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
| Mar 19, 2014
Is it time to start selecting your own clients?
Will 2014 be the year that design firms start selecting the clients they want rather than getting in line with competitors to respond to RFPs? That’s the question posed by a recent thought-provoking article.
| Mar 19, 2014
How to develop a healthcare capital project using a 'true north charter'
Because healthcare projects take years to implement, developing a true north charter is essential for keeping the entire team on track and moving in the right direction.
| Mar 18, 2014
6 keys to better healthcare design
Healthcare facility planning and design experts cite six factors that Building Teams need to keep in mind on their next healthcare project.
| Mar 18, 2014
How your AEC firm can win more healthcare projects
Cutthroat competition and the vagaries of the Affordable Healthcare Act are making capital planning a more daunting task than ever. Our experts provide inside advice on how AEC firms can secure more work from hospital systems.
| Mar 18, 2014
Charles Dalluge joins DLR Group as president, COO
CEO Griff Davenport announces addition of Dalluge to executive leadership team
| Mar 17, 2014
Rem Koolhaas explains China's plans for its 'ghost cities'
China's goal, according to Koolhaas, is to de-incentivize migration into already overcrowded cities.
| Mar 13, 2014
Do you really 'always turn right'?
The first visitor center we designed was the Ernest F. Coe Visitor Center for the Everglades National Park in 1993. I remember it well for a variety of reasons, not the least of which was the ongoing dialogue we had with our retail consultant. He insisted that the gift shop be located on the right as one exited the visitor center because people “always turn right.”
| Mar 13, 2014
Austria's tallest tower shimmers with striking 'folded façade' [slideshow]
The 58-story DC Tower 1 is the first of two high-rises designed by Dominique Perrault Architecture for Vienna's skyline.
| Mar 13, 2014
Simon Perkowitz to join KTGY Group
Perkowitz, the founder of Perkowitz + Ruth, will assist KTGY in responding to the demands and further development of its growing retail/commercial division.
| Mar 12, 2014
London grows up: 236 tall buildings to be added to skyline in coming decade, says think tank
The vast majority of high-rise projects in the works are residential towers, which could help tackle the city's housing crisis, according to a new report by New London Architecture.
