UK garden centres are the real deal when it comes to the sale of real Christmas trees
12 December 2025
With two weeks to go until Christmas, now is the peak time to buy a real Christmas tree, according to the Horticultural Trades Association (HTA), which says UK garden centres are leading the way in sales of real trees.
New research from the membership organisation, which represents over 1,400 garden retailers, growers, suppliers, manufacturers, landscapers, and garden designers across the UK, reveals that 4.9 million households bought a real Christmas tree last year, with more than half of households (52%) purchasing theirs at UK garden centres.
Garden centres have significantly grown their share of the real Christmas tree market over the last eight years. In 2016, an HTA survey found that approximately 4.2 million households had purchased a real Christmas tree for the 2016 festive season, with just 37% of households buying from a garden centre or retail nursery.
The HTA’s Independent Christmas Tree Survey (2024) also reveals that the total spend on real Christmas trees topped £194 million. So, with Christmas tree buying in full swing, now is the time to head to the garden centre, spruce up the house and prepare for a tree-mendous Christmas.
The festive season is a vital trading period for garden centres across the UK, but it’s not just real Christmas trees that sell well. 11% of total annual garden centre turnover in 2024 occurred in December, and HTA research shows that Christmas and gifting departments accounted for more than a third (35%) of those sales.
The other highest-selling categories at garden centres in December (by value; excl. VAT) were:
- Catering (14%)
- Food and farm shop (11%)
- Indoor living and homewares (10%)
Laura Loveridge, Market Research Manager at the HTA, said:
“Nowhere does Christmas quite like garden centres, where festive departments have grown to become a bigger part of their offer over recent years to now account for over one quarter of turnover in December, keeping the customers visiting throughout colder winter months.
“Visiting the garden centre over the build-up to Christmas is a day out for the whole family, from choosing the tree, to picking new decorations and visiting the restaurant for a treat afterwards.
"Many garden centres now offer added magical experiences for families to enjoy, such as Santa's grotto, making a visit to your local garden centre an annual tradition for many to look forward to. Coupled with the expert advice available from staff in store, it’s unsurprising that garden centres are the leading sales channel for real Christmas trees.”
Keeping it real - Christmas tree fact file
- It takes about 10 years for an average Christmas tree to grow to 6ft (1.8m)
- Christmas trees are grown as a horticultural crop and are not felled from pre-existing forests.
- When a Christmas tree is cut down, it is immediately replaced by another young plant, with up to 10 trees being planted for every average-sized tree that is grown.
- Keep your Christmas tree away from heat sources and water it regularly to prolong its life and prevent needle drop.
Pippa Greenwood, Horticulture Manager at the HTA, says:
“I’m a big fan of the classic old-style Christmas tree, the Norway Spruce, and the wonderful aroma from its needles. I find that, provided you don’t bring the tree in too much in advance of the day, and as long as you keep the fresh-cut trunk in water and don’t place the tree close to a direct heat source, it really performs well.
“That style of tree might not suit everyone, so if you want to guarantee no needle drop, I’d suggest choosing another variety of Christmas tree, such as the Nordmann fir, Fraser fir or Blue Spruce. Whatever you decide, I know you’ll enjoy something really special”.
Christmas Tree varieties
- Nordmann Fir. The most popular Christmas Tree in the UK. Excellent needle retention, with lush, dark green needles. Trees are symmetrical with strong branches.
- Norway Spruce. This traditional Christmas tree needs to be kept well-watered for good needle retention. A strong fragrance with a great conical shape.
- Fraser Fir. Great fragrance with dark green needles that are silvery underneath. Good needle retention. Pyramid-shaped with strong branches which turn upward.
- Blue Spruce. Unique blue colouring. Needs watering well and has good stiff branches.
- Noble Fir. A fresh fragrance with great needle retention. Trees have bluish-green needles and short, stiff branches.
- Douglas Fir. Probably the strongest scent of all Christmas trees. A true fir with a great shape but much denser.
HTA Independent Christmas Tree Survey 2024
- 4.9 million (or 16%) UK households purchased at least one real Christmas tree
- £194 million was spent on real Christmas trees
- More than half (52%) of real Christmas trees were purchased in UK garden centres
- 2.6 million UK households purchased a real Christmas tree at a garden centre
- £44 was the average amount consumers claimed to have spent on real Christmas trees at UK garden centres
- 8.4 million (or 30%) UK households purchased at least one artificial Christmas tree
- £372 million was spent on artificial Christmas trees
- Just 12% of artificial Christmas trees were purchased in UK garden centres
- 1 million UK households purchased a real Christmas tree at a garden centre
- £51 was the average amount consumers claimed to have spent on artificial Christmas trees at UK garden centres
HTA Garden Retail Monitor
- 11% of annual garden centre turnover was made in December
- 27% of garden centre December sales came from Christmas departments
- 13% of annual garden centre indoor plant sales occurred in December
- Christmas (27%)
- Catering (14%)
- Food & farm shop (11%)
- Indoor living & homewares (10%)
- Gifting (8%)