Power Tool Sales and Marketing Strategies for B2B Retailers

Power tools are an essential for both consumer and professional use. Despite an expected slowdown in 2021 due to the COVID-19 pandemic demand remains near or at pre-pandemic levels.

In terms of dollar share, Home Depot leads all outlets when it comes to sales of power tools. Lowe's follows closely. Both are competing with power tools made in China.

Tip 1: Be committed to a brand

Many industrial products manufacturers prioritize sales over marketing. This is because a long-term sales requires a lot of back-and-forth communication and a thorough understanding of the product. This type of communication does not allow for emotional consumer marketing techniques.

However, companies that make industrial equipment should reconsider their marketing strategy. The digital age has raced past traditional manufacturers who rely on a few distributors and retailers for sales.

One of the most important factors in selling power tools is brand loyalty. When a buyer is committed to a certain brand and brand, they are less responsive to competitor's messages. Moreover they are more likely to buy the client's product again and recommend it to others.

To make a successful impact on the United States market, you must develop an organized strategy. This means adapting tools to local requirements and positioning your brand in a manner that is competitive and leveraging marketing platforms and distribution channels. Collaboration with local authorities as well as associations and experts is also crucial. When you do this you can be sure that your power tools will be in compliance with the regulations of the country and standards.

Tip 2: Know Your Products

In a market where product quality is important, retailers should know the products they sell. This will help them make informed decisions about the products they can offer their customers. This information can be the difference between a successful or bad sale.

For example, knowing that a tool is best suited to a particular project will allow you to connect your client with the appropriate tool to meet their needs. This will help you build trust and loyalty with your customers. It will also give you assurance that you're offering a complete solution.

Also, knowing the latest trends in DIY culture can help you better know what your customers are looking for. For instance, a growing number of homeowners are undertaking home improvement projects that require power tools. This could lead to a spike in the sale 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 both in-store and online purchases are on the rise.

Tip 3: Offer Full-Service Repair

The majority of people purchase power tools to repair an old one or tackle the new project. Both offer opportunities for upsells or add-on sales.

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

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

When purchasing power tools, technicians take into consideration three factors: the application, the power source and security. These factors allow technicians to make informed decisions when choosing the right tools for maintenance and repair tasks. This helps them maximize the performance of their tools and reduce the cost of ownership.

Tip 4: Stay current with the latest technology

The most recent power tools, for example, offer smart technology which improves the user's experience and differentiates them from those who rely on old-fashioned battery technology. Wholesalers of B2B who stock and sell these devices can increase sales by targeting tech savvy contractors and professionals.

Karch's company, which has over 30 years of experience, and a 12,000 square feet tooling department, is a testament to the importance of staying current with the latest technologies. He says that manufacturers are constantly changing their designs for their products. "They used to hold their designs for five or 10 years, but now they're changing them each year."

In addition to taking advantage of the modern technologies, B2B wholesalers should also focus on improving existing models. For instance, by adding adjustable handles and lightweight materials, they can reduce the strain caused by long use. These features are crucial for professionals who employ the tools for a long period of time. The industry of power tools is divided into professional and consumer groups, which means that major players are constantly improving their designs and developing new features that will appeal to more people.

Tip 5: Create a point of Sales

The landscape of e-commerce has transformed the market for power tools. Data collection techniques have been improved, allowing business professionals to get a better understanding of the market. This helps them develop more effective inventory and marketing strategies.

By utilizing information from the point of sale (POS) You can track DIY projects that customers are completing when purchasing power tools and accessories. Knowing the types of projects your customers are working on enables you to provide additional sales and upsell opportunities. It also allows you to anticipate the requirements of your customers, ensuring that you have the right products available.

You can also use transaction data to spot market trends, and adjust production cycles accordingly. You could, for instance make use of this information to monitor fluctuations of your retail partners' and brand's market share. This allows you to align your strategy for product to consumer preferences. Similarly, you can use POS data to improve inventory levels and reduce the chance of overstocking. It is also used to evaluate the effectiveness of promotions.


Tip 6: Establish a Point of Service

Power tools are a tangled market that is high-profit and requires a significant amount of marketing and sales effort to remain in the game. The most common methods of gaining a strategic advantage in this market have been by positioning or pricing products. However, these strategies are no longer effective in today's multichannel marketplace where information is distributed so quickly.

Retailers who are committed to providing a high level of providing excellent service are more likely to keep customers and build brand loyalty. Mike Karch, the president of Nue's Hardware and Tools, in Menomonee falls, Wisconsin, runs a 12,000 square foot power tool section. Initially, his department featured a sampling of brands, but as he began to listen to contractor customers and found that the majority were brand loyal.

Karch and his staff ask their customers what they intend to do with a tool before showing them the options. This gives them the confidence to recommend the appropriate tool for the job and also increases trust with their customers. Customers who are familiar with their product well are less likely to blame their supplier for a tool failure during the course of work.

powertool shop : Be a master of customer service

The power tool market has become a highly competitive market for hardware retailers. Those who have seen success in this category tend to make a strong commitment to a brand instead of simply carrying a sampling of manufacturers. The amount of space a retailer is able to devote to a category may also influence how many brands they carry.

Customers frequently require assistance when they come in to buy a power tool. Sales associates can provide professional advice to customers seeking to replace a damaged tool or are planning the renovation of their home.

Mike Karch, president of Nue's Hardware and Tools in Menomonee Falls, Wisconsin, says his store's sales associates are educated to ask the right questions in order to make the sale. He says they start by asking the customer what he or she plans to do with the product. "That's the best way to decide what kind of tool you need," he says. Next, they ask about the project and the level of experience they have with different types of projects.

Tip 8: Be sure to mention your warranty

The warranties of power tool manufacturers differ greatly. Some are fully complete, while others aren't as generous or refuse to cover certain parts of the tool at all. It's important for retailers to be aware of the differences prior to making a purchase, because buyers will purchase tools from companies that back them up.

Mike Karch is the president of Nue's Hardware and Tools, located in Menomonee, Wisconsin. He has a 12,000 square foot power tool department and repair shop on site that repairs 50 different types of tools. He has learned that many of his clients are brand loyal. So, he chooses to carry a select few brands instead of trying to offer samples of various products.

He is also happy that his employees are able to meet with vendors one-on-1 to discuss new products and give feedback. This kind of interaction is vital because it builds trust between the store's clients and employees. Good relationships with suppliers may even lead to discounts for future purchases.