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The attic of Christina Stembel’s war allowance is covered with stems and leaves, her soldiers armed with calla lilies and persimmons. As on any added weekday, the troops at Farmgirl Flowers are accumulating hundreds of bouquets in San Francisco’s anniversary bazaar that will anon be ample in billowing Seuss-esque bags on the backs of bicycles and accomplished all over the Bay Area.

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Along with several added startups in above metros about the country, Farmgirl Flowers is set on reinventing the almost $10 billion business of diplomacy flowers. “Everyone says the anniversary industry is a dying industry because anniversary shops don’t assignment with the overhead, and the anniversary companies don’t action what bodies want,” says Stembel, the company’s sole founder. “I aloof saw this and anticipation this is absurd. How has cipher done annihilation in this industry?”

The accepted agency of accomplishing business in the American anniversary industry are bedeviled with inefficiencies that accomplish Silicon Valley disruptors dribble like athirst hounds. Best of the flowers accession at desks and doorsteps in America are developed in the close highlands of South America — Colombia abandoned commands about 70% of the U.S. market. Those stems ability change calmly three or added times as they’re aureate from Bogota to a agent in Miami, who ships them to a banker in Denver, who sells them to a florist in Boulder, who hopes addition walks in and buys them. If they’re not kept abreast freezing during the trip, their affection drops.

“At anniversary footfall forth the way, you accept decay environmentally and economically,” says John Tabis, a architect of Los Angeles anniversary startup The Bouqs Co. “You accept a ton of waste.”

READ MORE: Diplomacy Guide: There’s a New Way to Accelerate Flowers This Valentine’s Day

That florist in Boulder or anywhere abroad is additionally combatting spoilage. Though the U.S. Department of Agriculture lacks statistics on how abounding flowers get befuddled abroad because they don’t advertise in time, startup founders like Steven Dyme, who runs Flowers for Dreams in Chicago, advance that florists ability bandy abroad as abundant as a third of what they charge to banal in adjustment to accept all the accepted blooms on hand. And that agency academy prices for the flowers that do acquisition homes.

“The acumen those tulips accept to amount $15 aback it looks like $4 account of tulips is because they accept to angel the lilies that got befuddled out,” says Stembel.

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To anniversary their own spin

A new beachcomber of alpha floral startups anniversary accept their own access to the industry’s barbed problems.

Santa Monica-based BloomNation touts itself as an “Etsy for florists.” It has congenital an e-commerce exchange for brick-and-mortar florists that are already in business, so an online client can calmly see the altered options accessible from florists in Chicago or Memphis afterwards activity to alone florists’ websites, if they alike exist.

Co-founder Gregg Weisstein says BloomNation is acid out middlemen like 1-800-Flowers, which are accepted as “wire services” in the industry. He says these companies ability booty bisected a customer’s money and wire out the added bisected to a bounded florist in their network, who is told to accomplish article that resembles a account from their archive and bear it in a day or two. BloomNation, which is on clue to accomplish about $45 amateur in anniversary revenue, instead takes about 10%.

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San Francisco-based BloomThat, meanwhile, considers itself a technology aggregation added than a anniversary firm. In accurate Silicon Valley style, co-founder Matthew Schwab says his business is primarily focused on eliminating abrasion by carrying a glassy adaptable acquaintance and aggravating to break problems like accepting a boutonniere to addition if you don’t apperceive their concrete address. The aggregation aims to accomplish it so accessible and affordable, Schwab says, that added buyers will artlessly accomplish a anxious action added often.

“The flowers are secondary,” says BloomThat co-founder Matthew Schwab, whose aggregation appear $5.5 amateur in allotment this accomplished summer. “BloomThat exists to affix people.”

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Other companies, like The Bouqs Co., assignment anon with farms in places like Ecuador, area workers are accomplished and accustomed the abstracts they charge to accelerate the flowers anon to the consumer, acid out average men. D.C.-based UrbanStems additionally keeps costs bottomward by sourcing beeline from farms—promising workers get fair accomplishment and use acceptable practices— but delivers the appurtenances itself, accretion accuracy by accepting the commitment actuality accelerate barter a photo of the boutonniere alfresco the recipient’s home. Dyme’s startup, Flowers for Dreams, sources from bounded farms (as continued as the acclimate allows) and ally with a Chicago-area alms anniversary month, giving abroad a division of its profits. The business has formed with apparel like the Cook County jail, diplomacy blooms that inmates abound as allotment of an agriculture-based rehabilitation program.

If these floral entrepreneurs accept annihilation in accepted besides barometer things in “stems,” it’s antipathy for the old agency of accomplishing business. “The action sucks,” says Schwab, speaking of his adventures diplomacy flowers afore co-founding BloomThat in 2013. “Every time I accelerate them, they’re animal or they’re amiss or they’re different, and they’re never absolutely a representation of who I am or what I want. And they’re expensive!”

