By Robert LaGasse, Executive Director of The Mulch & Soil Council

Results from the Mid-Year 2025 Sales Growth Survey suggest cautious optimism across the mulch and soil sector, with demand trending upward and confidence building among producers. The survey compares sales performance from January 1 through June 30, 2025, against the same period in 2024, offering an early snapshot of market conditions as the season unfolds.

Overall, the data point to a stable-to-growing market. Even where performance varied by product or channel, respondents consistently highlighted opportunity for businesses that remain agile, customer-focused, and prepared to adapt to the season’s most unpredictable factor: weather.

Soils Continue to Anchor Growth

Soil products emerged once again as a reliable driver of sales. Among respondents who sell bagged soils, 58 percent reported year-over-year growth, compared with 25 percent who reported declines, creating a clear net-positive outlook for the category.

Bulk soils showed similarly strong momentum. Fifty-four percent of sellers reported growth, while a significant share indicated flat performance—often a sign of steady underlying demand in a competitive marketplace. For producers, the results reinforce soils as a high-confidence category for production planning, tighter replenishment cycles, and ensuring consistent product availability for customers.

Mulch Performance Reflects Execution and Channel Strategy

Mulch sales were positive overall, though results varied more widely by format. Bulk mulch leaned favorable, with 54 percent of sellers reporting growth compared with 23 percent reporting declines.

Bagged mulch, however, revealed a more competitive landscape. Half of respondents reported growth, while 42 percent experienced declines. This split suggests that performance is increasingly tied to execution factors such as merchandising, promotional timing, pricing strategy, and local market conditions. Importantly, the dispersion also signals opportunity: growth is achievable, and best practices are producing measurable results.

Weather Remains the Dominant Variable

When respondents were asked to rank factors influencing sales, weather emerged as the most frequently cited top driver. While forecasts remain outside anyone’s control, the survey results also underscore the importance of customer-related dynamics, including customer gains or losses and shifts in consumer demand.

Together, these factors reinforce the value of strong service levels, dependable supply, and long-term customer relationships as key differentiators—particularly in seasons shaped by uneven weather patterns.

Survey Participation Provides a Strong Market Read

The majority of respondents were Producer members, offering a clear view from the production side of the market. Facilities were represented across multiple regions, with the Central region most heavily represented, alongside strong participation from the Northeast, Mid-Atlantic, and Southeast.

Outlook: Stable Fundamentals, Competitive Opportunity

Taken together, the survey results indicate a market that is holding steady to growing, led by soils and supported by solid bulk mulch performance. Bagged mulch remains competitive, rewarding companies that execute well and stay close to their customers.

As a new year begins, the message is clear: reinforce customer retention, plan for weather-driven volatility, and position inventory to capture demand spikes when they occur. The fundamentals of the category remain strong, and companies that stay responsive and market-facing are well positioned for continued success in 2026.

The Mulch & Soil Council began in 1972 and is the national association of producers of horticultural mulches, consumer potting soils and commercial growing media. Its mission is to define quality products and promote an open market and fair competition. For more information about MSC, visit www.mulchandsoilcouncil.org or call 806-832-1810.