“Get the product in their hand,” says Texas-based Mac Tools distributor Chris Carlson. “Tell (customers) about the features and that’s about it. They’ll sell themselves.”
Be sure to show customers a power tool by allowing them to use it. For cordless tools, have the fully charged tools on the truck for customers to grab and use while browsing, and bring the tools into customer shops. For pneumatic tools, consider having a dedicated compressor to hook up tools right on the truck. Or, bring the tools into the shop and allow customers to try them out.
