Principia’s research also asked siding contractors what they look for when selecting a dealer for repair and remodeling projects. Contractors favored competitive pricing first, customer service second, followed by inventory stocked. Incentives were not of great importance and didn’t even make the top ten list shown below (in rank order of importance).
1. Competitive pricing
2. Customer service
3. Inventory stocked
4. Suppliers and brands carried
5. Number of siding products and grades
6. Delivery services
7. Location
8. Sales representation
9. Training and education
10. Special order requirements
So, what’s the takeaway here? Don’t forget the contractor’s role in significantly influencing all aspects of product selection except for color. In particular, the ability for the contractor to steer the homeowner to a particular brand will have an impact not only on the product manufacturer’s share of market, but where the contractor purchases the product. Principia’s past research would suggest that contractors are more loyal to the brand than to the dealer almost across all product categories. Deliver on these top ten factors and your contractor customers will keep coming back.