Discovered Tools for Marketing to Managers

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Discovered! Tools for Marketing to Managers!

• Merri Rich

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Why Focus on Managers?

• Managers are in a position to influence -
• Their subordinates
• Other managers
• Company culture
• Reach many through one point of contact more
  bang for the buck
• Pay it forward philosophy

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How to Get Their Attention ?!?!

• Get in front of them
• Value statements
• Emphasize the payback
• To managers
• To their employees
• To their companies

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Our Approach

• Marketing Research
• Internet search on key words
• Chamber of Commerce
• APICS Marketing Material The Shortage
• Learn from APICS supportive managers
• Why do you support involvement?
• What is the payback
• To you?
• To your employees?
• To your company?

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Provide Tools/Templates/Ideas

• General (but manager focused) advertising
• Newsletter ads
• Mailings
• PDM .ppt
• Personal touch
• Target proposal format

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Examples
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Quotable Quotesfrom market research
Innovative Work Force Required for Global
Competitiveness

• If the United States wants to remain
  competitive in a global marketplace where the
  majority of workers earn a fraction of the
  salaries paid in this country, we must have the
  most competent and innovative work force
  possible. Our K-12 education system is not
  getting the job done. - International Center for
  Leadership in Education Jobs and the Skills Gap
  by Willard R. Daggett, Ed.D.

Productivity Depends on Quality Work Force
Qualified Worker Shortage Skills Gap!
Eighty-one percent of respondents to the 2005
Skills Gap Survey of the American Manufacturing
Workforce (Deloitte and The Manufacturing
Institute, 2005) said they couldn't find
qualified workers to fill their open positions.
NAM 2005
There is a growing consensus that the
productivity, stability, and competitiveness of
todays firm is more and more directly tied to
the quality of its workforce. U.S. Department of
Labor Learning a Living A Blueprint for High
Performance - 2000
Competitive Success Tied to Educated Work Force
Having a skilled and flexible workforce is
essential to our country's ability to
successfully compete in a global economy. Elaine
L. Chao, Secretary, U.S. Department of Labor -
2006
Increased Profit Tied to Employee Training
Spending
Firms that invested on average 1,595 per
employee in training experienced 24-percent
higher gross profit margins ... and 26-percent
higher price-to-book ratios. ASTD - 2001
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Quotable Quotesfrom managers

• Professional involvement keeps a person from
  seeing the work place in a narrow perspective.

The association with other APICS members helped
me network and provided a resource of associates
who could answer questions how they handled
particular situations.
If a company does things because thats the way
weve always done it, involvement in a
professional organization is the quickest way to
either validate the practice or to expose its
flaws. 
APICS has given me a better understanding of
principles, tools , and processes allowing me to
make better decisions. Knowing that my team has
APICS training gives me a comfort level that
processes and improvements are being done
correctly allowing me to focus on other aspects
of the business.
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Mailings - Ads
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Power Point for PDMs

• Self running
• Customizable

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Welcome !

• January Professional Development Meeting
• Topic Scorekeeping for Success
• Speaker Mr. Charles Coonradt, Chairman and CEO
• The Game of Work
• Agenda 530 pm Registration / Networking
• 600 pm Call to order, Introductions and
  Announcements
• 615 pm Dinner
• 645 pm Speaker / Program

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Our Speaker Mr. Charles Coonradt

• Chairman and CEO The Game of Work
• Graduate of Michigan State University
• Internationally recognized in the fields of goal
  setting and profit improvement
• Internationally recognized consultant and speaker
• Author of the following must reads
• The Game of Work
• Managing The Obvious
• The Four Laws of Debt Free Prosperity
• Scorekeeping for Success
• Contributing author to the best selling Chicken
  Soup for the Soul series
• Founding member and frequent lecturer at the
  School of Entrepreneurship, Brigham Young
  University, Marriott School of Management.

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Salt Lake Chapter at the APICS International
Conference!
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APICS Calendar of Events

• Feb 27 PDM Dells Lean Transformation
• Mr. Greg D. Kelly, CPIM CIRM, CPM Partner,
  Rucker and Associates
• Mar 27 Tour World Class Manufacturing at Sorenson
  BioScience Plant Tour and Catered Dinner
• Mr. West Price President, Sorenson BioScience
• Apr 7-19 Course CSCP - Certified Supply Chain
  Professional
• Saturdays
• Apr 24 PDM Mr. Larry Martin Vice President,
  Martin Door Manufacturing
• May 24 Tour To be determined
• June 21 PDM Dr. Ann Millner President, Weber
  State University

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Is Your Company Suffering from a Skills Gap?

