Charts illustrating analysis for customer profitability

By Rob Tracy, Founder of Rob Tracy Consulting In a moment of frustration about lower-than-deserved profits, you may have uttered, “Let’s just fire our unprofitable customers!” While that may be overkill, the thought process has merit. All customers are not the same, and preferential treatment to the highest-value customers is warranted. In the 1980s, Illinois…

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Clear water flowing through a pipeline, Sales Pipeline

By Joe Sullivan, Cofounder of the industrial marketing agency Gorilla 76 Symbolically, it’ll feel good to leave 2020 in the rearview mirror. But who knows what lies ahead in the new year? Will a vaccine prove effective, reinstating travel and in-person meetings? If so, how soon?  What about trade shows? If they’re not cancelled yet,…

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Chess Board about strategic people planning

By Mary Nutting, Owner and President of CorTalent I work with entrepreneurial businesses every day, and I’m continually impressed with their strategies and visions for growth.  They are clear about their customers and how they’ll compete, and they have solid ideas about where they’ll want to invest in capital and equipment to fuel their growth. …

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Shop floor production supervisor leading a stand-up meeting

By Gayle Noakes, Founder of Gayle Noakes Supervisor Success All too often when we realize our Supervisors need more skills, we sign them up for a training program and wipe our hands, thinking the job is done. The Supervisors probably do need to learn new skills, but there is so much more that needs to…

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Gravity Flow Rack

By Tim Allen, Vice President of Management Consulting, Pragmatek When you think about supply chain automation what often comes to mind are mega-corporations with expensive and complex robotics running people-less factories and warehouses with endless arrays of software and robots moving materials and churning out products. How can a small manufacturer possibly afford automation? The…

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Phillips head screwdriver and flathead screw - mismatched tool

By Mark Capaldini, President, Opportunity into Revenue Management Operating Systems (MOS), such as EOS®, Scaling Up®, and Rhythm®, are valuable and powerful tools that produce terrific results for many businesses. But they are not necessarily a good fit for every business or every situation. Like any powerful tool, these systems are most effective when used…

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Typewriter

Welcome to Issue #2 of “The Manufacturing Leader”, a newsletter aimed at small and mid-size manufacturers.  The newsletter is 4 pages long, with 4 articles, and it will take about 10 minutes to read.  Click the link below, and it will pop open in a PDF reader. The Manufacturing Leader – November 2020 The newsletter…

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3D Printed Parts

By Rodd Joos What is your reaction when your customer requests a quote for prototype parts? Traditionally, manufacturers consider making prototypes a cost of doing business. Customers expect you to support prototype quantities, but let’s face it, they are a nuisance. Quoting the work takes as long as making the parts, and the order will…

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Diary with Past and Future writing

By Mike Braun, Founder and Co-owner of Pivotal Advisors This year certainly has had its challenges, personal or professional. But whether your company surpassed its sales goals or it struggled to stay afloat, you still need to figure out some way to set your sales goals for 2021. Review Your Long-term Plan You may want…

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Black sheep amid flock of white sheep

EOS®, the Entrepreneurial Operating System®, has become a popular system for entrepreneurial businesses. According to the EOS® Worldwide website, 80,000 companies have installed EOS®. For those considering EOS®, I recommend calling one of their professional implementers to learn more. However, I am reaching out to the people that are NOT choosing EOS®. Despite its popularity,…

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