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Continuous improvement has long been an important goal in manufacturing. Some organizations leverage structured business management methodologies such as Lean or Six Sigma, while others use a less formal approach. MORE
One of the most important responsibilities of managers in manufacturing environments is to contain costs. The most obvious cost to eliminate is the cost of low quality. Defective products and lost labor hours add no value to the customer and represent a significant strain on the organization. MORE
Because of its manufacturing roots, many people assume that it doesn’t apply to banking or other services-oriented sectors. We often get questions about whether the Lean management methodology can be applied in the financial services industry. MORE
Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. Lean Thinking lays out the five Lean manufacturing principles: value, value streams, flow, pull, and perfection. MORE
In this week’s Sales Leader, I explore the importance of being aware and prepared for sales calls. MORE
Some organizations choose to adopt comprehensive process management methodologies like Six Sigma , Lean Manufacturing , or the Toyota Production System. Quality management is a subject that's often studied in business. MORE
Outsourcing services include IT, payroll, finance, manufacturing, call centres, washroom services and so on. It’s tougher to deliver services consistently well in some industries than it is in others. One particularly tough industry is Outsourcing. MORE
The global manufacturing sector, much like most other industries in the world, has been deeply impacted by the rapid advancement of technology. So rapid has been this change that the industry is already on the verge of Industry 5.0. Remember when everyone was talking about Industry 4.0? MORE
The Value Grid approach provides a perspective beyond traditional linear progression of activities, where organizations need to balance equilibrium between suppliers and manufacturers aside from concentrating only on reducing lead times. MORE
When working with sales leaders in the manufacturing space, we focus on a three-step process: 1. It all starts with a really good look from both the manufacturer and channel side to establish what value will come to each partners’ business from the relationship. MORE
In the medical technology field, manufacturers must provide medical device support for their products across a wide range of settings, including hospitals, urgent care centers, physicians’ offices, nursing homes, mobile units, and even individual homes. MORE
Manufacturers of all kinds seek to achieve continuous quality improvement because it ensures the consistency of products delivered to customers and protects against the competition. Fortunately, continuous improvement has a long history in automotive manufacturing. MORE
As you might guess from the name, a Lean Six Sigma methodology combines Lean manufacturing principles and those of Six Sigma. This approach to production management is popular in the automotive manufacturing industry. MORE
American manufacturers face a shifting landscape between unpredictable geopolitical struggles, overseas competition, a looming talent crisis and radically changed expectations from their buyers. Buyers Expect More From Manufacturing Sellers. CSO Insights data shows that only 13% of manufacturing sales leaders feel as though their sales technology stack effectively addresses their selling challenges. How Manufacturing Sellers Stack Up Against World-Class Sellers. MORE
Imagine a car manufacturer that does not allow any vehicle customization, or a retail bank. To meet the needs of the empowered 21st Century consumer, most companies, especially larger enterprises, need to embark on a customer experience transformation. MORE
This is abundantly true in manufacturing sales. To better serve customers, manufacturers must connect sales and service in a holistic manner that places the customer’s needs at the center of every decision. By sharing information between sales and service, manufacturers will develop brand loyalty and increase the lifetime value of their customers. Manufacturing sellers often focus on larger deals. MORE
Historically, large manufacturers have used third parties to provide services like break-fix and routine maintenance. However, in recent years there has been a trend towards servitization, where manufacturers are beginning to offer additional services of increasing sophistication. Servitization: Driving revenue growth for manufacturers. One manufacturer that has managed this very well is printer manufacturer, Xerox , offering fixed printing by the page. MORE
Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Furthermore, some manufacturers fail to nurture relationships with indirect channel sellers to provide the skills and resources they need to effectively sell your solution. Let’s explore the key success factors for manufacturers to maximize sales through indirect channels. MORE
As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into. MORE
As buyer behavior changes and sales evolves across all sales organizations, analytics have emerged as a key component of success—yet manufacturers struggle more than average organizations to use them effectively. According to the World-Class Sales Practices Report from CSO Insights, only 23% of manufacturers globally use sales analytics to measure and predict sales performance. 8 Strategies to Revive Manufacturing Sales. MORE
Hefty interest in customization, expanding client expectations, the intricacy of the worldwide supply chain, and other numerous difficulties urge manufacturers to find reliable, new, and more creative approaches to endure in the race. MORE
The principles of Lean and continuous improvement methodologies originated from manufacturing, but there’s no doubt that they have been applied to other industries quite successfully, such as nuclear energy. MORE
Even more telling is that only 39% of manufacturing organizations feel as though they have the talent to succeed in the future and just 20% assess why their top performers are successful. As the existing manufacturing sales force retires , more millennials enter a field that looks very different from what their mentors grew. Many manufacturers train engineers to become sellers because they possess a high degree of proficiency in the technical knowledge of a product. MORE
Jones, covers the five principles of Lean manufacturing. Although the book is primarily focused on Toyota’s achievement in revolutionizing manufacturing, the principles of Lean manufacturing can be applied to almost any industry. Here are 5 principles of Lean manufacturing: Lea MORE
