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 7, 2012
Shepley Bulfinch opens San Francisco office
This expansion establishes a physical presence that builds on a portfolio of work for institutional clients on the West Coast, dating to the development of the original Stanford University campus in 1891
| Feb 7, 2012
Thornton Tomasetti opens new office in Denver
The firm, which now has 25 offices internationally, opened the new office to better serve current and potential clients in the western Central region and Mountain States.
| Feb 6, 2012
Slight increase in nonres construction spending expected in 2012, growth projected for 2013
Commercial sector expected to lead real estate recovery.
| Feb 6, 2012
FMI releases 2012 Construction Productivity Report
Downsizing has resulted in retaining the most experienced and best-trained personnel who are the most capable of working more efficiently and harder.
| Feb 6, 2012
Kirchhoff-Consigli begins Phase 2 renovations at FDR Presidential Library and Museum
EYP Architecture & Engineering is architect for the $35 million National Archives Administration project.
| Feb 6, 2012
Batson-Cook announces the appointment of Hall as president
Hall will manage and direct all aspects of the firm’s day-to-day operations. He will be based in Batson-Cook’s Atlanta office.
| Feb 6, 2012
Siemens gifts Worcester Polytechnic Institute $100,000 for fire protection lab renovation
Siemens support is earmarked for the school’s Fire Protection Engineering Lab, a facility that has been forwarding engineering and other advanced degrees, graduating fire protection engineers since 1979.
| Feb 2, 2012
Call for Entries: 2012 Building Team Awards. Deadline March 2, 2012
Winning projects will be featured in the May issue of BD+C.
| Feb 2, 2012
VLK Architects selected for new Cypress, Texas elementary school
The Bridgeland Elementary School will be a new prototype school for the District. Designed to meet the requirements of The Collaborative for High Performance Schools.