Product knowledge can boost tool sales

RE YOUR SALES people pre- f'l pared with the correct answer and the right tool for the customer who says "l'nr looking for a hammer to put up sclme shelves in nry garage" or "l need sonrething to drive stakes for my garden"? The sale depends on their knowledge.

Story at a Glance

lf they can't supply the needed tool with information on its proper use, you need to start an education program. For example, there is a basic set of hanrmers which almost any householder needs to do the usual chores. For the more serious. better equipped handyperson, an advanced set of striking and struck tools is desirable.

Be sure your employees are familiar with the tools needed for various jobs. To help thenr as well as the custonrer who likes to figure out things for himsell, a poster hung prominently in the tool section can detail the needed tools.

This chart listing the five basic hammers for the beginning handyman and six additional seleclions for the more advanced d-i-yer is an illustration of the type of informa-

(Continued on next page)

Product Knowledge

(Continued from previous page) tion you can provide.

There are other snrall tools to fit various jobs and individuals. Your sales people should stress that the individual take care to fit the tool to himself as wcll as the iob to be tack led.