Even though cordless power tools have been around for some time, that doesn’t mean the sales pitch remains the same. Technicians and shop owners are not only looking for what’s new and beneficial for everyday tasks; they also want to know what makes the tool worth their investment. In addition to the notable features in advancements and technology mentioned above, there are several additional highlights and techniques for selling cordless power tools to technicians and shop owners.
Ask what platform is best for them. “Technicians are looking for a platform,” says Matt Rivera, national account manager at Makita.
“Not necessarily what tool, but what platform such as brand or battery system [is] going to cover most of their needs.”
Compatibility is important in shops. Being able to have tools that use the same battery and battery charger is important.
Many technicians also like to have the same type of battery or tool in their toolbox as they do at home. They like familiarity and, if allowed, the option to bring a tool home for a project.
It’s also important to ask customers what applications they will be performing the most to help point them in the right direction when selecting a platform, notes Cole Conrad, vice president of product management at Milwaukee Tool. Are they going to be working on passenger cars, pick-up trucks, heavy duty diesel equipment? This is a good starting question to ask.
