Webinar Replay #85: Maximize Safety, Maximize Profits

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Steve Kessler: Good morning, everybody, welcome to our webinar today. My name is Steve Kessler, and I’m going to kind of host the program in the background here. But we’re going to hear from Rachel McCrary. She’s 1 of our expert account representatives and works with our referral partners and such.

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Steve Kessler: So, Rachel, if you’re ready. Oh, really quickly, if you all have a question or a comment, there’s a chat box there that you can put your comments or questions into. As a matter of fact, if you don’t mind, why don’t you just jump in there and put in who you are, and where are you from, and what company you’re with that way? We kind of know who’s out there.

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Steve Kessler: and while y’all are doing that, Rachel, I’m going to turn it over to you.

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Rachel McCrary: All right. Perfect, Steve. Thank you so much. I am so excited to be here. My name is Rachel McCrary, and I’m with INFINITI workforce solutions or Vertical Alliance group. However, you all hear us. That is what we do. So, we are the, we are the online safety company that helps you guys with whatever you need safety wise whenever it comes to safety training. If, just like Steve had said, if you know

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Rachel McCrary: Pop in the chat who you’re with. If you also have, you know, content that you’d like to see from us. Just pop it in there, and we will get with you guys, we will take that down and get with our content help from the team. So, I’m going to go ahead and share my screen. Since this is only 30 min long, we’re going to go ahead and start talking about maximizing safety and maximizing profits. So, I’m going to go ahead and share my screen

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Rachel McCrary: share.

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Rachel McCrary: All right. Here it is, I would like to say, I always like to throw out a Disney reference. I worked with Disney. I was on their Safety Committee at the World showcase at my location in Epcot, and one thing that we had are

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Rachel McCrary: 5 different keys, and the 1st one is safety, and we always said, safety starts with you and me. It was our very 1st key, and all the keys falling behind it. If they did not align with safety being first, st then we had to always revert to no safety is the

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Rachel McCrary: the crucial part of our core value that we have at Disney, so we always went with safety starts with you and me, and that’s our key. So, I will always find a way to push into Disney references, and my contact information is at the end of the slideshow. So, if anybody is a Disney fan like me, you can always hit me after, and I can give you some cool little tricks.

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Rachel McCrary: all right. So, on the agenda today, I’m going to tell you a little bit about INFINITI and what we do as a company and my job with INFINITI as well. And I’m going to talk about what different ways you can maximize profits within your company whenever you maximize safety through orientation training. We’re going to look at your claims. Talk about your tangibles and intangibles, as well as let’s talk about your narrative, and how you

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Rachel McCrary: present yourself to your agents, and we’re going to have hopefully a little bit of time for Q&A at the end.

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Rachel McCrary: So, without further ado, let’s go ahead and get started. INFINITI has been around for 25 years. We’ve delivered over 194 Million training sessions to our clients. We are an online learning management system. What is a fancy way of saying we do

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Rachel McCrary: our training online, the way that we do it differently, as we have a humanized approach to safety training. So, what we have is a team of client success reps is what we call them. But they’re basically your friends and safety. We look at what is your SMS trending within our company. All of us

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Rachel McCrary: client success reps are looking and investigating what is happening. And how can we

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Rachel McCrary: help you to be successful? Because our success as a company is based on how successful y’all are whenever you are implementing our training platform.

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Rachel McCrary: What I do is I’m a strategic partnership representative. Basically, I work with insurance companies. I hear what they like to see and what they need to see from clients to make you guys less of a risk. So, whenever they write to you, they are more keen. Looking at the narrative, looking at your agenda and saying, hey, you have a better risk profile. You’re more insured and a lot more defensible in court whenever you have online training.

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Rachel McCrary: So, with that being said, I’m going to go ahead and switch to key objectives of a Fleet safety program. I want to talk a little bit about this before we dive into

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Rachel McCrary: what?

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Rachel McCrary: Before I dive into what are the areas on, how we can maximize your

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Rachel McCrary: maximize, your profits. So the key objective for a Fleet safety program number one is going to be to reduce accidents. You do that by implementing safety protocols, establishing clear safety protocols and procedures for your fleets having driver training and educational program where the drivers feel safe, they have safe practices, defensive driving techniques.

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Rachel McCrary: This is where I do like to say, whenever insurance companies are looking at your

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Rachel McCrary: SMS trending, they’re looking at your violations. Your loss runs histories and claims. Well.

