ISEA

ISEA Accepting Public Review Comments for New Bump Cap Standard

Nicole Randall — Thu, 18 Jul 2024 12:31:42 +0000

ISEA is now accepting public review comments in response to its proposed new standard, ISEA 100 Industrial Bump Caps. The proposed standard establishes testing, minimum performance and labeling requirements for bump caps intended to provide protection to a wearer against the effects of striking their head against stationary objects and incurring laceration or other superficial injuries.

Products covered under the scope of this standard are not intended to provide protection from hazards caused by falling or moving objects.

Products not marked as FR have not been tested for Flame Resistance and may not provide protection when exposed to high heat or open flame.

Note – An industrial bump cap should not be confused with an industrial hard hat, as specified in ANSI/ISEA Z89.1.

The public review period will close on September 16, 2024.

A copy of the draft standard under consideration is available from ISEA’s website here.

There is a $50 charge for the document. Any comments or questions should be directed, in writing, to standards@safetyequipment.org.

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ISEA Releases Updated Dropped Objects Standard

Nicole Randall — Tue, 16 Jul 2024 17:45:06 +0000

ISEA’s newly revised standard is the global touchstone for preventing dropped objects.

About every 10 minutes, a worker in the U.S. is struck by an object that fell from above. It’s a hazard that the International Safety Equipment Association (ISEA) is striving to mitigate with the release of its newly revised American National Standard for Dropped Object Prevention Solutions (ANSI/ISEA 121-2023).

“This is the world’s only standard for dropped objects protection,” said ISEA President & CEO Cam Mackey. “Our original standard was written from scratch — which is very rare — back in 2018. The latest update is the result of hard work and enormous dedication by our Dropped Objects Product Group members.”

The new standard establishes minimum design, performance, testing and labeling/markings requirements for solutions that reduce dropped objects incidents in industrial and occupational settings. It focuses on active solutions workers should use to prevent falling objects, rather than addressing passive solutions (which are often ineffective) or personal protective equipment (PPE) which do not prevent objects from falling.

ANSI/ISEA 121-2023 provides employers with:

Clear guidance to minimize the risk of dropped object incidents.
Minimum design, testing and performance criteria.
Information on the four active controls:
- Anchor attachments (i.e., attachment points designed to be field installed on structures, equipment or workers, to provide appropriate connection points for tethering).
- Tool attachments (i.e., attachment points designed to be field installed onto tools or equipment to provide appropriate connection points for tethering).
- Tool tethers (i.e., lanyards or materials designed to connect tools to approved anchor points).
- Containers (i.e., buckets, pouches and bags designed to carry or transport tools and equipment to and from heights).

Falling Objects Different than Human Falls

While falling object protection differs from human fall protection, the stakes are equally high. Not only is anyone below an unsecured object at risk of injury or death, but the risk of collateral damage to other equipment, to machinery, to building surfaces, to vehicles and more is also enormous. A wrench dropped from several stories up can burst a pipe down below and cause major flooding damage, for example.

“Far more industries face risks from falling objects than they do from human falls,” said Nate Bohmbach, Senior Director of Product Management at Ergodyne. “Safety at heights means not only securing anyone working above but ensuring that nothing on them or around them can detach and drop on anyone — or on any machinery or building surfaces — below.”

Dropped objects protection isn’t simply a good idea — it’s a compliance issue. The Occupational Safety and Health Administration (OSHA) requires all employers to address falling/dropped objects hazards on the job. OSHA included requirements both in its General Industry (1910.23; 1910.28) and Construction (1926.451; 1926.501; 1926.759) standards.

“It’s important for everyone to understand what a tethering system is and how it works and why no one should be using duct tape or twine to try to secure things,” added Bohmbach. “The global best practice for dropped object prevention is tethering equipment that meets this revised standard.”

Get the Revised Standard Today

A copy of ANSI/ISEA 121-2023 is available from ISEA online at https://safetyequipment.org/our-standards/.