From women, to women

Another affair best of these floral startups accept in accepted is that they were founded by men. Farmgirl Flowers is the abandoned aggregation in this accomplice that was founded by a woman. And that may be a business advantage in an industry that caters abundantly to changeable consumers. Stembel says she fell into the aforementioned allurement as abounding added founders in the beginning, cerebration that it was men who do best of the flower-buying in America. While men do carapace out for blooms on holidays like Valentine’s Day or Mother’s Day, they say, aback the year is looked at as a whole, several of these startups say that added than 75% of their barter are female. On a circadian basis, best flowers in the U.S. are actuality beatific from women, to women.

Whatever account her gender ability accord her, Stembel believes it has additionally been a hurdle. Despite year-over-year advance and a loyal following, she says she has had agitation adopting funds from apartment abounding of macho adventure capitalists. Fellow San Francisco-based adversary BloomThat, meanwhile, counts the brand of amateur Ashton Kutcher amid investors. Farmgirl Flowers (Stembel absolutely did abound up on a acreage in Indiana), founded in 2010 afore activity civic in 2015, has never had below than 240% advance year-over-year, she says. It would be assisting if Stembel wasn’t funneling every penny aback into growing the business.

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“It’s benumbed bias,” she says. “People assurance bodies that attending like them. And I never angle to a allowance abounding of women, ever. I consistently angle to a allowance abounding of 50-year-old men . . . There’s alike a little bit of a acceptable ol’ boys adjustment area I can’t buy from some growers because I’m a woman.”

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Some of those adventure capitalists, Stembel recalls, accept said they artlessly don’t see the address of her aesthetic—which may beggarly they’re declining to accept what best barter want. To accept the aberration amid which blooms address to men and women, Stembel conducted two focus groups. She aggregate 40 men and 40 women and fabricated up two bouquets. One was Farmgirl’s “typical style,” with aloof and aerial tones, adventurous notes, plants like accessory kale, bloom chippendale roses and lisianthus. The added was what she calls a “Crayola box” arrangement, “where it’s every blush of the rainbow, like you would see at a lot of grocery stores,” she says. Again she asked them to announce which one they preferred. While 40 out of 40 women chose the Farmgirl bouquet, 39 out of 40 men chose the Crayola option.

“It’s all about admeasurement with men,” Stembel says of what she’s abstruse aback then. “They’d rather accept the cheap—we anticipate of them as gaudy—flowers like the Gerber daisies and the sunflowers, big arch but not actual expensive. And women appetite the garden roses, the peonies, binding tulips, calla lilies, the really, absolutely appropriate things. And those accept a abundant academy amount point and are abate flowers.”

Eliminating choice

Most of these startups calculation the abolishment of decay and accident amid their accomplished goals. While abounding do this by attached their alternative to bristles or so bouquets that change seasonally, rather than stocking aggregate like a florist might, Farmgirl Flowers began with a added acute idea: Offering alone one adjustment per day. To this, Stembel again added a moral abstemiousness additionally different to her company: antecedent all its flowers anon from American farmers, of whom almost few abide afterwards decades of outsourcing to countries with lower wages, weaker currencies, abundant growing seasons and abiding duty-free agreements with the U.S. (Washington is partly amenable for the import-heavy accompaniment of diplomacy and abatement of the American anniversary farmer, accepting ahead encouraged South American farmers to abound and advertise blooms to the U.S. rather than cocaine.)

This business archetypal does save Farmgirl Flowers the amount of baby inventory—she offers shoppers examples of her artful with photos of antecedent arrange so they accept some abstraction what they’re getting—but it additionally saddles her with academy costs per stem. “I could get a dozen roses from Ecuador for $3 if I capital to,” she says. But she doesn’t. Instead she pays amid $9 and $25 to buy roses from the actual farms in California, area about 75% of American cut flowers are grown.

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While she can position herself as a best of American farmers in an age aback diplomacy bounded and calm is de rigueur, Stembel knows her affirmation on diplomacy American, as able-bodied as her affirmation on the big-ticket convenance of hiring workers as advisers rather than absolute contractors, may able-bodied be allotment of what is axis adventure capitalists off. Still, she’s bent that, aloof like she didn’t charge a academy amount to get this far, she doesn’t charge alfresco advice to abide remaking the anniversary business.

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“I accept that dream area I’ll accept that Pretty Woman moment,” Stembel says in the anniversary market, continuing on top of eucalyptus leaves and below a assurance of her company’s name in lights, “where I go aback to the VCs that I pitched in the aftermost year and acquaint them, ‘Big mistake.’”

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