For many customers, choosing work gloves is a more difficult task than it seems. They are often guided by habit, price or the opinion of a colleague from the plant. The role of the BHP wholesaler – and especially the seller – is to skillfully transform technical parameters into real benefits for the end user.
Which features of gloves are most important to customers and how to present them in a simple, understandable way? Here is a short guide for advisors.
This is the most frequently checked parameter. Customers look for gloves that are resistant to cuts, tears or abrasions – depending on the type of work.
How to explain?
Instead of reading the numbers on the packaging, say something like:
“This model is good for sharp edges – it has a high level of cut protection (D) and very good abrasion resistance.” Or:
“Level B is enough for lighter work – it will be more convenient and cheaper.”
In cold stores, outdoors, when working in winter – this is essential. But also on hot surfaces, e.g. in workshops or when welding.
How to explain?
“These gloves are insulated, so your hands won’t get cold even in sub-zero temperatures.”
“This model has an extra layer that limits contact with hot metal.”
Many jobs involve contact with liquids – moisture, oil, grease, cleaning agents.
How to explain?
“This nitrile coating acts as a barrier – it won’t let oil through, it won’t soak up water.”
“This model is EN 374 compliant – it protects against specific chemicals.”
The uncomfortable gloves are… taken off. And then no norm matters.
How to explain?
“This is a model with an elastic cuff – it won’t slip off.”
“Soft inner lining – hands get tired and sweat less.”
“This model has a microfoam coating – fits well and doesn’t restrict movement.”
For business clients, not only security is important, but also the cost of use.
How to explain?
“This glove will last 2-3 times longer than a cheaper model – it actually works out cheaper.”
“We have customers who change this model once a week instead of every day – that’s a real saving.”
Good advice means explaining in the language of benefits. The end customer does not have to know the standards – that is a task for the salesperson. If you show how a given parameter translates into safety, comfort and savings, the customer: