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Harrie Groenbroek, Groenbroek Advies;
Retail Safari brings grower, exporter and retailer together
"As a grower you should profile yourself more and more. It is the exporter who gets the product on the shelf of a garden center or hardware store, but the grower gets little feedback from him. It’s almost always just about prices. If the grower takes a look at the exporter’s customers he can get involved. Then you generate mutual understanding and can better brainstorm together about what can perhaps be improved or where the opportunities are."
This is according to Harry Groenenbroek, when asked about the idea behind the 'retail safaris' to Germany. Once in a while he organizes a one-day trip to Germany or France, gathers a group of entrepreneurs from the green sector and plans a day of visits to some major players in the country's retail sector. Last Wednesday there was an edition and this coming Thursday there will be another one, to France again.
"I make an inventory of the wishes of the participants in advance. Then I send them the program and add a list with tips and questions that the participants can keep in mind during the visits. On the day we start at the Landgard Cash&Carry because they open early in the morning. Then we make a tour along sites of major garden centers and construction market chains. At 3 or 4 companies I'll also arrange for a meeting with someone from the company who can talk about the operation and answer questions."
Harrie prefers a small group of about 7-8 people. "I need to be able to deliver quality and this is more difficult with a large group. And it’s also harder to get in. A large group can be intimidating and German companies are different to Dutch companies for that matter. More timid, more hierarchical. Also: breaking the ice is easier in such small groups, so conversations are begun and experiences are shared after only a couple of visits. Of course you can also go take a look yourself, but it’s precisely the sharing that you learn a lot from. I’d actually like to organize this more often," Harry continues, "because I had to disappoint some people again. I notice from the growing interest that the intent is appreciated."
Experience
''First mainly tree growers came along, now more and more plant growers. In my opinion the latter are more unfamiliar in general with what happens with the product after the exporter. When we were at one of the garden centers, one of the participants approached a consumer. The consumer had two plants in his cart and was asked what he thought those cost. I have no idea, was the answer. The realization that it is not just about the money is there, but often not from personal experience. You could see the surprised faces - very nice to see. "
For more information: Groenbroek Advies Harrie Groenbroek Bedrijfskundig adviseur Oudendijk 154 3319 AG Dordrecht T: 0786451324 M: 0631783716 E: [email protected] www.groenbroekadvies.nl