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Improving Safety with Leading Indicators

by | Aug 26, 2021 | Safety | 0 comments

Improving Safety with Leading Indicators

Written by Eric Petersen, CIC

One of my favorite things about the tree care industry is interacting with passionate people from all across the globe who are trying to help get every arborist home safe each night. Sometimes conversations spark waves of momentum and begin to force change within the industry. I feel we are at the beginning of a new wave of momentum within the tree care industry when looking at how to prevent injuries. That new wave is being caused by using leading indicators to improve safety. 

While the concept of leading indicators is not new, it hasn’t been until recent years that I’ve heard people start to talk about them at tree care events. OSHA defines Leading indicators as “proactive, preventive, and predictive measures that provide information about the effective performance of your safety and health activities.” They are metrics that can be recorded and tracked prior to an accident happening. 

Just like a doctor will analyze your blood sample for irregularities to catch a future illness or disease before it negatively affects you and a quality control chemist will ensure the molecular compound of their product is just right, your safety committee can analyze certain metrics within your company to highlight future safety concerns, thereby giving you time to address that concern before an accident happens. 

In a recent TCIA Magazine article (Leading and Lagging Indicators), Bill Owen states, 

“Understanding leading indicators and incorporating them into a safety program balances a program and improves overall results by focusing on the behavior that leads to successful outcomes.”

Put another way – behavior first, results second. Building a safety culture around the proper behaviors will give you a better result. And the better result we are all looking for is to reduce or eliminate the severe injuries that continue to plague this industry. 

Common examples of leading indicators are: Safety meetings, Jobsite safety audits, individual and group training events, Jobsite Hazard Analysis, driving tests, Motor Vehicle Record checks, equipment inspections, etc.

When identifying what leading indicators you want to measure within your company, make sure they are specific enough to be easily tracked. A simple Excel spreadsheet can do the trick. Click here to download a free copy of our Leading & Lagging Indicator Dashboard, which was modified from Bill Owen’s example within the aforementioned TCIA Magazine article “Leading and Lagging Indicators.”

At your next Safety Committee meeting, have a discussion around what behaviors (leading indicators) your company can track to begin to highlight where future problems may arise. Create a goal for each of those behaviors and start to measure how your team is doing against the goal. When getting started looking at leading indicators remember, it’s okay if you adjust the metrics you’re using over time as the concept is a bit different than looking at lagging indicators (or using past incident data). The key is to shift your focus onto the behavioral metrics that ultimately help prevent injuries and accidents from happening. 

For more information from OSHA visit their webpage dedicated to Leading Indicators here.

Since ArboRisk’s mission is to get every arborist home safe each night, we’ve designed a specific consulting package to work one-on-one with your organization. Visit our webpage for the Thrive Safety Package to learn more. In addition to the Thrive Safety Package, all ArboRisk clients receive a Safety Culture Assessment that allows you to peer into your safety culture and find areas that need improvement.

Feel, Felt, Found: 3 F’s of Objection Handling

by | Aug 25, 2021 | Marketing | 0 comments

Feel, Felt, Found: The 3 F’s of Objections Handling

Written by Eric Petersen, CIC

Unfortunately, part of being in sales entails hearing objections from your prospective customers.  While many times the objection can be demoralizing to you, the sales person, it really is simply a statement by your prospect that they don’t yet see the value in what you have to offer. The key word is ‘yet.’ It is your job as the sales professional to find a way to overcome that objection and show the value to your prospect so they purchase from you. 

Think about the rejections you often encounter in the tree care industry – “Your price is too expensive,” “We just don’t need it right now,” or “I’ll just let the tree die and plant something else.” Each of those statements give you a glimpse into what matters to the prospect and where you missed in delivering that value to the prospect on the initial presentation.

After years of sales experience, participating in sales courses, and shadowing some very successful insurance agents, I want to share what I’ve seen as the best way of handling objections: the Feel, Felt, Found method.

