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Happy New Year and Welcome to the third annual Slow Flowers’ Floral Insights and Industry Forecast.

Unlike most TREND reports, this compilation tracks changing shifts, emerging ideas and new concepts that are taking hold in the American floral world.  Think of it as your Next, New and Now Report. These topics are gleaned from my conversations and interviews that took place with many of you during 2016– Slow Flowers members, including farmers, florists and creatives.  I know some of you have already experienced these emerging developments and your influence has inspired this list.

If you would like a copy of this report, please click here: 2017-floral-insights [PDF download]

I look forward to your reaction, thoughts, and input on the Slow Flowers’ Floral Insights and Industry Forecast, including the ideas and themes I may have overlooked! I invite you to share yours in the comment section below.

Let’s get started:

#1 WHOLESALERS ARE DISCOVERING AMERICA. In the midst of global floriculture, with trade in cut flowers estimated at more than $100 billion per year, $13 billion of which takes place in the U.S., we’ve been seduced by the notion that the world is our oyster (or flower field).

Mellano & Co. is a Certified American Grown flower farm.

In many markets around the country, the wholesale florist is the only commercial cut flowers and foliage source for floral designers, flower shops and studios to purchase product.Yet after branding themselves as the only way to access a world of floral options, some wholesale florists are returning to their roots, at least in part. They are proactively sourcing from American flower farms large and small to stock their coolers and shelves. And beyond this step, many are also using signage and labeling to inform buyers of the origin of that product.

I believe the explosion of farmer-florists and the growth of small-scale floral agriculture in markets across North America has occurred in part because of frustration with the lack of or limited local sourcing by conventional wholesalers. Let me say that again: Farmer-Florists and small-scale floral agriculture have stepped into the gaping void created when wholesalers turned their backs on local flower farmers. And now they’re waking up to the missed opportunity.

The success of the Seattle Wholesale Growers Market, well-documented by me and on this podcast over the past several years, as well as the continued growth of the farmer-owned Oregon Flower Growers Association market in Portland underscore that demand for local flowers is already in place.

Now we are witnessing a shift among some conventional wholesalers to align their brand with American Grown and Locally-grown flowers. Mayesh Wholesale Florist is the most active in this arena, with active support for Slowflowers.com, American Flowers Week, Lisa Waud’s Flower House Detroit, and other sponsorships.

When Mayesh opened its renovated Portland, Oregon, branch in early November, the company asked me to make a design presentation. The team there was very supportive of my request for all locally-grown product — hat’s off to Mayesh and I certainly expect that their success at the cash register will motivate other conventional wholesale florists to get onboard.

I’ve previously singled out Santa Barbara-based Florabundance, led by Joost Bongaerts, for making the effort to label all California-grown floral and foliage offerings on his online wholesale site. It is an effective tool — one I hope others will emulate. It is certainly a step that demonstrates excellent customer service and an awareness that Florabundance shoppers want to know the origin of the flowers they purchase.

This past fall, I surveyed Slowflowers.com members for their take on a number of topics and trends. When I asked, “If you shop with Conventional Florists, are you finding more American grown and locally-grown product than in the past?” 70 percent of respondents said yes.

Here are a few of the specific comments to elaborate:

• I request American grown from my Rep, and I think there are more boutique, seasonal items that are coming from smaller farmers
• I have been asking my conventional wholesalers to bring in more American grown product and I think it is helping. The “American Grown” branding really helps us to know that is happening.
• It’s definitely taking place and some people at the conventional wholesalers are proud to share that their products are American grown.

This last comment reflects that the industry still has far to go. One member noted:

• It’s a toss up. They say they want to add more but I’m not sure if they are working really hard at. And they don’t do a very good job at advertising what is local and what is not. My Rep knows that I want American grown but still have to ask every time

#2 MORE FARMS SELLING DIRECT. This insight is closely connected with item number one.

