DSM Manufacturing Co.

Editor's Note: This is the twelfth episode in a mountaintop dialogue that Gerald has been having with a "wise business guru." They have been talking about establishing a continuous improvement program. "Continuous improvement," I grumbled. There are excellent books on this topic and I have read a...

Editor's Note: This is the eleventh episode in a mountaintop dialogue that Gerald has been having with a "wise business guru." He has been advised to develop a feedback system and to become a master of metrology. My guru missed my joking attempt at yoda-speak. "Meteorology is the study of weather,...

Editor's Note: This is the tenth episode in a mountaintop dialogue that Gerald has been having with a "wise business guru." They have been talking about understanding that your niche is only part of the strategic planning job. "Remind me of what you have tried so far to improve your cash flow," my...

Editor's Note: This is the ninth episode in a mountaintop dialogue that Gerald has been having with a "wise business guru." They have been talking about business network tiers, and the guru has asked Gerald to identify which tier his job shop is in. I sucked in my gums and tried to ape his...

Editor's Note: This is the eighth episode in a mountaintop dialogue that Gerald has been having with a "wise business guru." They have been talking about communication among operator, machine, and management—the "work unit." I started to answer his question about how a piece of equipment...

Editor's Note: This is the seventh episode in a mountaintop dialogue that Gerald has been having with a "wise business guru." They have been talking about sales training. "Why does it matter whether the sales staff understands this concept of buying a contract? If they are getting orders and the...

Editor's Note: This is the sixth episode in a mountaintop dialogue that Gerald has been having with a "wise business guru." They had been talking about the contract period when doubts were raised about what his sales force was really selling. At just that moment, a line of hikers passed by on their...

Editor's Note: This is the fifth episode in a mountaintop dialogue that Gerald has been having with a "wise business guru." They have been talking about throughput and the time line of money. "Now that you know the main events in the time line of money, your chore is to figure out how to make each...

Editor's Note: This is the fourth episode in a mountaintop dialog that Gerald has been having with a "wise business guru." They have been talking about customers and the time line of money.

Editor's Note: This is the third episode in a mountaintop dialog that Gerald has been having with a "wise business guru." They have been talking about cash flow and the time line of money. I continued watching the beavers as they worked on their good dam. I realized the poetic similarity between...

Editor's Note: This is the second episode of a mountaintop dialog between Gerald and a wise business guru. Gerald has just been told that he has not been adept at the three critical management responsibilities – cash flow, policy, and enforcement. I glared at my adviser. He glared back...

Prevailing economic conditions have put me in a funk. It seems that the last time I really knew what I was doing as a business manager was in 1995. At that time my job shop was reporting profits, our machinery was in excellent condition, and our major customers were forecasting solid growth. I...

Under controlled conditions, aluminum and steel powders can be mixed to create a chemical reaction to produce heat for welding. If you mix these materials under uncontrolled conditions, you will want to call the fire department.

Communicate your production economics in meaningful ways to your clients. Be clear about how you measure performance and regulate processes.