Hands On BY JENNIFER SPERRY SNAPSHOT Priced to Please
> The “flower bar” concept is not new by any stretch, but The Flower Bar in Larchmont, New York, was arguably one of the originals. When owner Nancy White purchased the shop in 2011, she was inspired by the name and imple- mented a “flower bar” merchandising approach because, simply put, it gives shoppers what they want — at a trans- parent price point. Products are priced by the stem, and the prices include labor, explains
White. She arranges the flowers by color like a rainbow on white shelving and in a nearby cooler. All blooms are unique and high quality — about half come from Holland. When the flowers leave the shop, the stems are packaged with Chrysal Arrive Alive Eco wraps to provide a handy water source so cus- tomers don’t have to rush home with their bouquets. With about 40% of The Flower Bar’s business coming from walk-ins, White
says the make-your-own bouquets work well because they give customers full control over style and total spend. The bar allows for smaller, more spur- of-the-moment purchases, like stems for bud vases or a standout rose for a friend’s birthday. It also acquaints buyers intimately with their blooms of choice, prompting increased loyalty over time. “My whole goal is to make the shop
an interactive, interesting experience,” says White, “and our flower bar is a big part of that experience. I want custom- ers to feel inspired right when they walk in the door.” In fact, White applies this same
transparency to arrangements and hand- tied bouquets. A board outlining the available sizes to scale with associated costs is displayed prominently for all to see, taking the mystery out of the order- ing process. “I’m a big believer in the ‘sell by size’ methods advocated by Tim Huckabee,” explains the entrepreneur of her sales approach. Sales strategies aside, White’s flower
bar is a consistent customer favorite and a proven method for enticing people into the shop. “People love it,” she reveals. “They are always commenting on social media about coming in and seeing all the beautiful flowers. For anyone who enters, it’s a positive memory.”
PICK AND PLAY The Flower Bar in Larchmont, New York, revolves around an interactive, build- your-own bouquet experience. Owner Nancy White (left) says clear signage helps customers create custom arrangements that fit their style — and their budget.
10 FLORAL MANAGEMENT | July/Aug 2025 |
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