1. Feel: “I understand how you feel.”

Letting people know you’re listening is one of the most important pieces of the sales process. The premise of “feel” is letting your prospect know that you understand how they feel about the product or service you’re trying to sell them. For example, if they tell you they feel your estimate is too expensive, let them know you understand they think your price is too high. Simply acknowledging their main concern is the first step in working towards a solution. 

 2. Felt: “I’ve felt that way before.”

Felt is your opportunity as a salesperson to let your prospect know that either you, or someone in the past, has been in the same position. With the price example, you simply state “others have felt that way before.” This puts your prospect on the same level as their peers. People crave a sense of belonging and informing them that they are not alone with their feelings brings a bit of humanity to the sale. 

 3. Found: “But what we’ve found is…”

Once you’ve set the foundation in letting your prospect know you understand them and informing them they are not alone, it is now your chance to explain why they should consider moving beyond their initial objection. This is your opportunity to explain to your prospect how you may not be the cheapest tree service in the area but the benefits of them choosing your company more than make up the difference in cost. Use real life examples such as, “we’ve found that companies without a Certified Arborist are two times more likely to damage your property” or “we’ve found our higher price to be worth it as our high end equipment ensures the job will be done on time and in a safe manner.”

 

The magic recipe is “I understand how you feel, others/I have felt the same way, but I’ve found that…” 

It is important for you and your team to recognize that the feel, felt, found method is not efficient unless you have a good understanding of why the prospect is objecting. If you don’t understand why they are objecting, it will be much more difficult to close the sale. For three ideas on how to dig deeper during a sales call, check out a past article here.

During your next sales meeting, I’d encourage you to brainstorm with your team about common pain points your prospective customers have. Then write down the ways your company can solve those issues and the common objections you hear for those solutions. Lastly, discuss previous customers who have given you similar objections and still purchased your product or service. This will give you and your team the building blocks you need to start feeling comfortable handling objections, and ultimately closing more sales.

For additional help with objection handling and one-on-one sales training, check out ArboRisk’s Thrive Sales & Marketing Package! Our team of industry experts has the skills and knowledge to help you take your tree care company to new heights. Click here to learn more!

Reducing Risk with Software

by | Apr 26, 2021 | Risk Management | 0 comments

Reducing Risk with Software

As humans, we’re not very efficient at processing information. We’re forgetful, make mistakes, and usually feel like we get pulled in ten different directions. How do we know what to prioritize? This is where software comes into play. Business management software is one of the easiest ways to elevate your business and reduce your risk. The software can find blind spots you couldn’t see so that you can manage your business with clarity.

In this article, we’ll discuss how software reduces your risk and what items you should consider when searching for management software. 

How Software Reduces Risk

Industry-specific management software allows you to focus on what’s important. The key features we’ll discuss are how it improves your work orders, route planning, and business decisions. 

Proposals & Work Orders

Clear communication between you and your customers is vital to reducing risk. Software creates harmony between customer expectations and the crew’s orders. Digital proposals contain much more detail than paper versions. You can attach extra notes, optional add-ons, and images or videos of items. This saves time and answers customer questions before they arise, leading to higher proposal acceptance rates. When a proposal is accepted, the same information is transferred seamlessly into a work order. Crews save time by knowing what equipment they’ll need for each job, and they won’t forget important details because they can always refer to the digital copy. 

One of our favorite features included in work orders created within SingleOps is the ability to attach aerial Google Map images of the job site with markers clearly showing the exact areas that will be worked on. This reduces the risk of crews working on areas they shouldn’t or missing items meant to be worked on.  

Route Optimization 

Prior to software, drivers would need to predict the optimal route to take using their best judgment and their maps app. Since management software has route optimization features, the risk for human error is greatly reduced. Using route optimization takes control out of the driver’s hands and turns it over to the software, which can analyze all the inputs and calculate the most efficient route for a driver to take in seconds. This reduces the amount of fuel, downtime, and confusion drivers have so crews can get to the job site faster and more efficiently. 

If you have more questions about how route optimization works within SingleOps, you can read this help center article.

