The retail sector is struggling. The high street is shrinking, squeezed by online competition, rising costs, and changing customer habits. But while the way people shop is shifting, they’re still out there spending their money. Birthdays, Christmas, and special occasions haven’t disappeared – but people are more selective about what they buy and where they buy it.
For garden centres, this presents both a challenge and an opportunity. Many have become ‘nice day out’ destinations, with cafés, lifestyle sections, and beautifully curated displays. Visitors enjoy a browse, maybe have tea and cake, but too often leave without making a meaningful purchase. If garden centres want to thrive in this changing retail environment, they need to focus on products that encourage repeat visits, are not found on the high street, and offer something more than just a transactional purchase.
Why the ‘Nice Day Out’ Model Isn’t Enough
The post-pandemic surge in home gardening has settled, and traditional plant sales have become more unpredictable, influenced by unreliable UK weather and tighter household budgets. Meanwhile, supermarkets have stepped up their game, offering cheaper alternatives for everything from garden essentials to home décor. And while a new generation is rediscovering garden centres, particularly Gen Z, who love the aesthetic appeal, many are not there to buy plants. They are there to browse, to smell candles, to admire Jellycat plush toys, and to post aesthetically pleasing pictures online.
The reality is, footfall alone does not keep a business profitable. Garden centres need to turn that footfall into actual sales, and that means offering products that people want to take home, keep, collect, and return for.
The Power of Small, Unique Purchases
One of the most effective ways to increase revenue without dramatically changing the feel of a garden centre is by focusing on small, unusual, and affordable products that people can pick up as an impulse buy or as a gift.
This is where fossils, minerals, and crystals come in. Unlike plants, they are not seasonal, do not require maintenance, and do not have a sell-by date. Crucially, they appeal to all ages.
- Children love them – A first fossil or mineral can spark a lifelong interest. Parents and grandparents are always looking for small, interesting, and educational gifts that feel like more than just ‘stuff.’
- Adults collect them – Many people develop a fascination with unique rocks, minerals, and crystals over time. When garden centres stock them, they encourage repeat visits because once someone starts collecting, they will keep coming back for more.
- They make great gifts – Birthdays, Christmas, and even ‘just because’ gifts are shifting towards experiences and novelty items. People are looking for affordable but meaningful presents, and a beautiful gemstone or an ancient fossil ticks that box perfectly.
Why These Products Work in Garden Centres
- They Create Repeat Customers – Unlike a one-off plant purchase, a well-stocked selection of fossils, minerals, and crystals invites customers to return and expand their collection. People do not just buy one; they come back for more, adding new finds to their collection over time.
- They Are Not Easily Found on the High Street – In a world where most things can be bought online or in supermarkets, customers still love the thrill of discovering something unique in person. High street shops do not typically stock a well-curated range of fossils and minerals, making garden centres a destination for these finds.
- They Are Educational and Engaging – Customers enjoy learning the story behind what they are buying. Whether it is a fossil that is millions of years old or a crystal with traditional meanings, these products create a talking point. Shops that offer well-presented information alongside their products make the shopping experience more engaging.
- They Work Year-Round – Unlike plants, which are tied to the seasons, these products sell just as well in winter as in summer. Garden centres can maximise every visitor by offering non-seasonal impulse buys.
Creating a ‘Discovery Zone’
One way for garden centres to successfully introduce fossils, minerals, and crystals is by creating a dedicated ‘Discovery Zone’, a small but well-curated section where people can browse unique and interesting finds.
- Make it interactive – Display information about the items, allowing customers to learn about their history, origins, and properties.
- Position it near the tills – These are ideal impulse purchases, perfect for customers who did not plan to buy anything but cannot resist taking home something special.
- Keep it well-stocked – A rotating selection of different items keeps customers coming back to see what is new.
The Future of Garden Centres: Selling More Than Just Plants
Garden centres have always been about more than just gardening. They are about creating an experience, a sense of wonder, and a place to discover something new. By focusing on products that are collectible, educational, and unique, they can encourage repeat business and turn browsing visitors into loyal customers.
People are still spending money; they are just spending differently. They are looking for small, unusual, and affordable gifts that feel special, interesting, and worth buying in person. Fossils, minerals, and crystals fit perfectly into this shift, offering garden centres an easy, high-margin solution to drive sales while enhancing their reputation as a great place to shop, not just visit.
By adapting now, garden centres can stay ahead of retail trends, ensuring they remain profitable, relevant, and full of customers who come back time and time again.
