Every distributor knows that happy customers lead to greater revenues. Of course, there are several nuances when it comes to selling disposable gloves, such as having the right product info, helping customers try out the product, and asking the right questions to identify the correct needs.
Our distributors frequently encounter end-users who are buying the wrong gloves for their intended purpose. Many are predisposed against using vinyl gloves under any circumstance, even when they deliver better-than-expected performance at a lower price. Learning as much as you can about your client’s needs can help you put your glove expertise to good use.
AMMEX has several tools that will help you turn any potential transaction into a long-term customer relationship. Here are the top three:
Online Portal, catalog, and toolkit
Of course you want to make sure your customers buy the right gloves for the job. The best way to do that is to have the most relevant product information at your fingertips.
There are other tools, too. Our Chemical Resistance Chart identifies more than 160 substances and their suitability for working with the three major glove materials: nitrile, vinyl, and latex. And it may sound so obvious that you can’t imagine it being an issue, but buying gloves in the right size is no trifling matter. Our Glove Size Chart will help avoid grief over gloves too large or small.
Samples equal sales
Samples work best when people try on the gloves in front of you. This gives you the opportunity to immediately ask for feedback—and the sale. Some samples are easily accessible in the Online Portal on the Sample Request page; speak with your sales rep if there are others you need.
Glove sales are, of course, tactile by their very nature. Once people interact with a glove, they are substantially more likely to purchase it.
“Samples equal sales,” says Corey Townsell, AMMEX’s vice president of sales. “Letting your customers try before they buy increases your percentage of converting the business by as much as 50 percent.”
Ask the right questions
As you likely know, 60 to 70 percent of businesses use disposable gloves. Your customers know what they want—or at least they think they do. It’s always prudent to ask and make sure they get the right glove for the job.
Specifically, how many do they use? Do they have issues with rips, tears, or punctures? Are they paying more than they need to? Could a less-expensive glove be more prudent in the long run?
For example, you might learn that an auto body shop is using 3-mil nitrile when 8-mil nitrile would be a better fit. A restaurant or jan/san operation might be using 5-mil nitrile when 3-mil vinyl would be plenty of glove for the job. Being able to answer these questions will give you the opportunity to offer them a more suitable product.
Glove purchasers mean repeat business. Ultimately, it’s about more than just making a sale. Once you win over a customer, you have a good shot at a long-term, mutually profitable relationship.