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In a recent and extensive survey out to contractors (with over 750 responses from HVAC, Landscaping, Roofing, and more), HMI Performance Incentives found answers to questions about what motivates contractor buying behaviors.
- What’s causing “channel erosion”, or contractors spending their money outside traditional distributors and to what extent.
- What causes contractors to purchase, on average, between three distributors.
- The growing utilization of eCommerce and where to focus efforts.
- How People (especially inside sales reps) and Process are big differentiators for distributors.
- How effective incentives and awards are at influencing purchasing decisions.
- How often and how much contractors spend on marketing and why.