A short drive from the New Hampshire's Capital will land you in Pembroke at a unique native plant nursery. As you pull your vehicle into the driveway it looks like you arrived at a historical homestead, but once you step outside your car you'll be greeted by the welcoming smile and energy of Ayn Whytemare, owner of Found Well Farm. Ayn's warmth will have you thinking your long lost friends and soon you'll realize that you have found the distinct place to find native plants for your landscape whether you are a homeowner or a green industry professional.

I met Ayn about five years ago as she was just developing the business plan for Found Well Farm. I hired her to come to my new home and take a look at a challenge we had with landscaping. Her background in Environmental Science and Forest Ecology as well as years in the landscaping business provided us with lots of great solutions and advice that we have been implementing over the years. I recently interviewed Ayn and want to share her story and some of the key marketing aspects that have helped her grow her business over the past five years.

Q: Ayn, what is it that you do?

A: I grow native perennial trees and shrubs and certified organic vegetables. By native I mean plants that were have been growing here for millennia, long before most of our ancestors arrived. They benefit from the New Hampshire climate and don't require extensive machine or chemical maintenance to flourish. I also offer consulting services for homeowners who either enjoy gardening or want to learn more about how to create a landscape in harmony with the ecosystem.

Q: I've used your consulting service for an area on my property and we have been successful with your recommendations. Could you explain a little more to the reader about what happens at a consult?

A: Typically, I walk the landscape with the homeowner and listen to what they want to do and where they need help. Then we discuss specifics for their site and I make recommendations based on organic practices and types and uses of native plants. I consult on conventional landscapes as well, mostly for people who want to lower their maintenance burden, but most of my clients want the native-based approach. Typically I conduct soils tests and make recommendations for a 2 year plan. I have found it's really rewarding for the homeowner because they have the "how and what" to begin improving their landscape. It saves them time, energy and even environmental damage.

Q: Is it only homeowners that you serve?

A: Homeowners are the majority of my customers, but I have quite a few conservation districts, community projects and a few landscapers that understand the value of native plants. I give talks on native plants in classes and organic practices to garden clubs, conservation organizations and at conferences such as Northeast Organic Farming Association.

Q: Could you share some marketing aspects that helped you build your business?

A: When I started the business I did print media and have since stopped that after determining the return was so low. The web site is much more valuable because I'm able to keep in contact with customers through the seasonal updates and I keep notes on the home page regarding what is available. I offer gift certificates for sale on the web site and this is a big seller during the springtime and Mother's Day. I always carry business cards! You never know when you might meet your next loyal customer.

Also, Found Well Farm is listed on the National Native Plant Society website and this has worked well and is worth the membership fee. Also, we are involved in our community and donate to several non-profits.

We have mostly grown through word-of-mouth and have a loyal customer base.

Q: Most people believe word-of-mouth just happens, but it doesn't. Could you explain why you believe you have a loyal customer base and strong word-of-mouth.

A: I believe we have a loyal base because more and more people are coming back year after year. I believe they spread the word because we are a local niche supplier of native plants and one of the few certified organic producers around that sells plants rather than food. Basically, we grow things no one else grows. Convenience is another factor. Folks can pre-order through the website, email or phone and pick up their order at a time that works for them.
The other aspect is that when someone purchases our product they have the opportunity to bend my ear. I guess you could call me a "plant coach" if you will. Once you buy a plant from me you can call me up any time and ask questions or just talk shop.

Thanks Ayn, I know you go the extra mile with your customers and that is one reason your word-of-mouth (WOM) growth works so well. It is a definite example that WOM does not just happen, it takes service, relationship building and quality.

Here is how to contact Found Well Farm or find out more:

Website and sign up for the e-newsletter,

Phone: 603-228-1421

E-mail: ayn@foundwellfarm.com

In the small town of Sutton, New Hampshire, set back off a long dirt road lies the Greenhill Collective Farm and makers of Soothe Hands Luke products. Kate Dobrowski and her three sons work together growing produce and developing a series of skin and body products that are hand made in micro-batches.

I'm a big fan of Soothe Hands Luke products, especially the lip balm. I interviewed Kate for this post to share some of the story of this micro-enterprise business.

Q: How does Luke's products differ from other handmade, small batch body care products?

A: We have what some would consider an unconventional way of selecting our raw ingredients. Our lip (Luke's Lips) and skin soother products are made from certified organic plants that are wild-crafted or grown on our land. Prior to harvesting the plant, we set an intention and a prayer to thank the earth and the plants and ask their help for those that will use the product. We feel this ceremonial respect creates the healing properties that are needed in the product.

