Demoing tools is always essential in the tool-selling business. But not only is showing the tool’s features and capabilities a nice gesture, but showing how the tool has improved over the years takes it to the next level.
Demonstrating differences between old and new technologies is an important aspect of selling, Cole Conrad, senior vice president of product management at Milwaukee Tool, notes.
“As the performance gap between pneumatic and cordless heavy duty solutions has been eliminated, it’s important to show users their side-by-side performance as a way to demonstrate this advancement in battery-powered technology,” he says.
Of course, there are some tools that just can't be demonstrated on a truck. Curt Evey, vice president of sales and business development for Milton Industries, says that training videos can be key for mobile tool dealers when selling tools. Manufacturers such as Milton Industries often provide quick how-to videos on their website and/or YouTube channels.
Independent mobile tool dealer Angelica Platero is a big fan of product videos. So much so, that she prefers watching them in her spare time over watching a movie.
“Whenever I get a new tool, I check to see how it works,” she says, adding that when she’s not selling tools, she’s on her phone researching tools and watching YouTube videos.
Platero finds that most of the time, her heavy duty technicians know what tool they need, but there are times when they ask for her advice on which tool will get the job done thanks to her research.
