Safety Products Reseller’s Unique Way of Selling to Gas Industry

An interesting look at how one drilling industry supply chain company is smart about selling to the industry. Shannon Safety Products of Bridgeville, PA (near Pittsburgh) doesn’t manufacture anything. They are a reseller–a vendor. Historically and today Shannon sells to diverse industries, not just the shale drilling industry. However, shale drilling has become an important part of the business. How does Shannon stand out from hundreds of other vendors who want to sell to those involved in the shale industry?

Shannon stands out by hosting an annual Safety Expo. At the expo they run a number of safety seminars throughout the day, and Shannon’s suppliers–the ones who do manufacture all of that safety gear, show up and put their products on display. There were some 50 tables set up near the seminar room so attendees could see and talk to manufacturers about potential solutions for their safety issues–solutions they will then buy from Shannon. Smart marketing on Shannon’s part…

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