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By Richard Trombly | Industrial Distribution: July 2003 Protecting workers from electrical hazards is just one of Saf-T-Gard's specialties Saf-T-Gard International, Inc. started out in Chicago
in 1936 as The Latex Glove Co. Leo and Lillian Rivkin purchased equipment
from a balloon company to make waterproof gloves by dipping them in latex
rubber. The company grew with the country's need for safety
during World War IL by providing gloves to military manufacturing firms.
Leo and Lillian's son, Norman Rivkin, purchased a leather palm glove company
to add to the family's business. As the nation's recognition of safety issues increased
and the Occupational Safety and Health Administration was formed, The
Latex Glove Co. expanded its product lines and expertise, becoming a distributor
of a wide range of personal protective equipment. In 1970, Norman's son, Richard, completed his graduate
degree and joined the company full time. It moved into its fourth generation
in 1999, when Richard's son, Loren, came aboard as marketing manager. While Richard assumed operating control of Saf-T-Gard
in 1994, Norman retains the title of Chairman and CEO. He plays an active
consulting role in the firm. "Through the years, we have tried to stay
true to our mission of protecting workers from the hazards of their jobs,"
Richard says. "We also strive to protect products and processes from
contamination from workers." Reputation on the line Over the past 20 years, there has been incredible
growth in the telecomm and utility markets. Voltgard, a division of Saf-T-Gard,
has grown with the industry by providing for the safety of workers who
are subjected to the hazards of working with or near high-voltage electric
sources. The regulations created for the safety of cable
television, telephone and electric utility employees, and other workers
facing these hazards, have become stricter and require better protective
equipment. The situation calls for recurrent testing of the insulative
dielectric properties of safety gear. Rivkin says the company responded to that need
by developing its Voltgard division to deliver products and services to
those industries that require high voltage protection in addition to general
industrial safety products. The company, headquartered in Northbrook,
Ill., is now the country's largest independent high-voltage testing facility
he adds. "The major electrical utility companies have
their own labs," Rivkin says. "Cable TV and telecomm companies
and electrical utility contractors have smaller workforces and maintaining
their own test facilities isn't practical." Voltgard cleans, inspects and tests high-voltage
protection equipment and certifies that it meets OSHA standards. "Twenty-three years ago, we recognized that
this was an underserved market," says Rivkin. "We were able
to bring our high levels of customer service and expertise that we had
learned from industrial safety and apply it to this market." Things now have come full circle with increasing safety regulations like the NFPA 70E standards requiring improved protection from incidental electric shock for industrial workers, he says. Saf-T-Gard and its Voltgard division are ready to service this growing need. "There has always been a synergy between our industrial
product and Voltgard divisions because of the similar personal protection
equipment requirements" says Rivkin. "That synergy is enhanced
by the need for Voltgard's high voltage protection equipment for industrial
maintenance personnel." Voltgard is an important partner to W.H. Salisbury &
Co., says vice president of sales and marketing Jeff Morris. Skokie, Ill.-based
W.H. Salisbury produces rubber protective equipment, Hot Line brand tools
and Salvar[R] polymer insulators. "It is rare to see a distributor willing to invest
so much in serving its customers," says Morris. "As utilities
try to become leaner, they can rely on Voltgard to handle their testing
needs." Morris points out that Saf-T-Gard is in a great position
to capitalize on industrial compliance with the new OSHA and NFPA regulations
with its strong PPE sales in the industrial MRO market. While Voltgard is an important part of Saf-T-Gard's value
to W.H. Salisbury, it sells more of its product internationally through
Saf-T-Gard, Morris says. Especially with the weak telecomm marketplace,
sales in developing economies are increasingly important to W.H. Salisbury. International appeal While primarily operating in the Midwest, Saf-T-Gard
has a strong national account and global sales program, Rivkin says. The
company has accounts in all 50 states and more than 50 nations around
the world. More than 15 percent of Saf-T-Gard's business is with
international accounts, says Rivkin. He expects that business to continue
to grow as the developing markets recognize the need for worker safety. In 2000, for recognition of Saf-T-Gard's international
business success, the company received the presidential "E"
Award for Export Excellence. Secretary of Commerce William Daley went
to Saf-T-Gard's headquarters to present the award. Safeco Safety Industrial Equipment Ltd. is a safety distributor
based in Ramat Hasharon, Israel The company serves the wide diversity
of Israeli industry with a full line of safety solutions. The company
imports many of its product lines from Europe and the United States. "Rather than deal directly with the many American
manufacturers we represent, we prefer to work with Saf-T-Gard," says
Safeco marketing manager Reuben Fichman. "With their wide range of
products and error-free service delivery, it is more efficient for us
and we are able to concentrate on serving our customers. The Internet has made it even easier to do business and
to get needed product information, says Fichman. One of the formulas for success at Saf-T-Gard is getting
actively involved in business organizations and the community. On a local
level, Saf-T-Gard is an active member of the local Chamber of Commerce. The Rivkins are founding members of the National Industrial Glove Distributors Assn., which recently merged with the International Hand Protection Assn. to form the International Glove Assn. "In addition to being members of the Safety Equipment
Distributors Assn., I am currently first vice president," says Richard.
"This provides not only a forum for members, but a unified voice
for the safety industry." The company also is a member of the Safety Marketing
Group, a buying and marketing group of independently owned distributors
in the Western hemisphere. "SMG membership helps with marketing and
developing programs with SMG's manufacturer members," says Richard. The company's online newletter, the Saf-T-Gardian, offers
OSHA updates, safety tips, and new product information. Customization adds value One thing that sets Saf-T-Gard apart for Blackhawk Steel
in Chicago is the distributor's understanding of its business and willingness
to customize to fit the steel processing plant's needs, says purchasing
agent Chris Chocholek. The producer of steel flat stock needs to protect
its workers from a variety of hazards. "The Kevlar[R] arm guards required to protect against
high temperature were not adequate to protect against cuts," says
Chocholek. "Saf-T-Gard added elastic for a comfortable and secure
fit and leather on the wrists for added protection." Cuts and abrasions of the forearm have been reduced from
30-40 to only three or four per year, says Chocholek. "We provide real value through our level of training.
We have International Safety Equipment Assn. and SEDA Qualified Safety
Sales Professional certified sales associates," says vice president
of industrial sales Daniel McGivern. Finally, to meet its customers needs, Saf-T-Gard custom
designs products that no other source offers. As safety distribution and the requirements of industry
evolve over time, Saf-T-Gard is sure to keep developing high-powered solutions
to address industrial safety issues. COMPANY SNAPSHOT
COPYRIGHT 2003 Reed Business Information in association with The Gale Group and LookSmart.
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