Hardware Retailing The Industry's Source for Insights and Information
Because professionals make up at least a part of the audience of most independent home improvement operations, gaining their attention is key to boosting sales. The Pro Attitudes Toward Good-Better-Best Product Offerings report from the Home Improvement Research Institute (HIRI) looked at how brand loyalty plays an important role in where professionals spend their money. As you look to garner sales from professionals in your market, check out the some of the report’s findings below.
Primary Drivers When Purchasing Building Products
- Brand Reputation
- Ease of Installation
- Product Availability
- Price
- Product Quality
3 Major Segments of Professionals
- Want It All: 45%
- They want the best of all attributes when selecting home improvement products
- Brand Above All: 30%
- They are primarily concerned with brand reputation
- Brand Immaterial: 25%
- They are relatively uninfluenced by brand or other attributes in isolation
Professional Attitudes Toward the Good-Better-Best Approach
- 96% are aware of the Good-Better-Best approach
- 76% agree that manufacturers should offer products across multiple pricing tiers
- 70% believe the Good-Better-Best approach strengthens loyalty
