​Over the past few months, I’ve been chatting with a lot of garden centre managers and retail leads about Christmas - when it starts, how they plan it, and what really goes on behind those magical displays.

If you’ve ever wondered how garden centres pull off the festive season so seamlessly, here’s what I found.

Planning starts long before the first mince pie

Most of the centres I spoke to told me their Christmas planning actually begins in January - I know, the determination is incredible! By summer, they’re already finalising themes, placing orders, and working out how to fit hundreds of pallets of stock into limited storage space.

One manager laughed and said, “People don’t realise that Christmas starts in August for us - we’re unwrapping baubles in the heat!”

The larger groups tend to have their Christmas buying teams working all year round, while independents often plan six to nine months in advance to secure the right products and avoid supplier delays.

The art of the slow reveal

A big theme that came up in every conversation was the staged rollout. No one just dumps all the Christmas stock onto the shop floor at once anymore.

Instead, centres “drip feed” festive ranges in phases - starting with lighting and artificial trees, then adding baubles, giftware and food over several weeks.

“It keeps the store feeling fresh,” one retailer told me. “Our regulars come in every weekend and expect to see something new. It’s like Christmas evolves in front of them.”

This approach also stops that early backlash from shoppers who think Christmas has come too soon. A subtle sparkle in September, then full festive mode by mid-October, seems to be the sweet spot.

Merchandising that tells a story

If you’ve ever walked into a garden centre Christmas department and felt completely immersed in a winter wonderland - that’s deliberate.

The merchandisers I spoke to said they plan their layouts around themes - “traditional”, “Scandi”, “luxury gold”, “woodland” - and build full displays that let shoppers imagine the whole look at home.

It’s not just about what’s on the shelves, but the journey. You’re guided through trees, lighting, gifts, then food and drink - with every zone offering a new reason to linger.

As one visual merchandiser put it:

“We don’t just sell decorations - we sell atmosphere. If people leave feeling inspired, we’ve done our job.”

Experiences drive traffic

Every single person I spoke with said the same thing: the Christmas experience is as important as the products.

Santa’s grottos, wreath-making workshops, Christmas markets, and late-night shopping events all play a big role in getting families through the door.

Some centres even tie in food tastings or live music in the café to make it a full-day experience. For many independents, these community-led events are what set them apart from the big retail parks.

And while it’s all about the fun for customers, the professionals behind the scenes are very aware of the commercial impact. “If we can get families to come for the grotto, they’ll often leave with a tree, lights, and half the gift shop,” one manager said with a grin.

Seasonal staffing: the hidden challenge

Everyone agreed that finding and training the right seasonal staff is one of the biggest headaches.

Most centres start recruiting in late summer - not just for retail temps, but also for grotto roles, café support, and visual merch teams.

Training is key. “We can teach someone to use a till,” one manager said, “but getting them to bring the Christmas spirit to life on the shop floor takes time.”

Many centres run induction days in September so temps can learn about store layout, customer flow, and how to keep displays looking immaculate through peak season.

Common challenges (and clever workarounds)

A few recurring pain points came up in my chats:

• Storage space: Everyone’s bursting at the seams. Some rent containers or use off-site storage until floor space frees up.

• Weather: For real trees and outdoor ranges, unpredictable weather is always a gamble.

• Timing: Launch too early and customers complain; launch too late and you miss crucial early spend.

• Replenishment: “You can sell out of one colour of bauble overnight and suddenly the whole display looks unbalanced!” one merchandiser said.

Despite the stress, most agreed there’s something special about the buzz of the season. “It’s exhausting but magical,” said one garden centre owner. “When you see families walking in and gasping at the displays, you remember why you do it.

What makes a great Christmas?

From all those conversations, one thing really stood out: the best centres treat Christmas like a journey.

It’s not just about sales or stock — it’s about creating an atmosphere that makes people want to come back again and again. Whether it’s a national group with huge budgets or a small family-run site relying on local charm, the formula is similar:

• Plan early

• Launch slowly

• Tell a story through merchandising

• Create memorable experiences

• And build a team that truly feels festive

Final thought

By the time most of us are thinking about putting up our tree, the garden centre teams have already been living and breathing Christmas for months.

So next time you’re wandering through a beautifully lit grotto or perfectly themed display, remember - behind the sparkle are months of planning, teamwork, and a lot of people who really, really love Christmas.