Business Decisions 

Running a business can feel like flying in the dark sometimes. There’s always the possibility that you’ll be given the wrong information or not have enough information when making a decision. Management software can help organize your data to ensure you have an accurate picture of your operations. 

Management software comes with reports and dashboards that allow you to analyze any aspect of your business. Some of the most helpful reports you can create are labor analysis and profitability reports. Analyzing your labor allows you to identify the most efficient and profitable crews, which you can then use to schedule your highest performing crews for the most important projects.

Besides knowing your labor profitability, the software makes it easier to calculate net-profit margins by segment. This can help you identify which segments of your business are the most profitable. Many businesses assume the segment that brings in the most revenue will also be their most profitable, but this isn’t always the case. You don’t want to run a business based on incomplete data or assumptions.  

What you should consider before buying management software

Searching for the right software can be a challenge because many people don’t know what to look for. Here are suggestions to consider when looking for the right one. 

What are my needs?

Each tree care company has different priorities. Likewise, different software caters to different types of companies. The important part is finding the right one for you. Identify your biggest challenges and search for software that can meet them. Once you know the direction you want to head in it will be much easier to narrow down your choices.

How easy is it to use the software?

Don’t confuse complexity with software capability. Two companies can offer software with the same features, but one can be highly technical and require many hours of training while the other gives you the same functionality but requires half the training. Software that is too complex can lead to burnout and abandonment of the project altogether. Finding the right balance between complexity and functionality is key to the value your team will get out of the software. 

Implementation/Customer Service

Does the software provider you’re considering partner with you every step of the way, or do they only send you self-starter guides and videos? Not every implementation team is built the same or offers the same amount of care. You’ll want to evaluate the kind of support you’ll receive during implementation and post-implementation. Look for a company that wants to partner with you and provides a high level of service. Remember, you are going to have bumps and glitches along the way, you’ll want a team dedicated to helping you solve those problems.

Price vs Value

ROI is one of the biggest factors for companies when selecting software of any kind. In addition to assessing management software, you’ll need to find out if you’ll have to purchase add-ons or third-party software to get the most out of the platform. You’ll also want to look at their pricing structure to identify your monthly and annual costs. You’ll also need to know how many licenses you’ll have to purchase for your teams.

Conclusion 

Finding the right software mitigates risk to your company by creating clear communication at all levels of the organization, reducing human error, and saving time. Landscape and tree care companies have learned that Excel and email are inefficient and error-prone methods that ultimately result in lost opportunities. Reduce your risk and propel your business forward by investing in smart, user-friendly software. To learn more about SingleOps and/or how their customers respond after implementation, please contact the SingleOps team at [email protected].

Written By: Joshua Lehto, SingleOps Marketing Associate & Ty Demeer

 

What is Risk Management?

by | Apr 5, 2021 | Risk Management | 0 comments

What is Risk Management?

If you’ve been following ArboRisk for any amount of time, you know that we believe in using a “risk management approach” to ensure our clients survive an unexpected event. But what does that really mean? 

Technically, a risk management approach focuses on identifying, analyzing and controlling exposures that could have a negative impact on the business. That means a tree service must be intentional and honest when looking at their business to first gain an understanding of what could go wrong and then be open minded enough to find ways to minimize the impact of those exposures on their business. 

To us here at ArboRisk, the risk management approach starts with having the simple attitude of; always seeking to improve. 

All too often in the tree care industry, we hear or see the “that won’t happen to me” or “we already do everything we can” attitudes from business owners. These viewpoints block all attempts at proper risk management by closing the business owner’s mind to helpful exposure reducing ideas. Unfortunately, those attitudes are not the only dangerous mindsets we see. We have presented on 7 Deadly Sins of Work Comp at numerous national and local tree care conferences to help tree services avoid common pitfalls and implement a risk management approach. 

Once the tree care company embraces an open mind, then and only then can they identify and assess the risks that their company faces and make a plan on what to do with those risks. It’s also very important to remember that purchasing insurance doesn’t mean you are practicing risk management. While insurance coverage is important it is only one part of risk management. For more on that concept, please read this article (Why Insurance is NOT Risk Management).