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Artificial Intelligence Use Cases for Safety

Cam Mackey — Fri, 12 Jul 2024 16:37:49 +0000

Republished with permission of Manufacturers Alliance Foundation. The full report, Manufacturing Intelligence: Exploring the Spectrum of AI Use Cases may be found here.

Safety plays a role in every function, but it is particularly critical in the production and maintenance domain. AI-based visual systems are already on the market that address everything from personal protective equipment compliance to employee fatigue. Stroma, for instance, provides edge cameras and industrial edge mini-computers for advanced vision-sensing capabilities to ensure operational staff are wearing the appropriate PPE. Stroma’s customers in the energy sector, for example, monitor the use of face shields, gloves, and footwear in real time. “We are tracking safety procedures to ensure they are properly followed in the field. In addition, our system can warn field operators in real time and send those same warning messages to managers,” Anil Uzengi, Co-Founder and CEO of Stroma, explained. Stroma’s systems can also check for employee fatigue and distraction. Uzengi shared an example from a customer in the consumer packaged goods sector: “You can see the worker’s attention level is 82%. If it drops below 70%, the system issues a voice alarm to the worker in real time with a customized warning like ‘Go grab a coffee!’ The worker can respond via the same device to confirm the message was understood. Warnings are captured on a dashboard to measure event trends over time.”

One Environmental, Health and Safety (EHS) Director talked about the value of AI-powered remote safety inspections in locations where an EHS manager is not physically present on site. “We run extremely lean as a company and we’re a smaller manufacturer in terms of operations, so we just don’t have the resources to have EHS at every single plant. AI can help us supplement that, for example by identifying a hazard in an aisle, a blocked fire extinguisher, or inappropriate PPE. I think it’s fantastic.” They also talked about using AI for safety trend analysis. “With AI you can discern from the data if you have a location issue, a people management issue, or a supervisor who is not performing.”

Mitigating potentially catastrophic safety events is a priority for every manufacturing company. At The Heico Companies, Vice President of Environment, Health and Safety Dave Roberts is focused on safety incident analytics with respect to potentially severe incident or fatality or PSIFs, a commonly used measurement in the EHS space. “We’re trying to prevent catastrophic events from happening, and we’re using AI to help us identify the critical precursors that lead to those major events. The whole idea of tracking PSIFs is to avoid getting bogged down by chasing minor events and be in a better position to prevent a significant incident,” Roberts said.

Future safety applications based on AI are an important research area for MSA Safety. As Tim Speicher pointed out: “PPE is really the last line of defense. The first line of defense is not to let something bad happen to begin with. And in between there’s all this space where we could use more of the data that we collect from our connected devices. We may be able to predict or project bad behavior before it starts. I mean, we’re not talking about the movie Minority Report here, but we can start to identify problem areas, problem tasks, or even problem people. That’s where our opportunities are.”

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OSHA Proposed Heat Stress Rule is Out

Dan Glucksman — Wed, 03 Jul 2024 14:47:22 +0000

On July 2, OSHA announced its proposed heat stress rule, which can be found here. OSHA has separated the proposed regulatory text from the preamble (explanatory text) and the economic analysis. (A smart move).

ISEA participated in an early OSHA comment period; and submitted comments on OSHA’s proposed Draft Regulatory Framework.

ISEA also submitted comments to state-based proposed heat stress rules in Washington State, California, and Maryland. ISEA testified during the California and Maryland rulemaking efforts.

OSHA turned away a heat stress petition in 2012. Reacting to the trend that each year is hotter than the last and because a 2023 White House heat stress memo instructed the Labor Department to take action to protect workers from extreme heat, OSHA has been laser focused on completing the proposed rule.

OSHA’s Approach

OSHA calls for a performance-based approach, as opposed to a specification standard. The agency will require a few high-level actions employers must take, such as: employee engagement; training on hazards, review and evaluate the plan, make the plan available to all employee, etc…

The rule does not require the use of “cooling PPE,” but says if it is used, the cooling PPE must be effective during the time it is used.

