Nobody is calling these companies about their injury rate

Extending the OSHA source you built on the 28th. The 300A file has two columns the last build didn't use — total hours worked and the injury counts. Together they give you a workers' comp angle on companies that are invisible to Judy Diamond, in the exact 24–49 employee band RUN is priced for.

478

Bay Area establishments, 24–49 employees, branches and government stripped

475

never been in your dialer

filed 30+ days away from work

162

injury rate at 2× the national benchmark

The door

"You filed 297 days away from work last year on 33 employees. I'm not calling about safety — I'm calling because claim severity is what drives your experience mod, and your comp premium gets priced off it for the next three years. Do you know what your X-mod is sitting at right now?"

That's a completely different door from payroll or 401(k). It's their own filing, it's a number they had to compute themselves, and it points at money rather than at a product. And unlike the 401(k) angle it reaches companies with no retirement plan at all — the ones no vendor list surfaces.

Why this is genuinely new

Judy Diamond and every list vendor sell you the 401(k) recordkeeper. That means their universe is, by definition, companies that already have a plan. The OSHA file doesn't care — every establishment in a covered industry has to file whether or not it offers a single benefit. So the overlap between this list and anything a vendor sells you is close to zero, and the numbers bear that out: 475 of 478 have never been in your dialer.

The injury data on top of that is the part nobody works. Insurance brokers know a company's loss history is the most powerful thing you can lead with, but they can't see it until they're already quoting. You can see it before you dial.

The worst 12 — all new, all in territory

Company	City	Emp	DART	Days away
Engstrom & West (Groza)	Monterey	44	4.4	1,080
ACI	San Leandro	26	15.2	540
Golden Cal Express	Hayward	32	13.5	533
Stockdale Capital	San Francisco	47	16.0	419
Olmar Supply	Livermore	35	14.3	364
JE&E Chavez	San Jose	36	14.9	356
Crafty	Hayward	30	11.5	356
Service Painting	Livermore	27	3.3	328
Blue Spruce Landscape	Campbell	33	6.6	297
Allstate Plastic	Hayward	26	16.0	283
Protransport-1	San Francisco	48	29.0	213
Jones Convalescent Hospital	San Leandro	44	60.4	158

DART = days-away-and-restricted-transfer cases per 100 workers per year. The US private-industry benchmark sits near 1.5. Median among the injured companies on this list is 5.4. Blue Spruce Landscape is on Cristich Lane in Campbell — that's a walk-in, not a dial.

The talk track, three versions by severity

30+ days away from work (68 companies):

You filed [297] days away from work last year on [33] employees. I'm not calling about safety — I'm calling because claim severity is what drives your experience mod, and your comp premium gets priced off it for three years. Do you know what your X-mod is sitting at right now?

High rate, less severe (94 more companies):

Your 300A shows [5] recordable cases across [28] employees — that's a DART rate of [6.6] against a national benchmark near 1.5. Has anyone looked at what that's doing to your comp premium?

Clean record (227 companies) — fall back to the size angle:

You're at [31] employees on your OSHA filing. Companies right at that size are usually paying for payroll and comp as two separate things, with two separate deposits and a year-end audit. Worth twenty minutes?

Where it goes next: pay-as-you-go comp means the premium is calculated off actual wages each payroll instead of an estimate, so there's no big deposit and no audit surprise at renewal. That's the product conversation — but earn it with the number first, the same way the 401(k) fee line works.

Get the mechanics right or a broker will eat you. Days away from work does not set the experience modification directly — in California the X-mod is computed by the WCIRB from actual claim costs. Days away is a severity proxy, and a good one, because time-loss claims are what get expensive. So say "claim severity drives your mod," never "your days-away number sets your mod." If they push, hand it to the comp specialist. Don't improvise on how the rating formula works.

Honest limits — same as the original build

Industry-limited by law. Only about 80 NAICS codes must file a 300A. This list is construction, manufacturing, wholesale, hotels, grocery, warehousing, nursing and building services. No restaurants, bars, auto repair, salons, offices, tech, professional services or finance — a big slice of your walking territory simply isn't here.
Only 20 of 478 have a phone number. The phones came from the 5500 join, so the companies with no retirement plan — the most valuable ones — have none. I checked CSLB and the state open-data portals for a bulk contractor phone file and there isn't one that's freely accessible. Treat this as a drop list first. Every row has a street address.
Headcount is a 2025 annual average, self-reported. A 24 last year could be 35 now.
A few franchise and management-company structures still slip the branch filter — Kimpton IHG and ACI are on the list. I strip anything with 8+ US sites on one EIN, but hotel management companies file oddly. Eyeball the big brand names before you drop.

What I'd do with it

Blue Spruce Landscape, 200 Cristich Lane, Campbell. 33 employees, 297 days away. That's a five-minute drive and a drop with a real reason.
Work the 68 severe rows as drops, sorted by days away — every one has an address and none has been touched.
For the 20 with phones, dial them with the severity line.
Next enrichment worth trying: the state contractor licence lookup one company at a time for the construction rows, since that's where the severity concentrates. It's manual but the list is short enough to be worth it.

List saved at ~/osha-comp-leads-2026-07-29.csv and OneDrive → Documents → ADP. Sorted worst-first, with a pre-written opening line per row and an in_dialer column so you can see the three that aren't new.