Safety gates are a welcome addition to loading docks, mezzanines, and stairways in both manufacturing facilities and commercial buildings. They are simple in design, yet powerful enough to help prevent deaths, reduce injuries, and save companies thousands of dollars in regulatory fines. While it may seem that this collection of qualities would be enough to convince even the most skeptical boss to install a safety gate, it is not always easy to persuade CEOs and other decision makers at your company to invest in adequate fall protection. Below are nine steps to help you convince your boss to put in a safety gate.
1. Make a List of the Key Reasons Why Your Facility Needs a Safety Gate.
Doing your homework before you approach your boss is vital to making a persuasive pitch. Make a list of all of the reasons why your facility needs a gate and list them in order of importance. Your list should include the following points:
- Gates help demonstrate compliance with OSHA guidelines and industry regulations
- Safety gates keep your employees safe when they are working in elevated areas at your facility
- Mezzanine gates help prevent falls in facilities with multiple floor levels
- Dock gates provide a protective barrier for shipping-and-receiving employees working on loading docks
- Safety gates help prevent injuries to employees and pedestrians by limiting access to restricted areas
2. Calculate the Estimated ROI for Purchasing Gates for Your Facility.
While this might not be the first thing you mention to you boss, it’s high on our list because of its level of importance. Attempting to convince your boss to install a safety gate without outlining the estimated return on investment (ROI) is a recipe for failure – especially if your company’s CFO must also sign off on the purchase. Be as specific as possible as you deliver your pitch, as your boss will be particularly interested in the financial benefits of installing a dock, stairway, or mezzanine gate.
3. Describe How a Gate Will Help Your Organization Comply with OSHA Standards.
Ensuring compliance with OSHA standards is a top goal for managers in every department. In particular, your boss will want to make sure that:
“Each employee is protected from falling into a ladderway floor hole or ladderway platform hole by a guardrail system and toeboards erected on all exposed sides, except at the entrance to the hole, where a self-closing gate or an offset must be used.”
And that:
“When guardrail systems are used around holes that serve as points of access (such as ladderways), the guardrail system opening: Has a self-closing gate that slides or swings away from the hole, and is equipped with a top rail and midrail or equivalent intermediate member that meets the requirements in paragraph (b) of this section”
- Occupational Safety and Health Administration (OSHA)
Properly designed safety gates are designed to prevent falls from heights, thereby meeting key OSHA standards like these and illustrating the organization’s commitment to employee safety.
4. Schedule a Convenient Time to Meet with Your Boss.
Timing is critical when asking an overworked boss to invest in a new piece of equipment for your facility. If possible, try to avoid meeting with your boss during chaotic or stressful periods such as Mondays, peak hours of operation, month-end, or the first day back to work after a holiday. Your odds of securing approval will likely increase if your boss can direct his or her full attention to your pitch.
5. Be Prepared to Outline Costs of Purchasing and Installing a Gate.
In order to approve the purchase of a gate, your boss will need to know the total cost of the gate. Be sure to include shipping costs and any associated installation costs in your pitch. Highlight any discounts for which your company may be eligible, and make sure you outline available payment options. And of course, always remind him/her about the ROI the company will gain (see #2) by spending this money.
6. Anticipate Objections, and Be Prepared to Respond to Them.
It’s natural for a boss to raise objections to a new purchase, even safety gates that offer employee protection and a high ROI. You must anticipate potential objections and be prepared to overcome them. If you can respond professionally to your boss’s objectives, you will be more likely to succeed with your pitch. Some of the objections that you might encounter include the following:
Objection: “We cannot afford to purchase any safety gates right now.”
Response: “The low cost of a gate pales in comparison to the cost of an injured employee.”
Objection: “We do not have time to interrupt production and install gates right now.”
Response: “Each gate is shipped with the required mounting hardware
and can be quickly installed.”
Objection: “Our facility’s wide openings will make it hard to locate a good gate.”
Response: “The best gate providers offer customizable gates to fit our
facility’s wide openings.”
7. Outline How Easy It Is to Install a Safety Gate.
CEOs and other executives who are unfamiliar with safety gates often mistakenly assume that installing a gate will be a labor-intensive, time-consuming process. Make sure your boss is aware that top-quality gates typically arrive with the hardware required to install them. Additionally, emphasize that many gates can be installed in a matter of minutes, eliminating any sustained interruptions in productivity. Often, there’s not even any drilling required.
8. Mention Some Key Competitors Who Already Have Safety Gates.
Staying a step ahead of the competition is a top priority for most executives and managers. Presenting a list of key competitors who have already installed OSHA safety gates can spur your boss to take the plunge and install a gate as well. As you compile your short list of competitors with gates, make sure that you include a couple of well-known industry leaders to really capture your boss’s attention and motivate him to take action.
9. Assure Your Boss That You Are Working with a Leader in the Fall Protection Industry.
Once you have convinced your boss that it is a good idea to install a gate, the final step is to assure your boss that you have carefully evaluated gate vendors and selected a trusted leader in the safety gate industry to supply your gates. Ideally, the gate provider you choose should possess the following qualities:
- Top-quality, American-made products
- The ability to customize gates for your facility
- Decades of industry experience
- A robust distributor network
- Flexible payment options
The Bottom Line
Convincing your boss to install a safety gate may sound like a simple task. After all, they help protect employees and visitors from injury, facilitate compliance with industry regulations, and are easy to install. In spite of these benefits, persuading your boss to invest in a dock gate, mezzanine gate, or another industrial safety gate may prove to be more challenging than you think. By following the nine steps above, you will greatly increase your chances of securing your boss’s approval and fostering a safer work environment.
