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Documenting Safety Efforts

Documenting Safety Efforts

Written by Eric Petersen, CIC

One of the common hangups that tree care companies have regarding safety is how to document their efforts. All too often, the owner feels paralyzed by what they think they need to document thereby preventing them from documenting anything. I want to simplify it so you can start documenting the safety and training efforts that you are probably already doing and set you on a path to be able to build a better safety and training program within your company. 

But first, why do you need to document safety and training efforts within your company? The answer is quite simple. You, as the owner of the tree care company, have a responsibility to create a safe work environment for your employees. 

Now creating a safe work environment for an arborist can be quite the challenge with new or multiple worksites each day, a tree care company has a lot less control over the work environment than a plastics manufacturer where all of their work is being done inside four walls. In fact, you will never be able to create a work environment that is completely void of all hazards, however, that is precisely why training your employees on a regular basis is really the only way that an employer can attempt to achieve that goal. Documenting the training that has been done is your way to prove that it happened. 

So, in my opinion, there are three types of crucial safety documents that every tree care company must have. I should mention that obviously, the more training and documentation you have, the better, however, if you are just starting out with documentation, focus on these three types:

1. Written Safety Program Signature Page – If you don’t have a written safety program (or Injury and Illness Prevention Program as it is called in some states), get one right away, either from your insurance agent, TCIA or any of the other online resources out there. This obviously establishes the safety protocols for your company. All written safety programs should have an acknowledgement or acceptance page that each employee signs to confirm that they were given the document and were trained on it. This is the number one document you must keep in each employee file from a safety and training perspective. 

2. Initial Training/Onboarding Documentation – Your written safety program should also include a list of training topics for a new hire. Often referred to as orientation or onboarding, this initial list of training topics guides the tree care company on what to train the new hires on. After each employee has gone through a training topic, have them and their supervisor sign a document to be kept in their employee file stating the following:

    1. When the training was done
    2. Name of the individual being trained
    3. Who the trainer was
    4. Topic of the training
    5. Where/how the training was performed (in-person, on the job, online, etc.)
    6. Any additional follow up training required?
    7. Signatures by employee and supervisor/trainer

3. Ongoing Training Sign-in Sheets – The third type of documentation that you should have within your tree care company would be proof of on-going training. This training can happen in a number of ways, but is done after the initial onboarding training. Examples of ongoing training would be, Tailgate Safety Meetings, All Company Safety Training Days, Specific training like Aerial Rescue or First Aid/CPR, etc. For each of these training events, make sure to have sign-in sheets that list the same information above for the Initial Training. These sign-in sheets are typically kept in a Company Training File as they will be focused on a group of people and not one specific individual. 

Again, the more documentation that you have from a safety and training perspective the better, however, if you have been unsure on what to document, start with these three types of documents. If you would like help developing a stronger safety culture within your company, reach out to a member of the ArboRisk team today to begin our Thrive Safety Package. We will work with you one-on-one to improve your safety culture no matter where it is today.

The Key to Accident Prevention

The Key to Accident Prevention

Written by Amanda Carpenter and Anthony Tresselt

Originally published in the July 2022 edition of the ISA Ontario Arborist

The hierarchy of controls is a system of controlling risks in the workplace, a prevention through design strategy for prevention and/or reduction of occupational injuries, illness, and fatalities. Despite the best designed and applied control solutions, there is an independently acting human being that is involved in every workplace injury. Human behavior is the one thing that cannot be eliminated, substituted, engineered or controlled to create safety on the worksite. The person is most often forgotten in risk control hierarchies.

In the arboriculture industry, a lot of focus is put on regulation and technical training.

These administrative and engineering type controls can and do help, but alone they are not the total solution. For instance, the ANSI Z 133 has been in existence since 1968. As a consensus standard, it is updated at regular intervals by those in the industry. Yet the incident rate for occupational injuries still remains high compared to other industries. The same can be said for technical or skills training. Advances in tools and techniques have been progressive, the number of individuals in the industry providing quality training has increased, yet the incident numbers as a whole remain high. 

What regulation and training cannot take into account is the human. Even new, top of the line tools and techniques can be used poorly or misaligned. Highly articulated and crafted regulation with the best intent still must be followed by those doing the work to have any effect.

When, as an industry, we look at the incidents in arboriculture, we see again and again how misuse of well-designed tools, misapplication of well-established techniques, and/ or disregard for industry best practice leads to death and injury. This, coupled with tens of thousands of hours of one-on-one patient interaction with an orthopaedic physical therapist for occupational related injuries, leads us to the observation that many injuries could NOT have been prevented with more safety training and engineering.

 While a vital part, safety training is just one part of the system.

