Assign specific sales associates to work with pros and train them well. Make sure they're up to speed on which product is right for specific jobs, and how much is needed. Assign these associates to specific accounts so that your pro customers have someone to go to who knows them. These special associates will become part of the contractor's extended business family, building a relationship bond your competitors will have a hard time breaking. They can handle small problems before they have a chance to get out of hand, and they can take orders for merchandise right on the spot.
Professional customers like to know that they have a partner they can count on.
One retailer loads up his truck and drives to jobsites, where he sets up the grill and cooks everyone lunch. Now, that's sweat equity. To attract the pros, keep their best interests at heart. Remember that they like service, quality service, reliability, and a healthy respect for their time. All the other bells and whistles are icing on the cake.