Landscapers, other contractors less and less loyal to distributors


Landscaping company operators (LCOs) and other contractors are working with more distributors and buying supplies online more often as they search for scarce materials and seek higher prices, new data from investigation.

HMI performance incentives surveyed 750 contractors, nearly 40% of which are LCOs, to learn about the trends that drive contractors’ decisions about where to buy their materials.

The study, conducted by Channel Marketing Group and with support from HMI partners Prokeep and SproutLoud, found that contractors use an average of 3.5 vendors and 75% use e-commerce tools to find better prices or higher availability.

The most important factor for contractors was availability, with 83.5% of respondents stating that distributors needed to have supplies available or available within a reasonable timeframe. Issues # 2 and # 3 were pricing and delivery options.

Lincoln Smith, chief strategy officer for HMI Performance Incentives, an incentive / loyalty company, said: “This research provides distributors and manufacturers with a deeper insight into contractors and their decision factors, as well as which has an impact on their channel choices. While some remain the same, entrepreneurs are changing their purchasing criteria.

Click here to get a copy of the report and to register for the next webinar where the findings are discussed.

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