The State of Ecommerce: Patio, Lawn & Garden
The highest ROAS in the portfolio and the most urgent replenishment risk
- Inventory fell 42% YoY entering peak season with fill rate dropping 17pp to 70%, the lowest of any category.
- ROAS improved 16% to 7.1x, the strongest in the portfolio, while OOS losses rose 71% versus only 11% revenue growth.
- Ad efficiency is strong but inventory is dangerously lean. Get the data on the gap widening heading into Q3.
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Key takeaways
Inventory is dangerously lean.
Patio on-hand inventory fell 42% YoY entering peak season, raising missed-sales risk if demand accelerates.
Fulfillment is the weakest in the portfolio.
Fill rate fell 17pp YoY to 70%, nearly 10pp below the next-worst category.
Patio shows real pricing power.
ASPs rose 5% while discount rate fell 3pp to 12%, the only category with higher prices and lower discounting.
Demand is strong but less purchase-ready.
Glance views rose 23% YoY while conversion slipped 1pp to 6%, consistent with seasonal browsing.
ROAS is the strongest in Q2.
Ad spend rose 16%, ROAS improved 16% to 7x, and CPC fell 12% to $1.10.
Stockouts are growing faster than sales.
OOS revenue loss rose 71% YoY versus only 11% revenue growth, pointing to urgent replenishment needs.
