The Great Debate: By: Aaron Baunee, managing editor Big Box Or Distributor? Disseminating the dilemma of price versus value. P Aaron Baunee, a graduate of the University at Albany with a double major in history and journalism, is the managing edi-tor of Cleaning & Maintenance Management magazine. He can be reached at ABaunee@EBSCO. com. In his years with the pub-lication, Baunee has amassed hundreds of articles, columns and commentaries pertaining to commercial cleaning and maintenance. Baunee encourages readers to communicate edito-rial ideas to him and welcomes discussions on pertinent industry happenings. Connect through social media: LinkedIn.com/in/ AaronBaunee, Facebook.com/ CMMOnline and Twitter.com/ CMeNewsDaily. for more info Visit www.cmmonline.com and type in search keyword: Distributors . For more information on related products, visit www.cmmonline.com , select SUPPLIER SEARCH from the main navigation bar, and enter keyword: Cleaning Equipment . Price is — it has been and likely always will be — king. Product purchasers want to get the best deal when they are paying for goods. But, what might seem like the best deal to someone — tools and equipment at the lowest possible price point — is not always the best value to others. This is because there are several elements that factor into the peace of mind of transac-tions. “In the constant battle of the big box store versus the distributor, the two most common factors that enter the equation are price and availability, which generally draws the unin-formed customer to the big box store until that inevitable reality sets in,” says Bill Held, presi-dent of HJS Supply Company. Shopping solely on price can be a dangerous route, as low costs are often achieved at the detriment of great customer service, extensive product warranties and add-ons such as train-ing and consulting. While it is not a constant — certain product offerings buck the long-held axiom — in most cases, you get what you pay for. In light of this notion, those procuring goods from big box retailers are less concerned with selection and customer support and more focused on low price points. Conversely, those who rely on distributors for their supplies find worth in the expertise of their merchants and the value-added aspects provided after the initial sale. I am not saying that one outlet is inherently superior in every instance; both have their pros and cons and, depending on your requirements, each can be a solution to your needs. Why Buy From A Big Box? Carrying a large assortment of products, big box retailers are, for the most part, quick and convenient. For consumers and professional purchasers alike, the expedient “grab and go” nature of big box stores allows shoppers to acquire necessary merchandise and get on with executing other tasks. And, given the increasing popularity of pri-vate labeling products for sale under a big box umbrella, the pricing of goods can be rather competitive. “If a customer knows exactly what product they need, a big box can provide immedi-ate access along with an aggressive price,” explains Ed Rossi, president of DAWNCHEM Inc. “However, just like any other sourcing pro-cess, price comparisons are still important: Just because the product is at a big box does not automatically mean it is a better price than that of a distributor.” Another strength of big box retailers is that they generally have extended hours of operation. Given the nontraditional hours worked by many cleaning and maintenance professionals, this means that precious minutes or even hours do not need to be carved out of your daily docket to visit a distributor. “Big box stores are usually open late, and customers can swing by after normal business hours to pick up a thing or two,” asserts Guy Cordell, Jr., vice president of Ridley’s Vacuum 12 CM/Cleaning & Maintenance Management ® • September 2012
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