Power Tool Sales and Marketing Strategies for B2B Retailers

Power tools are essential for both professional and consumer use. The demand for power tools is at or close to pre-pandemic levels, despite a slowdown due to the COVID-19 epidemic that will hit in 2021.

Home Depot is the leader in power tool sales based on dollar share. Lowe's is not far behind. Both are competing against power tools made in China.

Tip 1: Make an Efficacious Brand Commitment

Many manufacturers of industrial products put more emphasis on sales over marketing. This is because the long-term selling process requires a lot of back-and-forth communication and a thorough understanding of the product. This type of communication is not conducive to emotional marketing tactics.

But, companies that produce industrial tools should rethink their marketing strategy. The digital world has surpassed traditional companies that rely on a select group of distributors and retail outlets to sell their products.

One of the most important factors in selling power tool store tools is brand commitment. When a customer is committed to a brand they are less prone to the messages of competitors. They are also more likely to buy the client's products again and to recommend them to others.

You need a well-planned plan to have an impact on the American market. This involves adapting tools to local requirements and positioning brands in a competitive manner, and using marketing platforms and distribution channels. It is also important to cooperate with local authorities as well as industry associations and experts. When you do this, you can be confident that the power tools you purchase be in compliance with the regulations of the country and standards.

Tip 2: Be aware of Your Products

Retailers need to be knowledgeable about the products they offer, especially in a market that places such a high value on the quality of the product. This will allow them to make informed choices about the products they sell. This knowledge could also be the difference between a good sale and a poor one.

Knowing which tool is perfect for a project will aid in matching the right tool to your customer's needs. You'll earn trust and loyalty among your customers. It will also give you the confidence that you're providing an entire solution.

Understanding DIY culture trends can aid in understanding the needs of your customers. For instance, a growing number of homeowners are undertaking home improvement projects that require power tools (Full Guide). This can lead to an increase in the sales of these tools.

According to DurableIQ, DeWalt is the leader in power tool units at 16 percent. However, Ryobi and Craftsman have seen their shares decrease year-overyear. However, both online tool store and in-store purchases are increasing.

Tip 3: Offer Full-Service Repair


In addition to taking advantage of the most recent technologies, B2B wholesalers should also be looking to improve existing models. By incorporating lightweight materials and adjustable handles, wholesalers can lessen fatigue due to long-term use. These features are essential for many professionals who have to make use of the tools for long durations. The market for power tools is divided between the consumer and professional segments. This means that major players are constantly working to improve their designs and develop new features in order to appeal to a wider market.

Tip 5: Make an Point of Sale

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

Point of sale (POS) data, for instance, allows you to track the types of projects DIYers undertake when they purchase power tool store tools and Power Tools accessories. Knowing the types of projects that your customers are undertaking enables you to offer additional sales and opportunities to upsell. It also allows you to anticipate the requirements of your clients and ensure that you have the right products available.

You can also use transaction data to identify market trends, and adapt production cycles accordingly. For instance, you can make use of this information to monitor fluctuations of your brand's and retail partners market shares. This will allow you to align your product strategies to the preferences of consumers. Similarly, you can use POS data to optimize levels of inventory and decrease the risk of overstocking. It is also used to assess the effectiveness of promotions.

Tip 6: Be a good neighbor

Power tools is a profitable, complex market that requires substantial marketing and sales efforts in order to remain competitive. The classic ways to gain a strategic advantage in this industry have been through pricing or product positioning--but these strategies are no longer effective in today's omnichannel marketplace where information is distributed so quickly.

Retailers who are committed to providing a high level of providing a high-quality 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 has a 12,000 square-foot department for power tools. His department initially featured a variety of brands. However, as he listened to contractors, he discovered that they were loyal to their preferred brand.

Karch and his staff ask their customers what they plan to do with the tool before showing them the options. This gives them the confidence to recommend the right tool for the job and also builds trust with the customer. Customers who are familiar with their product are less likely to blame the retailer for a failure of a tool for the job.

Tip 7: Make an effort to be a Point of Customer Service

Power tool retailers face an extremely competitive market. Those who are successful in this area tend to be more committed to a single brand than to carry a variety of manufacturers. The amount of space a retailer can devote to a specific category could determine the number of brands they carry.

Customers usually require assistance when they visit to buy a power tool. Sales associates can provide the best guidance to customers looking to replace a broken tool or undertaking a renovation project.

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 an offer. They begin by asking what the customer plans to use the tool, he says. "That's how you decide what kind of tool you need," he says. The next step is to inquire about the project and the level of experience they have with different types of projects.

Tip 8: Be sure to make mention of your warranty

The manufacturers of power tools differ greatly in their warranty policies. Some manufacturers offer a comprehensive warranty, while others offer more limited warranties or do not cover certain tools. It's crucial for retailers to understand these differences before making a purchase, because 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 an 12,000 square foot power tool department as well as repair shop on site that repairs 50 different types of tools. He has learned over the years that many of his customers who are contractors are loyal to a particular brand, so he prefers to focus on only a few brands rather than attempting to offer a wide range of products.

He also appreciates that his employees have the opportunity to get one-on-one time with vendors to discuss new products and provide feedback. This type of personal interaction is crucial because it helps build trust between the retailer and customers. Good relationships with suppliers could lead to discounts on future purchases.