The end uses for the products tend to fluctuate more than the types of customers that buy from electrical distributors, so a sales breakdown from this perspective shows where the action awaits in the market.
The “Market Mix” table on this page shows distributors' “best guess” on the end-uses for the goods they sell. Distributors who answer Electrical Wholesaling's surveys know the customers they sell to, but answering these questions about what that contractor or industrial did with the material requires them to make some assumptions.
You can keep on top of changes in the market area by studying the market mix over time. This mix tends to shift with the rise and fall of various markets in the area more than the customer mix does. By multiplying a market area's electrical distributor sales figure in turn by each market mix percent, you can estimate the sales for each type of end use in the market. You can compare these figures to your own sales by end-use market to see how your company is doing.
It's interesting to note that the construction and industrial markets consume more than three-quarters of the products that distributors sell. Residential construction and renovation; office/commercial construction and renovation; and industrial business account for 78.7 percent of sales at the average full-line electrical distributor.
With this data, you can answer questions about the real uses of product in your market and the direction that some sales may be taking. One example: A question that often comes up is, “What portion of the market is in residential?” You can get the answer out of this table: Nationwide, 27.6 percent goes into residential work (adding up the percentages for new construction and renovation work for single-family and multi-family and multi-family residential).
By tracking the sales into each market over time, you can pick up on trends in your market.
|Nation||New England||Middle Atlantic||East North Central||West North Central||South Atlantic||East South Central||West South Central||Mountain||Pacific|
|New home construction (single family)||16.3||12.4||13.6||15.6||24.0||27.0||23.4||21.4||19.8||17.4|
|Residential renovation (single family)||5.9||4.5||6.8||5.6||3.8||8.5||5.8||7.6||5.0||9.3|
|Multi-unit residential new construction||2.8||3.2||1.3||3.1||3.3||2.5||4.4||4.2||5.4||2.8|
|Multi-unit residential maintenance and repair||1.5||1.4||1.8||2.7||1.6||0.7||1.5||2.5||1.3||1.7|
|Multi-unit residential renovation||1.1||1.7||0.9||1.9||0.4||0.8||0.9||0.8||2.0||1.1|
|Industrial maintenance and repair supplies||13.5||10.3||17.9||13.3||5.9||10.9||11.5||10.1||11.8||9.8|
|Industrial new construction||4.7||9.6||6.4||3.9||7.2||2.4||5.5||5.4||2.2||2.9|
|Commercial/office new construction||8.8||17.7||1.6||9.7||23.1||7.3||10.4||15.4||14.3||4.9|
|Commercial/office maintenance supplies||6.0||1.8||4.8||5.2||7.6||5.9||6.3||10.4||2.8||5.1|
|Other private new construction||2.8||2.5||5.0||1.8||2.9||1.8||6.4||1.4||2.5||2.0|
|Other private new maintenance and repair||0.9||0.6||0.9||0.9||0.1||0.9||0.8||0.5||0.6||0.4|
|Other private renovation||0.6||0.6||1.0||0.8||0.1||0.6||1.1||0.4||1.1||0.3|
|Nonbuilding maintenance and repair||0.9||1.4||0.3||0.4||0.1||0.0||2.1||0.4||2.1||0.3|
|Original equipment manufacturers||4.6||7.1||5.0||7.1||0.6||5.1||0.8||0.0||2.6||6.5|
|Retailers (for resale)||1.5||0.2||2.6||2.3||2.3||1.1||1.5||3.0||1.2||0.2|
|Source: Electrical Wholesaling survey conducted in 2003.|