Over the past few years, big box retailers like Lowe’s, Home Depot, and Costco have quietly restructured the way they serve homeowners. One of the biggest shifts? A growing emphasis on Pro services and in-home installation programs.
The average customer isn’t just buying products anymore. They’re buying convenience. And that means the real growth engine for big box stores is the growing network of professional installers and contractors.
Big Boxes Are Betting on Pros
From recent earnings calls and retail trends, one message is clear: Professional contractors – often referred to as ‘Pro customers’ by retailers – are driving growth. While DIY sales have leveled off, demand for installation services continues to grow, even in a slower economy.
Big box retailers continue to lean heavily on their Pro customers, a trend that’s increasingly evident in recent earnings reports.
- Home Depot reported that sales across all Pro cohorts grew in Q4 of fiscal 2024, contributing to over $1 billion in incremental annual sales across 17 U.S. markets. U.S. same-store sales even turned positive for the first time in two years, up 1.3%, driven in part by increased Pro activity and smaller project volume.
- Lowe’s saw mid-single-digit growth in Pro sales during Q1 2025, even as DIY demand softened. This growth helped offset a 1.7% decline in same-store sales overall.
These numbers underscore what many in the industry already know: Pro customers are a core growth engine. Big Box installation services are also a key piece of that strategy. While DIY spending may be cooling, demand for convenient installed solutions continues to rise, especially in product categories like flooring, doors and windows, kitchens, and baths.
Costco: A Growing Installation Opportunity
Costco doesn’t report installer- or contractor-specific metrics like Home Depot or Lowe’s, but its recent growth and expanding service offerings clearly indicate opportunity:
- For the 39 weeks ending June 1, 2025, Costco posted net sales of $201.02 billion (up 8.0%) and overall comparable sales growth of 5.8% (6.5% in the U.S.)
- In the 12-week Q3 FY2025 (ending May 11), net sales reached $61.96 billion (up 8.0%), with comparable sales rising 5.7% overall and U.S. comps up 6.6%
Meanwhile, Costco is clearly promoting a wide array of installed products via manufacturers, who in turn provide services via vetted local installation partners, including flooring, blinds, cabinetry, garage doors, HVAC systems, generators, and more.
How Installation Companies Can Benefit From Pro Growth
For contractors, this creates a valuable opportunity. Retailers are actively seeking reliable, high-performing professionals to help meet consumer demand. Those who deliver consistent service, strong communication, and high customer ratings will continue to earn more business.
Retailers are investing in:
- Enhanced fulfillment and delivery systems
- Streamlined installation scheduling
- Tools to track VOC (Voice of the Customer) and LTR (Likely to Recommend) customer satisfaction scores
For contractors, that spells opportunity, but only if you’re ready to meet the high expectations of these programs.
Why Now Is a Prime Time to Join a Big Box Network
Whether you’re a flooring installer, window contractor, or general remodeling crew, getting into one of these preferred networks can stabilize your pipeline and open the door to high-quality projects that might not come through your typical channels.
These companies are constantly looking for:
- Reliable local professionals with capacity to take on more jobs
- Operationally sound businesses that communicate well
- Customer-first teams who understand the importance of high customer rating scores
If you’re interested in joining one of these networks, we’ve written step-by-step guides for each:
- How to Become a Lowe’s Installer
- How to Become a Home Depot Contractor
- How to Become a Costco Contractor
Each program has its own application process and criteria, but they all share one thing: They want contractors who are consistent, efficient, and customer-focused.
What It Takes to Succeed in a Big Box Installation Program
Getting into a big box network is just the beginning. The real challenge is maintaining your standing.
Most retailers evaluate contractors using internal performance metrics like:
- Voice of the Customer (VOC) surveys – Home Depot
- Likely to Recommend (LTR) scores – Lowe’s
- Timeliness and communication benchmarks
- Regulatory and compliance requirements
Falling short on any of these can limit your job volume or get you removed from the program entirely.
Where Cilio Comes In
Meeting high expectations at scale requires a whole lot of hustle – and systems.
That’s where Cilio’s installation management platform makes the difference. We help contractors:
- Track every job from lead to close, so nothing falls through the cracks
- Streamline communication with customers, crews, and retail partners
- Keep projects moving, even when timelines shift
- Give you visibility into key performance metrics that impact customer ratings
In short: Cilio helps you become the kind of contractor that big box retailers want to keep sending work to.
Positioning Your Business for What’s Next
The rise of Pro services at big box stores is an opportunity for contractors to capitalize on the growing demand from consumers for convenient in-home installations. The contractors who stand to benefit understand how to work within these big box systems, protect their reputation, and deliver a consistent customer experience.
If you’re serious about growing your installation business, now’s the time to get strategic.
Let Cilio help you get there. Schedule a call or demo with us, and let’s take your business to the next level.
