The Retail Strategy That Lets Us Compete With Home Depot (Inventory Advice)

Nov 25, 2025

Matthew Burrows, the founder of Plant Material, a unique Los Angeles nursery specializing in California-native plants, shares his journey from a passion for horticulture to running a thriving business. He discusses his strategic inventory management techniques, using mobile tracking to avoid overstock and maximize efficiency. Matthew emphasizes the importance of forging strong relationships with growers to forecast demand accurately. He also highlights how effective SEO makes his small operation competitive against big retailers like Home Depot, all while fostering a community-centered experience.

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ANECDOTE

Pivoting After The Altadena Closure

After the Altadena shop closed from nearby fires, Plant Material focused energy on other locations and saw growth.
Matthew credits long-term community building and inventory discipline for sustaining growth despite the setback.

INSIGHT

Mission-Driven Buying Guides Growth

Define your why before growth so buying decisions align with mission and customer education.
A clear mission (increase access to native plants) guides product selection and long-term strategy.

ADVICE

Showcase Real-Time Inventory Online

Use your website to showcase real-time in-store inventory so customers know what’s available before they visit.
Let customers buy online or reserve items for pickup to reduce wasted trips and increase conversions.

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Matthew Burrows didn't start Plant Material with a big budget, but through strategic inventory management and real-time tracking, he's built a three-location business growing 50% year-over-year. Today, the business competes against giants like Home Depot and Lowe's, taking pride as the #1 search result on Google.

In this heartfelt conversation Matthew shares the exact systems that allow him to never overstock, eliminate waste, and maintain the illusion of endless inventory. All while operating with a lean team and minimal capital! Plant Material acts a safe-haven for community gatherings as they offer California-native and regionally appropriate plants, gardening tools, and other art objects in three different Los Angeles nurseries. You’ll learn the ins and outs of merchandising, plant nursery management, and the inventory technique that saves Matthew 6-figures in revenue.

For more on Plant Material click here.

You’ll Learn:

How Matthew uses mobile inventory tracking to buy only what he needs in real-time
Why strong grower relationships allow ultra-lean operations
The forecasting method that predicts seasonal demand with precision
How to make a small retail operation appear much larger than it is
Why online showcasing (not just selling) drives foot traffic
The SEO strategies that help Plant Material compete without ad spend

Chapters:

00:00 Introducing Matthew Burrows, Cofounder of Plant Material

1:08 How to Achieve 50% Year-Over-Year Growth (Despite Challenges)

2:44 Defining Your Mission– The Do’s & Don’ts

3:34 Why to View Competition As A Good Thing (Even Home Depot)

5:25 The Best Tips From 15 Years Of Retail Experience

7:30 How to Scale Brick-And-Mortar First, Online Second

8:15 How Shopify Showcases Real-Time Inventory to Save Plant Material 6 Figures

12:17 Build an Efficient Supply Chain + Inventory Management Systems Tools

17:55 Steps to Prepare for Seasonality In Business

20:23 Building Gardens for The Community + Events That Make An Impact

23:42 The Key to Appearing Bigger Than You Are (The SEO Secret)

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