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
| Dec 4, 2012
Thornton Tomasetti opens new office in São Paulo, Brazil
The move to São Paulo is strategic and timely, as the country continues preparations for the 2014 World Cup and 2016 Olympic Games in Rio de Janeiro.
| Dec 4, 2012
Greenhorne & O’Mara signs letter of intent to join Stantec
Acquisitions of C3TS and Architecture 2000 also completed.
| Dec 4, 2012
Sto Corp. announces new distributor in the Carolinas
Company will now have coverage in several parts of North Carolina.
| Dec 4, 2012
Wirtz Beverage Illinois’ corporate headquarters completed
WBI Center, a new state-of-the-art facility, is designed by Ware Malcomb.
| Dec 4, 2012
Wagner joins Ghafari as Manager of Structural Engineering
Wagner comes to Ghafari from Walter P Moore, where he served as a principal, chaired the construction administration task force and led the design of numerous projects ranging in size from $10 million to $70 million.
| Dec 4, 2012
City of Gainesville to break ground on $33 million bus fleet maintenance and ops facility
The 140,000-sf facility will include dispatch, administrative and maintenance facilities.
| Nov 28, 2012
Project team to showcase design for first mixed-use retail center of its kind in Mexico City
Project reaching construction milestone, offering national model for urban development in Mexico.
| Nov 28, 2012
Cummins announces ratings classification for data center power systems
The Data Center Continuous ratings span the range of Cummins Power Generation’s high horsepower diesel generator sets, from 1 MW up to 2.5 MW, and will apply to both 50 Hz and 60 Hz configurations.
| Nov 28, 2012
Francis Cauffman appoints Stainbrook Director of Higher Education
Stainbrook has 16 years of experience as a strategic planner and urban designer working on complex projects on- and off-campus.
| Nov 27, 2012
SFIA releases technical guide for cold-formed steel framing products
The 114-page book covers both structural and non-structural applications, including section properties of SFIA member product profiles, and complete load and span tables for most applications.
