Lights out

Use these tips from the pros when selling industrial flashlights.

Most homes have more than one. But simply owning a flashlight doesn’t make you an expert, particularly when it comes to flashlights intended for industrial and construction job sites. Here’s some information to help you learn more about what you should know to sell professional-quality flashlights.

All flashlights are not created equal, says Walter Kaihatu, vice president of sales for Streamlight Inc. in Norristown, Pa. Some lights are designed to perform in a specific environment, such as in a confined space. That’s why it’s important for distributor salespeople serving the industrial and construction market to understand exactly how their customers intend to use the product.

“The ultimate responsibility falls on the distributor salesperson to communicate the various features and benefits of industrial flashlights. Only then can they recommend the appropriate lighting device,” he says.

One of the most important things to know is if the flashlight will be used in a hazardous location, where the atmosphere may contain ignitable concentrations of gas, dust or fibers, adds June Dutka, marketing director for Koehler-Bright Star in Wilkes-Barre, Pa.

She explains that a flashlight contains an electric circuit. The heat alone is enough to ignite some combustible atmospheres.

“Hazardous locations are more common than many people realize. For instance, grain elevators, food processing plants and areas where equipment maintenance are done can all be hazardous locations,” she says. “If the light may be used in a potentially hazardous location, it’s important to choose a product that has been tested by an agency such as Underwriters Laboratories (UL) for use under the type of conditions located at the facility,” she says.

Most flashlight users are unaware of the risks lighting devices pose in certain situations. That’s why third-party testing organizations, such as UL and Factory Mutual Research Corporation, test lighting equipment for use in specified hazardous locations to ensure their safety. Flashlights that meet applicable safety standards receive “ratings” or “listings” approving the light for use in certain hazardous locations.

The National Electrical Code (NEC) uses the following four terms to classify potential hazards:  Class, Division, Group and Temperature Code.

Class refers to the possibility of an explosive atmosphere. Class I indicates a situation where flammable gases, vapors or liquids could be present, such as in a propane tank. In a Class II atmosphere, such as in a grain silo, combustible dusts may be present. In a Class III atmosphere, such as in a manufacturing facility with airborne metal shavings, there is the possibility of ignitable fibers.

Division refers to the likelihood that an explosive atmosphere is present where equipment operates. Division 1 is an environment where an explosive atmosphere may exist under normal operating conditions, such as inside an oil or gasoline tank or in certain confined spaces. Division 2 designates an environment where an explosive atmosphere is unlikely under normal operating conditions, such as a manufacturing facility where flammable substances like gasoline flow through pipes. In this instance, the explosive material is present only if something goes wrong, such as bursting pipes.

Group refers to the ignition-related properties of the explosive atmosphere. Seven Groups, ranging from A to G, encompass atmospheres containing acetylene to flour, starch or grain dusts.

Finally, Temperature Code indicates the auto ignition temperature of the specific flammable material in the environment. The equipment Temperature Code indicates the maximum surface temperature of the equipment allowed under normal operating conditions. Temperature Codes are designated from T1 (less than or equal to 450 degrees Celsius) to T6 (less than or equal to 85 degrees Celsius).

“The recent trend of industrial companies to downsize their safety departments presents an opportunity for distributors to become experts,” says Kaihatu. “Distributors who understand what makes an environment hazardous are more qualified to recommend appropriate flashlights for use in specific locations.”

Match the light to the task
Because industrial workers require flashlights for a diverse range of applications, recommend lights that reflect the right combination of features for a particular application. Utility workers, for instance, often require flashlights that are non-conductive. Many lights are now available in polymer casings that protect against electric shock, says Kaihatu.

A weather-resistant flashlight will be sufficient for workers who occasionally use them outdoors when it rains. But firefighters, coast guard crews or search-and-rescue teams should use a waterproof or submersible light, says Dutka.

Usability is another important issue to professional users considering portable lighting equipment.

“Go the extra mile with your customers. Ask them how they intend to use the light. Then, make sure you sell them a reliable solution,” says Kaihatu.

For example, some flashlights contain dual-filament bulbs, allowing users to switch from one filament to another, providing an instant back-up light source. Other models provide a spare bulb in the end cap for emergency situations. Lights featuring adjustable spot-to-flood beams provide a variable spectrum of light for use in specific circumstances.

Paul Putas, industrial sales manager for Underwater Kinetics of Poway, Calif., frequently asks end-users if it would be easier for them to do their job with their hands free instead of holding a flashlight in one hand.

“If so, we have a number of options. We have lights that slip on ball caps and lights that adapt to a variety of safety helmets,” he says.

The weight and size of a flashlight may also be a factor. For instance, a light worn on the head or helmet should be lightweight to reduce stress to the neck. “If it’s going to be worn on a shoulder strap, it should face forward. If the user will be wearing gloves, the switch and handle should be large enough to enable him to use the light without taking the gloves on and off,” Dutka says.

Some flashlights feature a textured grip, a handy feature for professionals who work in slippery or wet conditions.

The power of light
Xenon, krypton and halogen bulbs are among the most popular used in flashlights. Advances in bulbs have made flashlights brighter and more versatile. Recent innovations include computer-designed reflectors; extremely bright, pre-focused lamp module assemblies; and dual-filament bulbs for switching instantly from one filament to another without delay.

Another innovation, and an alternative to filament-based bulbs, is the high-intensity light emitting diode (LED) “solid-state” bulb. Unlike filament bulbs, the LED reduces drain on battery power, provides a controlled light beam, lasts up to 100,000 hours and never burns hotter than 100 degrees, providing an option for confined spaces.

Users also must decide between a rechargeable and non-rechargeable flashlight. For daily use, rechargeable batteries save money but may provide only about two hours of continuous run time before the battery dies with little or no warning. Make the wrong recommendation, and you could leave your customer in the dark.

This article appeared in the July/August 2003 issue of Progressive Distributor. Copyright 2003.

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