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B2B Business Referrals Are The Surest Way To Sales Success | Incentive Solutions blog →

B2B business referrals are great for everyone

B2B business referrals from an existing client are the simplest path to closing a sale and come with a warm and fuzzy feeling that a job well done is appreciated and rewarded. We all want referrals for our business, but how do we promote, manage, and reward the appropriate actions?

Questions you should ask yourself are:

  • Are you referral worthy? If not, why?
  • How do you solicit referrals from your clients in an efficient manner?
  • Do you have a way to track the success rate of referrals?
  • How do you reward clients for successful referrals?
  • How do you make B2B referrals viral?

An effective way to answer those questions is based on a little self-reflection on your business. Before you dive deep into the recognition and reward program in place to track your referrals, it’s important you have a good grasp on the audience and market you serve.

Have you identified your target audience? As you identify the key characteristics of that group and market, keep track of their stats to refer to later as the market grows and changes. Once your target audience is identified, you can then pinpoint referrers within that group to target directly. Add those to the current pool of referrers you have.

Now it’s time to ask for referrals. This is the tricky part. Everyone is sensitive to this interaction and it should not be taken lightly. Knowing when to ask for the referral during the sale cycle is very important. One approach is to constantly surround your target audience with referral language and marketing incentives. For example, does your marketing collateral already mention referrals? That makes bringing it up later a little easier. Add referral language to email signatures so it’s always on the client’s radar when you correspond online.

Once you have made the “ask”, it’s important to follow up with tools for your referrers. You want to make this step as easy as possible for them and equip them with various methods of reaching out to their network. Educate them on what makes your business stand out against the competition. Tell them why you are better than the rest. Provide them with reports, email templates, guides, or marketing collateral to share. Connecting with your audience on and offline gives you a platform outside of the sale to engage them in discussions about referrals. Clients are more likely to trust you if they know you on a personal level.

Thanking your referrers is key. No one wants to feel unappreciated. You’ve just asked your client for a big favor. Say thank you. Whether you provide your clients with a monetary incentive or send simple thank you notes, gratitude will go a long way. No need to throw flights around the world there way. Simply let them know that without their help and introduction to new business, you could not do what you’re doing.

Now it’s time to gather some data. What is the point in a referral if you can’t grasp it’s effectiveness? You want to know where business is coming from and who you can count on to back your company. Developing a reward program to track the ROI and sale conversions from referrals is important for growth and scale. It’s also a great test of where you can improve based on the feedback from others. At the end of the day, it all comes back to your service and product. Referrals will only work if you have something worth referring and others want to share it with their network. Knowing the most about your referrers and putting the best referral program in place is going to make all the difference.

At Incentive Solutions, our in house developed and serviced online incentive reward platform can be operational in weeks with no IT involvement on your part, accessible 24/7 365 in 55 countries for as little as $5000.

Contact us at 678) 514-0203 or visit www.incentivesolutions.com for a 30 minute online demo and see why 95% of our 200+ clients gives us an excellent rating.

Steve Damerow – CEO

LinkedIn

Google+

Incentive Solutions

2299 Perimeter Park Drive

Suite 150

Atlanta, GA 30341
Incentive Solutions


B2B Business Referrals Are The Surest Way To Sales Success | Incentive Solutions blog →

Questions you should ask yourself are:

  • Are you referral worthy? If not, why?
  • How do you solicit referrals from your clients in an efficient manner?
  • Do you have a way to track the success rate of referrals?
  • How do you reward clients for successful referrals?
  • How do you make B2B referrals viral?

An effective way to answer those questions is based on a little self-reflection on your business. Before you dive deep into the recognition and reward program in place to track your referrals, it’s important you have a good grasp on the audience and market you serve.

Have you identified your target audience? As you identify the key characteristics of that group and market, keep track of their stats to refer to later as the market grows and changes. Once your target audience is identified, you can then pinpoint referrers within that group to target directly. Add those to the current pool of referrers you have.

Now it’s time to ask for referrals. This is the tricky part. Everyone is sensitive to this interaction and it should not be taken lightly. Knowing when to ask for the referral during the sale cycle is very important. One approach is to constantly surround your target audience with referral language and marketing incentives. For example, does your marketing collateral already mention referrals? That makes bringing it up later a little easier. Add referral language to email signatures so it’s always on the client’s radar when you correspond online.

