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 5, 2013
Recycled recreation: Waste-to-energy plant combines with ski resort
A new project near Copenhagen pushes the boundaries of the term "mixed use," combining a waste-to-energy plant with a ski resort.
| Mar 5, 2013
Barbara Mullenex joins Washington, D.C., office of Perkins Eastman as principal
The Board of Directors of top international design and architecture firm Perkins Eastman is pleased to announce that Barbara Mullenex RA has joined the growing Washington, DC, office as a Principal. Mullenex joins with a distinguished career of more than 26 years of industry experience in architecture and interior design focused on hospitality and corporate interiors.
| Mar 4, 2013
Dewberry names James Draheim president of architectural practice
Dewberry, a privately held professional services firm, has recently hired James Draheim, AIA, LEED AP BD+C, as president of the firm’s 175-person nationwide architectural practice. Draheim will be responsible for all facets of the firm’s business development, operations, strategic planning, and growth.
| Mar 4, 2013
German healthcare design specialist TMK Architekten joins HDR Architecture
TMK Architekten • Ingenieure, one of Germany’s leading healthcare architecture firms, announced today that it is joining forces with HDR Architecture, the world’s No. 1 healthcare and science + technology design firm. The merged company will conduct business as HDR TMK, and will be the hub for the firm’s healthcare and science + technology design programs in Europe.
| Mar 4, 2013
Korean Air, AC Martin collaborating on Western region's tallest tower
The 1,100-foot Wilshire Grand will combine retail and restaurant space, offices, and a luxury hotel in the sky.
| Mar 4, 2013
Gehry unveils design for Santa Monica hotel-condo tower
If all goes as planned, Frank Gehry will design the first building in his hometown in some 25 years.
| Mar 3, 2013
World's first LEGO museum planned in Denmark
Bjarke Ingels Group and Ralph Appelbaum Associates will team up with the LEGO Group to design the physical home for The LEGO House, the world's first museum dedicated to LEGO.
| Feb 28, 2013
Daniel J. Rectenwald promoted to chief operating officer of HGA
HGA Architects and Engineers (HGA) has promoted Daniel J. Rectenwald, AIA, to Chief Operating Officer. He will oversee daily operation of the firm’s design and business strategies across seven national offices.
| Feb 28, 2013
Videos reveal City 2.0 ideas from 2012 TED Prize winners
Thought leader TED has released eight new videos from winners of its 2012 TED Prize: the City 2.0. The prize went to 10 winners involved in urban issues, including education, safety, health, food, and public space.
| Feb 28, 2013
Greeening Silicon Valley: Samsung's new 1.1 million-sf HQ
Samsung Electronics' new 1.1 million sf San Jose campus will support at least 2,500 sales and R&D staff in the company's semiconductor and display businesses.