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Gemba Walking Marketing and Sales

Ideas are easy. The REAL work starts with implementation and deployment.

Doug Brock

Chattanooga Area Manager with Kendall Electric, an employee-owned electrical product and Rockwell Automation distributor.

Marketing Team

Sales Team

Marketing TeamSales Team

Customer Commitmenton new product

Marketing TeamSales Team

Unobtainium

Unobtainium – noun

new product that is perpetually six months from shipping

new product that sales believes is impossible to sell

Credit Don Gee & Vince Phillips

gemba – noun

In Japanese business theory, the place where things happen

gemba means “real place”, the place where real action occurs

Cambridge Business English Dictionary

3 gembas

an example

A-D-L-I

Q&A

wrap up

Our Customer

Production Area

Customer Gemba

“The results of any …business are on the outside. This is not only where the customers are but also where the non-customers are.”The Drucker Lectures: Essential Lessons on Management, Society and Economy 2010 - McGraw-Hill Education

What is Your Approach?

Our Business

Customer Facing

Activities

Internal Gemba

What you don’t hear.

What you don’t hear.

Deployment&

Learning

If you want to go fast you have to go alone.

If you want to go far you have to go together.African proverb

After Action ReviewWhat did we set out to do?

What did we actually do?

Why was there a

difference?

What are we going to do next time?

Connected Gemba

Our Customer Our Business

Production Area

Customer Facing Activities

“Empathy served as a sophisticated tracking system enabling salespeople to be more creative in uncovering and meeting the customer’s wants.”

Art of the Sale by Philip Delves Broughton

A pproach

Deployment

Learning

I ntegration

refineme

nt

Questions Before I Summarize

???

Connected Gemba

Our Customer Our Business

Production Area

Customer Facing Activities