Even handed

Hand tools from overseas are not what they used to be. In fact, they are much better. So what does that mean for contractors here in the U.S.?

by Paul Markgraff

Fifteen years ago, American-made hand tools stood head and shoulders above hand tools produced overseas in terms of quality and reliability. In recent years, overseas manufacturers improved quality to the point that, today, many American hand tool makers now purchase their tools from foreign tool makers.

For contractors concerned mainly with tool price, the glut of foreign-produced hand tools helped eliminate some of their costs, but end-users remain unconvinced. For people who use these tools to make a living, reliability and quality aren’t just marketing buzzwords; they are a way of life.

Hand tool makers such as Klein, Stanley, Channellock, J.H. Williams, Cooper Hand Tools, Greenlee and more are battling for a place in the contractor’s hand. Some of these manufacturers produce tools almost exclusively in the U.S., while others private label nearly all of their hand tools from overseas.

More than ever, contractors need to be aware of what kinds of tools they are looking for and where the hand tools are headed in terms of brand, origin and innovation.

“Everybody is looking to shave product and acquisition costs,” says Ed Liss, marketing manager for J.H. Williams Tool Group. “Some end-users are looking at the total cost of owning a tool over its lifetime as opposed to its purchase price. There are many factors there to consider.”

Orient-ation
The outflow of manufacturing from the U.S. to overseas producers represents the biggest change in the hand tool market in the last 15 years. Barriers of entry into the hand tool market have diminished with the proliferation of high-quality tool makers in the Orient.

With the low cost of labor in the China and Southeast Asia, manufacturers can undercut the cost of doing business borne by American manufacturers and sell foreign product to American shores for 30 to 40 percent less than domestically produced tools.

But opinions vary regarding the level of quality coming from foreign producers and what it actually means to the end-user.

“I think foreign quality levels have increased in general,” says Liss. “Here is where it really shakes down. You can buy an adjustable wrench in three different grades: carbon steel, alloy steel and chrome vanadium. They can look identical, but their performance characteristics can be very different. Unless you are buying from a trusted source, it means the difference between a tool you find in the dump bin and something that you can use for many years.”

Steven Norris, zone vice president for Klein Tools, agrees that quality has improved among foreign manufacturers, but he still sees a big performance gap.

“Those who use these tools day in and day out know the difference,” says Norris. “Using lower-quality products results in more fatigue due to less comfort and more wasted time because the tools don’t hold up under pressure. Then there’s the cost of buying tools more frequently than they would with the higher-quality product.”

Scott Jonap, vice president of sales and marketing for Channellock Inc. holds a similar viewpoint. He says “Made in USA” still matters to the end-user and domestic manufacturers will continue to compete with off-shore interests by standing firm on quality standards and aggressively streamlining costs at all levels of the organization.

Still, once-pervasive attitudes regarding foreign-made products may be shifting as younger workers come on board. John Serraino, manager of brand management for Cooper Hand Tools, says the older generation of professional user still cares about “Made in USA,” but younger guys coming out of the vocational/technical schools do not see it the same way.

“‘Made in USA’ does not matter as much to them,” he says. “If it gets the job done, it’s reliable and it’s durable, they’ll use it. The intent for us is to come up with innovative tools that improve products, look and feel good, and maintain a high degree of quality and reliability.”

Greenlee new hand tools and accessories Item 162

Greenlee recently entered the market with its release of more than 100 new hand tools and hand tool accessories. Greenlee is focusing on the younger contractors with three key attributes of its tools: ergonomics, weight and color. “Made in USA” did not make that list.

“New workers like the bright, edgy, vibrant colors that really catch your eye,” says Brian Allison, senior product manager for Greenlee.

Innovate or die
Manufacturers also face the challenge of providing new tools to demanding customers. No matter where the hand tools are produced, end-users are looking for tools that can bring innovation and efficiency improvements to their day-to-day work. For example, instead of using three tools for three different jobs, end-users are looking for one high-quality tool that can do all three jobs.

“Contractors want something that is functional, replaces several other tools and performs multiple tasks,” says Serraino. “Our NicholsonPro Series 4-in-1 hacksaw is a perfect example.”

Stanley Tools FUBAR Item 165

John Howard, senior industrial design manager for Stanley Tools, says the new FUBAR (Functional Utility Bar) is a hammer, pry bar, wood splitter, chisel, nail puller and board bender, all in one.

“It all fits in your tool belt in one tool,” he says. “It’s a huge productivity gain.”

Similarly, Klein’s Journeyman line features a wire stripper that will strip large or small gauge wire, stranded or so lid.

“The end-user may pay a little more for the one tool that does it all, but he paid quite a bit less than the combined cost of all four wire strippers,” says Norris. “Plus, he eliminated three tools in his bag.”

Channellock introduced its new Code Blue line in 2005 specifically with the young hand tool user in mind. The tools are comfortable with dual-composition red and blue grips. They feature letter codes on the handles that help the user easily identify the right tool when it’s business-end-down in the tool belt.

The next generation
“The generation coming out of specialized training schools wants the same high quality tool their boss, instructor or family members have used for years, but they want it to look different,” says Jonap. “They want tools to reflect their personality and make a statement.”

Channellock has also innovated multi-function tools with its fish tape-pulling linemen’s pliers and WideAzz adjustable wrench. The plier boasts laser heat-treated cutting edges, a built-in 12 AWG wire stripper, a crimper crusher for insulated and non-insulated wires and a joint path that guides fish tape without kinking, binding, bending or breaking.

Cooper Hand Tools RapidSlide Item 164

Cooper Hand Tools added innovative design to its 100-year-old Crescent wrench. The RapidSlide features a slide in the center of the handle in place of the standard corkscrew mechanism. Users can easily adjust the jaw with one hand.

“Some people need to work in tight spaces, confined areas, where you can’t see what you are doing,” says Serraino. “The rapid slide makes it easier to operate the tool.”

Quality and innovation are still top concerns among end-users regardless of where their hand tools are produced. The tools above show that manufacturers are still producing high-quality, reliable tools with new features and design.

Published in the March/April 2007 issue of Contractor Tools and Supplies magazine.

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