Power Tool Sales and Marketing Strategies for B2B Retailers

Power tools are crucial for both professionals and consumers. Despite an expected slowdown in 2021 due to the COVID-19 virus, the demand is still at or near pre-pandemic levels.

In terms of dollar share, Home Depot leads all outlets in sales of power tools. Lowe's is close behind. Both are competing with power tools manufactured in China.

Tip 1: Make a commitment to a brand

Many manufacturers of industrial products put an emphasis on sales over marketing. This is because a long-term sales requires a lot back-and forth communication and in-depth knowledge of the product. This type of communication is not ideal for marketing that is based on emotion.

However, companies that make industrial tools need to rethink their marketing strategy. The digital world has raced over traditional manufacturers who depend on a small group of distributors and retailers for sales.

The key to selling power tools is brand commitment. When a buyer is adamant about a particular brand and brand, they are less responsive to the messages of competitors. Moreover they are more likely to purchase the item of the customer time and time again and recommend it others.

You need a well-planned plan to make an impact on the US market. This means adjusting your tools to meet the local requirements and positioning your brand in a strategic way, and making use of marketing channels and distribution channels. It is also important to collaborate with local authorities and industry associations as well as experts. You can be assured that your power tool will be in compliance with the standards and regulations of the country if you do this.

Tip 2: Know Your Products

Retailers should be familiar with the products they sell particularly in a market which places a great importance on the quality of products. This will allow them to make informed decisions about the products they offer their customers. This knowledge could also be the difference between a successful deal and a bad one.

Knowing which tool is ideal for a project will assist you in matching the perfect tool to the requirements of your customer. You'll earn trust and loyalty among your customers. It will also give you confidence that you're providing an entire solution.

Understanding DIY culture trends can also help you understand your customers' needs. For instance, a rising number of homeowners are tackling home renovation projects which require power tools. This could lead to an increase in the sales of these tools.

According to DurableIQ, DeWalt is the leader in power tool units at 16%. However, Ryobi and Craftsman have decreased their share year-over-year. However the fact that sales on both stores and online are on the increase.

Tip 3: Offer Full-Service Repair

The most frequent reason that a buyer makes a purchase is to either replace one that is been damaged or broken, or to embark on the task of a new one. Both present opportunities for upsells and additional sales.

According to the Home Improvement Research Institute (HIRI) 2020 Tracking Study of Power Tools and Accessories, 35 percent of all purchases of power tools are the result of planned replacements. These customers may require additional accessories or upgrade to a better-performing model.

If your customer is experienced in DIY or is just beginning the hobby, they will need to replace their carbon brushes, drive cords and power cords of their tools over time. These basic items will ensure that your client gets the most from their investment.

When purchasing power tools, technicians consider three aspects: the tool's application, the power source and security. These factors help technicians make informed decisions about the best tools to use in their maintenance and repairs. This allows them to maximize the effectiveness of their tool and lower the cost of owning it.

Tip 4: Keep current with the latest technology

The most modern battery tools, for instance are equipped with smart technology that enhances the user experience and sets them aside from those who rely on old-fashioned battery technology. Wholesalers of B2B that stock and sell these devices can increase sales by focusing on tech-forward contractors and professionals.

Karch's business, with more than 30 years of experience, and a 12,000 square foot tooling department, is a testament to the importance of staying current with the latest technologies. "Manufactures are constantly changing the design of their products" he says. "They used to keep their designs for five or 10 years, but they're now changing them each year."

In addition to embracing most recent technologies, B2B wholesalers should also focus on improving existing models. For instance, by adding adjustable handles and lightweight materials, they can help reduce the strain caused by long use. These features are crucial for many professional contractors who use the tools over a long period of time. The market for power tools is divided into professional and consumer groups which means that the major players are constantly improving their designs and developing new features to reach more people.

Tip 5: Make a Point of Sale


The e-commerce market has changed the power tools market. Advancements in data collection methods allow professionals in the field to get an entire perspective of market trends which allows them to design strategies for inventory and marketing more effectively.

Point of sale (POS) data can, for example, allow you to keep track of the types of projects DIYers undertake when purchasing power tools and accessories. Knowing what projects your customers are working on allows you to upsell and offer extras. It helps you anticipate your customers' needs, so that you always have the right products on hand.

Additionally, transaction data can help you to spot trends in the market and adjust production cycles accordingly. You could, for instance make use of this information to track fluctuations in your retail partners' and your brand's market shares. This allows you to align your product strategies with consumer preferences. POS data can also be used to improve inventory levels, which reduces the risk of stocking up. It is also used to evaluate the effectiveness of promotions.

Tip 6: Establish an Point of Service

Power tools are a complex market with high profits that requires a substantial amount of sales and marketing effort to remain competitive. The classic ways to gain an advantage in this industry were by positioning or pricing products. However, these strategies are no longer effective in the omnichannel world of today where information is distributed in such a rapid manner.

Retailers who are committed to providing a high level of providing a high-quality service are more likely to keep customers and build brand loyalty. Mike Karch, president of Nue's Hardware and Tools in Menomonee Falls, Wisconsin is the owner of a 12,000-square-foot department for power tools. His initial department featured a variety of brands. However when power tool deals black friday spoke to contractors, he realized that they were loyal to their preferred brand.

Karch and his team ask their customers what they intend to accomplish using a tool before showing them the options. This gives them the confidence to recommend the appropriate tool for the job, and it increases trust with their customers. Customers who are familiar with their product are less likely than others to blame the store for a failure of a device on the job.

Tip 7: Make a point of customer service

Power tool retailers are facing an extremely competitive market. People who succeed in this area tend to be more devoted to a single brand rather than to carry a variety of brands. The amount of space a retailer has to devote to this category can be a factor in how many brands it can carry.

When customers come in to purchase a power tool, they often need help choosing a product. Sales associates can provide expert guidance to customers seeking to replace a damaged tool or undertaking an upgrade project.

Mike Karch, president of Nue's Hardware and Tools in Menomonee Falls, Wisconsin, says his sales staff is educated to ask the right questions in order to make the sale. They begin by asking the buyer what he or she plans to do with the product. "That's the key to determining what kind of tool to sell them," he adds. Then they ask about the customer's experience with various types of projects and the project.

Tip 8: Make a Point of Warranty

The warranty policies of the power tool makers differ greatly. Some are fully complete, while others are stingy or even refuse to cover certain aspects of the tools at all. Before purchasing a tool, it is crucial that the retailer understands the differences. Customers will only purchase tools from companies that will provide a warranty.

Mike Karch, president of Nue's Hardware and Tools in Menomonee Falls, Wisconsin, has a 12,000 square-foot power tools department as well as an in-house repair shop that handles 50 models of tools. He has realized over time that a lot of his contractor customers are brand loyal, so he focuses on only a few brands rather than carry a sampling of different products.

He is also happy that his employees have the ability to meet with vendors one-on-one to discuss new products and give feedback. This kind of interaction is essential because it helps to create trust between the retailer and customers. Good relationships with suppliers may even lead to discounts for future purchases.