Karen Wilkinson on the 5 Growth Drivers in Garden Care, why Education Matters, and Building Brands that Win

After 43 years in business, Alan Roper believes the trading environment has fundamentally changed. The tailwinds that once helped retailers grow have disappeared, and he doesn't expect them to return any time soon.

Peat-free compost has come a long way, so why is the industry still struggling to move forward? Recorded live at Glee, Phil and Kate are joined by Dan Durston and Simon Blackhurst from Durstons to explore the commercial pressures, quality challenges and consumer perceptions shaping the future of growing media. With retailers still pushing for low-price compost, are manufacturers being forced to compromise on performance? And could poor-quality products be undermining consumer confidence in peat-free? The conversation explores plans for a minimum performance standard, the importance of helping gardeners choose the right products, and whether the industry should take the lead rather than wait for government legislation. With quality improving and the technology already available, what's really holding peat-free back?

Where could profit be hiding in the everyday workings of your garden centre? For Josh Novell, a sandwich arriving 10–15 minutes before his coffee prompted a closer look at how Polhill’s restaurant operated. That led to a wider examination of the processes, buying decisions and business habits that affect both profitability and the customer experience. Recorded live on stage at Glee 2026, this episode of The Underground sees Phil Wright joined by Polhill Garden Centre director Josh Novell to explore what the business has learned. They discuss why more coffee machines weren’t the answer, how keeping promotions running too long can erode profit, and why knowing when a Christmas product sold out can change the next buying decision. Josh also shares the ideas that didn’t work, including an Aldi-inspired approach to displaying deals, and explains the thinking behind Polhill’s expansion into padel and events. An honest, practical conversation about finding opportunities to improve profitability in the business you already have.

What does the next generation of garden customers actually want from us? Recorded at Glee 2026, Kate Turner is joined by Natalie Boynton, Sales Director at Happy Plants, and Ed Hill, Managing Director of The Horti House, for a conversation about a customer who may look very different from the traditional green-fingered gardener. Natalie introduces the idea of the affectionate “plonker”: someone who wants gardening to be accessible, straightforward and easy to enjoy. From hanging baskets you can simply put on a hook to plants designed for balconies and rented homes, is the industry doing enough for people who want the result without first becoming gardening experts? They discuss whether plant care information has become unnecessarily complicated, how houseplants helped make plants part of lifestyle and interior design, whether garden centres can offer too much choice, and why giving customers confidence may matter more than giving them every piece of horticultural information. The conversation also explores the changing role of garden centres, the importance of knowledgeable staff, and how better use of technology, AI and customer data could help retailers understand and support the people coming through their doors. Plus, Natalie and Ed answer our Glee question: what could the garden sector learn from outside the industry? A thoughtful conversation about making plants easier to buy, easier to understand and relevant to a changing customer.

What happens when growing your own food becomes about much more than what ends up on the plate? Recorded live on stage at Glee, Phil Wright and Kate Turner are joined by Hugh Fearnley-Whittingstall, chef, broadcaster, author, campaigner and the man behind River Cottage. Hugh takes us back to the childhood experience that first sparked his fascination with growing, and explains how that relationship with food eventually helped inspire River Cottage. The conversation explores why growing food can be an act of self-reliance, how it changes our relationship with what we eat, and why Hugh believes growing organically and looking after the life within our soil is more relevant than ever. We also hear about his High Fibre Heroes, the connection he sees between the microbiome in our soil and our own gut health, and why even growing a small amount of food can make a difference. Towards the end of the conversation, Hugh is joined by Max Mancroft from Seed Revolution. They discuss their River Cottage organic seed range, the opportunity to make growing from seed feel simpler and more appealing, and why a packet of seeds might just make a rather good present. Finally, Hugh and Max answer our Glee question: what could the garden sector learn from outside the industry?