Handle With Care
Where to Sell
"We are currently seeing every conceivable type of business utilizing our antimicrobial hand sanitizer products," said Michael Kogutt, MAS, vice president of sales for HPC Global, Hanover, Pa. He listed several potential target markets, including law firms, health and fitness clubs, and day care facilities, but he noted that any large business can benefit from hand sanitizers. "The reality today is that almost every business of 50 employees or more has (or should have) a health and wellness program," explained Kogutt. "Insurance and health care costs are a huge expense for almost every employer, and companies are willing to spend in this area if it can keep their employees at work and on the job."
How to Sell
When most people think hand sanitizers, they think small, pocket- or purse-size sprays or gels for personal use. But Kogutt suggested larger pump bottles, which can be placed all over an office or workspace for maximum logo exposure. He gave the example of a large veterinary pharmaceutical firm that placed 16 oz. hand sanitizer bottles at its reception desks and in its exam rooms. "The full-color labeling allowed the firm to highlight a new canine drug they were introducing—utilizing the logo of the new medication with an image of a dog and its owner—to both the veterinarians and their clients," Kogutt said. "The product was very well received by the vets and their customers appreciated it being there for their use as well."
What to Watch
Be aware of FDA and CDC regulations. "Distributors need to ask their suppliers where the actual hand sanitizing solutions are being produced, and if it is an FDA-registered facility," Kogutt advised. "There are potential product liability issues here. Hand sanitizers are an FDA-regulated product. Proper labeling is necessary to comply with FDA labeling requirements, as well." He also urged distributors to read up on the CDC's hand sanitizer recommendations before choosing a sanitizer.
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