In this live Glee Q&A, Phil sits down with Alan Roper, Managing Director of Blue Diamond Garden Centres, for a frank look at what really drives performance in modern garden retail: culture, commercial discipline, and relentless differentiation.
Roper explains why scale only works when the “engine room” is tuned for profit and cash, not vanity growth; why benchmarking and ownership culture beat top-down control; how demographic waves continue to pull new gardeners into the category; and where the next profit centres are likely to emerge. He also gives a straight-talking view on British supply, sustainability trade-offs, and the role of social media creativity in sparking demand.
Culture + cash over vanity metrics: Growth that sticks comes from building a tight culture, clear customer relationships and rigorous profit control “every step of the way” – using cash generated, not over-leveraging on debt.
Retail basics that still win: “Right product, right place, right time, right commitment” remains the core operating system for stores and teams.
Demographics & demand: Younger audiences typically reconnect with gardening as life stages shift, with houseplants and community programmes (e.g., Acorn Gardening Club) acting as effective on-ramps.
Ownership culture & benchmarking: Centres see each other’s figures, act on conversion insights (back the winning genuses), and keep local DNA intact while improving performance.
Innovation = new profit centres: Seek true novelty (from rechargeable outdoor lighting to pergolas) to unlock "new money".
Back British where it adds difference: Smaller UK suppliers can deliver point-of-difference ranges and resilience.
Who should listen? Garden centre leaders, brand and category managers, and suppliers looking to understand how the UK’s leading group is thinking about growth, assortment, and customer connection in 2025.
This episode takes on a distinctly international feel: once again at Glee 2025, Phil and Kate sit down with two voices from opposite sides of the Atlantic who share a common mission: get more people excited about nature, and make it easier for retailers to serve them brilliantly.
First up, Michael Perry (Mr Plant Geek) explains why he now calls himself a plant promoter, what makes a plant “promotion-worthy,” and the nine trend pillars he’s been touring the halls with: from “Go green or go lean” to “Hedges & Wedges” (living mulch done right). He also spotlights curiosities from his Future Plants display: conifers with character, fragrance-forward bedding, and the odd show-stopping black dahlia.
Then we switch gears to Paul Oliver, founder of The Urban Nature Store in Toronto, who shares a retailer’s view on category expansion and community: bird seed as the weekly staple, complemented by gifts, books, optics, kids’ kits, and in-store walks that turn shoppers into a social club. He unpacks why his team is diversifying away from US-centred supply in favour of partners with predictable landed costs, highlighting opportunities for UK and European brands that can ship reliably to Canada and evidence robust sustainability credentials.There’s also a brief check-in with Gardenex on exporting support and the ever-popular Meet the Buyer sessions at Glee. If you’re a brand, buyer, or garden centre operator, this episode is packed with practical pointers on product selection, trend-led merchandising, sustainability signalling, and cross-channel content that actually reaches customers.What you’ll learn:
Michael Perry: http://mrplantgeek.substack.comPaul Oliver: http://urbannaturestore.caJoe Denham: https://www.gardenex.comDiscover more about our hosts:Kate Turner: www.gardenerguru.co.ukPhil Wright: www.wrightobara.com
This episode pays homage to the support systems that make horticulture special. Phil Wright and co-host Kate Turner talk with Nat Boynton and Meg Warren-Davis from YPHA about practical ways the community invests in young professionals: from bursaries and employer-backed time to train, to sponsors and partners who step in when it matters. Then Kaz Edwards (Heart of Eden) shares how the trade rallied when she was made redundant, opening doors within weeks and proving why this sector’s people-first culture is its superpower.
In this episode:
The power of backing young talent: YPHA’s Launch Success journey, bursary support, and a new winter skills programme with Barclays to teach real-world commercial skills (interviews, business plans, reading a balance sheet). Call-outs for operational allies to help scale the next cohort.
Employers stepping up: How companies co-funded and released staff for nine training days, with Colegrave Seabrook Foundation support, because investing in people reduces churn and strengthens the whole sector.
Community in action: From an initial “not our priority” response to industry champions stepping in: sponsorships, retailers, trainers and mentors who turned an idea into impact.
When careers wobble, people catch you: Kaz describes the shock of redundancy and the flood of messages, referrals—even from competitors—that swiftly led to her role at Heart of Eden. Practical advice: be bold, ask for help, this industry will respond.
Collaborating on peat-free confidence: Why manufacturers and retailers must partner on education and POS, and how schemes like Responsible Sourcing help the whole category move forward together.
www.ypha.org.uk
heartofeden.co.uk
In this episode of The Underground Podcast, recorded live at Glee 2025, hosts Phil Wright and Kate Turner sit down with three guests shaping the garden sector’s next chapter: Dan Durston and Simon Blackhurst from Durstons, and Kate Ebbens, Commercial Business Manager at Woodlodge and passionate Greenfingers Charity ambassador.