In general, the conventional wholesale model is changing, as traditional channels of floral distribution are disrupted. I predict that more flower farms will seek and establish new ways to bypass the conventional wholesale pipeline and market direct to florists and consumers. This is a hot topic and certainly one that’s hard to find anyone willing to go on record to discuss.
Our Slow Flowers survey revealed numerous sales channels among flower farmers. Granted, the majority of Slow Flowers farm-members are small-scale producers, but I believe they are the ones modeling how diversification and direct-to-florist commerce can succeed. When asked about their distribution channels, our respondents cited the following top three outlets:

• Seventy percent are growing flowers for their own weddings and event clients;
• This is followed closely by farms selling direct to other florists and wedding designers, at around 67 percent
• With 53 percent of flower farms reporting they sell to local flower shops
  After this top tier, the percentages drop down to one third of respondents who sell flowers via farmers’ markets and CSA subscribers (basically consumer-direct) and about one-quarter who sell to local wholesalers and grocery/supermarket buyers.There is another farm-direct model, and here’s where I think the disruption is most revealing. A number of large farms are experimenting with direct-to-florist and direct-to-consumer models.

There is another farm-direct model and here’s where I think the disruption is most revealing. A number of large farms are experimenting with direct-to-florist and direct-to-consumer models. A few successful single-crop models have been in place, such as Danielle Hahn’s Rose Story Farm, which in the past few years has shifted almost completely away from selling through wholesalers to florist-direct fulfillment, and many of the Alaska peony growers who sell direct to florists and consumers.

Now, diversified, large-scale growers are beginning to spin off consumer-focused web shops, such as Sun Valley’s Stargazer Barn or Resendiz Brothers’ Protea Store. In the scheme of things, these new ventures are moving only a small fraction of their parent farms’ floral inventory.

But I predict that as large farms bend to demand for farm-direct sourcing of flowers (by consumers and florists alike), the path from field to bouquet will speed up and perhaps take fewer detours through brokers and wholesalers. That means fresher, more seasonal and better value for all floral customers.

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Miniature cymbidiums in all their glory, offset with calla lily foliage from Danielle Hahn’s private landscape at Rose Story Farm in Carpinteria, CA.

On the road with the Slow Flowers Challenge, I’m in Southern California this week to do some story scouting, podcast interviews and to attend the winter board meeting of the Garden Writers Association in Pasadena.

So naturally, I wasn’t able to create my own seasonal and local bouquet!

Orchids are a wonderful winter-blooming option for every climate.

Love this glossy calla lily foliage, another seasonal option from Dani’s garden.

From Ann Sensenbrenner, owner of Farm to Vase in Madison, Wisconsin. This was her New Year’s arrangement featuring conifers and evergreens, ilex berries, dried grasses, dried seed heads and dried flowers.

From Kate Dagnal of Goose Creek Gardens in Oakdale, Pennsylvania.
Kate posted this arrangement on Jan. 16th as part of her “Friday Night Romance” series, a peek at the bouquets she creates each week.
I love how this arrangement features late-season Dusty Miller, as well as gorgeous juniper berries, dried hydrangea flowers, dried grasses.
I actually think I see a few succulents in this bouquet, too!

TIP: From the Flower Farmer

Red twig dogwood (Cornus sericea) with Cymbidium ‘Sleeping Dream Castle’.

Red twig dogwood (Cornus sericea) with Cymbidium ‘Sleeping Dream Castle’

 

 

 

 

 

 

 

 

 

 

 

 

Orchids make great cut flowers!

Agaves and climbing roses thrive in companionable harmony at Rose Story Farm. 

My 11-day road trip took me by plane to Southern California and back home again behind the wheel of a rental car as I happily drove north on U.S. Hwy. 101 through a beautiful and ever-changing coastal landscape.

The trip began on April 6th when I landed at Burbank Airport, my favorite airport destination these days. I picked up the rental car and hit Ventura Freeway, passing by scenery so familiar to me from the four years we lived in this area. 

The arbor creates a rose allee that intersects growing fields – with the natural landscape creating a lovely backdrop

My destination was Carpinteria and Rose Story Farm. The setting sun ahead of me as I drove northwest, I turned off of the freeway at Casitas Pass Blvd. and headed away from the ocean, toward the foothills.

A humble sign, “Rose Story Farm,” greeted me at the end of a long, one-lane driveway (curses, speed bumps!) that runs along the edge of several acres of farmland. Current crop: sunflowers. Then, up ahead, towering palm trees, their presence here oddly normal, and an iron gate. I rang and heard Danielle Hahn’s voice through the speaker box: “Welcome! We’re just about to eat dinner – meet us in the barn.”

