Hardware Retailing

JUL 2017

Hardware Retailing magazine is the pre-eminent how-to management magazine for small business owners and managers in the home improvement retailing industry.

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Page 72 of 96

HARDWARE RETAILING | July 2017 68 Tip 7—Ask the right sales questions. Andrews sees employees make two common mistakes when selling power tools. First, they typically want to show customers their own personal brand preference instead of first asking what the customer actually needs. "If a customer comes in and says 'I'm looking for a drill,' that employee needs to first ask, 'What kind of job are you going to do with that drill?' Next, ask if they work on a job site," he says. Answers to those questions will play a big part in determining what tool brand they should use. Contractors working on a job site will be best served if they get a cordless tool similar to what their colleagues are using. Using the same brand makes it easier to exchange batteries among users. Their preferred brand may also have features particularly well-suited to the job they're doing. Tip 8—Talk features with contractors. In the more than three decades Karch has been selling power tools, he says technology is changing faster than ever. "In the '80s and '90s, tools were At Nue's annual tool sale, customers have the opportunity to pick up tools, feel their weight and see how they work. www.CrescentTool.com Tough Pliers With a Softer Side Crescent Tongue and Groove Pliers With Integrated Non-Marring Pipe Grip © 2016 Apex Tool Group, LLC ATG-2552 The #1 Toilet Repair Brand in the World Congratulates the 2017 NRHA Young Retailers of the Year In 1957, Mr. Adolf Schoepe founded Fluidmaster on a single idea, that there was a better way to refill a toilet. Today we offer a broad range of high quality, innovative products under one brand. Fluidmaster.com

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