 Without an understanding of how and why humans act, training loses effectiveness. The worker must choose the safe act, the safe tool, the safe technique. There is a human involved in every accident or near hit. The subcon- scious nervous system is in charge of the human’s thoughts and actions 95% of the day; therein lies the key to a safe worksite and meaningful reduction in incidents.

Safety training involves establishing or changing a behavior. When we train or teach, we are speaking to the analytical part of the brain. However, access to training in the moment of a true emergency is not possible for some on this analytical level. It lies behind the gate-keeper of subconscious patterns that are formed from prior experiences, many of which occurred in the first 7-8 years of life. When choice is involved, the human brain will rely on established patterns and appear to resist change. Breaking these established patterns for new, safer ones, is an involved process that takes awareness, patience, and time.

 This process of behavioral change cannot be regulated or engineered.

Forced compliance is short term. Procedure can only serve as a guideline for action. The impetus of action, choice or decision must come from established behavioral patterns. This is easily seen in the all-too-common faulty logic on the tree care job site of, “we have been doing it this way for years and haven’t got hurt yet.” Often said or implied, this attitude shows the basic human reliance on pattern and the reluctance to change.

Even in the face of overwhelming evidence to the contrary, many production arborists make a conscious decision to ignore hazards and use technique known to have high risk of injury. Or conversely, they choose not to take actions known to protect them when engaged in hazardous activity.

Luck or hope is not a safety strategy.

The number of times an “unsafe” act has not resulted in dire consequences does not reduce the hazard. Yet many use this as a justification for not using personal protective equipment, established procedure or new techniques. The best tools and regulations can and often are short circuited by human behavior.

Some humans are more tolerant to change than others. The predictability of change tolerance is often found in the story behind one’s eyes. What has been one’s prior life experience with change? Has life thrown several unexpected and unfortunate changes at them? Did life throw a single pain- ful experience at an early stage of life, which set a pattern in their nerv- ous system resulting in their need for consistency?

 People make changes for one of two reasons, out of desperation or out of inspiration.

Desperation becomes a catalyst for change. Acute pain gets one’s attention; it screams and demands that something be done NOW. While chronic pain is an underlying, low-grade discomfort that allows one to put it off, the voice of chronic pain says; “I can’t keep doing this” or “I can’t keep living like this.” Yet, most often a change is not made until the body takes one out with an acute injury or illness. Why is this? The answer lies in the understanding of the autonomic nervous system.

Humans have a pattern of life, learning and adaptation, a rhythm that becomes familiar and predictable. This pattern, whether healthy or not, becomes recognized by the autonomic nervous system as normal and is perceived as safe. Anything that veers from this pattern can become a trigger; a stimulus that results in an underlying stress response in the body similar to fear. This pattern is exactly why change is so difficult. There is no reasoning this experience, it occurs instantaneously in the body at the subconscious level. You cannot rationalize an irrational response.

In injury prevention, safety training alone often does not create a long-term change in behavior, but the injury itself can be a catalyst to change.

It is not the fear of injury that keeps people safe, rather their ability to tolerate behavior change. For example, a tree care worker has developed a habit of one handing a chainsaw, (a behavior that incident numbers tell us causes many injuries on the tree care job site). The behavior is restricted by legislation as well as manufacturer instructions. Despite legislation and instruction, that pattern is very difficult to change. However, an injury creates an acute pain, often resulting in an immediate change in behavior.

 An expert is born from the internal emotional response that can only occur during a real experience.

Many safety trainers share their personal story to inspire others to behavior change related to hazardous actions. The story of pain, expressed through the authentic  vulnerability of another human can also become a catalyst of change for others. The emotional connection and response that occurs through authentic storytelling can support the behavior change we are hoping for in safety training. Proper technique, rules, and regulations cannot spawn the same type of long-term change housed in the subconscious.

We believe the key to worksite accident prevention is in transformation of the human nervous system, which involves both the person in the mirror and a supportive, vulnerable team willing to hold each other accountable and learn through shared experiences. When skillfully done, human behavior can be changed through transformation, creating a safer worksite and world.

If as an industry we wish to make long term, lasting change, we must address not only training, and industry regulation, but the third hidden factor of the worker and how he or she makes choices. We must come to understand the vital role subconscious patterns (healthy and unhealthy), the autonomic nervous system, and the story behind the eyes of the people doing the work, all play. Failing to do this is akin to claiming a flat tire is fine as it is only flat on the bottom!

Developing individuals and leaders to see and recognize the cognitive dissonance created when familiar ideas and/or beliefs are challenged or proved ineffective can and will transform this industry. But like the very problems we wish to address, it begins and ends with the individual human. We as trainers and facilitators need to take part in and develop a better understanding of the human factor in all we do as arborists, climbers, sawyers, crew leaders and business owners.

