Find a Contractor Buyer's Guide
MCAA Logo
Member Login JOIN
NEWS
Join Us For The 75th Anniversary Midyear Meeting Sep 7-11 ↗

Big-box retailers not just for DIYers

Words: Danielle Bailey/Public/News/20120308160000-1.jpg" width="600" height="338" border="0" alt="46% of contractors purchase hand tools from big-box retailers." />
46% of contractors purchase hand tools from big-box retailers.
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 takeaway for distributors is to maintain, if not sharpen, the edge they have over big-box stores: their knowledge, customer service and personal relationships,” said John Favalo, managing partner and strategist with EMA’s Contractor Insight specialty.

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.

To learn more about EMA’s Contractor study, please contact John O’Hara at johara.@mower.com.

EMA’s Contractor Insight specialty includes experts from EMA’s Insight + Analytics, Creative Ideation, Design + Branding, Public Relations, Social Media, and Planning disciplines. The group’s client list of leading brands includes Charlotte Pipe and Foundry, Greenlee, Legrand/Pass & Seymour, LENOX and Southwire.
 0
Using Respirators for Silica Exposure
July 2025

Some in the masonry industry have expressed interest in respirator use as protection from harmful exposure to silica. This topic is of paramount importance due to its impact on our workers and the serious health effects of silica exposure. For those new t

Zach Everett
Read More
From Bikes to Buildings: The Importance of Embracing Rainscreen Wall Designs and the New Building Codes.
July 2025

Have you ever been asked to do a project over the course of your lifetime? For example, when my kids were little, my wife asked me to assemble their bicycles. So, I opened the box, dumped out the contents, and cast aside whatever I thought was unnecessary

Keith Lolley
MAP Partner
Read More
Laying the Foundation for Growth: Concrete Masonry Checkoff Unveils Five-Year Vision for Industry
July 2025

The Concrete Masonry Checkoff (CMC) put the finishing touches on an ambitious five-year vision for the industry, targeting a 20% increase in market share, driven by increased demand for concrete masonry products. “This is about building exquisite, enduri

Industry News
Read More
Five of the Seven Chimneys Have Been Saved: Project Chimney Update
July 2025

In the wake of the devastating January wildfires that swept through Los Angeles's Pacific Palisades, a remarkable preservation effort is underway, spearheaded by Project Chimney, an initiative led by Evan Hall, founding director of the non-profit House Mu

Justin Stengel
Industry News
Read More