The facade of the old stables is clad in a vigorous climbing rose. 

The roses are in the foreground; the stable’s rooftop in the background.

I’ve been to Rose Story Farm on three previous occasions (read previous blog posts here and here), and yet the charm and old-Santa-Barbara character still excites. Dani and her husband Bill Hahn have converted the former horse stables into the headquarters for their organic cut rose business. What once was the large tack room is now a grand family room, with a giant stone fireplace, soaring beams, cozy upholstered sofas and a big trestle table where three generations of the family were sharing dinner. I joined them for some of the most delicious Mexican take-out I’ve ever eaten.

I shared that meal with Dani and Bill, their son Will and his girlfriend Anne, and Dani’s lovely mother Patti D’All Armi. The stimulating conversation set the tone for a magical visit surrounded by friendship and fragrant roses. It was just the beginning of my three days in the Carpinteria-Santa Barbara area.  

The gathering location for my Slow Flowers/American Grown lecture to the Garden Club of Santa Barbara

The impetus for my arrival was Dani’s invitation a year in advance to speak to the Garden Club of Santa Barbara at one of its monthly meetings. We dreamt up a two-part event, with my Monday morning lecture about the American Grown Flower Movement, followed by a lunch break, leading to a hands-on floral design workshop.

Typically, I like to cap hands-on design workshops at 25 students, maximum. Well, somehow this workshop climbed to 52!!! Yikes, without Dani, Patti and Anne’s help, not to mention a few other people on the Garden Club program committee, we could not have pulled it off.  

Anne Steig saved the day in so many ways – I’m so grateful she was there to help us with the workshop.

Here we were in the “flower basket” of America, the one place in our country where more cut flowers are produced than anywhere else. And while one might worry that I would be “preaching to the choir,” it simply wasn’t the case. The reaction to my lecture was sadly familiar. Comment after comment, as I signed books, visited with the Garden Club members, or helped a student assess her arrangement, went like this: “I had NO idea that so many flowers are imported. I am so glad to learn what I can do to change this practice.” 

Workshop participants were asked to bring their own containers and tools, as well as greenery from their gardens to share. We were able to underscore the message about the benefits and pleasures of local, seasonal flowers with a powerful visual aid: ROSES! Bless her heart, Dani harvested and donated 500 gorgeous roses from her fields. Talk about intoxicating! These old garden roses, David Austins, pre-1950s American hybrid tea roses and European varieties are simply stunning. The colors, forms, petal shapes and fragrances will instantly convert you into a believer in locally-grown flowers.

One of my demonstration arrangements features all California-grown roses, anemones, scented geranium foliage, lilacs, agonis and more.

A yummy detail, featuring a dark purple rose that is so gorgeous it made me faint!

In addition to using roses and several other cool ingredients from Rose Story Farm (including velvety scented geranium foliage), we procured some donations from other local sources. I want to thank Florabundance, a floral wholesale business owned by Joost and Alex Bongaerts, for their generous donation to match our purchase of a variety of really beautiful, healthy and unique annuals, perennials and foliage – all California grown. And two other flower farms donated interesting varieties for our students to use. Thanks to Marcus Van Wingerden of Pyramid  Flowers Inc., of Oxnard, and Igor Van Wingerden of Ocean Breeze Farms in Carpinteria, for their support.

That evening, after the day-long workout hauling huge buckets of flowers and standing on our feet all day, Dani pulled off yet another classy event. She hosted a garden party for her fellow committee members to celebrate our successful day. It was a delight – and I know you’ll be mesmerized by the enormous arrangements that her staff created for the evening. I certainly was seduced by them, especially in that dewy, coastal air as the sun descended toward the Pacific, illuminating each petal in vivid relief.

After a late-night gab, Dani’s family long since retired for the night, we finally stopped talking and headed to bed ourselves. My destination: The Hydrangea Cottage. This was my home in the midst of the rose fields. How lucky can one woman be? 

Here’s where I stayed for three days . . . a charming vintage cottage, courtesy of the Hahns and Rose Story Farm. Sublime!

Lots more took place during the ensuing days, but I have so many wonderful photos to share from my time at Rose Story Farm that I need to postpone the narrative for subsequent chapters! To be continued . . . 

