Post Harvest Care and Handling
1-800-Flowers.com, Inc. Las Vegas, NV
Jay Winnerman Director North American Sales March 12, 2011
Quality Takes Commitment
• Worldwide research and development • Trusted and used by florists throughout the globe • Inventor and world leader of floral foam and post harvest products • Most requested brand of floral foam • Most recognized brand of flower food (Floralife – category leader) • Most active and experienced R & D and product testing in the floral industry • Committed to product and service excellence
Things to Remember • Quiz questions throughout the talk • Raise your hand to answer - don’t blurt out what you think is right • Feel free to ask questions during the talk • Practices in post harvest care have changed • Real vs. Ideal • If you can eat it, so can bacteria
Steps for Proper Post Harvest Care • Why is Care and Handling Important? • Inspection and Variety Knowledge • The 3 Pillars of Cut Flower Care 1. Temperature 2. Time 3. Sanitation • Cut Flower Processing & Hydration • Flower Food • Floral Foam • Consumer Education • Ethylene and Botrytis
Why is care & handling so important?
Why is Care & Handling Important?
• Flowers are a perishable commodity! • Consumer satisfaction equals repeat customers and sales! o Customers expect seven days of vase-life in their home • Reduce scrap o Proper care & handling can add between 2% to 4% of NET profit to your operation
Why is Care & Handling Important? • Commissioned by Smithers-Oasis from Prince & Prince Floral Market Research • Survey developed in 1996 and implemented four times o Historical data from 1996, 2000, 2004 and 2007 • Surveyed more than 5,000 floral buyers across the US over a 10 year period
Influencing Customer Behavior Based on a consumer study of 1,200 flower-buying households in the U.S., over 10 years and three surveys, consumers rated the following positive/negative influencers
In the Mind of the Consumer What will make or break your customer relationship? Three factors: 1. Value 2. Over-Priced 3. Poor Quality What keeps customers in your shop? • Sales Assistance/ Courtesy • Delivery of Custom Orders
In the Mind of the Consumer Receiver Perceptual Map
Source: AFE, Dr. Yue – July 2010
Inspection and Cultivar Knowledge
Name that car!
Choosing the Right Cultivar • A cultivar is the name of the flower i.e. Cherry Love is the cultivar name for a kind of rose
Vase-life study with 4 different rose cultivars (in days) 16 14 12 10 Water
8 6
Floralife Clear
4 2 0 'Emblem' 'Osiana' 'Kardinal'
'Sonia'
• Many postharvest problems can be solved by choosing the correct cultivar • Order by cultivar name, not by color
Inspection •
Inspect your flowers upon arrival.
•
Invest in a probe-type thermometer to measure the temperature of the flower heads in the box upon arrival.
•
If you have received damaged or unusable flowers, notify your supplier. o Have the labels on the end of the box hand as these labels have important information pertaining to the farm and airway bill that helps identify and correct the problem.
•
Take notes of which flower varieties work best for you, which varieties last the longest, which varieties open or do not open, so you can fine tune your buying. Source: Dr. George Staby
The 3 Pillars of Cut Flower Care: Time ● Temperature ● Sanitation
The Three Pillars of Cut Flower Care What is important when talking about proper care & handling? The 3 pillars of cut flower care: 1.
Temperature 2.
3.
Time
Sanitation www.chainoflifenetwork.org
The Three Pillars of Cut Flower Care Temperature • Temperature has the most influence on vaselife as it effects the metabolism rate of the flower – low temperature slows metabolism • High humidity slows water loss • Hydrated flowers are healthy flowers • High temperatures have a negative effect on the vase-life of flowers
The Three Pillars of Cut Flower Care Temperature Cool chain should not be disrupted. From the field to the Point-Of-Sale, a working cold chain is very important to assure good quality and maximum vase-life.
Grower Importer Wholesaler Florist Shop Transport Transport Transport The optimum storage temperature for most flowers is between 33 – 38 F°.
The Three Pillars of Cut Flower Care Temperature 3000
• Cut flowers respire 3 x more at 54°F than at 34°F
2500
2000
• Increased respiration rate leads to shorter vase-life
1500
• Respiration creates additional heat
1000
500
0
32F0 C
54F12 C
Respiration rate
65F18 C
Heat production
The Three Pillars of Cut Flower Care Temperature and Relative Air Humidity During Storage Influence of temperture on vase life in days 12
• Cut flowers should ALWAYS be stored in a cool environment between 33 and 38°F!
