Musings from My Side of the World

Cast Expo '10 in the Books

2010-03-25T12:49:00.000-07:00

Admittingly my expectations going into CastExpo where no high. However, I am pleasently surprised about our traffic at our booth. Very good leads and very good customer visits.  This show was time well spent!

Overall, most metal casters said the same thing, business is better than last year, but can still be better.   Of course there where several that said they are producing at full capacity.  This is alway good to hear!

Thanks to our customers stopping by.  By last count we had 48 customers visit with us. Always good to show them what is new.

Well, my next month will be spent on our new website. Gotta go!

Long Week!!!

2010-03-05T11:52:00.000-08:00

Went a visited with various B&L customers this week. Started off with Smith Foundry, Twin City Die Casting, then Kirsh Foundry, Stainless Steel Foundry and Eck Industries. Thank you to all for letting us stop by and meet with you.

Next week will be exciting. Our Progress Partner Manager is coming in for our monthly meeting. We need to review some options for a new module we will release soon. Also, our State Rep John Proos will stop by the office for a visit. Mr. Proos has heard about the great things happening at B&L and would like to stop by and visit with us.

On a personal note, I am attending a community auction on Saturday. This auction is a black tie affair with many neat items up for auction. Proceeds go to charity, so it is for a good cause. 1st time I have worn a tux in 15 years! This will be a great event.

I Have Seen the Future....

2010-02-19T11:16:00.000-08:00

And it looks good. Very good. Thanks to the R&D Department for a job well done. Folks, stop by Cast Expo and get a peak at the future.

Innovation

2010-02-18T05:15:00.000-08:00

I went to a foundry yesterday (B&L Customer) and had a long conversation with their President and CFO. They where kind enough to share some information with us regarding how they use the B&L Software. From accessing Odyssey via an Iphone to the CFO stating they reduced their open AR by $900,000 to other best business practices they utilize.

It is obvious they make a great product, especially when one reviews their customer list. What I really like is their passion when it comes to change and innovation. Just cause you did it that way last year doesn't mean it should be done he same way this year. The B&L customer always questions is there a better way to make this casting, or to improve customer service, or purchasing. Never staying still, always looking to improve. This is a company that has my respect.

In the next two months (Cast Expo?) we will announce several large innovations in our products and services. I have had the opporunity to ask several customers and prospects what they thought of these innovations and all said the same thing..."This is gonna be great!" Stop by our booth at Cast Expo for a first hand look at a the innovations we have planned for you!

Super Bowl is Over, Let the Olympics Begin

2010-02-09T08:24:00.001-08:00

Good morning from snowy (and deep) Bridgman, Michigan. We are in the middle of a snow storm where we expect 10-15 inches of the white stuff. While is makes driving a challenge, it certainly makes sledding and snowboarding a blast!

The other day a friend and I where at a Best Buy. It was a cold day, around 30 degrees. When we went back to the car, I noticed a pickup in front of us. (The pickup was not there when we pulled in). Low and behold, the car had no windshield. Nothing. There wasn't any glass to be found. We just started laughing, I mean, that had to be cold, driving around without a windshield!

That's it for now.

Matt

Last Week....

2010-02-01T10:45:00.001-08:00

I spent the last week in Miami at the Progress Global Partner's Conference. This conference is a gathering off over 200 company's executives. The purpose of the conference is to find out what is new with the Progress Corporation and to network.

I gave a presentation on how and why B&L attained 300% more logos in 2009 when compared to 2008. Presentation went well and afterwards I spent many hours answering questions.

B&L was nominated for the Progress SaaS Excellence award. The SaaS Excellence Award honors those whose participation in SaaS enablement programs have resulted in highly innovative offerings that achieve impressive commercial success within their markets. For us to just to be nominated is a huge accomplishment!

I spoke with many executives about marketing. Many executives bemoaned the fact that their competitors are very loose with their marketing claims. I laughed since we have the same problem! Outlandish claims without any proof is, like the Aussie said "Bulldust!" We tossed about examples we have all heard, "Gold Standard" "Platinum Service for a small price", #1 rated (w/o proof). Let those companies continue, I don't believe most people are that gullible.

I will be in the for the next weeks working on various projects. Two of the projects we should have ready for Cast Expo '10 in Orlando, Florida. Both will be industry firsts! (And I can prove it).

Take care and talk to ya next week.

With Hard Work Comes Success

2010-01-20T05:44:00.000-08:00

Next week will be very busy. I am flying to Miami, Florida to attend the a meeting and the Progress Software Global Partner Conference. Over 150 companies will attend the conference. On the opening day I will give a presentation on B&L managed a 300% growth in new logos in 2009 as compared to 2008! In addition, we will be awarded with the Progress Corporation's Premier Partner Award. This award is based on spectacular sales growth combined with a commitment to utilizing the latest technologies. Congrats to B&L!