To learn more about Amanda and Tony’s transformational coaching program Leadership Performance Mastery: Uncovering the Leadership of Vital Energy, visit their website at https://www.leadershipofvitalenergy.com/

Safety Pays

Safety Pays

Written by Eric Petersen, CIC

One of our goals at ArboRisk is to help tree care companies embrace the idea that safety should be looked at as a profit center versus as an expense. The idea is quite simple in that the safety efforts that you embark upon ultimately lead to higher productivity and profitability for your entire team because you are not dealing with injuries and all of the costs associated with them. Because not everyone buys into a statement like that immediately, I want to highlight a fantastic resource that you can use to illustrate this point…OSHA’s “Safety Pays” website. 

OSHA’s Safety Pays website serves as an interactive tool that enables businesses to calculate the potential financial benefits of investing in workplace safety measures. It aims to showcase that by prioritizing safety, companies can not only protect their workers but also realize substantial economic advantages. The site is a testament to the fact that a safe workplace is a profitable one. 

The Safety Pays website offers several key features that make it a valuable resource for tree services of all sizes: 

Individual Injury Estimator – My favorite part of the website is a user-friendly interface (Individual Injury Estimator) that allows you to choose an injury type and enter your profit margin to determine how much that injury would cost your company both in direct and indirect costs. 

For example, if an employee at a tree service suffers a shoulder strain, the estimated cost of that injury will total over $67,000! 

In this example, I used a profit margin of 15%. If your profit margin is higher than that the financial impact to your company would be a little lower, however, if you’re running under that profit margin, the impact of this injury will be felt even more. The website calculated that the direct cost of the injury will equate to $32,023 and the indirect costs would amount $35,225 to total $67,248! In case those numbers don’t mean much to you, think about this. With a 15% profit margin, this injury would require the business to produce an additional $448,320 in sales to cover these costs. 

Can you afford to do $448,000 of work for free?

Safety Pays Tool – The Safety Pays Tool is your chance to get a more customized experience and allow you to compare your company to the industry average. This tool is especially helpful when looking at budgeting for new equipment or perhaps investigating the cost/benefit of a full time safety director. 

Educational Resources – The website isn’t just about numbers; it also provides educational resources and case studies that illustrate real-world examples of companies that have benefited from safety investments. 

How can you utilize the Safety Pays website within your tree service? 

During your next Safety Meeting, pull up the website and go to the Individual Injury Estimator. Ask your team to throw out an injury type. Then enter in your company’s target profit margin and reveal the results of the calculator to the team and watch their reaction. Even more powerful tie the estimated additional sales to the number of jobs that equates to by dividing the sales number by your average job cost. If these numbers don’t open people’s eyes within your organization, nothing will. 

If you are looking to boost the safety culture within your company or perhaps just want confirmation that you are doing what you can, reach out to a member of the ArboRisk team or sign up directly for our Thrive Safety Package. We work one-on-one with tree care companies every day, helping them get every one of their employees home safe each night.

Managing Open Proposals

Managing Open Proposals

Written by Eric Petersen, CIC

Even the most successful sales arborists do not close every proposal they present every time. In fact, the majority of proposals delivered in the tree care industry are not accepted until days or weeks after the initial presentation. So how you stay in touch with your prospect during that time has a huge impact upon your closing rate. Here are a few things to consider when following up with a prospect on an open proposal.

Set Follow-up Expectation – Whether you hand deliver or email a proposal to someone, let them know when you will follow-up with them regarding the proposal. This takes some pressure off of them immediately and also sets the expectation of how you will work with them. This also does a lot more as it builds trust with the prospect, as long as you adhere to the expected follow-up time frame. People want to work with a tree care company that does what it says it’s going to do. 

Immediate Confirmation – The best way to start the follow-up process on an open bid is to confirm receipt of the proposal immediately with the prospect. If you are hand delivering the proposal, this is obviously easy, however, more and more tree care companies are emailing proposals to their prospects. If you are emailing proposals, it’s imperative that you give a quick follow-up phone call to the prospect to let them know their proposal has been emailed to them. We know that most people don’t answer the phone any more anyways, so this call will most likely be a voicemail to the prospect. Doing this ensures that the prospect will know to look for the proposal and may eliminate confusion if the proposal gets stuck in a Junk Email folder. Obviously, this is the perfect time to also let them know you’re available for questions on the proposal. 

Utilize Technology and Teamwork – Many tree care companies use automated email campaigns for marketing purposes, but few utilize them for sales management. Get your marketing and sales team together and have the marketing team explain the functionality of the software that you are using currently to the sales team. The sales team will then inevitably have ideas on what would help them stay in front of the prospects better. If you are a smaller company, chances are the marketing team consists of the same people as your sales team. That is totally okay as well and probably gives you more reason to spend a little time during a weather day to figure this out. Most of the CRM’s (ArborGold, SingleOps, etc.) will have technology available for you out of the box that can be customized relatively easily. 

