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Scotts Miracle-Gro

Scotts Miracle-Gro Adds Modern Tech to a 150-Year-Old Company

The Story

The Scotts brand is best known for gardening and lawn products such as Turf Builder and Miracle-Gro. Their reach also extends to hydroponic products, as well as pest and weed control.

 

In Canada, you can find their trusted products on the shelves at Home Hardware, The Home Depot, Lowes, Walmart, Rona, and many independent garden centres.

 

Despite their massive and nationally recognized brand, their story proves that even household names can experience friction getting their product from their facilities into your home.

 

Scotts History

 

1868

21

5,800

Founded 

Unique
Sub-Brands 

Associates
Canada

 

“The Founder of OrderEase, Warren Patterson, has a history in owning his own garden centre, he already knew my product well. He knew how I did business already and he understood Scotts. And he understood the B2B ordering system and his team made the software and transition so simple and frictionless, that we adopted it right away. It has already a measured ROI in 2019.”  - Lester Barnes, Senior Sales Director, Scotts Canada

 

The Challenge

In the 13 years that Lester Barnes has been with the ScottsMiracle-Gro Company, he has seen a major shift in the way purchasing is handled in most other industries. However, the way independent retailers order their products is still very much reliant on phone calls and faxes.

 

He knew there was an opportunity to do things a better way because the old way, “Was putting more costs on my business.” It was time for their ordering system to enter the digital age.

 

High-level business decisions were being made without the inability to control order placement costs.

 

The Solution

Scotts has systematically introduced OrderEase to their independent retailers as a way of increasing their profitability by serving their independent retailer segments of distribution, while removing out-dated steps in the ordering process.

 

The biggest challenge they face is a garden industry that is run by mainly people who tend to be challenged when adopting new technology, are resistant to change and like things done a certain way. However, to incentivize adoption, Scotts is doing things like offering free gift certificates to clients who place their first order via OrderEase.

 

When asked what were the deciding factors in his company bringing OrderEase into their day-to-day operations, Barnes said he had two main reasons. The first was, “I looked at getting on the ground floor with OrderEase. I wanted to be a pioneer with them.”

 

The second reason was because of OrderEase CEO, Warren Patterson. “Most of the young guys selling you software or packages, they’ve never even mowed their own lawn.” 

 

He added, “The Founder of OrderEase, Warren, has a history in owning his own garden centre, he already knew my product well. He knew how I did business already and he understood Scotts. And he understood the B2B ordering system and his team made the software and transition so simple and frictionless, that we adopted it right away. It has already a measured ROI in 2019.” 

 

The Present

Today, Scotts has the right software in place to handle complex pricing, with private labels and different catalogues.

 

They also have better management over sales rep activities, with more control over shipping units on orders, which helps to speed up order processing and reduce customizations on orders. They’re also positioned to make more informed decisions with faster reporting of sales activities on more current data

 

OrderEase has also helped Scotts control the direction of orders in regions directly to 3rd party fulfillment. This has completely removed the need for any involvement of Scotts staff for all orders for Quebec and the Maritimes.

 

Scotts also leverages OrderEase to market their products to retailers, based on product purchase history, pricing groups, and other factors.