2010 Hand PPE Study - Editorial - ISHN

HVAC Brand AwarenessCopyright © 2010 by Clear Seas Research/BNP Media. All rights reserved.

Results of this study cannot be used in whole, or in part, for promotional literature or otherwise without the expressed written permission.

Which brands of HAND personal protection equipment are considered primary secondary by users?

What factors and product attributes are driving purchase decisions?

The Hand Personal Protection Equipment Study provides clear and actionable insight to give your company a competitive edge.

2010 Hand PPE Study Editorial Report

Copyright © 2010 by Clear Seas Research/BNP Media. All rights reserved.Results of this study cannot be used in whole, or in part, for promotional literature or otherwise without the expressed written permission.

2

2010 Hand PPE Study

Table of Contents – Full Report

9Study Results

12Preferred Purchase Source for Hand Personal Protection Products

18Changes in Employee PPE Purchases

19Top 3 Preferred Information Sources for PPE Purchases

20Value Added Service

7Key Findings

17Employee PPE Purchases

Employee Purchases

15Preferred PPE Purchase Channels

Purchase Channels

14PPE Purchase Channels

11Purchase Sources for Hand Personal Protection Products

Purchase Sources

6Study Overview

5Purpose & Objectives


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2010 Hand PPE Study

Table of Contents (cont.) – Full Report

40Primary Manufacturer by Region

39Primary Manufacturer by Primary Purchase Channel

38Primary Manufacturer by Preferred Source

36Secondary Manufacturers

35Likelihood to Recommend Primary Brand

34Loyalty – Likelihood to Switch Primary Brand

33Overall Satisfaction With Primary Brand

31Primary Manufacturers

272010: Brand Satisfaction Comparison

22Attribute Importance in Brand Selection

29Loyalty – Likelihood to Switch Primary/Secondary Brand

30Likelihood to Recommend Primary/Secondary Brand

28Overall Satisfaction With Primary/Secondary Brand

26Primary and Secondary Brands

Brand Satisfaction25Manufacturer Attribute Ratings for Hand PPE

Product Attribute Importance


4

2010 Hand PPE Study

Table of Contents (cont.) – Full Report

44Company Revenue

45Regional Representation

43Number of Employees

42Primary Industry Served

Demographic Profile


5

2010 Hand PPE Study

Study PurposeThe purpose of the 2010 Hand Personal Protection Equipment (PPE) CLEAReport is to understand the primary drivers of the purchase decision making process, how brands are perceived and what elements most impact customer satisfaction and brand loyalty.

Research ObjectivesSpecific research objectives include:

Understanding brand familiarity

Identifying brands purchased

Determining purchase decision drivers

Evaluating perceptions of product quality

Quantifying brand satisfaction

Understanding switching behavior

Purpose & Objectives


6

2010 Hand PPE Study

Study Overview

Methodology

Target Audience: A total of 41,858 active, qualified ISHN subscribers who have purchase influence over hand personal protection equipment

Sample Selection Method: Systematic sample from the domestic circulation (on an Nth name basis)

Survey Method: E-mail

Incentive: Drawing for one of five American Express gift checks valued at: (1)$250, (1)$100, (3)$50

Field Dates: February 17 - March 15, 2010

Completed Returns Summary:

Analysis And Presentation

Tabulations were generated using a statistical software package. Additional analysis was conducted using SPSS a statistical software program.

The data is presented in graphical and tabular format detailing the number of respondents who answered each question.

Some questions in this survey requested respondents to write in a response. These responses have been categorized to be quantifiable. The verbatim responses are available on request.

1%23023,973NA23,97320082010 2%

Response Rate

767

Usable Returns

40,6101,24841,858

Usable BaseUndeliverable /

Opted-OutNumber E-Mailed


7

2010 Hand PPE Study

Study Results


8

2010 Hand PPE Study

Purchase Sources


9

2010 Hand PPE Study

Q2. From what sources do you purchase Hand personal protection products from?

n = 767

Purchase Sources for Hand Personal Protection ProductsOver three in five respondents purchase their hand personal protection products from general industrial supply/MRO distributors. Specialized safety distributors are also heavily utilized, followed by industry distributors.

