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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 answer...
Columns Published: 2/1/2014
What’s Trending in Manufacturing?
A look at trends in process improvement, purchasing and technology as we head into the new year.
Columns Published: 1/1/2014
Killing the Call Report
Is there an alternative to the painful call report process that so often results in unproductive conflict?
Columns Published: 12/1/2013
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 factor...
Columns Published: 11/1/2013
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...
Columns Published: 10/1/2013
Two Hours a Day in the “Gemba”
Spending time on the shop floor can save your job and your business. Gemba is a Japanese word meaning “real place.” In business, the gemba is the place where value is created. In manufacturing, the gemba is the shop floor.
Columns Published: 9/1/2013
Business Pet Peeves
Little inconsiderations can have a big impact on your business, your team and your perception in the industry. Sweat this small stuff.
Columns Published: 8/1/2013
Is Yours a Blame Game Culture?
Management expert Matt Kirchner says pointing the finger at someone else doesn’t solve the problem
Columns Published: 7/1/2013
‘They Never Call Me Back.’ No Kidding.
Get creative to set yourself apart and get prospective customers to hear you out.
Columns Published: 6/1/2013
KIRCHNER: Must-See TV: “Finishing: Impossible”
Columnist Matt Kirchner tells us what reality TV can teach us about transforming your finishing shop.
Columns Published: 5/1/2013



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