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Rachel McCrary: whenever they’re looking at that, you are telling them

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Rachel McCrary: how risky you are as a client. So, whenever they see an increase in claims, they’re saying, okay, this is how this is the ratio of violations that’s happening.

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Rachel McCrary: Frequency breeds severity. So, after so long, I’m going to go ahead and quote you based on that one accident that’s bound to happen because of your increase in violations, your frequency of violations that is going to amount to

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Rachel McCrary: at least one severity.

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Rachel McCrary: That’s 1 way that insurance companies look at your risk. Profile and reducing accidents are a really great way to help with your safety program.

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Rachel McCrary: Improve driver behavior. Let’s monitor those driving performances have safety technologies integrated have a good corrective action program that follows up with coaching and promote the safety culture.

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Rachel McCrary: This is also a frequency breeds good behavior whenever you are constantly in front of and having frequent training talks of training with drivers. Well, then, the complacency is kind of combated

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Rachel McCrary: maintaining a safe work environment. This is just great safety practice. Be sure that you are. Be sure that you are having correct protocols and follow all this safety.

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Rachel McCrary: safety, environment, compliance within your company

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Rachel McCrary: insurance cost. I kind of already touched on it with reduced accidents, is telling that narrative, explaining to them everything that’s happening within your company saying we have an agenda, not just on, hey? We have a training program. But we have a customized training program that doesn’t just check the box. We’re addressing things that are happening within our company. Whenever you take that to them that will then better structure you in the marketplace

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Rachel McCrary: and ensure regulatory compliance. Well, whenever you are making sure that you are adhering to the relevant federal, State and local regulations

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Rachel McCrary: related to fleet and safety operations as well as monitoring your compliance and having documentation and record keeping. That’s a great way to stay to have all those objectives to have a really great Fleet safety program. What it will do is reduce your cost. It could potentially reduce your insurance premiums. We hate to, you know, make that claim. But we.

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Rachel McCrary: whenever you have less violations within your company, and you have reduced vehicle damage, reduced pair cost, and you’ve decreased your legal liabilities. Well, insurance is going to say, Hey, you’re not as big of a risk as some of our other clients. We’re able to structure you differently in the marketplace.

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Rachel McCrary: You also improve productivity. You have enhanced your reputation with your clients because well, you’re able to. You’re able to get to all your clients. You’re able to get your loads off whenever you say you’re not on the side of the road, and you also have employee safety and well-being

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Rachel McCrary: drivers. Look at companies, SMS scores. They look at where you guys fall. So, if you want those safe drivers having a great safety program and showing that is really helpful. So, let’s go ahead and get into the focus areas of

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Rachel McCrary: these different areas can help you. Whenever you’re optimizing safety, you will optimize your profits in these ways.

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Rachel McCrary: We’re going to start out with orientation. Having pre orientation is great for your company, because it can weed out the drivers that are going to be your Rollovers. Right. You want less turnover. That’s also a really great thing. That insurance companies look at is, hey? What is your turnover rate?

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Rachel McCrary: Another great way to save time and save money within. Your company is having it online because it’s the 80 / 20 rules, 80% of training can be conducted online whenever you are thinking about all your new hires, how much training can be put online. Put it into a system. It’s a

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Rachel McCrary: it is the frontline supervisor training. And then that 20% face-to-face time that is so crucial to where you find out about that driver, you find out do they meet the values of your company. That is so important, having

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Rachel McCrary: Tom is having that time is so important. So, if you have 80% of that online training.

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Rachel McCrary: it allows you to have those have that time available

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Rachel McCrary: for pre-hire orientation. Whenever you are waiting on that drug screen, you can have all the training put up online and say, if you’re invested in this company, go ahead and complete this orientation. So whenever they are on board with you, all of that training is already done. You have their drug screen back, and you can do that 20% face-to-face time that you would like to do within your company

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Rachel McCrary: all right.

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Rachel McCrary: The next.

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Rachel McCrary: The next way that you can save profits is with.

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Rachel McCrary: how are you doing your training? Whenever I was talking with

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Rachel McCrary: one of the Vice Presidents of Great West, he said. We asked him how much training is too much, and he said, there’s never enough. So, having monthly training

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Rachel McCrary: compared to quarterly in-person training.

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Rachel McCrary: How are how are you doing that? Are you getting a 100% participation rate? Are you getting 50? Are you getting less than 50. And whenever you are having those meetings about, how long are those meetings? Are they an hour long to where you focus on one safety topic, and then are you having

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Rachel McCrary: quizzes at the end to where you can then have all the documentation needed to show that yes, all our drivers are trained every single month.

