A national research study conducted by Eric Mower + Associates' Contractor Insight specialty reveals that contractors make nearly half of their tool and building supply purchases from big-box retailers.
"Retailers score high for variety and convenience, but that's not the whole story for brand marketers; they must 'see' the customer as a shopper, not only as a contractor. If they don't— and they don't know the shopper's journey or how to align their product in the retail environment— they will not reach full potential in the aisles," said John O'Hara partner and leader of EMA's Contractor Insight specialty.
When it comes to purchasing hand tools, power tools and tool accessories, big-box retailers like Home Depot and Lowe's have an advantage over traditional distributors as the preferred shopping destination. Study respondents cited convenience, range of products and brands, and accessibility as their reasons for choosing their place of purchase.
According to the research, 46% of contractors purchase hand tools, 47% purchase power tools and 49% purchase accessories from big-box retailers; 42%, 35% and 36% purchase hand tools, power tools and accessories from distributors, respectively.
Contractors perceived big-box retailers to have a better variety of products, lower pricing, and greater convenience as a one-stop shop, according to the study. Of the respondents, 63% would prefer to make small-volume purchases at big box retailers.
Those who prefer purchasing through distributors said it was for their customer service (75%), relationships (70%), knowledge (63%) and delivery (54%), all of which ranked significantly higher when compared to retailers. Distributors were also ranked high for having tools for pros, shipping directly to the contractor site and credit arrangements. According to the survey, 80% would make large-volume purchases at the distributorship, especially for plumbers (91%).
The EMA study was administered online to 500 general contractors, electricians, plumbers and HVAC specialists. More than 90 percent of respondents have at least six years' professional experience. BD+C
Related Stories
Multifamily Housing | Jan 14, 2021
The Weekly show, Jan 14, 2021: Passive House innovations, and launching a design studio during the pandemic
This week on The Weekly show, BD+C editors speak with AEC industry leaders about innovations in Passive House design, and the challenges of building a design team and opening a new design studio during a pandemic.
Multifamily Housing | Jan 8, 2021
Student housing development in the time of COVID-19
Despite the coronavirus pandemic, many college and university residences were completed in time for classes, live or virtual. Here are 14 of the best.
Contractors | Jan 7, 2021
The Weekly show, Jan 7, 2021: Preconstruction boot camp, and leadership strategies for navigating a challenging market
The January 7 episode of BD+C's The Weekly is available for viewing on demand.
Architects | Jan 5, 2021
Ware Malcomb finds itself in the mix for multiple diverse projects
Its latest completion is an office/factory/warehouse combo for one of Marvin Window’s brands.
Architects | Jan 4, 2021
Moody Nolan receives 2021 AIA Architecture Firm Award
Founded by Curt Moody, FAIA, NOMA, and the late engineer Howard E. Nolan, the firm’s work is centered on the belief that diverse perspectives foster creativity and more responsive solutions.
AEC Tech | Dec 17, 2020
The Weekly show: The future of eSports facilities, meet the National Institute for AI in Construction
The December 17 episode of BD+C's The Weekly is available for viewing on demand.
Multifamily Housing | Dec 16, 2020
What the Biden Administration means for multifamily construction
What can the multifamily real estate sector expect from Biden and Company? At the risk of having egg, if not a whole omelet, on my face, let me take a shot.
Giants 400 | Dec 16, 2020
Download a PDF of all 2020 Giants 400 Rankings
This 70-page PDF features AEC firm rankings across 51 building sectors, disciplines, and specialty services.
Architects | Dec 14, 2020
2021 AIA Gold Medal awarded to Edward Mazria
The Gold Medal honors an individual whose significant body of work has had a lasting influence on the theory and practice of architecture.
Healthcare Facilities | Dec 10, 2020
The Weekly show: The future of medical office buildings, and virtual internship programs
This week on The Weekly show, BD+C editors spoke with leaders from SMRT Architects and Engineers and Stantec about the future of medical office buildings, and virtual internship programs