Businesses in America are being challenged in a multitude of ways. Using SPIN methodology, we'll discuss the major issues. In future installments, solutions that mitigate the net impact will be offered.
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SPINning the worker health problem
1. A Worker Health Problem:
Why New, Effective Solutions Are Needed
to Enhance Workers’ Comfort & Performance
2. SPIN Selling: Situation – Problem – Implications – Net Impact
Introduction: The Situation
Operating a business continues to be ever more challenging in
America and around the globe.
Marketplace…
Risks…
Competition…
Costs…
Pressure…
Customers…
Work is stressing!
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3. SPIN Selling: Situation – Problem – Implications – Net Impact
Introduction: The Problem
Hard working people, like equipment, physically wear down over
time.
The Facts*:
Recordable claims nationally have actually decreased.
Medical costs, however, have increased and are the majority of
total work compensation losses.
Medical costs per lost time claim have increased about twice
the consumer price index (CPI)
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Sources: National Safety Council, National Council on Compensation Insurance, Gray Institute, Industry data
5. SPIN Selling: Situation – Problem – Implications – Net Impact
Introduction: The Problem
Hard working people, like equipment, physically wear down over
time.
The Facts:
Medical costs have increased more in worker compensation
than in healthcare overall.
MSDs are 2nd only to upper respiratory infections in primary care
medical offices.
MSDs represent 60% of injuries in the workplace.
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Sources: National Safety Council, National Council on Compensation Insurance, Gray Institute, Industry data
Other
(63%)
Source: Optum
6. SPIN Selling: Situation – Problem – Implications – Net Impact
Introduction: The Implications
Complex business issues result
Relationships…
Morale…
Employees…
Productivity…
Quality…
Performance…
Job security…
Compensation…
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7. SPIN Selling: Situation – Problem – Implications – Net Impact
Introduction: The Net Impact
New solutions and people are sought to solve the problem… or
business and people suffer
What if businesses actually lived up to the popular cliché:
People are our most important asset!
What if businesses could identify pre-emergent comfort,
performance, & health problems before they required expensive
medical care?
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8. Tomorrow
I’ll discuss…
The PERFECT STORM that is contributing to the biggest workplace
problems and threatening the bottom line!
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