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The Marketing Process
Just like finishing, growing your brand is a process.
Columns Published: 7/1/2014
Advice from the Grave
A lesson in humility from Ettore Barbatelli.
Columns Published: 6/1/2014
Want to Communicate More? Communicate Less
Amazon teaches a lesson in counter-intuitive thinking.
Columns Published: 5/1/2014
Muda, Mura, Poka-Yoke and Other Four-Letter Words?
Giving credit where credit is due—even if it goes overseas.
Columns Published: 4/1/2014
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.
Columns Published: 3/1/2014
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

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