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A continued shift in buying behavior in the building products industry is beginning to have ramifications on market share.

During Zonda’s most recent Building Products webinar, Todd Tomalak and Matt Samson shared research highlighting the relationship between consumer pushback and pro contractors shopping for lower prices. Tomalak and Samson also discussed findings on pro contractor loyalty to either product brands or building product channels and the ramifications of the findings.

After experiencing an increase in market share and traffic during the pandemic period due to high inventory levels, big-box retailers are beginning to see a pullback in market share at the expense of lumber yards, specialty dealers, and even e-commerce channels.

“For a period of time, all the pro [contractors’] expectations were a bit lower [during the pandemic]. During that period, homeowners were just happy to get a contractor in their house. That contractor was happy to get almost any brand of product they could, as long as they could pick it up and get it to the jobsite,” Samson, vice president of building products advisory at Zonda, said during the webinar. “Now we’re seeing contractors start to raise their game again. They’re requiring staff knowledge, they’re requiring a higher level of service [and] better delivery.”

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