Once you have made the “ask”, it’s important to follow up with tools for your referrers. You want to make this step as easy as possible for them and equip them with various methods of reaching out to their network. Educate them on what makes your business stand out against the competition. Tell them why you are better than the rest. Provide them with reports, email templates, guides, or marketing collateral to share. Connecting with your audience on and offline gives you a platform outside of the sale to engage them in discussions about referrals. Clients are more likely to trust you if they know you on a personal level.

Thanking your referrers is key. No one wants to feel unappreciated. You’ve just asked your client for a big favor. Say thank you. Whether you provide your clients with a monetary incentive or send simple thank you notes, gratitude will go a long way. No need to throw flights around the world there way. Simply let them know that without their help and introduction to new business, you could not do what you’re doing.

Now it’s time to gather some data. What is the point in a referral if you can’t grasp it’s effectiveness? You want to know where business is coming from and who you can count on to back your company. Developing a reward program to track the ROI and sale conversions from referrals is important for growth and scale. It’s also a great test of where you can improve based on the feedback from others. At the end of the day, it all comes back to your service and product. Referrals will only work if you have something worth referring and others want to share it with their network. Knowing the most about your referrers and putting the best referral program in place is going to make all the difference.

At Incentive Solutions, our in house developed and serviced online incentive reward platform can be operational in weeks with no IT involvement on your part, accessible 24/7 365 in 55 countries for as little as $5000.

Contact us at 678) 514-0203 or visit www.incentivesolutions.com for a 30 minute online demo and see why 95% of our 200+ clients gives us an excellent rating.

Steve Damerow – CEO

This article is originally published on http://incentivesolutions.com/


Building True Customer Loyalty | Incentive Solutions blog →

Build an experience to ensure customer loyalty

When loyalty programs first entered the marketplace, they were rare, diverse, and few companies offered them. They were like a breath of fresh air because they finally gave companies a way to build a quality relationship with their most valuable assets – their customers.

Fast-forward thirty years later, customer loyalty programs are everywhere. They’re as common as gas stations or Starbucks. However, throughout the years the trend has sadly been to take the focus off of building real customer loyalty and place it on generating discounts. Companies spend more money trying to create discounts than almost anything else, which means they’ve lost their way. This is not what these programs were created for. They were designed to create long-lasting relationships between a company and its customers, and to bring value to each party involved in the customer loyalty program.

So how do we get back on track?

Incentive program administrators and the incentive industry in general need to adapt a new attitude toward building real customer loyalty by focusing on an experience that alters your customers’ emotions and behaviors toward your products and services. An experience is a complete package, and a customer loyalty program is just one ingredient in the recipe. You don’t bake a cake and expect the eggs to do all the work, so you shouldn’t expect a customer loyalty program to prop up all other areas of your business that need to be functioning properly.

But what does real loyalty look like and where does it come from?

Your customers will return to your business and remain loyal as long as they understand your brand’s promise; you deliver on that promise every time; and the end of every transaction is regarded as a positive and enjoyable experience. It can’t just be satisfactory, it has to be positive and enjoyable or your competitor’s may sweep them away from you. Obviously, you can’t depend on a customer loyalty program to do all of this for you.

How do you create a complete customer experience?

The first thing you need to do is evaluate your business from your customer’s perspective. Find out what’s likeable about your business and what may be causing your customers to go elsewhere. If you operate a warehouse, do your customers feel like they have to just stand around while you get their product? Or if you’re shipping to them, is there any way you could enhance your packaging or associated paperwork to be more inviting and personal? These are the kinds of things you have to evaluate to build a real experience. If you have a loyalty program in place, this is also a great time to evaluate its place in your customers’ day. Is it a burden and difficult to log into or navigate? Is the method of earning and receiving points straightforward and simple? The slightest speed bump or inconvenience can quickly sour an experience for a customer, even if it’s the load time on your reward program’s website.

