June 2008

Understanding the Deal Determiner
You Do That? Engineered Rack Systems
Safety Best Practices
Continuous Improvement Best Practices

Best Practices: Justifying Projects

Understanding the Deal Determiner. Last month's article introduced us to USPs or unique selling propositions. This month discover what top sales trainers are showing sales recruits about developing USPs. Let's look further at two examples of leveraging your company's USP.

If you can align your product or service with your clients overall business strategy, it will become more valuable and may differ greatly from solely a needs-focused recommendation

If one of your clients is a specialized database software developer and another one of your clients has mentioned the problems she's having using her old, unstable database, why not introduce them?

Gain more insights of combined successes.

YOU DO THAT?

Facility Assessment “Ordering rack can’t be that complicated, right?’ ‘After all rack is rack!’ ‘I have been in the warehousing business for years; I know what I’m doing.’”

A recent customer experience illustrated this attitude. Turning down a facility assessment prior to ordering rack cost a client time and money.

As our in-house installation crew was setting up they noticed a set of building columns adjacent to the client’s existing rack.

Did this discovery jeopardize the project?

Safety Best Practices

Safety Best Practices Executive Summary: Creating a Safety Culture. Creating a safe warehouse happens by planning to prevent accidents. Although forming a safety committee is a good first step toward building better worker safety practices, warehouse operators also need to work toward creating a "safety culture" inside their facilities.

"Maintaining an efficient safety culture is a continuous effort," Gagliardi agrees. Gary Gagliardi, vice president of Safety Resources, a safety consulting firm located in Indianapolis. "Safety is not a one-time deal; companies cannot accomplish a culture of safety with one or two yearly meetings. But emphasizing safety throughout the company has a positive influence on its success."

Learn how companies create a safety culture.

Best Practices: Continuous Improvement

Driving Continuous Improvement in Plant Safety. Continuous improvement succeeds best on the notion that every employee is responsible for identifying and acting on opportunities for enhancing processes. It’s a powerful concept that can result in significant improvements in the short term and dramatic progress over time.

It’s also a powerful concept that can result in chaos. To be effective, your organization must move toward common goals at an agreed upon pace. One of the biggest barriers to achieving this simple synchronization is the verbiage used by different departments to identify their functions.

Discover what the "30-inch view" is and how to push past the barriers to plant safety.

Morrison Company helps clients achieve Supply Chain Excellence through our unique engineered material handling products and integrated solutions. For more information about our company and services, visit www.morrisoncompany.com.

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