What's News

3rd Annual North Bay Manufacturing Summit
Manex Speaks at the TIA 2010 Technical Conference
SME and Manex Host La Tortilla Factory Tour
Workshop: Driving Your Top and Bottom Line Results
ACG and Manex Host Manufacturing Industry Mixer
Workshop: Valuation 101
Manex Launches ERP/MRP Advisory Services
 

Perspectives

Solar Fuels: Harnessing the Power of the Sun
Don't Ignore Social Media…It's Not Going Away Anytime Soon

Client Results

Manufacturer of Custom-Molded Recycled Rubber Products Dramatically Increases Sales, Targets Strategic Market Sectors for Future Company Growth

What's News
3rd Annual North Bay Manufacturing Summit
Presented by The Corporation for Manufacturing Excellence and Comerica Bank
Coming soon in January 2011! Don't miss the North Bay's biggest manufacturing event of the year, where Dana Johnson, Chief Economist of Comerica Bank will provide manufacturing executives the latest economic information, trends and policies impacting the North Bay, greater Bay Area, U.S. and Global Markets. Please check our website in the coming weeks for more details about this event as well as registration instructions.

Manex Speaks at the TIA 2010 Technical Conference
Bill Browne, Senior Manager with Manex Consulting, presented at the Tortilla Industry Association's (TIA) 2010 Technical Conference in Las Vegas, NV on September 25, 2010. Mr. Browne's topic was on "How to Benefit from Lean Manufacturing Techniques." Mr. Browne, a Lean Six Sigma Master Black Belt, discussed the fundamentals of Lean Manufacturing and how food manufacturers benefit from Lean principles to improve operational efficiency and eliminate waste. Mr. Browne was invited to be a featured speaker at the TIA Conference due to Manex's expertise in helping companies increase productivity and profitability, and implement rapid, high-impact solutions to common challenges faced by food manufacturers.

The Tortilla Industry Association (TIA) was created in 1989 to serve the emerging tortilla industry, now the fastest growing segment of the baking industry. In the U.S., annual sales of tortillas exceed all other ethnic and specialty bread sales, including bagels, croissants, muffins and pita bread. TIA is a not-for-profit organization whose members include tortilla manufacturers, industry suppliers and distributors around the world, and companies with interests in the rapidly growing tortilla industry. For more information about TIA and the TIA 2010 Technical Conference, click here.

SME and Manex Host La Tortilla Factory Tour
The Society of Manufacturing Engineers (SME) and The Corporation for Manufacturing Excellence (Manex) hosted a tour of La Tortilla Factory in Santa Rosa, CA on Wednesday, September 22, 2010. For three generations, La Tortilla Factory and the Tamayo family have been dedicated to baking the best tasting wraps and tortillas that contribute to a healthy lifestyle. This dedication drives every employee, everyday, towards a common vision - to be the world's "Best Specialty Baker." Guests of Manex were allowed to take a special inside look at this amazing company and meet the Tamayo family. For information on upcoming tours hosted by Manex and SME, please contact Nana Cho at ncho@manexconsulting.com.

Workshop: Driving Your Top and Bottom Line Results
On Tuesday, September 21, 2010, Manex led a workshop on how to drive a company's top and bottom line results. The session was led by Manex in partnership with Next Step and graciously hosted by Comerica Bank in their San Jose offices. Designed specifically for manufacturing executives, the workshop provided proven techniques and practical tips for attendees to build an effective sales and marketing engine, and improve operational efficiencies. Attendees engaged with one another to share their unique challenges and problem-solve as a group throughout the workshop. For more information on upcoming Manex workshops in the South Bay, please contact Nana Cho at ncho@manexconsulting.com.

ACG and Manex Host Manufacturing Industry Mixer
On Thursday, September 16, 2010, The Association for Corporate Growth (ACG) and The Corporation for Manufacturing Excellence (Manex) hosted its quarterly East Bay Evening Event Series in Oakland, CA. Over 120 guests gathered at the Claremont Country Club to hear industry experts discuss what's ahead for the future of manufacturing in the U.S. and California, and learn what strategies and best practices will help manufacturers compete in the new economy.

Manex moderated a panel that included a diverse mix of manufacturing executives in the Bay Area, including Peter Offermann, President and CEO of Cellotape Inc., Kent Wegener, Vice President of Finance of Otis Spunkmeyer, and Jim Taylor, CFO and COO of Free-Flow Packaging International, Inc. The event was sponsored by Moss Adams LLP, Lenczowski Law, FinanceStaff, BuchalterNemer, and the San Francisco Business Times.

The panel discussion was followed by questions from the audience, and the evening concluded with a networking event with cocktails and appetizers. For information on future manufacturing events hosted by Manex, please visit our Events page at http://www.manexconsulting.com/events.html or contact Nana Cho at ncho@manexconsulting.com.