When I get back in the office, we will have our annual Kick Off meeting. This meeting will be exciting in that B&L is going thru some dramatic changes and many of these changes will be announced then! Keep an eye on our web page and our newsletter for more information.

Success to all

Matt

Helping Those That Need Help

2010-01-14T05:34:00.000-08:00

During my workout this morning, a fellow church council member stopped and asked what can we do to help the Haitian earthquake victems. Since we sit on the Endowment Committee we agreed to bring forth a resolution donating at least a $1,000 in aid the Haitian people. The resolution will pass easily.

I ask all that want to help to help. More than anything, the rescue efforts needs money. To contribute click on one of the links below:

http://american.redcross.org/site/PageServer?pagename=ntld_main&s_subsrc=RCO_ResponseStateSection

https://www.habitat.org/cd/giving/donate.aspx?link=227

https://donate.mercycorps.org/donation.htm?DonorIntent=Haiti+Earthquake

Thank you

Matt

Why We Invest in Customer Support

2010-01-04T05:36:00.000-08:00

I've been off the past two weeks due to Christmas vacation. Spent lotsa good time with family and friends. I came back to the office today to find all of our project managers and most task people out. Why? Go Live! In fact we have eight metal casters going live this week. That is quite an accomplishment.

This is also why we have invested so heavily in Client Services. Three years ago we hired three employees whose sole responsibility is to answer your questions. We have invested heavily in these people with one goal, to ensure our customers are taken care of. Think about this, these people do not bill, they are a "cost". I do not like to equate people with a "cost" and quite frankly if you run your business that way, I suspect you have customer issues.

With all of these Project Managers and Task people out of the office, we have highly skilled and trained employees answering your questions. Many thanks to Lori, Patrick and Marcia for all of your efforts.

See ya next time!

2009-12-15T06:01:00.000-08:00

Well, we closed another account last week. The press release to follow. This is a pretty amazing little B&L factoid, we have 9 accounts going live over the next two weeks. Wow!

Recently, we where featured in a local paper press release and in a worldwide Marketing Campaign sponsored by our Business Partner, the Progress Corporation. Why? Our tremendous growth in this terrible economy!

For over 9 years we have worked closely with the Progress Corporation. They provide the DB for Odyssey. Their technical and business expertise is priceless. Progress gives us a competitive advantage over our competition. Rock solid, stable, DB.

I was asked by Progress to participate in their 2010 Global Partner Conference as a Marketing Panelist. Even better, the event is in Miami, Florida during January. Oh yeah, I believe I will be there.

Two employees, John Burnside and Mike Fabis are retiring at the end of this year. Almost 50 years of experience between the two! Mike and John will be missed.

We have some great new "projects" in the B&L pipeline. They should all be ready by Cast Expo. Keep an eye out! These projects will be game changers.

R&D has knocked out a ton of enhancements for this next Odyssey release. And there is the potential for a game changer coming out later. I will keep you posted for this one.

Stop by our Cast Expo Booth in 2010 and find out what truly makes us different from our competitors.

What is my prediction for B&L? Innovation!!!!

Take care,

Matt

Been a Long Year

2009-12-07T05:19:00.001-08:00

Getting close to the end of the year. New accounts going live (we are booked solid for the rest of 2009). Potential customers are lining up. We will post them to our website once the paperwork is completed.

2010 will be an interesting year. We have many activities to plan out, from Cast Expo to Ads to Website to Shirts. All of this will have to be done in a very compressed time frame. As usual it will be interesting.

During a recent manager's meeting I was asked what do I forecast for 2010. I thought for 2009 we would be down as well. Many foundries I have spoken with are down 40%-50%. However, our new customer logo count is up 300% when compared to last year. Quite an accomplishment. I believe the economy will only get better and our new customer logo count will rise again.

That is it for now. Promise to keep this more up to date.

Selecting New Software

2009-10-29T05:41:00.001-07:00

I am in postion that many of you are or will be in....I've spent the week interviewing software companies for a B&L project. I thought I would share what I do in evaluating these software companies.

1. I interviewed the B&L management team to determine what we needed from the new software. Also, asked them to list what they wanted. From this I was able to develop a priority list. From this priority list we where able to determine what features and functions we needed on day one and what we wanted for phase two.

2. I googled some key terms and found some companies that specialized in what we need. I gleaned as information as I could from their websites and looked at some references they mentioned on their sites. I then did a further google search to see what kind of "dirt" I could find. Some companies where eliminated at this point.

