Understand the customer's requirements and think 'System Sell'
Ask plenty of questions! What type of work is your customer doing? How many people are in his crew? How many tools will be running on the compressor? Once you understand what he's looking for, think "System Sell." To do that, first think cubic feet per minute (cfm) requirements.
All pneumatic tools have cfm input requirements and all compressors have cfm output specifications. By understanding the pneumatic tool cfm requirements, you can match tools with compressors for optimal performance. Here is a general guideline for compressor output in cfm at 90 PSI:
• .5 - .9 cfm: One finish tool, DIY
• 1.0 - 1.9 cfm: One or two finish tools, professional two-person finish crew
• 2.0 - 2.9 cfm: Finish, flooring, general contractor, light siding, DIY framing
• 3.0 - 3.9 cfm: Finish, flooring, general contractor, roofing, siding, light framing
• 4.0 - 4.9 cfm: One framing tool, roofing, siding, flooring, finish
• 5.0 - 6.9 cfm: Two framing tools, three roofing tools, siding, flooring, finish
• 7.0 - 9.9 cfm: Two framing tools, four roofing tools, siding, flooring, finish
Next, understand the selling features of a compressor. Some compressors are oil-free, many are oil-lubed. The advantage of an oil-free compressor is that it requires less maintenance and you don't have to worry about staining your work-surface. The advantage of an oil-lubed compressor is better overall durability and longevity. The tank size is important since the bigger the tank the more air capacity it can store. However, there is usually a trade-off with tank size vs. weight and portability of the compressor. And, most jobsites may have no power. In this case, ensure your compressor is compatible with the power requirements of your generator. If the jobsite has power, ensure your compressor can run on a 15 amp breaker without tripping it during peak start-up. Noise level is important especially for remodeling and trim work as this is generally done inside and/or with the homeowners present.
Step two is expanding the sale. Along with the compressor, the customer will need fittings, hoses, lubricants and fasteners. If the compressor's output is less than 3.0 cfm at 90 psi, as a general guideline 1/4-inch hoses and fittings are satisfactory. If the compressor's output is 3.0 cfm at 90 psi or greater, you might want to consider 3/8-inch hoses and fittings.
Most finish tools are oil-free but flooring, siding, roofing and framing tools need daily lubricant. Some compressors are oil-free, but many compressors, especially the larger ones, require either synthetic or non-detergent oil.
Last but not least, recommend fasteners. By understanding what tool the customer is using, you can recommend the proper fasteners. You might even consider working with the customer on a discount if he buys the entire system. Why not? Take advantage of it before he leaves your store!
Know your customer
It's critical to understand your customer's needs. What type of jobs does he/she plan to do? A finish and trim contractor likely will not need the same type of unit as a framing or roofing contractor.
Identify important elements
Next it helps to understand what factors are most important to your customer. Do they need a lightweight, portable unit or is it more important that it's easy to maintain? Some factors to consider:
Portability -- wheels or no wheels? Some contractors are looking for extremely lightweight units, given that they must carry the compressor around the jobsite all day. Typically, finish and trim contractors prefer a lightweight unit without wheels, since wheels can track dirt and mud inside a client's home. Contractors working outdoors may prefer rugged wheels as the solution for improved portability.
Consider tank configurations. The twin stack design is the most popular since it's easiest to carry against the leg. The wheelbarrow design is typically ideal for gas-powered compressors.
Gas or electric? -- Framing and roofing contractors are more likely to prefer gas units, since they may not have access to electricity and require a higher volume of air.
Oil-free or oil-lubricated -- Some users prefer an oil-lube unit, given its perception of longer life and quieter operation while oil-free compressors can provide "cleaner air."
Improvements in compressor designs
Compressors continue to improve in terms of design options and technology.
Aluminum tanks now offer contractors a lighter weight, "no rust" solution. While more powerful twin stack units are entering the market which combine power with the reduced weight.