General industrial supply/MRO distributor

Industry distributor(welding/construction/electrical)

Retail outlet/Home center (Wal-Mart/Lowe’s)

Differences of 3.0% are considered significant using a 90% confidence interval and are indicated by

Other Mentions:Contracted vendor/warehouse (3)Internet (3)Blazer ProcurementGSA GovernmentIn-house supplyLab supply companiesLowest bidderPurchasing department approved contractorsShared contractsSmall business directoryState contract vendor2%

17%

20%

22%

31%

54%

62%

0% 20% 40% 60% 80% 100%

Other

Direct mail catalog

Direct from PPE manufacturer

Specialized safety distributor


10

2010 Hand PPE Study

Q3. From which ONE source do you most prefer to purchase Hand personal protection products from?

Preferred Purchase Source for Hand Personal Protection ProductsRespondents prefer to purchase their hand personal protection products from a general industrial supply/MRO distributor or a specialized safety distributor. There is a significant increase in respondents who purchase their products directly from the PPE manufacturer.

General industrial supply/MRO distributor

Industry distributor(welding/construction/electrical)

Retail outlet/Home center (Wal-Mart/Lowe’s)


Total may not equal 100% due to rounding

4%

2%

3%

9%

2%

35%

46%

2%

4%

6%

8%

8%

35%

36%

0% 20% 40% 60% 80% 100%

Other

Direct mail catalog

Direct from PPE manufacturer

Specialized safety distributor

2010 (n=767)2008 (n=230)


11

2010 Hand PPE Study

Purchase Channels


12

2010 Hand PPE Study

Q4. What percentage of all of your PPE purchases are ordered through each of the channels listed below?

PPE Purchase ChannelsAs compared with 2008, there is a significant increase in respondents who order their PPE via the Internet, along with a decrease in those purchasing via Catalog sales.

In-person from distributor/ manufacturer sales rep making

call on your workplace

Walk-in purchase that you make at distributor or retail outlet



6%

21%

26%

26%

20%

7%

18%

20%

26%

29%

0% 20% 40% 60% 80% 100%

Catalog

Telephone

Internet

2010 (n=767)2008 (n=230)


13

2010 Hand PPE Study

Preferred PPE Purchase ChannelsRespondents primarily prefer to purchase their PPE through the Internet. There has been a significant increase in the number of respondents who prefer to purchase through the Internet, while significant decreases have occurred for Catalog and In-person channels.

In-person from distributor/ manufacturer sales rep making

call on your workplace

Walk-in purchase that you make at distributor or retail outlet

Q5. From which ONE channel do you most prefer to purchase personal protection products from?


5%

24%

26%

18%

27%

7%

17%

19%

20%

37%

0% 20% 40% 60% 80% 100%

Catalog

Telephone

Internet

2010 (n=767)2008 (n=230)


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2010 Hand PPE Study

Employee Purchases


15

2010 Hand PPE Study

39%

22%

8%

1%

30%

0%

10%

20%

30%

40%

50%

Catalogs Credit cards Vouchers Vendingmachines

Other

Employee PPE PurchasesEmployee purchases are primarily made via catalogs, followed by credit cards and vouchers.

n = 767

Q6. What percentage of your employees personal protection equipment purchases are made via:Differences of 3.0% are considered significant using a 90% confidence interval and are indicated by

Other Mentions:Company billed/purchase order (97)Company supplied (70)Retail/local store (20)Sales rep/distributor/preferred vendor (20)Cash/check/debit card (16)Internet/online (16)Onsite store/supply (13)Telephone (6)Contracts/State contract (4)Purchasing department (4)Company representative (2)Conferences/trade shows (2)Purchasing agent (2)Quotes (2)Various vendor catalogs (2)ContractorCounter salesFace to face industry salesFlea markets cheapest spotsGeneral supply vendors that call on our mills often have specials on items like glovesInternal pricing source to budgetary linesOur internal inventory system, cross-stocked from manufacturer or distributorPrice agreement with distributorStanding ordersWalk in to distributor


16

2010 Hand PPE Study

3%

7%

64%

21%

4%

0% 20% 40% 60% 80% 100%

Decrease significantly

Decrease slightly

Stay the same

Increase slightly

Increase significantly

Changes in Employee PPE PurchasesAlmost two in three respondents expect employee purchases to remain the same over the next year.

n = 767

Q7. Do you expect the percentage of PPE purchases that are made by employees in the next year to:

