At Wholesale Stone Solutions, we’ve observed a clear trend: our partners who stock the most diverse product lines consistently outperform those with limited selections. Why? Because customers don’t just want products—they demand options that perfectly match their vision.

This article explores why choice is crucial in landscape supply, the benefits for suppliers who embrace variety, and how to effectively implement a choice-driven model. We’ll draw insights from industry leaders, including Nick Figone, Chief Operating Officer of South Bay Materials, whose partnership with WSS demonstrates the impact of offering high-quality options to discerning clients.

Let’s get started.

The Psychology of Choice: Why More Options Lead to More Sales

Imagine walking along a Mexican beach, surrounded by an array of pebbles in various sizes and colors. Naturally, you’re drawn to some more than others. This intuitive selection process reflects our innate preference for choice, a principle that savvy landscape suppliers are bringing to their yards.

Self-determination theory supports this approach, suggesting that autonomy in decision-making increases motivation and satisfaction. When customers can choose from a range of products in a landscape supply yard, they feel more connected to their project’s outcome, mirroring that beach experience.

This variety-seeking behavior is particularly relevant in aesthetic decisions like landscaping. A diverse product range not only caters to this desire for uniqueness but also increases perceived value. Customers view suppliers with extensive options as more professional and capable of meeting their specific needs.

As Nick Figone shared with us in a recent case study, “We started with just two sizes of the black beach pebble and at this point we carry four sizes of every color.” By expanding their product line, South Bay Materials effectively recreated the natural selection process of a Mexican beach in their yard, satisfying customer demand and positioning themselves as a premium supplier.

Benefits of Offering Choices

In the landscape supply business, one of your biggest competitors isn’t always another supplier—it’s the customer’s decision to not make a purchase at all. This is especially true when dealing with higher-value products like premium Mexican Beach Pebbles. A limited selection can lead to hesitation and lost sales, while a diverse range of options can be the key to closing deals.

When customers see a wide variety of choices, they’re more likely to find something that resonates with their vision. This not only increases the likelihood of a sale but often leads to larger purchases. As Nick Figone of South Bay Materials observed, “At any given time I have 30 tons of each size sitting on yard and I try to keep those pretty full because they can be very popular.” This strategy ensures that customers always find what they need, reducing the chance they’ll walk away empty-handed.

Moreover, offering choices positions your yard as a one-stop shop. Contractors and homeowners appreciate the convenience of finding everything they need in one place, from various sizes of black beach pebbles to an array of colors. This variety not only satisfies immediate project needs but can also inspire additional purchases, boosting your average order value.

The power of choice extends to customer satisfaction as well. When clients feel they’ve explored all options and made an informed decision, they’re more likely to be satisfied with their purchase. This satisfaction translates to repeat business and referrals, creating a ripple effect that can significantly impact your bottom line.

By providing a range of high-quality options, you’re not just selling products—you’re offering solutions and peace of mind, turning potential hesitation into confident purchases.

Implementing Choice in Your Product Offering

Expanding your product line strategically is key to maximizing the benefits of choice. Start by assessing your customers’ needs and market trends. Black Mexican Beach Pebbles are consistently the most popular, making them an ideal starting point for diversification. Begin by adding more sizes of black pebbles to your inventory.

However, don’t stop there. While larger sizes of all colors tend to move slower, adding a variety of colors in popular sizes can significantly boost your appeal. WSS offers mixed truckloads, allowing you to stock different sizes and colors without overcommitting to any single product.

Balancing variety with efficient inventory management is crucial. Monitor sales trends closely to optimize your stock levels. Remember, as Nick Figone of South Bay Materials found, “I’m ordering it on close to a weekly basis which is a lot for a premium product.” This frequent restocking ensures availability without tying up excess capital.

Effectively presenting your expanded range is equally important. Organize your yard to showcase the variety, allowing customers to easily compare options. If you have an online presence, ensure your website accurately reflects your in-store selection.

Train your team to guide customers through the selection process. They should be knowledgeable about the characteristics and applications of each product, helping customers make informed decisions.

By thoughtfully implementing a wider range of choices, you’ll not only meet diverse customer needs but also position your business as a go-to source for premium landscaping materials.

Navigating Challenges and Optimizing Choice

While offering choice is beneficial, it’s crucial to strike the right balance to avoid overwhelming customers. At WSS, we’ve carefully curated our selection to a maximum of four sizes per color, helping to minimize choice overload (also known as overchoice) while still providing ample options.

Clear signage and organized displays in your yard can further help customers navigate their options efficiently. Consider grouping products by color or size, making it easier for clients to compare and select.

Efficient inventory management is key when offering a wider range. Utilize inventory tracking systems and stay attuned to seasonal trends. For instance, you might stock more variety during peak landscaping seasons and adjust accordingly during slower periods.

Remember, the goal is to offer meaningful choices that enhance the customer experience, not to overwhelm them with endless options.

Conclusion

Offering a strategic range of choices in landscape supply can significantly boost customer satisfaction and sales. By thoughtfully expanding your product line, you position your business as a comprehensive solution provider. WSS offers the variety needed to implement these strategies successfully, allowing you to meet diverse customer needs while maintaining manageable inventory levels. Evaluate your current offerings and consider how a broader, well-curated selection could elevate your business in the competitive landscape supply market.