Root Awakening: How to Navigate Purchase Trends in Lawn, Garden and Outdoor Living

Provided by the Home Improvement Research Institute

As 2025 unfolds, independent retailers in the lawn, garden and outdoor living sectors are facing
a cautious, yet resilient, market. The Home Improvement Research Institute’s (HIRI) Q4 2024
Quarterly Homeowner Project Activity Tracker and Quarterly Contractor Business Sentiment Tracker
provide key insights into homeowner and professional purchase behaviors that can help retailers adjust and thrive.

Homeowners’ Spending Plans: Stability Ahead

Looking forward, 30% of homeowners plan to spend more on home improvement projects, while 48% expect to maintain their current spending levels, signaling steady demand across the home improvement market, including outdoor living and landscaping categories.

Retailer Takeaway: Maintain stable inventory levels to meet ongoing demand. Focus on value-driven outdoor living products and landscaping materials, which continue to draw interest from homeowners.

Outdoor Products: Steady Demand Across Seasons

Despite a seasonal dip in Q4, outdoor living products like grills, fire features and outdoor kitchens remain popular. Landscaping materials such as pavers and plants maintain consistent
interest year-round, with purchase intent highest in Q1 and Q2.

• Among Homeowners: Landscaping materials such as pavers, plants and sprinklers saw 14-25% purchase intent, peaking in Q1 and Q2. Decking, railing, fencing, gazebos and sheds showed less seasonality, with 10-13% planning purchases throughout the year.
• Among Contractors: Professional purchase intent for outdoor living products ranged from 9-15% in 2024, with consistent interest throughout the year. Landscaping materials had 21-25% purchase intent, while purchases of decking, railing, fencing and sheds were significantly higher among contractors, with 38-45% expressing interest throughout the year.

Retailer Takeaway: Stock up on outdoor living products and don’t overlook stocking landscaping materials, which maintain year-round appeal.

Contractor Sentiment: Optimism for Growth

Around 75% of contractors expect revenue growth in 2025. Project delays and cancellations were lower in Q4, and contractors anticipate a steadier workload in 2025. Despite this optimism, concerns over inflation and labor costs persist.

Retailer Takeaway: Strengthen relationships with contractors, who are looking for reliable suppliers to meet project demand.

Strategic Adjustments for Success

HIRI’s Q4 data highlights a stable, cautious home improvement market in 2025. Retailers should focus on outdoor living products and landscaping materials while staying responsive to changes in homeowner behavior. By aligning inventory with anticipated demand
and building strong partnerships with contractors, retailers can ensure success in the evolving market.

For additional insights, attend HIRI’s 2025 Home Improvement Insights Summit, October 22-23, 2025
in Chicago, open to non-members and members alike. Learn more and register at hirisummit.com.