As the weather improves, customers will be descending on their nearest garden centre, nursery or DIY store to buy materials and tools for summer landscaping, gardening and DIY projects. With the vast range of products available, customers can quickly become confused and frustrated. This is where the retailer can add value – by positioning products in an accessible, logical manner and then stepping in to provide customers with guidance on what to buy.

Simple merchandising steps can revolutionise businesses performance and the customers’ experience. Merchandising can educate shoppers and drive trade-up to higher value products. But it can also inspire spontaneous purchase through link-selling of related products – an effective strategy in the summer gardening season.

Out of door merchandising

The key is selecting packed products that can weather out-of-door merchandising. Seasonal landscaping and gardening products are often bulky and can require significant space for storage. Whilst these are usually stored outside, less weather-resistant stock has traditionally presented a challenge to stockists trying to maximise use of indoor space and choosing which products to stock at the front of the shelf.

Weather-resistant plastic packaging, a key enabler of link-sales, has revolutionised the building products market over the last few years.

Merchandising related products

Slablayer should be stocked beside paving slabs to encourage customers to buy both products together.

Ready-to-use Postcrete is a blend of specially selected cement that requires no mixing and sets rapidly. This takes the strain out of fixing wooden, concrete and metal posts in all types of soil – so can be sold alongside fence posts as a popular landscaping solution.

Ready-to-use Mortar is a quick and easy way to make a mortar mix for bricklaying and mortar repairs – it can be positioned next to bricks and blocks as an ideal project component.

Easy-to-use materials are always appealing to customers, especially the less experienced DIYers, and the summer season is no exception. Lafarge’s quick setting Extra Rapid cement is another product available in weather-resistant plastic packaging.

Providing expert advice

Having a sound knowledge of product solutions available to meet customers’ needs is crucial to driving sales and securing future custom. However, garden centres, nurseries and DIY stores can also add value and maximise sales opportunities by giving their customers advice on product application techniques:

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