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 | Mar 1, 2017
Rafael Aranda, Carme Pigem and Ramon Vilalta receive the 2017 Pritzker Architecture Prize
2017 marks the first time that three architects together are honored with the prize.
Architects | Feb 27, 2017
AIA selects four individuals to receive the 2017 Associates Award
The AIA Associates Award is given to individual Associate AIA members to recognize outstanding leaders and creative thinkers for significant contributions to their communities and the architecture profession.
Architects | Feb 24, 2017
14 architects selected to receive the 2017 Young Architects Award
Young Architects are defined as professionals who have been licensed 10 years or fewer regardless of their age.
Architects | Feb 20, 2017
Take an architecture class taught by Frank Gehry
The starchitect will be teaching a course for MasterClass, an online education platform.
Architects | Feb 16, 2017
16 design trends from Gensler’s 2017 Design Forecast
Gensler examines how design will shape the human experience in the next year and beyond.
Architects | Feb 14, 2017
NCARB streamlines path to certification for architects
Architects without a degree from an accredited program can pursue NCARB certification through a new path.
Designers | Feb 1, 2017
Netflix design documentary series to feature Bjarke Ingels
Abstract: The Art of Design will delve into the artistic processes of various influential designers.
Architects | Jan 27, 2017
The Enterprise Rose Architectural Fellowship and Lawrence Scarpa, FAIA, honored with the 2017 Collaborative Achievement Award
Lawrence Scarpa, FAIA and the Enterprise Rose Architectural Fellowship receive the 2017 Collaborative Acievement Award.
Architects | Jan 26, 2017
Alan Greenberger, FAIA, honored with the 2017 AIA Thomas Jefferson Award
The award honors significant contributions to public architecture.
Architects | Jan 24, 2017
Politicians use architectural renderings in bid to sell Chicago’s Thompson Center
The renderings are meant to show the potential of the site located in the heart of the Chicago Loop.
