Remaining Enthusiastic (CONT’D FROM PAGE 58)
Board Converting NEWS INTERNET DIRECTORY
Look with objective eyes at your Customer Service pool, for instance. This is a good place to start as this department deals with as much pressure as any and it is often coming directly at them from both external as well as internal sources. In many companies, if you walk the aisles, you see – and can almost feel – the tension. If you are a manager or owner, try to distance yourself from your first view (are they working?) and try to sense the emotion- al temperature of the individuals at their desks. The same exercise has value when applied to the production floor. Customers coming into your plant will sense the emotional values of your company more than they will be impressed by the new flexo or labeler you recently installed. I have often asked owners the following question: Is it more important for you to believe that your employees understand your expectations or is it more important for employees to believe that you understand them? Most owners and managers to whom I have asked this question believe that it is more important for employees to understand their expectations. While I agree that it is es- sential that employees must understand and work to fulfill leadership’s expectations, I also believe that employees will work much more effectively and enthusiastically if they believe that they are understood by those who supervise them. Differentiation = Understanding This is true when trying to make headway with a pros- pect or build on an existing customer relationship. If your customer does not believe you understand their business, their challenges and needs, they will be open to looking for your replacement. A prospect won’t even consider buying from you if he does not believe that you are ded- icated to understanding his business unless, of course, your price is significantly lower than his current supplier’s and even then, if the prospect does not believe you are capable of and willing to understand his business, he is more likely to give your lower quote to the incumbent than take a chance on you. The same is true with the employees you manage. If they believe you understand them, they will be much more loyal and work much harder to understand and exceed your expectations than if they do not believe you under- stand them. It might be interesting to look at how much time and energy many employees spend thinking about finding an- other job either because they fear they are about to get fired or at least get in trouble in trouble and because they don’t believe they are appreciated for what they are al- ready doing. Sometimes, the pressures that management is experiencing leads them to a self-focused reaction and something gets lost in translation. Also interesting to con- sider is the possibility that when there really is a problem, an employee may be much more likely to resist your guid- ance and less likely to take responsibility for the problems
ADVANTZWARE www.advantzware.com
Advantzware provides a comprehensive system to address the business management needs of the independent box business, as well as the ERP requirements of full scale pack- aging plants and integrated companies. With modules for estimating, scheduling, production, inventory and account- ing, this scalable system supports companies that produce corrugated boxes, folding cartons, point of purchase dis- plays, assembled partitions, and paperboard products. AIR CONVEYING CORPORATION www.accfilter.com Air Conveying Corporation is a leader in the industry of Pneumatic Conveying Systems and has been in business since 1968. As an equipment manufacturer rather than sim- ply a sales organization, we have complete control over the quality of material and products which make up your pro- posed system. Our equipment is found in printing, folding carton and corrugated plants throughout the world. We've been designing, manufacturing and engineering pneumatic conveying systems since 1984. We partner with our customers to ensure they operate efficiently and guar- antee our systems meet or exceed their specifications. ASDI specializes in full pull-through systems trim separators, and NFPA compliant systems with full electronic controls. AMTECH SOFTWARE www.amtechsoftware.com AIR SYSTEMS DESIGN, INC. www.airsystemsdesign.com Amtech offers the industry’s most innovative and com- prehensive corrugated and packaging ERP, integrated scheduling software, and engineered automation technol- ogy. For over 30 years, Amtech has kept our customers competitive in an ever-changing economy with customer digital storefronts and workflows, business intelligence, automated scheduling for corrugators, converting and shipping, proactive roll stock and inventory management. APEX INTERNATIONAL www.apexinternational.com World’s largest Anilox and Glue & Metering roll manufac- turer, providing the widest selection of corrugated engrav- ings and complementary services. Anilox engraving options available from our North American manufacturing facility include elongated 75°, 60°, 45°, plus Apex’s patented GTT technology. Glue rolls are produced with Hardened Stain- less Steel and a max TIR of 10 µ for Single, Double Facers.
ALBANY INTERNATIONAL www.albint.com
Albany International has a corrugator belt for every appli- cation. Our reputation for durable performance is the trade- mark of the most dependable belts in service today.
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