So, for example, instead of manufacturing and selling a machine tool and ending the transactional customer relationship there, a business instead might produce and sell the machine tool as part of delivering a contracted support and maintenance service. MORE
Manufacturing organizations dedicated to continuous improvement look for opportunities to eliminate waste at every juncture. They may spend most of their time looking at core activities like production efficiency because improvements to essential processes result in significant gains. MORE
In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. To succeed in modern manufacturing sales, sellers must identify each of these buying influences and tailor their messaging to address their specific needs and wants. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences. MORE
Manufacturing sales leaders need insight into your organization’s sales funnel in order to accurately manage the pipeline. Effective funnel management ensures that manufacturing seller’s prospects continue moving through the funnel and are managed at every stage. It’s also something that the industry struggles to do effectively, as only 30% of North American manufacturing sales leaders said they did well in the 2019 World-Class Sales Practices Study from CSO Insights. MORE
As I write this article in August 2021, we’re seeing hordes of distributors and manufacturers struggling to keep up with supercharged demand — and it’s still unclear when supply constraints will ease. The post Never Let a Crisis Go to Waste – Managing Through Supply Chain Constraints appeared first on Sandler Training. Blog Posts Management & Leadership logistics sales strategy supply chain MORE
One of the reasons that the Lean manufacturing business methodology is so popular with companies in every industry is that it comes complete with a set of tools for structuring and managing the goal of continuous improvement and waste reduction. These tools are great on their own, but many of them become even more valuable when improvement management software is used as a single platform for managing positive change. This post examines some of the most often used. MORE
Lean manufacturing is a business methodology that is based on tools and techniques implemented at Toyota in their post-WWII efforts to improve the quality of its automobiles. Other manufacturers recognized the success the company enjoyed and applied the approach. Visits to Toyota to observe Lean manufacturing in action are common to this day. MORE
Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. But according to CSO Insights’ Sales Performance Report only 32% of manufacturing organizations believe they have a sales team that’s built to succeed. Manufacturing sales organizations often assume technical expertise is enough. The modern manufacturing buyer has changed. MORE
As you might guess from the name, a Lean Six Sigma methodology combines Lean manufacturing principles and those of Six Sigma. This approach to production management is popular in the automotive manufacturing industry. MORE
There’s little doubt that sales at manufacturing companies are becoming more complex. In parallel, contracts including a service element, such as repair or AI-enabled insights, are becoming more common as servitization of manufacturing is embraced. Compared to a ‘simple’ product sell, these multi-year deals provide manufacturers not only increased revenue streams but also better margins. Content Sales Enablement b2b manufacturing manufacturing sales servitization MORE
In automotive manufacturing, there are several things you can take for granted; unfortunately, some are unwelcome. The Six Big Losses are an uninvited guest in automotive manufacturing plants everywhere. MORE
Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. Lean Thinking lays out the five Lean manufacturing principles: value, value streams, flow, pull, and perfection. MORE
Modern manufacturing sellers are no different. Let’s explore how manufacturing sellers switch buyers focus away from price by showcasing solutions that demonstrate value, emphasize the total cost of ownership and helping your stakeholders succeed. . As an example, many manufacturers experience consolidation in some form.If Often, manufacturers compete against companies from other regions, like China, which now leads the United States as the largest manufacturing nation. MORE
5S is a Lean manufacturing technique that addresses the organization of workspaces and processes for a safer and more efficient manufacturing facility. MORE
Kaizen is closely associated with lean manufacturing in the West because continuous improvement combined with just-in-time manufacturing principles form the foundation of lean. MORE
You might not “test” your employees on the essential concepts in Lean manufacturing , but there are still some fundamental ideas that they should understand. I created dozens of cheat sheets during my high school and college career. Don’t worry; I didn’t use them to cheat on the test. I found that the exercise of creating a crib card helped me review the relevant material and organize my thoughts, so when it was time for the exam, I was well prepared to do well without resorting to fraud. MORE
The Lean methodology is an evolution of the Toyota Production System that the Japanese automaker implemented following World War II to improve the efficiency and flexibility of its manufacturing. MORE
The manufacturing sector is growing increasingly complex, so it’s no surprise that the buying process has become more complicated as well, lasting longer and with more stakeholders involved. At the same time, manufacturing product portfolios are growing broader. There are usually five or more people directly involved in most major B2B purchases in manufacturing. The changing landscape of decision making in manufacturing. or additive manufacturing? . MORE
For more than 50 years European manufacturers built their reputation on high quality—and then the tides turned. New competition from Asia and the Americas, higher production costs and requests for more personalization caused European manufacturers to reevaluate current practices. Sellers also need to prepare to work within channel sales, as up to 70% of European manufacturing business involves selling with and through third parties. MORE
One of the most important responsibilities of managers in manufacturing environments is to contain costs. The most obvious cost to eliminate is the cost of low quality. Defective products and lost labor hours add no value to the customer and represent a significant strain on the organization. MORE
Manufacturing Related Topics Kainexus
MARCH 2, 2021
Continuous improvement has long been an important goal in manufacturing. Some organizations leverage structured business management methodologies such as Lean or Six Sigma, while others use a less formal approach.
