Plumbing is one of those categories that flies under the radar; however, it is essential to the sales generated by most hardware stores. Thankfully, there isn’t a shortage of broken pipes, clogged toilets, or leaky faucets. The plumbing industry is undergoing a transformation that utilizes technology to maximize efficiency and conserve resources. While DIY homeowners rely on the plumbing industry to help maintain their homes, plumbing professionals also handle more complex issues like water treatment systems, landscape sprinkler systems, fire sprinkler systems, and waste management systems.

• With 8 percent annual growth, the plumbing fixtures market increased from $106,73 in 2024 to $115.32 billion in 2025
• North America accounts for 487.9 percent of global smart bathroom revenue

Although some homeowners are environmentally conscious and want to reduce water consumption, the primary motivation for most people to monitor their water usage is to save money on utility bills. Since the typical American uses 80-100 gallons of water every day, the costs for water-related problems can add up quickly. For the conservation-minded or those who think their water bills are excessive, enlisting the services of a plumber specifically trained in greywater systems is the way to go. Utility companies also employ technicians who inform customers about the advantages of greywater systems.

• The typical home wastes 10,000 gallons of water annually
• Switching off the water while brushing your teeth can save up to 200 gallons of water yearly
• High-efficiency toilers save 757 billion gallons of water in the U.S.

DEMAND GENERATED BY YOUNGER GENERATIONS EXPANDS PLUMBING OPTIONS
Once upon a time, retailers could offer shoppers a limited plumbing assortment, and customers were relatively happy—not anymore. Young homeowners want their plumbing to feature the latest technology. Bluetooth shower heads, touchless faucets, and water leak detection smart devices are just the beginning. Who doesn’t want a smart toilet with seat warmers and night lights?

Owning high-tech plumbing fixtures goes much deeper than how great they look in the home. They truly are “smart.” The construction and plumbing industries are raving about brain pipe technology. It detects leaks in the plumbing system and identifies the exact location of the leak. Next, it sends a text to the person operating the device and shuts off the water supply. Leaking water and the potential for mold can devastate buildings if they are not detected. The technology also provides the homeowner or business owner a monthly water consumption report. This resource alerts them to act if it’s warranted.

BE “SMART” ABOUT SELLING PLUMBING PRODUCTS
Sometimes, homeowners come into the store and don’t know which product to buy. It’s your staff’s job to help them figure it out. Even plumbers or contractors may have questions. Different approaches are required to sell to these three audiences. Although each group is served professionally, how you communicate with them is slightly different.

• Tailor your language and sales technique to connect with the specific audience
• Understand the product and its uses. Pro customers may have more complex questions than homeowners who are completing a DIY project.
• Identify the customer’s needs and offer a solution.

Homeowners want products that are easy to install, reliable, and good value.
Plumbers and contractors look for quality, competitive pricing, and durability

PROMOTE THE PLUMBING DEPARTMENT
Some hardware stores sell many plumbing products, depending on their customer base. Other businesses may sell primarily to homeowners. In either case, let customers know you sell plumbing products. Begin by helping customers locate the aisles or departments using the in-store signage. Next, consider holding demo days to show shoppers how to complete simple projects.

It’s also helpful to promote new products on your website and send regular emails to your best customers to motivate them to check out what’s new. Do what it takes to make your plumbing department a destination for motivated customers who want to buy.