AMTonline: Business Development

Business Development - May 2012

Tue, 08 May 2012 00:00:00 EST

A lot of times, when people first see “Business Development,” they think of it from an association standpoint and mistakenly assume that it means we’re here to grow AMT’s membership. In this case, however, our department exists to do business development for you, the member. Our fundamental job is to help member companies be strong and successful – building healthy profits and good cash flow.

New hire in Business Development

Tue, 08 May 2012 00:00:00 EST

Sofia Schramm has joined AMT as the Assistant to the VP-Business Development.

INDIA. INDIA? INDIA!

Sat, 14 Apr 2012 00:00:00 EST

Here are two great opportunities to get your company more involved in a growing market.

AMT Financial Benchmarking Survey: FAQs

Fri, 16 Mar 2012 00:00:00 EST

Every year, AMT conducts financial benchmarking surveys to help members better gauge their business practices among their peers. Here is some helpful information about how you can participate and the ways it benefits your business.

It’s time to have the “relationship talk”

Fri, 16 Mar 2012 00:00:00 EST

Perhaps with Valentine’s Day a few weeks behind us, it’s a bit late to talk about relationships. But really, that fits in nicely with the theme of this month’s column, because it seems that a lot of folks in the business world are late to the table when it comes to building the relationships that lead to sales.

The theme for the 2012 CASG Conference is The Different Faces of Automation

Fri, 16 Mar 2012 00:00:00 EST

For some time now the market for custom automated systems, as defined by AMT’s Custom Automated Systems Group (Companies or divisions whose revenues are generated primarily from designing and building custom engineered, integrated manufacturing systems engineered to order, to perform operations on specifically identified work pieces), has been competing more and more with equipment made by other companies, including those better known for commodity-type machines.

You’ve got the person – but is it the right one?

Mon, 13 Feb 2012 11:00:00 EST

So we’ve embarked upon 2012 with a solid, stable market. This means that after a few years of leaner operations, many businesses are putting thought into making new hires in the best ways possible to solidify their growth. With some of those hires comes the opportunity to shift existing staff members into new positions.

It’s 2012 – Let’s celebrate the good times!

Wed, 18 Jan 2012 00:00:00 EST

It’s totally understandable that the economic conditions of recent years would result in two trends: A tendency to be extremely cautious, even gun-shy, toward making investments in growth, and looking very closely at a variety of economic predictions in an attempt to figure out exactly what’s going to happen with the business climate. But I am fearful that what we’re seeing right now is a “bullwhip effect” where there’s an overreaction to small changes in economic numbers, and maybe businesses are too fearful to take advantage of opportunities that could be theirs for the taking.

Increase your sales to Japanese transplants in North America

Fri, 09 Dec 2011 00:00:00 EST

Selling to Japanese companies in Japan or North America takes some doing to be successful. Business practices at those companies differ from those we are used to in dealing with domestic companies and other foreign manufacturers with operations in the United States.

Business Development - December 2011 - You have a plan, but is it working?

Fri, 09 Dec 2011 00:00:00 EST

“How will I know if my plan is working?” There are many ways to answer that, but the simplest one is to ask: Are you making more money? If the answer is yes, then your plan is indeed working. Remember, we’re all in business to make money, and there is no shame in that.

Business Development - Taking a gamble on growth in 2012

Thu, 03 Nov 2011 00:00:00 EST

It’s deep into budget season for a lot of AMT members, with everyone figuring out how to allocate their resources for the coming year — in essence, which bets they will place. That’s right, bets. That’s because in deciding where you’re going to put your funds, you have to guess about what ultimately will be beneficial to your company.

Business Development - Finding positive morale during a time of negativity

Wed, 12 Oct 2011 00:00:00 EST

There is no question difficulty exists in the economy, both here and in other parts of the world. But as I mentioned in my column last month, the media is eager to run with these “doom and gloom scenarios” because, let’s face it, it makes for good headlines. Likewise, politicians are happy to beat the drum too in a push to promote their own agendas. Again, I’m not saying that problems don’t exist. But it’s all too easy not to get both sides of the story.

Separating “recession” truth from fiction

Mon, 12 Sep 2011 00:00:00 EST

At the end of last year and up through recent months, sentiment throughout the industry was that the economy was picking up. Orders were ramping up, as were a number of economic indicators. Now, the news is full of reports about those economic woes returning, with alarms sounding over a possible double-dip recession.

