User login

Sales and Production: Peace is Possible

(April 2011) posted on Tue May 10, 2011

Learn how to create an environment in which sales and production teams work together for the benefit of the company as a whole.


By Mark Coudray

So what’s the solution to this typical challenge? The answer is not complicated, but it does have a number of parts. It starts at the top of the company. It begins with how the company sees itself in the market and how it delivers value to the market.

Companies that get themselves into trouble are those that want to be all things to everyone. The mandate is for sales to sell it and for production to figure it out. That might have worked in the 1970s, but it sure doesn’t work today. The margins are just too thin, there aren’t enough hours in the day to figure it out, and labor and overhead costs are too high. Virtually every industry in the developed world faces this challenge.
Specialization and niche marketing are the foundation for the solution.

The goal when selecting the specialized niche is to create much more value for the customer than the competitor can. If you can’t create value, you’ll quickly find yourself in a commodity-driven price battle no one can win. The key is to understand what value is to your customer. This is a very important point. Value extends well beyond the manufacturing of the product. All kinds of things that add value aren’t related to the technical production of the item. The key point is value-added means more money for the order and less pressure on production.

Integrating sales and production
From the sales perspective, they understand how it all works and they can sell the customer more easily without making unexpected compromises or promises. The added value from multiple, non-production-centered items takes the pressure off of them to match or beat a commodity-driven lowball price. Positioned properly, the sale takes place almost automatically because the customer sees your complete offer as tailor matched to their needs. Your offer far exceeds the value points of the competitor, so even a simple one- or two-color job becomes an apples-and-oranges comparison.


Terms:

Comments

rocss says: The most successful companies I’ve visited have a few things in common. The first is that they’ve meshed the orders to the production capabilities. They usually do this through a targeted, niche approach ...

The most successful companies I’ve visited have a few things in common. The first is that they’ve meshed the orders to the production capabilities. They usually do this through a targeted, niche approach to their sales. If they do simple work, they have streamlined the process so the orders flow through extremely fast. They minimize setup times, gang orders, and reduce as many touch points as possible. A perfect example of this is the offset industry, where you can now buy 1000 four-color business cards produced in 48 hours or less for about $20.00.

Watches

posted on: Mon, 11/07/2011 - 9:58pm
peterbawz says: Review mackeeper passivity legation Denver Furnished Apartments Churchwoman volcanic Business cash advances merchant cash advance program refit hydrase posted on: Thu, 12/29/2011 - 1:07pm
valeriei9 says: After examine a few of the weblog posts on your web site now, and I actually like your approach of blogging. I bookmarked it to my bookmark website list and might be checking again soon. Pls take a look ...

After examine a few of the weblog posts on your web site now, and I actually like your approach of blogging. I bookmarked it to my bookmark website list and might be checking again soon. Pls take a look at my web page as properly and let me know what you think.
CFNM Busy CFNM hutchie Squirting orgasm hemangioblastoma

posted on: Sun, 03/25/2012 - 10:05pm
veneamin1984 says: скачать мини оперу posted on: Mon, 04/23/2012 - 11:10pm
veneamin1984 says: скачать мини оперу posted on: Mon, 04/23/2012 - 11:10pm
willygale says: In today's time the competition has raised to par and people are looking for quality deals!! business mobile phones posted on: Tue, 04/24/2012 - 7:40am
sjsjkks22 says: There are not many departmental coast dresses stores which sell organic children clothing due to their occasion dress products expensive prices owing to their finer quality and durability. However, there ...

There are not many departmental coast dresses stores which sell organic children clothing due to their occasion dress products expensive prices owing to their finer quality and durability. However, there are many online stores that sell stylish organic coast clothing that are not only good to look.The dresses from coast material used in women's clothing is extremely important. It defines the way they look. Coast clothes provide the best of materials in vogue, ranging from comfortable coast wedding dress, coast bridal dresses,coast maxi dress and coast evening dresses. Providing different outfits for different occasions.

posted on: Mon, 05/14/2012 - 12:00am

Did you enjoy this article? Click here to subscribe to the magazine.