Market Analysis Summary
The following section presents a broad range of market information and projections, including:
- Who is the typical floral buyer, and who is the typical floral buyer at Red White & Bloom?
- How and why does he or she purchase flowers?
- What are the prevailing buying patterns in the floral industry?
- What is the size of the Atlanta market that Red White & Bloom plans to target?
- What is the overall buying potential/revenue for Red White & Bloom?
- Who is the competition in the Atlanta market?
4.1 Buying Patterns
Factors that Drive Typical Floral Purchases
Holiday purchases traditionally drive the florist industry. The holidays, along with birthdays and anniversaries, are ideal dates for men to select as part of a Frequent Flower Gift Program. For reference, the following chart ranks floral purchases by holiday:
Percent Ranking by Retail Dollars
|Christmas & Hanukkah|
|Easter & Passover|
|Administrative Professional's Day|
|St. Patrick's Day|
Source: American Floral Endowment Consumer Tracking Study
Capturing Valentine's Day Business
Valentine's Day ranks number one in single-day holiday cut flower purchases, capturing 34 percent of transactions and 36 percent of dollar volume. Eighty percent of consumers who buy florals for the romantic holiday purchase cut flowers. According to the International Mass Retailers Association (IMRA), men are more likely to give flowers than women, and men plan to spend $95 on the average, while women plan to spend $60. The average amount spent per household is approximately $94.50, and the trend is an upward one.
To maximize Valentine's Day revenue with add-on sales, Red White & Bloom will offer special, seasonal gourmet chocolates in addition to the store's normal gourmet chocolates. Chocolates account for 75% of Valentine's Day candy sales, which totaled an estimated $1.1 billion in 2002. A survey conducted by the Chocolate Manufacturers Association revealed that 50 percent of women are likely to give a gift of chocolate to a man for Valentine's Day.
Profile of Traditional Buyers of Floral Arrangements
Which households buy fresh cut flowers, how often and how much do they spend? According to the American Floral Endowment Consumer Tracking Study, consumer spending is on the rise. For example, the percentage of U.S. households making at least one fresh cut flower purchase during the year continues to increase. The frequency of consumer flower purchases is also remaining consistent.
- 27.7% of all US Household purchased fresh cut flowers at least once per year.
- The average floral purchase per buying household was 3.7 times.
- The average purchase price per buying household was $62.63.
- The most frequent purchases are women over 35, with incomes in access of $30,000 who live in metropolitan areas with populations greater than 2.5 million.
- Seventy percent of floral buys are planned purchased.
Source: American Floral Endowment Consumer Tracking Study.
Profile of a Red White & Bloom Customer
As noted earlier in this plan, Red White & Bloom will not be a typical retail florist, and therefore will target and serve a very different primary market, one that is described in detail in the next section.
4.2 Market Summary
Midtown and Downtown Atlanta Demographics
Red White & Bloom will primarily target businessmen who work in highly-paid professions in Midtown and Downtown Atlanta. A second market includes businesses in Midtown and Downtown Atlanta that need weekly floral arrangements. The following chart provides an overview of potential prospects (businessmen and companies) within the defined areas.
- Midtown is defined as a one-mile radius from 10th NE at Peachtree.
- Downtown is defined as a four-mile radius from Peachtree and Andrew Young Intl Blvd.
Total Number of Businesses
Securities & Commodities
Total Number of Daily Employees
Securities & Commodities
*Represents Finance, Insurance & Real Estate
Source: Central Atlanta Progress
To meet its target revenue goals, Red White & Bloom estimates that it needs the following number of clients:
- 2005: Five commercial accounts (businesses); 50 Frequent Flower Gift Program Members (businessmen).
- 2006: Eight commercial accounts (businesses); 75 Frequent Flower Gift Program Members (businessmen).
- 2007: Ten commercial accounts (businesses); 100 Frequent Flower Gift Program Members (businessmen).
Given the combined 6,596 businesses located in Midtown and Downtown Atlanta, and the 1,510 ideal business (banks, law firms, securities firms, real estate, insurance companies and hotels), Red White & Bloom believes it has set realistic target levels for commercial accounts. Also, given the 195,149 employees who work in Midtown and Downtown Atlanta, with 26,010 identified as ideal prospects and assuming that 50% are men, the company also feels confident about its opportunity to reach its target goal for the Frequent Flower Gift Program.
For example, to reach its goal of five commercial clients in 2005, the company needs to secure .03% of its target company market (1,510), .05% in 2006, and .06% in 2007. To meet its Frequent Flower Gift Program estimates, the company needs to secure .04% of its targeted businessmen (13,005), .06% in 2006, and .08% in 2007.
