Effective Selling of Safety and Health Programs

Salesmanship consists of transferring a conviction by a seller to a buyer. 

Any fool can paint a picture, but it takes a wise man to be able to sell it. 

The professional s ability to acquire upper-management commitment and to sell a safety and loss prevention program to upper management is often the key to the success of most safety and loss prevention efforts. But, the question for many safety and loss prevention professionals is how does one actually acquire this commitment and the appropriate support and funding  

To develop and implement an eye-protection program for all employees in order to reduce the number of incidents of eye injuries and thus reduce the workers compensation cost. 

The company incurred 50 eye injuries in FY 1996 with a workers compensation cost of 200,000. The frequency of eye injuries escalated in FY 1997 to 85 injuries at an estimated cost of 400,000. Additionally, the 6 percent increase in workers compensation benefits passed by the legislature in FY 1997 takes effect in January 1998, and the Occupational Safety and Health Administration regulations require this program. 

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