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Hello again and thank you for listening to the newest episode of the Slow Flowers Podcast with Debra Prinzing. 

Breathtakingly beautiful roses from Rose Story Farm. American Grown and more fragrant and lovely than anything imported.

It’s February and that means Valentine’s Day is just around the corner. So I am devoting the next two weeks to talking about American-grown roses. Most people do not realize that of the 233 million rose stems sold during the Valentine’s season, only 3 to 6 percent are domestic. There is something truly wrong with this picture. American roses are being grown in Oregon and California! Next week I will introduce you to Peterkort Roses, located outside Portland . . . a fabulous source for domestic Valentine’s Day roses.

Great Rosarian of the World, and American cut rose grower, Danielle Hahn.

Today, though, we are celebrating Danielle Hahn, owner of Rose Story Farm in Carpinteria, California. Located just south of Santa Barbara, where truly magical growing conditions for all types of flowers seem to exist, Rose Story Farm is a family endeavor specializing in old English, heirloom and garden roses for the specialty cut flower trade.

These roses are field-grown and you’ll notice that many of the varieties listed on the farm’s web site are types of roses found in the home garden. Because of this, they do not bloom all that prolifically in February. That’s okay with Dani and her crew. Their core business serves wedding parties that take place between May and October. 

Situated on a former avocado and lemon farm, this visually enticing venue offers many useful lessons in the viability of old-fashioned farming practices in today’s modern agri-business world (the kind of practices that were natural to our great-grandparents, for example.). Yes, this is an organic flower farm where hundreds of varieties of old garden and English roses thrive. It’s also a beautiful agritourism destination that attracts rose lovers from around the world as it educates and inspires everyone who visits to grow and enjoy roses in their own environment.

The setting in this little valley near the Pacific Ocean is quite benign – and so perfect for roses.

There are no fussy hybrid teas here, although there are varieties bred with ancient parentage for cherished traits like their long-lasting perfume. You will find row upon beautiful row of floribundas and climbers, chosen for bloom color, petal arrangement, and most of all — FRAGRANCE (scents like anise, clove, spice, honey, baby powder, a juicy peach, citrus…fill one’s nostrils).

The rose shrubs are planted on gently sloping hills, arranged like a technicolor vineyard. Organic mulch from a nearby mushroom farm cushions and nourishes the soil over their roots.

Tens of thousands of luscious roses are lovingly cared for by a small crew of farmers who know exactly when to harvest them. Can you imagine an east coast bride who simply MUST have a romantic, voluptuous rose bouquet of say ‘Fair Bianca’? It’s possible for her floral designer to order armloads of this vintage rose from Rose Story Farm.

Stunning. Nothing more to say. Drink it in and imagine the awesome fragrance!  Rosa ‘Singin’ in the Rain’

Say her wedding is on a Saturday. On Thursday, the roses are picked, hydrated and conditioned, de-thorned and carefully gathered into bundles of 10 stems. The cut ends are packed in wet moss to keep the roses hydrated; the flower heads are gently nestled in tissue paper; each bunch is packed in an ice-filled box and shipped overnight (Fed-Ex; next morning delivery) to wedding and event florists coast to coast. Around the country, on Friday mornings, the boxes of these Carpinteria-grown roses show up at floral studios and flower shops, serving as an enduring gift of romance, nostalgia and sensory delight.

This is the famed ‘Julia Child’ rose, which Dani’s family friend Julia Child selected from plant trials at Rose Story Farm.

Last weekend, on February 1st, Dani was honored with the coveted “Great Rosarians of the World” award in a ceremony at the Huntington Botanical Garden in San Marino, near Pasadena.

This award recognizes major figures in the world of roses and honors their work in creating and promoting the flower. In the past 11 years, the Great Rosarians program has become a famous event in the world of rose growing, breeding, education and beyond. Dani is in excellent company, with past recipients including David Austin himself, Stephen Scanniello, Wilhelm Kordes III, Roger Phillips and Martyn Rix, and many others. The GROW award will also bring Dani to New York City in June, where she will be hosted by the Manhattan Rose Society for a series of events and lectures. 

