provided by: 
As you attempt to generated additional sales from portable power units, it is imperative to determine the specific needs of each customer. Typical areas of concern you need to understand and satisfy include:
The number of anticipated hours of operation per month is a key component — inexpensive, light-duty generators aren't likely to perform well for construction applications.
Runtime determines how frequently a unit must be refilled. This is a primary function of the size of fuel tank. Larger tanks and/or diesel-powered models will provide extended run time.
Sound attenuation (noise level) is becoming more and more important. Enclosed, quiet generators are becoming more readily available all the time and will be in more demand in the future.
Clean, stable power output is critical for computers, televisions, medical equipment and other sensitive loads. A lightweight, inexpensive alternator can result in power surges that could, potentially damage this kind of equipment. On a jobsite, it's just unreliable.
Diesel-powered gensets are ideal for extended use — and also in applications like marinas, refineries, farms and on jobsites where diesel fuel is readily available and/or the flashpoint of gasoline is a concern.
Generator must be sized adequately to handle anticipated load requirement. And, the receptacles panel should be matched to outputs — featuring enough places to plug in and enough power to do the job.
A readily accessible service network for warranty and maintenance is critical — especially for the engine.
Also, don't forget to offer wheel kits for added mobility and batteries for electric-start models. Additional products like power cords and generator covers can also be added at your point of sale.
In summary, as with any product, understanding the needs of your customer and providing workable solutions will lead to more sales and a better relationship.
In the future, we expect to see more of a differentiation between construction and consumer-quality generators, with sound attenuation becoming more important for each and every model.
Bob IntVeldt
vice president, sales
Pramac Industries, Inc.
Paying for performance
As always, a distributor should identify the needs of the customer before determining the generator that will best meet those needs. Contractors usually have a good idea as to what power level and brand they need. In the event that they don't, consider the following:
- Qualifying the wattage level (or power level) of the generator that the customer will need is the first step in determining what unit is best.
- What kinds of tools will the customer run off of the generator? The key point to understand is the amp rating on each of the tools.
- How many tools will the customer power via the generator?
- Some quick math can determine the wattage size of the portable generator they will need: Power (watts) = (amps) X (volts). For example, a rotary hammer rated at 15 amps and runs on 120 volts draws how many watts? (15 amps) X (120 volts) = 1,800 watts
- Once you know how many different tools are plugged into the generator, calculate each tool's power draw and then add up the power (watts). This is the total power that will be drawn from the generator.
- It is also important to understand if the customer is using high amp drawing tools (i.e. concrete vibrators, electric compressors, etc.). Starting (or surge) watts will be very high with those tools. A distributor should offer a generator that has higher starting watts for those demanding tools.
- Jobsite durability is also important. A durable, thick metal frame around all key components will be important.
- Other features related to ease of use such as electric battery start, wheel kits and a sky hook can also be important.
Energizing sales
In order to increase portable generator sales, it is important to offer other items that will benefit the end user. These can include extension cords or gas cans. Customers will typically use 12G extension cords with extra thick jackets. Gas cans are important because a user fills the gas tank at the beginning of every work day.
If a distributor has a retail-oriented location with an inside sales force, displays showing the portable generator and its features can be key in selling. In-store displays usually have a spot for sell sheets and other marketing materials that show all the features and benefits of the portable generator being sold. The power of innovation.
Manufacturers continue to improve generators and are developing many new features and technologies. Distributors can use these new features as selling points. Some new innovations in this product category include:
18-volt battery start. Pull starting generators is something many users do not like. Not only is it backbreaking (depending on the size of the engine), it also drives up the users repair costs with components like broken pull cords. Portable generators have come with electric start, but it required a large lead acid battery, similar to car batteries. Many times, the battery does not come with the generator, increasing the cost. Recently, generators have entered the market with 18V power tool battery start which is easier, smaller and lighter.
Emissions compliant engines. Emissions laws have now become a reality. CARB compliance is enforced only in California today, but eventually will be a reality across the country. Improvement on emissions output, while at the same time offering a portable generator with the best fuel efficiency will be key.
Quieter engines. A noisy generator is a nuisance. Because portable generators are so loud, they are often set far away from the work area, with power tools connected to them with long extension cords.
Lighter, more mobile generators. A heavy generator is cumbersome to move, especially on a jobsite. Not only is it harder to move, but it can also be difficult to store after the work day is done. Generators with wheel kits and sky hooks are critical to the jobsite today. As technology develops, portable generators will get lighter and smaller, which will make them easier to move around and store.
Every distributor should ask their generator vendors what type of training programs they offer so that every sales professional, both inside and outside, can intelligently offer the right product for their customer.
Tony Nicolaidis,
Director of Marketing
DeWalt
author: By Jason Bader