Red White & Bloom plans to differentiate through its Frequent Flower Gift Programs for businessmen, and will treat in-office deliveries to its male clients as an opportunity to establish brand awareness with office managers for potential commercial account business. From preliminary research of the competition, Red White & Bloom has not identified any traditional florist in Atlanta, nor an on-line florist, that is offering a Frequent Flower Gift Program that allows the customer to choose random delivery dates in advance. As a result, the florists listed below are considered competition for commercial accounts:
Carithers. 1893 Piedmont Road. Carithers is recognized as the leading florist in Atlanta, with three locations (one in town).
Petals: A Florist. 1422 Woodmont Lane NW. Petals offers flowers for delivery, as well as for special events such as weddings. The store uses fresh flowers to create designs with a natural garden feel. It also sells twig baskets and stone-finished containers with longer-lasting greenery and blooming plans, and offers baskets of fruit and gourmet food.
Lilly's. 1197 Peachtree Street NE - Colony Square. Lilly's is a full-service florist that serves the Colony Square retail and office clientele, along with the Sheraton Hotel.
Twelve. 976 Piedmont Avenue - at 10th Street. Located in a former Midtown residence, the store carries unusual flowers and orchids. It also carries jewelry, designer handbags and sunglasses, throw pillows and bath towels.
Fuji Designs. 1157 West Peachtree Street. Fuji Designs is a Japanese-style florist, offering silk and fresh flower arrangements, along with Japanese gifts, jewelry, glassware and handbags.
Stems. 999 Peachtree Street - at 10th Street. Located in the First Union building, Stems serves commercial clients in the building and is also a full-service floral shop.
On-line Florists. In addition to traditional florists, floral arrangements can be purchased via the Internet. Such services are offered by Jackson & Perkins (jackson-perkins.com), Calyx & Corolla (calyxandcorolla.com), Hallmark Flowers (hallmark.com), FTD.com, Harry & David (harryanddavid.com), and many others. These companies offer a monthly delivery program; however, customers cannot select custom arrangements (they have to accept the "selection of the month"), nor can they specify a delivery date (they have to choose a "month" and the date of the delivery is determined by the company). Also, when the floral arrangements arrive, they require arranging, and often the finished product may not match the photo that drove the purchase. Deliveries present another challenge if the gift recipient isn't home. The flowers are either returned to the shipper's distribution center where they remain in a box, or they are left in the box on a doorstep for an undetermined amount of time. In either situation, the quality of the live, perishable flowers is reduced.
Given the lack of Frequent Flower Gift Programs by Atlanta florists and on-line florists, Red White & Bloom believes there is a positive opportunity to establish a premium, niche service.
4.4 Target Market Segment Strategy
Ideal characteristics of a typical Red White & Bloom customer are:
Frequent Buyer Program Subscriber
- Male executive
- Works in Midtown or Downtown
- 25-60 years of age
- Married, engaged or in a long-term relationship
- Makes $150,000+
- Quality conscious
- Probably works as a banker, real estate agent, lawyer or financial analyst
- May have a preference for luxury items (cars, clothes, watches, homes, vacations)
- Homeowner, possible multiple home owner
- Has discretionary income
Commercial Accounts Customer Profile
- Primarily female office or store manager
- Professional 25-60 years of age
- Probably works for a law firm, hotel, large retail store, bank, real estate agency, foreign consulate or insurance agency
4.5 Market Projection
Using the target market numbers identified earlier in this section and the Midtown and Downtown Atlanta demographics, Red White & Bloom has made the following assessments regarding market opportunity and revenue potential:
POTENTIAL REVENUE FOR FREQUENT FLOWER GIFT PROGRAM CUSTOMERS:
13,005 Businessmen in Midtown & Downtown Atlanta x $600 (average purchase price [six deliveries per year, $100 per delivery])= $7.7 million of revenue opportunity.
POTENTIAL REVENUE FOR WEEKLY COMMERCIAL ACCOUNTS CUSTOMERS:
6,596 Businesses in Midtown & Downtown Atlanta x $150 (average cost of an arrangement each week) x 52 weeks per year = $51.4 Million. If we assume (20) competitive florists in this area, that's still $2.5M in potential revenue per florist. Or, if examined from another perspective, if the company can capture .05% of this potential business, that's $257,244 in revenue opportunity.
As indicated previously, Red White & Bloom needs five commercial accounts and 50 Frequent Flower Gift Program Members to meet its first year revenue goals, and, given the breadth of the target market, the company believes these targets are reachable.