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Rachel McCrary: or every single quarter. Whenever we present this to insurance companies, they say the more frequent the training, the better, and the more different safety topics the better it is. So we typically do 2 to 4 assignments a month. It is 5 to 7 min long videos. So, you can touch on several different safety topics.

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Rachel McCrary: I actually just got back from a great West event, and I was talking with their national practice leader, and she was telling me of

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Rachel McCrary: meant so many nuclear settlements that they’ve had to do, and I told her of one experience that I had where there was a work zone.

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Rachel McCrary: and it was in a work zone. It was merging into a work zone. So, it was just not a good, not a good location at all, and the

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Rachel McCrary: the car was trying to merge onto the interstate, and she ran under a truck.

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Rachel McCrary: It was a there was a fatality. She was a mother of 2, and what they what

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Rachel McCrary: her lawyer had to then present, and I do believe they got a 5 million dollars settlement was because they said that the truck, even though that they had their brakes on, they didn’t have their flashers, and that that was a hazardous area that they needed to have their hazardous lights on. Isn’t that crazy?

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Rachel McCrary: So yeah, I know that all these plaintiff attorneys are going after you guys. So have all that documentation to show, hey, we! We do train our drivers. Here is how frequently we train our drivers, and here is all the quizzes, and here’s the proper documentation to follow. It will really

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Rachel McCrary: make you more defensible. And that is also a way that insurance companies say, hey, that is, that makes you more insurable with us and less of a risk.

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Rachel McCrary: This is just a chart to show what

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Rachel McCrary: frequent and consistent training looks like from a traditional basis. It’s so easy to get complacent. So, I know I drive the same route every day to work, and sometimes I’m following the car behind me, and I think, oh, man, was that light green I was just following, going through the motions that that the car in front of me was going. Were they also being complacent and expecting this light to be green.

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Rachel McCrary: Right? I think we all kind of fall tradition to that. And a great way to look at the performance level is whenever you are talking frequently about seat belts. If you tell your drivers on a monthly basis, hey! Be sure to plug in your seatbelt, be sure to do your seatbelt whenever they pop in. They’re going to do that seat belt. But if you talked about it 6 months ago well, you’re going to see more and more drivers, leaving the yard with

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Rachel McCrary: their seat, belts and all on. So, in enforcing that frequent and consistent training will increase the performance level and make sure that you don’t have those violations.

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Rachel McCrary: Another really great way to maximize the profits within your company is, what are you basing your training on? Are you just checking the box. Is it a structured plan based off of your SMS trending? Are you looking at your company and saying, this is the area that we are continually having these violations in. And this is what we need to train on.

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Rachel McCrary: What I’m going to do right now is I’m going to share my screen, and I’m going to show you a report that we run for 4 clients that we say, okay, this is what we’re looking at within our company. This is where we see your SMS trending at. And we believe this is the area that you need to focus on. So let me get it pulled up here.

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Rachel McCrary: Okay, so I have taken out the dot number, so you will not be able to see what client this is. But we run this report as INFINITI, and we can see, okay, what is your geographical footprint where your violations happening by state, if you’re located in that state, and you only really travel in that state. Well, then, it’s going to let us. It’s going to let us know that. But if you’re traveling and have several different terminals and several different locations. Well, we’re able to see. Where are you being hit at?

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Rachel McCrary: We can see all the categories not just unsafe driving. It is all the safety categories we look at. Okay, is this seasonally happening within your company? Let’s talk about it. Is it an increase in inspections increase in violations what is happening within your company at

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Rachel McCrary: specific times.

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Rachel McCrary: and then it breaks it down on a color chart based on the level of severity that they’re at, and where these violations are happening. If you look at this one specific company that we have here. Well, 3 of their areas are in speeding the average cost of a speeding fine

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Rachel McCrary: is, is, I believe, around $500.

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Rachel McCrary: So, for each of these fines, they this company, whenever I actually met with them and talked about it. They had paid over $11,000 just in fines

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Rachel McCrary: on speeding tickets. We’re not talking about the other things that come along with it for the intangible cost of well, we were on the side of the road, so then we had to. We had other funds that we had to pay for, and then we had other violations that were alerted because we were speeding, and then it structured as

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Rachel McCrary: differently to not hit our times because we were sitting on the side of the road. So, then we couldn’t get certain loads off to certain clients which really didn’t help with our relationship, and after so long it.