In addition, the proposed rule does not require employers to provide electrolyte replenishment beverages but says employers can give replenishing electrolyte beverages.

Proposed Rule Particulars

“Cooling personal protective equipment (PPE) means equipment that is worn to protect the user against heat-related injury or illness. This definition is included to clarify the requirement under proposed paragraph (e)(1) that if the employer provides employees with cooling PPE, the cooling properties must be maintained during use.”

The rule also says ”cooling PPE typically employs various technologies to facilitate heat dissipation and enhance comfort, such as water absorption crystals or phase change materials (PCM) which draw heat away from the wearer. Cooling bandanas and neck wraps are worn around the neck and can be soaked in cold water. Additionally, other types of clothing may incorporate materials that have cooling properties.”

Comments and a hearing

Comments will be due 120 days after the rule is published. There will likely be a hearing. There’s also an election coming. A change in Administration will certainly impact this proposed rule.

The ISEA Heat Stress Product Group will meet later in July to begin crafting comments.

Please contact Dan Glucksman at 703-795-6064 or at dglucksman@safetyequipment.org with any questions or for more information on this proposed rule.

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Extended Producer Responsibility: July 1 is the Deadline to Register

Dan Glucksman — Tue, 25 Jun 2024 20:43:22 +0000

July 1 is a key date for ISEA members, who fall under EPR regulations. These laws and regulations cover companies whose brand names are on recyclable packaging materials. While mainly retail focused, many types of items are covered, including plastic wrap of items shipped on pallets. If your company supplies these items, your company needs to register with the Circular Action Alliance Monday, July 1.

CAA is the Producer Responsibility Organization (PRO) approved to implement EPR laws for paper and packaging in California and Colorado, and the only paper and packaging PRO that submitted a program plan in Oregon. It was formed by large, national companies, whose products are commonly found on retail shelves around the globe.

There is no cost and to register with CAA. However, if your company meets the definition of a “producer” there will likely be compliance costs as the respective state regulations move forward. Note – In CA, for example, the State’s Dept. of Environmental Quality is the enforcement agency for the State’s EPR regulation.

July 1 is the deadline that allows CAA to get a head count of the number of companies, who might be covered under the California, Colorado and Oregon EPR laws.

To comply with producer registration requirements in California’s, Colorado’s and Oregon’s EPR laws for paper and packaging products, covered producers must register with CAA, unless the producer qualifies for an exemption or the producer intends to submit an individual compliance plan, under applicable law.

Any company that expects to be considered a covered producer under California, Colorado, and/or Oregon’s EPR laws, and which is not otherwise exempt from registration under those laws, must complete this form as the first step in the producer registration process with CAA.

Here are relevant links:

In California…

Here’s part of the definition of producer:

(w) (1) “Producer” means a person who manufactures a product that uses covered material – single-use packaging that is routinely recycled, disposed of, or discarded after its contents have been used or unpackaged, and typically not refilled or otherwise reused by the producer – and who owns or is the licensee of the brand or trademark under which the product is used in a commercial enterprise, sold, offered for sale, or distributed in the state.

Here’s part of the definition of covered material:

(e) (1) “Covered material” means both of the following:

(A) Single-use packaging that is routinely recycled, disposed of, or discarded after its contents have been used or unpackaged, and typically not refilled or otherwise reused by the producer.

(C) Plastic packaging containers that are used to contain and ship products that are classified for transportation as dangerous goods or hazardous materials under Part 178 (commencing with Section 178.0) of Subchapter C of Chapter I of Subtitle B of Title 49 of the Code of Federal Regulations.

(F) Packaging used for the long-term protection or storage of a product that has a lifespan of not less than five years, as determined by the department.

Please contact me at 703-795-6064 or at dglucksman@safetyequipment.org for more information or with any questions.

