Tradition and technology join forces for workwear promotions

By Christen Gruebel

Straight from the Source

There’s no way to put a price on the following selling points. In their own words, three suppliers highlight a few ways to stay pitch-perfect:

Quality

Danny Tsai, vice president, merchandising for Irwindale, California-based Tri-Mountain: “You want to really make sure you’re selling quality first and foremost because workwear needs to have the right features and be made to last. For example, is the reflective tape being used a generic brand or is it 3M?”

Chris Miner, director of sales and marketing for New Haven, Indiana-based Berne Apparel: “Distributors should remember that, when it comes to the [governmental] requirements for work clothing on the workplace, their customers are most likely the experts. Don’t be afraid to ask questions to learn exactly what performance ratings they require and stay away from recommending performance ratings.”

Durability

CM: “Point out functional features (pockets, heavy-duty zippers, pleated elbows, action back, etc.) and stress the value created with these features. … Hardware (zippers, snaps, buttons) and quality of construction will impact the durability of the product much faster than the weight of the fabrics used.”

Chris Allen, national sales manager for BIG BILL Work Wear, based in Newport, Vt.: “We use only ring-spun, preshrunk cotton, which reduces shrinkage and is cost-effective. For our flame-resistant [FR] apparel, we use premium FR fabric, FR thread and listen to the consumers’ needs regarding fit and comfort.”

Selection

DT: “Does the line make items from size small up to big and tall (e.g., 6XLT)? Do the items come in the right colors (e.g., OSHA orange and lime green)?”

CM: “Sell layering. Outdoors workers are masters of layering. Appeal to this by suggesting [complementary] layering pieces such as hooded sweatshirts with jackets.”

CA: “Always look for items that pair together well.”

GEAR HEADS AND tech junkies aside, we are a society that is collectively set in our ways. We like what we know.

Sure, there are those moments when a new technology comes out that is so exciting, it completely revolutionizes its field and makes us rethink the way we were doing things before. Refrigerators, DVD players and cell phones come to mind.

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