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Rachel McCrary: If you continuously have violations and fines, those things really add up.

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Rachel McCrary: And we also look at it by okay, is it a driver that is continuously having these violations?

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Rachel McCrary: Do you? Are you doing corrective action for these drivers?

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Rachel McCrary: And this is how it puts it in in form right?

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Rachel McCrary: The one that we have here is based off severity. So that is one to 6 months. This one is the 6 to 12, and then this is 12 to 24, right? And this is how I was able to calculate all the fines with them.

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Rachel McCrary: Over 60% of their unsafe driving was for speeding.

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Rachel McCrary: And another thing that I really hit on with this company was their phone use. Whenever a this is their narrative, right? This is your narrative as a company whenever you take it to your insurance agent, and they are trying to present you in the marketplace. They will look at this. This is your story, and this is the story that you are writing about, how you are, how you

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Rachel McCrary: are having your violations within your company whenever you take it to them, they look at it. And they say, okay, over 60% of your fines were really on speeding. And oh, wow! I see 2 phone usage

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Rachel McCrary: phone call here texting here. That is dangerous driving. And that is 100% going to be a nuclear verdict. If either one of those drivers were in an accident.

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Rachel McCrary: I’m going to go ahead and minimize my screen and get back to others.

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Rachel McCrary: Our next thing that we’re going to talk about is going to be your claims and SMS trending, which goes along with what I was just talking about.

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Rachel McCrary: Do you know what tangible costs are within your company, the physical assets of the damages that are happening because of some of the violations that are happening because you had so many frequent violations. You had a few fender benders. A few things happen.

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Rachel McCrary: You’re backing. Are you having several backing

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Rachel McCrary: claims that’s happening that you’re not reporting to FMCSA. That we maybe need to talk about with the drivers.

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Rachel McCrary: your intangible cost of business interruption, the lost income, the reputation, all of that happening because you are getting violations. You’re getting fines. You’re sitting on the side of the road, knowing your losses within your company are so important that you know your losses, and you can be in front of it, and a good portion of the losses can be

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Rachel McCrary: are, are driver behavior based.

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Rachel McCrary: And this is where I really like to talk about your narrative, and how you position yourself with your insurance company. And what is the story that you are telling your company? And how are you positioned with them in the marketplace? Are you able to say, hey, I know exactly what is happening within our company? These are the violations that are happening. These are the drivers that were our risky ones that didn’t align with our core values. So, we had to get rid of it. Yes, we have a high turnover rate right now. But that’s because

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Rachel McCrary: it’s not because we can’t keep those drivers. It’s because they are not aligning with our values as a company and the typical cost of

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Rachel McCrary: of drivers. Whenever it is, you’re having

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Rachel McCrary: high retention or low retention. You’re not able to keep those drivers. It’s about $11,500 per driver for training. Whenever you lose a driver. That’s the estimated cost. So, tell your insurance company that you know your losses, you know that, hey? It looks like we have a high turnover rate, but it’s not because

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Rachel McCrary: it’s not because we can’t keep them. It’s because they didn’t align with our core values as a company. And we don’t want to have these violations that were continuously repeated by these other drivers. We’re going through a much stricter

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Rachel McCrary: orientation.

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Rachel McCrary: Also, you can present them with a specialized agenda, saying, I know that this is the violations that are continuously happening. These are our SMS trending. And here is a yearlong agenda for all the things happening within our company that we have already set and established to combat those drivers’ behaviors, and make sure that our drivers are not complacent

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Rachel McCrary: whenever you are taking

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Rachel McCrary: your story to your agent, for them to position in the marketplace. Are you saying? This is what we’re doing for orientation. This is how we are doing. Monthly orientation here quizzes to follow, and here is also everything is time and date stamped, reported, as well as we have a corrective action plan in place

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Rachel McCrary: for all our drivers, and we do have coaching, and all of that is time and date stamped, reported as well.

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Rachel McCrary: Our next steps that we would like to do with you is, look at your SMS trending help you guys out create a yearlong, a 3 month, 6 month, or a yearlong agenda based on what is happening specifically with your company that we have investigated, so we can now retell your story to your agents, and they can take it to the underwriters and get better they can get.

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Rachel McCrary: I would say, better premiums, a better quote for you guys based on your knowledge of losses within the company, and also not just your knowledge of losses, but they look and say, okay, they have something in place. These driver behaviors are about to get a lot better because they are implementing

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Rachel McCrary: a specialized agenda for their or all their training that are happening, all the violations that

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Rachel McCrary: they need to talk about with their company, with their drivers.

