The sponges and rags category is often overlooked by retailers and customers, yet these products are crucial to the success of projects both DIYers and contractors are tackling. Bloomington Paint and Wallpaper in Bloomington, Indiana, has been in operation since 1928 and owned by the Night family since 1955.

The 3,000-square-foot store serves a customer base of 60% DIYers and 40% contractors, and competes with various big-box stores and independents in the area. Paint & Decorating Retailer spoke with stocker, salesperson and manager J.D. Night, who shared insights on the differences selling this category to contractors and to DIYers and merchandising best practices.

• For Contractors
  Bloomington Paint and Wallpaper sells one-, five- and 10-pound boxes of rags with custom labels that include the store’s name, address and phone number, Night says. This practice works as a marketing tool and brings increased awareness of the business, especially among other contractors, boosting sales.
• For DIYers
  Night says they sell smaller amounts of rags with more colorful packaging, such as bright greens and yellows. Colorful packaging catches the attention of DIYers, who often require fewer rags, reminding them to purchase the product when necessary.

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