Selling Seasonal and Safety Products

There are three major fac­tors driving the seasonal and safety segment of the industry: regulations and insurance; public and private money available; and increased awareness of effec­tive safety measures. There will be a higher regulatory presence in construction rela­tive to the industrial sector due to the significantly higher injury incidence in the con­struction market. The Steel Erection standard is driving the need to "be compliant" at this point.

On-site demonstrations have become the most effec­tive method to educate those using the products. Trucks and trailers with useable product allow hands-on exposure and a hands-on approach. However, the broadest reach­ing strategies continue to be via the trade journals and par­ticipating in end-user trade associations.

Although I'm hoping for a "good" outlook for the remainder of the year, right now I am anticipating a "not bad" — probably flat to single digit growth this year. The rumored significant reduction in federal highway construc­tion spending could offset any anticipated late-year increase in the general construction industry. Worldwide, we will not get much sympathy, as the USA is still relatively strong and stable. •

By Tom Hayward

As appeared in Construction Distribution Magazine, April/May 2002