Of all the things that have helped spur the development of mankind as a species, it is perhaps the use of tools that has had the biggest impact. Our first tools go all the way back to the stone age when shaped rocks were used for hammering and cutting. Fast forward a few million years, and Frederick Trent Stanley refined things just a bit when he started producing hand tools in 1843 under the Stanley brand name.
Always looking for a way to work smarter, not harder, mankind was quick to apply electricity—once it was readily available—to tools shortly thereafter. In 1895, the German company C & E Fein developed the first power drill run by electricity. And while it was heavy, clumsy, and slow, it was a start. And in 1914, Duncan Black and Alonzo Decker decided to develop a more user-friendly version and created the modern handheld corded electric power drill, basing their design on the ergonomic pistol grip of the Colt .45 pistol. In 1961, the same company—Black and Decker—created the first battery-operated cordless tool, and the way things are built or remodeled has never been the same.
Rather than being static categories since then, innovation in both hand and power tools continues, and the choice of what power tools to stock and how to best sell them to their customer can leave LBM dealers feeling underpowered and overtaxed. But by knowing what’s currently available in hand and power tools and understanding emerging customer needs, dealers will have more than enough power to drive home the sale.
Development trends
In this post-pandemic world that has been stressed by reduced workforces and ever tightening deadlines, tool manufacturers have been focused on providing offerings that deliver more power and efficiency, thus allowing the tool user to get more done in a shorter amount of time.
“Over the last 12 months, contractors have overwhelmingly been asking for ways to improve productivity but without giving up weight and balance,” says Jacek Romanski, channel marketing director of ITW Construction – Residential & Renovation. “They are looking for tools that keep up with them on the jobsite, but allow them to be more efficient without taking a major toll on their body. Contractors have also become more safety conscious on their jobsites. When it comes to power fastening tools, this means moving away from hoses and compressors that introduce trip hazards and additional complexities in construction spaces. Cordless nailers allow the pros to save time and increase productivity but also simplify the complexities in and around their work environment.”
Explains Joe Bloomfield, product marketing manager at Milwaukee Tool, “The widespread adoption of cordless power has become the standard across residential and commercial jobsites. Users are actively seeking to transition from outdated corded, pneumatic, and gas tools to battery-powered solutions. With this significant shift comes high expectations for performance from cordless systems. In the last decade alone, the professional industry has seen remarkable advancements from manufacturers looking to provide solutions that improve the user experience in application.”
Robert Shirley, North America product marketing manager over fastening systems and OEM market segment for Simpson Strong-Tie, likewise points to the focus on developing power tools that make tasks more efficient. “Simpson Strong-Tie has pioneered several innovations aimed at making tasks easier, more ergonomic, and more efficient for contractors on the jobsite. One such advancement is the integration of ergonomic designs and lightweight materials in the Timber Drive Structural Screw Driving Systems, reducing operator fatigue and increasing maneuverability without compromising on power or performance.”
Part of that need for increased power and performance comes from the incorporation of non-traditional building materials into today’s homes. Power tool manufacturers are developing more new offerings that are specifically geared towards newer materials that are becoming more common in home construction. “Contractors are looking for solutions they face daily on jobsites from tool manufacturers,” points out John Dominice III, senior vice president of sales for MAX USA Corp. “As more LVL and LSL, steel and concrete go into custom homes, contractors are searching for ways to improve efficiency and reduce costs.”
Like power tools, hand tools have also experienced some transformative changes. In a space long dominated by specific name brands, newer entries are making a name for themselves in the vacuum left by the diminishment of those name brands by offering innovation and performance differentiation. “The last 12 months have been extremely impactful in the hand tool space,” says Tyler Harwood, brand manager for Spec Ops Tools. “Legacy brands that have long been associated with quality hand tools are losing market share and outright disappearing. Some of the biggest players are investing in the hand tool space, specifically mechanical, electrical, plumbing categories, in a way that they hadn’t in the past. If you’re part of a brand that isn’t one of the very entrenched, recognizable few, you’ve got to be able to effectively differentiate and innovate. Competitors are saturating the digital and in-store space, so it demands a compelling reason-for-being from every entrant.”
lightest cordless framing nailer on the market.
Understanding needs
With the tool development that has taken place over the past few years, manufacturers point to a few specific trends that LBM dealers should watch in the coming 12 months—some continuations of previous trends and others new focuses.
For example, in regards to cordless tools, power tool manufacturers continue to strive to deliver increased power and greater run time. “LBM dealers should be attuned to emerging trends in fastening system-related tools, ranging from cordless technology to advances in battery technology and increased torque in drill-drivers and impact drivers,” recommends Simpson Strong-Tie’s Shirley. “Simpson Strong-Tie recognizes the growing demand for cordless solutions that offer flexibility and mobility on the jobsite without sacrificing power or performance.”
This focus on power and efficiency provides LBM dealers with multiple sales points they can emphasize to their customers, manufacturers point out. “With advancements in battery technology, contractors can now enjoy extended runtime and faster charging capabilities, ensuring uninterrupted workflow and enhanced productivity,” says Shirley. “These enhancements in battery technology also lend to more fasteners being installed per battery charge, again leading to enhanced productivity. Moreover, ergonomic designs and intuitive controls have become key considerations, as contractors seek tools that are comfortable to use for prolonged periods and intuitive to operate in various applications.”
