Hardware Retailing

NOV 2018

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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November 2018 | HARDWARE RETAILING 55 What Pro Customers Look for in a Tool Supplier C ontractors and professional tradespeople are often in a hurry. Theirs is a business where time very much equals money, and downtime due to labor shortages, permit issues or mechanical failures are never welcome. Many customers walking into a hardware store are looking for something that will solve a problem. For professional customers, those problems aren't usually a few holes that need patching as much as they are a few walls that need to be framed up. Those problems need powerful solutions, and retailers can make the most of that demand in their power tool department. Power tools can be a tricky department to nail down for retailers. While these products are often some of the most high-profile offerings available at home improvement stores, margins can be tight on big-ticket items like drills, impact drivers, saws and grinders. While professional customers are certainly concerned with price, they balance that concern with whether the tool will do the job they need and hold up to the rigors of the workplace. How many problems can this power tool solve before they have to reinvest in another one? Hardware Retailing spoke to three retailers who have attracted professional customers with their power tool selections. They share how they've brought professional customers into their stores and how they've maintained their relationships with that customer base. Feel the Power By Chad Husted, chusted@nrha.org

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