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
| Aug 21, 2014
Must See: Detroit's Beaux-Arts parking garage
An opulent Renaissance Revival building in downtown Detroit is being used as a parking garage.
| Aug 20, 2014
WELL Building: The next step in green sports construction
The WELL Building Standard, a new protocol that focuses on human wellness within the built environment, is a particularly good fit for sports facilities, write Skanska's Tom Tingle and Beth Heider.
| Aug 20, 2014
Seattle's King Street Station thoughtfully restored [2014 Reconstruction Awards]
After years of neglect and botched renovations, King Street Station sparkles once again.
| Aug 20, 2014
Tour an office with no assigned workstations [slideshow]
The New York office of the Gerson Lehrman Group recently redesigned its office without personal desks or cubicles. The company gave each of its 250 employees a locker, a laptop, and told to work anywhere they wanted, according to Business Insider.
| Aug 20, 2014
Architecture Billings Index reaches highest mark since 2007
The American Institute of Architects reported the July ABI score was 55.8, up noticeably from a mark of 53.5 in June.
| Aug 19, 2014
Goettsch Partners unveils design for mega mixed-use development in Shenzhen [slideshow]
The overall design concept is of a complex of textured buildings that would differentiate from the surrounding blue-glass buildings of Shenzhen.
| Aug 19, 2014
HOK to acquire 360 Architecture
Expected to be finalized by the end of October, the acquisition of 360 Architecture will provide immediate benefits to both firms’ clients worldwide as HOK re-enters the sports and entertainment market.
| Aug 19, 2014
A designer's epiphany: 'Let's stop talking and make something'
Making things is important because it reveals gaps in thought, sheds light on the fundamental assumptions that can kill ideas, and forces us to push toward solutions that actually work, writes HDR's David Grandy.
| Aug 19, 2014
Construction boom lures new class of lenders in Nashville, says JLL
In the coming months, a gleaming S-shaped tower will join Nashville's burgeoning skyline. The new tower is just one example of a project financed not with conventional construction loans but with a unique blend of equity and debt.
| Aug 18, 2014
Perkins+Will expands planning practice with strategic focus on underserved U.S. communities
The broadened focus is resulting in comprehensive, long-term plans that will guide new growth in places like Buffalo, N.Y., Kingston, R.I., and Brooklyn, N.Y.
