The Farmers’ Almanac is already calling for a cold, storm-filled winter across much of the U.S. That’s great news for pellet heat—but only if retailers are prepared. With demand often spiking as soon as the first chill hits the air, now is the perfect time to get ahead. Here’s a practical checklist to make sure your store is ready to maximize sales and keep customers happy all season long.
Start by looking at past sales data. Which brands, blends or bag sizes flew off the shelves last year? Use that history to forecast this year’s needs, and don’t forget to diversify your offerings—some customers want premium hardwood, while others are loyal to softwood or blended products. Once stock arrives, make sure it’s stored properly in a dry, ventilated space to protect pellet quality and keep your investment safe.
When customers walk in, their shopping experience should be simple and inviting. Position pellet displays in a spot that’s easy to access (and load into carts or vehicles). Clear, attractive signage makes a big difference, especially for new pellet users who may not know the differences between products. And check your equipment—pallet jacks, forklifts or loading stations—so everything runs smoothly when the rush begins.
Your sales team is the face of your business. Make sure they’re confident explaining the benefits of pellet heat—whether it’s cost savings, eco-friendliness or the consistent, cozy heat customers love. Staff should also be comfortable answering questions about pellet storage, stove use and safe handling. A well-trained team not only boosts sales but also builds trust and loyalty with your customers. Looking for material to train your staff? Here’s a helpful page with the basics. Our blog also has lots of informative pages with topics like the Benefits of Wood Pellet Heating, determining How Many Pellets Needed To Heat Your Home, Comparing Pellet Stoves to Wood Stoves, and more.
Don’t wait for the first frost to start talking pellets. Use email, social media and even in-store flyers to remind customers that stocking up early saves them stress later. Consider special offers—like discounts on pre-season purchases or bundle deals—to encourage early buying. The more you can spread the word now, the less likely you’ll face bottlenecks during a January cold snap.
Your customers don’t just need pellets—they need their stoves running efficiently. Partnering with local stove service providers is a win-win. You can recommend trustworthy technicians, and in return, those service providers can send their customers your way when it’s time to stock up on fuel. That kind of value-add makes your store a go-to resource in the community.
Always have a contingency plan with some backup stock. Winter demand can shift overnight, and spikes aren’t uncommon. Communicate closely with your Lignetics representative and have a plan for how you’ll handle unexpected surges. Customers will remember the retailers who stayed reliable when things got tight.
A strong heating season doesn’t happen by accident—it’s the result of planning, preparation and smart communication. By focusing on inventory, store readiness, staff training, early promotion, partnerships and backup plans, you’ll be set up for success.