Total does not equal 100% due to rounding

25% anticipate increase

10% anticipate decrease


17

2010 Hand PPE Study

4%

4%

10%

8%

8%

8%

10%

11%

10%

11%

14%

7%

3%

7%

7%

8%

11%

11%

12%

13%

18%

3%

5%

6%

4%

8%

12%

14%

42%

13%

15%

17%

20%

21%

25%

29%

34%

38%

73%

2%

2%1%

2%

1%

1%

1%

3%

2%

4%

4%

7%

0% 20% 40% 60% 80% 100%

Other

Trade associations

Print advertisements

Internet advertisements

Trade shows

Distributor's website

Manufacturer's website

Manufacturer sales rep

Trade magazines

Internet search engines

Peer recommendations

Distributor sales rep

Company catalogs/product literature

Third Second First

Top 3 Preferred Information Sources for PPE PurchasesCompany catalogs/product literature, Distributor sales reps and peer recommendations are the top 3 preferred information sources.

Q8. Which of the following are your TOP 3 preferred information sources to use when deciding which PPE products to purchase?

n = 767


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2010 Hand PPE Study

5%

1%

4%

10%

8%

16%

5%

20%

31%

5%

4%

7%

9%

9%

10%

11%

15%

32%

0% 20% 40% 60% 80% 100%

Other

Just-In-Time delivery

Training in PPE product use

2010 (n=767)2008 (n=230)

Value Added ServiceProviding “One-Stop Shopping” is the most important ‘value added’ service when making a PPE purchase.

Q9. When purchasing PPE, which ONE “value added” service provided by your purchasing source is most important to you?

Assisting with OSHA compliance requirements

Assessment of workplace risks that require use of PPE products

“One-Stop Shopping”(PPE head-to-toe products available)

Source’s knowledge of your workplace hazards/needs

Source’s knowledge of OSHA requirements

Maintenance or repair of products



Other Mentions:Product knowledge (6)Service (5)Ability to sample/try out products (3)Price/cost (3)Availability (2)Quality (2)Value (2)ContractGSA supplierOutsourced warehouseSafetySales by consignmentSources of technical/research information for the use and limitations of the productSupporting research that reflects effectivenessTesting data to support advertised capability


19

2010 Hand PPE Study

Product Attribute Importance


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2010 Hand PPE Study

34%

39%

34%

32%

32%

29%

36%

24%

29%

19%

26%

12%

18%

11%

16%

49%

36%

41%

60%

47%

64%

54%

69%

61%

79%

68%

87%

79%

86%

82%

83%

75%

75%

92%

79%

92%

90%

93%

90%

98%

94%

99%

97%

97%

98%

0% 20% 40% 60% 80% 100%Important (7-8) Very Important (9-10)

Product Quality/Reliability

Product Availability

Comfort

User-FriendlyProduct

Product Life

Customer Service

Ventilation

Quality of Distributors

2010

2008

2010

2008

2010

2008

2010

2008

2010

2008

2010

2008

2010

2008

2010

2008

9.3

9.4

9.2

9.4

8.9

9.1

8.5

8.8

8.4

8.7

7.9

8.6

7.6

N/A

7.6

8.1

Attribute Importance in Brand SelectionProduct quality/reliability and comfort are the most important characteristics when purchasing hand PPE, followed by product availability. There is a significant decrease in ‘Very Important’ ratings for almost all attributes. Customer service and quality of distributors are believed to be important to significantly fewer industry professionals today compared to two years ago.

2010 n=767 2008 n=230

Q10. Using a “1” to “10” scale, where “1” is Not at All Important and “10” is Very Important, please rate how important each of the attributes or characteristics are when selecting or purchasing Hand PPE.

Mean

N/A

Differences of 5.8% increase/decrease /


21

2010 Hand PPE Study

40%

30%

33%

39%

31%

40%

40%

36%

35%

33%

34%

29%

29%

38%

35%

28%

13%

20%

33%

21%

32%

23%

41%

27%

42%

35%

50%

39%

43%

37%

68%

43%

53%

72%

52%

72%

63%

77%

62%

75%

69%

79%

68%

81%

72%

0% 20% 40% 60% 80% 100%Important (7-8) Very Important (9-10)

Price

Technical Support

Knowledge of SalesRepresentative

WebsiteInformation

Product Innovation

Breadth ofProduct Line

Style

Brand or CompanyReputation

2010

2008

2010

2008

2010

2008

2010

2008

2010

2008

2010

2008

2010

2008

2010

2008

7.5

8.0

7.3

7.9

7.3

7.6

7.0

7.6

7.0

7.3

6.4

7.4

6.4

N/A

5.9

7.2

Attribute Importance in Brand SelectionOverall importance among respondents has declined significantly from 2008 to 2010 on price, sales rep knowledge, technical support, website information, product innovation, breadth of product line and brand reputation.

