I conducted three campaigns, one after another. In the first campaign we spent twelve months just on quality. I told the employees that everything we did for the next year would be to make our machines the best in the industry, the most reliable and the fastest. Once we had good quality machines, I focused entirely on the sales function. The salespeople had been involved in the quality campaign, and now the engineers and manufacturing people worked with sales to build skills, selling tools, and communications links back to the factory. Market results were slow in coming, but I knew we had to
...more
