Friday
Aug282015

What You Need To Know About The Industrial Manufacturing Segment

 

 

It’s not about saving money

In a factory setting, decision-makers span a wide range of titles and are concerned with everything from selecting cleaning products to enforcing safety protocol. These individuals are constantly on the move and often work in loud and chaotic environments. 

At the end of every work day, a decision-maker’s primary goal is to get product out the door. Everything else is secondary. 

Courtesy of SCA-Tork, the second largest paper company in the world and producer of unique industrial wiper products, here are the five industrial manufacturing decision-makers and what makes them tick, particularly when it concerns shifting from the use of rental shop rags to disposable industrial wipers: 

 

1. Plant Manager or Operations Manager

Depending on the size of the operation, this person might be known as shift supervisor or manufacturing manager. They oversee the actual production operation, typically report to a plant manager or operations manager and work in concert with the safety manager. 

Inside tip: These individuals are usually the first call for any sales effort. 


2. Production Manager

This role can have several titles. Depending on the size of the operation, this person might be known as shift supervisor or manufacturing manager. They oversee the actual production operation, typically report to a plant manager or operations manager and work in concert with the safety manager. 

Inside tip: Try to schedule meetings with the production and safety managers together to secure buy-in from both early in the process. 


3. Safety Manager

This person is responsible for maintaining high safety standards for the employees. It’s important to have their buy-in for product changes and improvements; they can support the safety benefits of moving from rental shop towels and rags to wipers. They won’t be involved in every sales situation, but the bigger the facility the more opportunity to get them involved. 

Inside tip: If there are rental shop towels and boxes of rags on the factory floor, approach this person with messages relating to the safety hazards inherent to these products. 

 

4. Maintenance manager

This individual typically buys wipers or rents shop towels for their own area. They tend to buy from a different cost center than operations, and typically handle all the repairs and PMCS (Preventative Maintenance Checks and Services) for equipment. The maintenance manager usually reports to either the plant manager or the production or operations manager.

Inside tip: The influence of the maintenance manager can be significant, so it is smart to have them in the room with the other individuals listed above. 

 

5. Purchasing manager/ central supply

This individual or group is responsible for approving and buying new products, and is typically the last to consult in the sales process. The best approach is to get buy-ins from the appropriate individuals listed previously and get them to work with purchasing to make the change. This is where having the right distributor with established relationships provides the greatest value.

Inside tip: The janitorial group is often included here. Janitors will usually buy what the operations side specs for the plant. 


For more about SCA Tork and how they can reduce your end-user's paper wiper costs and improve the industrial hygiene of their employees, contact us, the midwest industrial manufacuturer's representatives for SCA Tork.

PrintView Printer Friendly Version

EmailEmail Article to Friend

« How To Prevent Slips And Falls In Fifteen Feet | Main | Even When It's Off, It's On »