Inflate your sales of pneumatic tools & fasteners

4TOOLS and fasteners are among a retailer's high mar- I gin items, anong which pneumatic tools can pump up the highest margins. And if merchandised properly, pneumatic nailers, staplers and fasteners offer six to eight inventory tums a year.

These tools are used by contractors, remodelers and buildos for a variety of home construction jobs, including framing, laying flooring, building decks and installing drywall, paneling, trim andmoulding.

The key to proper merchandising of these professional products is remembering who buys tlem. Since most dealers cater to both contractors and do-it-yourself homeowners, and many products sell to both markets, retailers tend to merchandise them without any distinction. But pneumatic nailers and staplers, and the nails and staples they drive, are seldom bought by homeowners. The second key point to remember is that the real money is not in the nailer or stapler, but in the nails and staples. During its lifetime, a $5CI tool may drive $10,000 worth of fasteners.

Here are some tips on how to sell more tools and fasteners:

(1) Product displays should ideally be close to the confractors' counter, not necessarily in the front of the store. Most contractors seldom go to the front area. To make the products visible to them, the display should be located wherever contractors visit most often. Displays are usually available at no cost from the manufacturers if the retailer orders a certain amounl Duo-Fast Corp., fm example, has a complete "Profit Centet'' to help retailers effectively merchandise its products.

Drill Ratchet wrench

Caulking gun Tire chuck

. Sander Grease gun

Chisel . Blow gun

Stapler . Sand blast gun

.Nailer Tank

Hammer Compressor

(2) Merchandising can take the forrt of cross promotion with other products, such as 'lurchase so many windows or so much lumber and get a framing nailer m air compressor free." Or give a discount on the tool if they purchase a certain volume of fasteners. This last promotion is very effective in keeping the contractor from going to another retailer for nails and staples after he has bought the tool. Assuming a $500 tool will drive $10,000 worth of fasteners, no retailer can afford to lose the repeat business in fasteners. So, offering couponing or a "frequent buyer program" on fasteners is advisable.

Story at a Glance

Watch pneumatic tool and fastener sales soar with proper merchandising tips on best use of displays, promotions.

(3) Most pneumatic nailers and staplers accept only certain types of fasteners, and a chart that explains tle compatibility of tools and fasteners is essential. In most cases, the tool manufactuers will provide such a chart.

(4) These products are ideally promoted by the retailer at "sawdust parlies" or a contractors' open house. Again, remember the distinction between these professional products and your store's consumer products.

(5) Finally, employee training is a necessity. Most pneumatic nailers and staplers are designed for specific tasks, unlike a drill or a power saw. A framing nailer and a finishing nailer are two very different tools, and one will not do the other's job. Therefore, employees must be familiar with the function of the tools and what ffis of fasteners they drive.

After-sale service is crucial to maintaining the repeat business in fasteners. Either the retailer should learn to perform the simple repairs or do business with a manufacturer that has service centers close by. Manufacturers, such as Duo-Fast, also sell repair kits that contractors can buy to perfonn simple repairs themselves.

Sidinq Nails-

. No Staining o No Streaking

Highest quality nails tor cedar. redwood and other fine wood materials, o Slender shank and blunt diamond point o Diamond pattern head blends with wood texture. Small head diameter permits face nailing and blind nailing o Annular ring threads Dreclude nail head popping and cupping of siding boards r AlSl Grade 304 nickel/chromium

Swaneze

Itbod Screws wilGrul*-K rctrcr

@-- r Self-counter sinking bugle and trim heads r Square drive recess eliminates driver bit cam-out. Sharp point for quick penetration with minimal oressure Self-tapping coarse threads Coated with non-stick, dry lubricating film o Solid nickel/ chrome stainless steel for superior corrosion resistance .6lengths: l" through 3"

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