The PositivePlacement probe is engineered to deliver accuracy, quickly locating holes. It drives up to 1-1/2″ x .148″ nails, ideal for joist hangers, hurricane ties and many other metal connector fastening needs.
The adoption of cordless and battery technology on the jobsite remains a dominant trend in the power tool industry on a large scale, says Milwaukee Tool’s Bloomfield. “Increasingly, users are relying on cordless tools to accomplish tasks, and this trend shows no signs of slowing down anytime soon. With the continued adoption of battery-powered solutions, some manufacturers are delivering more powerful batteries to continue driving performance on the job.” He points to the recent development by Milwaukee Tool of its recently introduced XC8.0 and HD12.0 Redlithium Forge batteries as examples of such technology that can reportedly deliver substantially more power and thermal management for demanding applications.
As with power tools, developing trends for hand tools also provide LBM dealers with multiple sales paths, say manufacturers. “There are a lot of considerations to be made for the desires of the various tool consumers today,” points out Spec Ops Tools’ Harwood. “Some people will be more price conscious, some people are die-hard brand loyalists, but some consumers are seeking more quality differentiation in the hand tool space. The professional tool space is being impacted, like most everything, by social media and influencer marketing. When newer brands bring more ‘premium’ products to market, they have more updraft with notable influencers who have large followings. The best tools are aspirational for new pros, hobbyists, and homeowners, and the power of social media and comprehensive digital marketing means they get into these positions of premium perception very quickly. That is one element that is making relative newcomers more viable to carve out market share than ever.”
Better service, better sales
Selling more power and hand tools might seem like an easy proposition. After all, your customers can’t build what their customers want without the use of tools, so it may seem like they should sell themselves. Ask tool manufacturers, however, and you’ll get a very different answer. Take nothing for granted, they recommend, and get to know your customers as thoroughly as possible so that you can best cater to their power and hand tool needs.
“It’s crucial to have a foundational understanding of your customer base, from professionals to DIYers, to ensure the appropriate mix of products is stocked within each store,” says Bloomfield. “Also, having a robust assortment of cordless tools provides the capability to complete a wide range of applications on the jobsite. Professionals are increasingly seeking cordless replacements for their entire arsenal of tools, including drills, impacts, saws, nailers, and more. Additionally, ensuring that each store has the right mix of batteries and chargers to meet varying levels of demand across user groups.”
Spec Ops Tools’ Harwood strongly agrees with the importance of knowing your customers and being able to offer them solutions. “Understanding your specific consumer cannot be overstated,” he stresses. “Obviously, every location will have its unique consumer profile. Knowing their needs is crucial to getting that business. We have built our mission to produce premium tools and give back to veteran causes, which are usually fairly popular notions, but not everywhere. Some consumers are extremely price sensitive and don’t want premium tools. Some areas don’t have much veteran presence and aren’t as connected to the philanthropy end of our work. We don’t do as well there, but in the places where we are well received, it’s usually a tremendous reception. Being everything to everyone is not a tenable strategy, but being everything to someone is ideal, if you understand that someone very well.”
It’s about offering a better purchasing experience, says MAX’s Dominice. “LBM dealers have the ability to distance themselves from [big] boxes by offering professional grade products and better service. Keeping up with the latest trends, attending industry trade shows and continued training for their employees will expose them to those products and services.”
Part of that better purchasing experience involves thinking beyond the tool, ITW’s
Romanski points out. “In the power nailing category, the volume (and money) is in selling the fasteners. It’s a best practice to include tools as part of your merchandising as they act as a billboard for contractors letting them know your location is a destination for power tools. Having a display of tools that link to the fasteners drives awareness and improves the shopping experience, especially for the pro contractor that is looking for quick shopping so they can get back to the jobsite.”
When so much of the bread and butter for LBM dealers consists of building materials, it can be easy to overlook power and hand tools. But rather than let them gather dust on your shelves, you can use the same selling strategies as you do for your building material inventory to turn tools into a profit center, and it doesn’t take a rocket scientist to do it.
“Focus on providing comprehensive solutions tailored to the specific needs and preferences of contractors,” recommends Simpson Strong-Tie’s Shirley. “By offering a diverse range of products that cater to different applications and skill levels, LBM dealers can empower contractors to tackle projects with confidence and efficiency. By positioning themselves as trusted advisors, LBM dealers can build long-term partnerships with contractors and capitalize on the growing demand for high-quality fastening solutions.”
In space, no one can hear
you drill
Next time you pick up a cordless tool, say a quiet “thank you” to the United States space program and NASA. While Black & Decker created the first cordless power tool in 1961, it was in 1965 that NASA put in an order for a space-going cordless battery-operated impact driver that astronauts could use during space walks to make repairs to the Gemini spacecraft while in zero gravity.
The Martin Marietta Corp. contracted with Black & Decker to design such a tool, and the result was a cordless driver that spun bolts without spinning the astronaut—no mean feat in zero gravity. Less than a decade later when the Apollo astronauts landed on the moon, Black & Decker was commissioned to build a cordless rotary hammer drill for those astronauts to extract samples from the moon’s surface.
The science used to develop those cordless tools for NASA was utilized in the creation of later consumer tool offerings. So every time you pull the trigger of your cordless tool, you’re sharing something in common with our astronauts.
