The Underground

Where could profit be hiding in the everyday workings of your garden centre?
For Josh Novell, a sandwich arriving 10–15 minutes before his coffee prompted a closer look at how Polhill’s restaurant operated. That led to a wider examination of the processes, buying decisions and business habits that affect both profitability and the customer experience.
Recorded live on stage at Glee 2026, this episode of The Underground sees Phil Wright joined by Polhill Garden Centre director Josh Novell to explore what the business has learned. They discuss why more coffee machines weren’t the answer, how keeping promotions running too long can erode profit, and why knowing when a Christmas product sold out can change the next buying decision.
Josh also shares the ideas that didn’t work, including an Aldi-inspired approach to displaying deals, and explains the thinking behind Polhill’s expansion into padel and events.
An honest, practical conversation about finding opportunities to improve profitability in the business you already have.

What does the next generation of garden customers actually want from us?
Recorded at Glee 2026, Kate Turner is joined by Natalie Boynton, Sales Director at Happy Plants, and Ed Hill, Managing Director of The Horti House, for a conversation about a customer who may look very different from the traditional green-fingered gardener.
Natalie introduces the idea of the affectionate “plonker”: someone who wants gardening to be accessible, straightforward and easy to enjoy. From hanging baskets you can simply put on a hook to plants designed for balconies and rented homes, is the industry doing enough for people who want the result without first becoming gardening experts?
They discuss whether plant care information has become unnecessarily complicated, how houseplants helped make plants part of lifestyle and interior design, whether garden centres can offer too much choice, and why giving customers confidence may matter more than giving them every piece of horticultural information.
The conversation also explores the changing role of garden centres, the importance of knowledgeable staff, and how better use of technology, AI and customer data could help retailers understand and support the people coming through their doors.
Plus, Natalie and Ed answer our Glee question: what could the garden sector learn from outside the industry?
A thoughtful conversation about making plants easier to buy, easier to understand and relevant to a changing customer.

What happens when growing your own food becomes about much more than what ends up on the plate?
Recorded live on stage at Glee, Phil Wright and Kate Turner are joined by Hugh Fearnley-Whittingstall, chef, broadcaster, author, campaigner and the man behind River Cottage.
Hugh takes us back to the childhood experience that first sparked his fascination with growing, and explains how that relationship with food eventually helped inspire River Cottage.
The conversation explores why growing food can be an act of self-reliance, how it changes our relationship with what we eat, and why Hugh believes growing organically and looking after the life within our soil is more relevant than ever.
We also hear about his High Fibre Heroes, the connection he sees between the microbiome in our soil and our own gut health, and why even growing a small amount of food can make a difference.
Towards the end of the conversation, Hugh is joined by Max Mancroft from Seed Revolution. They discuss their River Cottage organic seed range, the opportunity to make growing from seed feel simpler and more appealing, and why a packet of seeds might just make a rather good present.
Finally, Hugh and Max answer our Glee question: what could the garden sector learn from outside the industry?

Whenever Michael Perry joins The Underground, the conversation is unlikely to follow a predictable path.
Recorded at Glee 2026, this relaxed and wide-ranging chat sees Michael join Phil Wright and Kate Turner to discuss what could come next for Gardeners’ World, whether gardening television needs to become more commercially aware and why different parts of the sector need to understand the audiences they serve.
They also explore what makes a new plant stand out, how good storytelling can help a product succeed, the rise and fall of rare houseplants, selling plants on QVC and the growing importance of authenticity as AI-generated content becomes harder to avoid.
Along the way, the conversation takes in garden centres as the department stores of the future, the uneasy relationship between sustainability and artificial products, attractive male gardeners and Michael’s latest business idea: a mobile garden centre in an old library van.
It’s a friendly, funny and candid conversation about plants, marketing and where the garden sector could go next.

Gemma Haigh’s route into horticulture hasn’t exactly been conventional.
After starting her career in museums and heritage, she turned a lifelong love of plants into The Plant Parlour, working across houseplants, content creation, design and interior landscaping. She also created a Houseplant Studio for the 2024 RHS Chelsea Flower Show, inspired, perhaps unexpectedly, by the post-apocalyptic world of The Last of Us.
But this conversation goes well beyond houseplants.
Gemma joins Phil and Kate to talk about why industries driven by passion can become comfortable with expecting people to work for very little, the difficulty of putting a proper value on horticultural expertise, and whether women face additional barriers when trying to make a career in the sector.
They also discuss caring responsibilities, the treatment of women online, why follower numbers and genuine expertise aren’t the same thing, and what brands should be looking for when they work with creators.
And, returning to plants, Gemma explains why climate change could start to blur the distinction between what we think of as an indoor plant and an outdoor plant.
It’s a wide-ranging conversation about plants, careers, expertise and what it takes to be taken seriously in horticulture.
In this episode:
How an overflowing garden led Gemma into houseplants
Creating a Houseplant Studio at RHS Chelsea Flower Show
Why passion shouldn’t be used as an excuse for poor pay
Whether horticulture properly values professional expertise
Women, caring responsibilities and career progression
The difference between influence, entertainment and genuine authority
Why brands need to think harder about who represents them
How our changing climate could change the way we grow houseplants