• There's a skills gap in our nation 4.2
  million net new jobs have been created since May
  2003, but many require a higher level of
  education and skills. By strategically investing
  in the workforce, we can help workers take
  advantage of the best opportunities in America's
  21st century economy.
• Elaine L. Chao, Secretary,
  U.S. Department of Labor

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Qualified Worker Shortage Skills Gap!

• Eighty-one percent of respondents to the 2005
  Skills Gap Survey of the American Manufacturing
  Workforce (Deloitte and The Manufacturing
  Institute, 2005) said they couldn't find
  qualified workers to fill their open positions.
  NAM 2005

Bridge the Skills Gap! Learn more about the
APICS Body of Knowledge and Certification
programs today by visiting our website at
www.apicsutah.org.
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Managers are Speaking Up!

• Professional involvement keeps a person from
  seeing the work place in a narrow perspective.

We are PRODUCTIVE!
The association with other APICS members helped
me network and provided a resource of associates
who could answer questions how they handled
particular situations.
If a company does things because thats the way
weve always done it, involvement in a
professional organization is the quickest way to
either validate the practice or to expose its
flaws. 
We are INNOVATIVE!
APICS has given me a better understanding of
principles, tools , and processes allowing me to
make better decisions. Knowing that my team has
APICS training gives me a comfort level that
processes and improvements are being done
correctly allowing me to focus on other aspects
of the business.
We are COMPETETIVE!
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We Are Productive!
The training, networking and ongoing education
which members of APICS continuously receive has
had a profound effect on the performance of our
employees in their current positions as well as
preparing our employees for future positions. 
APICS has also been an exceptional vehicle for
developing the overall talent pool in the
community which has significantly benefited IGT
as well as many other companies in Northern
Nevada.  
Ron BrooksVP of Gaming Operations and Service
for International Game Technology
Invest in your companys futureLearn more about
the APICS Body of Knowledge and Certification
programs today by visiting our website at
www.apicsutah.org.
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We Are Innovative!
APICS has given me a better understanding of
principles, tools , and processes. This allows me
to make better decisions and to know that a vast
majority of my team has had the curriculum gives
me a comfort level that processes and
improvements are being done correctly allowing me
to focus on other aspects of the business
Douglas DahlManager BoeingSalt Lake City, Utah
Invest in your companys futureLearn more about
the APICS Body of Knowledge and Certification
programs today by visiting our website at
www.apicsutah.org.
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We Are Competitive!
Employees trained in the APICS body of knowledge
know and understand the processes and language of
operations and operations management. This
significantly enhances their job effectiveness.
It is a true win-win situation for the employees
and the organization.  
Dave Steiger Operations Management, Antioch Co.
Invest in your companys futureLearn more about
the APICS Body of Knowledge and Certification
programs today by visiting our website at
www.apicsutah.org.
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Bridge the Skills Gap!

• APICS - The Association for Operations
  Management is a non-profit professional
  organization and the global leader and premier
  source of the body of knowledge in operations
  management, including production, inventory,
  supply chain, materials management, purchasing,
  and logistics.
• Since 1957, individuals and companies have
  relied on APICS for its superior training,
  internationally recognized certifications,
  comprehensive resources, and worldwide network of
  accomplished industry professionals who are
  Advancing Productivity, Innovation, and
  Competitive Success. 

Invest in your companys futureLearn more about
the APICS Body of Knowledge and Certification
programs today by visiting our website at
www.apicsutah.org.  
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APICSUtah.org
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Bridge the Skills Gap with APICS Education!
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Personally Focused Proposal

• 4 pgs one 11x17 sheet folded
• personalized cover
• "what's in it for me"
• well defined statement of the problem
• how and why APICS can help solve the problem
• call to action - "what to do next and how to do
  it" -- call us, email us, sign up as a member,
  sign up for a class 
• summary of who we are and what we do
• restatement of why APICS

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Personally Focused Proposal

• Provide enough info to make a decision
• Lead to positive action
• 3 elements of success
• Delivery method Priority Mail, FedX, UPS
  Overnight
• Gets in the hands of the right person, not
  filtered through receiving, and administrative
• Personal
• Likely to catch his attention and get it read
• Enough but not too much info
• Can be read quickly and decision can be made
  quickly
• Proven method

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Plea

• Use it
• Feedback on successes
• Feedback on applicability of tools

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Our Process

• Regularly scheduled meetings
• Lunchtime
• Quick and concise
• Clear and timely minutes
• Follow-up items clearly defined
• Follow-through