The business plan for
companies needs to be done in real-time. It starts with an honest description
of company capabilities and an accurate assessment of customer needs.
Sales Rep feedback and
Market Research need to drive this plan based on the realities of the
marketplace in real-time. Addressing
customer needs with product improvements and new product development can take
time. Therefore, an accurate assessment of expected sales and expected duration
of the demand is required. Not every
opportunity can be seized.
Sales, Market Research
and Engineering need daily contact. Engineering may not be able to meet the
product specifications required for the improvement or new design. Engineering
performance is critical. All of this needs financial analysis and the
management of these companies need good, solid business judgment to assess all
the inputs.
The development of the
hybrid engine for the Toyota Prius is the best example of “game changing”
engineering aimed at a continual customer demand. Toyota unveiled the Prius in Japan in October 1997, two
months ahead of schedule, and it went on sale that December. The total cost of
development was an estimated $1
billion. The Prius was 20 years in the making and was a long-term development
project where timing paid off.
Norb
Leahy, Dunwoody GA Tea Party Leader
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