Make sure to offer cleaners and degreasers that pack an industrial strength punch.
What happens when cleaners and degreasers don’t clean and
degrease properly? They end up in a pile in the corner of the shop
floor, or on a shelf in the back. They cost money and they take up
space – and the wasted space also costs money. Neither distributors nor end-users need to deal with this problem if they vet their
cleaning and degreasing solutions prior to purchasing them.
“It’s important to choose products that were specifically developed for industrial environments,” says Beau Walter, Sales & Marketing Manager at Athea Laboratories. “Ask for samples and ask
to see demonstrations,” he urges, in an effort to see if the product
is really what it claims to be. Walter encourages distributors to
carry industrial grade cleaners by manufacturers focusing on the
industry, and not just retail brands that have name recognition,
but aren’t suited for industrial environments.
To help a customer streamline their purchasing and save space
in the shop, distributors can seek to offer chemicals that do more
than one task. “Cleaners and degreasers that solve specific challenges, yet can also be used in other areas of the plant provide
greater value to the end-customer,” says John Pearson, Marketing
Director at CR Brands, Inc.
Distributors can increase margins and help their customers save
money by offering larger sizes than they have in the past. Pearson notes that CR Brands created their 275 gallon tote because
of specific customer requests. “High volume users benefit from
decreased packaging and freight costs, driving their per-use cost
lower and delivering more value,” he says.
Another way for distributors to add value to their offerings
in this category is to
spend time with the
in order to learn how
to best communicate
the benefits of the
products. If a manu-
facturer isn’t willing
to spend the time to
educate you in your
purchase, they may
not be the best suppli-
er to do business with
in this area.
Of course, one of
the best ways for a dis-
tributor to lead in this
category is to carry products that their competitors don’t. Athea’s
Walter emphasizes getting out of your comfort zone to find other
chemical products that help customers solve unique problems.
The biggest trend right now, he says, is pre-moistened wipes in
the workplace. “Driven in part by a greater usage at home, this
product category will continue to be a game changer for distribu-
tors and end-users as more and more people see the convenience,
safety, and simplicity of wipes,” says Walter.
“This is an exciting time for distributors to be able to offer new
and truly different products,” says Walter. “End users are asking
for solutions, and distributors are in the perfect position to pro-
vide the answers.”
Adding a diverse line of chemicals and degreasers — and solving
your customers problems, too — is a great way for a distributor to
be the go-to resource in this segment.
IN YOUR BOOTS™
High Sell-Through Rate
Simple, Easy Product to Sell and Implement
Universal Need – All Industries
New Revenue Source - Access Multiple Budgets
(e.g. Footwear, Matting, PPE, Uniform, etc.)