Like other B2B industries, the JanSan market continues to experience major changes – the rapid rise of disruptive technology – the social media revolution – buying power shifts with Millennials and Baby Boomers, distribution model changes and more. No matter how much the JanSan industry changes, there is always a need to protect the health and safety of workers. In fact, recent reports indicate that market conditions in commercial real estate and the medical sectors are fueling growth in the JanSan industry. How can you capitalize on the growth in SanJan?
3 Smart Sales Tips for JanSan Safety
- Stay current on Trends
Trends, such as increased health and safety, energy and labor savings, and sustainability, have fueled the cleaning industry and will continue to do so for years to come. Manufacturers in the JanSan industry will continue to invest in research and development and product innovation to stay on the cutting-edge. This is a great outlook for distributors who will have a steady stream of new products that provide customers with innovative solutions to do their work safer and more efficiently. The needs are virtually endless and so is the income stream for those that stay informed and take action.
- Understand what matters
Find out what’s really important to your customers. Do you really understand your customer’s unique needs? Curiosity is a powerful trait. The most successful businesspeople will tell you that curiosity is one of the best qualities a salesperson can have. Curious salespeople ask probing questions and take a genuine interest in learning about their clients. if you stop selling and start asking, you’ll find out what motivates them to make decisions, and, by listening, you’ve now built a trusting relationship. It’s a win-win-win.
- Promote Solutions
How do you add value? Smart distributors understand this key fact – you don’t sell products – you sell solutions. When describing the JanSan products that you sell, be specific about the problems that they solve for your customers in each sector in JanSan – education, government, healthcare, hospitality, food service, commercial and domestic. Sure, you sell disposable latex, nitrile vinyl, and poly gloves, but what do you really sell? Emphasize the solutions your products provide –
- Healthcare: “We help hospitals reduce the spread of infections.”
- Education: “We help schools reduce student absenteeism.”
- Industrial: “We help facilities increase productivity.”
- Foodservice: “We help restaurants reduce cross contamination.”
Safety is Everyone’s Business. You may not think that you are in the safety business, but safety impacts everyone in every industry. No matter how much the JanSan industry changes, there is always a need to protect the health and safety of workers. Gloves are an essential tool for safety. The JanSan industry – manufacturers, distributors, and facility managers – that can offer quality products, understand what matters, and add value by promoting solutions will be positioned to capitalize on the forecasted market growth.
When you partner with AMMEX you get much more than a supplier, you get the benefits of AMMEX’s Sales Acceleration Solution® a unique marketing and sales support program – to help skyrocket your profits and reach a broader client base. We support our wholesale distributors with quality products, outstanding service, competitive prices, and proven marketing support to grow their glove sales. Become an AMMEX partner and supply your customers with superior quality disposable gloves and barrier protection products.