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A Broker’s Guide to Selling Workers’ Compensation to Manufacturers in 2025

By KINETIC
4 min read
Oct 28, 2025

Manufacturing represents a $1.8 billion workers’ compensation opportunity in NCCI states, with average premiums of $148,298 per policy¹. California adds another $1.7 billion². With millions of workers operating in high-risk environments—hazardous machinery, repetitive tasks, and heavy workloads—injuries are a constant concern.³ 

Success in this space requires more than pricing. Brokers who offer proactive, tech-driven solutions can reduce claims, improve ex-mod scores, and stand out as trusted advisors.

This guide is designed for brokers who want to:

  • Target mid-market manufacturing clients for long-term growth
  • Develop specialized workers’ compensation expertise in manufacturing
  • Partner with Kinetic to help clients proactively manage risk

Manufacturing Workers' Comp Basics 

While economic pressures are top-of-mind, workforce and safety challenges persist. Nearly 60% of manufacturers cite attracting and retaining talent as their biggest concern.4 Brokers who help clients reduce injuries and foster a safe work environment position themselves as a strategic expert from day one.
 

Use Industry Data to Build Credibility

Benchmark your clients against the industry norms below to identify opportunities for improving safety and driving better outcomes.

Total workers' comp claims 240,000
Average claim cost $10,726 in NCCI states1 and $17,066 in California.2
Average indemnity claim cost $38,538 in NCCI states1and $42,328 in California.2
Days out per injury  10 days per injury.5

Top Causes by Loss ($)1

  • 37% Strain and Sprain
  • 23% Fall/Slip/Trip
  • 22% Caught between/Struck by 

Manufacturing Risk Factors Brokers Must Understand

Diverse risks 180+ class codes cover a wide range of manufacturing activities, each with unique risks.
Worker shortages add pressure High demand and turnover increase pressure to retain skilled employees.
Injury rates remain high While injury rates are declining, manufacturing still saw 355,800, nonfatal workplace injuries in 2023, ranking third among all industries.3
OSHA oversight Manufacturers face 8,383 OSHA citations and $30 million in fines in 2023, keeping compliance top of mind.6
Automation brings new risks While using robots for dangerous, dirty, difficult, and repetitive tasks may reduce risks, it also introduces new risks, such as unpredictable machine movements.

Key Stakeholders in Manufacturing Workers' Comp Decisions

Winning manufacturing accounts means understanding who influences workers’ comp decisions, speaking their language, and understanding who will use the value-added services.

Map the Stakeholder Ecosystem

VP of Operations Focused on productivity, minimizing downtime, and operational efficiency.
Controller Prioritizes cost management, budgeting, and financial risk mitigation.
Safety Director/Manager Responsible for reducing injuries, ensuring OSHA compliance, and fostering a strong safety culture.
Onsite Manager Manages daily operations, workforce productivity, and maintaining production targets.

Understand Frontline Risk Areas

Material Handlers Lifting injuries, slips, pallet/forklift crush.
Machine Operators Caught-in or caught-between injuries.
Material Processing Inhalation of toxic fumes, burns, cuts and abrasions.
Product Assembly Repetitive motions can lead to sprain and strain injuries.
Shipping and Distribution Lifting, conveyor-related risks.

30% of manufacturers see employee health and safety as a key strategy to attracting and retaining talent.7 Job seekers agree—76% rank workplace safety above flexibility, pay, and benefits.8

How to Identify Mid-Market Manufacturing Workers' Comp Prospects

Look for manufacturing clients who prioritize safety, not just the lowest premium. Ideal accounts have strong safety programs, and significant premium potential. As well as roles where proactive injury prevention and strong return-to-work programs can drive measurable results.

