New York, with some 57 concentrated in and around Pittsburgh. The
McNabbs also own a store in Castle Shannon, Pa.
FLORAL FRONT AND CENTER
When shoppers enter the Cranberry Township store, the first thing
they see is the floral department.
“This store does very well with fresh flowers,” McNabb says, noting
that floral department sales are exceeding expectations. “The whole
idea is that the customer comes in and sees fresh. You get that impres-
sion, yet it is not overwhelming.”
“It is one of the stronger departments in our chain,” he continues.
“We have a lot of good people here who are very creative, experienced
and know how to take care of the customers.”
The floral business gets a bump in spring when the outside of the
store is filled with bedding plants, geraniums and garden essentials,
and McNabb is looking to further grow the business by getting into
“We are doing small weddings to get our feet wet,” he says. “We pro-
mote through flyers and we are getting a lot of word-of-mouth business.
We’ve had people come in who said they were at a wedding, liked the
flowers and wanted us to do theirs. It has been slow going, but we are
going in the direction that we want to take it. We want to walk before
we run. A wedding is a woman’s dream and you want to make sure it
The store also provides arrangements to local schools for proms
and homecomings. “We work with them and it has grown with us,”
General merchandise is also blossoming in floral. McNabb has added
high margin, impulse-buy items, like wrought iron bicycle planters,
solar glow lights, decorative metal yard signs and park benches.
“We’re trying to get more into the GM side with things that you don’t
often see that are great for outdoors,” McNabb says. “Target wouldn’t
carry this stuff because it is all hand-made, but we’re much cheaper
than if you went into a specialty store.”
Specialty candy is also a sweet spot in floral, with boxed chocolates
and gourmet delicacies from renowned local purveyors Applelicious,
Anderson’s Candies, Sarris Candies and Rosalind Candy Castle, each
merchandised on custom fixtures.
“Sarris Candies is huge in western Pennsylvania,” McNabb says.
FREE GOLDEN NUGGETS
“Applelicious specializes in chocolate covered candied apples and hand-
crafted items like a pretzel stick covered with chocolate that is covered
with M&M’S, or Minions candies designed on a Nutter Butter cookie.
You won’t see that from anybody else.”
Shoppers also see produce upon entering the store. In mid-April, they
were greeted with a double-table carefully arranged display of Halos
brand mandarin bags. “I don’t want to bash, but you go into certain
stores and they are just dumped,” McNabb says. “We want people to
come in and say, ‘Hey, they take care of things here.’ My people take
pride in what they do. We have very experienced associates and they
know these customers. They are dedicated and take pride in what they
Come summer, instead of California citrus those tables will be filled
with a sea of local produce. “People here want that,” McNabb says. “We
have Soergel Farms here, which is a huge local farm. We do a lot of
produce with them come summertime,” as well as with another local
farm based in Pittsburgh’s South Hills. “You kind of have to regional-
ize because those small local farms can only handle so many customers,
and we’re a primary outlet for them.”
SHOP ‘n SAVE’s produce department is expansive, running the length