Customer service push at Lowe's, Home Depot and rivals paying off

Dalina Castellanos / Los Angeles Times /


Published Aug 17, 2012 at 05:00AM / Updated Nov 19, 2013 at 12:31AM

LOS ANGELES — Flipping through door after door on display at her neighborhood Home Depot as if they were pages in a magazine, Debbie Megliorino envisioned her next home improvement project: a bedroom upgrade for her 1950s-era home in Burbank, Calif.

But for the 53-year-old postal clerk, the shopping excursion was a bit of a surprise. Instead of a frustrating amount of time finding “the guy in the orange vest” to help her, she said she got attention right away. “A lot of times, it’s been hard to get someone to help me,” Megliorino said. “Today, I’ve been asked three times if I needed anything. One guy even walked me over to the screen corners.”

Her experience was no fluke. Home improvement giants such as Home Depot Inc. and Lowe’s Cos. are ramping up their customer service in a big way, and it’s paying off in sales, profits and shopper satisfaction. In the past year, the prices of Home Depot shares have increased 75 percent and Lowe’s shares have gained 36 percent, while Standard & Poor’s 500 index has climbed 17 percent.

On Tuesday, Home Depot’s shares gained 3.6 percent after reporting an increase in net income for its fiscal second quarter compared with the same quarter last year. The company, citing the uncharacteristically warm spring, said consumers spent more money fixing up their homes.

The big home improvement companies have been busy directing store clerks to spend more time with customers, improving the information and advice they offer in online catalogs, installing Wi-Fi computer service in stores and improving do-it-yourself instructions. They are coming up with ways to reach consumers with smaller budgets through multiple avenues, mostly online.

How-to workshops have largely moved to YouTube channels, and photos on Facebook and Pinterest, an online photo-sharing pin board, have replaced clippings from a magazine or catalog.

“Take a step back and see where the two major players were seven years ago when the housing market was booming,” said Peter Wahlstrom, a senior analyst at Morningstar Inc. “There was a lot of new construction, and the stores were so busy that they didn’t have to cater to the regular customer and bend over backward for them.”

“Then we get into the economic downturn and people stop spending. Construction goes from bigger projects to smaller renovations, and customers shift from contractors to those wanting to do it themselves,” he said.

Catching up

In terms of customer service, the giant home improvement chains are catching up with smaller competitors such as Ace Hardware Corp., which has ranked highest in customer service for the last six years in an annual survey by J.D. Power & Associates.

In the most recent survey of home improvement retailers, Ace ranked first, followed respectively by Lowe’s, Midwest chain Menards, Home Depot, True Value Co. and Sears Holdings Corp. Home Depot moved up from No. 6 to No. 4 in the last year.

“While many retailers have struggled to right-size their staff with the down economy, Ace Hardware and Lowe’s clearly have kept the focus on their customers,” said Christina Cooley, senior manager at J.D. Power. “What’s been pretty clear with Home Depot is they’re trying to address their problems and making progress.”

High-tech help

Mooresville, N.C.-based Lowe’s Cos. said it has upgraded its stores with Wi-Fi and 25 iPhones each for associates to help customers with their shopping during its last holiday season.

Now, an idea sparked from a Pinterest board can be pulled up on the iPhone or a customer’s Wi-Fi-enabled device. Instead of customers’ giving possibly inaccurate descriptions of materials needed and dimensions using hand signals, the products can be searched for immediately and bought on the spot.

“We know customers are going to spend a lot of time on social channels, sharing ideas and inspiration with each other,” said Brad Walters, Lowe’s social media director. “We want them to come into the stores with ideas and questions and talk with our store associates. They’re a wealth of inspiration.”

Lowe’s online effort has also led to cross-references on its Facebook and Pinterest posts to link back to the chain’s website, complete with cost estimates and product numbers.

Lowe’s reported a profit of $527 million for the fiscal quarter that ended May 4, up 14 percent from $461 million in the same quarter in 2011.