Kainexus
DECEMBER 1, 2020
One of the most important responsibilities of managers in manufacturing environments is to contain costs. The most obvious cost to eliminate is the cost of low quality. Defective products and lost labor hours add no value to the customer and represent a significant strain on the organization.
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Kainexus
JANUARY 19, 2021
In automotive manufacturing, there are several things you can take for granted; unfortunately, some are unwelcome. The Six Big Losses are an uninvited guest in automotive manufacturing plants everywhere.
Kainexus
DECEMBER 28, 2020
Manufacturers of all kinds seek to achieve continuous quality improvement because it ensures the consistency of products delivered to customers and protects against the competition. Fortunately, continuous improvement has a long history in automotive manufacturing.
Kainexus
NOVEMBER 17, 2020
As you might guess from the name, a Lean Six Sigma methodology combines Lean manufacturing principles and those of Six Sigma. This approach to production management is popular in the automotive manufacturing industry.
Customer Think
AUGUST 6, 2021
Hefty interest in customization, expanding client expectations, the intricacy of the worldwide supply chain, and other numerous difficulties urge manufacturers to find reliable, new, and more creative approaches to endure in the race.
Kainexus
DECEMBER 1, 2020
One of the most important responsibilities of managers in manufacturing environments is to contain costs. The most obvious cost to eliminate is the cost of low quality. Defective products and lost labor hours add no value to the customer and represent a significant strain on the organization.
Showpad
NOVEMBER 14, 2019
The manufacturing sector is growing increasingly complex, so it’s no surprise that the buying process has become more complicated as well, lasting longer and with more stakeholders involved. At the same time, manufacturing product portfolios are growing broader. There are usually five or more people directly involved in most major B2B purchases in manufacturing. The changing landscape of decision making in manufacturing. or additive manufacturing? .
Kainexus
JANUARY 21, 2021
5S is a Lean manufacturing technique that addresses the organization of workspaces and processes for a safer and more efficient manufacturing facility.
Kainexus
DECEMBER 3, 2020
Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. Lean Thinking lays out the five Lean manufacturing principles: value, value streams, flow, pull, and perfection.
Customer Think
JULY 23, 2021
The global manufacturing sector, much like most other industries in the world, has been deeply impacted by the rapid advancement of technology. So rapid has been this change that the industry is already on the verge of Industry 5.0. Remember when everyone was talking about Industry 4.0?
Kainexus
NOVEMBER 17, 2020
As you might guess from the name, a Lean Six Sigma methodology combines Lean manufacturing principles and those of Six Sigma. This approach to production management is popular in the automotive manufacturing industry.
Kainexus
DECEMBER 3, 2020
Their book, Lean Thinking: Banish Waste and Create Wealth in Your Corporation , is considered by some to be the bible of Lean manufacturing. Lean Thinking lays out the five Lean manufacturing principles: value, value streams, flow, pull, and perfection.
