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
| Oct 4, 2011
GREENBUILD 2011: Ready-to-use wood primer unveiled
Maintains strong UV protection, clarity even with application of lighter, natural wood tones.
| Oct 4, 2011
GREENBUILD 2011: Two new recycled glass products announced
The two collections offer both larger and smaller particulates.
| Oct 4, 2011
GREENBUILD 2011: Mythic Paint launches two new paint products
A high performance paint, and a combination paint and primer now available.
| Oct 4, 2011
GREENBUILD 2011: Wall protection line now eligible to contribute to LEED Pilot Credit 43
The Cradle-to-Cradle Certified Wall Protection Line offers an additional option for customers to achieve LEED project certification.
| Oct 3, 2011
Magellan Development Group opens Village Market in Chicago’s Lakeshore East neighborhood
Magellan Development Group and Hanwha Engineering & Construction are joint-venture development partners on the project. The Village Market was designed for Silver LEED certification by Loewenberg Architects and built by McHugh Construction.
| Oct 3, 2011
Balance bunker and Phase III projects breaks ground at Mitsubishi Plant in Georgia
The facility, a modification of similar facilities used by Mitsubishi Heavy Industries, Inc. (MHI) in Japan, was designed by a joint design team of engineers and architects from The Austin Company of Cleveland, Ohio, MPSA and MHI.
| Oct 3, 2011
Cauceglia to lead Allsteel’s global accounts
Cauceglia is responsible for developing new global business strategies and expanding existing business within the Fortune 500 sector.
| Sep 30, 2011
BBS Architects & Engineers completes welcoming center at St. Charles Resurrection Cemetery
The new structure serves as the cemetery's focal architectural point and center of operations.
| Sep 30, 2011
Kilbourn joins Perkins Eastman
Kilbourn joins with more than 28 years of design and planning experience for communities, buildings, and interiors in hospitality, retail/mixed-use, corporate office, and healthcare.
| Sep 30, 2011
Design your own floor program
Program allows users to choose from a variety of flooring and line accent colors to create unique floor designs to complement any athletic facility.