Workshop: Valuation 101
On Thursday, August 26, Manex served as a panelist at the Valuation 101 Workshop offered by Pacific Community Ventures (PCV). The workshop was offered as part of PCV's Access to Capital Coffee Talk Series and provided an overview of several different valuation techniques and examples of how entrepreneurs have changed their operations or financial statements to achieve optimal valuation. The panel was made up of experts in business valuation, negotiation and entrepreneurs. Manex shared a case study of how companies can maximize their valuation by making simple improvements to their operations. For information on upcoming workshops hosted by Manex and PCV, please contact Nana Cho at ncho@manexconsulting.com.

Manex Launches ERP/MRP Advisory Services
Manex is proud to announce the recent launch of our Enterprise Resource Planning (ERP) implementation services to assist companies in identifying key functionality requirements and selecting the ideal system to meet their needs. A robust ERP/MRP implementation can truly transform your business. Costing, quoting, scheduling and inventory management can all be vastly improved with a high-quality ERP/MRP system. Using ERP reduces manual processes, eliminates duplicate data entry and unplanned overtime, increases quality, and improves customer satisfaction.

In the past 6 years, ERP systems have become very affordable, even for companies as small as 10 employees. One fact has not changed, however, which is that improper planning can lead to 3 times the cost and 5 times the effort when it comes to implementing ERP. By documenting current business processes, streamlining operations, and identifying key ERP data requirements, Manex can make certain you avoid the most common pitfalls of ERP implementation. Manex can help evaluate leading system vendors, critically examine their proposals, and ensure that they meet your needs. More importantly, Manex advises companies on how to maximize the benefits of the built-in functionalities.

Our Approach
We use a collaborative approach that methodically involves all the stakeholders at your company. We identify key functionality that is critical to your business, and make certain that the needs of each functional area are completely met. Since we work for you - not an ERP vendor or IT integration company - we always have your best interests in mind.

Methodology
We begin by developing a visual map of your company's processes, identifying opportunities for improvement in advance of the ERP implementation. This "process mapping" stage documents the way you do business, and includes all activities from sales and order entry through product shipment and returns management. Once improvements are made, our consultants will work with you to identify necessary data collection points and your reporting requirements. These tasks form the basis of your system requirements.

We will then develop a list of potential vendors that will meet or exceed your system requirements. We thoroughly review vendor profiles to rank companies for stability, ease of implementation, cost, and other critical factors. Manex will act as an advocate during contract negotiations with the vendors, so you will be guaranteed a set of neutral and objective recommendations.

Finally, your chosen system integrator will be able to re-use the process maps developed in the early stages of this process and quickly deploy your new ERP system without any redundant effort.

Benefits
 

• Reduction of up to 70% in ERP/MRP implementation/configuration time
• Streamlining current inefficient processes ahead of ERP configuration. In some cases, 100% of certain business functions can be eliminated, such as manual order processing
• Drastic reduction in "evaluation meetings" by a company's staff members, 60% fewer meetings
• Objective advice from technology-agnostic advocates. Avoid bait-and-switch by software vendors
• Improved real-time reporting across all areas of your business (sales, order entry, production, QA, finance, etc.)
• Reliable data and improved managerial decision-making

How Do I Get Started?
For more information or to schedule an appointment, please contact Bill Browne at wbrowne@manexconsulting.com or contact us through our website.

Perspectives
Solar Fuels: Harnessing the Power of the Sun
Our industrial society runs primarily on fossil fuels. The energy that is embodied in these materials is the result of photosynthesis which took place eons ago, using the sun's energy to convert water and CO2 into plant tissues. While current technologies exist to convert solar energy directly into electricity or steam for instantaneous use, scientists have begun to turn their attention toward mimicking the natural process of photosynthesis. Using knowledge of chemistry, physics and materials science to emulate plants, researchers are working to develop technology for the economical transformation of water and CO2 directly into usable fuels, using the energy of sunlight. The advantage to this "solar fuels" approach is that the energy can be stored, distributed and incorporated into existing technologies for on-demand use.

Opportunities in Solar Fuels
The US Department of Energy has allocated $122MM to create the Joint Center for Artificial Photosynthesis through Caltech, Stanford and the Lawrence Berkeley Laboratory. Commercial laboratories and providers of laboratory instruments and materials may utilize existing relationships to gain entry into this field. Commercialization is a long-term opportunity, and the process would need to rely on more durable pathway components to synthesis. If solar fuels become a commercial reality, it could be one of the most important energy technology innovations in history and would transform our energy and environmental future.

