Case Study: UK Garden Building Retailer

The retailer operated from a showroom site in southern England, serving a catchment area of approximately 500,000 households. The business had traded for eight years, primarily reselling garden buildings sourced from three Eastern European manufacturers and one UK-based distributor.

The core challenge was commoditisation. The same catalogue models available through the retailer were also sold by neighbouring competitors, national chains including B&Q and Wickes, and a growing number of online-only sellers. Price had become the primary differentiator, compressing margins to unsustainable levels on standard products.

Bespoke enquiries represented a significant missed opportunity. Approximately 30% of showroom visitors requested modifications to catalogue models, different dimensions, additional windows, specific roof styles, or internal partitioning. The retailer could not fulfil these requests because existing suppliers offered only fixed catalogue ranges with limited or no customisation.

The retailer identified three strategic requirements: a manufacturing partner offering genuine private-label capability, full bespoke manufacturing from customer specifications, and delivery timelines competitive with catalogue supply. These requirements led to the evaluation of Eurodita as a potential manufacturing partner.

The retailer evaluated four manufacturers before selecting Eurodita. The decision was based on five criteria weighted according to business impact.

Private-Label Capability: Eurodita operates a 100% private-label model. All structures, documentation, packaging, and delivery paperwork carry the retailer’s brand exclusively. This was the primary differentiator, two of the four evaluated manufacturers required their own branding to remain visible.

Bespoke Manufacturing: Eurodita’s engineering team accepts designs from sketches, verbal descriptions, or architect drawings, converting them to production specifications per enquiry. This capability enabled the retailer to respond to every bespoke enquiry with a detailed quote and 3D visualisation.

Quote-Based Order Planning: As a regional retailer, committing to large order scopes was impractical. Eurodita’s quote-based order planning allowed the business to order individual units as customer orders were confirmed.

Delivery to UK: Road freight from Lithuania to the retailer’s site was booked per consignment. Container delivery for larger batches offered cost optimisation on volume orders.

Product Range: Access to log cabins (19-70mm), glulam structures (88mm to 220mm), garden offices, and garages from a single manufacturer simplified supplier management and enabled cross-selling across product categories.

Phase 1: Sample and Validation (Months 1-3)

The retailer ordered two catalogue models for showroom display and one bespoke design to test the custom manufacturing process. All three structures were delivered within the quoted timelines. The bespoke unit, a 5m x 4m garden office with non-standard window placement, was quoted from the submitted brief and delivered to the agreed schedule.

Phase 2: Catalogue Transition (Months 4-8)

The retailer transitioned its core catalogue range to Eurodita supply. Eight standard models were selected from the Eurodita catalogue, each rebranded under the retailer’s brand. Marketing materials, assembly guides, and warranty documentation were all produced under the retailer’s identity.

Phase 3: Bespoke Launch (Months 6-12)

The retailer began actively promoting bespoke capability. A dedicated section of the showroom showcased 3D renders of recent bespoke projects. The conversion rate for bespoke enquiries reached 40%, compared to the industry average of 15-20% for standard catalogue sales.

Phase 4: Range Expansion (Months 12-18)

The product offering expanded to include glulam garden rooms (44-70mm walls) and insulated garden offices suitable for year-round use. The retailer also introduced a premium residential-grade range using 88mm and 135mm glulam profiles.

Phase 5: Volume Growth (Months 18-24)

By the end of year two, monthly order volume had stabilised at 15-20 units across catalogue and bespoke lines. The retailer employed two additional sales consultants specifically to handle bespoke design enquiries, supported by Eurodita’s bespoke quotation service.

The partnership enabled the retailer to offer a significantly broader product range than competitors relying on single-supplier catalogue distribution.

Standard Catalogue Range (8 models): Garden buildings from 2.5m x 2.5m to 6m x 4m in 28mm and 44mm wall thicknesses. These models serve the volume market, garden storage, hobby rooms, and seasonal use buildings. Delivery timing confirmed with your order.

Premium Garden Offices (4 models): Insulated structures with 44mm and 58mm walls, double-glazed windows, and pre-wired electrical conduit. Designed for year-round home office use, with delivery timing confirmed on your order.

Bespoke designs: dimensions, layout, wall profile and features are set to the brief and assessed project by project. The retailer now presents bespoke as the default recommendation for customers with specific requirements, using Eurodita’s 3D visualisation service to convert enquiries into orders.

Residential-Grade Structures: Glulam garden rooms and annexes in 70-135mm profiles for customers requiring permanent, habitable-standard buildings. This category commands the highest margins and attracts customers who would previously have engaged a traditional builder.

Financial Performance: The private-label model improved commercial control compared with catalogue reselling. Standard private-label products and bespoke designs gave the retailer more room to price by specification, service level, and local market position.

Volume Growth: The retailer broadened its order mix from catalogue units into bespoke and premium products. Custom work became a larger part of the sales conversation because the offer was no longer limited to identical third-party catalogue models.

Customer Experience: The retailer moved from catalogue-only selling to a more controlled private-label offer, making it easier to manage product specification, quotation expectations, and after-sales communication under its own brand.

Competitive Position: The retailer is now the only garden building supplier within its catchment area offering genuine bespoke manufacturing capability. Three competitors continue to sell identical catalogue products from shared suppliers, competing primarily on price. The retailer’s bespoke capability has insulated the business from this price competition.

Operational Efficiency: Supplier management reduced from four manufacturers to one primary partner (Eurodita), with one secondary supplier retained for ancillary products. Order processing time decreased by 60% through standardised communication channels and Eurodita’s dedicated account management.