The Generals
My customers are already all thinking about Chemical MS or TPMS as an option to meet their needs.
Answer will be What is (yes or no)?
What is no?
What are: Experience, Audit Support, Project Leadership, Datasense or Recordkeeping / SDS management, Peace of Mind
A probing question to ask a customer about how they are managing their training program compliance.
(Variety of acceptable answers.)
A probing question to ask a customer about how they are managing their SDS sheets, chemical receiving, or hazcom policies.
(Variety of acceptable answers.)
A benefit JJK gives to clients to make sure they don't miss important deadlines.
1 reason customers don't think they need MS.
What is:
1. They want to do it in house.
2. They feel they have it handled.
3. They feel everything is good.
A Chemical Management SMS subscription offers the option to use QR codes to access the SDS sheets electronically.
Answer will be What is (yes or no)?
What is no?
The Chemical Management SMS subscription ($595 or included with Chemical MS) does not offer the URL for electronic sharing or access via QR codes. You can only do that with a full SMS subscription. Also...Chemical Management SMS is only for 1 user.
Plan on this time frame for implementation to be complete and the client to be up and running with TPMS
What is 60 days?
2 struggles of Chemical Management
What are: Hazard Information & PPE, Employee Training/Communication/Engagement, Documentation of New Chemicals, SDS Sourcing, Easy Access to SDSs, Labeling Chemical Containers, Expectations for Compliance (OSHA & EPA), Time-Consuming Hazcom Management, Large # of hazardous chemicals, Changing Inventory, Staff challenges, Complex organization or multiple locations, Lack of processes or procedures
This is relevant to MS and is always in the Top 10 cited violations during an OSHA inspection.
What is Hazard Communication?
3 reasons to invest in MS.
What are: Staffing challenges, Centralized process, No access to electronic listings, No process in place to continuously update inventory, Sourcing challenges, Everything is in paper format, Lack a system for archiving and removing duplicates, Want to save money by consolidating inventory, Want to reduce their environmental impact, Merger or acquisition. Consistency & Standardization.
Name 2 Chem MS Deliverables
We always do a full audit of a client's training program material. This is a high priority when a client uses their own training materials.
Answer will be What is (yes or no)?
What is no?
We do not do a full audit if they choose to use their own material.
A statement to listen for that is a red flag that your customer needs Chemical MS.
What is: Wears Too Many Hats, New to Safety or Inexperienced, Too Busy or Understaffed, Out of Date or Not in Compliance, Works on it when they have time, Large chemical inventory, multiple locations, lack of chemical approval & receipt process, outdated safety plans & training, OSHA enforcement issues
This happens if your Training Program is not managed appropriately.
What is: Important training or refresher training does not happen, it may prevent you from acquiring new business, an OSHA inspection can damage your brand, a lack in safety culture can result in low employee morale, hours can be spent on recordkeeping but you may still not be in compliance.
Tier II filing is included in Chemical MS offering.
Answer will be What it (yes or no)?
What is no?
What is: We are offering a service that does it for you. No one else is doing that as a full service. You provide the info, we'll do the work. We communicate where roadblocks are, what deadlines are, where improvements can be made. Managed services representatives are dedicated to the client to build a connection and provide confidence.
Cost of the TPMS one-time set-up fee per employee.
What is $3.00?
The cost of Chemical MS Advisory Services per month - give the price both with a subscription to SMS and without.
What is $350 (no SMS sub) and $300 (with SMS sub)?
An Add-On to Chemical MS.
What is: Initial Policy Review ($2,500), Initial Policy Development - includes federal and up to 3 states ($5,000, $500 each for additional states), Follow-up Policy Review ($1,000), Training (Quote), Reporting (Quote)
Target industry for Chemical Management
What is Manufacturing, Agriculture, Construction, Janitorial Service Providers, Facilities Management
Name 2 types of JJK customers that would be good targets for Managed Services.
What are: Existing MS customers, Customers that have JJK Training Enterprise subs or License Content, Growing customers, Recent mergers or acquisitions, Customers with staffing shortages or high turnover - especially if they have had a high level loss in the EHS department (retired, NLWC, new position)
Name 3 TPMS deliverables
What are: Manage training curriculum, Add/remove employees from courses, Create work groups based on job functions, Communicate training due dates, Expedite training plan requirements, Assign new hires to onboarding curriculums, Assign learners to training as required, Manage scheduling as appropriate to each student group.
The cost of the initial chemical set up SDS set up vs. the cost of ongoing chemical SDS management for active chemicals per month.
What is $5.00 one-time / chemical for initial set up and $2.00 / month / active chemical
3 steps in the JJK TPMS Partnership Process (these are on the Flow Chart).
What are: Assign a Dedicated Compliance Specialist, Initial Audit of Training Records, Track Current Training Status, Audit Training Documentation, Manage Training Related Data, Provide Ongoing Notifications, Provide Inspection or Audit Support, and Deliver Ongoing Proactive Guidance.