To assist garden centres, Smart Solar has a number of point of sale units and dump bins to display products for easy purchasing. Paul Knott, Smart Solar Sales Director, commented: "Our lighting display unit has a digital screen which runs a presentation to show customers what the products look like when they are working in a garden, which has really helped sales in 2008. For 2009 we are launching a new water features display unit for outside areas, so that our water features can be seen working." 

GCU interviewed Jonathan Stobart, Smart Solar's founder and Managing Director, to ask about the opportunities for solar powered products in garden centres.

Are solar-powered products better suited to countries with a hotter climate than the UK?

Solar products are powered by light, not heat, and are designed to operate in a wide variety of light conditions. However it is true that the brighter the conditions, the better the performance will be.

You started trading in 2003 - have you noticed the environmental issue becoming much stronger in the last five years?

Yes, there is considerably more awareness and interest in environmental issues than five years ago, even than two years ago with the recent large increases in energy prices.

How would you feel if there was some kind of industry environmental accreditation scheme for garden centre products?

It could be very positive for consumers, trade and suppliers alike, as long as it was genuine.

How do you come up with ideas for your product ranges?

We have regular product development meetings with a spread of people from different disciplines in attendance; we constantly check which type of products/shapes/colours are popular in the market at large; we visit a wide variety of trade shows to look for new ideas; spend time with key material suppliers in Philippines, India, Vietnam, Turkey and China looking at different materials and how we can develop new items using new materials and combinations of materials; we receive design briefs from several major customers for OEM custom supply.

How long would a solar pump be expected to last for in a garden?

Approximately two to three years, then it may need replacing. However, we are constantly working on product development and improvement, and believe that the lifetime of our pumps in the future could be extended further.

What are your strongest markets?

The UK and US are our largest markets. We also have a good spread of customers in Germany and France, additional customers in other countries within Europe as well as Japan and Australia.

What plans does the company have for the next ten years?

There are several directions the company is evaluating for future growth. Key is consistent organic growth of our solar garden products business, since we perceive there is still considerable untapped opportunity, especially with the new product concepts and technology we are working on. We are very competent in product development and new technologies and retain the IP in our products. Beyond that, we have recently offered a new PV microgeneration product which opens up a further market opportunity for us, and may pave the way for expansion into further renewable and environmental product areas.

What trade shows do you attend and why?

Currently GLEE in the UK, JDC in France, and NHS in the US. We primarily exhibit as a platform to have dialogue with a large number of existing and prospective new customers, and show new products.

Have sales been affected in the UK by bad weather and the credit crunch?

Yes they have, although it is difficult to be certain which had the greater impact over the second half of the summer - neither was helpful! While prospects for next season must remain challenging, we are cautiously optimistic and in fact have already won new business with several major customers globally for 2009.

What is your best-selling product - and why?

Our best selling product "concept" is our range of solar Birdbaths and Fountains, since they offer a very neat, wireless solution to having a powered water feature in the garden. They are quick and easy to assemble and as they operate using renewable energy there is no need for mains wiring. Many of them have integrated solar panels and some are also battery supported so that users can switch them off to store power for use in the evening or when required. We have many designs that sell well, but our two-tier water fountains are particularly popular.

What makes Smart Solar different?

We are specialists in solar power and most of our key people have a significant number of years experience in this area, which enables us to make innovative products that include the latest technology. Lighting is probably the most popular use for solar power and our lighting products are high quality and distinct such as our new Woodland Creatures collection of animal string lights for decorating shrubs, trees or pathways. As for other product areas, we have solar fountain pumps and oxygenators for ponds as well as a large range of water features from bubbling Buddha's and natural slate fountains to the more traditional cascades, made from terracotta, aluminium or glazed ceramic.

For further information visit http://www.smartsolar.com/

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