Power Tool Sales and Marketing Strategies for B2B Retailers

Power tools are vital for both professionals and consumers. The demand for power tools is at or close to pre-pandemic levels despite a slowdown due to the COVID-19 epidemic in 2021.

Home Depot is the leader in the sales of power tools based on dollar share. Lowe's follows closely. But both companies are confronting stiff competition from Chinese-made power tools.

Tip 1: Make a commitment to a brand

Many manufacturers of industrial products place an emphasis on sales than marketing. This is because a long-term sale requires a lot back-and forth communication and a thorough understanding of the product. This type of communication does not permit emotional marketing strategies.

However, industrial tool manufacturing companies should consider rethinking their approach to marketing. The digital world has surpassed traditional manufacturers who depend on a select group of distributors and retail outlets for sales.

Brand loyalty is a major aspect in the sales of power tools. When a customer is loyal to a particular brand, they will be less sensitive to communications from competitors. Additionally they are more likely to buy the item of the customer time and time again and recommend it others.

To make a successful impact on the United States market, you must have a well-planned strategy. This means adapting your tools to meet local needs and positioning your brand in a competitive way, and leveraging marketing channels and distribution channels. It is also important to work with local authorities and industry associations as well as experts. You can be assured that your power tool is in line with the requirements and standards of the country if you do this.

Tip 2: Know Your Products

In a world where product quality is crucial, retailers should be aware of the products they offer. This will help them make informed choices about the products they offer. This knowledge can make the difference between making a successful or bad sale.


For instance, knowing that a tool is suitable for specific projects will allow you to connect your customer with the best tool for their needs. This will help you build trust and loyalty with your customers. This will give you confidence that you're providing an entire service.

Understanding DIY culture trends can help you understand the needs of your customers. As an example increasing numbers of homeowners are completing home renovations that require the use of power tools. This could lead to an increase in sales of these tools.

According to Durable IQ, DeWalt leads in power tool unit share, which is 16%, although Ryobi and Craftsman brands have seen their share drop year-over-year. However, both online and in-store purchases are on the rise.

Tip 3: Offer Full-Service Repair

The most frequent reason for a person to make a power purchase is to replace a tool that has been damaged or failed or to embark on an entirely new project. Both provide opportunities for upsells or additional sales.

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

If your customer is an experienced DIYer or just starting out in the hobby, they will likely require replacing their carbon brushes for power tools, drive belts and power cords as time goes by. Being on top of these important items will allow your customer to get the most out of their investment.

Technicians take into consideration three main aspects when buying power tools the application, the way it will be powered and safety. These factors allow technicians to make informed choices when selecting the appropriate tools for their repair and maintenance work. This helps them maximize the effectiveness of their tools and lower the cost of ownership.

Tip 4: Stay current with the latest technology

For instance, the latest power tools feature smart technology that improves the user experience and sets them apart from other brands that still rely on older battery technology. Wholesalers in B2B who carry and sell these devices can boost sales by targeting tech-forward contractors and professionals.

For Karch, whose business has more than three years of experience and a 12,000-square-foot department for tools, staying up with the latest technology is vital. "Manufactures are constantly changing the look of their products" he says. "They used to hold their designs for five or ten years, but they're now changing them each year."

B2B wholesalers should not just take advantage of the latest technologies, but also enhance their existing models. By adding lightweight materials and adjustable handles, wholesalers can lessen fatigue due to prolonged use. These features are essential for a large number of professionals who must utilize the tools for lengthy periods. The market for power tools is divided into consumer and professional groups, which means that major players are constantly enhancing their designs and creating new features that will appeal to a wider audience.

Tip 5: Make a Point of Sale

The online marketplace has changed the market for power tools. The advancements in data collection techniques allow professionals in the field to get a holistic perspective of market trends, allowing them to shape marketing and inventory strategies more efficiently.

Point of sale (POS) data can, for example, allow you to monitor the kinds of projects DIYers tackle when they purchase power tools and accessories. Knowing what projects your customers are working on allows you to increase sales and provide extras. It allows you to anticipate your customers' needs to ensure that you have the right products on your shelves.

Furthermore, transaction data allows you to spot trends in the market and adjust your production cycles accordingly. You can, for example utilize this data to monitor changes in your retail partners' and brand's market share. This allows you to align your strategy for product to consumer preferences. POS data can also be used to optimize levels of inventory, reducing the risk of overstocking. It is also used to evaluate the effectiveness of promotions.

Tip 6: Create a Point of Service

Power tools are a complicated market with high profits that requires a significant amount of marketing and sales effort to stay in the game. The traditional methods to gain a strategic advantage in this field have been by positioning or pricing products. However, these tactics no longer work in today's omnichannel marketplace in which information is dispersed in such a rapid manner.

Retailers who focus on service are more likely to keep customers and build brand loyalty. Mike Karch, president of Nue's Hardware and Tools in Menomonee Falls in Wisconsin is the owner of a 12,000-square-foot department for power tools. His department initially featured a variety of brands. However, as he listened to contractors, he noticed that they were loyal to their preferred brand.

Karch and his staff ask their customers what they plan to accomplish using a tool before presenting them with the possibilities. This gives them the confidence to recommend the right tool for the job and builds trust with customers. Customers who are familiar with their product are less likely to blame their retailer for a tool failure during the course of work.

Tip 7: Be a customer service guru

Power tool retailers face a fiercely competitive market. People who have had success in this area tend to make a strong commitment to a particular brand instead of simply carrying a selection of manufacturers. The amount of space that a retailer can devote to a category may also influence how many brands they carry.

Customers usually require assistance when they go in to purchase a power tool. If power tool for sale replacing an old model damaged or undertaking an upgrade project, customers need expert advice from sales representatives.

Mike Karch, the president of Nue's Hardware and Tools, located in Menomonee Falls, Wisconsin, said that his store's staff is educated to ask questions that can result in an offer. He says they begin by asking the buyer what they intend to do with the item. "That's the most important factor to consider when deciding what kind of tool to sell them," he adds. Then, they inquire about the project and what level of experience the customer has with different kinds of projects.

Tip 8: Create a Point of Warranty

The warranties of the manufacturers of power tools are very different. Some are fully comprehensive, while some are stingy or even do not cover certain components of the equipment. Before buying a product, it is essential that retailers understand the differences. Customers will only purchase tools from companies that 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 learned over time that a lot of his contractors are brand loyal, so the company prefers to stick to only a few brands rather than trying to offer a wide range of products.

He is also happy that his employees have the ability to meet with vendors one-on-1 to discuss new products and share feedback. This kind of interaction is vital because it builds trust between the store's clients and employees. Good relationships with suppliers may result in discounts on future purchases.