Page 40 - MetalForming August 2019

Stamping Throughput Consistently Trending Upward
140 120 100
80 60 40 20
0
$114 $87 $84 $88
2016 2017 2018
$95 $77
$99 $83
2012
$100 $83
2013
$99 $82
2014
$105 $83
2015
$108 $104
2011
Source: Harbour Results, Inc.
Stamping/Metal Forming
Plastics Injection Molding
ship must look at all aspects of the business and deter- mine what the company does best and how to lever- age that.
Sales Process Delivers Results
Along with developing a
viable strategy, metal form-
ers and fabricators should
focus on developing a sales
process. Top shops leverage
a best-in-class sales process
to help define and imple-
ment a plan to fill their
pipelines, manage capacity
and bring in additional rev-
enue. A good place for
stampers to start: Gather market intel- ligence and use already collected data to better understand the shop’s current business state.
For example, an analysis of the com- pany’s current request for quote (RFQ) hit-rate data across customers, jobs,
Stamping throughput—total revenue minus outsourcing and material costs, divided by the number of full-time employees—continues trending upward. Bars show the average value-added revenue per full- time employee in thousands of dollars.
type of work, etc., could provide insights that help drive strategy. This analysis, which reveals the number of quotes per customer, number of quotes won per customer, total value of the business won and total value of the quotes requested, enables a shop to
determine its low- and high-volume customers and whether its business is appropriately diversified among cus- tomers and/or industries. Along with the company’s overall business strategy, this data provide the information need- ed for identifying sales opportunities
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Thousands