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Business 46 August | 2022 To streamline that process, utilize the "5-3-2" design method: For fl owers that come in 10-stem bunches, use fi ve stems in one arrangement, three stems in a second arrangement, and two stems in a third arrangement. is method not only results in arrangements in three price points but also cuts down on waste, makes buying more effi cient and makes planning "menu" designs easier. e "5-3-2" method can also be applied to 25-stem bunches of fl owers, using 12 stems in one arrangement, 8 stems in a second, and 5 stems in a third. • Arrange premium/special fl owers front and center in designs, to give designs higher perceived values. • Clearly post prices for all fl owers and containers in both the design room and the sales area. • Add a design labor fee to the price of every arrangement; 20 percent of the retail price of all materials ( fresh and hard goods) used in a design is a widely accepted minimum industry standard. • Practice proper product rotation— fi rst in, fi rst out (FIFO). WE ALL WANT TO CONTINUE CREATING GORGEOUS ARRANGEMENTS FOR A LONG TIME, AND BEING PROFITABLE WILL ALLOW US TO DO THAT. • Choose an appropriately priced container for each arrangement and holiday special. A general rule-of-thumb is that the retail price of a container should not exceed 20 percent of the retail price of the arrangement. • Provide continuing education for your designers and salespeople, put people in roles they are the most comfortable with and excel at, and create a healthy, happy work environment. • Educate your designers about the newest and trendiest color palettes and design styles that knowledgeable consumers are drawn to. 3. SELL SMART Selling what is in stock in your cooler and stockroom and on your sales fl oor—and selling it well—is critical to profi tability. Most fl orists cannot possibly have every type and color of fl ower in their coolers at all times, so empower your employees to confi dently off er alternatives for any requested fl owers that are not currently in your cooler. • Educate your designers and salespeople about which designs, fl owers and other items are the most profi table (provide the highest profi t margins), and encourage them to use these items and suggest them to customers as often as possible. Consider off ering designers and salespeople a monetary or other incentive for every use and sale of high-margin items.

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