I can say for certain that success in the shed industry does not happen by accident. Selling sheds at a high level takes more than putting a few buildings on a lot and hoping customers show up.
To do this business in a big way, there are four core ingredients that must be in place: a great location, plenty of inventory, a strong rent-to-own program, and someone with the grit, work ethic, and pizzazz to make sales happen.
When I first began my shed business 30 years ago, I had no idea what to expect, and there was no one in the industry who could share their experiences with me. I did, however, have big-time desire and a burning passion to be successful, and I was willing to do whatever it took.
The first piece is location. A shed lot needs visibility, traffic, and easy access. Customers need to see the buildings, pull in comfortably, and picture that shed sitting in their own backyard.
A strong location creates opportunity every single day because it puts the product in front of people who may not have been actively shopping yet. In this business, visibility is leverage.
I was fortunate enough to start my career at the best location in Bowling Green, Kentucky. Unfortunately, my location was so good that Best Buy purchased the property, leaving me scrambling to find a new location. I eventually found a lot across town on a side road.
I was nervous about going from a stellar location to another location that was not as accessible. The great news is that once I got my new location set up, my sales actually improved because I made up my mind that I was going to continue to be successful regardless of my location.
The second piece is inventory. Customers want options. They want to walk the lot, compare sizes, look at styles, step inside the buildings, and make a confident decision. A thin lot creates hesitation. A well-stocked lot creates momentum.
When you have plenty of inventory, you are not just selling sheds—you are giving customers choices, confidence, and a reason to buy now instead of waiting. I can tell you from experience that the more inventory you have, the better you will do.
I recall back in the summer of 1999 that I sold all but three sheds on my lot, and it seemed to slow sales down. From that moment on, I have always tried to maintain plenty of inventory—specifically the inventory that is popular and actually sells.
The third piece is a great rent-to-own program. Not every customer wants to pay cash up front, and not every customer wants to go through traditional financing. A strong rent-to-own program removes friction from the buying process. It gives customers flexibility, creates more opportunities to close the sale, and helps more families get the storage solution they need. In today’s market, affordability and convenience matter.
I’m blessed to work with Russellville Rentals for rent-to-own. Russellville Rentals has a great program, but more importantly, a great company culture that is incredible. I encourage you to choose your RTO company wisely.
I recall the days before I had RTO and only traditional credit-based financing. I remember losing thousands of dollars in deals due to folks not qualifying for the loan. When I was introduced to RTO, it was like manna from heaven. I could not believe such a program was legit and really working. If you do not currently offer RTO, I highly recommend you do so.
The fourth piece is the most important: Hiring the right person to run the sales lot. You can have the best location, a full lot, and a strong rent-to-own program, but without someone who has grit, discipline, work ethic, and a little pizzazz, the business will never reach its full potential.
Shed sales reward people who follow up, stay consistent, keep the lot looking sharp, learn the product, serve customers well, and show up every day ready to win.
That’s what it takes to do shed sales in a big way.
I’ve visited many lots across the fruited plain, and I hate to say that many of them had everything in place but lacked the right person. Some of the lots did not have anybody there, while others had someone on the property, but seemed disinterested in what they were doing.
The shed industry is a real opportunity, but it is not a passive business. The dealers who succeed in a big way understand that it takes all four pieces working together. A great location gets attention. Strong inventory creates confidence. A solid rent-to-own program makes ownership accessible. And the right person brings the energy, persistence, and execution needed to turn opportunity into results.
If you do not have those four things, it is hard to build a big shed business. But when you do have them, the upside is real.
