Since joining Polyco Healthline in 2004, Colin has been driven by his ultimate goal: to reduce his customers’ hand injuries to zero. By removing this health and safety concern, what does he get in return? Great customer loyalty and job satisfaction.
Operating out of Northern Ireland, Colin advises across a range of industries, including engineering, construction and pharmaceutical, where he sells anything from isolator containment gloves to oily grip gauntlets.
Connecting with end-users on-site, he provides extensive knowledge on how best to protect against everyday risks and how to use our products. His special talent? Finding the right customer solution at the right price.
So Colin, what questions are you asked most frequently?
It’s great that customers ask a lot of questions. Ultimately, by engaging with the end user directly, I am able to determine an application’s risks and the duration the user will be exposed to this risk. Building this information is critical, so I can be sure I am offering the best product for the job.
What do you feel is the biggest problem within the health and safety industry?
It’s a real balancing act today between end users’ protection needs and the procurement department’s budget. The key is to find a balance. My conversations always start with protection instead of cost. After all, can you really put a price on an employee’s health?
At the same time, the lowest cost glove doesn’t always end up being the most economical. Lesser quality means the product’s effective lifespan is shorter – in the long run, you’ll have to use and buy more gloves.
How do Polyco Healthline’s products and/or services address that problem?
The good news is that we stock products that can accommodate any budget. For the majority of risks encountered, we have gold, silver and bronze options that will offer effective protection. And with us, these customers know that they will always get 100% reliable advice.
What future technology will have the greatest impact on your industry specialism? What will change?
Time will tell for the glove industry. But for sure, I imagine wearable technology – perhaps on the back of gloves – will present a big change to boost productivity and improve user equipment tracking.
How are you able to provide the greatest value to Polyco Healthline customers?
My value lies in knowledge of hand protection. I keep it simple. Although I rarely talk about cost implications with customers, I’m always aware of them. And I never sell protection that’s not required.
This means I develop deep customer relationships and build trust. Trust in my advice and recommendations. That’s what it all comes down to. And my passion will always be working with the end user.