10 8
• Exception: Tropicals should be stored between 56 and 60°F
6 4 2
0
• A relative air humidity between 80 - 93% slows down the aging process
39F
45F
68F
Quiz Question Pick the proper temperature range for a cooler? • 39-42 degrees F • 33-38 degrees F • 41-45 degrees F
• 33-38 degrees F
Quiz Question Which is not a true about a properly maintained cooler? • It decreases damaging effects of ethylene • It increases respiration • It increases flower life
• It increases respiration
The Three Pillars of Cut Flower Care Time • Keep flowers away from heats as much as possible
• Keep the time outside water / solution as short as possible • Develop standardized procedures so quality does not become a coincidence – plan your time!
The Three Pillars of Cut Flower Care
Sanitation • FACT: Bacteria clogs stems. • FACT: Clogged stems lead to hydration problems and bent neck. • FACT: Bacteria produce ethylene. • FACT: Fungi are opportunists. • FACT: The effectiveness of all post harvest products is dependent on a clean environment.
Fungicide, bactericide, cleaner is needed.
The Three Pillars of Cut Flower Care 1. Cut flowers were stored in vases for two weeks. 2. Water was discarded. 3. One vase was not washed. One was washed with water. One was washed with DCD. 4. Flowers were put all three vases with clean water only.
Not cleaned
Cleaned with water
Cleaned with DCD
The Three Pillars of Cut Flower Care Effect of Bacteria •
Microscopic small organisms (0.1 to 400 Microns) with high growth rates
•
Growth rate is dependent upon temperature and availability of food
•
Vase water and flower stems offer a good growth environment for bacteria
The Three Pillars of Cut Flower Care Effect of Bacteria Bacteria block the Xylem of the Flowers
Result: The water uptake gets disturbed and the vase-life is shortened.
The Three Pillars of Cut Flower Care Effect of Bacteria • The vase water becomes dirty • The vase water smells rotten • Vase-life is shortened
Low Bacterial Growth
High Bacterial Growth
The Three Pillars of Cut Flower Care How can you control bacterial growth? • Keep all buckets and cutters clean –
Research has shown that buckets left dirty for four days can reduce rose vase-life 20%.
• D.C.D. keeps buckets disinfected for several days –
Bleach looses it’s disinfecting ability after only a few hours.
• D.C.D. is less expensive than bleach per use • D.C.D. will not stain clothing • Only government approved bucket cleaner
Use a Flower Food Solution!
The Three Pillars of Cut Flower Care • Bleach is not you best cleaning agent o Sanitizes but does not CLEAN! • Bleach’s shelf life is very short (1 hour to 4 hours) and has no residual effects o It kills bacteria immediately but it does not continue fighting and killing bacteria • Use a cleaning detergent, not bleach o Similar cleaning detergents are used in hospitals as disinfectants • Clean your cooler at least once every quarter (3 months) with a cleaning detergent Source: Dr. George Staby
The Three Pillars of Cut Flower Care At which stages do the three pillars have an influence on flower life? Grower Wholesaler Florist Consumer
Quiz Question
Is bleach an effective bacteria killer?
• Yes!
Quiz Question
How long does bleach kill bacteria in a bucket? • A few hours • 2 to 3 days • 1 week
• A few hours
Cut Flower Processing and Hydration
Cut Flower Processing and Hydration How should flowers be handled? • • • •
Ensure all containers are clean – Use Floralife® Cleaner Strip only the foliage that will fall below the solution level Cut the stems by ¾ to 1” with a sharp and clean knife Place the flowers in a cold water flower food solution. Use only Clean Buckets. Cold means as cold as your cooler temperature – not tap water • Do not place the flowers in direct sunlight. Keep them away from draughts • Do not place the flowers close to fruits or vegetables
Cut Flower Processing and Hydration Which leaves should be removed and why? Usually leaves contain high loads of bacteria and increase the bacterial growth in the water. • Only remove leaves under the water level
• Above the water level only remove damaged leaves. Leaves are important for the respiration of the flower and as energy depot
Cut Flower Processing and Hydration Always re-cut the stems. But why? Capillars (Xylem)
A flower always tries to take up water and nutrients. When you remove a flower from the water, the flower sucks air. The air bubbles block the Xylem. Also bacteria can block the stems. Both are main reasons for bent neck. Always use a sharp and clean knife or scissor which cut the stems and does not crush them.
