Gemba Walking Marketing and Sales
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Standards Certification Education & Training Publishing Conferences & Exhibits Gemba Walking Marketing and Sales Ideas are easy. The REAL work starts with implementation and deployment.
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Presented by: Doug Brock, Kendall Electric What does the term Gemba have to do with marketing and sales? Gemba in Lean Manufacturing terms means The Real Place. In Lean, you go to the Real Place to observe the Real Thing to get the Real Facts and Data. Improvements are discovered and problems are solved at the Gemba. The Gemba Walk is the tool frequently used to discover, deploy, and implement improvements. Managers walk through the Real Place working with front line supervisors and workers to gather information and to ensure improvement ideas are discovered and implemented. The concept of Gemba and Gemba Walks can be a perfect tool for discovering, implementing, and deploying marketing and sales ideas and improvements. The Gemba Walk can fuel innovation and cycles of learning in marketing and sales processes. Just like in manufacturing, getting marketing and sales to work together in the Real Place to observe the Real Thing to get the Real Facts and Data can be a powerful way to drive results in your organization. Business Development, Marketing and Sales managers will learn simple techniques based on Gemba concepts in this presentation. These techniques can substantially increase the success in any sales improvement effort or marketing project. Attendees will leave the presentation with ideas that will help coordinate and tie sales activities to marketing strategies.
Transcript of Gemba Walking Marketing and Sales
Standards
Certification
Education & Training
Publishing
Conferences & Exhibits
Gemba Walking Marketing and Sales
Ideas are easy. The REAL work starts with implementation and deployment.
Doug Brock
Chattanooga Area Manager with Kendall Electric, an employee-owned electrical product and Rockwell Automation distributor.
Marketing Team
Sales Team
Marketing TeamSales Team
Customer Commitmenton new product
Marketing TeamSales Team
Unobtainium
Unobtainium – noun
new product that is perpetually six months from shipping
new product that sales believes is impossible to sell
Credit Don Gee & Vince Phillips
gemba – noun
In Japanese business theory, the place where things happen
gemba means “real place”, the place where real action occurs
Cambridge Business English Dictionary
3 gembas
an example
A-D-L-I
Q&A
wrap up
Our Customer
Production Area
Customer Gemba
“The results of any …business are on the outside. This is not only where the customers are but also where the non-customers are.”The Drucker Lectures: Essential Lessons on Management, Society and Economy 2010 - McGraw-Hill Education
What is Your Approach?
Our Business
Customer Facing
Activities
Internal Gemba
What you don’t hear.
What you don’t hear.
Deployment&
Learning
If you want to go fast you have to go alone.
If you want to go far you have to go together.African proverb
After Action ReviewWhat did we set out to do?
What did we actually do?
Why was there a
difference?
What are we going to do next time?
Connected Gemba
Our Customer Our Business
Production Area
Customer Facing Activities
“Empathy served as a sophisticated tracking system enabling salespeople to be more creative in uncovering and meeting the customer’s wants.”
Art of the Sale by Philip Delves Broughton
A pproach
Deployment
Learning
I ntegration
refineme
nt
Questions Before I Summarize
???
Connected Gemba
Our Customer Our Business
Production Area
Customer Facing Activities