From product innovation to purpose-driven missions, this episode captures what’s driving momentum across the garden industry today.
Durstons share how a bold rebrand has transformed their image, while staying true to their heritage. And how they’re leading the charge in consistent, high-performing peat-free compost.
Woodlodge’s Kate Ebbens talks about the company’s evolution, from sustainable recycled plastic pots to outdoor/indoor living trends, and why strong merchandising and design-led thinking are helping retailers stay relevant to modern consumers.
Kate also shares exciting (and slightly nuts) news about her upcoming expedition to climb Mount Kilimanjaro in aid of Greenfingers, following her incredible year of running 5K every single day to raise funds for children’s hospice gardens last year.
Whether you’re a supplier, retailer, or marketer in the garden sector, this episode is packed with insight on branding, product development, consumer education, and the people making a real difference behind the scenes.
Listen in to discover:
The Underground Podcast is produced by WrightObara, the creative marketing agency for home and garden brands.
Durstons: http://durstongardenproducts.co.uk/
Woodlodge: https://www.woodlodge.co.ukGreenfingers Kilimanjaro Trek: https://www.greenfingerscharity.org.uk/get-involved/climb-kilimanjaro-for-greenfingers
Recorded live at Glee 2025, this episode brings two very different lenses on garden retail performance and growth. First, Amy and Libby Stubbs share how British Garden Centres has scaled to 73 locations while keeping each site’s individuality, from centre-level social media to data-driven benchmarking and a renewed focus on tech, process and customer loyalty. Then Reverend Dave Walker explains how he’s reviving Sheffield’s Birley Moor Garden Centre with community at the core: forest school education, nature-based improvements on site and a clear-eyed approach to cash flow, planning and supplier partnerships.
In this episode you’ll hear:
Who should listen:
Garden centre owners and managers, heads of retail and catering, supplier teams planning 2026 ranges, and anyone interested in loyalty, operational efficiency and community-led footfall growth.
British Garden Centres: http://britishgardencentres.com
Birley Moor Garden Centre: http://birleymoor.co.uk/
Sussex Seed Balls: https://www.sussexseedballs.com
Recorded on the show floor at Glee 2025, Phil & Kate sit down with Peter Burks, Chief Executive of the Garden Centre Association (GCA), and Boyd Douglas-Davies (The Boyd Partnership; Chair of Greenfingers) for a rapid pulse-check on garden retail: what’s working now, what’s changing, and where the next wins are. Expect practical takeaways on merchandising, training, social media, and turning your centre into a community hub—plus a Greenfingers update straight from Floral Thursday.
What we cover
Why listen
If you’re a buyer, marketer or operator in garden retail, this episode is a compact field guide to 2025 priorities: sharpen the sell-through, upskill slimmer teams, make digital count, and turn footfall into belonging.
Plus
Floral Thursday vibes, a shout to YPHA’s student of the year, and a nudge to support Greenfingers’ next chapter.
Subscribe, share with your team, and join our mailing list at theunderground.fm for new episodes and sector insight.
The Boyd Partnership: http://theboydpartnership.co.uk
Greenfingers Charity: http://greenfingerscharity.org.uk/
Discover more about our hosts:
Kate Turner: www.gardenerguru.co.uk
Phil Wright: www.wrightobara.com
Evergreen Garden Care’s UK & Ireland Marketing Director, Karen Wilkinson, joins Phil and Kate to unpack Evergreen’s new five-year category vision, how better education can unlock growth, and what it really takes to build a brand that earns shopper trust. Expect practical takeaways for suppliers and retailers ahead of Glee.
Inside Evergreen’s category vision
Karen explains how the team stepped back after a tough season to map long-term category growth, identifying over £152m of incremental upside if the industry attracts new shoppers and helps existing gardeners do more, spend smarter, and trade up where value is clear.
The 5 category drivers at a glance:
Education that actually helps
“Meet people where they are.” Karen outlines a sector-wide need for clear, confidence-building education across POS, packs, online and social, from YouTube and TikTok to house-and-home media. The aim is accessible, encouraging guidance that reduces overwhelm and grows category participation.
Trust and quality
Evergreen is now fully peat-free and has invested heavily in operations and large-scale market trials with garden centres to prove real-world performance. For 2025, Miracle-Gro is putting a front-of-pack quality guarantee and a team of horticulture-trained “garden gurus” behind its plant foods and growing media to reassure shoppers and strengthen the category.
