Cargotec / HIAB Case Study

Services

Sales and Operations Optimisation

Sales and Operations Success

Business Objective

Analyse sales and operations processes, including back office, with a view to seeking standardisation, automation and improve efficiency where appropriate. This analysis must be connected to optimise internal use of business systems.

Current Situation and Background

Sales, Operational & Quality Processes

Sales – 17% of Sales Time is spent on quotations and is non value add, there is duplication of effort, 3 different systems, including Word to generate sales quotes. Efficiency within the process must be increased and not just add more admin.

Operations – There is a requirement for a transparent e2e operational management system. Many of operational activities undertaken by Sales, circ 18% Sales person time is chasing product through the manufacturing process or progress and internal status. Planning of production, capacity , supplier management, installation and operations is not integrated and is inefficient, no clear ownership.

Quality – No evidence of closed loop corrective action or analysis of available data. There is an upward trend in warranty claims on some product lines, albeit reducing recently.

Analysis and Recommendations

Diagnostics, data gathering and analyse were undertaken across the three areas of improvement, with Process Mapping, SIPOC (suppliers, inputs, process, outputs, customer), Organisational Structures and project plans completed for implementation

Sales Optimisation Analysis

Process Map

Business Improvement Priorities

Project Management and Implementation with Practitioners and Internal Customer Team.

Priority Improvements:

  • Design and Implement sales quotation process, enhancing the existing quotation systems and creating a single integrated quotation tool.
  • Design and Implement end to end Operational management system and structure to take responsibility for all Equipment operational tasks from order receipt to invoice of completed units
  • Design and Implement end to end Customer Quality System, focussing on Product quality, internal and external process adherence, in all functions and at all levels. Where appropriate adopt 8D problem solving process.

Business Achievements

  • Working Capital Savings £2.5m
  • Operational Efficiency Increased by 19%
  • Cost of Poor Quality Saving £256k
  • Operations Restructure to ensure Customer Satisfaction and Delivery
  • On Time Delivery Improved by 27%
    Product Shortages Eliminated
  • 35% of Sales Engineers Time released for Value Added Customer Activities
  • Enquiry to Proposal Reduced by 72%

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Our TESTIMONIALS

Kevin Paterson

Excellent session delivered by Adam Payne, all involved really enjoyed the workshop, excellent course with lots of valuable tools that will support our division reducing errors.

Kevin Paterson – Global 8D

Alexandra Hawley

“The training and subsequent support provided by Adam to develop my knowledge, understanding and ability to build a high performing team has been excellent. He is an exceptional mentor, always guiding me to my own conclusion.”

Alexandra Hawley

Jason Thorpe

I have worked with Adam in my previous role at Doncaster’s where he was Group Business Improvement but also more recently via TCMUK where Adam is the Managing Director.
In both previous company and the current Adam has been an inspiration to me with his drive and enthusiasm for Operational Excellence, be it strategic or tactical. . With his ability to transpose his vast Operational knowledge to any audience, it is no more than a gift.
Recently Adam has helped find a key member of the team here at HSM Engineering and because of his ability to understand key business issues and his operational experience he can ensure the correct fit. I would highly recommend Adam to anyone who is looking for business change with his Transformational Leadership style and a natural hunger to make manufacturing a different place, he delivers what is required.
Adam is a true friend, colleague and a fabulous mentor for when I have needed some liked minded thinking, therefore I have no reservations at all in endorsing him

Jason Thorpe
Managing Director

Dean Eaves Testimonial

TCMUK Limited showed us how we could improve productivity with simple and straightforward thinking and careful planning of where machinery goes to help flow. I highly recommend them and look forward to working with him in the future.

Dean Eaves
Director

Profab Access Testimonial

We have recently completed a “Lean Program” within our business. We have been supported by Adam Payne (TCMUK Limited) who came along to our business and was able to offer excellent suggestions and ideas for improvements. He delivered various training sessions with the business, he drove the team for synergy and was very supportive. We have reduced our waste by 93% and increased our efficiencies by 52% which would not have been possible if it wasn’t for the support we received from Adam Payne AND TCMUK Limited

Kevin Paterson
Operations Director

Fozmula Testimonial

Adam has recently facilitated Lean Training for our factory Team Leaders and he demonstrated both first-rate understanding of the subject and excellent engagement with the participants. I would have no hesitation in whole-heartedly recommending Adam to any company looking to up-skill its workforce in lean techniques.

