Page 25 - Free State Winter 2022 - Website Version

years ago, after a careful study of market trends, Tom packaging, which requires a lot of attention, as shipping
began building the Amazon.com side of online sales for through common carriers can result in some loss. Logistics
his family’s nursery, and this went live in 2018. Early on, related to shipping can also be a challenge, as Amazon
while online shopping was in its infancy, order volume does not carefully control the process of limiting shipping
was low and went mainly to serious gardeners. Once to appropriate states. Tom notes that there is quite a bit
the pandemic hit and people were spending much more of work involved with the online sales, which should not
time at home, there was a big spike in sales, including be viewed as a replacement for wholesale sales, and
more sales to rural areas. As times are returning to a interested nurseries will need to research carefully before
more normal state, The Perennial Farm has continued pursuing. Overall, this has been an exciting trend for The
to see solid sales volume, including customers from rural Perennial Farm, which has been leading by early adoption
areas who do not have easy access to garden centers, and careful adaptation.
which is a niche they will continue to fill. These online sales American Native Plants, a wholesale native plant nursery
were not a part of the business plan five years ago, but in the Baltimore area, offers online retail sales through
now they definitely have a solid position adding value to its affiliate company Direct Native Plants. Plants offered
the wholesale operations. Benefits to customers include include native trees, shrubs, vines, perennials, ferns, and
the ability to buy quickly from anywhere, while benefits grasses. Natalie Forte, Manager of Direct Native Plants,
to the nursery include adding value to the growing
infrastructure already in place. (continued on next page)
This has been a good
opportunity to work
on re-tooling product
information and
packaging inserts,
in order to help
educate people
about what they
have purchased
and how to
provide care.
Challenges
include

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