Hardware Retailing The Industry's Source for Insights and Information
Provided by the Home Improvement Research Institute
Research from The Home Improvement Research Institute (HIRI) suggests independent retailers can compete in electrical, plumbing and HVAC by understanding when customers choose suppliers, who purchases materials and how plumbing purchases differ. These findings point to opportunities beyond price.
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Build Relationships Before Homeowners Hire Contractors
HIRI’s 2025 Project Decision Study covers projects costing at least $5,000 and includes HVAC and electrical wiring in its mechanical systems category. Among projects in that category involving professionals, 60% started one to two weeks after homeowners hired the contractor.
Strategic takeaway: Build relationships with local electricians, plumbers and HVAC installers before they bid. Agree on product options and pricing so contractors prepare quotes around your assortment rather than treating your store as a backup supplier.
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Study Who Is Placing the Order
Contractors completed 78% of mechanical systems projects but purchased materials or arranged delivery for 53%, according to HIRI’s Project Decision Study. In other words, the installer does not always place the order.
Strategic takeaway: Save contractors’ preferred products on customer accounts for repeat orders and keep specifications with each quote so associates can serve either buyer without guessing at substitutions.
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Look Beyond Plumbing Fixture Sales
HIRI’s Q2 2026 Contractor Business Sentiment Tracker found that the share of contractors purchasing finished plumbing fell from 24% in Q1 to 19% in Q2, while rough-in plumbing changed little, from 18% to 17%. That difference argues against treating slower fixture purchases as a reason to reduce the entire plumbing department.
Strategic takeaway: When reducing slower-selling fixture styles, protect the pipe, valves and fittings your plumbers regularly order. Use special orders to preserve fixture choice while keeping inventory dollars available for frequently purchased installation supplies.
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Make Product Matching a Store Service
In HIRI’s 2025 Project Decision Study, 29% of homeowners completing mechanical systems projects consulted professionals, compared with 7% who consulted local hardware or home improvement store employees. HIRI’s Q2 2026 Homeowner Project Activity Tracker also found price and quality tied in product selection, suggesting an opportunity to attract customers through product expertise.
Strategic takeaway: Promote your parts-matching service online and in-store. With this service, a customer brings in a photo, model number or manufacturer guide, and an associate matches it to the right part. That saves the customer a second trip and gives them a reason to buy from you. Ask suppliers to train associates on common replacement requests.
The Bottom Line
Independent retailers can strengthen electrical, plumbing and HVAC sales by building contractor relationships, serving both buyers, balancing plumbing inventory and helping customers choose compatible parts and avoid additional trips. The goal is to win planned purchases and repeat business, rather than compete only for last-minute supply runs.
