Pete Bats could retire, but won’t. He likes his job too much. His partner, Mike Kachelein, changed careers for the same reason — he was drawn to do something he enjoys. Such dedication is unusual, particularly when you learn the men are in sales. But not just any sales. They market plant materials, trees, shrubs, flowers — feel-good products that turn drab lots into beautiful landscapes. And that’s what makes the difference.

“I’m not confined to a desk,” Mike said. “And I work with a lot of good people. It’s a great career.”

The wholesale nursery industry attracts professionals from a variety of disciplines — from horticulturists and arborists, to biologists and even lay people who just happen to know and love plants. As sales representatives covering territories across the United States, Pete and Mike must combine the knowledge of their peers to be successful.

“We have to know what plants grow in which climates and under what conditions,” Mike said. “We have to know our products and the customers needs and be able to match them.”

After 30 years in the industry, Pete knows just about everything about plants. Mike is not far behind him, with 20 years in the trade. Both brought this experience to Miramar Wholesale Nurseries (MWN) when they joined the staff in 1998. MWN produces more than 2.5 million plants on 300 acres in three Southern California locations, making them the leading supplier of wholesale plant materials in Southern California.

“Mike and I created this market for Miramar [Wholesale Nurseries],” Pete said. “With so much product, they had great potential. And we had the sales experience. It’s been a good partnership.”

Both started with MWN in 1998 and quickly built the nurseries’ out-of-state sales niche. “We hand pick each item we send to our customers,” Pete said. “With three locations to choose from, we are certain to get exactly what our clients want. They are buying based on our recommendation, so we have to deliver what we promise, or they won’t buy again.”

Mike concurred. “Our philosophy is to keep the customer satisfied. If that happens, it’s a win-win situation for everybody.”

Pete actually did retire once, but came back because he missed the work. Mike earned a degree in criminal justice, but turned to nursery sales rather than pursue it. “In the beginning, it was the money and the freedom that attracted me,” Mike said. “But the attraction turned out to be more than a paycheck. This is a great industry — the people are wonderful.”

They work by the truckload. Each keeps clients informed of available materials, and as orders are placed, shipments are sent by truck for quick delivery. Customers include other landscape centers, garden centers, landscape companies, and anyone else who is looking for large quantities of plant materials. Because MWN is located in Southern California, quality plants are available year round to ship to less forgiving climates.

“It may be cold and dreary or scorchingly hot elsewhere, but it’s mild here,” Pete said.

Out-of-state sales teams like Pete and Mike are standard personnel in the grower world. Both came from large, national growing operations before joining MWN.

“Adding an out-of-state sales team was something we wanted to do for a long time,” said Tom Ewing, who hired the team on to the MWN staff. “We knew we’d be competing with the huge growers, which is a tough market. But with our selection and quality, we were certain we could compete. Pete and Mike made the venture a success.”