Expert insights. Personalized for you.
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
Manufacturing is a tough industry. Manufacturing is one of the top four industries hit hard by turnover. Bureau of Labor Statistics, manufacturing had a 44.3 Manufacturing companies can lose millions of dollars in the costs of turnover : Hiring and training new hires. 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
To do so, many organizations of all types are turning to the tools and techniques that manufacturing companies have used for decades to achieve operational excellence. 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
Digital transformation has transformed countless businesses – from manufacturing and retail to hospitality and healthcare. The insurance industry is no exception. MORE
Brand Monitoring A brand is not defined by the product it manufactures. […]. What is Sentiment Analysis? Sentiment analysis can be defined as analyzing the positive or negative sentiment of the customer in text. MORE
105 
They are a manufacturer and they sell through distributors. Why does team selling work? A client recently reported interesting results to me. They have a core sales team of experts that are assigned to all of these distributors. 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
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
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
Let’s say you offer expedited delivery from raw materials to your manufacturing customers. You can’t have confidence in your price unless you have confidence in the value you deliver to your customer’s business. 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
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
The Lean management methodology , also called Lean Production or Lean Manufacturing, was first developed based mainly on the management techniques of Toyota and other Japanese automakers; it was primarily used in manufacturing. 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
Manufacturers can serve as a valuable resource to their customers by implementing digital strategies. Photo by Unsplash, CC0 1.0 It makes doing business simpler, which is another excellent growth strategy. 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
But for businesses in construction, IT and manufacturing, there are additional aspects of CRM that can make daily tasks simple. CRM for Manufacturing. CRM for Manufacturing. The bottom line: CRMs help manufacturing companies create better products for their customers. 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
CIMA is a group of Cellulose Insulation Manufacturers that has been around for 30 years. They represent the cellulose manufacturing industry, as well as the owner/operators and entrepreneurs who are building the products*. MORE
Retailers play an important role in promoting product consumption and manufacturing, serving as a ‘gatekeeper’ between manufacturers and consumers throughout the entire lifespan. MORE
Manufacturing Related Topics Customer Think
NOVEMBER 8, 2021
Manufacturers can serve as a valuable resource to their customers by implementing digital strategies. Photo by Unsplash, CC0 1.0 It makes doing business simpler, which is another excellent growth strategy.
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.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
CMOE
OCTOBER 20, 2021
Manufacturing is a tough industry. Manufacturing is one of the top four industries hit hard by turnover. Bureau of Labor Statistics, manufacturing had a 44.3 Manufacturing companies can lose millions of dollars in the costs of turnover : Hiring and training new hires.
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.
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.
SuperOffice
DECEMBER 21, 2021
But for businesses in construction, IT and manufacturing, there are additional aspects of CRM that can make daily tasks simple. CRM for Manufacturing. CRM for Manufacturing. The bottom line: CRMs help manufacturing companies create better products for their customers.
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
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.
Kainexus
DECEMBER 23, 2020
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.
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? .
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
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.
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
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.
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.
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.
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?
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.
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
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.
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
SBI Growth
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 Planning and Management Insights
OCTOBER 5, 2021
CIMA is a group of Cellulose Insulation Manufacturers that has been around for 30 years. They represent the cellulose manufacturing industry, as well as the owner/operators and entrepreneurs who are building the products*.
Kainexus
DECEMBER 16, 2021
The Lean management methodology , also called Lean Production or Lean Manufacturing, was first developed based mainly on the management techniques of Toyota and other Japanese automakers; it was primarily used in manufacturing.
Customer Think
OCTOBER 30, 2021
Retailers play an important role in promoting product consumption and manufacturing, serving as a ‘gatekeeper’ between manufacturers and consumers throughout the entire lifespan.
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.
Kainexus
OCTOBER 13, 2021
To do so, many organizations of all types are turning to the tools and techniques that manufacturing companies have used for decades to achieve operational excellence.
Customer Think
OCTOBER 17, 2021
Brand Monitoring A brand is not defined by the product it manufactures. […]. What is Sentiment Analysis? Sentiment analysis can be defined as analyzing the positive or negative sentiment of the customer in text.
Customer Think
DECEMBER 12, 2021
Digital transformation has transformed countless businesses – from manufacturing and retail to hospitality and healthcare. The insurance industry is no exception.
Engage Selling
DECEMBER 17, 2021
They are a manufacturer and they sell through distributors. Why does team selling work? A client recently reported interesting results to me. They have a core sales team of experts that are assigned to all of these distributors.
Holden Advisors
OCTOBER 7, 2021
Let’s say you offer expedited delivery from raw materials to your manufacturing customers. You can’t have confidence in your price unless you have confidence in the value you deliver to your customer’s business.
Let's personalize your content