The next thing you do is evaluate how you and your staff communicate with your customers. Do your customers feel like they have a voice in your “relationship,” or do they feel like you’re the one who does all the talking? Opening up a two-way line of communication can greatly increase the loyalty your customers feel toward your brand. Nobody wants to be in a relationship with someone who only talks about themselves, so don’t expect your customers to feel any differently. Also, giving your customers a “voice” in your company makes them feel invested. When you feel invested in something, especially a business, you’re more likely to continue your involvement with it.

If you do have a customer loyalty program in place, ensure that your reward mix is appropriate for the business your customers are giving you. If they’re spending tens of thousands of dollars with you and you give them a watch or the equivalent in points in return, chances are they’re not having an optimal experience with your business. At Loyaltyworks we understand the reward mix is crucial to the experience of a loyalty program, which is why we’ve tried to build a reward catalog that appeals to everyone. If the reward you offer for the business received is unbalanced, your customers may feel shorted and could go to your competition.

If you take these suggestions into consideration and attempt to imagine and rebuild how your customers’ interactions with you go, then it’s likely that they’ll have a much more positive experience and will remain truly loyal to you in the future.

Google+

Incentive Solutions

2299 Perimeter Park Drive
Suite 150
Atlanta, GA 30341

Incentive Solutions


Companies Doing Good – Pepsi Co. →

Our next company that’s doing good is one that’s familiar to the whole world – Pepsi Co. Known for their beverages, including Pepsi and Mountain Dew, Pepsi Co. hosts an entire catalogue of name brands that are well-known, but not often attributed to Pepsi Co. These are brands like:

• Lay’s
• Gatorade
• Tropicana
• Dorito’s
• Quaker Oats
• Cheeto’s
• Lipton
• Frito’s
• Starbucks (ready to drink)
• Sobe
• Propel
• Aquafina
• Naked Drinks
• Red Rock Deli

That’s a lot of brands. So it’s good to know that a company as big as this one takes its environmental footprint very seriously. The following is a breakdown of all the areas they’re making environmentally friendly strides in.

Water

Pepsi Co. has reduced its water usage by 20%, which translates into roughly 14 billion liters of water! One facility in Funza, Columbia uses an innovative water-reclamation system that reuses 75%, or 90 million liters of water, every year. They were even awarded the Stockholm Industry Water Award and the U.S. Water Prize for their conservation efforts. Not one to simply benefit themselves (if they were, they wouldn’t be on this list), Pepsi also met a goal they had set for 2015 in 2013, which was to provide clean drinking water to 3 million people. Since they’re so ahead of deadline, they’re looking to add another 3 million people to the pipeline by 2015.

Energy Use & Emissions

Even though they’ve grown their volume of production by 12% since 2008, they haven’t increased their greenhouse gas emissions in 5 years. They’re also looking to reduce the current number by 20% over the next 2 years through the use of electric and CNG vehicles, renewable energy, green buildings, and natural HFC-free refrigerants. These seem like small numbers, but are huge when taken into the context of a company the size of Pepsi.

Packaging & Waste

Over the last five years, Pepsi has reduced the packaging weight of all of their products by over 350 million pounds! Also, through their initiatives, 91.2% of all the solid waste they generated was put to uses like recycling instead of being landfilled.

This kind of attitude and responsibility by such a large corporation should be an inspiration to all companies so they can find ways to reduce their carbon footprint, while also making a healthy profit for their executives and shareholders. We hope that other companies join in this drive and help sustain our planet for generations to come. Here’s to you Pepsi Co. for being a Company That’s Doing Good! Keep it up!

Google+

Loyaltyworks

2299 Perimeter Park Drive

Suite 150

Atlanta, GA 30341
Loyaltyworks


The Best Time To Close A Sale →

Closing times are important in the world of sales. We’re not talking about when the businesses close their doors and go home for the day, we’re talking about the best time of day for your sales people to move in and close the deal. If you want to make sure your sales team is closing deals and not just spinning wheels, encourage them not to take the first appointment time available. A recent study of judges (who better to study than true decision makers) showed a huge change in decision making ability and outcomes that was completely dependent on the time of day. The study followed, conducted by Columbia University and Ben Gurion University, observed the judges’ decision making abilities throughout the course of several days of reviewing parole requests. Each judge had two food breaks throughout the day, so the “decision making” sessions were divided up into three separate units.

