When Jackie Clark came to West Company in August of 1997, her goal was to create a family run business from a business she already managed, Moon River Nursery. With assistance from Small Business Development Center consultant Rick Moon, Jackie evaluated the feasibility of growing the business to a point where it could support her family. During the next year, Jackie purchased Moon River Nursery, completed a business plan, secured a line of credit from a local bank for inventory and receivables, and formulated a plan to propagate her own plants.

Along with the usual growing pains of starting a new business, Jackie also weathered “El Nino,” Mother Nature’s silent partner in her business, whose 70+ inches of rain drowned many of her plants. Jackie hung in there, and always looking for solutions to managing her business better, in the fall of 2000 she opened up her nursery to the public for retail sales to reduce inventory and increase cash flow. Jackie also widened her regional market base by delivering her own plants directly to Bay Area customers once a week.

Jackie’s efforts and strategy paid off—Moon River Nursery sales went up by 20% and profits increased 100% in the year 2000. Always keeping on eye on the future, Jackie began exploring the option of e-commerce as a strategy to increase sales with Joy Calonico’s assistance, West Company’s Technology Manager. West Company’s $5,000 micro loan she used for inventory also helped maintain the nursery’s growth.

By 2001, Jackie was ready to move the location of the nursery to her home property. She cut expenses by 56% and ceased deliveries to focus on the move. Sales dropped by 35%, but her net profit increased by 75%. Internet sales were up too, even without much traffic, and Jackie is working with another West Company client to develop her website even further. There is almost enough money in Jackie’s Individual Development Account (IDA) to purchase a new computer and digital camera.

After five years, Jackie has realized her dream — Moon River Nursery is truly a family-run business, having been operated solely by Jackie and her children — Jackson, Donovan, Sky and Bohdy — since 2000. The new location is proving to be a better spot for the plants, and they are propagating their entire inventory now.
Jackie was one of four West Company clients nominated for Entrepreneur of the Year in May of 2000, and thrilled to receive the award at the annual Celebrate Business! event. The Ms. Foundation has profiled Jackie in their book highlighting women entrepreneurs, which was released in spring of 2002. Her story illustrates that the dream of owning your own business can come true through dedication, hard work, the help of experts, the right kind of marketing, and a solid business plan.

Jackie Clark