3. I then called a friend from the Chamber of Commerce to see if she had worked with any of them. She had and gave me some reviews on those she worked with or knew about. Her reviews pulled alot of weight with me.

4. I took #2 and # and made a three candidate list. I did not want to interview any more then three, I was afraid things would get lost and confused. I contacted all three and setup appointments at B&L. This 1st meeting was not for a demo, but rather to:

Answer their questions about my priority list. How else would I get an accurate quote?
Learn about their company (Are they stable, have they been around for awhile, etc.)
Most importantly, can I work with them? Do our personalities mesh?

I am finishing up my last interview today. My next step is to meet with the people I would work with, check references and have a demo or two on their products. Then it is decision time.

Anyway, that is it for me. Have a good one!

Secret Sauce

2009-10-21T06:39:00.000-07:00

I was at the gym yesterday talking to a friend of mine named Joey. Joey owns a Dairy Queen and several commercial buildings. We talked about business, banking problems, etc. Joey then asked "How is B&L doing?" I told Joey "YTD we have closed 300% more new business then 2008". Joey looked at me like I was nuts and then he asked "How the hell have you guys done that?"

Great question. I answered Joey by listing several factors including:

1. With the economic downturn, B&L recognized a fundamental change in the way metal casters do business. Metal casters must do more with less and stick to their expertise, making castings. 24 months ago we recognized this change and released several new products to help customers "stick to their knitting."

2. Innovation is our life blood. This is for all facets of our business. We are always looking for ways to help our customers do more with less resources. Purchased Castings, Schedule by Heat, the 1st and only complete Tooling Module available are all examples of the our endless Innovation quest. Innovation goes beyond software but into training (at your request, we can record all training classes to be used by you at a later date), implementation (creation of Implementation Managers, Task People, File Conversion Specialists), etc.

3. Truly, our customers are our greatest asset. Yes, they direct the future of software and services. But many do more than that. I just found out this morning that Sivyer Steel hosted a B&L prospect for a demo. We knew nothing of this meeting until yesterday when the prospect called us for more information! Fred Wile, President of Southern Cast Products did a demo for Glidewell Foundry last year. Glidewell is now a B&L customer. Recently we landed Grede Foundries. What helped us win the job was our reputation. Several managers had worked in B&L foundries and insisted Grede drop SAP for B&L solutions.

4. We are an open company. Our President lists his e-mail and phone number for any and all customers and prospects to call with any questions. We also publish each and every new customer. This is truly priceless. Others software firms claim to be busy (with no proof) or recycle old wins trying to generate publicity. We are proud of our new customers and aren't afraid to display them in an open and honest manner. In fact, we have another one and as soon as Jerry passes me the paperwork we will make the announcement!

5. We've invested $100,000's in customer support. We hired three support desk people that all they do is answer your questions. We have a comprehensive CRM system where we track all implementation projects, enter questions and receive downloads. All of this without charging additional fees.

And the list goes on. I told Joey all of this and then told him I expect several more new accounts before the end of the year. He rolled his eyes and said something about low margins on ice cream cones.

That's it for now. Take care and see ya' down the road.

Boston, Indy, Then ????

2009-10-09T05:36:00.000-07:00

Spent the past few days in Boston visiting with our business partner Progress Software (www.progress.com). Progress provides the Interface, Database and Programming Language that powers Odyssey. It was a great visit. Met with numerous VPs and Departments heads to ensure B&L and Progress are on the same page. We came away from the meeting more confident then ever with our relationship with Progress. In fact, thanks to our tremendous growth pattern and embracing new technologies, we will be featured in several of their marketing campaigns!

Next week I will attend the ICI show in Indy. Should be fun. It has been awhile since I have attend a show. When I met with the Progress Corporation, I was asked about what is new in Odyssey. I started off telling them other software firms are touting "Shop Floor Data Collection." Everyone of them had the same response.....Don't all ERP firms have Shop Floor Data Collection??? We have had our Shop Floor Data Collection since 2003. It has been further enhanced (thanks to our customers) over the past six years. Yeah, it is a powerful tool. stop by if you want to see it. But seriously, every ERP system worth its salt should have had this years ago.

We have focused much of our programming resources in extending the reach of metal casters. Many metal casters are doing business with other foundries, whether they are in the states or overseas. One continuing challenge they face is the management of inventory. Well, we now have a Purchased Castings which will help you keep track purchased castings, whether from across the street or across the ocean(s).

Client Services has been very busy. Our implementations are better then ever. File conversions time, the one phase that historically takes the longest, has been reduce greatly. We have several people responsible to work with you and convert the data from your old system into Odyssey. Our average implementation is running 6-8 weeks. This is for file conversion, training, support, reporting writing (if needed) and go live. And by the way, this is not just accounting!!!!!