If you’re looking to institute a risk management approach within your business, reach out to an ArboRisk team member today. 

Written by: Eric Petersen

Electrical Hazards Awareness

by | Mar 29, 2021 | Safety | 0 comments

Electrical Hazards Awareness

One of the best characteristics about a tree care professional is how they get excited to talk about and work on trees. Unfortunately, many times that excitement and desire to do tree work brings arborists in close proximity to electrical wires. 

Make no mistake, electricity is a serious and widespread hazard to arborists every day. Even a simple telephone line can be energized with enough voltage to kill. Because of our exposure to electrical hazards, ANSI Z133 states that “The employer shall train each employee….” on the topic.  (4.1.2 – 4.1.4(f)).

Training your team on the following tips is a great start to preventing electrical accidents within your company. However, we strongly recommend that you engage in a full electrical hazard training with every member of your field team at least once per year. 

Job Hazard Analysis (JHA) and Job Briefing – Properly setting up and inspecting the jobsite and surrounding area is the first step in preventing an electrical accident. Formally, this is done when performing a Job Hazard Analysis and again during the Job Briefing before work begins. When you arrive at the job site, be sure everyone on your team checks for electrical wires and guy wires. If it is after a storm, look for electrical lines mixed up with a fallen tree or lines down on the property. When planning and performing your work, you must follow the Minimum Approach Distance (MAD) chart for working near the electrical lines. The MAD charts can be found in the ANSI Z133, section 4.

Work Positioning – When working in the tree or bucket in close proximity to electrical wires, the arborist should always face the electrical lines. Ground workers must also set up the jobsite to avoid any guy wires. Simply place cones to create a visual barrier so a team member does not trip over or walk into a guy wire. REMEMBER THAT LESS THAN ONE AMP CAN KILL A PERSON, so no matter what wire (house service wire, cable and telephone lines, secondary and primary wires) runs through the jobsite, all workers must respect that wire. Being aware of work positioning when working near electrical lines will help prevent:

Contact – Obviously, avoiding direct contact with wires is paramount, but indirect contact can be just as dangerous. Indirect contact occurs when something the arborist touches is energized:  for example, a branch that is contacting an energized wire or other object. Every arborist must ALWAYS KEEP THE WIRE IN FRONT OF THEM to avoid direct or indirect contact with a wire. 

Arcing – Arcing or arc flashing is discharge of electricity caused when wires from different phases are touching or an electrical explosion happens due to a fault in the system. Proper distancing from electrical wires will reduce the risk of injury or death due to arcing.

Step Potential – Step potential is another monster when talking about electricity. Step potential is a voltage difference between the worker’s feet and the electrical grounding object. It can occur when the bucket or truck comes in contact with an electrical wire, thereby changing the electrical path and making a very dangerous situation for the ground worker. Because of this, each crew member must remember to NEVER TOUCH THE BUCKET TRUCK WHILE IN OPERATION NEAR ELECTRICAL LINES, EVEN TO GET A TOOL OUT. Step potential can also occur near guy wires, which is why all guy wires should be discussed during the job briefing and marked when the jobsite is being set up. 

Equipment & Vehicles – Every crew member must also recognize that equipment like gaffs, spurs, or chainsaws can be conductive. Some equipment is labeled “non-conductive” however this does not mean it is electricity safe. Ropes, wooden/fiberglass ladders, fiberglass or wooden pole pruners, and hydraulic saws all are listed as non-conductive.  However, they can become conductive if they are dirty or wet, making proper gear inspection vital. For a more detailed article on gear inspection check out this one. Bucket trucks should be dielectrically tested at least once a year; however, that is the minimum. We recommend getting them tested at least twice a year.

Wind – Wind is always a factor while performing tree work, but it is even more important when working near electrical wires. To avoid potential contact or arcing, consideration must be given to how a cut branch or a rope will react with the wind.  

Get energized by your work, not electricity!  For additional resources on how to institute an electrical hazard training program within your company, reach out to an ArboRisk team member today.

Written by: Dawn Thierbach

and Margaret Hebert