How The DIY Market Is Developing In Russia

Read more about the state and key trends of the industry in our article

The DIY market in Russia is showing significant growth and, according to experts, this trend will continue in the coming years. According to a study by IBC Real Estate, by the end of 2024, the market turnover amounted to 8.2 trillion rubles, of which:

// 7.3 trillion rubles - offline sales
// 0.5 trillion rubles - online stores
// 0.4 trillion rubles — marketplaces

A similar forecast was given by INFOLine at the end of 2024 with an estimate of 8.1 trillion rubles. At the same time, experts expect further annual growth of indicators by 16-17%, by 2028 the turnover of the entire market may reach 14.7 trillion rubles.

Speaking about the market structure, representatives of Leman PRO estimate the volume of the B2C segment at 4.3 trillion rubles. At the same time, 41% of the total volume is the category "Indoor repairs", 30% - "Construction and site organization", 29% fell to the category "Arrangement and comfort".

Let's take a closer look at the trends and features that are typical for the Russian DIY market in 2024–2025:

// Adaptation to external changes . The industry has transformed after the departure of a number of foreign brands and a change in consumer behavior. In the last few years, there has been an active replacement of products with goods from countries such as China, Turkey, India, Kazakhstan, as well as an expansion of the assortment of private labels of chains.

// Increase in the share of online sales . This channel demonstrates the greatest growth: according to the INFOLine forecast, in 2024 it will amount to 2.1 trillion rubles (+43%). A multiple difference is also noted in the share of the online channel of the segments: for the B2B sector it is 7.4%, in B2C - 41.4%. In general, this sales channel is growing at an accelerated pace and has the potential for growth, thanks to the digitalization of trade and the development of convenient delivery services.

Sales on marketplaces also show positive dynamics: according to Ozon, demand for this category has increased by 74% in units, Wildberries expects almost double sales growth in this category by the end of 2024. This is due to an increase in the range of offers and the number of suppliers.

// Growing share of the B2B segment . The DIY market is characterized by the Do It For Me trend, which is a factor in the active transition from B2C to B2B. Clients engage construction teams and contractors to perform work not only at the repair stage, but also related services. More and more people choose ready-made solutions, which means that the trend of demand shifting from B2C to B2B will continue in the coming years.

// Construction remains one of the drivers of the DIY industry . According to Rosstat, 107.77 million square meters were commissioned in the housing segment in 2024, which is only 2.7% less than the record value of 2023. According to experts, the current situation has predetermined the demand for home and renovation goods in the next 2-3 years due to the completion of a significant volume of construction projects.

Against the backdrop of constraints on the introduction of multi-apartment housing, the individual housing construction segment gives impetus not only to the construction industry, but also to the home goods market as a whole, since this type of real estate requires more materials.

According to the INFOLine report, 75% of Russians planned to renovate or transform their homes in 2024. At the same time, a change in the structure of renovation work is noted - the share of partial renovation of 1-2 rooms is growing and full-scale renovation of the entire apartment or house is decreasing.

Thus, the DIY market in Russia will continue its active development and transformation in terms of sales channels. Use the opportunity to present your products to an interested audience - become a participant of the 2nd International Exhibition of Equipment and Tools ToolMash .

In 2024, the exhibition was visited by more than 5,600 visitors interested in purchasing a wide range of tools for their business work. According to a visitor survey, 64% of visitors were interested in power tools, 56% - hand tools.

The ToolMash exhibition will be held on the same site as the Woodex exhibition of equipment, materials and components for the woodworking and furniture industries , which will expand the base of potential clients from related areas.

The ToolMash 2025 exhibition will be held from December 2 to 5 in Moscow, Crocus Expo IEC