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Want to Communicate More? Communicate Less
Amazon teaches a lesson in counter-intuitive thinking.
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Muda, Mura, Poka-Yoke and Other Four-Letter Words?
Giving credit where credit is due—even if it goes overseas.
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Ten Ways to Kill a Sales Call
Little things salespeople do wrong that make a big impact on the customer relationship. Matt explains 10 things you should avoid.
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Qualifive! The Five Answers Needed to Qualify Any Finishing Account
Often the exuberance that follows the identification of a potentially great lead eclipses the need to confirm that the prospect is a good fit for the coater and vice-versa. Thus the need to aggressively qualify new sales leads by securing the answers to five key questions as early in the sales process as possible. I call this group of five qualification questions “Qualifive.”
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What’s Trending in Manufacturing?
A look at trends in process improvement, purchasing and technology as we head into the new year.
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Killing the Call Report
Is there an alternative to the painful call report process that so often results in unproductive conflict?
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Lean on the Coater
Generally, the most practical starting line for improving product flow is at the end-user of a manufacturer’s products—understanding final customer demand and preferences and then arranging the supply chain in a fashion that delivers on these factors.
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Bridging the Sales-Operations Divide
Matt Kirchner recently assembled a group of manufacturing industry sales and operations professionals to define "Rules of Engagement," a group comprised of seven individuals with combined experience exceeding 120 years. Here's what they came up with.
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