What they found was startling.

They found that each session went from roughly 65% favorable rulings at the beginning, down to zero by the end of it. They then had their food breaks, and their percentage of favorable rulings went back up to roughly 65%.

That’s a HUGE drop in favorable decision-making. The drop was attributed to mental fatigue, which the researchers said they found it’s easier to evaluate and make the tough decision to release a criminal from prison when the judges’ brains were rested and they had eaten. It’s easier for a tired brain to deny the parole completely than to wrestle with the mental challenges their duty presented.

This drop in favorability, and the ability for the brain to just say no when it’s tired has huge implications on closing sales. Would you rather have your sales pitch given to those judges at the beginning of each decision-making session or at the end? The answer is obvious.

Closing a new sale is always easier when the prospect has had time to rest their brain and take a break. If you have an appointment scheduled before lunch, see if you can make it a lunch date, schmooze them a little, then talk about your proposition after you’ve eaten and are back at the office. Don’t overwhelm the brain during the break and keep it tired, otherwise you’re looking at a higher chance of a negative outcome. Give them simple information if they want it, but don’t push to close until the person has had time to rest and recuperate from the earlier part of their day.

The converse is true if you’re looking to get a signature to continue usage of products and services. Since you’re viewed as the “status quo,” it’s easier for a tired brain to simply want to continue what is already there than to make an entirely new set of decisions.

Though the main realm of our business is motivation and incentives, we want you to also be armed with the best information in all other business realms. Arm your sales team with this information and you should see your close ratio increase. If you want to motivate them beyond just a closed sale, we do offer sales incentive programs that provide access to millions of rewards, and are up and running in weeks, with minimal investment and IT involvement. Call us at 1-800-844-5000 or fill out a contact form to find out more. Happy selling!

Loyaltyworks

2299 Perimeter Park Drive
Suite 150
Atlanta, GA 30341

Loyaltyworks


11 Sales Strategies for You and Your Small Business | Incentive Solutions blog →

Be confident:

It’s very important, when discussing an opportunity with a potential client, to be confident in yourself and your abilities, and also in your company, products, and services. Clients want to see that you are proud of and believe in your products or services. Your voice and expressions play a big role in showing your confidence and clients can read your confidence in more than just your choice of words. If you are not confident in the product you are selling, you should probably sell something else.

Be different:

It’s always a breath of fresh air when a salesman comes at you with a tactic you were not expecting. Don’t be a ‘used car salesman’ and push straight for the sale. Grow your repertoire of interesting and different sales tactics. Also, find new or different ways to position your product or service, both to open up new markets and also to drive customer interest.

Don’t be afraid to talk to the CEO or a lower level employee:

Be prepared to talk to anyone about your product or service. It’s important to know that talking straight to the CEO or any other employee can produce the same results. The key is in how you discuss your company with the potential customer. You might find that altering the way you position yourself or your product will help with different levels of employees.

You’re a small company and that’s wonderful:

Don’t lose confidence just because there are much larger companies out there to compete with. You are a small business and you can use this to your advantage; you’re more nimble, you can complete projects much quicker, and give much more personalized service than your competition.

Find out if your prospect is willing and able to make a commitment early on:

This one is pretty self-explanatory. Don’t waste valuable time in drawn out discussions with a prospect who is never going to use your services. Learn to qualify your leads.

Be prepared to move on:

If it’s not going to work out, graciously move on to your next prospect. Make sure all your prospects know, like, and respect you. Move on graciously.

Gain clear verbal agreements and commitments on the next steps:

Before you go out and celebrate your most recent big sale, make sure you have a clear outline of both your, and the new client’s, commitments, as well as next steps. They say don’t celebrate until the ink dries and there’s a good reason for that.

Time management.

Your time is valuable. As a salesman your time is literally your money, so it’s important to set and manage your time well. Take advantage of various time management tools that exist.

Don’t let your clients push you into doing more work than agreed upon:

It’s important to set the limits on your work from the outset. Don’t get caught with an open-ended contract that allows your clients to continuously ask for more and more. Perform the work agreed upon with utmost care, but stick to the letter of your agreement and don’t let yourself be taken advantage of.

