Giving credit where credit is due—even if it goes overseas.
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.”
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.
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.