Cut Flower Processing and Hydration What is hydration? • • • •
Cross Section Movement of water through the plant No roots, No leaves, Big problem Xylem and Phloem Transpiration – evaporation of water from plants o Light o Temperature o Humidity Phloem- distributes food made in the leaves to all other parts of the Vase plant. solution Xylem- distributes water up through the plant.
Cut Flower Processing and Hydration
Hydration Solutions Quick Dip • • • •
Pour into container 1 inch deep Cut flowers Dip stem ends in quick dip solution for 2 seconds Place flowers in flower food
Hydraflor 100 •Mix 1/2 oz into 1 gallon of water •Cut flowers •Place flowers in Hydraflor 100 solution •Remove and place in flower food
Hydration solutions acclimate your flowers to take food. •Stem Un-pluggers •Acidifiers
for 1 hour
Quiz Question
Which of these isn’t recommended when hydrating flowers? • • • • • •
Re-cut stems underwater Use a hydration solution per the manufacturer’s direction Place flowers in warm water to speed hydration First and third points above All of the above None of the above
• First and third points above
Flower Food
Flower Food
50% of florists don’t use flower food! 25% of florists who do use flower food incorrectly! 25% of florists use flower food correctly!
Source: Perishables research organization
Flower Food What’s in a flower food? • Sugar: The food source • Acidifiers: To lower ph and increase solution uptake
• Stem-unpluggers: To keep the stem free flowing
Flower Food Types of Flower Food Storage Solutions
Hydration Provides Lower in Sugar
Acidifier to adjust the pH of water
Floralife Clear 2X Professional®
Vase Solutions Provides Hydration Higher in Sugar
Acidifier to adjust the pH of water
Floralife Crystal Clear®
Aluminum Sulfate – opalescent or pearly when mixed (Floralife® Original) Citric Acid – clear when mixed (Floralife® Crystal Clear)
Flower Food Effects of Flower Food • Photosynthesis makes sugar • Very low photosynthesis due to low light levels and not enough leaves
Day 7 Water
Flower Food
Flower Food Important: Correct Dosing!
0%
25%
50%
100%
Flower Food What’s the better investment?
A $300 dispensing system?
A $1700 decorative wrap for the van?
• A $300.00 investment can pay for itself in a short time through reduced flower losses, increased quality and labor savings
• Every creditable flower shop should have a dispensing system. It’s as important as the computer, delivery truck and cooler
Flower Food
Or, make a dip-stick!
Always measure your flower food!
Flower Food Specialty Flower Foods
•Works on all bulb crops •Stops leaf yellowing in alstroemaria and lilies •Keeps tulip stems from bending •Improves vase-life on all your bulb crops •Available in a 10 lb powder and 10 gram packets
•Increased vase-life (20%+) than regular flower food formulas •Brilliant flower color •Solution stays totally clear until gone •Can be used on all flowers
Quiz Question True or false: 7-UP mixed half and half in water is better for flowers than plain water?
• True • Sugar ( Food) • Citric Acid (Acidifier) • Calcium Disodium EDTA ( Stem-unpluggers)
Quiz Question
True or False: Flower food is just as effective at half, regular, or double strength?
• False
OASIS® Floral Foam Maxlife – a post-harvest product!
OASIS® Floral Foam Maxlife Myths & Perceptions in Our Industry • • • • • •
Flowers live longer in a vase of water Water in a vase is better than floral foam for flowers All floral foams are the same, buy the cheapest Arranging flowers in foam takes more time than a vase arrangement Certain flowers don’t last in floral foam Floral foam isn’t good for all flower types
OASIS速 Floral Foam Maxlife We are about to shatter these myths & perceptions!
OASIS® Floral Foam Maxlife Introducing OASIS® Floral Foam Maxlife • Improves flower life – by up to 50% compared to other design mechanics • Beats every competitive floral foam on flower life – proven in the lab • Maximizes flower life for nearly EVERY type of flower (even the problematic ones) • Roses last as long or longer than in a vase • Prevents stem burn, petal drop, browning and bent-neck
OASIS® Floral Foam Maxlife Introducing OASIS® Floral Foam Maxlife • Keeps flowers living longer even when consumers don’t water • For the first time, meets or beats flower life in a vase of water • Lasts longer even if you forget to water
• Color stable, so no more brown foam • Mold spores; no more!
OASIS速 Floral Foam Maxlife Seeing is Believing!
