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 | Jan 24, 2018
Strong finish for architecture billings in 2017
The Architecture Billings Index concluded the year in positive terrain, with the December reading capping off three straight months of growth in design billings.
Architects | Jan 19, 2018
CTBUH announces global finalist projects for annual awards program
The Lotte World Tower, in Seoul, and 150 N. Riverside, in Chicago, are among the finalists.Â
Architects | Jan 10, 2018
NELSON and FRCH Design Worldwide are merging
Their chief executives will manage the company jointly, by region.
Architects | Jan 10, 2018
7 steps to ending a low growth cycle
Here are the top 10 marketing techniques as rated by high-growth firms and how they compare to their no-growth counterparts.
Architects | Jan 8, 2018
ZGF Founding Partner Robert Frasca, 84, passes away
Frasca was a driving force in transforming the architectural firm from its early beginnings as a regional office into one of the nation’s largest practices, with 600 design professionals across six offices in the U.S. and Canada.Â
Architects | Jan 8, 2018
Catherine Selby joins Dattner Architects’ partners group
Selby joins Principals Paul Bauer AIA; Richard Dattner FAIA; Jeff Dugan AIA; Beth Greenberg AIA; Daniel Heuberger AIA, LEED AP; Kirsten Sibilia Assoc. AIA; William Stein FAIA; and John Woelfling AIA, LEED AP in leading the 115-person firm.
Big Data | Jan 5, 2018
In the age of data-driven design, has POE’s time finally come?
At a time when research- and data-based methods are playing a larger role in architecture, there remains a surprisingly scant amount of post-occupancy research. But that’s starting to change.
Multifamily Housing | Jan 4, 2018
Shigeru Ban’s mass timber tower in Vancouver gets city approval
The 232-foot-tall Terrace House luxury condo development will be the tallest hybrid wood structure in North America.
Architects | Jan 4, 2018
Integrated design for children and housing
Homelessness is an issue affecting millions around the globe.Â