Disposable gloves have many uses in agriculture, especially when it comes to dairy farming. Nitrile gloves, for example, are perfect for this application.
According to Progressive Dairyman, gloves have experienced increased usage in this industry over the past ten years. This is because of a need for improved worker and animal health – not to mention, a desire to produce higher-quality milk. In fact, nearly 50 percent of all dairy farms use gloves because of these reasons.
Nitrile gloves in particular provide several benefits:
Cleaner milk due to less bacteria transferred from hands to the milk, as the bacteria does not adhere to the nitrile as easily as to the crevices of your hands
Protection against repeated exposure to teat dips
Superior resistance to iodine used to prevent contamination between cows, a resistance not found with latex gloves
Progressive Dairyman noted this sanitation practice is crucial for dairy farms. If cows become infected, they represent lost revenue. This problem becomes worse if an infection spreads between cows. Rather than risking lost profits and low-quality milk, dairy farmers should be sure to replenish their nitrile glove supplies to get the appropriate level of barrier protection.
Unlike latex gloves, nitrile and vinyl gloves do not come from natural rubber. These gloves come from synthetic materials, but the manufacturing process is not too different from latex glove production.
Here is an overview of how manufacturers create these gloves:
Creating the synthetic materials The processes for creating the nitrile and vinyl materials is similar.
The nitrile butadiene rubber (NBR) used for nitrile gloves is a copolymer, which is a substance derived through the bonding of different molecules. In the case of NBR, the two parts are butadiene and acrylonitrile, which chemists combine using a process known as copolymerization. These molecules provide specific advantages for the gloves: Acrylonitrile enhances the chemical resistance, while butadiene creates flexibility and tear resistance.
Vinyl gloves come from polyvinyl chloride (PVC) monomers alone. Because chemists use only one species of monomer to create PVC, the material is known as a polymer. Once they have polymerized the substance, the chemists add a chemical called a plasticizer to the PVC. The plasticizer makes the material flexible – otherwise, the PVC would be rigid, as it is when used to form pipe. PVC is inexpensive to create, making it a cost-effective alternative to latex and for applications where glove changes occur frequently.
Producing the gloves Once the synthetic materials are available, they go to the factory for production. With a few exceptions, this process is mostly the same as the steps for manufacturing latex gloves:
The manufacturing equipment first runs ceramic, hand-shaped formers through water and bleach to clean them and remove any residue from the previous run. The formers then dry to remove all the water. Then, they dip in a mixture of calcium carbonate and calcium nitrate, which helps the synthetic materials coagulate around the formers. Afterward, the formers dry again.
The equipment dips the formers in tanks full of NBR or PVC. The following step involves heating the materials at a high temperature to form the gloves as they dry.
For easier donning, nitrile gloves undergo one of two processes: chlorination or polymer coating. Chlorination involves exposing the gloves to chlorine – as an acid mixture or gas – to make the material harder and more slick. Polymer coating lubricates the glove surface by adding a layer of polymer.
Finally, in what is known as the stripping phase, the gloves are removed from the formers. This is called the stripping phase.
Checking for quality The last steps of the manufacturing cycle include testing the gloves and shipping them.
The quality control process, which is based on standards from the American Society for Testing and Materials (ATSM) and regulated by the U.S. Food and Drug Administration (FDA), includes the pinhole leak test. While all gloves have some pinholes, this test tells manufacturers whether a glove has enough pinholes to lead to a noticeable leak.
After filling the gloves with 1 liter of water, the workers hang them upside down for two minutes to see if the gloves can hold the water. Exam-grade gloves undergo more intensive testing than industrial-grade gloves – the latter is composed of gloves that meet basic quality tests but not the higher standards for exam grading.
These tests adhere to acceptable quality limits (AQLs), which are percentages indicating how many gloves in a batch must fail the test to determine if the entire batch fails.
The final step is for workers to package and pack the gloves. Then, the gloves ship from the manufacturing facilitates in Southeast Asia via ocean freight to their final destinations. With this journey, the gloves have taken the final step from being molecules to effective barrier protection.
Selling disposable gloves is an endeavor that focuses on prospective customers and putting the experience in their hands. Often, salespeople will spend most of their time demonstrating a product and explaining features without actually getting customers involved. Whereas, engagement and paying attention to customer needs are keys to growing business.
