For dealers, disposable clothing is a product that requires intensive consultation. This guide shows what really matters in sales - from standards to materials to proper needs assessment.
What dealers should pay attention to when selling disposable clothing
Disposable protective clothing is not a standard item - it must fit the area of use, the risk, and the customer's budget. Dealers therefore face two main tasks:
- Objectively assess the protective performance
- Supporting customers in selecting the appropriate level of protection
This article summarizes the key points that must be considered in the consultation and product selection.
1. Needs analysis: No product recommendation without a risk analysis
A dealer should always ask about the area of use. Key factors include:
- Contact with liquids? If yes, which? (Water, oil, chemicals)
- Danger from solid dusts? (Asbestos, mineral fibers, wood dust)
- Risk from biological agents? (e.g., animal husbandry, medical fields)
- Is longer wear time planned? (Comfort is important)
- Are disposable suits part of a PPE concept or just hygiene items?
Note: The actual risk assessment always lies with the employer (ArbSchG, PSA-V).
Dealers may advise, but must not provide binding risk assessments.
2. Clearly explain protection type & standards
Many customers only have a superficial understanding of types 3-6. Dealers should explain these briefly and clearly:
|
Protection type |
Relevance in sales |
|
Type 3 |
For liquid contact under pressure - rare, but critical for safety |
|
Type 4 |
For spray mist, commonly in industry & cleaning |
|
Type 5 |
For hazardous dusts (e.g., asbestos) |
|
Type 6 |
For light splash protection - most common application |
Additionally important: EN 14126 for biological risks.
→ Standards verified (EN 14605, EN 13034, EN ISO 13982-1, EN 14126).
3. Recognizing material and seam quality
Many retailers rely solely on the product description - a mistake.
Important quality features:
Material
- SMS: Breathable, good for light industry
- Microporous laminate: Liquid protection, universally applicable
- PE film: High density, for risk areas - low wearing comfort
Seams
- Sewn = lower barrier
- Welded = higher tightness
- Overtaped = highest protection classes (Type 3/4)
→ Manufacturer data and standards confirm this distinction.
4. Fit & size consulting
Fit determines protection and comfort.
Retailers should pay attention to:
- Keep the manufacturer's size charts ready
- Recommendation: prefer slightly larger rather than too tight (risk of tearing)
- Check elastic bands on hoods, arms, and legs
- Consider freedom of movement for kneeling or lifting activities
5. Inquire about customer-specific requirements
Retailers should actively inquire about the following points:
- Color (e.g., blue/white for hygiene areas)
- Antistatic requirements (EN 1149)
- Packaging units (individual packaging, 25/50 cartons)
- Documentation / Certificates (CE, EU Declaration of Conformity)
- Repeat accuracy: Can the customer reorder exactly the same model later?
Especially resellers and industrial customers require CE documents and test reports - missing documents often lead to complaints.
6. Communicate price, quality, and delivery capability correctly
Disposable clothing is very price-sensitive. Retailers should explain:
- Why a higher price often means better material thickness and seam quality
- Why cheap products often have low tear resistance
- What minimum stocks are permanently available
- Whether alternative items exist in case of supply shortages
For retailers, the sale of disposable clothing is primarily a consulting topic. Knowledge about standards, types of protection, material quality, and a good needs analysis are crucial. Those who master these points provide customers with reliable decision-making assistance and avoid incorrect deliveries.