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 5, 2011
GREENBUILD 2011: Kohler builds sustainable booth at Greenbuild 2011
In a setting composed of reclaimed materials, biodegradable signage, energy-efficient lighting and more, exhibitor highlights its new products with ecological awareness.
| Oct 5, 2011
GREENBUILD 2011: Brick offers growing options for sustainable building design
Brick exteriors, interiors and landscaping options can increase sustainability that also helps earn LEED certification.
| Oct 5, 2011
GREENBUILD 2011: Roof hatch designed for energy efficiency
The cover features a specially designed EPDM finger-type gasket that ensures a positive seal with the curb to reduce air permeability and ensure energy performance.
| Oct 4, 2011
GREENBUILD 2011
Click here for the latest news and products from Greenbuild 2011, Oct. 4-7, in Toronto.
| Oct 4, 2011
GREENBUILD 2011: Methods, impacts, and opportunities in the concrete building life cycle
Researchers at the Massachusetts Institute of Technology’s (MIT) Concrete Sustainability Hub conducted a life-cycle assessment (LCA) study to evaluate and improve the environmental impact and study how the “dual use” aspect of concrete.
| Oct 4, 2011
GREENBUILD 2011: Johnsonite features sustainable products
Products include rubber flooring tiles, treads, wall bases, and more.
| Oct 4, 2011
GREENBUILD 2011: Nearly seamless highly insulated glass curtain-wall system introduced
Low insulation value reflects value of entire curtain-wall system.
| 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.