All painting contractors need the right tools to get the job done. As retailers, discovering how pros think and applying that knowledge to your operation will grow pro loyalty and lead to increased sales.
Larry and Michelle Marler started The Works, a remodeling company with a focus on painting and finishing, in 2011. Larry has over 30 years of experience in the industry, and in 2022, Michelle decided to begin learning the trade in addition to running the backend and accounting sides of the business. To help retailers better understand the pro customer base, Paint & Decorating Retailer spoke with Larry and Michelle about hand tool, knife and blade product preferences and best practices.
Making the Cut: Gain insights into ways retailers can choose what hand tools to carry and offer to their customers at PDRmag.com/hand-tools.
The Choice Is Yours
When choosing products like hand tools, knives and blades, quality and the ability to do what is needed is most important, says Michelle. If a tool can serve more than a single purpose, it is even better. Multitool products bring an added sense of convenience that is extremely appealing, she says.
“Longevity is also important, which is an aspect of quality,” Larry says. “Sometimes a tool works really well, but only for six months, which is not attractive. So that quality, along with ergonomics, is a big pull when choosing hand tools, knives and blades.”
While ergonomic options are important and popular with workers, collapsible and compact tools are also becoming more trendy, Michelle says.
“Tools that contractors can easily put in their pocket and always have on them are handy, especially if it is a tool that a pro uses often,” Michelle says.
Even with increased accessibility, quality should still be a deciding factor. Some pros purchase their tools based on the brand, but the quality is what should be most important, Larry says.
“Skimping on a good knife or blade can also lead to the product slipping or collapsing, which can be dangerous,” Michelle says.
When choosing what hand tools, knives and blades he will use, Larry says he conducts research before purchasing.
“If I see somebody post a tool on a message board we are a part of, read a good review, gain a recommendation from someone else in the industry or watch someone use a tool to complete a job and make it look easy, I’ll research it and then try it out,” Larry says. “If it goes well, I slowly begin to integrate it into the business.”
Larry says that over time, the manufacturing quality of some of his favorite tools has gone down, which led him on a quest to find a new replacement for the tool he used to love.
When it comes to where they purchase a product, the answer varies.
“It honestly just depends on who has what we’re looking for and who has that better price point,” Larry says. “If it’s a small difference, we’ll go to the local stores. We like to support them when we can.”
RECOMMENDED PRODUCTS
Multitool
PURDY | purdy.com
“I always have this tool on me,” Larry says. “It is the most versatile tool I own, and I use it constantly. It has a pocket clip, making it easy to carry. As a 10-in-1 multitool, its uses are almost endless.”
Utility Knife
MILWAUKEE | milwaukeetool.com
“I love how compact this product is; it fits in my pocket perfectly,” Michelle says. “I love that it has a blade, a screwdriver and many other features I use it every day.”
Soaring Sales: Discover best practices for selling hand tools and other sundries at PDRmag.com/selling-hand-tools.
HOLD UP
Larry and Michelle have spent a fair share of time around DIYers and have hosted training classes over the years. One mistake they have frequently noticed is how some DIYers hold their hand tools.
When selling hand tools, knives and blades, teach customers the correct way to hold their new tool to increase customer satisfaction and loyalty.
CORRECT
INCORRECT
Merchandising Matters: Learn four best practices for merchandising paint tools and accessories at PDRmag.com/merchandising-sundries.
A+ Advice
When it comes to hand tools, knives and blades, safety is important.
“The best advice I have, and what I repeat constantly is: Never cut toward your guts,” Larry says. “Anytime I have hurt myself or seen another person get injured, it is because the blade is being brought back toward the body.”
Another way the user can stay safe is by making sure knives and blades are always sharp.
“A lot of people are looking for ways to save money, which leads to blades never getting changed,” Larry says. “But tools aren’t magic and blades don’t resharpen themselves. A dull tool can be dangerous.”
In the interest of saving money, cheaper products often get purchased, which usually ends up requiring more effort from the user and a lower quality final result.
“If a blade is not sharp, you’re not going to be able to do what you need to do efficiently, and your chances of slipping and getting hurt increase,” Michelle says. “I usually test my blades on thicker paper or cardboard. If I can’t cut those materials like butter, then chances are my knife is not as sharp as it needs to be to cut drywall or other materials on the job.”
Larry says when there are signs of a dull or damaged blade, it is not worth attempting to repair it.
“When in doubt, throw it out,” Larry says. “If a knife is gouging a wall and I am not getting a smooth flow or there is a dent in a blade from hitting something, I’ve learned it is not worth trying to fix the blade—it never works and slows you down. It is worth the extra money to just get a new blade.”
Tools for the Job
Share this list of go-to products with customers and encourage them to carry them on their person so they are ready to start any project that comes their way.
- 5-in-1 Multitool
- Speed Square
- Razor Knife
- Pencil