Strategic planning 101: why that plan matters

Mon, 08 Aug 2011 00:00:00 EST

So if you need to make a strategic plan, how should you approach it? This is where you want to keep in mind the ways you’re going to use your resources, what markets to target. In other words, you’re looking at the entire essence of your focus. You’re going to decide on the places where you’ll stretch, and the places where you’ll be more conservative.

What’s the downside of things getting better?

Mon, 11 Jul 2011 00:00:00 EST

The bottom line is that you always need to keep watching for the alligators in the water. Be mindful, no matter how good things seem to be going. Be wary of a lack of focus. Grow as fast as you can, but do it in a way that reduces your likelihood of failure.

Attendees learn from each other at the Service & Aftermarket Support Conference

Mon, 13 Jun 2011 00:00:00 EST

Service departments are tasked with responding to customer needs and the AMT Global Service Committee followed that lead in planning the 2011 Service & Aftermarket Support Conference held on May 12-13, 2011, in Cincinnati, Ohio. The AMT Global Service Committee listened to its customers and retooled the conference format. The result was a successful conference that left attendees wanting more and was one of the highest attended conferences in several years.

2011 CASG Conference focuses on innovation

Mon, 13 Jun 2011 00:00:00 EST

Innovative Automation & Its Applications was the theme of this year’s conference held at the Hyatt Regency O’Hare in Chicago. Chairman Tom Kramer, General Manager of ATS sortimat USA, addressed one of the largest gatherings of custom automated systems builders we have seen for many years. He emphasized that the success of the conference depended not only on the quality of the speakers, but equally on the interaction with the attendees and the ever-popular networking.

Break the cycle before the next recession

Mon, 13 Jun 2011 00:00:00 EST

While a lot of us are celebrating the recovery, the truth is that some of our members aren’t feeling it all. The reason is because they didn’t need one in the first place. They went into the recession strong, stayed buoyant throughout, and have come out with little more than maybe a few scratches and dents. Who are these members? They are the ones that have the broad product lines, serve the most diverse customer industries, have the most strategically diverse distribution channels, and typically sell into multiple geographic markets.

CTC: OPEN FOR BUSINESS!

Mon, 13 Jun 2011 00:00:00 EST

AMT’S Chennai Tech Centre, built by AMT specifically for our members, is now completed. CTC is a first class base of operations for growing your business in India.

The Big Leagues are in China — Is your team getting the call?

Fri, 06 May 2011 00:00:00 EST

I’m going to tell you something a lot of you already know — China is THE market right now. China is both the largest consuming and producing market of manufacturing technology.

TECMA provides good level of leads and contacts in Mexico

Wed, 06 Apr 2011 00:00:00 EST

TECMA, the manufacturing show in Mexico City that took place March 8-11, reaffirmed that the Mexican market is performing relatively well. Despite concerns about the security situation in Mexico, the show ran smoothly and provided great business opportunities to exhibitors. AMT sponsored a pavilion with 11 members participating. They reported a good level of contacts and leads that will certainly translate into sales in the near future.

Business Development - Your next business opportunity: not what you’d expect

Wed, 06 Apr 2011 00:00:00 EST

I recently attended an industry event on the West Coast. It reminded me of three important things I thought I should pass along: (1) No matter how much a waste of time and/or money you might believe they are, networking events are really, really important; (2) your next business opportunity might come from somewhere you never imagined; and (3) to survive in today’s business climate, you’ve really got to turn your attention to providing customer solutions – no matter how “out there” they might seem to be.

CASG Conference 2011

Wed, 06 Apr 2011 00:00:00 EST

For the builders of custom automated systems, this is the event of the year where we all get together to see what’s been happening and where we are headed. We will address innovation and how it can help us carve out bigger chunks of profitable business.

AMT Mexico offers “per call” service

Mon, 07 Mar 2011 00:00:00 EST

We would like to re-introduce you to one of the most successful programs that AMT Mexico has in place to help you build confidence in your products with Mexican customers: Local Service Engineering.

Business Development - Big news from India: Let AMT take you there

Mon, 07 Mar 2011 00:00:00 EST

We’ve told you about the abundant business opportunities in Mexico and China, and hot on the heels of both of those countries is India. In fact, Arun Mahajan, AMT’s General Manager at the brand new Chennai Tech Centre, just uncovered an opportunity that you must get in on RIGHT NOW.

You can help bring manufacturing jobs back home!

Mon, 07 Feb 2011 00:00:00 EST

The Reshoring Initiative is a non-protectionist, efficient way to reduce our imports, increase our “net exports” and regain manufacturing jobs. AMT members can help the country and their sales by communicating to their customers that going local can reduce a customer’s Total Cost of Ownership (TCO) of purchased parts and tooling and improve its strategic flexibility and balance sheet while bringing U.S. manufacturing jobs home. 

