The eyes have it

Regardless of which customer segments you serve, there are nearly limitless opportunities to sell eyewash products.

by Dave Roll

It’s rare to find a product category that crosses virtually every customer segment. When it comes to eyewash products, however, the possibilities are nearly limitless. Eyewash products have universal appeal and are used in a variety of situations and industries. 

For example, take a few minutes to look around your house or apartment for potential hazards to your eyes. You store cleaning fluids, paint, paint thinners, gasoline, oil, plus your eyes are regularly exposed to dust and grit. If you look around your customers’ work places, you will find similar hazards and more. That means you can discuss eyewash products on just about every customer call.

Your supplier can be a valuable resource for additional information. But here are a few tips to help you sell eyewash products.

Delivery systems
Eyewash liquid comes in a variety of delivery systems meant to provide adequate flow and ease of use. Sterile eyewash liquid used to flush the eyes comes packaged in several different bottle sizes, from 1-ounce to 1-gallon containers. Often, work sites stock the bottles in first aid kits or wall-mountable back boards. Some job sites store bottles of eyewash liquid near the potential hazard or urge workers to carry them. An eye cup may be provided for liquid delivery.

Self-contained units in six- and 16-gallon sizes deliver treated water, plus heated units and protective covers are available.

Eyewash liquid can also be delivered by a plumbed unit. These units connect to a water supply and can include a shower device as well.

All these delivery systems for eyewash liquid must be user-friendly and tested/maintained on a regular basis.

Understand the law
The Occupational Safety and Health Administration (OSHA) standard for eyewash is ANSI Z358-1-1998. This standard requires 15 minutes of flow from a unit no more than 10 seconds away from a potential hazard. The initial flushing of the eyes is critical in saving the victims’ eyesight.

The standard instructs workers to use a personal eyewash liquid (any delivery system with less than 15 minutes of flow), then use a system for a minimum of 15 minutes, then seek medical attention.

No eyewash delivery system should take the place of qualified medical attention. Emergency eyewash units are not substitutes for proper primary protective devices. Workers should wear personal protective equipment as needed including eye and face protection.

Self-contained and plumbed units must meet specific requirements of the ANSI standard. For instance, the unit must have room to allow both eyelids to be held open and must deliver water flow to both eyes simultaneously. The nozzles of the units should be no less than 33 inches or more than 45 inches from the floor and 6 inches minimum from the wall.

In addition to being located no more than 10 seconds from the potential hazard, the emergency eyewash unit also must be on the same level as the potential hazard and the path to the unit must be free of obstructions. Stations should be highly visible and lit. It’s important that the fluid temperature is tepid for an effective flush and comfort.

Assess the workplace
Employers must do a safety assessment of their workplace to determine hazardous areas and must take corrective actions. To aid the employer, several eyewash manufacturers provide a survey form that helps identify potential hazards and suggested eyewash station solutions.

While you can provide survey forms, suggest eyewash stations and provide literature, the ultimate responsibility of selecting the proper safety equipment lies with the employer.

The need for eyewash liquid is everywhere. As a salesperson, you need to ask questions to determine needs and be alert to potential hazards. Keep eyewash liquid on your mind on every sales call.

Dave Roll is vice president of H.L. Bouton Co. in Wareham, Mass., a manufacturer of eyewash systems and other safety products. Reach him at (800) 426-1881.

This article appeared in the July/August 2002 issue of Progressive Distributor. Copyright 2002.

back to top                     back to Product Sales Training archives