Power Tool Sales and Marketing Strategies for B2B Retailers

Power tools are essential for both professionals and consumers. Despite the fact that 2021 will see a slowdown due to the COVID-19 pandemic, demand remains near or at levels prior to the pandemic.

Home Depot is the leader in power tool sales by dollar share. Lowe's follows closely behind. Both are however being pushed by China-made power tools.

Tip 1: Make a commitment to a brand

Many industrial products manufacturers prioritize sales over marketing. This is because the long-term sales process requires a lot back-and-forth communication as well as a detailed understanding of the product. This kind of communication isn't conducive to emotional marketing tactics.

However, companies that make industrial equipment should reconsider their marketing strategy. power tool shops has surpassed traditional manufacturing companies that rely on a select group of distributors and retail outlets to sell their products.

A key to power tool sales is brand commitment. When a customer is adamant about a particular brand, they are less sensitive to competitors' communications. They are also more likely to buy the product of the customer again and to recommend them to others.


You need a well-planned plan to be successful in the US market. This involves adapting your tools to local needs and positioning your brand in a competitive manner, and leveraging marketing platforms and distribution channels. Collaboration with local authorities and associations, as well as experts is also crucial. By doing so you can be sure that your power tools comply with the country's regulations and standards.

Tip 2: Be aware of Your Products

In a market where product quality is so crucial, retailers should be aware of the products they offer. This will enable them to make informed decisions about the products they can offer their customers. This knowledge can also make the difference between a successful sale and a bad one.

Knowing which tool is ideal for a particular project will aid in matching the right tool to the needs of your customer. This will help you build trust and loyalty with your customers. It will also give you the confidence that you're offering the complete solution.

In addition, understanding the trends in DIY culture can help you comprehend what your customers want. For example, a growing number of homeowners are tackling home renovation projects that require the use of power tools. This can lead to an increase in sales of these tools.

According to DurableIQ, DeWalt is the leader in power tool units with 16%. However, Ryobi and Craftsman have seen their shares decrease year-overyear. Despite this sales in stores and online are growing.

Tip 3: Offer Full-Service Repair

Most consumers purchase power tools to repair an old one or tackle the new project. Both offer opportunities for upsells and add-on 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. Customers often require additional accessories or may require upgrading to better quality models.

Whether your customer is a seasoned DIYer or new to the hobby, they'll likely require replacement of their carbon brushes for power tools drive belts, drive belts, and power cords as time goes by. These basic items will ensure that your customer reaps the maximum benefit out of their investment.

When buying power tools, technicians consider three factors: the application, the power source and security. These aspects help technicians make informed decisions when choosing the appropriate tools for their maintenance and repair tasks. This helps them maximize the performance of their tool and reduce the expense of owning it.

Tip 4: Keep Keeping Up With Technology

For instance, the latest battery tools have intelligent technology that enhances the user experience and differentiates them from other brands that still rely on old battery technology. Wholesalers of B2B who stock and sell these devices can boost sales by targeting professional and tech-savvy contractors.

For Karch who's business has more than three years of experience and a 12,000-square-foot tool department, keeping up with new technologies is essential. He says that manufacturers are constantly changing their designs for their products. "They used to keep their designs for five or ten years, but they're now changing them every year."

B2B wholesalers must not only adopt the latest technology, but also enhance their existing models. By adding lightweight materials and adjustable handles, wholesalers can reduce fatigue caused by prolonged use. These features are essential for a lot of professional contractors who need to use the tools for long periods of time. The market for power tools is divided into the consumer and professional segments. This means that the major players are constantly working to improve their designs and come up with new features in order to reach a larger audience.

Tip 5: Make a Point of Sale

The online marketplace has changed the power tool market. Data collection methods have improved allowing business professionals to gain a better understanding the market. This allows them to develop more effective marketing and inventory strategies.

Point of sale (POS) information for instance, allows you to keep track of the types of projects DIYers tackle when they purchase tools and accessories. Knowing what projects your customers are working on allows you to upsell and offer extras. It allows you to anticipate the needs of your customers, so that you always have the right products in the market.

Furthermore, transaction data allows you to detect trends in the market and adjust production cycles accordingly. You could, for instance, use this data to track fluctuations in your retail partners' and your brand's market shares. This allows you to align your strategy for product to the preferences of consumers. Additionally, you can make use of POS data to optimize levels of inventory and decrease the chance of overstocking. It can also be used to determine the effectiveness of promotions.

Tip 6: Establish an Point of Service

Power tools are a complex market with high profits that requires a significant amount of sales and marketing effort to remain competitive. The traditional methods to gain an advantage in this industry were through pricing or product positioning--but these tactics no longer work in the omnichannel world of today in which information is dispersed so quickly.

Retailers who provide 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. The department was initially home to a variety of brands. However when he spoke to contractors, he noticed that they were loyal to their preferred brand.

To make a mark in their customers' business, Karch and his team first ask customers what they'd like to achieve using the tool, before showing them the options available. This gives them the confidence to recommend the appropriate tool for a job, and it builds trust with customers. Customers who know their product well are less likely to blame their retailer for a malfunctioning tool during the course of work.

Tip 7: Be a master of customer service

Power tool retailers are facing an extremely competitive market. Those who are successful in this area tend to be more devoted to a single brand than to carry a variety of brands. The amount of space that a retailer needs to devote to this category can be a factor in the amount of brands it is able to carry.

Customers usually require assistance when they come in to purchase a power device. If they're replacing an old model that is broken or tackling a renovation project Customers need advice from sales associates.

Mike Karch, the president of Nue's Hardware and Tools, located in Menomonee Falls, Wisconsin, said that the employees at his store are trained to ask questions that can result in a sale. They begin by asking what the customer is planning to use the tool, he adds. "That's the best way to determine the type of tool they require," he says. The next step is to inquire about the project and what level of experience they have with different types of projects.

Tip 8: Create a Point of Warranty

The manufacturers of power tools differ greatly in their warranty policies. Certain manufacturers offer a full warranty, while others are more limited or do not cover certain tools. Before buying a product, it is essential that retailers understand the differences. Customers will only buy tools from companies who 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 an on-site repair shop that repairs 50 different brands of tools. He has learned that many of his contractor clients are loyal to a particular brand. So, he chooses to carry only a few brands instead of trying to offer samples of various products.

He also likes the fact that his employees meet with vendors one-on-one to discuss new products and provide feedback. This personal contact is important because it helps establish trust between the store and its customers. Good relationships with suppliers could even lead to discounts for future purchases.