Background on EPR

EPR is a policy where manufacturers, producers, and sometimes importers of products take on the responsibility to recycle their products. This concept aims to internalize the environmental costs associated with a product by making the producers responsible for the disposal, recycling, or treatment of their products at the end of their useful life.

Key features of EPR include:

Regulatory Framework Typically implemented through legislation or regulations that set specific obligations and targets for producers regarding waste management and recycling.

Waste Management: Requiring producers to manage the collection, recycling, and disposal of their products, often through funding or participating in recycling programs.

Financial Responsibility: Producers may bear the financial burden for end-of-life management activities, which can improve recycling rates.

Environmental Goals: EPR aims to reduce the environmental footprint of products by promoting reuse, recycling, and proper disposal, to reach sustainability goals.

Overall, Extended Producer Responsibility is seen as a proactive approach to environmental management, shifting the burden of waste management from taxpayers and municipalities to the producers who create the products, thereby promoting resource conservation and sustainable practices.

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Robust M&A Growth in PPE Sector for 2024

Cam Mackey — Fri, 21 Jun 2024 19:27:55 +0000

ISEA is pleased to team with ArkMalibu to give members a snapshot of M&A activity in the PPE and safety equipment sector. After a slow start to the year, deal count and volume are expected to accelerate throughout 2024, thanks to:

Significant cash reserves held by both strategic and financial buyers (nearly $2.6T for private equity alone)
Rising confidence in economic conditions (click here for the latest forecasts from ITR Economics)
Increasing spend on domestic infrastructure

As a result, valuation multiples are also expected to increase. Click here to read the full Snapshot (members only).

EOY 2024 as M&A volume is driven by strategic buyers carrying excess cash. Moreover, consistent with 2023, inflation and interest rate risk will drive valuation multiples up for premium middle-market companies as strategic and financial buyers target acquisitions within this range.

As governments continue to invest money into domestic infrastructure, demand for PPE & industrial safety equipment is projected to increase as a by-product of larger projects.

This comes at a time when both administrations have plans to continue to invest growing amounts into domestic infrastructure. The rise of demilitarization and increasing geopolitical tensions have also increased the need for safety equipment for first responders, resulting in

federal investments and contracts that serve as tailwinds for increases in M&A activity within the industry.

These factors will continue to push large safety equipment players to small and medium size acquisitions as indicated in the graph above. Additionally, PE deals accounted for ~50% of the industry deals in 2024, and when combined with a record-setting amount of private equity dry powder (capital that needs to be deployed) and the tailwinds described above, it is expected to continue driving heightened PPE & safety equipment M&A activity.

A relatively sluggish 2023, M&A deal volume across all U.S. industries is projected to rise 20% this year, according to the EY-Parthenon Deal Barometer.

The personal protective equipment (PPE) sector has experienced significant merger and acquisition (M&A) activity in 2024, driven by several key factors. As we progress through the year, the landscape for PPE and safety equipment companies is evolving, with strategic buyers leading the charge. This blog post delves into the current trends and future projections of M&A in the PPE industry.

Recovery and Growth in 2024

The PPE sector saw a recovery in M&A valuations in the second quarter of 2024, with a promising outlook for continued growth in the latter half of the year. This rebound follows a sluggish start in Q1, influenced by economic uncertainties and fluctuating interest rates. However, as recession fears abate, interest rates stabilize, and infrastructure spending rises, the M&A activity is expected to strengthen significantly.

Strategic and Financial Buyers

Strategic buyers, often with excess cash reserves, are actively seeking acquisitions to enhance their market position and diversify their product offerings. Financial buyers, including private equity firms, are also playing a crucial role. In fact, private equity deals have accounted for approximately 50% of the industry’s transactions in 2024. The abundance of private equity dry powder (capital waiting to be deployed) is a significant driver of this heightened M&A activity.