Product demonstrations show your expertise as a glove salesperson and give customers the opportunity to see the gloves in action, but you must direct your knowledge toward their needs. This starts with determining which glove types would work best for a prospect. The next step is letting customers feel the difference with glove samples.
Asking the right questions Product demonstrations show your extensive knowledge of glove materials and features, but how do you prove that you understand your customers? You must tailor the products displayed in your demos to a prospective customers’ needs.
This is why it is important to ask the right questions before you start pulling out a bunch of glove samples. For instance, what do prospective customers need from their gloves? Do they need to change gloves quickly between customers or need a thicker glove for longer duration use?
Asking the right questions is also a good way to overcome common objections that come with glove sales. Doing so allows you to listen to a prospective customer’s concerns, show you empathize and pinpoint past customers who benefited from your products.
Using glove samples If you want to convince customers to purchase your products, you must give them something to experience. This is why it is essential to bring glove samples when talking to prospects.
Wearing gloves is a tactile experience, so customers should try them on to get a full understanding of what each glove type has to offer. Customers can examine the feel, fit, material, thickness and sizing. Plus, the gloves are available for on-site testing with chemicals and solvents. If customers try the gloves before they buy, they will know the products they select are the right gloves for the job and fit well. These benefits reduce returns.
Samples also allow you to save money. AMMEX sends these samples in master bags of individually packaged pairs. Instead of opening a box of gloves from your inventory – thereby losing the ability to sell that box – you will have the samples on hand.
Keeping the customer in mind Remember that you want the future customers to feel involved. The more you empathize, listen and make the demo interactive, the more they will have that feeling of confidence.
Contact an AMMEX representative today or contact us on our website to get started on becoming a distributor. If you are already a distributor, speak with your salesperson to discover more about what AMMEX can offer for you.
A labor dispute between shipping employers and the International Longshore and Warehouse Union on the West Coast has recently shut down operations due to the two parties failing to reach a compromise. Ports were closed Feb. 12 and will be closed Feb. 14-16.
This has noticeably crippled U.S. shipping, particularly for Asian imports, Reuters reported. In fact, these ports handle 70 percent of imports from Asia. With most of the world’s rubber coming from Asia, the shutdowns will impact supply chains for rubber products, including disposable gloves.This labor dispute has affected 29 ports on the West Coast, and freighters are backed up in each of these locations. The unloading of these freighters, which are stocked with countless containers full of products ready for distribution, will be delayed until the union and shipping employers have reached an agreement. Currently, the tension between these two parties remains high.
The National Retail Federation has appealed to the White House to help end the dispute, as the issue is hurting many businesses and consumers, The New York Times reported. As this situation develops, distributors must remain aware that the disagreement will impact supply lines for products and materials from Asia, leading to unforeseen delays in deliveries.
The situation not only impacts importers, but exporters as well. Containers sitting at the port full of goods, destined for the United States, cannot be unloaded and refilled with goods destined for Asia. Even after the two parties have reached an agreement, it will take several months for shipping and port times to normalize.
AMMEX has bolstered its supplies in anticipation of a strike. However, the length of this situation is unpredictable and may affect our inventory down the road.
Regardless of what you are selling, you are going to face objections. Cold calling salespeople understand this and know they must have the skills to overcome counterarguments. This even holds true where free products and services are available as part of a promotion.
Salespeople must hammer out a process for addressing objections head on. However, while the representative is doing all the work and the endeavor ultimately seeks to sell a product or service, tackling objections is a client-focused experience. This is the foundation of the Feel, Felt, Found strategy in sales.
Feel: Show empathy The first step in this process is listening and conveying understanding. Too often, salespeople will be focused on mentioning the next product feature that they will not take the time to actually hear why the potential client is initially uninterested. This hurts the interaction in two ways: the customer does not feel appreciated, and the salesperson is not highlighting benefits that directly address the specific objections.
One objection common to disposable gloves is that many prospective customers say they do not sell gloves. This is a much different response from a potential client who buys from another distributor, and salespeople must hone in on this difference.
