6 Steps A Specialist Takes to Save CPG’s $1M+


6 Steps A Specialist Takes to Save CPG's $1M+


Performance specialists view improvement in factories differently. You know such specialists as agents, solution sellers, original equipment manufacturers, lean and six-sigma practitioners or your continuous improvement leader.

The standouts prioritize problem identification and value added solutions over product sales and implementation. Then they deliver unparalleled insight regardless of your installed base of equipment, which is in many cases disconnected, with data collection, tracking, and software systems that don’t relate. You know them because they care about downtime, OEE (overall equipment effectiveness), rework, and they’re continuous improvement afficianados.

Consider the Value Added Solutions Project Workflow, published by Illinois based performance specialists RV Evans, as a roadmap which walks their potential customers through a specialists approach to providing value.

It’s a simple 6 step process, that can lead to the identification of $1M+ opportunities within days, and it takes the identification of performance improvement well beyond the idea of simply completing a line audit, and selling equipment, services, and consumables.Step 1: Site Needs Analysis

Invite the performance specialist into your environment to conduct a plant tour, for a comprehensive review of packaging and other operations. The great ones will work with you to share audit data, or identify process improvement areas using a survey. In partnership with the specialist, prioritize the opportunities for improvement collaboratively, and review your desired outcomes.

Step 2: Solutions Identification

Consider the value added solution proposed by the partner, and the impact it has on the most painful elements of your process or operation, and work with them them to either scope out a system or product demonstration, or, to move forward with a non-system or product related solution.

This is a key distinguishing factor. The specialist not simply focused on equipment, services, or consumables sales is concerned with value, and may suggest you proceed directly to a value added solution analysis.

Step 3: Trial / Demo / Testing

During the trial, demonstration, and testing phases, expect real-time data from your performance specialist on performance relative to your existing business processes or factory assets.

Mobile devices can to be configured so that it’s clear what information field based partners or on-site employees at a factory need to collected throughout the trial period.

It’s important to consider the variables that indicate that your product is performing, and to consider other factory variables that need to be tracked to show a correlation between your equipment or consumable and overall improvement.
Equally as important is ensuring that any personnel monitoring the trial from your organization has access to a real-time view of the trial on a dashboard.

During the trial, you should be receiving real-time diagnotics from the factory. This is possible when you deploy a discrete, mobile solution with your performance specialist.Step 4: Value Added Solution Analysis

Other value added solutions based on the specialist analysis should be presented, over simply recommendations for asset, equipment, or consumables based solutions, and should be brought forward either before the trial or demo process, or following the trial based on the additional observations. Measurable benefits can and should be articulated.There will inevitably be events that occur that affect the trial, such as unplanned downtime that may also factor into a value added solutions recommendation. The performance specialist can observe and record these events as well, and in some cases, when they occur downstream or upstream of a trial deployment, you can potentially link to an opportunity to address the problem.

Step 5: System Proposal

If the analysis supports the presentation of a solution to the performance improvement problems identified, expect a proposal clearly outlining measurable return on investment, and a fulfillment of your desired outcome defined in Step 1. Technical service capabilities should be evident in the proposal.Step 6: Solution Implementation

Whether you’re proceeding with a non-system or product related solution, or a system and product integration based on the specialist recommendations, expect to receive reports on the ROI of your investment with some frequency, and an analysis of the overall benefit to your operation.You can view this powerful RV Evans Workflow in a PDF format, and should expect nothing less from your performance specialists.

You can also request Step 1 of the process, a Site Needs Analysis, supported by SITEFLO.