Key Acquisitions in 2024

Several notable acquisitions have already taken place this year, exemplifying the trend of consolidation within the PPE sector:

Lakeland Industries Acquires Jolly Safety Footwear: In February 2024, Lakeland Industries, a US-based manufacturer of protective clothing, acquired Jolly Safety Footwear for $9.6 million. This acquisition strengthens Lakeland’s presence in the first responder footwear market and expands its geographic footprint in Europe.
Cadre Holdings Acquires ICOR Technology: In January 2024, Cadre Holdings, known for its safety and survivability products, acquired ICOR Technology for $40.3 million. ICOR Technology, a supplier of explosive ordinance disposal robots, complements Cadre’s existing product offerings, particularly for military and EOD customers.
Lawson Products Acquires Emergent Safety Supply: Also in January 2024, Lawson Products, a distributor of maintenance and repair supplies, acquired Emergent Safety Supply for $9.9 million. This acquisition allows Lawson to penetrate the PPE and safety supplies market, aligning with their goal of expanding into additional industrial segments.

Market Dynamics and Future Projections

The PPE market is poised for continued M&A activity driven by several factors:

Infrastructure Spending: Government investments in domestic infrastructure projects are expected to boost demand for PPE and industrial safety equipment. These large-scale projects create a ripple effect, increasing the need for safety equipment across various sectors.
Geopolitical Tensions: Rising geopolitical tensions and the push for demilitarization have increased the demand for safety equipment for first responders. This has resulted in federal investments and contracts, further propelling M&A activity.
Valuation Multiples: Valuation multiples are trending upwards, particularly for premium middle-market companies. Strategic and financial buyers are targeting acquisitions within this range, driven by inflation and interest rate risks.

Conclusion

As 2024 progresses, the PPE sector is expected to see a robust increase in M&A activity. Strategic and financial buyers are actively seeking opportunities to expand their market presence and diversify their product offerings. With infrastructure spending on the rise and geopolitical tensions driving demand, the future looks promising for the PPE and safety equipment industry.

For companies in the sector, understanding these trends and preparing for potential M&A opportunities will be crucial in navigating this dynamic market landscape.

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ISEA Seeks Consensus Panel Participants for Industrial Bump Caps Standard

Nicole Randall — Sat, 15 Jun 2024 21:02:46 +0000

Consensus balloting is expected to begin in July 2024.

ISEA, an ANSI-accredited standards development organization, is seeking consensus body reviewers for the ISEA 100, Industrial Bumps Caps performance standard.

Industry stakeholders have developed this standard to establish testing, minimum performance and labeling requirements for bump caps intended to provide protection to a wearer against the effects of striking their head against stationary objects and incurring laceration or other superficial injuries.

Consensus Panel members may fall into one of four categories:

Producer – A manufacturer of the product covered by the standard or components thereof

User – An organization that uses, specifies or purchases the product covered by the standard

Government – An agency or department that has a regulatory or other interest in the product

General Interest – An organization that has a special interest in this standard due to safety, technical or other requirements or an individual expert with knowledge in the area(s) covered by the standard, but who neither produces nor uses products covered by the standard

Consensus balloting is expected to begin in July 2024. Interested parties should contact Hillary Woehrle hwoehrle@safetyequipment.org at ISEA for details.

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Stay Hydrated & Safe: Why Hydration is Essential to Heat Illness Prevention

Nicole Randall — Wed, 15 May 2024 20:59:34 +0000

Michael Dalton
Brand Manager, Sqwincher Industrial

As summer approaches and temperatures climb, it becomes imperative for employers to implement a robust heat illness prevention program for workers exposed to high temperatures. Central to this effort is the crucial role of hydration in mitigating heat stress. Ensuring that workers maintain proper hydration not only safeguards their health and well-being but also enhances productivity and safety on the job.

Failing to replenish fluids lost due to dehydration can pose several risks. Proper body hydration involves replenishing lost fluids and essential mineral salts or electrolytes. Generally, a regimen consisting of both water and electrolyte replenishment is key to developing a complete hydration strategy for worker safety, especially during intense and fatiguing work situations that last for over two hours.

