Monday, May 4, 2015

Help Your Customers – Know Your Advantages

When you learn that you are up against one or more of your competitors for a project, what do you do? If you’re smart, you don’t drop your price. By immediately dropping your price, you are indicating to your potential customer that you feel your product is inferior to the competitor’s product, and the only way you can convince them to purchase yours is to make it cheaper. Cutting your price is the last thing you should ever do.

Instead, write up a list of reasons why your product is the better choice. You don’t need to knock your competitor’s product, you simply need to explain why your product has more value. What advantages does your product have over theirs? Why will they be glad they chose your product down the road? Will your product last longer, be more cost effective to run/own, will it save them downtime, will it increase their production? List every positive effect that could possibly result from making the right choice. Then communicate this list to the customer. If you did a good job of listing the positives, your customer will be able to make a good, informed decision and will appreciate you for it.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.

Monday, April 27, 2015

Invest in Your Company’s Future

Does your company invest time and money in R&D? If not, you could be on the path to extinction. You may have a best-selling product right now that is bringing in healthy revenues, but nothing lasts forever. It is the companies who continually re-invent themselves and their products that buy longevity in the process.

Nothing in this world has immortality. The latest technology or discovery today will be old news in 10 years (or less). The only sure path to a lasting, healthy bottom line is to constantly be reviewing your products and/or services, research the changes and trends in your industry, and focus on new ways to improve what you are doing now. Never get contented with the status quo. Your products and/or services should show a marked progression over time. If you compare what you were making 10 years ago to your products today and don’t see a difference, you are on the decline and need to make changes immediately. Stay out in front or at least keep up with the pack, or you will realize one day that you have been left behind.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.

Monday, April 20, 2015

Invest In Your Employees

It is important for everyone to keep up with changes in their field of work. Changing technology and government regulations affect every job in one way or another. Office workers need to keep up with changing software and social media. Production workers need to keep up with the latest electronic and mechanical products available. No one is immune from changes in their chosen field of profession.

If you want to keep your workers up to date, as well as give them a fresh perspective on what they do, send them for training. It may take them away from work for a day or so, but the knowledge they will gain can be invaluable and the renewed energy they will have upon returning to their jobs will be well worth the cost of the training.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.

Wednesday, April 1, 2015

It’s All About The Customer

You can build the best product in the world, but if you don’t take care of your customers, they won’t come back a second time. You need to design your product and market the product to make your customer’s life easier. People will buy complicated electronics if a good salesperson shows them all the great features and makes it look easy to use. If, after they have purchased the item, they can’t easily use the ‘great’ features because they are too complicated, the customer will not be willing to go back to that salesperson the next time they are looking for a product. Keep your product easy to use, make it solve a problem, and find the best way to communicate this to your customer.

Every customer you have wants their work life to be easier, faster and better. Find a way to answer those needs and you will be successful.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.

Wednesday, March 25, 2015

What Does 5 S Do For You?

We have recently started a 5S program and it is amazing how much time it saves after you have completed the process. I had read about 5S and wondered how it really worked in an office setting. When management determined that we would all start a 5S program, I was not convinced that it was worth the time and effort involved in getting to the end result. I could not have been more wrong. Initially it did take a lot of time to clean up old files, desk drawers, storage areas, tables and desk tops. Then it took time to organize and label everything. But in the end, I can now find what I’m looking for in seconds as opposed to ½ hour increments.

I visited a manufacturing plant that utilizes 5S throughout the plant. It is amazing to see. It’s hard for many of us to imagine a plant that manufactures large vehicles to be as clean and spotless as a hospital, but that is exactly how the plant looks, including light painted floors. If you want to make a difference in your company, I highly recommend 5S. The ends will definitely justify the means.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.

Monday, March 23, 2015

What Are Your Company Values

Several members of our staff recently attended a leadership seminar in which they were asked to list their company values. They thought they knew what our values are, but everyone realized that they all thought of them as slightly different. No one could give a list that was identical to anyone else’s list. So now we are getting input from all our employees and will make up a list of 4-5 values that we all agree are how we want to conduct business.

Once we have our ‘official list of company values’ we will have large plaques made up with the list and prominently display them in every building. We decided that for our company a mission statement just does not work. What we all feel is more important is to have the values we use to guide all our decisions, communicated clearly to every employee. We were also told we should make sure prospective employees are willing to work under the same values and embrace them in their daily work activities.

What are your company’s values? Do all the employees know them? If not, now is a great time to spread the word so that everyone at your organization can use them as a guide in making every day decisions.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.

Thursday, February 26, 2015

Boast About Your Successes

How often do you boast about your company’s successes? You need to share the good stories with everyone. Your potential customers need to find out what your capabilities are and how good you are at what you do. We recently added a ‘Case Study’ section to our web site. This allows us to tell others all about the success stories that have helped our customers.

We particularly like to pick out the most difficult and/or unusual challenges that are brought to us by perspective and existing customers. We try to ‘tell a story’ by explaining all about the challenge and then describe how we resolved the issue. It is fun for us to be telling stories, but also helpful in letting our customers know the breadth of our capabilities at the same time.

The author, Marge Bonura, is the Director of Sales & Marketing for New England Machinery, Inc. (NEM). NEM is a leading packaging machinery manufacturer of bottle unscramblers, cappers, orienters, retorquers, lidders, pluggers, pump sorter/placers, scoop feeders, hopper elevators and much more. The company has been in business since 1974 selling to the food, beverage, pharmaceutical, personal care, chemical, household products, automotive and other industries. For more information on NEM, visit their website at www.neminc.com.