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RAJ: Let’s jump right in and talk about what safety
compliance means to our contractors and how
distributors can help their customers.

NELSON: Sending employees home safely to their
families at the end of the day should be the #1 goal
of any employer. Safety is mandated by law, and
a distributor can help a contractor protect their
employees by applying the most current standards.
JACK: Just today, I had three different calls that really
illustrate the value of a good relationship between contractor
and distributor. The first company had a concern regarding
drilling holes through walls and how that might expose
employees to silica dust. We talked about the project in
depth, and later I’ll be putting together a product list for
that application. I’ll also follow-up with them to help with
the training aspect. My second appointment started as just
a general call about tools, but as we kept talking, I realized
they needed to upgrade their safety materials. We engaged in
a conversation about what safety product can address what
regulation – and it was very eye-opening and educational for JACK: We engage vendors to provide training, product
my customer. On my third call, I brought some samples in selection, and samples. We proactively share information on
because the customer had mentioned they were having issues the latest protective gear.
with silica dust. On a seemingly unrelated note, they had also NELSON: We realize how hard it is to run a business and stay
complained that their current safety goggles were fogging up. up-to-date on regulations and compliance needs. For example,
They were unaware that foam gaskets that can go inside their codes like NFPA 70E (Arc Flash) are updated every three
safety goggles are now available – solving the fogging issue years, and employees need to be certified. We host an eight-
and protecting from dust at the same time.
hour class for contractor employees to re-up their certification.
We do all the legwork so they know the proper gear and tools
NELSON: To that last point, it’s so important to involve
employees and seek feedback to ensure the PPE is required to do this specialized work. Sometimes we’ll host a
comfortable. Purchasing safety equipment and gear is roundtable with contractors, our safety expert, and an OSHA
a start, but if it’s not comfortable for the employee, expert to talk about specific problems or regulations they are
they’ll end up taking it off and you’ll have a safety and unsure about.
compliance vulnerability.
RAJ: In addition to protecting life, there is a business impact
RAJ: Good point. So how else do you help your customers to being out of compliance.
keep their employees safe and their companies compliant?
NELSON: Yes, I don’t want our customers to ever be
precluded from bidding on a job because of a safety score
NELSON: We actively provide updates on regulations and
state OSHA requirements, for one. During major shifts in that could have been improved. General contractors are
regulations, we’ve invited local OSHA officials to training increasingly holding sub-contractors accountable.
events at our facilities to help answer contractor and safety RAJ: And insurance rates are impacted relative to safety
manager’s questions.
scores as well.
REBECA: We help translate their job hazard analysis into NELSON: That’s correct.
appropriate product solutions that can help keep the jobsite
safe and compliant. Once we start a dialogue, we can be a RAJ: I think it’s interesting to note how electrical distributors
second set of eyes and ears to evaluate the plans for their came to service needs related to safety. I know that in 2006
business projects.
Sonepar made a concerted effort to grow this area after
acquiring Vallen. Vallen had deep relationships with the
GINA: We can help a contractor lower overall cost by vendors who sold safety products, and so the business model
assisting them with selection of product based on safety was there. We have continued to add more specialists like all
requirements, usage, and product life. We can also help them of you across all our operating companies.
with product category lists to make re-ordering easy.

www.ieci.org | May/June 2021 | Insights Magazine 49