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
Architects | Apr 12, 2019
Bipartisan 'Invest in America Act' gains industry support
The bill would attract as much as $125 billion investment for buildings, infrastructure.
Office Buildings | Apr 8, 2019
It’s time for office amenities to get to work
Amenities with the greatest impact on effectiveness and experience are those that directly support the work needs of individual employees and their teams.
Industry Research | Apr 8, 2019
New research finds benefits to hiring architectural services based on qualifications
Government agencies gain by evaluating beyond price, according to a new Dodge survey of government officials.
Architects | Mar 17, 2019
HMC Architects sets up a ‘design lab’ to explore new ideas
The goal is for project team members to collaborate earlier to inspire innovation.
Architects | Mar 12, 2019
Thrown a curve: Fitting a restaurant into spherical dome was the design challenge for Willmott’s Ghost
The Seattle eatery nests inside the conservatories on Amazon’s massive campus.
Building Technology | Mar 8, 2019
What is your firm's innovation 'hit rate'?
As firms begin to adopt the practices and mindset of Silicon Valley tech and advanced manufacturing, it’s fair to ask: Are all of these innovation projects and initiatives working?
Architects | Mar 7, 2019
HED, Integrated Design Group to merge firms
ID has a strong reputation for data center design with locations in Boston in Dallas.
Architects | Mar 5, 2019
Arata Isozaki named 2019 Pritzker Architecture Prize Laureate
The Japanese architect, city planner, and theorist is known for his deep commitment to the “art of space” and transnational methodology.
Education Facilities | Feb 25, 2019
Fallingwater Institute’s summer residency programs have a new educational hub
Bohlin Cywinski Jackson designed the project.