Click here to learn more about the American Garden Rose Selections, the organization of trial gardens and experts who evaluate new plant introductions for their superior qualities. 

httpv://www.youtube.com/watch?v=0npPBezQOBg

Here is Dani’s full bio as it appeared in the Great Rosarians of the World’s press material:

The old horse stables at Rose Story Farm are now the headquarters for this thriving specialty cut flower business.

Danielle Hahn is the owner of Rose Story Farms in Carpinteria, California, a boutique rose farm for cut roses. Because of her skills and dedication to the rose, she has been able to develop a business model that combines growing roses and education. 

Danielle has maintained a hands-on approach to satisfy her market and has given this segment of the rose industry a successful working model, which encompasses the small boutique rose nursery and small organic farmer, for others to follow.  Her farm is a prime model for the future of small family farms to specialize into niche areas and succeed.  She has expanded her business to include the valuable component of educational tours which help inform and inspire her audience with the knowledge to grow healthy roses successfully. 

Growing from a lifelong love of flowers and gardening, Rose Story Farm has become the focal point of a wonderful mixture of business and life.  From the first day the mission was to produce beautiful, fragrant, romantic garden roses in exquisite shapes and colors. Now more than 120 varieties are scattered over the 15-acre farm. 

A gathering of blooms during one of the personalized rose farm tours.

Tours are led by Danielle twice weekly, and a variety of seminars focused on garden design, rose cultivation and flower arranging are given throughout the year.  A major theme of the educational effort is to demystify the process of growing and caring for roses.  “Roses are magical and forgiving–they repay any effort on their behalf ten-fold,” says Dani. “We named the farm ‘Rose Story Farm’ because the roses are central to some of our most enchanting and memorable experiences. We encourage clients, visitors, and friends to exchange their rose stories with us, and in this way to share what we find romantic, passionate, joyful and sustaining.”  

Born in Santa Barbara, California, Dani attended local schools until she entered Stanford University.  She graduated three years later with honors with a BA in psychology and a minor in Italian.  Having played on the Stanford Tennis Team for three years, and being a ranked national junior tennis player, her first job out of college was managing an exclusive tennis club in Manhattan.  Returning to Santa Barbara in 1978, she opened a series of retail stores over the next 10 years in Southern California.  At the same time she was the founder and managing partner of an innovative gift business that designed, manufactured, packaged and ultimately delivered gifts for entertainment corporations.  With the birth of Geoffrey, her second son, in 1993, she backed away from the majority of her business responsibilities to focus on her family.       

Here’s a glimpse of the larger setting at Rose Story Farm. I took this photo last July when attending an industry luncheon in the garden.

Her extensive experiences proved invaluable in 1998 when Danielle and her husband, Bill decided to expand the family avocado farm into a boutique rose business with the addition of 1,000 bushes, all of them garden roses. 

The farm now has over 25,000 bushes and since that time Danielle has overseen the steady growth and development to the point where thousands of roses are cut each day and shipped throughout the United States. 

Currently she manages all employees and makes the day-to-day decisions for the business, markets the products, selects the roses for production, designs rose gardens for clients worldwide, designs and maintains the farm’s gardens used for weddings and special events, oversees the rose boutique and leads the way on product development–a rose based perfume and body care line are currently in the works. 

The display in front of the rose boutique. . . what can I say? It’s so enticing!

Dani is an active member of the Santa Barbara Rose Society, the American Rose Society, and the Garden Club of America in Santa Barbara. She is the founder and sustaining patron of the Carpinteria Community Service Toy Fund, a non-profit organization that raises money each year for the families of disadvantaged field workers in the Carpinteria Valley. 

The excitement and beauty of this enterprise and of Danielle herself has been featured in Santa Barbara Magazine, Wine Country Living, Sunset, Victoria Magazine, Oprah Magazine, Martha Stewart Living, Veranda, and the Wall Street Journal. 

She has had articles published in the 2012 American Rose Society Annual on both flower arranging and garden design.  Television coverage of Rose Story Farm has been presented on “California Heartland,” a PBS special, and on NBC’s Today show.  Most recently,  Martha Stewart Living media filmed a segment on the farm for their online American Made series (see above).  In addition to her weekly tours at the farm, Danielle is a frequent featured speaker at events that are focused on the beauty of the garden, and the special role of roses in our daily lives. 

The lemon rose cake. It is quite delicious!