Kainexus
JULY 23, 2020
Jones, covers the five principles of Lean manufacturing. Although the book is primarily focused on Toyota’s achievement in revolutionizing manufacturing, the principles of Lean manufacturing can be applied to almost any industry. Here are 5 principles of Lean manufacturing: Lea
Kainexus
APRIL 30, 2019
You might not “test” your employees on the essential concepts in Lean manufacturing , but there are still some fundamental ideas that they should understand. I created dozens of cheat sheets during my high school and college career. Don’t worry; I didn’t use them to cheat on the test. I found that the exercise of creating a crib card helped me review the relevant material and organize my thoughts, so when it was time for the exam, I was well prepared to do well without resorting to fraud.
Miller Heiman Group
MARCH 22, 2019
For more than 50 years European manufacturers built their reputation on high quality—and then the tides turned. New competition from Asia and the Americas, higher production costs and requests for more personalization caused European manufacturers to reevaluate current practices. Sellers also need to prepare to work within channel sales, as up to 70% of European manufacturing business involves selling with and through third parties.
Flevy
JUNE 2, 2021
The Value Grid approach provides a perspective beyond traditional linear progression of activities, where organizations need to balance equilibrium between suppliers and manufacturers aside from concentrating only on reducing lead times.
Kainexus
MARCH 26, 2019
Lean manufacturing is a business methodology that is based on tools and techniques implemented at Toyota in their post-WWII efforts to improve the quality of its automobiles. Other manufacturers recognized the success the company enjoyed and applied the approach. Visits to Toyota to observe Lean manufacturing in action are common to this day.
Miller Heiman Group
JULY 30, 2019
In the past, manufacturing sellers could succeed by working with one or two decision-makers, developing friendships with handshake deals were agreed upon at the ballgame, on the golf course or during extravagant dinners. To succeed in modern manufacturing sales, sellers must identify each of these buying influences and tailor their messaging to address their specific needs and wants. Yet many manufacturers struggle to coach their sellers on how to identify these buying influences.
Miller Heiman Group
SEPTEMBER 24, 2019
Manufacturing sales leaders need insight into your organization’s sales funnel in order to accurately manage the pipeline. Effective funnel management ensures that manufacturing seller’s prospects continue moving through the funnel and are managed at every stage. It’s also something that the industry struggles to do effectively, as only 30% of North American manufacturing sales leaders said they did well in the 2019 World-Class Sales Practices Study from CSO Insights.
Kainexus
MAY 22, 2019
One of the reasons that the Lean manufacturing business methodology is so popular with companies in every industry is that it comes complete with a set of tools for structuring and managing the goal of continuous improvement and waste reduction. These tools are great on their own, but many of them become even more valuable when improvement management software is used as a single platform for managing positive change. This post examines some of the most often used.
Miller Heiman Group
AUGUST 20, 2019
As buyer behavior changes and sales evolves across all sales organizations, analytics have emerged as a key component of success—yet manufacturers struggle more than average organizations to use them effectively. According to the World-Class Sales Practices Report from CSO Insights, only 23% of manufacturers globally use sales analytics to measure and predict sales performance. 8 Strategies to Revive Manufacturing Sales.
Miller Heiman Group
SEPTEMBER 10, 2019
Even more telling is that only 39% of manufacturing organizations feel as though they have the talent to succeed in the future and just 20% assess why their top performers are successful. As the existing manufacturing sales force retires , more millennials enter a field that looks very different from what their mentors grew. Many manufacturers train engineers to become sellers because they possess a high degree of proficiency in the technical knowledge of a product.
Miller Heiman Group
AUGUST 13, 2019
American manufacturers face a shifting landscape between unpredictable geopolitical struggles, overseas competition, a looming talent crisis and radically changed expectations from their buyers. Buyers Expect More From Manufacturing Sellers. CSO Insights data shows that only 13% of manufacturing sales leaders feel as though their sales technology stack effectively addresses their selling challenges. How Manufacturing Sellers Stack Up Against World-Class Sellers.
Miller Heiman Group
JULY 16, 2019
Traditionally, manufacturers have turned technical experts like engineers into sellers because of their in-depth product knowledge. But according to CSO Insights’ Sales Performance Report only 32% of manufacturing organizations believe they have a sales team that’s built to succeed. Manufacturing sales organizations often assume technical expertise is enough. The modern manufacturing buyer has changed.
Miller Heiman Group
SEPTEMBER 17, 2019
Channel sales present a challenge for several industries, but it’s a particular concern for manufacturers. Furthermore, some manufacturers fail to nurture relationships with indirect channel sellers to provide the skills and resources they need to effectively sell your solution. Let’s explore the key success factors for manufacturers to maximize sales through indirect channels.
