Stocking for Success

How timber can help you stay ahead in a difficult market

With the Construction Products Association (CPA) forecasting another difficult year for construction, timber merchants need to think carefully about where demand will come from and how the right product mix can help protect their businesses. The CPA’s Autumn Forecast points to continued weakness in private housebuilding and repair, maintenance and improvement (RMI) activity, two markets that traditionally generate significant timber sales.

For merchants, this makes stock selection increasingly important. Rather than simply reducing ranges to control costs, the challenge is to balance reliable, everyday sellers with products that open up opportunities in different markets.

Structural timber, including regularised carcassing, C16 and C24 graded timber, remains a core requirement for building projects. Keeping popular sizes readily available allows merchants to respond quickly when customers need materials, without tying up excessive capital in slower-moving stock.

Sheet materials, such as OSB and plywood, offer another dependable product category, serving everything from roofing and flooring to refurbishment and general construction.

Merchants should also look beyond structural applications. Treated timber, fencing, decking and landscaping products can help generate sales outside new housebuilding, while internal joinery, mouldings and timber flooring provide opportunities in refurbishment and home improvement.

Engineered timber products, including l-joists and LVL, offer potential for merchants looking to support customers seeking efficient structural solutions.

The key is understanding local demand, maintaining close relationships with suppliers and making sure staff can advise customers on the most suitable products.

Timber’s versatility is one of its greatest commercial strengths. By stocking intelligently across different applications, merchants can spread their exposure across multiple markets and build a more resilient business.

TDUK is here to help you make the most of these opportunities. Our Merchant Guide to Selling Timber offers practical advice on product selection, applications and upselling, while Wood Campus provides free training for TDUK members, helping staff build the product knowledge and confidence needed to turn customer enquiries into sales.