DAY 10
ADVANTAGE Plus Floral Foam
OASIS速 Floral Foam Maxlife
OASIS® Floral Foam Maxlife Seeing is Believing!
Day 7 Results – Susan Clarke
OASIS速 Floral Foam Maxlife Seeing is Believing!
Day 11 OASIS速 Floral Foam Maxlife
ADVANTAGE Plus Floral Foam
OASIS速 Floral Foam Maxlife
Advantage Plus on Day 7 OASIS速 Floral Foam Maxlife on Day 7
Advantage Plus on Day 15 OASIS速 Floral Foam Maxlife on Day 15
OASIS速 Floral Foam Maxlife
OASIS速 Floral Foam Maxlife Day 7
OASIS速 Floral Foam Maxlife on Day 15
Syndicate Aquafoam on Day 7
Syndicate Aquafoam on Day 15
OASIS® Floral Foam Maxlife OASIS® Floral Foam Maxlife is on YouTube! See Maxlife work at Youtube.com/OASISFloral http://www.youtube.com/OASISFloral#p/u/0/rKJ8wBQmykU • Provides longer life for flowers – up to 50 percent longer than any previous floral foam . • For the first time, the only floral foam in the industry proven to meet or beat flower life in a vase • This singular benefit, maximizing flower life, addresses the number-one desire of consumers who purchase flowers
OASIS® Floral Foam Maxlife Seeing is Believing – No More Browning!
Other floral foam
OASIS® Floral Foam Maxlife
OASIS® Floral Foam Maxlife Seeing is Believing – No More Mold Spores!
Current Floral Foam - Mold
OASIS® Floral Foam Maxlife - No Mold
OASIS速 Floral Foam Maxlife More than just bricks!
All OASIS速 Designer Shapes and Articles are made with OASIS速 Floral Foam Maxlife!
OASIS速 Floral Foam Maxlife OASIS速 Floral Foam Maxlife Packaging
OASIS® Floral Foam Maxlife Method – Key Messaging to the Florist
Retails for $49.99 Lasted 10 days Customer pays $4.99 a day!
Retails for $49.99 Lasted 6 days Customer pays $8.33 a day!
For only 10¢ more, your arrangement will last 50% longer!
OASIS® Floral Foam Maxlife Method – Key Messaging to the Florist No brown, no burn, no bend. NO KIDDING. • Flowers live longer in OASIS® Floral Foam Maxlife than in any previous floral foam – up to 50% longer • OASIS® Floral Foam Maxlife is the first and only floral foam proven to provide as long, or longer, flower life than flowers in a vase of water • Prevents premature petal burn, wilting, browning and petal drop • Stops premature bent neck in flowers with soft stems • Stops leaves from premature yellowing, browning and falling off stems • Prevents stem burn
Day 1 MaxLife
Day 1 Water
Day 8 MaxLife
Day 8 Water
OASIS® Floral Foam Maxlife Floral Foam Basics • Hydrate all flowers before arranging in foam • Soak foam in flower food • Never forcibly submerge foam • Change soaking solution regularly • All foams are not the same - remember that foam is a post harvest product like flower foods
OASIS速 Floral Foam Maxlife Prince and Prince Consumer Survey: Presentation Method
Under 35
35 - 44
45 - 54
55 - 64
65 & Older
Flowers arranged in a ceramic or other nonglass container.
4.0
4.0
4.1
4.1
4.0
Flowers arranged in a basket.
3.8
3.9
3.9
3.9
3.9
Flowers in a glass vase.*
4.0
3.8
3.8
3.7
3.5
Flowers sent in a box for recipient to arrange.*
2.4
2.4
2.6
2.7
2.9
Values are mean ratings with scale of 1= dislike to 5 = like. * indicates statistically significant differences across groups.
Consumer Education
Consumer Education Educate Your Customers • Educate your staff to educate customers on how to take care of their flowers •Inform them as to what to expect from individual varieties • Give your customers at least 10-grams of flower food and explain the importance of properly mixing o 10-grams makes only 1-quart of solution o 5-grams makes only 1-pint of solution •Sell flowers by variety or cultivar names
Ethylene and Botrytis
Ethylene and Botrytis What is ethylene and why do I care? • Ethylene has been reported to contribute 30% of all post harvest dump in horticulture crops. • Ethylene damage can come from ethylene produced internally or from external sources. • Ethylene is the death hormone.