Felt: Use relatable experiences Many industries will see the same objections across leads, meaning sales teams will have a plethora of past experiences where they succeeded in overcoming objections. These stories tell future customers they are not the first people to have reservations, and they will not be the last people to see how the target products and services address those concerns.
A gloves salesperson could reference that many potential clients said they did not sell gloves until they found out 80 percent of their customers were getting gloves from somewhere else. This figure is typically a tipping point for uninterested leads.
Found: Bring out the value proposition To seal the deal, salespeople must be specific about how those past clients found what they needed in the proposed product or service. AMMEX seeks to ensure all our distributors are able to grow sales by utilizing the Sales Acceleration Solution®, which includes gloves samples, marketing support and other tools to help them develop a fast-growing product line and attractive margins. For example, a past client saw its revenue increase once it began selling disposable gloves.
Now that you have the three components, what does this look like in a common situation? AMMEX seeks to ensure all our distributors are able to grow sales by utilizing the Sales Acceleration Solution®, which includes gloves samples, marketing support and other tools to help them develop a fast-growing product line and attractive margins. As our distributors begin using our Sales Acceleration Solution®, they may find clients who say they don’t use gloves. We suggest responding with:
I know how you feel. A few years ago, I didn’t’ use gloves for many of the applications I use them for today. I felt as though it wasn’t necessary. But what I’ve found is that the barrier protection gloves provide give me peace of mind that I am not being exposed to harmful chemicals and protecting myself. As a business owner, you can provide another component to your safety program for not a lot of extra cost. Would you like to try a sample of our gloves to see how they work for your application?
Along with the marketing support provided in our Sales Acceleration Solution®, AMMEX also offers a wide range of sales training support. Contact an AMMEX representative today or contact us on our website to get started on becoming a distributor. If you are already a distributor, speak with your salesperson to discover more about the services available to you.
Natural rubber latex glove production is an interesting process that starts with nature and ends with comprehensive barrier protection. Each step along the way ensures the gloves are of the utmost quality when they arrive to distributors and end users. Here is an overview of the production cycle from start to finish. How latex gloves are made:
The harvesting phase The process begins with the Hevea brasiliensis tree, which mostly grows in Southeast Asian countries like Vietnam, Thailand and Indonesia. Farmers extract the trees’ milky white latex sap from mature trees through a process called tapping. This occurs in the early morning, as the sap coagulates faster when temperatures rise later in the day. Farmers start by stripping bark from the tree at a downward curve. This directs the sap to a spile, which then allows the latex to drip into a cup affixed to the tree. Then, farmers boil the milky white latex to make it more concentrated, which gives the sap a consistency similar to syrup. Rubber trees are suitable for tapping for five years.
“Farmers remove latex from trees through a process called tapping.”
The production phase Once farmers collect the sap, it goes to a factory for production. This phase includes several steps:
Preparing the latex: While latex gloves come from natural rubber latex, they are not 100 percent pure. This is because manufacturers combine the latex concentrate with a number of compounding chemicals during the initial step of the production process. This step enhances the latex’s properties, such as the elasticity, as well as stabilizes the material and its shelf life.
Cleaning the formers: To mold the latex into the shape of a glove, manufacturers use hand-shaped ceramic formers. The first task is to wash these formers by dipping them in water and then bleach. This ensures no residues are left from the previous batch. Afterward, formers dip into a chemical solution of calcium carbonate and calcium nitrate to help the latex stick.
Dipping in latex: Once the formers are ready, manufacturers dip them into a tank full of latex, with the length of time the former is immersed in the tank varying based on the desired glove thickness.
Vulcanizing the rubber: To ensure the rubber does not crack while drying, the formers enter an oven to dry and solidify. The development of the vulcanization process was integral to the creation of the latex rubber.
Leaching the gloves: This process involves dipping the gloves in water tanks and removing excess latex proteins to lower the risk of wearers having an allergic reaction and enhance the feel.
Beading the cuffs: Once the gloves are done with leaching, the manufacturers roll the cuffs to make the gloves easier to remove. The gloves may undergo leaching again after beading.
Applying powder: If the gloves are powdered, they enter a wet food-grade cornstarch powder slurry. Afterward, manufacturers dry the gloves again.
