July/August 2026 ertonline.co.uk


Price matters, of course, but customers


appear to be looking further than the number on the ticket. Energy-efficient appliances, premium products and trusted local support can all help justify a higher initial investment when the long- term benefits are clearly explained. Which


product categories have


experienced the strongest growth over the past 12 months?


The overall market may be mixed, but drill down into individual categories and a rather different picture emerges. Rather than growth being evenly spread across the market, some categories are clearly outperforming others. Laundry leads the way, with 56.3 per cent


of respondents reporting growth, followed by cooking appliances at 43.8 per cent and dishwashing at 31.3 per cent. Seasonal demand has also played an important role, as many retailers have seen with cooling products during the exceptionally hot weather we have experienced over the past couple of weeks. For an independent, being small enough to


W


hile price will always play an important role in retail, the results


suggest today’s purchasing decisions are influenced


by far more than simply finding the lowest cost. Independent retailers are serving customers who weigh up a range of factors before committing to a purchase, creating opportunities for businesses that can demonstrate value beyond the price tag. The survey shows that value for money


remains one of the strongest drivers of purchasing decisions, but respondents also highlight the growing importance of product availability, expert advice, after-sales support, energy efficiency and retailer reputation. Together, these findings reinforce the changing customer behaviours explored on the previous page (Page 30).


That should give independents some confidence. Consumers are increasingly looking


from this chart


beyond price alone and considering the overall buying experience. Whether it’s knowledgeable advice, installation services or reliable after- sales support, retailers that help customers feel confident in their purchase are more likely to win their business.


react quickly is a huge advantage. The ability to respond quickly to emerging trends, adjust stock levels and introduce new products can provide a significant advantage over larger competitors with less flexibility. The numbers are also a reminder not to assume yesterday’s best-seller will automatically be tomorrow’s. Retailers that regularly review their ranges, respond to changing consumer demand and work closely with suppliers are often better placed to capture emerging sales opportunities. This flexibility also links closely with the optimism shown by many respondents later in the report (Page 33).


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