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
University Buildings | Jun 9, 2016
Designing for interdisciplinary communication in university buildings
Bringing people together remains the main objective when designing academic projects. SRG Design Principal Kent Duffy encourages interaction and discovery with a variety of approaches.
BIM and Information Technology | Jun 7, 2016
Conquer computational design: 5 tips for starting your journey
Data-driven design expert Nathan Miller offers helpful advice for getting your firm ready to use CD tools and concepts.
BIM and Information Technology | Jun 7, 2016
6 ways smart AEC firms are using computational design methods
Rapid prototyping, custom plug-ins, and data dashboards are among the common applications for computational design.
Building Team | Jun 2, 2016
Managing risk when building in challenging locations
AEC firms recognize the upsides of exploring new, emerging markets. Whitehorn Financial's Steve Whitehorn offers four principles that can help guide you to success.
Airports | Jun 1, 2016
LaGuardia Airport’s massive redevelopment begins construction
The development consortium has secured financing for the $4 billion project, and signed an operating lease through 2050.
Building Team Awards | Jun 1, 2016
Multifamily tower and office building revitalize Philadelphia cathedral
The Philadelphia Episcopal Cathedral capitalizes on hot property to help fund much needed upgrades and programs.
Building Team Awards | Jun 1, 2016
Central utility power plant takes center stage at UC San Diego Jacobs Medical Center
An undulating roof, floor-to-ceiling glass, and façade scheme give visual appeal to a plant that serves the 10-story medical center.
Architects | May 31, 2016
JLG Architects acquires Minneapolis-based Studio Five Architects
Led by Linda McCracken-Hunt, SFA is one of Minnesota’s oldest woman-owned architecture firms.
Building Team Awards | May 31, 2016
Gonzaga's new student center is a bustling social hub
Retail mall features, comfortable furniture, and floor-to-ceiling glass add vibrancy to the new John J. Hemmingson Center.
Building Team Awards | May 27, 2016
Big police academy trains thousands of New York's finest
The Police Training Academy in Queens, N.Y., consists of a 480,000-sf academic/administration building and a 240,000-sf physical training facility, linked by an aerial pedestrian bridge.