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INDUSTRY REPORT
Patio, Lawn & Garden: 2025 year in review
Patio, Lawn & Garden brands saw unit sales jump 56% in 2025's peak season. But average selling price dropped 34%, ad costs rose 8.4%, and out-of-stock revenue leakage hit 2-3x vs. last year. Volume growth masked serious profit erosion.
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Key takeaways
- Volume surged but value didn't follow: Units spiked 56% in Q3 while ASP dropped 34%, creating a revenue mix that favored lower-priced items and limited topline leverage during the most critical selling window.
- Aggressive seasonal liquidation created risk: Inventory peaked in November and was flushed by December, but this left brands understocked entering peak season, increasing stockout risk.
- Execution remained volatile outside peak season: Fill rates exceeded 90% during the April-May window, but dropped sharply at the start and end of the year, casting doubt on execution stability when it mattered most for profitability.
- Competitive pressure drove pricing down: ASP dropped 31% despite reduced discounting, revealing intense competitive pressure that overrode promotional strategy.
- Paid media efficiency deteriorated in season: Ad spend peaked as CPC rose and ROAS fell, making paid media less efficient during the critical selling season.
- OOS leakage and third-party sellers became major threats: Revenue leakage from out-of-stock situations surged compared to 2024, with Lost Buy Box issues skyrocketing in November as third-party sellers flooded the marketplace with clearance stock.
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