LANDSCAPING FIVE STEPS TO LANDSCAPING SALES HEAVEN
How can merchants make the most of the new landscaping season? BMJ asked Talasey about the vital steps to help merchants keep up with the market.
S
taying ahead of demand is going to be key in making the most of the Spring into Summer landscaping season, and ensuring that the right stock is available
at the right time.
1. Talk to Customers Now is the time for merchants to engage proactively with landscapers and homeowners about their upcoming projects. These conversations are essential to understand material requirements, and also help to identify whether projects may expand into additional areas of the garden, something that not only increases the value of the order but also helps avoid practical issues such as batch matching. This is particularly important when supplying porcelain paving.
Talasey marketing director Rebecca Hughes explains: “We always advocate securing the full scope of a project at the outset. It gives landscapers confidence, ensures consistency across the installation, and helps merchants plan stock levels more accurately. “These conversations also create valuable opportunities to discuss future projects and introduce customers to innovative ideas. Talasey’s range is broader than ever, including the recent addition of Finishing Touches, architectural features designed to create real impact in any outdoor space. The only limitation is the customer’s imagination, as we offer bespoke planters, screens, sculptures, fire- pits, decorative drainage, and include a number of customisable pergolas and lighting options. These products give merchants a powerful way to inspire customers and increase the value of every project.”
2. Stock the Right Accessories Hero products like porcelain paving and composite decking may draw customers in, but having the related accessories in stock, supports sales, margins and provides convenience to the landscaper.
If a merchant stocks decking, it’s important to also have the related facias, edgings, clip systems and screws. When it comes to paving, stock jointing compounds, spacers, wedges and priming slurry, which are project necessities and easy add-on sales.
Hughes continues: “If stocking profiles
Cava Stone - Kandla Grey Egyptian Limestone - Sinai Pearl
incorporate relevant installation essentials and key accessories, the merchant can easily upsell projects, secure the ‘full basket’ sale with enhanced margins, all whilst positioning themselves as the go-to destination for landscapers.”
3. Smart alternatives There are factors beyond our control that can affect product availability, and having a plan B is sometimes a necessity. This might mean offering different thicknesses or size format of pavers. This year, Hughes says, Talasey has extended the Cava Stone porcelain range, with additional colours and a project pack size format, which replicates the look and finish of four popular stone pavers, should availability of the most common Indian Sandstones become an issue.
4. Stay ahead of trends Homeowners are becoming increasingly drawn to lighter, neutral tones and more natural finishes, a trend expected only to grow and which has been reflected in a number of new ranges from Talasey, as Hughes explains. “One standout example is the new pre-sealed Egyptian Limestone paving range, available in three size formats and three lighter colour tones. Each option offers a surface finish rich in character and charm, giving homeowners the natural aesthetic which is also simple to maintain.
March 2026
www.buildersmerchantsjournal.net
“Ensuring your displays and stock reflect what homeowners are actively seeking, positions you as a knowledgeable, forward-thinking partner and helps customers make confident decisions.”
5. Keep displays in top condition
It may sound simple, but it is often something that is overlooked: landscaping displays should look their best all year round. Displays are one of the most powerful sales tools a merchant has, and their condition can influence how customers perceive the products. “Regular audits, refreshed samples, and correct POS materials make a significant difference in how products are received and how well they sell.” Hughes says, “We support merchants with samples and POS to help ensure displays remain high-impact, informative and inspiring.”
She adds: “Behind the scenes, the team continually monitors global factors that can affect supply, including: Red Sea geopolitical tensions causing longer shipping routes, port congestion, extreme weather, such as monsoon seasons that impact quarrying or national and religious holidays, when production pauses “For us, of course, landscaping season never ends. Over the past 12 months, we have strengthened our resilience by establishing fabrication facilities at HQ for extended ranges, complementing existing jointing material production, increasing stockholding capacity, and keeping merchants updated regularly with supply conditions. The goal is simple: ensure merchants have access to the widest possible basket of products, with minimal disruption, all year round.” BMJ
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