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
| Feb 10, 2012
Besculides joins New York Office of Perkins Eastman as associate principal
Besculides joins with more than 17 years’ experience in design, business development, and account management for the government, healthcare, and corporate practice areas with a particular focus on the financial and media sectors.
| Feb 10, 2012
Mortenson Construction research identifies healthcare industry and facility design trends
The 2012 Mortenson Construction Healthcare Industry Study includes insights and perspectives regarding government program concerns, the importance of lean operations, flexible facility design, project delivery trends, improving patient experience, and evidence-based design.
| Feb 10, 2012
LAX Central Utility Plant project tops out
Construction workers placed the final structural steel beam atop the Plant, which was designed with strict seismic criteria to help protect the facility and airport utilities during an earthquake.
| Feb 8, 2012
Nauset completes addition and renovation for Winchester senior living community
Theater, library, fitness center, and bistro enhance facility.
| Feb 8, 2012
Mega-malls expanding internationally
Historically, malls have always been the icons of America – the first mall ever was built in Minneapolis in 1956.
| Feb 8, 2012
World’s tallest solar PV-installation
The solar array is at the elevation of 737 feet, making the building the tallest in the world with a solar PV-installation on its roof.
| Feb 7, 2012
AIA introduces seven new contract documents to Documents-On-Demand service??
AIA Contract Documents are widely-used standard form contracts among the building industry to support construction and design projects.
| Feb 7, 2012
Data center construction boom driven by healthcare and technology
The study includes insight and perspective regarding current investment plans of stakeholders, potential challenges to the data center boom, data center efficiency levels, the impact of new designs and technologies, and delivery methods.
| Feb 7, 2012
Kawneer and Traco combine portfolios
Portfolio includes curtain wall systems, windows, entrances and framing systems.
| Feb 7, 2012
Lubbers promoted to creative director at Wight & Co.
Lubbers has been instrumental in many recent high profile Wight projects, including the College of DuPage Student Resource Center, Seaton Computing Center, The Adler Planetarium Sky Theater transformation and UNO Charter Schools.