David McGee
Operations Manager

Denise Taylor Testimonial

For anyone who is looking for specialists in lean manufacturing, operational fitness, quality standards, sales and marketing strategies, business strategies, then TCMUK Limited are definitely someone to talk to. And if they can’t help you, then you can guarantee they will know someone who does. Adam is a true collaborator, with strong values. He is always keen to help, and in our current economic climate, manufacturing businesses do need more people like Adam to support their growth.

Denise Taylor
Manufacturing, Technology and Supply Chain Specialist

Anne Wilkinson Testimonial

Adam is without doubt an expert in his field. If you are in the manufacturing sector and you want to improve your business, grow sustainably, increase market share and compete more effectively I highly recommend that you connect with Adam. He is generous in his willingness to help others. An all round top guy.

Anne Wilkinson
Personal Development Coach

Alistair Schofield Testimonial

TCMUK Limited led a very successful Value Stream Mapping event at Investacast recently. Their leadership and clarity of thought was invaluable in helping the team gather the relevant data and identify the key areas for improvement in the business. Their personal style is highly engaging and the team enjoyed the project throughout its duration.

Alistair Schofield
CEO Expromet Technologies Group

Great to work with TCMUK on business growth strategy. Their advice has been direct, practical, the right degree of ‘challenging’ and above all motivating. Adam’s engineering background has meant that his input to our business has been directly relevant and immediately helpful

Liz Slater
Owner / Director

Helander Precision Testimonial

32 Helander employees attended the 2 day Problem Solving course over 4 consecutive weeks and were introduced to a variety of approaches and techniques to help with the resolution of problems and improving processes in our workplace. Adam presented the content in a fun and interactive format and encouraged participation and discussions within the groups. I would definitely recommend this course.

Karen Beesley
HR Manager

Kerry Foods

The business has been undertaking a transformation and change programme, due to TCMUK limited’s knowledge and back ground in Change Management and Manufacturing they came into support the Management Team facilitating work shops looking at team dynamics and execution of business objectives. They recognised issues and identified practical solutions very quickly. They built quick rapport with the Team and they have sought out TCMUK’s guidance and advice.

Andy Gibson
Manufacturing Manager

Adam is a great team player who is passionate about what he does. He seeks to excel and deliver a quality result every time. In undertaking his role, Adam is genuinely able to get alongside people, encourage their input and act as a sounding board to support real improvements. I’d work with Adam any time.

Richard Wallace
CFO

Richard worked with me during a period of significant change and restructuring and successfully rebuilt and reorganised the sales function. I found him to be extremely professional and hard working, with excellent knowledge in his area of expertise.

Philip Tilston
CFO

Richard worked for me for 6 months on aerospace engine compressor and turbine casings commodity, analysing the current method of manufacture and global supply chain solution, in order to identify opportunities to improve efficiencies and reduce component cost. Richard analysed a number of high volume engines types, interacted with the lead engineers and global buyers, and presented his findings and improvement solutions to the OEM for approval. After the 6 months, Richard identified opportunities delivering +£1m savings per year.

Paul Sherwin
Technical Programme Manager

Richard spent 3-4 months at IAC analysing our internal procedures and processes from order enquiry through to release for manufacturing. His intuitive view of the situation, broad ranging experience and empathy with IAC’s employees was excellent. A detailed plan including proposed processes and new structure was duly delivered on time. I would highly recommend Richard for any Business Consultant contract.

Murray Budd
Finance Director

TCMUK Limited have helped in coaching the Board of Directors and my Senior Managers to identify the key KPIs needed to obtain robust policy deployment and to help focus on the key business drivers. Their unique style helped the teams to solve issues themselves with occasional prompting and questioning and challenge to test the robustness of the solution.

Mark Wilding
Operations Director

Facing the challenge of ensuring we didn’t fail on our commitments to our customers, employees and shareholders we needed a well proven methodology of grabbing the strategic vision and making sure everyone was joined up and clear on what we had to deliver. We needed to create accountability and measurement. TCMUK has helped tremendously in moving the dial in that process, their simplistic no nonsense approach works. TCMUK Limited are a true partner on our growth journey.

Gary Lowe
CEO

Adam helped me fast track my use of LinkedIn, so that I didn’t have to spend days navigating and learning. From setting up a professional profile, to Advanced searching, I am now able to make much better use of this business network tool. Adam took me through a step by step guide, which worked really well

Paul Wingrove
Sales Director