If we were to ship in these plants from outside the region they would not have the same healing and soothing strength. As indigenous people and many herbalists teach us,it is the plants around us that are the most potent for healing. We carefully handle the plants and infuse them in olive oil and locally sourced beeswax. Unlike many products sold in the marketplace, we don't use essential oils because often the sources and extraction practices are unknown. It is very important to us to maintain purity standards.

Our products are used in different ways, but many of our customers are men who are looking for a hand salve to soothe their hands, hence the name Soothe Hand Luke. Our customers have told us they use the salve to pull splinters and thorns out of their hands. We often say, "The rugged and tough weeds and plants grown on the landscape are like the hardworking hands they soothe."

Q: You mentioned purity standards, do you have difficulties with sourcing the products you don't wild craft or grow yourself?

A: We do. We use olive oil in our products currently and are working on finding an alternative to this dilemma. We are seeking a small-scale olive oil or sunflower producer. The other opportunities we would like to work on are using recycled or recyclable containers for our products. Our salves are in tins, which can be recycled, but our lip balms are made of plastic which we would like to find alternative packaging for plastic.

Q: Any new products under development?

A: Yes, a new product to soothe tattoos that will be sold in tattoo salons. We have received a lot of feedback from customers who were using Soothe Hand Luke's on their new tattoos. They told us it stops blood and pain and helps the tattoo stay resilient while it is being created. I made modifications to the Soothe Hand Luke's hand soother focusing on greater healing properties.

Also, we are developing an insect repellent formulation.

Q: Where are the products sold?

A: Currently, our products are sold very locally at farmers markets, events, local area garden centers and independent stores as well as the annual Warner Fall Foliage Festival.

Q: How can people contact you to find out more?

A:They can contact us at greenhillfarmer@gmail.com or through our Facebook page Soothe Hand Luke's or on localharvest.org under Greenhill Farm. Our website is in the works at this time.

Thanks to Kate for taking the time to share a bit about the business, its soul, products and challenges. If you have used Soothe Hand Luke's products, know of an alternative to plastic or local sources of oils let me know here in the comment section or on my Facebook page. I'll be sure to pass the information on to Kate.

Thanks for reading

What do you get when you mix a political candidate and a stranger in your home? A friend.

That is how Cynthia Wallace of MediaStory Consulting and I tell the story (actually, she tells it better). During the recent Presidential Primary Cynthia was living in New York and volunteering for a candidate whom I was supporting. Her volunteering led her to travel to New Hampshire to knock on doors and make calls to folks in the Granite State. I volunteered my guest bedroom to traveling volunteer supporters. This was a first for both Cynthia and I - she traveling for a candidate and I opening my house up to a total stranger.

Through her 3-day stay we had great discussions about everything from organic farming to world-wide issues. We shared our love of New England, a good glass of wine and ethical marketing.

Cynthia is professional, thoughtful and brings a relaxed style to her work. Her blog is filled with examples of greatness and not so greatness when in front of an audience or camera.

Here's the interview:

Q: Cynthia, what is it you do?

A: I help people tell their story and get results.

Many, many people need help, aka Media Training, when they decide to speak to the news media, or when the news media come calling. With the insight that comes with 20+ years as a news writer, reporter and producer (Reuters TV, Fox News Channel), I'm able to prepare my clients to tell their story to a reporter or interviewer - and then enjoy the results of getting that story on TV, in print or on the Internet. 

Since coming to Dallas from New York in 2009, I've realized the serious need for Presentation Training, too, among people in businesses and nonprofits of all sizes. So, recently, I began offering help with Presentations. After all, presenting with slides is simply another means of telling your story. Every audience is a great opportunity, and with good content and technique, a presentation can inform and inspire action.

Q: Great point, whether one is in front of the camera or in a room full of people it's about telling a story. I'm sure we all can relate to being in the audience not listening to a speaker. When you are helping a client how does your process work?

A: I generally spend between a half-day and 2-days with clients, teaching skills and techniques through interactive seminars that always include videotaping the client's interview or presentation. After playback and critique, the client virtually always comes to realizations and makes significant improvements in understanding and performance.

After the seminar, I stay in touch with clients as questions arise on topics covered or new situations develop. It's greatly rewarding for me to see improvements at the seminar and afterwards in the local or national news.

Q: I imaging the follow-up is equally important. If someone wants to learn more, how can we contact you?

A: MediaStory Consulting is on the Internet at www.mediastoryconsulting.com, and people can reach me via email at cynthia@mediastoryconsulting.com or by phone 972-827-8154.

Based in Dallas, I service clients across the U.S.A.

 

Thanks Cynthia and keep those great blog posts going. I really enjoy them, always interesting and informative.

Have you seen a recent mishap of someone in front of the media or an audience? Let Cynthia and I know and she will share some of her insights on it in one of her blog posts.

Image Supplied & Copywrighted by MediaStory Consulting