Chlorinating or polymer coating the gloves: If the gloves are powder free, they undergo alternative processes to facilitate easier donning. The first is chlorination, which makes the latex less tacky. The second involves coating the gloves with a polymer, which makes the surface smoother.
Stripping the gloves: Once the gloves are finished, workers remove them from the formers by hand.
“Medical-grade gloves are subject to more rigorous testing.”
The quality control phase To ensure the gloves are of the highest quality, manufacturers test them. Workers test gloves using methods from the American Society for Testing and Materials (ATSM), and the U.S. Food and Drug Administration (FDA) regulates these standards. The pinhole leak test is one of these methods. Workers first fill the gloves with one liter of water. Then, they close and hang the gloves to check for leaks.
The tests adhere to guidelines regarding acceptable quality limits (AQLs). These standards designate a percentage to evaluate a batch of gloves. If a batch’s failed gloves exceed this percentage of the total batch, all the gloves in that batch fail.
The results of these tests determine whether the gloves will be industrial- or medical-grade. The latter are subject to more rigorous testing.
The packaging phase Once the gloves are done with production, workers package and pack them for shipping. The gloves travel from the manufacturing plants in Southeast Asia to the U.S. by ocean freight.
And there you have it, that is how latex gloves are made. From something as simple as tree sap, you get durable barrier protection in latex gloves. Learn how you can add the durable protection of Latex Gloves to your product line today, by becoming an AMMEX Distributor. More disposable glove distributors rely on AMMEX to supply their customers with superior barrier protection products.
Did you know economists predict Americans will spend $1.7 billion on candy this Valentine’s Day? That finding comes from the National Retail Federation and indicates a large need for disposable gloves in the food industry as the holiday of love approaches.
In addition to buying their sweethearts stuffed animals and roses, many consumers will shell out for chocolates, candy hearts and other holiday-themed treats. Plus, restaurants across the nation will be packed with couples looking to express their love over a nice meal.
With food processing and food service workers kicking into high gear in the days before and on the holiday, they will need extra gloves for increased production. This can be especially true in restaurants, where many chefs will be finding creative ways to hide engagement rings in desserts.
Food service workers already go through at least 20 pairs of gloves on average for a normal business day, so imagine what they will use on Valentine’s Day. Whether its preparing an array of heart-shaped entrees or packing the billions of conversation hearts the National Confectioner’s Association says manufacturers produce each year, show consumers some love by stocking up on disposable gloves.
When was the last time you stopped and evaluated your relationship with your disposable glove vendor? Sure, they sell you gloves, but what do they do to help you sell those gloves to your customers?
Not all vendors will provide you with what you need to become successful selling their products, and you don’t have to be content with that type of relationship. In fact, you should seek something more akin to a partnership that helps you grow and develop in your glove sales strategies. Batman did not hand Robin a bunch of gadgets and send his young ward off to fight crime alone, and you should not get that treatment from any vendor.
With AMMEX, you become part of a similar dynamic duo. We want to see you succeed and provide the tools, guidance and assistance so you will achieve your glove sales goals.
What do you get for your money? When evaluating your vendor, you must look at a variety of factors to determine if that interaction is more relational or transactional. While the transaction is a part of any relationship with the vendor, it should not be the only part. If your vendor’s sales representatives contact you only when it’s time to reorder, you may not be in a strong relationship. AMMEX
Here are some questions to ask yourself to determine if your vendor is taking the extra step:
Does the vendor understand full scope of your business? According to ZDNet, this is one of the most important aspects of evaluating a vendor. If your glove supplier does not understand what you do or your market, how will it ensure you are getting the right types of gloves for your customers? For example, say you own a wholesale auto parts company, and your sales contact is pushing you to supply medical gloves. That vendor is not advising the best product for your market.
Does the vendor keep in touch? This means more than checking in when your supply is low. Is your supplier recommending new products, and are those products viable for your market? When new industry trends appear, does your vendor keep you posted and provide some strategies for how to leverage those trends for sales? You do not want a vendor that is on autopilot during the entire relationship.
Does the vendor give you strategies for success? If your supplier has not given you some best practices for how to sell disposable gloves, then you are working with the wrong vendor. While gloves are useful in a number of industries, emerging market opportunities where employees traditionally did not wear gloves still present some opposition. What, if anything, is your vendor doing to help your team overcome those challenges?