2010 n=767 2008 n=230

Q10. Using a “1” to “10” scale, where “1” is Not at All Important and “10” is Very Important, please rate how important each of the attributes or characteristics are when selecting or purchasing Hand PPE.

Mean

N/A

…continued from previous page.



22

2010 Hand PPE Study

Demographic Profile


23

2010 Hand PPE Study

Primary Industry Served

Q16. Which industry do you primarily serve?

2%2%Wood/Furniture Product Mfg.--2%General Manufacturing

4%8%Public Admin/Government

--1%Coatings/Powders

--1%Retail/Sales--1%Pharmaceutical

18%4%Other

--1%Environmental/Agriculture--1%Ship Manufacturing

--1%Aerospace--1%Automotive

3%1%Computer & Electronics Mfg.<1%1%Textile Mills/Apparel Mfg.2%1%Mining

2%2%Education Services2%2%Electrical/Appliance & Component Mfg.2%2%Paper Mfg.5%3%Healthcare & Social Assistance2%3%Transportation & Warehousing4%3%Transportation Equipment Mfg.3%3%Machinery Mfg.4%3%Printing/Information4%4%Professional/Scientific/Technical Services5%4%Plastics & Rubber Products Mfg.2%4%Primary Metal Mfg.2%4%Petroleum & Coal Products4%4%Food/Beverage Mfg.5%7%Utilities/Waste Management

10%7%Chemical Mfg.

9%9%Fabricated Metal Products8%12%Construction

2008n=230

2010n=767


Other Mentions:Air Filters/Oil Filters (2)Ethanol Industry (2)Meat Industry (2)Metal Finishing (2)Abatement ContractorsAmusement ParkArena/Convention/StadiumCorragate IndustryDemo, Steel Erection, Trucking, Machinery MovingEyeglassesFacility & Plant ServicesFacility ManagementGeneral Industrial SafetyHVAC EquipmentIndustrial Equipment RepairNonferrous FoundryPaintParts DistributorPrecious Metals RecyclingRoofing Products and Sandblast MediaTool & Die


24

2010 Hand PPE Study

Q19. How many people are employed at this location?

Number of Employees

n =767



23%

14%

18%

9%

6%

5%

4%

3%

1%

2%

2%

14%

0% 20% 40% 60% 80% 100%

1-49

50-99

100-199

200-299

300-399

400-499

500-599

600-699

700-799

800-899

900-999

1,000 or more


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2010 Hand PPE Study

24%

4%

5%

14%

14%

10%

6%

11%

11%

28%

6%

8%

13%

12%

13%

4%

7%

8%

0% 20% 40% 60% 80% 100%

Prefer Not to Answer

Under $1 million

$1 - $4.9 million

$5 - $24 million

$25 - $99 million

$100 - $499 million

$500 - $999 million

$1 - $4.9 billion

$5 billion or more

2010 (n=767)

2008 (n=230)

Q18. What was your company’s total revenue for 2009 – including all locations, divisions and subsidiaries?

Company Revenue




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2010 Hand PPE Study

Q17: In what state are you located?

Regional Representation

767

15%

34%

19%

32%

2010

229

14%

30%

20%

35%

2008

Northeast

Region

Sample Size

Midwest

West

South




27

2010 Hand PPE StudyCopyright © 2010 by Clear Seas Research/BNP Media. All rights reserved.

Results of this study cannot be used in whole, or in part, for promotional literature or otherwise without the expressed written permission.

Industry KnowledgeClear Seas Research’s extensive network of industry experts and professional trade

associations maximizes accuracy within studies and promotes interaction with the target audience. Utilizing a team of qualified, experienced market analysts Clear Seas

Research provides actionable results with solid research recommendations.

Clear InsightThrough expert insight and actionable results Clear Seas Research facilitates superior

decision making in today’s business world.

For more information please contact:Beth Surowiec at 248.786.1619 or [email protected]

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2010 Hand PPE Study - Editorial - ISHN