Safety in Numbers
3. Add extras.
The aforementioned safety kits are also effective as upsell items. “They all have trucks out there on these job sites—are the trucks equipped with the proper first aid?” Barker asked, adding it’s a good way to round out a safety program with a company. “It’s nice to have everything conveniently located in one area,” Campochiaro agreed. And it doesn’t just have to be first-aid products. Gisser noted portable power stations, rain ponchos and tire gauges are especially popular.
Now is also a great time to consider adding certain apparel options, said Barker. Just this past November, the Federal Highway Administration (FHA) issued a revision to its Worker Visibility Law that makes wearing high-visibility apparel mandatory for workers on federal-aid highways. Equipped with the proper technology (fire-retardancy, reflective stripes, etc.), vests, jackets, gloves and the like are effective promotions for those who work outdoors or are exposed to elemental hazards on the job.
4. Understand the client’s needs.
Governmental regulations and standards aside, distributors must be aware of how the product will function before ordering safety items. “Distributors do sell to construction companies, for example, where the product is being used every day versus more of the groundbreaking, ceremonial-type items,” Barker said. Obviously, each hat has a different purpose. And though it might seem self-evident, she gets asked “Is it a real hard hat?” quite often. Since there are price differences as well as occupational risks associated with each, asking the right questions can be the difference between getting the sale and not (not to mention keeping end-users
Customization is another area where distributors can go the extra mile. Barker noted that, in particular, colors can be PMS-matched and helmets can be imprinted with company logos or even an individual’s name. “If it’s a customized product and someone needs to put Joe Smith’s name on the hard hat, we’ll make one hard hat customized for Joe Smith,” she affirmed.