For a while, it felt like the phones would never stop ringing.

Pandemic demand. Backlogs for months. Homeowners lining up to remodel.

That chapter is over.

Industry forecasts are all pointing in the same direction: “slow and steady” instead of “surge and spike.”

• HIRI cut its 2025 market forecast to about 2.5% annual growth, with roughly 4% per year expected later in the decade as conditions normalize.

• Harvard’s Remodeling Index (LIRA) is calling for 2–3% growth into 2026, driven by steady spending, not big booms.

On paper, that sounds… fine. Predictable. Manageable.

But if you’re running a home improvement or home services company, you already know what it really means:

Average market growth won’t hit your sales goals. You have to manufacture your own momentum.

The companies that grew during the surge because “the market was hot” are now under pressure. The ones that will win the next chapter are those that know how to create demand, not just ride it.

Let’s break down what this slower, “normal” market really means for your sales team and how to give them a tool (like Vacation Vouchers!) that helps you grow faster than the market.

The New Reality: The Market Isn’t Lifting Everyone Anymore

When the whole industry is growing 10-15% a year, you can make a lot of mistakes and still look like a genius.

In a 2–3% market, that cushion disappears.

• Big-ticket remodels are harder to push.
  Homeowners are more cautious. Rates are higher. Discretionary projects are getting delayed or downsized.

• Lead cost is up. Lead quality is uneven.
  You’re paying more per lead while getting fewer “layups.” More price shoppers, more “I need to think about it,” more second and third bids.

• Competition is getting sharper.
  Contractors who built their business on boom-time demand are now getting aggressive with discounts, financing gimmicks, and heavy promotions.

If your growth strategy is basically: “Let’s hope the market picks back up,” you’re on defense.

The companies that win in a low-growth environment do something different:

They change the offer - not just the script or the discount.

Why Steady R&R Players Are Better Positioned (And How to Think Like Them)

Industry analysts are clear: companies focused on repair, replacement, and maintenance are better positioned in a slow-growth environment than those relying only on large, discretionary remodels.

Here’s why:

• Repairs and replacements are need-based, not just “nice-to-have.”

• They generate consistent lead flow and recurring revenue opportunities.

• They create more touchpoints with homeowners over time.

But this doesn’t mean you abandon big projects. It means you have to:

1. Protect and maximize every opportunity you do get.

2. Differentiate your offer so you’re not just another bid on the kitchen table.

That’s where travel incentives become more than a “nice perk.”
They become a strategic lever to drive above-market growth.

The Problem: In a 2–3% Market, Everyone Looks the Same

Put yourself in the homeowner’s shoes.

They’re getting:

• 2–3 quotes.

• Similar products.

• Similar warranties.

• Similar “we’re family-owned, great service” stories.

In a booming market, they may have picked whoever could install first.
In today’s market, they slow down. Compare. Delay. Second-guess.

Your sales rep might be saying all the right things but if the offer blends in, it doesn’t stick.

In a low-growth environment, blending in is the fastest path to flat sales.

You can try:

• Deeper discounts

• “Free” upgrades

• More flexible payment plans

…but your competitors can copy every one of those moves tomorrow.

You need something that:

• Is high perceived value for the homeowner

• Is low hard cost for you

• Is emotionally memorable and hard to knock off

That’s exactly where a complimentary Vacation Voucher changes the equation.

How Travel Incentives Help You Outgrow a “Slow and Steady” Market

You can’t control the market’s growth rate.

You can control how compelling your offer is inside that market.

Here’s how Destination Motivation clients are using travel incentives to grow faster than the 2–3% baseline:

1. Turning “I’ll Wait” Into “Let’s Do It Now”

In a cautious market, the most common objection isn’t price. It’s timing.

“Maybe we’ll revisit this next year.”
“We’re going to wait and see what happens with rates.”
“Let us get through the summer and we’ll call you.”

When your offer includes a complimentary Vacation Voucher, you’re not just asking them to spend; you’re giving them something to look forward to.

Your rep can pivot from pressure to partnership:

“A lot of our homeowners are feeling the same way. That’s exactly why we added the Vacation Voucher. To make the timing feel good, not stressful. You’re not just investing in the home; you’re also locking in a trip you and your family can enjoy when this project is done.”

Result:

• Hesitation decreases.

• “We’ll think about it” turns into “Let’s lock it in.”

2. Protecting Margin Without Chasing Discounts

In a low-growth market, it’s tempting to cut price.

The problem? Every time you train your team to sell with discounts, you’re:

• Compressing your margins

• Lowering perceived value

• Making it harder to raise prices later

Travel incentives give you a different play:

Instead of taking another 5–10% off the bottom line, you add a high-perceived-value experience.

The homeowner feels like they’re getting more, not just paying less. Your average ticket and margin stay healthy even in a market where everyone else is racing to the bottom.

3. Generating More Reviews and Referrals in a Flat Market

In a 10–15% market, you can sometimes outrun weak reviews with raw demand.

In a 2–3% market, social proof becomes the tie-breaker.

Vacation Vouchers don’t just help you close the job, they help you long after the install:

• Homeowners take the trip.

• They come back energized and grateful.

• They write 5-star reviews that specifically mention the experience.

• They share photos and stories with friends and family. And your company naturally comes up.

Instead of flat demand, you’re building a review and referral engine that compounds over time, even while the overall market crawls forward.

What This Looks Like in the Real World

Here’s the pattern we see from owners and sales leaders who implement travel incentives in this “slow and steady” environment:

1. Close rate ticks up

• Same leads, same sales team but more “yes” decisions because the offer stands out.

2. Cancellations drop

• Homeowners are less likely to back out when they’re emotionally attached. Not just to the project, but to the trip.

3. Average ticket stabilizes or grows

• Less dependence on discounting, more perceived value baked into the offer.

4. Lead quality improves over time

• Reviews and referrals powered by happy travelers bring in warmer prospects.

In other words:
You stop being held hostage by a 2–3% market and start creating your own growth curve.

Final Thought: You Can’t Change the Market. But You Can Change Your Offer

The forecasts are clear:

• 2–3% annual growth.

• No more once-in-a-generation spikes.

• A long stretch of “normal.”

For average companies, that means flat numbers and constant pressure.

For smart owners and sales leaders, it’s an opportunity:

If the market is only growing a little, the companies that know how to differentiate, delight, and create emotional momentum will take a larger slice of that pie.

That’s exactly what Destination Motivation was built to do.

Ready to See How This Would Work for Your Team?

If you’re looking at your 22026 targets and thinking, “2–3% market growth isn’t going to cut it, then it’s time to give your sales team a tool that actually moves the needle.

We’ll walk you through:

• How top contractors are using Vacation Vouchers to grow faster than the market

• Where to plug travel incentives into your existing sales process

• Real numbers on close rate lift, cancellation reduction, and review volume

Let’s schedule a quick demo and see if this makes sense for your business.