Its D and M Time Again Tool Time Treats


Over the last sixteen years the D and M tool show has become one of the “go to” venues for tradespeople, men in sheds and weekend warriors who are looking for the latest tools at the latest prices. Exhibitors expect the crowds and plan their stocking decisions accordingly and the punters like to see the latest demos and chat with the experts before, hopefully, lugging away a few tool cases. As far as I can tell from observations and discussions the majority of D and M show visitors are


professional tool users who know what they are looking for, but may also want to handle or even possibly try out a new tool they have seen on the internet or onsite. Despite the internet being awash with good deals, most tool users are tactile creatures who know that if a tool feels right, it is more likely to become a favourite. And the D and M show deals are often as good as, if not better than the internet ones.


We may not like the idea that we can be persuaded by a smooth sales pitch, but a slick demo by


someone who knows the products inside out can point out possibilities that may help improve our productivity and work practices. Phil Beckley of Festool is a Master Demonstrator and always draws a big crowd, but many other exhibitors have now cottoned on. I know of one exhibitor who decided that their famous but now “humble” random orbit sander needed demonstrating and then managed to sell his entire stock and had to send for some more. The future seems to indicate that demos are here to stay so maybe D and M tools is going to need a bigger space for future tool shows? The big trend for the last few years has been the growth of cordless. DEWALT has changed the


landscape somewhat with its Flexvolt battery system – enough to power a site circular saw – and its demo truck outside usually had an interested crowd huddled round waiting to be impressed. Interestingly


though – there also seems to be a lot of interest in smaller 12v and 10.8v tools for users who don’t need the raw power of 18v but do need the compact size and versatility. Fein, Bosch, Makita, Metabo and many other well known brands all have product offers and they all compete for your loyalty to the battery platform. Buy one make and you may be loyally stuck with it for a while – it can be a difficult choice. I managed to corner Paul Dowding the Event Manager for a brief chat and the depth of his knowledge


of his customer base and the tools that he sells is very impressive. It can’t be every tool shop owner who is routinely consulted by tool manufacturers about what tools they are developing. What became clear to me is that shows like the D and M are still very popular with visitors who are skilled, curious and want a good deal. Exhibitors may sell a lot on the show days, but they also develop a customer base that is ready to engage on several levels – thereby feeding into product development and future marketing strategies. The internet is a great marketing tool, but for many you can’t beat a good “hands-on” try out of a tool before you buy. So, see you again at the D and M Show in October 2017? Despite wind, rain, sun or snow and looming


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