Power Tool Sales and Marketing Strategies for B2B Retailers

Power tools are an essential for both consumer and professional use. Despite a slowdown in 2021 due to the COVID-19 virus, the demand is still at or near levels prior to the pandemic.

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

Tip 1: Commit to a brand

Many manufacturers of industrial products put more emphasis on sales than marketing. This is because a long-term sales requires a lot of back-and-forth communication and in-depth knowledge of the product. This kind of communication isn’t ideal for marketing that is based on emotion.

But, companies that produce industrial tools should rethink their marketing strategy. The digital age has outpaced traditional manufacturers who depend on a few retailers and distributors for sales.

A key to power tool sales is brand commitment. If a client is committed to a specific brand they are less receptive to competitor’s messages. They are also more likely to purchase the client’s products again and to recommend them to others.

To make a successful impact in the United States market, you must have a well-planned strategy. This involves adapting your tools to local needs, positioning brands in a way that is competitive, and leveraging marketing platforms and distribution channels. Collaboration with local authorities and associations, as well as experts is also crucial. You can be sure that your power tool is in line with the requirements and standards of the country if you follow these guidelines.

Tip 2: Know Your Products

In a marketplace where product quality is important, retailers should know the products they offer. This will allow them to make informed decisions about the products they can offer their customers. This knowledge can also make the difference between a good sale and a bad one.

Knowing that a certain tool is ideal for a project will help you match the right tool to your customer’s needs. This will help you build trust and loyalty with your customers. This will help you feel confident that you are offering the complete service.

Understanding DIY culture trends can also aid in understanding your customers’ needs. For example, a growing number of homeowners are undertaking home renovation projects that require the use of power tools. This can result in an increase in the sales of these tools.

According to Durable IQ, DeWalt leads in power tool share of 16%, however Ryobi and Craftsman brands have seen their share decrease year-over-year. However the fact that both in-store and online purchases are on the rise.

Tip 3: Offer Full-Service Repair

Most consumers purchase power tools to replace an old one or tackle a new project. Both present opportunities for upsells and add-on sales.

According to the Home Improvement Research Institute’s (HIRI) 2020 Power Tools and Accessories Product Purchase Tracking Study 35 percent of purchases for power tools resulted from a planned replacement. These customers typically require additional accessories, or require an upgrade to better quality models.

Whether your customer has experience in DIY or is new to the hobby, they will have to replace the carbon brushes, drive cords and power cords of their power tools over time. Keeping up with these essentials will allow your customer to make the most of their investment.

Technicians must consider three important aspects when buying power tools: application, how it will be used and safety. These factors allow technicians to make informed choices when it comes to selecting the appropriate tools for their repair and maintenance work. This allows them to maximize the effectiveness of their tool and reduce the cost of owning it.

Tip 4: Stay up to date with technology

For example, the latest power tools offer smart technology that improves users’ experience and differentiates them from other tools that rely on older battery technology. Wholesalers in B2B who carry and sell these tools could increase sales by focusing on professional and tech-savvy contractors.

Karch’s company, which has more than 30 years of experience, and a 12,000 square feet department for tools, is a testament to the importance of staying up-to-date with the latest technology. “Manufactures are constantly changing the look of their products,” he says. “They used to hold their designs for five or 10 years, but now they alter their designs every year.”

B2B wholesalers must not only embrace the latest technologies but also enhance their existing models. For instance, by incorporating adjustable handles and lightweight materials, they can lessen the fatigue that comes from prolonged use. These features are essential to many contractors working in the field who utilize the tools for a lengthy period of time. The power tools industry is divided into consumer and professional groups, which means that major players are always working on improving their designs and introducing new features to reach an even larger audience.

Tip 5: Create a Point of Sales

The ecommerce landscape has changed the market for power tools. Data collection techniques 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 monitor the kinds of projects that DIYers are working on when purchasing tools and accessories. Knowing the types of projects that your customers are undertaking enables you to provide additional sales and opportunities to upsell. It allows you to anticipate the needs of your customers to ensure that you have the appropriate products on hand.

Additionally, transaction data can help you to spot trends in the market and adjust production cycles accordingly. For instance, you could make use of this information to track changes in your brand’s and the market share of your retail partners which allows you to match your product strategies to consumer preferences. In the same way, you can utilize POS data to improve levels of inventory and decrease the risk of stocking up. It can also assist you to assess the effectiveness of promotions.

Tip 6 Tip 6: Be a good neighbor

Power tools are a tangled, high-profit market that requires a substantial amount of marketing and sales efforts to stay in the game. In the past a competitive advantage in this market was achieved by pricing or positioning products. But these methods are not as effective in the current omnichannel environment where information is readily communicated.

Retailers who concentrate on service are more likely to retain 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. His department initially featured several brands. However when he spoke to contractors, he discovered that they were loyal to their preferred brand.

Karch and his staff ask their customers what they would like to do with a tool before presenting them with the alternatives. This gives them the confidence to recommend the best tool for the job, and builds trust with the customer. Customers who are familiar with their product are less likely to blame the store for the failure of a tool for the job.

Tip 7: Create a Point of Customer Service

power tools co uk tool retailers are facing a fiercely competitive market. The retailers that have had success in this category tend to make a strong commitment to a particular brand instead of simply carrying a selection of manufacturers. The amount of space a retailer can devote to a specific category could influence how many brands they are able to carry.

Customers usually require assistance when they visit to purchase a power device. Whether they are replacing an old tool damaged or undertaking a renovation project Customers need advice from sales associates.

Mike Karch, president of Nue’s Hardware and Tools in Menomonee Falls, Wisconsin, says his sales associates at the store are educated to ask the right questions to make the sale. They begin by asking the customer about what he or she plans to do with the product. “That’s the primary factor in deciding the type of tool to market them,” he adds. Then, they inquire about the experience of the customer with different types projects and the project.

Tip 8: Make sure to be sure to mention your warranty

The warranty policies of the manufacturers of power tools are quite different. Some are completely complete, while others aren’t as generous or refuse to cover certain aspects of the equipment. It’s important for retailers to be aware of the differences prior to purchasing, as customers 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 as well as an on-site repair shop that repairs 50 different types of tools. He has realized over the years that many of his contractors are loyal to their brands, which is why he focuses on the most popular brands rather than carry a sampling of different products.

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