INDUSTRY COMMENT: BHETA
RETAIL RESET MEANS RESILIENCE PLANNING
With the home improvement retail industry going through some significant changes, Steve Edwards, BHETA’s sector manager for DIY and garden, offers his thoughts on how they might be tackled and what business opportunities may exist.
T
he UK home impr ovement marketplace is in structural reset. Store closures, asset reshuffles and the
still ongoing market-share grabs resulting from seismic changes such as the collapse of Homebase have altered ranging dynamics and distribution patterns. And in a ‘perfect storm’ of change, trade- focused omnichannel models are accelerating and the growing skills gap among consumers is reshaping how products need to be marketed. For suppliers in the DIY and
garden sector, these changes are not isolated trends. Together, they signal a shift in how products reach market, how customers engage with them, and how the resulting risks must be managed.
It’s all about resilience planning The Homebase fallout triggered a redistribution of space, ranging and customer demand across DIY multiples, builders’ merchants, discounters, garden centres and online specialists. As a result, today’s retailers
are reassessing category mix, tightening inventory, and selectively expanding ranges where competitors have withdrawn. For suppliers, this creates both opportunity and exposure. While the short-term opportunities may include new listings, expanded shelf space and access to previously restricted channels, shifts in ownership, store portfolios and credit structures are also introducing new financial and operational risks. For suppliers, the key to a secure future must be about resilience planning. This means: • Diversifying routes to market to avoid overdependence on a single retail partner. • Reassessing credit risk and payment terms as retail portfolios change. • Reviewing logistics and fulfilment capability to support new distribution footprints. • Preparing flexible ranging
20 DIY WEEK FEBRUARY 2026
Above: Steve Edwards, BHETA’s Sector Manager for DIY and garden
options to respond quickly to retail space reallocation. In a fluid retail environment, agility and risk management are now core commercial competencies.
Sell confidence and solutions, not just products Alongside structural retail change sits a quieter but equally significant challenge: declining DIY confidence among consumers.
Despite the upskilling surge occasioned by the Covid lockdowns, it’s still the case that a growing proportion of homeowners have
never been taught basic repair and maintenance skills. Meanwhile, capacity pressures and skills shortages in the trades are increasing wait times and costs for professional work. This creates a paradox – strong demand for home improvement, but uncertainty amongst consumers about how to begin. For suppliers, this represents a clear opportunity to shift from product selling to ‘solution selling’ and supporting retailers with practical education tools that improve project success and customer confidence. Good examples include: • Clear, visual how-to guidance at shelf and online • Safer-use instructions and step- by-step project support • ‘Project bundles’ that combine all required components • QR-linked video guidance and troubleshooting support Reducing project failure rates not only improves customer satisfaction but also reduces returns, complaints, and negative reviews – an increasingly important commercial benefit. There is also scope for deeper collaborations between suppliers, retailers, and trade bodies to promote DIY skills development
and support the next generation of trades.
The omnichannel arms race: speed and convenience win At the same time, the expectations of both trade professionals and consumers are being reshaped by convenience and speed. Trade-focused omnichannel models – combining physical branches with rapid click-and- collect and fast local delivery – continue to expand. DIY consumers are increasingly adopting similar expectations, shaped by broader e-commerce standards. Availability, accuracy, and fulfilment speed are becoming key differentiators. To support this shift, suppliers must ensure their operations are aligned with omnichannel retail requirements. There are several priorities: • Optimising pack sizes and formats for rapid fulfilment and click-and-collect. • Ensuring barcode accuracy and high-quality product data to prevent listing errors. • Maintaining reliable availability and realistic lead times • Reviewing minimum order quantities to support flexible replenishment adopting ‘ship- ready’ packaging suitable for parcel networks and last-mile delivery. Suppliers that support speed and
reliability will be better positioned to secure preferred supplier status in an increasingly service-driven marketplace.
Navigating change The UK DIY and garden market is not contracting. It is evolving, meaning that the concept of value – to the consumer and the retailer – is being redefined. Suppliers that strengthen route-to- market resilience, support customer success through education, and enable speed and convenience will be best placed to thrive. At BHETA, we are committed to supporting supplier members through these transitions with market insight, practical guidance, and industry collaboration to ensure they are perfectly placed to adapt to a rapidly shifting landscape. BHETA represents suppliers in the home improvement, garden, housewares, and small electricals sectors, providing members with insight, networking, and business development opportunities. For more information, contact
BHETA Member Services on 0121 237 1130 or visit
www.bheta.co.uk.
www.diyweek.net
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