Brand-building playbook
For challengers: know your audience, be distinctive, and lean into the emotion of gardening, not just the functional.
Glee preview
On stand: a warm welcome, strong coffee, new Miracle-Gro campaigns and redesigned packs with clearer claims and back-of-pack guidance, plus a hands-on “potting shed” to showcase peat-free quality.
Why listen
If you’re a supplier, brand or garden centre team, this episode gives you a practical lens for growth, a blueprint for education that converts, and brand-building principles you can apply immediately, whether you’re Miracle-Gro or a new challenger.
Alan Roper, Managing Director of Blue Diamond Garden Centres, returns to The Underground Podcast for another unmissable conversation ahead of Glee 2025. As the UK’s most profitable garden centre group, Blue Diamond has become the sector’s benchmark for growth, ambition, and resilience.
In this candid discussion with Phil Wright and Kate Turner, Alan shares his no-nonsense perspective on:
Alan also speaks openly about the wider pressures facing retail, from wage inflation to government policy, and why keeping gardening at the heart of the business is non-negotiable.
And the conversation doesn’t stop here. Alan will be live at Glee 2025 in The Hive for an exclusive Q&A session hosted by Phil from The Underground Podcast. This is your chance to put the big questions directly to one of the sector’s most progressive leaders.
Submit your questions by Sunday 8th September: https://forms.office.com/e/ASZBwwS9wK
Don’t miss this rare opportunity to hear from Alan on the podcast, then continue the conversation at Glee.
In this episode of The Underground Podcast, Phil and Kate sit down with Nikki Burton, Managing Director, and Dr Victoria Wright, Technical Manager at Melcourt, the UK’s leading peat-free growing media company.
Melcourt has been at the forefront of sustainable horticulture for over 40 years, building its reputation on bark-based innovation, technical excellence, and consistent quality, epitomised by their RHS endorsement. Nikki and Victoria share the company’s journey from forestry roots to Royal Warrant holders, with insights into how they pioneered their peat-free products long before it became a national priority.
Listeners will discover:
Why Melcourt has always been peat free and how its SylvaGrow range has become a benchmark for both professionals and home gardeners.
The challenges of consumer education in a market where “peat free” often tells you what a product isn’t, rather than what it is.
How consistency, raw ingredient knowledge, and supply chain expertise are critical to building trust in growing media.
The importance of industry collaboration, from DEFRA to the Responsible Sourcing Scheme.
Future opportunities and the role legislation, standards, and education will play in accelerating the industry-wide transition.
Packed with practical insights for garden centre teams, retail buyers, and brand marketers, this episode sheds light on one of the most debated issues in horticulture and highlights how Melcourt is helping shape the future of sustainable growing.
Your hosts:
Phil Wright: http://wrightobara.com
Kate Turner: http://www.gardenerguru.co.uk
As the official podcast partner for Glee once again, The Underground Podcast kicks off our 2025 coverage with Steven May of JDM Country Products. Steven brings a unique perspective on how both exhibitors and buyers can get the most value from the UK’s leading garden trade show.
In this episode, Steven unpacks the power of smart sales techniques in garden retail — including his now-famous “Would you like fries with that?” analogy — and explains how upselling done right can transform profitability. He also shares practical advice for exhibitors on how to design a stand that stands out, and guidance for buyers on spotting the next big products on the show floor.
Whether you’re preparing to showcase your brand at Glee or planning your buying strategy, this episode offers invaluable insights to help you succeed at the biggest event in the garden sector calendar.
In this episode of The Underground Podcast, Phil and Kate welcome Anna Wili, Head of Marketing for the National Garden Scheme (NGS), a charity with almost a century of history opening gardens for good causes. Anna shares how the NGS began in 1927 as a way to fund district nursing, and how it’s grown to over 3,500 gardens opening each year, raising more than £74 million for nursing and health charities.
We explore the unique blend of horticulture, hospitality, and heart that makes garden visiting so special. From peeping behind rarely opened gates to enjoying a slice of homemade cake. Anna reveals how the NGS champions the link between gardens and wellbeing, the variety of gardens that take part (from manicured estates to wildlife havens), and the personal stories that bring each opening to life.
With the charity’s centenary celebrations in 2027 on the horizon, Anna also outlines exciting plans for brand partnerships with the garden industry, opportunities for garden centres and suppliers, and how professionals across the sector can get involved.
Whether you’re a garden centre owner, a manufacturer, or simply a passionate gardener, this episode is packed with insights into:
Listen in and be inspired to throw open your own garden gates or work with the NGS to help them grow their impact even further.