Match the Ideal Manufacturing Client Profile

Class Codes:
  • 2501/2576 Clothing Manufacturing
  • 3076/3830 Sheet Metal Products Manufacturing
  • 3632 Machine Shop
  • 3824/3815 Auto, Bus Truck, or Trailer Body Manufacturing
  • 4484/4498 Plastics Manufacturing
  • 6504 Food Products Manufacturing

See Kinetic's manufacturing workers' comp appetite

Pro Tip: The top three manufacturing categories (Food, Fabricated Metal, Transportation Equipment) represent <39% of total premium⁹. Pick two or three industries for focused growth.
Premium size: $50K+
Safety-focused: Clients already prioritizing injury reduction, especially for musculoskeletal injuries (MSD), or seeking proactive loss control measures

“We have a very transparent and proactive culture and we’re always trying to do something different, something additional, to drive better safety performance. When we deployed the Reflex (safety wearables), the results were incredibly powerful.”

Cormac Gilligan

Vice President of Global Environment, Health & Safety at Pepsico

Ask the Right Questions

Manufacturing risks vary significantly depending on materials, processes, and machinery. A one-size-fits-all safety program doesn’t exist, you should:

Assess core safety practices

  • What are your most frequent and severe workplace injuries, and what steps have you taken to reduce them?
  • What PPE requirements exist, and how are they enforced?
  • How does your return-to-work program support injured employees?

Identify key risk factors

  • What are you manufacturing? Size and weight matter.
  • Are all machines fitted with proper safety guards?
  • How do you handle storage and movement within the facility?
  • What housekeeping practices are in place to prevent slips, trips, and falls?
  • Does your facility have proper ventilation?
  • Do your employees handle product delivery or installation, and if so, what safety measures are in place?

How Brokers Win Manufacturing Accounts with Safety-Driven Comp

Lots of brokers quote workers’ comp, but few bring a strategy. The brokers who win lead with differentiation and speak the language of manufacturers.

Kinetic gives you proactive, tech-driven solutions—wearables that reduce strain and sprain injuries by up to 60%, a Rapid Return-to-Work program that cuts claims costs by up to 34%, and smart workflows that optimize claims outcomes.

Combined with industry-specific underwriting, AI-powered risk assessment, and in-person or virtual claims support, these tools deliver measurable results, including a 22% reduction in claims costs and 13% lower premiums.

Ready to take the next step? Get appointed and let’s work together to make manufacturing your next big win.

FAQs: Selling Mid-Market Workers’ Comp to Manufacturers

Which manufacturing industries are best for mid-market workers’ comp growth?
Focus on industries with high-risk operations and significant premiums. Mid-market clients ($50K+ premiums) with strong safety initiatives are ideal for proactive workers’ comp solutions.
How should brokers approach manufacturing clients differently than other industries?
Manufacturing clients face unique hazards like repetitive motion, heavy machinery, and high turnover. Brokers should emphasize proactive safety measures, technology-driven solutions like wearables, and data-backed loss control strategies. Understanding each stakeholder’s goals, from VP of Operations to plant managers, is key to winning accounts.
What strategies help brokers stand out in mid-market manufacturing workers’ comp sales?
Lead with measurable value beyond price. Show how technology and proactive claims management reduce injuries, claims costs, and premiums. Highlight case studies and tangible outcomes, such as reductions in strain/sprain injuries and faster return-to-work timelines. Position yourself as a strategic partner in workplace safety.

Sources:
1 NCCI Data from Rate Filing Reports (2017 - 2019). Fully Developed. For policies greater than $50,000 in premium.
2 WCIRB Data (2018-2022). Not fully developed.
3 National Safety Council analysis of BLS data, accessed January 30, 2025
4 Third Quarter 2024 Manufacturing Outlook, National Association of Manufacturers, October 4,
2024
5 U.S. Bureau of Labor Statistics - Table R65, 2021-2022, Accessed January 16, 2025
6 Frequently Cited OSHA Standards Results, NAICS Code: 31 Manufacturing, OSHA
7 Taking charge: Manufacturers support growth with active workforce strategies, Deloitte, April 2024
8 Technology improves safety for manufacturing workers, Manufacturers Alliance, 2024
9 Industry Drill Down - The Next Level, NCCI, May 2024
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