The AMMEX total package When you are tired of not maximizing the opportunity, then it is time to succeed with the best. Let AMMEX supercharge your sales teams when it comes to glove sales. In addition to supply, we provide sales and marketing support.
AMMEX provides industry specific materials including marketing and samples tailored to your specific customer base. You will also receive custom flyers for your business. This allows you to get your customers up to date about all of AMMEX’s offerings while promoting your business as their one-stop shop for their barrier protection needs.
“Let AMMEX supercharge your sales teams.”
Do not think we are going to send you a bunch of marketing and sales supplies, and you are own your own. Before you get started, at AMMEX we not only get to know your business, but also provides insight to potential customers around your business. We evaluate your current customers and help you find new ways to generate sales. Additionally, we will keep you posted on any trends that could impact your sales and provide regular calls to ensure you are getting the most out of AMMEX’s products and support. We don’t want you to add a SKU if it is not the right thing for your business.
Like any vendor, we will let you know when we have new products. However, we will not inundate you with a ton of new gloves without telling your how they will work for your customers. Our Gloveworks Heavy Duty Orange Nitrile gloves, for example, provide a number of features, and if you have an industrial factory nearby, we are going to tell you the value proposition these gloves have for those customers.
What does your glove vendor do for you? Any vendor can sell you gloves. AMMEX is here to help you sell more. Contact your dedicated AMMEX representative today or contact us to become a distributor today! If you already partner with AMMEX but do not fully utilize the aforementioned sales and marketing tools, speak with your salesperson to take advantage of these services.
Be the disposable glove supplier your customers need with the AMMEX advantage.
Equipped with barrier protection, the Ebola fighters quieted the epidemic, earning the title of Time Magazine’s 2014 Person of the Year.
This distinction did not go to an individual, but instead, recognized the many medical professionals who risked their personal safety to help combat the Ebola outbreak in West Africa that turned into an epidemic. Media outlets have likened these individuals to brave heroes facing deadly villain.
“Proper barrier protection helped Ebola fighters slow the virus’s spread and earn the title of Time Magazine’s 2014 Person of the Year. “
Their main defense included intense containment protocols and barrier protection in the form of disposable gloves, hoods and other items. With the epidemic waning, it is clear that these measures have been successful in quelling this international threat.
In addition to being recognized as Time Magazine’s 2014 Person of the Year, The White House congratulated these courageous men and women for their achievement. While the Ebola epidemic is an extreme case, it demonstrates the importance of having the right personal protective equipment.
Whether you are in the ranks of Ebola fighters, a dentist or even performing an oil change, make sure you have the right gloves for the job.
While you may be aware of how various applications call for different disposable glove materials, how much do you know about glove textures?
How to describe glove textures Glove texture comes from the formers during production. Currently, there is no standard for describing the extent to which gloves are textured. Some gloves are only textured on the fingertips while others are fully textured.
Imagine the surface of a textured glove as a mountain range. If the valleys are deeper, the texture is more prominent. This allows more liquid to pass through the channels and for the glove to make greater contact with the surface of an object.
Here is an overview of texture types:
Smooth: These are gloves that do not have any texture, and most are vinyl. Smooth gloves are suitable for applications such as hair care, food preparation and food service.
Micro-roughened: This is the lightest form of texturing and is mostly for nitrile and latex gloves. In fact, 95 percent of nitrile gloves are microroughened. These gloves have a surface that appears to be lightly sanded and are great for medical applications because they provide additional grip for holding tools without disturbing patients or procedures. Additionally, they are more suitable for gripping small objects.
Aggressively textured: This category has the most intense level of texture. AMMEX Gloveworks Heavy Duty Orange Nitrile Gloves, for example, have a diamond raised texture, which is particularly useful for gripping fasteners, nuts and bolts when the glove is slippery. Manufacturers produce these gloves on textured formers, which require more material. This added thickness provides additional grip and protection.
The grip on latex gloves is not entirely from texture. Instead, manufacturers alter the finishing process by using less chlorine during chlorination to maintain surface tackiness.
Why use textured gloves Wearers of gloves can’t always control the environment, so choosing the right glove for the application they are being used in is essential. Texture is a key consideration when selecting the right glove for the job.