Constantly and consistently hone your techniques/skills:

You’re never perfect. Even if you close 9 out of 10 prospects and even if you close them after cold calling them, you can always do better. Be constantly learning and refining your sales techniques.

About IncentiveSolutions.com

Our rewards mall has millions of reward items available in over 50 countries, including event tickets and a real-time online travel booking engine that offers flights, cruises, hotels and car rentals.

The online marketing platform can be up in  weeks, requires no client IT, and costs as little as $5,000. We are the only company that has nine “plug and play” modules that allow clients to “build” their program.

Call us at 866-567-7432 and see how you can get aboard this exciting business opportunity!

Steve Damerow – CEO

Google+

Incentive Solutions

2299 Perimeter Park Drive

Suite 150

Atlanta, GA 30341
Incentive Solutions


Safety Horror Stories – Riding it Out With Forklift Accidents →

One of the most deceptively dangerous industrial tools ever invented is the forklift. They deal with very heavy loads and they’re incredibly heavy themselves in order to counterbalance those loads. They’re also powered by diesel motors and human beings – which is a recipe for eventual disaster.

There are countless horror stories about forklifts in the workplace. We’re going to check some of them out today and try to figure out what went wrong, and how proper safety policies and training could have prevented them.

1) Warehouse Incident #1

This one is probably the most terrifying forklift video I’ve ever watched. It takes place in a warehouse full of vodka…in Russia. Supposedly, the driver escaped with nothing more than a few scratches and the inability to pass a breathalyzer for at least two months. In the video, the driver reverses the lift and, instead of hitting the brakes like he meant to, hits the gas instead. What follows is something that previously only took place in the nightmares of warehouse workers around the world. The problem I see here is that this area of warehouse is too small, and apparently too fragile, for big diesel powered lift trucks. One small misstep, as seen in the video, and you’re looking at hundreds of thousands of dollars in damages and lost product. If the company had a better safety policy in place and only allowed certain lifts in certain areas of the warehouse, this would never have happened. Take forklift safety seriously at your workplace, and always check for areas of improvement and things you may be doing wrong currently.

2) Warehouse Incident #2

Again, this forklift safety performance brings down the house. There are two problems I see taking place. Number one is the fact that the driver was trying to squeeze through a hole he couldn’t fit through. That’s always a bad idea. Number two is the fact that these shelves gave way entirely too easily. The driver wasn’t moving at speed and one minor bump sent the whole wall crashing down. That means that the supports weren’t screwed into the ground, and there probably weren’t rack guards and leg protectors in place to help prevent an incident like this from occurring. If the company had a good, sound, well-thought out safety policy in place, they wouldn’t have lost the product on these shelves. If they had a good safety training program in place for training lift truck drivers, this also would have had a much smaller chance of occurring.

3) Forklift Death

This one’s not a video, but shows the main cause of forklift fatalities every year – crushing during a rollover. When forklifts roll, people often think they can quickly escape because the lift is tipping so slowly. What many don’t take into consideration is that due to the weight distribution of a forklift, the rollover motion is slow at first, but as soon as the counterweights begin to tip, the lift slams down like a whip. Each weight in a forklift is thousands of pounds, so once they gain momentum, they fall fast. Forklift driver cages are built as protective barriers from falling debris, and as roll cages for rollovers. The best thing a driver can do during one of these incidents is to grab hold of the handle and ride it out. If more drivers were properly trained on forklift safety, these deaths would occur far less frequently. Seeing as how this type of death is the number one cause of forklift fatalities, you’d be correct in believing that there needs to be more done about training employees to safely operate and handle any circumstances that driving a forklift can produce.

Here at Loyaltyworks we provide safety incentive programs that help train and incent your employees to operate safely in the workplace. Our programs not only help train employees on safe behavior, but they also let you bring your employees, who work on the ground floor of your operation every day, into the process of making the workplace safer. If anyone is going to see situation that could be potentially unsafe, it’s your employees. Call us today at 1-800-844-5000 to find out more about how one of our safety incentive programs could help ensure that incidents like these never happen in your workplace.

