? Bring scale drawings of your garden center’s entrance, cash wrap and any other dead-end space in your store. We’ll all put our heads together for ideas you can put in place now.

Thursday
10:10 am - 11:10 am

Track 5 - Room ? | Thursday 10:10 - 11:10 am

 

Judy Sharpton 'Unplugged': Ask Any Question

Where Are You with Container Gardens? A Baseline Reading to Put a Plan in Place

 

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major source of sales and revenue for your store. Bring a 25-word “elevator speech” describing your current container gardening department (or be prepared to recite one on the spot). Tell the truth. What works, and what doesn’t? What’s missing? Do you have a staff or a container gardening “artiste?” Do you offer to put up your customers’ containers? How do you communicate your container gardening services to your customer base? This is your opportunity to establish a baseline for your garden center’s container gardening department development. This interactive session will be an eye-opener for everyone involved.

Judy Sharpton, Owner of Growing Places Marketing, specializes in on-site consultations on store design, renovation, branding, and product selection and placement exclusively for independent garden centers.

Thursday
11:20 am - 12:20 pm

Track 5 - Room ? | Thursday 11:20 am - 12:20 pm

Judy Sharpton 'Unplugged': Ask Any Question

Where Are You with Container Gardens? A Baseline Reading to Put a Plan in Place

 

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Almost every garden center does containers. But is it profitable for you? It should be a major source of sales and revenue for your store. Bring a 25-word “elevator speech” describing your current container gardening department (or be prepared to recite one on the spot). Tell the truth. What works, and what doesn’t? What’s missing? Do you have a staff or a container gardening “artiste?” Do you offer to put up your customers’ containers? How do you communicate your container gardening services to your customer base? This is your opportunity to establish a baseline for your garden center’s container gardening department development. This interactive session will be an eye-opener for everyone involved.

 


 
Register Now - Select Your Plan

EIGC Show Experience Package FREE with pre-registration NOW / On-site $29

Includes your access to the hottest new products and proven sellers in the trade show hall Tuesday through Thursday, plus Three Free Keynote and Tuesday’s Opening Night Party with Gloria Gaynor, LIVE in FREE Disco-Retro Concert!

EIGC Retailer Conference ‘All-Access Pass’ Package $256 / On-site $456

EIGC Retailer Conference ‘All-Access Pass’ Package: Includes all the amazing benefits of the EIGC Show Experience Package above, PLUS:

  • Your ‘All-Access Pass’ to the World’s Best Educational Program for IGC Retailers
  • All New INTERACTIVE Discussions Led by the Industry’s Top Minds, Presenting Collaborative, Tried-and-Tested Solutions in Visual Merchandising, Store Spruce-Ups, Marketing to Millennials, Store Finances and More!
  • Featuring Matt Britton’s ‘YouthNation: Marketing to Millennials.’ – Three Sessions, Exclusively at the IGC Shows! Britton is America’s Leading Expert on Selling to Millennials. He has consulted more than half the Fortune 500 on youth marketing strategies, including Procter & Gamble, Visa, Coca-Cola, Nike and Microsoft.
  • Free Lunch Ticket redeemable at any EIGC food concession
  • Free Coffee Service each morning
  • Trade Show, Three Free Keynotes and Tuesday’s Opening Night Party with Gloria Gaynor, LIVE in FREE Disco-Retro Concert!

Don't forget to add! - EIGC Monday Garden Center Tour $155 / On-site $195

Energize your business with an inside look at the best practices that put the area's leading garden centers at the top of their market during the EIGC Garden Center Tour – a daylong excursion on Monday, the day before the show opens. Lunch included.


Exhibitor Fast Track Registration

 

 

 

 

EIGC Show Location
Valley Forge Casino Resort - Easy To Find  & Tons Of Free Parking!