Big-Box Stores and Local Distributors Serve Different Purposes

This does not have to be an either-or argument.

A big-box store can be extremely useful when a contractor needs a tool, fasteners, lumber or another common item immediately. Many contractors use them regularly.

A specialty building material distributor serves a different purpose.

Instead of trying to stock a little bit of everything for homeowners, DIY customers and professionals, a specialty distributor can concentrate much more heavily on specific product categories and the needs of contractors who install those products every day.

1. Contractor-Focused Inventory

One of the first differences is inventory.

A big-box store has limited shelf and warehouse space that must be divided among thousands of different product categories.

A specialty exterior distributor can concentrate inventory on the products its contractor customers use regularly.

At Suburban Wholesale & Supply, for example, we stock 29 colors of .046 vinyl siding along with many of the accessories contractors need to complete siding projects.

That depth of inventory can become especially important when a crew needs another carton or accessory to finish a project without losing a day waiting for material.

2. A Local Distributor Should Know the Entire Siding System

Buying siding is different from buying a single piece of lumber.

A complete siding project may require siding panels, starter, inside and outside corners, J-channel, utility trim, soffit, fascia, insulation, flashing and other accessories.

Then there are questions about profiles, colors, exposure, installation requirements and transitions between materials.

A contractor-focused siding distributor should understand how those components work together and help contractors build a more complete order.

3. Jobsite Delivery Changes the Equation

One of the easiest expenses for contractors to underestimate is the cost of picking up materials.

Suppose two installers leave a project to pick up siding and accessories. The expense is not just the fuel burned getting there.

You are paying for:

• Employee drive time
• Truck expense
• Fuel
• Loading time
• Unloading time
• Lost installation production

That is why jobsite delivery can be a profitability tool.

Suburban Wholesale & Supply has trucks and drivers available to deliver building materials to contractor jobsites throughout the Quad Cities and surrounding Eastern Iowa and Western Illinois markets.

4. Product Knowledge Matters

A specialty distributor should know more than the location of the product in the warehouse.

Contractors should be able to ask questions about products, accessories, installation requirements, warranties and applications.

This becomes increasingly valuable as contractors expand their siding presentations beyond one product category.

Suburban Wholesale works with contractors across exterior product categories including:

• Gentek vinyl siding
• Gentek steel siding
• Aluminum siding
• ASCEND Composite Cladding
• Tando Stone
• Progressive Foam insulation products
• 5-inch and 6-inch seamless gutter products

The goal is not simply to sell a contractor another product. It is to help the contractor understand what products are available and where each one may fit.

5. What Happens When You Need Something That Is Not on the Shelf?

This is where the relationship with a specialty distributor can become especially valuable.

Exterior projects do not always fit neatly into standard retail inventory.

You may need a particular siding profile, specialty color, accessory or product that needs to be sourced from the manufacturer.

A distributor with established manufacturer relationships can help contractors investigate availability, ordering requirements and alternatives instead of leaving the contractor to figure everything out alone.

6. Your Supplier Should Help You Sell

Here is another major difference contractors should consider.

Your building material supplier can be part of your sales system.

If you want to sell a homeowner upgraded vinyl, insulated siding, steel, aluminum or composite cladding, you need more than a SKU number.

You need samples. You need colors. You need literature. You need demonstration pieces. And your salesperson needs to understand the features, benefits and differences between products.

Suburban Wholesale & Supply keeps samples, literature and demonstration materials available and encourages contractors to use our showroom and contractor resources to strengthen their own sales presentations.

7. Contractor Training Has Value

A good distributor should not disappear after the material is sold.

Products change. Installation practices evolve. New siding categories enter the market. Manufacturers update specifications and installation instructions.

Suburban Wholesale & Supply works to bring product manufacturers and contractors together through training and educational opportunities involving brands and systems such as Gentek, Progressive Foam, ASCEND Composite Cladding, OSI, Tando, Climate Solutions, Therma-Tru, Larson and Wincore.

Better product knowledge can help a contractor sell the product correctly, order it correctly and install it according to manufacturer requirements.

8. Relationships Matter When Something Goes Wrong

Anyone can look like a good supplier when everything goes perfectly.

The real test happens when it doesn't.

A carton is short. A piece gets damaged. The homeowner changes something. You discover an unexpected condition. You have an installation question. You need additional material quickly.

Who are you calling?

Working with people who know your company, understand the products and are familiar with the project can make solving those problems considerably easier.

Do Contractors Still Need Big-Box Stores?

Absolutely.

There are plenty of situations where stopping at a big-box store makes sense. Convenience, extended hours and broad product selection make these stores useful resources for professional contractors.

The distinction is what you expect from the relationship.

When exterior remodeling is a major part of your business, a specialty distributor can provide a deeper level of inventory, product expertise, delivery, training and contractor support within that specific category.

Don't Compare Suppliers on Material Price Alone

A few dollars of material savings can disappear quickly if your crew spends two hours picking up an order.

The same thing happens when a missing accessory stops production or your salesperson does not have the sample needed to demonstrate an upgraded product.

Contractors should consider the total value of the supplier relationship:

• Material cost
• Inventory availability
• Order accuracy
• Delivery
• Product knowledge
• Technical assistance
• Samples and literature
• Training
• Manufacturer relationships
• Problem-solving
• Responsive service

The right question isn't only, "What does the siding cost?" It is also, "What does this supplier help my company accomplish?"