Power Tool Sales and Marketing Strategies for B2B Retailers

Power tools are an essential for both professional and consumer use. Despite a 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 power tool sales. Lowe's follows closely behind. Both are competing with power tools made in China.

Tip 1: Make an Efficacious Brand Commitment

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

However, companies that make industrial equipment should reconsider their marketing strategy. The digital world has raced past traditional manufacturers who rely on a small circle of retailers and distributors to sell their products.

One of the most important factors in power tool sales is brand commitment. If a customer is committed to a brand, they will be less prone to messages from competitors. They are also more likely to buy the product of the customer again and to recommend them to others.

It is essential to have a well-planned strategy to make an impact on the US market. This means adjusting your tools to meet local requirements, positioning your brand in a competitive manner, and leveraging distribution channels and marketing platforms. It is also important to collaborate with local authorities as well as industry associations and experts. You can be assured that your power tool is in line with the requirements and standards of the country when you do this.

Tip 2: Know Your Products

In a market where product quality is so important, retailers should know the products they offer. This will help them make informed choices about what they offer their customers. This knowledge can also make the difference between a good deal and a bad one.

For example, knowing that a tool is suitable for specific projects can help you connect your customer with the best tool for their requirements. You'll earn trust and loyalty among your customers. This will help you feel confident that you are offering a complete service.

In addition, understanding the trends in DIY culture can help you comprehend what your customers want. For instance, a rising number of homeowners are undertaking home renovation projects that require power tools. This can result in an increase in sales of these tools.

According to DurableIQ, DeWalt is the leader in power tool sales with 16%. However, Ryobi and Craftsman have seen their share decrease year-over-year. However, both online and in-store purchases are on the rise.

Tip 3: Offer Full-Service Repair


The most frequent reason that a buyer makes a purchase is to either replace one that is broken down or to take 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 for power tools are the result of planned replacements. top power tools may require additional accessories, or upgrade to a more powerful model.

Whether your customer is a seasoned DIYer or is new to the hobby, they will likely need to replace their carbon brushes for power tools drive belts, drive belts, and power cords over time. Making sure they are up to date with these essentials will allow your customer to get the most value from their investment.

When buying power tools, technicians consider three factors: the application, the power source and safety. These factors aid technicians in making educated decisions about the most suitable tools to use in their repairs and maintenance tasks. This allows them to improve the effectiveness of their tools and reduce the cost of ownership.

Tip 4: Keep up to date with technology

The most recent battery tools, for instance they feature smart technology that improves the user's experience and differentiates them from competitors who still depend on older battery technology. Wholesalers of B2B that carry and sell these devices can increase sales by focusing on tech-forward contractors and professionals.

Karch's company, which has more than 30 years of experience and a 12,000 square foot tool department is a testament to the importance of keeping up-to-date with the latest technology. He says that manufacturers are constantly changing their product designs. "They used to hold their designs for five or ten years, but now they're changing them each year."

B2B wholesalers need to not only adopt the latest technology, but also upgrade their existing models. By adding lightweight materials and adjustable handles, wholesalers can lessen fatigue caused by long-term use. These features are important for a lot of professional contractors who need to utilize the tools for lengthy durations. The power tool industry is divided between professional and consumer groups. This means that major players are constantly striving to improve their designs and come up with new features in order to appeal to a wider public.

Tip 5: Make a Point of Sales

The e-commerce market has changed the power tools market. Data collection methods have improved allowing business professionals to gain a better understanding of the market. This helps them develop more efficient inventory and marketing strategies.

Point of sale (POS) data, for instance, allows you to track the types of projects DIYers undertake when they purchase power tools and other accessories. Knowing the types of projects that your customers are working on enables you to provide additional sales and opportunities for upselling. It also allows you to anticipate the needs of your customers, ensuring that you have the correct products available.

You can also use transaction data to spot trends in the market and adapt production cycles accordingly. For instance, you can make use of this information to track changes in your brand's and market share of retail partners and help you match your product strategies to consumer preferences. POS data can also be used to improve inventory levels, reducing the risk of stocking up. It is also used to determine the effectiveness of promotional campaigns.

Tip 6 Tip 6: Be a good neighbor

Power tools are a tangled market with high profits that requires a substantial amount of marketing and sales effort to remain in the game. In the past an advantage in this market was achieved by pricing or positioning products. However, these tactics are not effective in today's world of omnichannels where information is easily available to be shared.

Retailers who provide a high level of providing a high-quality service are more likely to keep customers coming back and build brand loyalty. Mike Karch, the president of Nue's Hardware and Tools, located in Menomonee Falls, Wisconsin, runs a 12,000 square-foot power tool section. His initial department featured several brands. However when he spoke to contractors, he discovered that they were loyal to their favorite brand.

Karch and his staff ask their customers what they intend to do with a tool prior to showing them the options. This gives them confidence to recommend the most effective tool for the job and builds trust with the customer. Customers who are familiar with their product are less likely than others to blame the store for a malfunction of a tool for the job.

Tip 7: Be a customer service guru

Power tool retailers are facing a fiercely competitive market. People who succeed in this area tend to be more loyal to a single brand than to carry a variety of manufacturers. The size of the space a retailer must dedicate to this category could also affect how many brands it can carry.

When customers go in to purchase an electric tool they may need assistance choosing a product. When they're replacing an old model that is broken or tackling the task of renovating, customers need expert advice from sales representatives.

Mike Karch, the president of Nue's Hardware and Tools, located in Menomonee Falls, Wisconsin, said that the staff at his store is educated to ask questions that can result in a sale. They begin by asking questions about what the buyer is planning to do with the tool, he says. "That's the key to determining what kind of tool to offer them," he adds. Next, they ask about the project and what level of experience they have with different kinds of projects.

Tip 8: Make a Point of Warranty

The makers of power tools vary widely in their warranty policies. Some are completely comprehensive, while some are stingy, or refuse to cover certain parts of the tools at all. It's crucial for retailers to be aware of the distinctions before making a purchase, because customers will purchase tools from companies that offer warranties.

Mike Karch is the president of Nue's Hardware and Tools, located in Menomonee, Wisconsin. He has an 12,000 square foot power tool department as well as an on-site repair shop that repairs 50 different brands of tools. He has learned that many of his contractor clients are loyal to their brands. So, he chooses to carry only a few brands instead of trying to carry a variety of products.

He also likes the fact that his employees have the opportunity to 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 the customers. Good relationships with suppliers can even result in discounts on future purchases.