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To the Point/August/2005
•
How good are salespeople at follow up service. This is always
a major issue with companies and particularly sales managers. It’s
great to get the sale but it’s what happens from then on that
can make the difference between keeping and losing the account, as
we all know.
Now, along comes the results of a PBP survey of 227 sales managers
offering insight into actual performance. Here’s how they rated
their salespeople on follow up service:
| Excellent |
9.3
percent |
| Good |
38.3
percent |
| Fair |
41.1
percent |
| Below
average |
5.7
percent |
| Poor |
2.6
percent |
How do
your salespeople match up to those surveyed?
• Of course you care about your employees.
Here are five ways to show it: 1) Personalize your communications
with employees; 2) Personal follow up by telephone means a lot to
employees who are located off-site from you. A call from you means
more than an email; 3) Jot a personal note on your company letterhead
to express your appreciation; 4) Recognize superior achievements with
an awards ceremony; and 5) make frequent contact with employees on
ongoing projects. The fact that you remember can go a long way.
• The Worker’s Comp cost paradox. Why
are job-related injuries costing so much more when fewer employees
are injured? Studies are exposing what is causing injury costs to
spiral out of control. The solutions are to be found in how employers
respond to the following questions:
| • |
Do
you have a hiring process that reduces or eliminates “professional
claimants,” and accepts only those who are physically
and mentally fit for the job? |
| • |
Are
all injuries reported to the designated people in your organization
within 24 hours of the occurrence? |
| • |
Do
you have a Performance Agreement with your Primary Care Physician
that addresses critical cost reduction activities? |
| • |
Do
you have a written step-by-step process on what to do when an
injury occurs and someone to coordinate the process? |
| • |
Are
95% of your injured employees returned to work within three
days with or without temporary restrictions and modifications
to their job? |
| • |
Have
supervisors been trained so they understand that their employer
and not the insurance company pay for all injury costs? |
| • |
Are
supervisors trained on how to manage an injured employee successfully? |
| • |
What
are employee attitudes and perceptions of their immediate supervisors
and upper level management? How do you know? |
| • |
Have
we performed an outcome-based analysis of our current claims
adjusters to evaluate our results compared to “best practice”
standards? |
By answering
these questions, employers should come to the realization that there
is more to driving down Workers’ Compensation costs than “getting
bids” or just looking at the premiums.
Your invitation to a free seminar
You Can Cut Your Workers’ Comp Costs
Proven strategies for reducing your work comp premiums
Presented by Comp-Save Solutions of Mosinee Insurance
Thursday, October 20
Holiday Inn Wausau
8:00 a.m. Registration & Continental Breakfast
8:30-10:30 a.m. Seminar
In this seminar you will learn how to take control of your WorkComp
by learning the true make-up of your WorkComp premiums, understanding
the effect of the audit process, the meaning of your Experience
Modification report.
There’s a lot more! You will learn how to reduce your Experience
Mod rate (they key to driving more to the bottom line) and how to
reduce medical costs by proactive claims management.
This is an authoritative seminar. Mosinee Insurance has the only
Certified WorkComp Advisors in Wisconsin. The Institute of Work
Comp Professionals has trained Tom Helbach, Judy Jacobs and Brian
Dunnum.
What
others have said about this seminar
“Great seminar…I learned a lot.”
“A+. This was time well spent.”
“Needed this years ago.”
Who should attend
CEOs, CFOs, HR Managers, business owners and administrators responsible
for Workers’ Comp
Register now! Call Judy Jacobs or Brian Dunnum
at 715-693-2100 or go to www.comp-save.com.
Now available
Working with the press
What to Do When Bad Things Happen to a Business
Bad things do happen to companies. Whether it’s a
fire, a production problem, a serious injury, a lawsuit or a financial
problem, it can be news.
So, what to do when the unexpected occurs? Because of a lack of
experience and preparation, most businesses are inept at handling
bad news properly. The story will get out and into the hands of
the press. Managing the message is the task. Mosinee Insurance’s
Brian M. Dunnum offers a series of suggestions for what to do when
something goes wrong. You can have Brian’s article. Just email
your request here.
Sincerely,
Tom Helbach
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