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
Building Team Awards | Apr 9, 2015
IPD-driven fusion facility serves science and student life in Chicago
In dire need of modern science labs and a student union, North Park University built both—in the same building.
Building Team Awards | Apr 9, 2015
‘Prudent, not opulent’ sets the tone for this Catholic hospital
This Building Team stuck with a project for seven years to get a new hospital built for a faithful client.
Building Team Awards | Apr 9, 2015
9/11 museum triumphs over controversy
The Building Team for this highly visible project had much more than design, engineering, and construction problems to deal with.
Building Team Awards | Apr 7, 2015
Unique test facility will help make wind power more feasible
A new facility at Clemson University makes it possible to test the huge stresses that large-scale wind turbines must be able to withstand.
Cultural Facilities | Apr 7, 2015
Mies’ Martin Luther King Jr. Library to get makeover
The architects say the modernization aims to improve “Mies in a contemporary Miesian way.”
Cultural Facilities | Apr 6, 2015
Berkeley’s West Branch Library generates more energy than it uses
The 9,400-sf facility is California's first Net Zero Energy-certified building.
Codes and Standards | Apr 6, 2015
Industry groups petition for change order reform on federal projects
Nine design and construction associations ask for assurance that funds available for additional work.
High-rise Construction | Apr 6, 2015
Melbourne tower will light up depending on weather
The tower will be illuminated by 164-foot-tall beams of LED light based on weather updates from the Bureau of Meteorology.
BIM and Information Technology | Apr 3, 2015
French startup develops drone camera that overlays video with 3D images
The new drones can capture video and overlay the shot results with 3D images and augmented reality remotely.
Libraries | Apr 2, 2015
6 award-winning libraries showcase next-gen design strategies
The new Cedar Rapids Public Library and the restored Slover Library in Norfolk, Va., are among six breakthrough projects honored with 2015 AIA/ALA Library Building Awards.
