Articles & News for Business and Manufacturing

What Is the Opportunity Cost of This Business?

Sales Byte Added: April 26th, 2012

Opportunity cost represents the indirect costs and missed opportunities when one chooses a course of action. Buyers often view the price difference between one seller and another as an opportunity cost and ask themselves, “What other ways could we spend or invest that money if we did not choose the more expensive alternative?” (read more...)

Create a Positive Sense of Urgency

Sales Byte Added: April 18th, 2012

Urgency is a powerful motivator. It causes people to act. It screams for attention and resolution. When customers feel urgency, they buy. When buyers are more anxious to buy than you are to sell, closing is rarely a problem. So, how do you create a positive sense of urgency? (read more...)

Wyoming Exports Boom in 2011

News Added: April 16th, 2012

Wyoming exports shot up by nearly a quarter last year, on the strength of stronger soda ash sales and much-expanded sales of uranium, liquified natural gas, bentonite and industrial equipment and parts. (read more...)

Wyoming Economic Development Association (WEDA) Elects Board Directors and Officers for 2012-2013

News Added: April 4th, 2012

The Wyoming Economic Development Association (WEDA) board elections were held during the association's recent Winter Economic Development Conference in Cheyenne, Wyoming. (read more...)

College of Business brings Lean Manufacturing to UW with the help of Manufacturing-Works

News Added: March 16th, 2012

Assistant Professor Barry Brewer invited Manufacturing-Works to present a session on Lean Manufacturing to the Advanced Operations Management class. The students attending the training are enrolled in the UW MBA program. (read more...)

Discipline Is a Good Thing for Salespeople

Sales Byte Added: March 15th, 2012

Discipline is a word that evokes mixed reactions from people. For some, it conjures up images of punishment and self-denial — of authoritarians and ascetics. For others, it sounds more like glue — the sinew of one’s spirit. I have found that discipline has a better ring to it as a noun than a verb. As a noun, it sounds like an attribute. As a verb, it sounds more punitive. It is indeed a paradoxical word. I like to use it as a noun for salespeople. (read more...)

Brunton Reorients Compass Manufacturing to Riverton

News Added: March 15th, 2012

RIVERTON - Brunton Outdoor has announced that it will return its recreational baseplate compass manufacturing to Riverton. (read more...)

Take PRIDE in Your Career

Sales Byte Added: March 6th, 2012

Successful results in any profession come from concentrating on those things over which you have the most control — your daily effort. (read more...)

Made in America Opportunities from Rawlings Sporting Goods Company

News Added: February 17th, 2012

Rawlings Sporting Goods Company is looking for U.S.-based manufacturers that are capable of making production quantities for seven new product ideas. (read more...)

The Central Fallacy of Price Shopping

Sales Byte Added: February 9th, 2012

There are few positive associations with cheap. Something that is cheap to acquire but fails to perform is a lousy value at any price. So, cheap cannot necessarily mean best in this case. (read more...)

Help Buyers Make Better Decisions

Sales Byte Added: January 26th, 2012

The objective of a buying decision is to optimize your purchasing power while satisfying your needs. Buyers that intentionally narrow their definition of pain and gain consequently limit the definition of the other. If the goal is to maximize gain and minimize pain, buyers must be willing to explore fully pain and gain. (read more...)

The Story of Two Salespeople

Sales Byte Added: January 25th, 2012

Salespeople are always faced with a simple decision: “Do I sell whatever is in my wagon or do I try to find the right fit for the customer?” (read more...)

How True Is Your Story?

Sales Byte Added: January 6th, 2012

How true is your story? How relevant is your message to the customer? Upon hearing your story, does the customer believe that you wrote it just for him or her? (read more...)

Why Ask Why?

Sales Byte Added: December 19th, 2011

In my presentations, I often receive “how” and “what” questions. “How do I …?” “What is the best way to …?” Why do so few people ask “why”? “Why” signals a curious intellect. This is someone who wants to understand the dynamic forces of something. When seminar participants ask, “Why should we ask open-ended questions” they are curious about the logic of asking these questions. (read more...)

Sales Goals That Motivate

Sales Byte Added: December 14th, 2011

This is a good time of the year to begin thinking about goals for 2012. Based on their forecasts, managers are putting the finishing touches on next year’s sales budgets. The problem is that sales quotas do not always motivate. There are two main challenges in writing effective sales goals. (read more...)

Wyoming product makes federal list for use in oil spills

Article Added: December 2nd, 2011

A Wyoming-based company, and a client of Manufacturing-Works has developed a product that has made a product that meets the EPA’s requirements for use in emergency oil spills. (read more...)

Single-Tasking

Sales Byte Added: December 1st, 2011

Multitasking is addictive. It seduces people into believing that they are indispensable and fuels their sense of self-worth. Some will argue its practicality and necessity in today’s world. (read more...)

Friends of MEP UPS Freight Savings Program

News Added: November 23rd, 2011

Friends of the Manufacturing Extension Padrtnership (MEP, which is what Manufacturing-Works is a part of) can now receive a minimum 70% discount on UPS Freight LTL (Less-Than-Truckload) services, with participating members saving an average of $500 per shipment off net shipping charges! (read more...)

Victory Over Price Begins in Your Head

Sales Byte Added: November 21st, 2011

“Victorious warriors win first and then go to war, while defeated warriors go to war first and then seek to win.” (Sun-Tzu, Chinese general & military strategist) (read more...)

Intense Innovation courses help entrepreneurs thrive

News Added: November 21st, 2011

Manufacturing-Works partnered with Eastern Wyoming College in Torrington to offer weekly training seminars to the local entrepreneurs. (read more...)

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