5 Reasons Why:

Never Neglect Water’s Vital Role: Water, which constitutes over 60% of the human body, is indispensable for life. It performs a multitude of functions, including temperature regulation, waste removal, nutrient transportation, and joint lubrication. Proper hydration necessitates the replenishment of lost fluids.
Dehydration Dangers: Insufficient water intake can quickly lead to dehydration, with symptoms ranging from dry mouth and thirst to infrequent urination or dark urine. Severe dehydration can precipitate serious health issues such as hypovolemic shock, kidney problems, seizures, and various heat-related illnesses.
Electrolyte Imbalance: An electrolyte imbalance occurs when the levels of certain minerals in your blood, such as sodium, potassium, and calcium, get too high or too low. Symptoms of an electrolyte imbalance vary depending on the severity and electrolyte type, including weakness and muscle spasms. An imbalance can adversely affect blood pressure, kidney function, and heart rate. Certain health conditions can affect your body’s ability to move and balance electrolytes. When fluid compartments have too many or too few electrolytes, you have an electrolyte imbalance.
Benefits of Electrolyte Beverages: Electrolyte beverages provide necessary hydration with the benefit of including electrolytes to help maintain balance in the body. This option is particularly useful during intense work or exercise coupled with hot or humid conditions when someone would routinely sweat more.
Fluids from Food: In addition to beverages, you can also obtain some fluids from the foods you consume, particularly those with high water content like many fruits and vegetables.

The undeniable fact…replenishing lost fluids is essential for hydration and cannot be overlooked. For optimal hydration health and functioning, it’s crucial to maintain a balanced intake of water and electrolytes along with proper dietary intake.

When it comes to employee safety and health, it’s always important to consult with a qualified safety professional or healthcare professional for specific hydration needs or health concerns to determine what works best for you.

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PPE Industry Applauds Rep. Summer Lee for Efforts to Help American Workers Breath Better

Nicole Randall — Wed, 08 May 2024 16:56:30 +0000

Rep. Lee has requested additional funding for federal respiratory protection research and policy.

The International Safety Equipment Association (ISEA) applauds U.S. Rep. Summer Lee’s (D-PA) effort to add funding and capacity to the National Personal Protective Technologies Lab (NPPTL), a vital division of the National Institute for Occupational Safety and Health (NIOSH), that tests, certifies and researches the types of respiratory protection that 50 million working Americans use each day.

Rep. Lee submitted a request in the annual congressional appropriations process for a program increase of $4 million for the NIOSH Respirator Approval Program (RAP), including brand protection, and related respiratory protection research. This funding is crucial to address the escalating demand for respiratory protection expertise and services, especially amidst the ongoing challenges posed by the pandemic.

The proposed increase in funding will also support essential research activities, including:

the “Respirator Fit Evaluation Challenge” to allow members of the public and those without a respirator program at work to ensure respirators fit appropriately
the development of a “Mobile Facial Scanning App” that will tell a worker which one of the respirators in the nation’s Strategic National Stockpile, used in public health emergencies, will fit the best
a “Train-the-Trainer Fit Test Framework” pilot program, where firehouses provide respirator fit-testing
implementing long-overdue enhancements to NPPTL operations, including updates to the online application portal, creating a new system for automatic updates to the NIOSH Certified Equipment List, and additional staffing.

These initiatives aim to revolutionize respirator technology and enhance user experience, particularly in crisis situations like pandemics or wildfires.

“The safety and well-being of our nation’s workforce are paramount,” said Cam Mackey, ISEA President & CEO. “By investing in respiratory protection research and approval programs, we can ensure that workers across all sectors have access to the most advanced and effective protective equipment.”