Rose lovers are invited to visit to Rose Story Farm on a Wednesday or Saturday and spend $38-$45 for a small group tour, which is followed by a delicious garden luncheon.

A gift shop filled with rose-themed and garden-inspired ware from Europe and beyond (including a few antiques) is worth a visit.

To satisfy my current made-in-the-USA obsession, I picked up a cast-aluminum, rose-bloom-shaped bundt pan so I could bake the Rose Story Farm lemon cake. 

A small vignette of just-picked roses, spotted on my tour of the flower fields.

This rose caught my eye, dazzling against the blue Carpinteria sky.

Another beautiful floral arrangement at our summer luncheon.

It has been my pleasure to share my podcast conversation with Dani Hahn with you. All photos are (c) Debra Prinzing, except for the portrait of Dani Hahn, courtesy of Rose Story Farm.

Because of the support from you and others, listeners have downloaded episodes of the Slow Flowers Podcast more than 6,000 times! I thank you for taking the time to join to my conversations with flower farmers, florists and other notable floral experts.

If you like what you hear, please consider logging onto Itunes and posting a listener review.

Until next week please join me in putting more American grown flowers on the table, one vase at a time. 

 The Slow Flowers Podcast is engineered and edited by Hannah Holtgeerts. Learn more about her work at hhcreates.net.  

Red, white and blue American-grown flowers, featured in a patriotic display at Sun Valley’s Oxnard, CA, farm.

Here is a summary of the remarks I gave last month at during a gathering at Ocean View Flowers in Lompoc, Calif.

I shared three observations about the Local Flower Movement and its importance today (and in the future).

1. The narrative of American Grown

A visually appealing banner on display during our tour of Sun Valley’s Oxnard farm.

We are at a unique point in time when consumers are yearning for authenticity and the high-touch human narrative. From the explosion of interest in heirloom vegetables and fruit, with the Rock Star chef and farm-to-table menu to an anti-mass-produced desire for artisanal and hand-crafted products to ever-popular farmer’s markets, consumers are drawn to the raw materials of life. Even major companies are moving the human face and compelling stories of people, not products, to the forefront.

American Grown flowers and those who farm them and design with them are ideally positioned to respond to a hunger for story. The back story is compelling and engaging. It is authentic. John Donati, of Ocean View Flowers in Lompoc, California, summed up this sentiment beautifully: “We may be big, but we want to look small.”

I saw many examples of this during the Fun ‘N Sun conference in Santa Barbara, presented by the California Association of Flower Growers & Shippers. In his presentation at Sun Valley’s Oxnard facility, CEO Lane DeVries discussed the company’s investment in breeding better floral varieties. He showed us images of the Ilex that’s currently available on the market and then revealed several new varieties that Sun Valley is hoping to introduce in the future. Those options are clearly superior, with berries arranged all the way to the tip rather than clustered lower on each branch. The collective buzz in the room increased in volume as the questions flew Lane’s way: How long before the new variety will be in production? I can guarantee that those in the audience will be bugging Sun Valley for the next few years for those “new” Ilex cultivars. No one will forget his presentation.

Luscious and romantic, Rose Story Farm’s American-grown garden roses.

Similarly, when we visited Danielle Hahn at Rose Story Farm in Carpiteria, where a delicious garden-style luncheon was served at umbrella-covered tables laden with country pitchers of roses, the commodity flower crowd gained newfound appreciation for the garden rose. Dani told many stories of the 150 old garden rose varieties that grow here, explaining how she selects for fragrance, petal color and flower form.

The history and provenance of each rose variety is at her fingertips. She is a compelling storyteller and the narrative only served to personalize each beautiful bloom and its value. No matter that garden roses have a “four hour vase life,” Dani joked (they really last for several days, if properly harvested and cared for). Their romance and beauty trump vase life. And when a bride sees (and inhales) Dani’s roses, she has a sensory response that is not based on budget, but story.

2. The power of Quality

Old-timey John Deere tractors – how nostalgic is that? On display in the beautiful fields of flowering stock at Ocean View Flowers.