Miller Heiman Group
AUGUST 6, 2019
Modern manufacturing sellers are no different. Let’s explore how manufacturing sellers switch buyers focus away from price by showcasing solutions that demonstrate value, emphasize the total cost of ownership and helping your stakeholders succeed. . As an example, many manufacturers experience consolidation in some form.If Often, manufacturers compete against companies from other regions, like China, which now leads the United States as the largest manufacturing nation.
Miller Heiman Group
JULY 23, 2019
This is abundantly true in manufacturing sales. To better serve customers, manufacturers must connect sales and service in a holistic manner that places the customer’s needs at the center of every decision. By sharing information between sales and service, manufacturers will develop brand loyalty and increase the lifetime value of their customers. Manufacturing sellers often focus on larger deals.
Showpad
NOVEMBER 20, 2019
There’s little doubt that sales at manufacturing companies are becoming more complex. In parallel, contracts including a service element, such as repair or AI-enabled insights, are becoming more common as servitization of manufacturing is embraced. Compared to a ‘simple’ product sell, these multi-year deals provide manufacturers not only increased revenue streams but also better margins. Content Sales Enablement b2b manufacturing manufacturing sales servitization
Sales Benchmark Index
MARCH 15, 2019
As a sales leader, you are always looking for the most optimal route to your customers. When designed & executed correctly, channel partners provide your business an incredible amount of leverage. Correctly managed channel partners can help you expand into.
Showpad
NOVEMBER 12, 2019
Historically, large manufacturers have used third parties to provide services like break-fix and routine maintenance. However, in recent years there has been a trend towards servitization, where manufacturers are beginning to offer additional services of increasing sophistication. Servitization: Driving revenue growth for manufacturers. One manufacturer that has managed this very well is printer manufacturer, Xerox , offering fixed printing by the page.
Strategic Account Management Association
APRIL 22, 2021
So, for example, instead of manufacturing and selling a machine tool and ending the transactional customer relationship there, a business instead might produce and sell the machine tool as part of delivering a contracted support and maintenance service.
Sandler Training
AUGUST 20, 2021
As I write this article in August 2021, we’re seeing hordes of distributors and manufacturers struggling to keep up with supercharged demand — and it’s still unclear when supply constraints will ease. The post Never Let a Crisis Go to Waste – Managing Through Supply Chain Constraints appeared first on Sandler Training. Blog Posts Management & Leadership logistics sales strategy supply chain
Customer Think
APRIL 25, 2021
Imagine a car manufacturer that does not allow any vehicle customization, or a retail bank. To meet the needs of the empowered 21st Century consumer, most companies, especially larger enterprises, need to embark on a customer experience transformation.
Kainexus
SEPTEMBER 2, 2021
Kaizen is closely associated with lean manufacturing in the West because continuous improvement combined with just-in-time manufacturing principles form the foundation of lean.
Kainexus
MARCH 25, 2021
The Lean methodology is an evolution of the Toyota Production System that the Japanese automaker implemented following World War II to improve the efficiency and flexibility of its manufacturing.
Brooks Group
JULY 14, 2021
When working with sales leaders in the manufacturing space, we focus on a three-step process: 1. It all starts with a really good look from both the manufacturer and channel side to establish what value will come to each partners’ business from the relationship.
Customer Think
JULY 28, 2021
In the medical technology field, manufacturers must provide medical device support for their products across a wide range of settings, including hospitals, urgent care centers, physicians’ offices, nursing homes, mobile units, and even individual homes.
Engage Selling
JULY 10, 2020
In this week’s Sales Leader, I explore the importance of being aware and prepared for sales calls.
Customer Think
AUGUST 17, 2021
Outsourcing services include IT, payroll, finance, manufacturing, call centres, washroom services and so on. It’s tougher to deliver services consistently well in some industries than it is in others. One particularly tough industry is Outsourcing.
Kainexus
SEPTEMBER 30, 2020
The principles of Lean and continuous improvement methodologies originated from manufacturing, but there’s no doubt that they have been applied to other industries quite successfully, such as nuclear energy.
Kainexus
MARCH 16, 2021
Some organizations choose to adopt comprehensive process management methodologies like Six Sigma , Lean Manufacturing , or the Toyota Production System. Quality management is a subject that's often studied in business.
Kainexus
SEPTEMBER 22, 2020
Because of its manufacturing roots, many people assume that it doesn’t apply to banking or other services-oriented sectors. We often get questions about whether the Lean management methodology can be applied in the financial services industry.
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