What does ethylene do? •Increases respiration •Fruit ripening •Growth promotion
•Flower Initiation
•Abscission (petal drop)
Ethylene and Botrytis Ethylene Sources Internal • Plants, fruits and vegetables produce ethylene External • From other flowers • Plants and vegetables • Bacteria • Burning organic material • Cigarette smoke • Exhaust
Ethylene and Botrytis Major Cut Flowers that are Ethylene Sensitive • • • • • • • •
No Ethylene
Ethylene Exposure
Many cultivars of Roses! Alstroemeria Carnations Delphinium/Larkspur Snapdragon Lily Stock Many more!
Ethylene and Botrytis Tools to Prevent Ethylene 1. Air Filters Positive: Very Inexpensive
Negative: Not effective
2. Temperature Positive: Slows effects internal & External ethylene
Negative : Only effective while exposed
3. Ethylene Action Inhibitors - STS / MCP-Ethylbloc Positive: Inhibits ethylene action Negative: MCP requires containment field to be effective.
S.T.S. requires reclaiming units to remove heavy metals
Do not store produce or food with your flowers!
Ethylene and Botrytis Botrytis
• Look for free water inside sleeves. This would likely indicate a temperature problem. • Free water promotes botrytis infection. • Look for legions where the flowers contact the sleeve.
Quiz Question
Which of these is not true about ethylene? • • • •
It’s a gas It increases respiration of the flower Ethylene does not affect roses Ethylene has negative effects on some plants
• Ethylene does not affect roses
Floral Accounting 101: Doing the Business Math
All Occasion Flower Arrangement Arrangement #1: OASIS® Floral Foam flower design in woven basket container with Floralife® flower food Retail price point: $37.50 Material Cost to the Florist: •2 Stems Lilies @ $1.29 per stem = $2.58 •3 stem Mini-carnations @ $0.40 per stem = $1.20 •3 Stems Hypericum @ $0.80 per stem = $2.40 •3 stems leather leaf fern @ $0.72 per stem = $2.16 •1 woven basket container @ $2.00 •Ribbon (not pictured) @ $0.50 •1/3 brick OASIS® floral foam @ $0.21 •1 quart/liter Floralife Crystal Clear® flower food solution soaked in foam and in container @ $.06
•Total cost of flowers = $8.34 •Total woven basket cost = $2.00 • Ribbon = $0.50 •Total OASIS® Floral Foam cost = $0.21 •Total Floralife® Flower Food cost = $0.06 Grand total material costs = $11.11
All Occasion Flower Arrangement Do the business math! Design Materials Flowers Basket Ribbon OASIS速 Floral Foam Floralife速 Flower Food Grand Total
Cost $8.34 $2.00 $0.50 $0.21 $0.06 $11.11
% of Design Arrangement Cost 75.07% 18.00% 4.50% 1.89% 0.54% 100%
Money saved by using a lower priced foam at 20% less, for example, would be only $0.042, or 0.38% of total material costs! The difference in using a quality floral foam is insignificant for the benefits gained.
Glass Floral Arrangements
Arrangement #2:
Material Cost to the Florist:
Fresh flower design in glass vase with Floralife® Flower Food
• Premade bouquet of mixed flowers @ $7.99 a bunch • Ribbon @ $0.50 • Glass vase @ $2.50 • 3 pints(1.5 liter) Floralife Crystal Clear® flower food @ $0.09
Retail Price Point: $37.50
Grand Total Cost: $11.08
Glass Floral Arrangements Do the business math! Design Materials Flowers Glass Vase Ribbon FloralifeÂŽ Flower Food Grand Total
Cost $7.99 $2.50 $0.50 $0.09 $11.08
% of Design Arrangement Cost 72.12% 22.56% 4.51% 0.81% 100%
Not using flower food in an arrangement can reduce flower life by more than half and saves you less than 1% of the cost of the materials. Wouldn’t your customer enjoy their arrangement for an additional 3-5 days or more? Think of the repeat sales opportunities!
Summary • Care and Handling is important because consumers want and expect QUALITY from a florist! • The 3 Pillars of Cut Flower Care 1. Temperature / Cold Chain 2. Time 3. Sanitation • Know your cultivars and inspect for quality. • Proper flower processing and proper use of flower food aids in customer satisfaction! • Floral foam is now a post-harvest product and can equal or exceed the vase-life of flowers in water • Ethylene and botrytis have a negative influence on vase-life • Don’t forget to educate the consumer!
Questions?