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 18, 2014
SPARK’s newly unveiled mixed-use development references China's flowing hillscape
Architecture firm SPARK recently finished a design for a new development in Shenzhen. The 770,700 square-foot mixed-use structure's design mimics the hilly landscape of the site's locale.
| Aug 18, 2014
Seaside luxury: Arquitectonica, Melo Group introduce Aria on the Bay condo tower in Miami
Melo Group has launched sales for Aria on the Bay, its new 647-unit luxury condominium in Miami. The bayfront condo will overlook Margaret Pace Park, Biscayne Bay and the Miami Beach skyline.
Sponsored | | Aug 16, 2014
Fire-rated framing system makes the grade at Johnson & Wales University Center
The precision engineering of TGP’s Fireframes Aluminum Series creates narrow profiles and crisp sightlines at Johnson & Wales University Center for Physician Assistant Studies
| Aug 16, 2014
Decoupling the professional services firm
Business consultant Tim Williams authored a recent LinkedIn post that highlights the emerging trend among professional services firms toward “decoupling,” or consciously separating the high-value services that are scarce from the low-value services that are plentiful. SPONSORED CONTENT
| Aug 16, 2014
The science of learning: Designing the STEM learning facilities of the future
New technology and changing pedagogies are influencing how to best teach a generation of learners who have never known a world without smartphones or tablets, writes HOK's Kimberly Robidoux.
| Aug 16, 2014
Calatrava in hot water again? Famed architect charged to appear in court in Spanish construction case
The Valencia High Court has requested documents detailing how Calatrava was hired in private, without any publicity, for a convention center project in Castellon. For contracts over a certain minimum value, that is illegal in Spain.
| Aug 15, 2014
First look: RMJM’s 'jumping fish' tower design for the Chinese Riviera
The tower's fish-jumping gesture is meant to symbolize the prosperity and rapid transformation of Zhuhai, China.
| Aug 15, 2014
Periscope structure gives public toilet an unobstructed sea view
Polish architect Adam Wiercinski designs a public toilet with a periscope mechanism that gives visitors unobstructed views of the sea.
| Aug 14, 2014
8 do's and don'ts for completing an HVAC life cycle cost assessment
There are many hurdles to overcome when completing a life cycle cost assessment. RMF Engineering’s Seth Spangler offers some words of advice regarding LCCAs.
| Aug 14, 2014
Life cycle cost analysis using energy modeling
A life cycle cost analysis helps a school district decide which HVAC system to use in $198 million worth of future building projects.