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
| May 1, 2014
Chinese spec 'world's fastest' elevators for supertall project
Hitachi Elevator Co. will build and install 95 elevators—including two that the manufacturer labels as the "world's fastest"—for the Kohn Pedersen Fox-designed Guangzhou CTF Finance Center.
| Apr 30, 2014
Visiting Beijing's massive Chaoyang Park Plaza will be like 'moving through a urban forest'
Construction work has begun on the 120,000-sm mixed-use development, which was envisioned by MAD architects as a modern, urban forest.
| Apr 29, 2014
Best of Canada: 12 projects nab nation's top architectural prize [slideshow]
The conversion of a Mies van der Rohe-designed gas station and North Vancouver City Hall are among the recently completed projects to win the 2014 Governor General's Medal in Architecture.
| Apr 29, 2014
USGBC launches real-time green building data dashboard
The online data visualization resource highlights green building data for each state and Washington, D.C.
| Apr 29, 2014
Big U in the Big Apple: New design to protect New York City's coastline
Bjarke Ingels' proposed design for the Rebuild by Design competition adapts a key design principle in ship building to improve urban flood protection.
| Apr 28, 2014
Welcome to the Hive: OVA designs wild shipping container hotel for competition
Hong Kong-based OVA envisions a shipping-container hotel, where rooms could be removed at will and designed by advertisers.
Smart Buildings | Apr 28, 2014
Cities Alive: Arup report examines latest trends in urban green spaces
From vertical farming to glowing trees (yes, glowing trees), Arup engineers imagine the future of green infrastructure in cities across the world.
| Apr 25, 2014
How the 'digital natives' will transform your Building Team
The newest generation to enter the workforce is like no other that has come before it. This cohort is the first to grow up with the Internet, mobile technologies, and an “always connected” lifestyle.
| Apr 25, 2014
A radiant barrier FAQ: Everything you wanted to know but were afraid to ask
There are many examples of materials developed for the space program making their way into everyday life and radiant barriers are just that. SPONSORED CONTENT
| Apr 25, 2014
6 winners selected for the Architectural League Prize
The Architectural League Prize, created in 1981, "recognizes exemplary and provocative work by young practitioners and provides a public forum for the exchange of their ideas," according to The Architectural League.