About ISEA
The International Safety Equipment Association (ISEA) is the trade association for technologies that keep workers safe. Its member companies, united in the goal of protecting the health and safety of workers worldwide, are global leaders in the design, manufacture, testing, and distribution of personal protective and safety equipment, which protects more than 125 million workers across the U.S. Since 1933, ISEA has been a recognized leader in the development of ANSI-accredited safety equipment standards, in the United States and around the world. ISEA works with Congress and government agencies to consult with policymakers whose decisions affect the industry.

Nationwide, the safety equipment industry supports 345,001 total jobs and generates more than $71.6 billion in economic activity. In 2020, the safety equipment industry paid $5 billion in federal taxes and nearly $4 billion in state taxes, for a total tax generation of $9 billion. For more information, visit safetyequipment.org.

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10 Bold Tips for PPE Manufacturers Looking to Accelerate Marketing in the Digital Age

Nicole Randall — Mon, 06 May 2024 14:44:00 +0000

1 Tip #1 | Don’t dwell on the past.
Identify your best future customers. If you rely on existing relationships or gut instincts to drive
sales, you could miss out on your biggest growth opportunities. Instead, use data analysis to
determine your Ideal Customer Profile (ICP) and focus your marketing and sales efforts where
they matter most.

2Tip #2 | Give buyers the autonomy they crave.
There’s been a shift away from handshake deals to digital deals. 75% of B2B buyers prefer a
rep-free sales experience. So, it’s important to give your prospects compelling ways to self-
educate and self-explore — including conversational AI assistance from platforms like Drift,
a Salesloft company. Customer Profile (ICP) and focus your marketing and sales efforts where
they matter most.

3 Tip #3 | Invest in omnichannel.
Omnichannel sales models, which combine in-person face to face, virtual face to face, and
on-demand digital interactions are key to success. Companies investing in these approaches, especially hybrid sales teams, are nearly 80% more likely to be market share winners.

4 Tip #4 | Be customer-obsessed instead of product-obsessed.
Prospects have more choices than ever. To stand out from the competition, engage them with
hyper-personalized messaging that speaks to their unique challenges. Use AI to customize
content at scale and Account Based Marketing (ABM) to send the right messages, to the right place at the right time.

5 Tip #5 | Learn from your favorite B2C buying experiences.
Think about the absolute best consumer buying experiences you’ve had recently. What are the Amazons, Apples and Netflixes of the world doing to drive sales and keep you loyal? Translate your favorite B2C experiences into your B2B digital marketing journey.

6 Tip #6 | Build trust digitally to generate opt-ins.
GDPR regulations require a target’s consent before you use their personal data to send them customized messaging. One proven way to generate opt-ins is to deploy chatbots on your site. Emerson increased their conversation rates by 3x and had over 600 meetings booked solely through people opting in through Drift. Read case study.

7 Tip #7 | Digital marketing has a halo effect at trade shows.
Building trust digitally also fuels success at trade shows like ASSP or NSC. Most
buyers do extensive online research before meeting you at your booth. Remember, there are often around 27 digital touchpoints leading up to the personal handshake that cements the deal.

8 Tip #8 | Align sales, marketing, and customer service.
Cross-functional alignment between sales, marketing and customer service is the
key to ABM efficiency. Meet early and often to agree upon audiences, value
propositions, tactics and KPIs. By working together as a team, you’ll make the
most of every opportunity and deliver velocity and growth.

9 Tip #9 | Align your technology, too.
Choose an ABM platform that aggregates buyer intent data from around the web, calculates intent scores, and links directly into your CRM for a seamless handoff with sales. This will empower your reps to focus in real-time on quality buyers who are the most likely to convert.

10 Tip #10 | Demonstrate how you’re accelerating impact.
In today’s economy, showing your C-suite that your marketing efforts are driving
pipeline or revenue is not enough. You also need to show speed to value. That’s the best way to achieve an enterprise-wide commitment to digital transformation

Download the Handout

Download a printable PDF of all 10 tips to share with colleagues.

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