Helping distributors sell smarter in one of the most critical PPE categories
Hand protection is one of the most commonly used—and commonly misunderstood—categories in the world of PPE. With hundreds of options and an alphabet soup of cut levels, coatings, and compliance standards, it can be tough for distributors to know where to start.
Here are five key things every distributor should know to sell PPE gloves with confidence—and help customers make smarter, safer choices on the job.
Every task has different risks: cuts, abrasions, chemical exposure, impact, vibration, heat. If you don’t understand the application, you can’t recommend the right solution.
Ask these three questions before suggesting a glove:
When in doubt, ask for a walkthrough or photos of the environment. The more context you have, the better and more precise the recommendation for PPE gloves.
Cut resistance is one of the most requested features for industrial hand protection, but it’s also one of the most misunderstood.
The ANSI/ISEA 105 standard ranks cut levels from A1 to A9—with A1 offering the least cut resistance and A9 offering the most. But not every job needs a high cut level, and over-specifying can lead to poor comfort and higher costs.
Tip: Learn the most common cut levels used in your customers’ industries and have good/better/best options ready to recommend.
Nitrile. Latex. Polyurethane. Foam. Sandy. Microfoam. It’s not just about grip—it’s about performance.
The right coating improves productivity, grip, and durability in different environments. The wrong one can make a glove slippery, hot, or downright dangerous option for PPE gloves.
Quick guide:
End users don’t want “13-gauge HPPE liners” or “double-dipped nitrile palms.” They want comfort, grip, and confidence that their industrial hand protection will keep them protected.
Help your sales team translate tech specs into simple benefit-driven language:
PPE gloves are often trial-and-error. If a customer isn’t satisfied, be ready with alternatives. Encourage small trials. Offer product demos. Help customers swap out gloves that aren’t working.
Bonus: Use value-added services like site walks, product trials, and Lunch & Learns (like this one) to become a trusted resource—not just a vendor.
Here are a few strong options to consider when stocking your shelves or recommending to customers:
Choosing the right PPE gloves isn’t easy—but you don’t have to go it alone. At Rodeno, we help distributors and safety managers find the best industrial hand protection solutions for their teams, backed by expert guidance and trusted brands.
Explore our PPE products to find the right gloves for your customers, or contact us today to schedule a product demo or site walk to ensure your crews stay safe and productive.
Looking for more? Download this PIP Hand Protection & PPE catalog for a full overview of gloves and other critical safety gear.
Want to go deeper? Schedule our Keys to Selling Hand Protection Lunch & Learn to equip your team with effective strategies for selling PPE gloves and starting stronger customer conversations. Schedule your session here.