Betty Ann’s tips on displaying potted plants in a flower shop:

“I have found that if plants are grouped throughout the shop, within realistic vignettes already set up, they sell better. Purchase ceramic and metal containers and plant stands in sizes to fit the plants. Display one of each container with a plant and have other similar containers incorporated within the same setting,” Balcom says. “This arrangement really works for sales and adds interest to your displays throughout the shop. Select the low light plants for areas in the shop without natural light, indirect light plants near the natural light source and, of course, those preferring bright light, as in cacti and succulents, in a window setting.” Not only will this type of merchandising make it easier for your clients to shop, but Balcom reports that it also simplifies selling for your staff. Employees can then identify the plants that are best suited to a customer’s needs.

Educating staff and shoppers:
"As a florist, if you can teach yourself and your staff to educate the customer as to the many applications and  benefits of  placing plants in their interiors, you will sell more of them. Also, if customers can expect good advice and product knowledge pertaining to plants, they will buy more often. Purchase a few reference books on plant varieties and care.

Make plant knowledge a part of your staff development. Set up identification tests and offer incentives. Label your plants before they go on the floor with the Latin always, and common name if available from your resources. Start off with a small card in each plant to assist both staff and customer in exchanging plant knowledge. Confidence sells. Allow them the tools and time to become confident plant advisers. They will in turn give your customers the confidence to buy. Your shop will also become the destination for quality plants and knowledgeable customer service. Staff knowledge is your biggest asset."

How to introduce potted plants into your shop:
"I'm advising you to bring in new varieties slowly, as your knowledge expands. Start sourcing easy keepers with a majority being low light varieties, and I will list some of these shortly. Unless you have an abundance of natural light in your shop, stay within the suggested majority so you will have sellable plants for a longer period of time. You know what I mean with the African violet as an example; an easy keeper, yes, requirements being bright indirect light, (back five or six feet from a south or west window), low humidity, dry medium. It arrives as ordered, perfect, multiple blooms and then seven to 14 days go by and it’s unsellable. It’s not waste though, place them in the best light for them as soon as possible and fertilize every time you water, allow to dry out in between and it will bloom again.

Foliage plants can maintain their saleability in your shop if you gain the knowledge and apply it when buying and handling plants."

Finding the right plants for the right customer:
"Ask the customer about the environment where they would like to have a plant. Go with questions such as:

• What space do you have for your plant?
• Will it be positioned on the floor, in a stand or on a table?
• Are there windows in this space and where are they located in relation to where you see the plant situated? 
• Do you have window coverings, a roof overhang or mature trees which would effect the natural light from these windows?

These two questions will point you to recommending a plant most suitable for the light available. Staff should ask is 'what is the average temperature in the space?' and also 'how green is the customer's thumb?'

By training your staff to adhere to this simple script, you have paved the road to a successful sale. Your shop will be recognized as knowledgeable plant advisers. Your customer has a greater chance of success with their plant which will give them the confidence to buy again from you.

Always impress to your customer that expert advice is just a phone call away if they are unsure at any time about plant care. If they do call asking for help with their plant, and staff is unsure as how to advise, refer to your reference material or contact your wholesaler for support."

Here are Betty Ann Balcom’s recommended plant picks for a flower shop:

• Aechmea fasciata (of the bromeliad family)
• Aeschynanthus marmoratus (commonly known as the Lipstick plant)
• Aglaonema commutatum (silver queen  is a hardy variety)
• Anthurium andraenum
• Chlorophytum comosum “ vittatum” (the spider plant, still a favourite)
• Cissus rhombifolia (grape ivy, do not mist foliage, it encourages mildew in this variety)
• Codiaeum variegatum (the croton, it’s gorgeous)
• Columnea (commonly addressed as the Goldfish plant)
• Crassula (the jade plant, if you have a bright light location any succulent or cacti is a sure bet)
• Deacaena reflecta “song of India” (a very attractive plant that will want a sunny spot in the shop)
• Dracaena marginata “magenta” (great low light option)
• Scindapsus aureus or known as Epipremnum pinnatum (Golden pothos)
• Ficus benjamina or ficus allie are still great staples (a bright location is necessary for these)
• Ficus elastic (the rubber plant, if the Belize or Tineke variegated varieties, these sell the best with their unique foliage of green, pink and cream)
• Hedera helix (There are many varieties of the ivy, variegated require more light than the green. They prefer a cooler, shadier position, and if these do get a bit thin to sell after four weeks or so you can recoup the value by using the vine in fresh designing.)
• Hoya carnosa (the wax flower is so charming, it almost sells itself)
• Maranta (prayer plant, unique, a little tricky, you should give it a try for interest sake)
• Nephrolepis exaltata (the beautiful Boston fern, a great focal plant)
• Philodrendron (the best for long term resale are the scandens and the monstera)
• Platycerium (Staghorn fern has great decorative interest and is super easy to care for)
• Radermachera sinica (China Doll as referred to commonly, and creates confusion due to this lovely soft, bushy plant is tough as nails)
• Sansevieria trifasciata (“Laurentii” and “Golden Hahnii” are two fabulous varieties, suitable for high and low light areas and thrives on similar care as cacti, a must have in the shop.)
• Schefflera arboricola or Heptapleurum arboricola, a compact hardy variety of the old style Schefflera, both the variegated and green varieties are very robust.
• Spathiphyllum wallsii is the most resilient of the varieties available and a true low light lover
• Syngonium podophyllum (White Butterfly is one of my favourite performers and an easy sell with it’s unique leaf shape and variegation)
• Zamioculas zamiifolia (I can not say enough about this plant, it is the Cadillac of low light plants, beautiful shiny succulent foliage, requires culture to the point of neglect is preferable. A true favourite of mine. You will pay a bit more for this plant, but simply make up accordingly because it is worth it, and people are easily swooned by it’s striking appearance.)