Safety is a concern in any workplace, but in a shop setting it's a priority that reduces common accidents and risks. The mandatory regulations shops must follow means there is a need for gear and equipment that keeps a technician safe, but doesn't impede on his or her work.
Because safety is a necessity expected of a technician, mobile tool distributors could benefit from stocking safety equipment and apparel on their truck.
Newest trends in personal safety gear
Safety in the shop is reliant on training, education, shop equipment and the environment. But when it comes to an individual’s safety in the shop, technicians are oftentimes responsible for purchasing their own personal safety gear. When it comes to safety products, understanding which features are most useful and efficient for their specific tasks can help drive sales.
Safety gear is necessary to provide protection from hazards like chemicals, spills and falls, to name a few, but it also needs to be comfortable enough for the technician otherwise it can hinder their work.
The newest trends in personal safety gear are features that protect the user, but also serve an additional purpose that helps get certain jobs done.
Some gloves used, for example, "are specifically designed to offer the tactility and dexterity needed to repair brakes, check tires and do a host of other jobs more efficiently," says Joe Kubicek, president and general manager, Ansell Single Use Global Business Unit. Ansell designs, develops and manufactures a wide range of protection solutions, including disposable gloves for the automotive market (www.ansell.com).
"We expect to see a continued need in the automotive industry for glove designs that offer improved and enhanced grip; optimal grip is imperative for workers handling small parts, large engines or any item coated in oil," Kubicek says. "When selecting a grip-enhanced glove, it’s critical to look further than appearance and ensure the glove stands up to the demands of daily work."
High-visibility gloves are another current trend in the automotive industry.
"Expect to see more gloves designed with bright colors to improve worker safety and communication in low-light situations," Kubicek says.
Another trend in personal safety is in footwear. Charlie Arroyo, general manager, RedBack Boots USA, a provider of work boots and safety footwear (www.redbackboots.com), says the newest trend is the "composite toe" which is a safety toe made of hard polymer plastic instead of traditional steel. The composite material is lighter in weight and does not transfer temperatures like steel does.
For boots, another increasingly popular request is the availability of a wider fit to allow a certain demographic to fit into the footwear, Arroyo adds.
In some cases, safety gear trends cater to style and comfort while providing dual uses, says Eva Martin, marketing and communications manager at ArcOne, a welding, personal protection and safety equipment provider (www.arc1weldsafe.com).
For example, ArcOne offers headgear that allows welders to wear a baseball cap while they weld, the ability to interchange with a helmet and browguard, and visor that can be placed under a welding helmet for extra coverage.
Displaying safety gear on the truck
In the case of safety gear, it's important to have different sizes in stock so the customer can get a feel for the product. Unlike tools, comfort and fit are essential, so blind purchases aren't common.
For example, when displaying boots on a truck, Arroyo of RedBack Boots recommends carrying a complete size run.
"You can't talk about safety footwear without having them on your truck," he says. "Also having a half-cut slip-on boot on your truck to describe the safety features is a must-have, as customers tend to like to feel and touch what they are being explained."
Some companies, like ArcOne, supply distributors with floor, wall or counter displays for their products as well.
Questions to ask customers
When gauging the interest of customers in a certain product it is important to identify what jobs need to be completed, as well as what type and level of protection is needed, Ansell’s Kubicek says.
The following general questions can help the customer find the right product for the job:
- What type of work do you perform daily?
- How serious do you take your personal safety?
- Are you currently using the proper safety equipment?
- Have you considered being proactive in avoiding injury on the job by having the proper safety gear?
- With all the oil, gases, fluids and vapors in the shop how do you protect yourself?
- Do you feel that you could be more productive with the proper safety equipment?
- What is your budget?
How to effectively purchase and sell
The right product can sometimes sell itself. So when aiming to sell safety gear to a customer, it's beneficial to know which types of products will be most suitable for him or her.
"When selecting hand protection, the focus should be on selecting the right glove for the right task in order to get the job done safety and productively," Kubicek of Ansell says. "It’s therefore important to identify what jobs a worker needs to do, what types of protection are needed (cut, abrasion, chemical, etc.) and to what level the protection is needed."
In the case with selling footwear, Arroyo of RedBack Boots says that a general rule of thumb is to look for oil/acid/slip resistance features. He adds that boots should also meet or exceed ASTM safety standards.
Of course, customers will also look for a fair price for the products they consider for purchase.