National Garden Scheme: https://ngs.org.uk/
Your hosts:
Phil Wright: http://wrightobara.com
Kate Turner: http://www.gardenerguru.co.uk
In this episode of The Underground Podcast, Phil and Kate welcome back returning guest Scott Smith, who has just completed his thesis for the RHS Master of Horticulture (MHort). His subject? The hot topic of peat free compost, an issue that continues to challenge, frustrate, and divide gardeners and growers across the UK.
Scott shares insights from his self-funded, 14-week compost trial, comparing how different peat free products performed against traditional peat-based compost using Sungold tomatoes as his test crop. From nutrient lockout and NPK imbalances to the common mistake of overwatering due to dry surface layers, Scott’s findings are eye-opening for anyone navigating the peat free transition.
We talk about the challenges of standardisation, the need for clearer compost labelling, and the surprising results that saw B&Q Verve peat free compost outperform much more expensive brands. Whether you're a professional grower or a weekend gardener, this episode is full of practical tips, honest reflections, and some much-needed clarity around peat free gardening.
Highlights include:
Perfect for: Garden centre buyers, horticultural professionals, peat free product developers, and any gardener who’s ever asked: “Why won’t my plants grow in peat free?”
Your hosts:Phil Wright: http://wrightobara.comKate Turner: http://www.gardenerguru.co.uk
In this episode of The Underground Podcast, Phil is joined by Beth Johnson, CEO of Umbrella, the promotions agency behind major campaigns for brands like Cadbury and Unilever. Together, they explore how the garden sector can borrow from the grocery playbook to drive footfall, shift stock, and boost brand engagement.
Beth shares:
Whether you're a brand manager, garden centre buyer, or just curious about how to turn browsers into buyers, this episode is packed with insights on how promotions, done right, can spark growth.
Relevant for: garden brands, garden centres, product marketers, FMCG professionals, and anyone curious about shopper behaviour and brand-building.
For more on Beth's work: team-umbrella.co.uk
In this episode of The Underground, we dig into the story behind Seed Sticks with Jamie Gray of Sow Easy, a second-generation family business with an unexpectedly brilliant journey from razor blades and swords to sustainable seed-based gifting. Jamie shares how a quirky R&D project from the 1980s became a unique product that's now catching the eye of retailers, eco-conscious consumers, and budding gardeners across the UK.
We talk about the rise of gifting in gardening, the power of visual growing aids, and the challenges (and charm) of breaking into retail with something genuinely new. From compostable materials and clever point-of-sale to cocktail-themed herb packs and childhood nostalgia, this is a warm, insightful look at a business growing with intention and joy.
In this episode, Kate and Phil sit down with Beth Anderson, a passionate plant health inspector and dedicated advocate for Young People in Horticulture. Beth shares her journey through the YPHA’s pilot Launch Success Challenge, a year-long initiative designed to equip under-35s with real-world marketing and branding skills for the horticultural industry.
From giving the humble Begonia an image makeover to pitching to industry leaders, and masterminding giant crepe paper flowers for Gardeners World Live, Beth talks candidly about teamwork, creativity, and why she believes the warmth and openness of horticulture makes it a truly unique place to build a career. Expect plenty of laughs, behind-the-scenes stories, and a dose of infectious enthusiasm that might just make you see begonias (and compost!) in a whole new light.
YPHA: https://www.ypha.org.uk/
Your hosts:
Phil Wright: http://wrightobara.com
Kate Turner: http://www.gardenerguru.co.uk
In the opening episode of Season 4, Phil and Kate discover the rich personal and professional journey of Will Armitage: agricultural and horticultural consultant, entrepreneur, and current President of the HTA (Horticultural Trades Association). From rebellious beginnings to helming his family’s sixth-generation business and ultimately championing the sector on a national stage, Will shares an absorbing story of tradition, adaptation and advocacy.
This episode explores the soul of horticulture, the people who make it thrive, the quiet power of collaboration in a competitive world, and the urgent need for government recognition. Will also lifts the lid on the HTA’s vital work: from policy lobbying and business benchmarking to the power of regional networking. Plus, a surprising tale involving Victorian oil paintings, greenhouse glass, and a tree that makes Will smile every time. It’s a conversation not to be missed.
