Method to optimize a customer's manufacturing processes and internal business processes in a comprehensive manner

• US 20040236622A1
• Filed: 05/20/2003
• Published: 11/25/2004
• Est. Priority Date: 05/20/2003
• Status: Abandoned Application

• Current Assignee: Kennametal Incorporated
• Original Assignee: Kennametal Incorporated
• Inventors: Moyer, Charles A., Mueller, Todd M.
• Application Number:
  US10/441,841
• Publication Number:
  US 20040236622A1
• Time in Patent Office: Days
• US Class Current: 705/10
• CPC Class Codes: G06Q 10/06 Resources, workflows, human or project management; Enterprise or organisation planning; Enterprise or organisation modelling
• CPC Class Codes: G06Q 10/0631 Resource planning, allocation, distributing or scheduling for enterprises or organisations
• CPC Class Codes: G06Q 10/06311 Scheduling, planning or task assignment for a person or group
• CPC Class Codes: G06Q 10/0639 Performance analysis of employees; Performance analysis of enterprise or organisation operations
• CPC Class Codes: G06Q 30/0201 Market modelling; Market analysis; Collecting market data
• CPC Class Codes: G06Q 30/0204 Market segmentation

Abstract

A method of institutionalizing technical expertise in the machine tool sector of an economy. A distributor of tooling technology enters into an agreement or arrangement with a customer which utilizes tooling technology in business operations, wherein the distributor provides expertise in exchange for which the customer satisfies tooling technology needs by purchasing from the distributor. The distributor surveys machining procedures used by the customer and improves the procedures, which are than put into practice during actual commercial operations of the customer. The improved procedures are evaluated to verify actual savings accruing from the improvements. The distributor establishes a sales force for conducting sales functions, a technical group for improving machining procedures, and an implementation specialist for managing inventory control at the customer premises. The sales force is freed from performing sales support activities outside of its area of expertise.

Claims

1. A method of doing business between a customer of tooling technology and a distributor of tooling technology, wherein the distributor supplies tooling technology to be utilized in a manufacturing process practiced by the customer in the course of manufacturing, comprising the steps of:

conducting an assessment of the manufacturing process;

identifying possible modifications to the manufacturing process and identifying estimated savings associated with the possible modifications, responsive to the step of conducting an assessment;

generating a commercial arrangement between the customer and the distributor to incorporate modifications proposed at least in part by the distributor to a contemplated manufacturing process which is contemplated to be used in the future by the customer, in exchange for compensation which will accrue to the distributor;

generating an improved manufacturing process wherein the distributor modifies the contemplated manufacturing process by incorporating revised tooling technology in the contemplated manufacturing process;

implementing the improved manufacturing process at the premises of the customer; and

evaluating the improved manufacturing process to determine whether expected economic savings will be realized.

2. The method according to claim 1, wherein the step of generating an arrangement between the customer and the distributor comprises the further step of making the compensation take the form of having the customer agree to purchase from the distributor tooling technology relating to the improved manufacturing process.

3. The method according to claim 2, comprising the further steps of

having the distributor establish a sales force the primary function of which is to conduct sales presentations with the customer and to conduct financial negotiations;

having the distributor establish a technical expertise group the primary function of which is to design the possible modifications to the manufacturing process;

having the technical expertise group generate the improved manufacturing process;

having the sales force substantially avoid participation in designing the possible modifications; and

having the technical expertise group substantially avoid participation in conducting sales presentations and in conducting financial negotiations.

4. The method according to claim 3, wherein the step of generating an improved manufacturing process comprises the further step of having the sales force document current manufacturing practices of the customer for subsequent review by the technical expertise group.

5. The method according to claim 1, comprising the further steps of

establishing at the premises of the customer an at least partially automated inventory control program which maintains statistical control of stocking levels of elements of the tooling technology;

and

having the distributor establish an implementation specialist the functions of whom are to oversee installation and management of the automated inventory control program.

6. The method according to claim 5, comprising the further steps of

having the implementation specialist substantially avoid participation in designing the possible modifications, in conducting sales presentations, and in conducting financial negotiations;

and

having the implementation specialist develop automated listing of tooling to be employed by the customer in the course of manufacturing as part of the step of establishing at the premises of the customer an at least partially automated inventory control program.

7. The method according to claim 6, wherein the step of having the implementation specialist develop automated listing of tooling includes the further step of having the implementation specialist and the customer jointly develop automated listing of tooling.

8. The method according to claim 1, wherein the step of identifying estimated savings comprises the further step of having identification of savings conducted entirely by the distributor.

9. The method according to claim 1, wherein the step of evaluating test results to determine whether expected economic savings will be realized comprises the further step of having the distributor analyze test results.

10. The method according to claim 1, wherein the step of evaluating test results includes a further step of making a decision pursuant to evaluation, wherein

achievement of expected economic savings is followed by a step of documenting achievement of expected economic savings and presenting documented savings to the customer, and

failure to achieve expected economic savings is followed by a step of performing further technical review, further technical modification of the improved manufacturing process, further testing, and further economic evaluation of test results.

11. The method according to claim 10, wherein the step of evaluating test results to determine whether expected economic savings will be realized is followed by a step of periodically evaluating savings achieved by the improved manufacturing process.

12. The method according to claim 11, comprising a further step of setting subsequent goals for the future.