Internal Follow-Up Organization – Being organized with your open leads is a must as well. Included in many of the CRM’s will be a method of setting tasks or follow-ups to yourself as the salesperson to remember to check back with that prospect. Learn how your system works and become a dedicated user of that technology. It may feel clunky at first, but there is not one sales person in the world who can remember every single detail about each open proposal and when to follow-up next without help. If your company doesn’t have a CRM, create a simple follow-up spreadsheet in Google Drive (so you can share it with others if you need to) and ensure you enter information at the end of each day and look at it every morning during the work week to stay current with the prospects. 

Use Testimonials – Using testimonials from happy customers during your sales process can give you a huge boost when looking to close more open proposals. If you don’t have testimonials from your own jobs that you’ve sold, work with other sales people to get a handful of testimonials from various job types. Insert these testimonials into an automated sales follow-up campaign or better yet, get them printed as postcards and mail them to your open prospects at a regular interval. If the testimonial states what type of work was done and how pleased with the job your team did, it will make it easier for the prospect to accept your bid. 

Expiration Date – Like with everything, the prices you charge today, may not be the same as what you will need to charge in 6 months. Make sure when you are delivering a proposal there is an expiration date on it so they know that the price is locked in until that date. Some people may look at this as being gimmicky, but in reality it will protect you from a customer accepting a very old bid and expecting you to do the work at the proposal price. It also sets up a true closing date so you can take it off your open proposal list and move to a lost lead list. Too many sales arborists get overwhelmed when they have too many open proposals and then the follow-up to the real opportunities is hindered. 

Communication and responsiveness with the prospect are the two keys to successfully managing open bids effectively. If you or your team is struggling with staying on top of the open proposals or with your closing rate in general, reach out to a member of the ArboRisk team and ask them about our Sales & Marketing Thrive Package. We will work one-on-one with your company to help you better your sales process and close more of the jobs you want.

Click here to obtain a copy of the Sales Sweet Spot worksheet to help you understand which services you offer fit best with your ideal customer.

Click here to learn more about our New Heights Package and how it can help you identify your ideal customer and services and grow your business!

What to Include on Proposals

What To Include on Proposals

Written by Eric Petersen, CIC

When creating a proposal to sell tree work, it’s essential to outline the terms and conditions clearly to avoid any misunderstandings. While this list may not be all encompassing, here are some key elements to include in your proposal. 

Scope of Work – Obviously, clearly defining the specific tree care services that will be provided on which trees is vital for the proposal. Be as detailed as you can about the type of service, the number of visits it will take to complete, and any limitations or restrictions that you may encounter along the way. 

Estimated Completion Date – This may sound elementary, but since most tree care companies have a work backlog, communicating this to the prospect right away starts to build trust. Of course, you don’t want to underestimate this completion date as that can hurt your relationship as they will be expecting the work to be done by then, regardless of the extenuating circumstances that have arisen. 

Exclusions – Clearly state any services that you are not performing or didn’t perform when creating this proposal. This is a very key part of the proposal as it will limit your liability if included and give you a chance to sell additional work in the future. Phrases like…

“This proposal was based upon a visual inspection of the tree from the ground. For a more complete tree risk assessment/appraisal contact your sales arborist to schedule with our team.” – OR –  “This proposal only addresses the trees that are mentioned above and does not include recommendations on any additional trees that are on the property.”

Additional Services – I like to call this the Amazon Method section. If there are any additional services that customers typically buy together (think fertilization program with pruning services or planting a new tree after a removal, etc.) use this section of your proposal to show the customer what other people like them have purchased in addition to the described service on the proposal. Make sure it is clear that these additional services are only included for an additional fee so they do not think they are getting these for free.

Terms and Conditions – Include your terms and conditions within the proposal, so the prospect knows what items this proposal are contingent upon and what they will be responsible for. If you have any warranties/guarantees outline what is expected of the customer for these to be valid (think watering requirements for newly planted trees) and what the limitations are.

Insurance – This is a great way to showcase why your professional tree care company may be the better fit for your customer. Specify the insurance coverage that you carry and state that a Certificate of Liability Insurance can be provided upon request.   

Signatures and Date – Ensure that both parties sign the proposal and include the date of signing.

Lastly, it is crucial to have an attorney review your proposal template to ensure it complies with local laws and regulations and protects the interests of both the tree care company and the customer. Remember, the proposal is going to be the document that your crew and the customer rely on to achieve a positive outcome on the project, so the more of these elements you can include, the better experience your customer will have.

Click here to obtain a copy of the Sales Sweet Spot worksheet to help you understand which services you offer fit best with your ideal customer.

Click here to learn more about our New Heights Package and how it can help you identify your ideal customer and services and grow your business!