Stories underscore the value-added nature of American Grown flowers. The local farmer should be selling quality, freshness and uncommon variety. Why? Because those attributes get our flowers out of the price race. And American Grown flowers will not win the price battle with imported flowers. Price alone turns flowers into a commodity. And commodities are generic, which means that cheap, cheaper and cheapest sells to unimaginative florists who need YOU to help them retreat from the low-cost battle.

Of course, communicating about American Grown quality product requires a lot of what I just covered above, in Point #1 – storytelling. They go hand-in-hand. Be transparent and forthcoming. It gives you an edge that makes you and your flowers memorable. None of us will forget the story that John Donati shared about Ocean View’s approach to specializing in only field-grown cut flowers. Enjoying our country-style lunch in the middle of that flower field, surrounded by vivid rows of clove-scented stock, we won’t forget the message of quality that was conveyed by everything around us.

3. Know and employ your Customers

A gathering of friends at the July 18th Flower Fields luncheon, hosted by John Donati and the staff of Ocean View Flowers. I’m at left, joined by fellow writers/bloggers Billy Goodnick and Nell Foster.

The designers who use your floral product are ultimately your best marketers. In some industries, this approach is called “crowd-sourcing,” which sounds a little crass. But with the right approach, you can engage the people who create beautiful arrangements, bouquets and events to tell your story better than you can.

How can you do this?

• Invite designers to share their photos with you. Create special incentives for those who post photos of wedding or event flowers on your Facebook page (such as drawings for gift certificates). This approach is a win-win for everyone! Designers will benefit by showing off their artistry and your farm benefits by the implied endorsement that YOUR FLOWERS were selected for a special event. Future customers will be inspired, as well.
• Blogs and magazines need content, so create your own photography and offer it as a free resource to bridal, home décor and gardening outlets. A library of beautiful flower images or photos of arrangements, labeled with your company name, web site or watermark, will potentially capture the interest of new customers and their floral designers. The same goes for text, with free “how to grow,” “when to harvest,” “how to design” and “vase life” tips featured on your blog or articles pages. 
• Invite designers to offer their insights via an advisory committee. They’ll gladly share opinions and help you forecast floral trends. This mutually-supportive relationship will evolve. I know first-hand how beneficial simple conversations can be. Diane Szukovathy and Dennis Westphall of Jello Mold Farm in Mt. Vernon, Washington, decided to grow more and more Cafe au Lait dahlias after enthusiastic feedback from their floral customers; similarly, Vivian Larson of Everyday Flowers in Stanwood, Washington, had the confidence to plant more black-centered white anemones, thanks to her conversations with customers. 

The bottom line is that the more authentic we are, the more likely people will be drawn to each one of us, our flowers, our stories. I was reminded of this recently during an interview with Ed McMahon, senior research fellow from the Urban Land Institute. He was talking about real estate development, but I think his comment is so incredibly appropriate for the American Flower industry, too: 

“If you can’t differentiate yourself in the world we live in today, you will have no competitive advantage.”

Here’s what I’ve been up to lately. I traveled to Southern California all of last week  – from Saturday, April 13th through Saturday, April 20th.  I experienced many great highlights; too many to mention. Here are some of them:

Tours focused on the entire process – from planting and growing to harvesting and grading. Mums, also known as pom poms, are one of the last commercially grown flowers still grown in soil.

Fun to wear the VIP badge!

Chalkboard welcome at Padaro Floral in Carpinteria, California

DAY One: Carpinteria Greenhouse & Nursery Tour, sponsored by the California Cut Flower Commission. I was hosted by Harry and Michele Van Wingerden, the great folks at Myriad Roses and Padaro Floral Design for a day of book-signings and eco-floral demonstrations. A special thanks to the Van Wingerden family, CCFC CEO/Ambassador Kasey Cronquist and Event Planner Anna Kalins for making it a successful and enjoyable day!

Erin Taylor, designer of flowers, interiors, landscapes and more~ The talented owner of botanik in Summerland, California hosted my lovely book event.

DAY Two: Book signing and flower demos at botanik in Summerland. Loved spending time with very talented owner Erin Taylor and her team. After several hours at botanik, I met up with Cristi Walden and we headed to Sea Crest Nursery, her father Jack Stevenson’s palm and cycad collection. It was so exciting to return to this beautiful place and hear how my talented friend is learning the business of growing and selling amazing landscaping plants (oh, and propagating, too!).

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