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58 June | 2023 Business e market share of private labels is growing. According to the Private Label Manufacturers Association (PLMA), private labels make up a quarter of products sold in the United States—and this number is outpacing national brands. Incidentally, for those interested in learning more about private labeling and fi nding sources, PLMA is hosting its annual "Private Label Trade Show" in Chicago, Nov. 12-14 (plma.com/events). Private labeling can be lucrative for fl orists and a great way to branch out. According to Statista, a provider of worldwide market and consumer data, the home décor market in the U.S. is forecast to increase by 20 percent this year, likely fueled by pent- up demand created by the pandemic. USING A PRIVATE LABEL TO BOOST LOCAL BUSINESSES Tipton & Hurst, in Little Rock, Ark., has been in business since 1886 and is now in its third generation of family ownership. Sixty percent of its trade is in fl owers and plants, and the rest is in gifts such as home décor, a china and crystal registry, and the company's private label products. Tipton & Hurst was built on a foundation of family, meaning that the company "puts its name on everything it does"—often, literally. Howard C. Hurst, president, takes a great deal of pride in the local connection with the company's private label products. "If a gift is coming from Arkansas, it needs to be made in Arkansas," Hurst says. "But that can be a challenge at times." Tipton & Hurst has taken a great deal of time and eff ort to make it happen, and the company has stuck with it, despite suppliers going out of business, supply-chain issues and other setbacks. For example, Hurst notes, "We've done candles for maybe 20 years, and we're currently in the process of changing producers—again. First, one that made candles for us in Little Rock went out of business, so we moved to another company, and they went out of business. Now we're in the process of moving it again. So that's a bit disrupted right now." Despite those issues, Hurst says they're sticking with local businesses. " ere are a lot of companies that make candles and do private labeling," he shares. "Everybody says 'Go to Dallas, Atlanta, New York; they'll custom-make them.' But then the label says it's from New York City. We don't want that. We want products we sell to be made in Arkansas because we're an Arkansas company. Our customers like to buy items that are produced locally, so that's the No. 1 thing." Tipton & Hurst also off ers a wide selection of gift baskets, some with snacks, some with healthy fare, and the company wanted to add fresh mountain spring water. "But we didn't want to get it from Fiji," Hurst says. "So, we buy Mountain Valley Spring Water, a mineral-rich spring water that's been sourced and bottled in glass, in Hot Springs, Ark., for more than 150 years." Mountain Valley Spring Water rises naturally from a spring in Hot Springs National Park, in e Ouachita Mountains, in western Arkansas. CHOOSING A NICHE It's important to fi nd a specifi c niche that you want to fi ll, and, sometimes, that can take time. You want to avoid products that are already being sold everywhere else, including at big-box stores. It's more productive to focus maybe 20 years, and we're currently in the process of changing producers—again. First, one that made candles for us in Little Rock went out of business, so we moved to another company, and 58 they went out of business. Now we're in the process of moving it again. So that's a bit disrupted right now." Tipton & Hurst, in Little Rock, Ark., Hurst notes, "We've done candles for Tipton & Hurst, in Little Rock, Ark., has been in business since 1886 and is now in its third generation maybe 20 years, and we're currently in the process of changing producers—again. First, one that made candles for us in Little Rock went out of business, so we moved to another company, and they went out of business. Now we're in the process of moving it again. So that's a bit disrupted right now." Our customers like to buy items that are produced loca y, so that's the No. 1 thing.

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