Google+

Loyaltyworks

2299 Perimeter Park Drive

Suite 150

Atlanta, GA 30341
Loyaltyworks


Companies Doing Good – Pepsi Co. →

Our next company that’s doing good is one that’s familiar to the whole world – Pepsi Co. Known for their beverages, including Pepsi and Mountain Dew, Pepsi Co. hosts an entire catalogue of name brands that are well-known, but not often attributed to Pepsi Co. These are brands like:

• Lay’s
• Gatorade
• Tropicana
• Dorito’s
• Quaker Oats
• Cheeto’s
• Lipton
• Frito’s
• Starbucks (ready to drink)
• Sobe
• Propel
• Aquafina
• Naked Drinks
• Red Rock Deli

That’s a lot of brands. So it’s good to know that a company as big as this one takes its environmental footprint very seriously. The following is a breakdown of all the areas they’re making environmentally friendly strides in.

Water

Pepsi Co. has reduced its water usage by 20%, which translates into roughly 14 billion liters of water! One facility in Funza, Columbia uses an innovative water-reclamation system that reuses 75%, or 90 million liters of water, every year. They were even awarded the Stockholm Industry Water Award and the U.S. Water Prize for their conservation efforts. Not one to simply benefit themselves (if they were, they wouldn’t be on this list), Pepsi also met a goal they had set for 2015 in 2013, which was to provide clean drinking water to 3 million people. Since they’re so ahead of deadline, they’re looking to add another 3 million people to the pipeline by 2015.

Energy Use & Emissions

Even though they’ve grown their volume of production by 12% since 2008, they haven’t increased their greenhouse gas emissions in 5 years. They’re also looking to reduce the current number by 20% over the next 2 years through the use of electric and CNG vehicles, renewable energy, green buildings, and natural HFC-free refrigerants. These seem like small numbers, but are huge when taken into the context of a company the size of Pepsi.

Packaging & Waste

Over the last five years, Pepsi has reduced the packaging weight of all of their products by over 350 million pounds! Also, through their initiatives, 91.2% of all the solid waste they generated was put to uses like recycling instead of being landfilled.

This kind of attitude and responsibility by such a large corporation should be an inspiration to all companies so they can find ways to reduce their carbon footprint, while also making a healthy profit for their executives and shareholders. We hope that other companies join in this drive and help sustain our planet for generations to come. Here’s to you Pepsi Co. for being a Company That’s Doing Good! Keep it up!

Google+

Loyaltyworks

2299 Perimeter Park Drive

Suite 150

Atlanta, GA 30341
Loyaltyworks


The Best Time To Close A Sale →

Closing times are important in the world of sales. We’re not talking about when the businesses close their doors and go home for the day, we’re talking about the best time of day for your sales people to move in and close the deal. If you want to make sure your sales team is closing deals and not just spinning wheels, encourage them not to take the first appointment time available. A recent study of judges (who better to study than true decision makers) showed a huge change in decision making ability and outcomes that was completely dependent on the time of day. The study followed, conducted by Columbia University and Ben Gurion University, observed the judges’ decision making abilities throughout the course of several days of reviewing parole requests. Each judge had two food breaks throughout the day, so the “decision making” sessions were divided up into three separate units.

What they found was startling.

They found that each session went from roughly 65% favorable rulings at the beginning, down to zero by the end of it. They then had their food breaks, and their percentage of favorable rulings went back up to roughly 65%.

That’s a HUGE drop in favorable decision-making. The drop was attributed to mental fatigue, which the researchers said they found it’s easier to evaluate and make the tough decision to release a criminal from prison when the judges’ brains were rested and they had eaten. It’s easier for a tired brain to deny the parole completely than to wrestle with the mental challenges their duty presented.

This drop in favorability, and the ability for the brain to just say no when it’s tired has huge implications on closing sales. Would you rather have your sales pitch given to those judges at the beginning of each decision-making session or at the end? The answer is obvious.

Closing a new sale is always easier when the prospect has had time to rest their brain and take a break. If you have an appointment scheduled before lunch, see if you can make it a lunch date, schmooze them a little, then talk about your proposition after you’ve eaten and are back at the office. Don’t overwhelm the brain during the break and keep it tired, otherwise you’re looking at a higher chance of a negative outcome. Give them simple information if they want it, but don’t push to close until the person has had time to rest and recuperate from the earlier part of their day.