Challenges for Solar Fuels
While the promise of solar fuels is enormous, the time scales involved are significant and there is no guarantee of success. The development of scalable technology could take decades, but once the breakthroughs are achieved, the foreseeable process technologies would be relatively inexpensive and deployable. The fundamental areas of technological development are:

• The discovery and development of light absorbers that consist of robust, photochemically stable, Earth-abundant elements which provide adequate voltage and current density to create fuel from sunlight, water and carbon dioxide
• The discovery and development of cheap, effective catalysts to drive the fuel-producing reactions, as current catalyst technology relies on expensive rare earth elements which are often sourced overseas
• The design and synthesis of photo-electrochemical membrane layers that provide ionic pathways and good optical and light scattering properties, while remaining impermeable to the product fuels and to oxygen

The Future of Solar Fuels
The vision of a technology which can cheaply provide abundant hydrocarbons, while sequestering atmospheric CO2 is alluring. Solar fuels are currently a distant promise, however, pursued by ambitious researchers, working at the edges of their fields. For those able to participate in the solution of critical issues in technology development, the field offers significant current and future opportunities.

Don't Ignore Social Media…It's Not Going Away Anytime Soon
According to a social media market study by Michael Selzner, sponsored by the Social Media Success Summit 2009, an overwhelming majority (88%) of marketers say they are now using some form of social media to market their businesses and products. This is a relatively new form of marketing, as 72% stated that they have been using it for less than a year. Twitter, Blogs, LinkedIn, and Facebook are considered the top four social media avenues used by marketers. Each of the social media methods has its own strengths, weaknesses, and unique groups of primary users. Social networking has allowed manufacturers to improve on customer service by providing a sense of intimacy with customers. Manufacturers now have the ability to see what their customers think about their products by observing "live conversations" about their products and then posting comments or resolutions for all to see. In past decades, it took weeks, if not months, for manufacturers to gather feedback from their customers.

Channellock, Inc., a pliers manufacturer based out of Meadville, PA, was named manufacturer marketer of the year in 2009. The company attributes much of its success to social media platforms, like a Facebook fan page and a Twitter handle. Channellock's social networking platforms have drawn visitors from all walks of life and many market segments, including plumbers, electricians, farmers, HVAC technicians, contractors, mechanics, handymen, and home do-it-yourselfers by providing them with timely and valuable market feedback.

If you've not done so already, interview a sample of your top 10 to 15 customers and ask them if they use, or plan to use, social media for the purpose of gathering information to make informed buying decisions. Also, ask them how they use, or plan to use, social media to gather critical customer feedback and market trends. The answers to these questions will allow you to make optimum use of your limited time and money, and to craft a social media strategy that will work for your company.

This article was contributed by Eric Wiedenmann of Market Development Group.

Client Results
Manufacturer of Custom-Molded Recycled Rubber Products Dramatically Increases Sales, Targets Strategic Market Sectors for Future Company Growth
A mid-sized manufacturer of custom-molded recycled rubber sought the advice of Manex to jump-start its sales and marketing activities. The company had a number of talented chemists and engineers, but needed more resources and expertise to generate a meaningful increase in sales. While its ability to custom-engineer products was unmatched in the industry, its ability to properly communicate the value of its services left the company with a challenging outlook for growth.

Solution
Manex's team led a thorough top-to-bottom review of the company's key capabilities, differentiators, and competitive advantages. Team members then developed a clear strategic marketing plan - one that was based on attractive markets that could be penetrated without a significant cost to the company. Activities included:

• Extensive market research to identify attractive, growing market segments for recycled rubber products
• Identification of market growth factors and major trends that could position the company for sustained growth
• Selection of the most attractive markets for pursuit, followed by identification of key sales drivers for these markets
• Overhaul of all marketing materials, including a new brand identity, new website, and new hardcopy marketing collateral. Each hardcopy data sheet was aimed at a specific market segment and written to highlight key differentiators
• Website optimization for superior SEO performance, along with selection of an affordable Content Management System to allow the client to update the site with relevant news/events/content
• Generation of extensive prospect database for each targeted market segment, followed by outbound telephone calls to secure in-person meetings with prospective customers
• Sales calls/visits to prospects to secure sales, and detailed training to teach company executives how to sell to prospects

Results
As a result of these targeted activities, Manex was able to improve the company's planning, performance, and long-term prospects. As key officers of the company repeatedly stated, "Manex was the best thing that could have happened to us." Specific results include:

• 16 unique sales meetings with prospective buyers, leading to $600K in immediate sales and $2MM in pipeline opportunities
• Anticipated sales to home owners associations (HOAs), nurseries, private companies, and retail stores
• A cohesive marketing strategy that positions the company for strong sales in coming years, and a coherent marketing message that resonates with target markets
• A solid new product development pipeline to capitalize on growth trends and key market segments
• Drastic improvements in SEO results (4th in Google searches vs. a former website that could not even be found by search engines)
• 35,000 prospects in a highly-segmented database for future sales and outbound marketing activities
• A concrete sales action plan and trained company salespeople that can now effectively execute that plan