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Rachel McCrary: This is my contact information. If anyone has any questions. If anyone is interested in a specialized agenda, if you want to talk about your SMS trending and what is

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Rachel McCrary: not reported on FMCSA. That needs to be talked about. You can always let me know, and I can help you create that agenda.

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Rachel McCrary: It’d be great if you would like to schedule a demo with us. We can show you all the features that we have for onboarding corrective action plan digital checklist.

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Rachel McCrary: That’s a great bridge for communication within the vehicle maintenance and the drivers, because that’s really a two-tiered approach whenever it comes to vehicle maintenance scores, and, if you need a certificate to claim for NATMI, you can go ahead and do that as well. Let us know if you’re not really wanting to schedule a demo, and if you want more information, or if you want that agenda. Just reach out to me and me and my team will be able to help you with whatever

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Rachel McCrary: whatever questions that you may have.

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Rachel McCrary: So now I’m going to go ahead and stop sharing and look at the questions and answers, because of the questions that I hope I will be able to answer for you guys. So, if you have questions, go ahead and pop them into the chat.

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Rachel McCrary: Dot still is in the top corner.

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Rachel McCrary: Okay, does anybody have any questions on what we can do for you guys?

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Rachel McCrary: Okay, Steve, do you have any comments, anything that you would like to say.

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Steve Kessler: No Rachel, I think you’ve covered the material very thoroughly, I think.

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Steve Kessler: it’s important, you know. I think you mentioned it. But the insurance companies are very focused, and they do look at the financial status of a company. The profitability of a company is something that they pay attention to.

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Steve Kessler: and I think often, if companies are struggling, that would indicate that maybe they’ve got some issues with safety, that there’s money bleeding out of the company that shouldn’t be happening. And

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Steve Kessler: one of the areas that I talk about sometimes when I do programs is you show the SMS data, the carrier software data.

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Steve Kessler: If you look at out-of-service violations like tires, for example, you see that very frequently they put out of service for a tire issue generally. That’s about a thousand bucks every single time you have an issue with a tire out there on the highway.

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Steve Kessler: So little things like that can really dollar up and get into the bottom line quickly. So, I think it’s important to look at your financials. Where are you? Where’s the money going? What do you spend it on? Is it a bunch of backing incidents, or are your drivers distracted and curbing the tires and ruining tires. Doing that.

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Steve Kessler: Those are. You just have to kind of dig down and find the root cause, and then you’ll be very focused on where the training needs to happen.

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Rachel McCrary: Yes, whenever I talk with companies that my insurance agents have asked me to create a specialized agenda for them based on their trending, and I show them, hey, this is what’s happening. A lot of them are really surprised, because.

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Rachel McCrary: you know, sometimes it’s difficult to know that. Hey, this is your problem, driver. This is the one that’s always coming with this same, the same violation, or several different violations. But it’s also, you know, how. How do you remember for 2 years all the violations within one area? Well, you may not know that 60% of your violations are for speeding, and that it’s just a behavior change that needs to be put in front of your drivers.

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Rachel McCrary: almost all the companies that I’ve done the agenda for. And tell them, hey, this is what it looks like for you guys, they’re shocked. And they say I had no idea that

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Rachel McCrary: this is where a huge portion of my violations were happening, or this is where a lot of my fines were happening at, and it really helped them get a good viewpoint with the company, and whenever they went for renewal with their insurance company they actually took the carrier software report that I ran for them and their agenda, and the conversation was so much better with that agent.

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Steve Kessler: Yeah, looks like there is one question here from Mark.

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Steve Kessler: is the training agenda included as part of the monthly cost.

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Rachel McCrary: Yes, yes, it is.

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Rachel McCrary: It is. That is something that we like to do for all our companies. We are a humanized approach to safety. So all of our clients representatives, we actually look at your specific company. We are dedicated. You have your own dedicated person that goes in and looks at your company and sees what is happening internally with it. And how can we help you?

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Rachel McCrary: The monthly cost? I will get with you, Doreen, on what that cost is because it is a scaled pricing, and we will get a sales representative to be able to help you with that

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Rachel McCrary: all right. Well, our time is 1130. Thank you all so much. If y’all have any questions, just contact us, and we will be able to help you all out. Thank you all so much for signing on Friday with me. I appreciate it. Have a great weekend.

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Steve Kessler: Thanks.

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Rachel McCrary: Thank you.