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Opportunities in Abrasives Sales

Provided by the Home Improvement Research Institute

Paint and sundries retailers must stay attuned to evolving customer behaviors, especially in abrasives and sanding tools. Insights from The Home Improvement Research Institute (HIRI) provide valuable data on consumer purchasing patterns and preferences to guide your strategic decisions.

Consumer Trends and Purchase Behavior

HIRI’s 2024 Product Purchase Tracking Study showed that interior finish products were the second most purchased category in 2023, with 72% purchased directly by homeowners. This indicates a strong opportunity for retailers targeting DIY consumers, especially for abrasives and sanding tools used in projects like painting and refinishing.

Further, 61% of homebuyers conducted interior painting projects after purchasing a home, and 17% did exterior painting, according to findings in HIRI’s 2025 Recent Homebuyer and Seller Study. Additionally, 44% of home sellers and 51% of homebuyers purchased paint and supplies, reinforcing the demand for painting project-related products, including
sandpaper, steel wool and abrasives.

When it comes to purchasing motivations, 70% of homeowners prioritize maintaining or repairing surfaces, while 54% focus on improving comfort and livability. Consumers also look for quality, durability and availability when selecting products, making it crucial for retailers to stock high-performance sanding products that promise long-lasting results.

Pro vs. DIY: Evolving Market Dynamics

While DIY remains strong, HIRI’s March Size of Market Forecast predicts the pro market in paint sundries will see slower growth between 2025 and 2029 compared to what we have seen in the previous five years (2019-2024) and is forecasted
to reach $4.1 billion in total sales volume by 2029.

The consumer market, however, is expected to maintain comparatively steady growth and reach a total sales volume forecast of $10.3 billion during this period specifically for the paint sundries category. Retailers should focus on capturing sales from DIY customers while also supporting professional needs.

Strategic Takeaways for Retailers

  1. Focus on homeowner needs. 5-year growth is expected to be higher among the consumer market as homeowners are
    increasingly tackling home improvement projects, so ensure your inventory includes the sanding tools and abrasives they prefer.
  2. Diversify pro vs. consumer product offerings. Stock a range of sanding products, from basic sandpaper to advanced
    tools, to meet the differing demands of both DIYers and professionals.

By aligning product offerings with the preferences of both DIYers and professionals, retailers will be well-positioned to maximize sales in the abrasives and sanding tools category. Accessing HIRI’s research will provide invaluable insights into consumer behavior, market trends, and product-specific preferences, helping retailers stay competitive.

Strategic Adjustments for Success

Understanding emerging trends in paint and sundries can help retailers better serve both DIY homeowners and professionals. If you’re not yet a HIRI member, consider joining for access to $1 million worth of home improvement industry-specific market research. You’ll receive comprehensive recommendations and data sets from 40+ reports annually, including even greater depth of product category-specific insights.

For additional insights, make plans to attend HIRI’s 2025 Home Improvement Insights Summit, October 22-23, in Chicago, which is open to non-members and members alike. Learn more at hirisummit.com.