The proliferation of cordless tools in the market continues to pick up steam as new battery and motor technologies combine with advanced ergonomics and improved features. Though these improvements expand the versatility of cordless tools, the majority of power tools in use today are still of the corded variety. On the whole, corded tools are unmatched for power, longevity and performance.
Every year new innovations in corded tools become available as improvements on current designs as well as through totally new concepts. Advancements in materials like magnesium alloys make tools lighter and more durable. Composite tool housings are more robust and protect the tools from damage related to drops and transportation. Ergonomic grips enhance comfort and safety by reducing user fatigue and improving manageability and control.
Features seen as innovative or market leading today will quickly become the standard across tool lines. Users are becoming more aware of the health risks involved in certain tasks, and they are increasingly looking for tools that will improve air quality or reduce joint fatigue. Dust extraction, vibration-reducing designs and other safety measures are undergoing continuous improvement and are increasingly available on new products, both corded and cordless.
Customers demand tools that enable them to work faster, better and easier. They are looking for longer life cycles, greater performance and better results. In addition to the latest technology, new products must look and feel durable and convey a sense of quality relative to price. For endusers to consider an upgrade to the latest offering, there must be sound justification. They require an understanding of the tool’s absolute value in terms of what it will do for them, and how it will ultimately enhance the way they work and the quality of their finished product.
So, how do you know when to sell corded versus cordless? It all goes back to the qualification process. Good customer service means meeting your customers’ expectations. How do you know what they really want? You ask!
A customer may come into your store asking for amps, rpm, cfm, volts or any other of a wide range of criteria. However, having such criteria in mind may prove more of a hindrance than a benefit, and may do little in helping the customer reach his objectives.
Match ‘em up
Today’s customers are better informed than ever. They don’t want to be sold anything, but they do want results. They may come in looking for a saw but what they really want to do is make a cut. The type of material, density and thickness are all important factors to match the correct tool to the material. But more important is to match the tool to the end result. Does the customer want to just cut a board in two, or does he want an absolutely straight, splinter free cut? Does he want to strip off a coating or prep for final finish? The desired end result always dictates the proper tool.