SIMM & DMP – the gateway to southern China markets

Mon, 07 Feb 2011 00:00:00 EST

Did you know that the businesses located in the city of Guangzhou imported more machine tools in 2010 than all of South Korea? If you want to be part of that, and your company is involved in die & mold, medical, machine shop, white goods, or auto and auto parts, your company needs to be participating this year in at least one of the two major trade shows taking place in southern China.

Business Development - Mexico: Good for business? Yes! Dangerous? Not Really

Mon, 07 Feb 2011 00:00:00 EST

News reports from the past couple of years have done a pretty good job at scaring the you-know-what out of people regarding Mexico. Tourism there has suffered accordingly, and even the U.S. State Department issued a travel advisory for certain areas, along with restricting travel for its diplomats there. I’m here to tell you: Don’t buy the hype.

30 minutes to a better 2011

Tue, 11 Jan 2011 10:00:00 EST

Generally, the topic of strategic planning is about as well-received as a trip to the dentist. That’s because it has a (perhaps well-deserved) stereotype of being a full-blown, week long retreat where you hunker down with your staff around a big table and bleed yourself dry trying to come up with a down-to-the-last-nail plan. I’m not talking about taking it that far. All I want you to do is spend a good 30 minutes thinking about the next year.

Competing in a global manufacturing market, Europe races to claim their position

Tue, 11 Jan 2011 10:00:00 EST

In Europe they have formed a high-level expert group that has identified five Key Enabling Technologies (KETs) that they see as being the main drivers behind the development of new goods and services by 2020.

What would you rather be: innovative — or cheap?

Fri, 10 Dec 2010 14:00:00 EST

Over the last couple of years, you’ve heard the top leadership at AMT come out with a strong message about innovation. It’s only by developing and producing the world’s most leading-edge technologies that our industry will move forward and remain competitive globally. Innovation is also the way that your company can offer something that is meaningfully unique.

Business Development - Forget the bank: The credit union is where the money is

Fri, 05 Nov 2010 15:00:00 EST

So where is a company to turn these days when it needs credit? Look no further than your local credit union. This potential solution to the shortage of available business capital is also one that is often overlooked. Credit unions are financial institutions formed by an organized group of people with a common bond. Members of credit unions pool their assets to provide loans and other financial services to each other.

Business Development - Got leads from IMTS? Let's follow-up

Fri, 08 Oct 2010 14:00:00 EST

So you’re back from IMTS, and I hope you have a lengthy list of leads awaiting your follow-up. But wait — before you start making those contacts, let’s take a closer look at those leads. Qualifying leads takes a certain amount of honesty.

Business Development - Take advantage of the recession to purchase a business

Thu, 09 Sep 2010 00:00:00 EST

In the July issue you read about selling or transitioning your business in a recession. This month’s focus looks at the flip side: taking advantage of the recession by expanding your business via acquisition or merger. Some might say it is not prudent to purchase a business during a recovery. Now is the perfect time to go browsing for some of the best manufacturing values seen in a long time.

Business Development – Get the most from your IMTS investment

Thu, 05 Aug 2010 00:00:00 EST

While IMTS is one of the best places to showcase your company’s products and services, the reality is that exhibiting there is an investment. It takes both time and money to run your booth. Are you getting the most out of that investment?

Shanghai Tech Center — 100 members and counting!

Wed, 04 Aug 2010 00:00:00 EST

Anchor Abrasives Company of Tinley Park, Ill., has become the 100th AMT member company to sign the Participation Agreement and join the Shanghai Tech Center.  Congratulations to President Jack Shoemaker and his team for “going more global” by working with AMT China. AMT now has many members for whom the China market represents a major portion of their annual revenue and profits, and many have “graduated” from the STC to set up their own China operations around the country.

China trade mission participants see opportunity in a growing power generation sector

Wed, 07 Jul 2010 00:00:00 EST

While the true business benefit from this trade mission only accrues to those who were actually on the bus, we can report to all AMT member companies that the power generation sector in China is undergoing capacity expansion in manufacturing. Many of the workshops we visited were as modern and well equipped as any in the world.

2010 – Selling your business after the recession

Wed, 07 Jul 2010 00:00:00 EST

We have spent a great deal of time lately in this column discussing strategic options, best practices, and different perspectives on how to manage a business in the current financial climate. While we have spent the majority of time on ideas to grow your business, we haven’t spent a great deal of time discussing strategic acquisition or company transition. The reality is, however, that it is a great time to be considering these topics as well.