Ohhh, my aching back

ACK INJURIES are the most frequent and costly of work related injuries, especially in a lumber yard or home center.

About 250/o of all Workers Compensation claims are back related and account for between 350/o and 400h of all Workers Comp costs.

Story at a Glance

Ways to cut insurance claims for back injuries... hiring and training methods. preventive exercise and belts. . . posters and reminders can reinforce good lifting habits.

Prevention of back injuries and subsequent insurance claims should begin at the time of hiring. Employees should be made aware through the use of a job description of the specific duties and requirements of the position including the amount of lifting involved. The job application should require information about any physical condition affecting the performance of the duties outlined in the job description. In addition, pre-employment medical examinations should be used to determine if the applicant is physically qualified for the position.

The second phase of back injury prevention begins with orientation to the job. Employees must be trained in all functions of the job including potential hazards such as lifting. The personnel department after completing the responsibility of proper selection should continue to train and counsel employees with safety in mind.

Material handling techniques should include instruction in proper lifting. Posters illustrating proper methods should be displayed in the lunch room, by the time clock and near the job site. Company newsletters or bulletins should periodically carry information about correct lifting habits. Employees should be observed regularly in the practice of proper lifting techniques. If necessary, lifting training sessions should be scheduled with an emphasis on eliminating strains and sprains.

Some companies reinforce lifting training by providing all employees required to do lifting with special back belts or vests. These devices support the back and lessen the possibility of back strain. Stretching exercises done as a group with a leader before beginning work also lessen the possibility of back injuries.

Available statistics on back injuries support the concern of lumberyard and home center managers. Males between the ages of 25 and 34 have 33% of the reported back injuries. The most common causes are sudden body movement or motion, a too bulky object, or frequent lifting on the day of the injury.

In evaluating the potential for back injuries in an operation, insurance companies use a list of l0 factors. A manager can also use them to judge conditions at his company. Items considered are maximum weight of objects lifted, size and configuration, frequency of the lift, height and distance of the lift, number of workers involved, age and length of employment of workers, comparison of workers' wages to Workers Compensation rates, extent of material handling devices in use, lift training provided and availability of light duty work.

Diligence is required to reduce or eliminate back injury claims, but it is possible to do so. Establishing policies and maintaining control and supervision from the time of pre-hiring interviews is important.

Rules for Safe Lifting

(l) Size up the load

(2) Secure good looting

(3) Place feet a comfortable distance apart

(4) Take a firm grip of object

(5) Keep back straight

(6) Lift with the leg muscles

(7) Obtain assistance in lifting heavy or bulky objects

(8) When two or more persons are carrying a heavy or bulky object, both, if possible, should lace the direction of travel and use prearranged signals to lilt or lower load.

/A RAND OPENINGS! Grand 1l Re-openings! llome lmprovement Fairs! Why are some jammed with people spending freely, while others have sparse attendance?

Atmosphere, activities, attractions and advertising make the difference, explains Bill Cuzardo Sr., president of Market Builders, Kerrville, Tx., who has been staging events of this kind for over l0 years. "Something for the entire lamily and something happening every hour of the day."

Story at a Glane

Grand opening guru shares success formula... people want bargains, product demonstrations, door prizes and entertainment, in that order. advertising, excitement and good buys mean financial success.

a combination of mail and newspapers for circular penetration. In addition to bargains, advertising lists events including times for prizes, demos, gifts, shows and celebrity appearances.

Radio advertising is carefully evaluated not only by considering the surveys and interviews with station personnel but also by listening to available stations and demo tapes from each. Guzardo recommends seeking a professional voice that doesn't advertise for other local businesses. Using a highly visible spokesman will give commercials more authority, he adds.

Guzardo is quick to point out that advertising the right products at the right price is not enough. You have to have the merchandise in stock and take good care of the customers. "Hug 'em when they come in and kiss 'em when they leave," he laughs, adding, "Preparing the staff is something the dealer should not overlook."

who also appeals to the entire family, such as a sports star. Pictures to be autographed are printed with a phrase such as "Look who I met at XYZ Lumber's Grand Opening."

"You spend some money here," Guzardo cautions. "A good entertainer takes $500 a day plus travel and a sports celebrity, $500-$2500, depending on how popular he is."

Knowing the size of the market, Guzardo can estimate how many people will register for door prizes. The entry blanks, which ask questions about future projects and needs, become effective survey tools. Door prize winners are announced over the PA during the day as well as on the remote broadcast to build interest.

He cites a survey of four different markets to determine attendance. "The results were the same each time so I feel comfortable using them. People rate value first, information (product demonstrations) second, door prizes third and entertainment fourth."

Using these guidelines, Guzardo has developed a strategy combining advertising, demonstrations, prize drawings, entertainment, freebies, celebrity appearances, music, remote radio broadcasts and food.

Advertising is a triple thrust: an eight page, four color tabloid on Wednesday or Thursday for a Saturday opening; a color newspaper ad on Friday; radio from Wednesday. After evaluating the available newspaper, he selects either 1000/o mail or

Discussing what to advertise, Guzardo says, "We have all been taught to advertise a recognizable bargain on page one of any circular. However, you have only one grand opening, so buy some business with loss leaders, including building products, on the cover."

"A dealer should alert his suppliers and tell, not ask, them what he expects including a better price, coop funds, preferably 100%, a demonstration of how to install the product and products for door prizes, specifying what he needs."

A l5 to 20 minute entertainment act appealing to the entire family, such as a ventriloquist or a ntagician, usually performs about five times a day at an event planned by Guzardo. "Professionalism is the key," he says.

His guest celebrity is someone

Having a local group, preferably a high school organization, sell cokes and hot dogs works best, Guzardo believes. The store buys the food and the group collects the profit. An organization using it as a fund raiser generates a lot of enthusiasm, incentive for people to attend, public service announcements and publicity.

"lt's a big letdown to drive up to a grand opening, park, open your door and hear nothing," Guzardo comments. "At my grand openings, live product demonstrations are in full swing (often on the parking lot). Music is lively, interrupted with exciting announcements. Banners and flags are flying. Balloons are bobbing 75 ft. above the store and from endcaps. Everyone including the staff is having fun and showing it."

Guzardo depends on local disc jockeys for music customers will like. "ln most cases, they're willing to record 120 minutes of No. I hits," he says. But, he warns, don't play the music over the store's PA. To intermix announcements, the system must have separate volume controls for music inside and outside as well