We ran this incentive program for 6 months with excellent results and will launch it again in October through year end.Ī: First, it’s a great product, but most customers don’t feel they need soil amendments, so we were not selling a tremendous amount of it. The customer is always told to keep the card for future visits to establish a contact in the nursery, but by using the card, the cashier knew who to credit the sale to. Jim DezellĪ: This was an “unadvertised sale” that was communicated directly from my sales staff to the customer as follows: The sales person would recommend Bumper Crop and tell the customer that they will receive a $1 discount when the customer presents the salesperson’s card to the cashier. So my staff received a $1 SPIFF for every bag sold and the customer received a $1 discount off the normal $14.99 price per bag. We wanted to provide an incentive for our customers to invest in the product and achieve better results with their planting projects. How did it work?Ī: We offered a SPIFF (Sales Performance Incentive Funding Formula) on Bumper Crop Organic Soil Builder (2 cubic foot bags) because it is a terrific product to amend our nutrient deficient Florida sandy soils. Q: Tell me about the incentive you offered staff for selling a specific bagged good.
Owner Jim Dezell shares specific strategies here. (Read more here: bit.ly/2vs4cRM.) However, the garden center is also using strategies to motivate employees to sell and customers to buy products that both groups tend to overlook. During a tour in January of Flamingo Road Nursery, Farmers Market & Garden Center in Davie, Fla., we learned more about the garden center’s pollinator initiatives and related events, its farmers market, the successful bonsai department and how they use structures for wayfinding.
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