In this first episode of a two-part special from The Underground Podcast, hosts Kate and Phil dig into the root of the industry’s biggest environmental pivot—going peat free. With decades of dependency on this “gold standard” of growing media, why is it now so crucial to leave peat behind? And why is it proving so hard to replace?From the carbon cost of extraction to the slow regeneration of peatlands, this episode explores the environmental urgency driving the move away from peat. But this is no simple switch. Through conversations with leading scientists, manufacturers, campaigners, and trade leaders, we uncover what made peat so effective—and why sustainable alternatives must work harder to match its performance.Whether you’re a professional grower, a home gardener, or simply peat-curious, this episode lays the groundwork for understanding what’s at stake and what’s next in this growing media revolution. Episode 2 will pick up the trail, delving into the practical realities of making peat-free work.Featuring:Elaine Gotts – Research & Development Scientist, Levington / Evergreen Garden CareSimon Blackhurst – Horticulture ConsultantWill Scott – Team Leader, Heart of Eden (AHS Limited)Jane Hartley – Brand Portfolio Manager, Evergreen Garden CareSteve Harper – Chair, Responsible Sourcing Scheme & Managing Director, Southern TridentSally Nex – Environmental Gardener & Campaigner, Peat-Free PartnershipFran Barnes – Chief Executive, Horticultural Trades AssociationJane Lawler – Marketing Consultant & HTA Board MemberDan Durston – National Sales Director, Durston’sToby Thomas – Managing Director, RocketGro
In this special episode of The Underground Podcast, Kate and Phil take you behind the scenes at the Garden Press Event 2025, held at the Business Design Centre in Islington, London. A key date in the gardening industry calendar, this event brings together brands, innovators, and industry experts to showcase the latest trends, products, and sustainability initiatives shaping the future of gardening.
As they weave through the bustling exhibition hall, Kate and Phil catch up with a diverse mix of exhibitors, from household names like Gardena, Evergreen Garden Care, and Westland to passionate independents driving innovation in the sector. From the latest in peat-free compost and eco-friendly packaging to high-tech gardening tools and educational initiatives for future generations, this episode is packed with fascinating conversations and exclusive insights. Whether you're a green-fingered enthusiast or work in the industry, this is your chance to get the inside scoop on what’s next for gardens and green spaces.
Your hosts:
Phil Wright: http://wrightobara.com
Kate Turner: http://www.gardenerguru.co.uk
In this episode of The Underground Podcast, Phil and Kate sit down with internationally acclaimed garden designer, TV presenter, and horticulturalist Peter Donegan. Known for his visionary approach to garden design, Peter shares his journey from growing plants under his bed as a child to designing breathtaking landscapes around the world. His passion for storytelling through gardens shines through as he discusses transformative projects, including a poignant garden in Melbourne honouring veterans and a hidden courtyard garden in a 13th-century French castle (links to view below)
Peter also delves into the importance of biodiversity, how small urban gardens can make a big impact, and why gardens should evoke emotion rather than just tick design boxes. With his signature blend of insight, humour, and deep expertise, Peter offers a fresh perspective on what it really means to create meaningful green spaces.
Don't miss Peter Donegan as he presents the APL (Association of Professional Landscapers) Awards on Friday 14th March at The Brewery, London.
Tune in for an inspiring episode filled with passion, creativity, and a little bit of rock and roll in garden design!
Peter Donegan: https://doneganlandscaping.com
Melbourne Garden: https://doneganlandscaping.com/blog/2024/03/24/peoples-choice-award-melbourne-international-flower-and-garden-show-2024/
French Garden: https://doneganlandscaping.com/blog/2022/06/28/inauguration-chateau-de-peronne-jardin-philophrosyne/
Laburnocytisus 'Adamii': https://www.suttons.co.uk/laburnocytisus-adamii_MH12152
Your hosts:Phil Wright: http://wrightobara.comKate Turner: http://www.gardenerguru.co.uk
In this episode of The Underground, Phil & Kate continue their deep dive into the role of green spaces in our built environment. They sit down with Neil Beamsley, Group Head of Biodiversity at Bellway Homes, to uncover how one of the UK’s major housebuilders is tackling biodiversity net gain. Neil shares insights on the legal requirements for developers to improve biodiversity, the challenges of balancing nature with new homes, and why small changes—like hedgehog highways and native planting—can make a huge impact.
Later in the episode, garden writer and wildlife champion Debi Holland joins the conversation to discuss how homeowners can transform new build gardens into biodiversity hotspots. From embracing No Mow May to creating habitat-rich hedges, Debi shares practical advice for making green spaces work for both people and wildlife.
If you’ve ever wondered whether new housing estates can be a force for good in the natural world, this episode will challenge your perspective and offer inspiring ways to make a difference—one garden at a time.
Bellway Homes: www.bellway.co.uk
Plantlife: www.plantlife.org.uk
Debi Holland: debihollandgardening.com
Your hosts: Phil Wright: http://wrightobara.com Kate Turner: http://www.gardenerguru.co.uk