The converse is true if you’re looking to get a signature to continue usage of products and services. Since you’re viewed as the “status quo,” it’s easier for a tired brain to simply want to continue what is already there than to make an entirely new set of decisions.

Though the main realm of our business is motivation and incentives, we want you to also be armed with the best information in all other business realms. Arm your sales team with this information and you should see your close ratio increase. If you want to motivate them beyond just a closed sale, we do offer sales incentive programs that provide access to millions of rewards, and are up and running in weeks, with minimal investment and IT involvement. Call us at 1-800-844-5000 or fill out a contact form to find out more. Happy selling!

Google+

Loyaltyworks

2299 Perimeter Park Drive
Suite 150
Atlanta, GA 30341

Loyaltyworks

This article was originally published on Loyaltyworks.com


Safety Horror Stories – Riding it Out With Forklift Accidents →

One of the most deceptively dangerous industrial tools ever invented is the forklift. They deal with very heavy loads and they’re incredibly heavy themselves in order to counterbalance those loads. They’re also powered by diesel motors and human beings – which is a recipe for eventual disaster.

There are countless horror stories about forklifts in the workplace. We’re going to check some of them out today and try to figure out what went wrong, and how proper safety policies and training could have prevented them.

1) Warehouse Incident #1

This one is probably the most terrifying forklift video I’ve ever watched. It takes place in a warehouse full of vodka…in Russia. Supposedly, the driver escaped with nothing more than a few scratches and the inability to pass a breathalyzer for at least two months. In the video, the driver reverses the lift and, instead of hitting the brakes like he meant to, hits the gas instead. What follows is something that previously only took place in the nightmares of warehouse workers around the world. The problem I see here is that this area of warehouse is too small, and apparently too fragile, for big diesel powered lift trucks. One small misstep, as seen in the video, and you’re looking at hundreds of thousands of dollars in damages and lost product. If the company had a better safety policy in place and only allowed certain lifts in certain areas of the warehouse, this would never have happened. Take forklift safety seriously at your workplace, and always check for areas of improvement and things you may be doing wrong currently.

2) Warehouse Incident #2

Again, this forklift safety performance brings down the house. There are two problems I see taking place. Number one is the fact that the driver was trying to squeeze through a hole he couldn’t fit through. That’s always a bad idea. Number two is the fact that these shelves gave way entirely too easily. The driver wasn’t moving at speed and one minor bump sent the whole wall crashing down. That means that the supports weren’t screwed into the ground, and there probably weren’t rack guards and leg protectors in place to help prevent an incident like this from occurring. If the company had a good, sound, well-thought out safety policy in place, they wouldn’t have lost the product on these shelves. If they had a good safety training program in place for training lift truck drivers, this also would have had a much smaller chance of occurring.

3) Forklift Death

This one’s not a video, but shows the main cause of forklift fatalities every year – crushing during a rollover. When forklifts roll, people often think they can quickly escape because the lift is tipping so slowly. What many don’t take into consideration is that due to the weight distribution of a forklift, the rollover motion is slow at first, but as soon as the counterweights begin to tip, the lift slams down like a whip. Each weight in a forklift is thousands of pounds, so once they gain momentum, they fall fast. Forklift driver cages are built as protective barriers from falling debris, and as roll cages for rollovers. The best thing a driver can do during one of these incidents is to grab hold of the handle and ride it out. If more drivers were properly trained on forklift safety, these deaths would occur far less frequently. Seeing as how this type of death is the number one cause of forklift fatalities, you’d be correct in believing that there needs to be more done about training employees to safely operate and handle any circumstances that driving a forklift can produce.

Here at Loyaltyworks we provide safety incentive programs that help train and incent your employees to operate safely in the workplace. Our programs not only help train employees on safe behavior, but they also let you bring your employees, who work on the ground floor of your operation every day, into the process of making the workplace safer. If anyone is going to see situation that could be potentially unsafe, it’s your employees. Call us today at 1-800-844-5000 to find out more about how one of our safety incentive programs could help ensure that incidents like these never happen in your workplace.

This article was originally published on Loyaltyworks.com