Sales has been very busy. We have welcomed many new customers this year and we expect more before the end of the year. Some of the customers are well know metal casters. I look forward to posting their names as they close!

That's it for now. If you are attending the ICI show, stop by the booth for more information about how B&L can help you make better decisions, faster.

Incredible!!!!

2009-10-01T07:24:00.000-07:00

The past four weeks have been very busy and exciting for me, my family and B&L Information Systems. I cannot believe it is October already!

My kids started school in September. Meredith is in the second grade and Grant is in Pre-K. They both love school! Of course it helps that Laurel, my wife and their mom taught 11 years, that is until Meredith was born. Her full time “job” is a stay at home mom.

We have closed several new accounts. FiveStar American Die Casting, a 17 employee die caster, signed with B&L Information Systems. Welcome aboard FiveStar American Die Casting. Also, Grede Foundries has selected B&L Information Systems’ software and service. The B&L software, which replaces SAP, is part of their corporate reorganization strategy. Welcome aboard Grede Foundries. Find it funny when other software firms say how busy they are, yet they never mention who they are busy with???? We never hide who we do business with!

We also had Spectrum ’09, our annual user conference. This year we where in Chicago. Around 65 clients where in attendance. While this number is lower then the average year, still not to bad considering the economy. Brenda Polvock, Client Services Manager and Sandy Warren, Marketing Admin Support, do a wonderful job on this event. All of the details are covered and it seems (from my perspective at least) everything always goes smoothly. For more pictures from Spectrum 2009, go to the B&L Facebook page at http://www.facebook.com/pages/BL-Information-Systems/106238318018

I also want to congratulate Bremen Castings for their featured article in Modern Casting’s September issue. I know JB Brown (President) pretty well and I am proud to say Bremen Castings use B&L software. If you ever want to visit a foundry that understands the use of technology, Bremen Castings should be at the top of your list.

That is it for now.

Matt

B&L Today

2009-08-25T11:37:00.000-07:00

In the Sales and Marketing Department, we consider ourselves the canary in the coal mine. When the industry slows, we are the 1st department to feel it. Client Services usually has a steady work load and R&D always is working on new releases of the software. The Sales and Marketing Department is also the 1st department to notice when things start picking up. And boy, are things picking up. We expect to close two accounts in the next two weeks (despite the economic challenges, we have had a terrific 2009) and have several more accounts on the horizon. The new client announcements will follow shortly. This all bodes well for our industry.

Our 24th annual User Conference is right around the corner. This year we will have a panel discussion on Lean Manufacturing. We have four customers participating as panelists. Those companies are; Bremen Castings, The Buck Company, Sivyer Steel and Pace Industries. I will MC the event and am looking forward to hearing these companies lean experiences.

That is it for today. I am hitting the beach this evening. It will be warm and the waves should be rough!

Six Sigma v. Lean

2009-08-13T06:57:00.000-07:00

I have always been intrigued with the manufacturing process. Back in my production days, I loved taking a manufacturing problem, breaking it down into its component pieces, discover the variation, fix the variation, then measure to ensure success. When success comes, what a great feeling.

One question that continuly pops up is "What is the difference between Lean and Six Sigma? I hit the old internet and found some great internet battles raging about the differences. I was able to find a few logical discussions and this is what I learned.

Lean Manufacturing

Lean manufacturing focuses on eliminating waste. The focus on Lean is breaking down the process to the bare bones. If the activity does not add value, it is waste. The typical methodology for implementing Lean is:

1. Identify the value

2. Determine the value stream

3. Determine the flow

4. Define flow

5. Improve process.

Six Sigma

Six Sigma focuses on eliminating problems with the manufactured product. The primary tool sets of Six Sigma is math and statistics. Six Sigma typically uses the DMAIC method. DMAIC is:

1. Define high level goals and the current process.

2. Measure key aspects of the current process and collect relevant data.

3. Analyze the data to verify the cause and effect relationships. Determine what the relationships are and attempt to ensure all factors have been considered.

4. Improve or optimize the the process based upon data analysis.

5. Control to ensure all deviations from target are corrected before they result in defects.

My Take:

If you are in the metalcasting business, you will want to incorporate some of each of these strategies into your plant. By reducing waste, you will keep the costs down, for both yourself and for you customers. Similarly, by reducing defects you will have satisifed customers. You will also reduce rework and scrap, both of which directly affect your bottom-line.

Well, I am on vacation for the next week or so. Have a good one.

Waves Were Pounding

2009-08-11T05:17:00.000-07:00

The other side of the Lake is supposed to be Chicago.

Sunday morning Laurel (my wife) suggested we deviate from our norm of going to church and instead go hit the beach. I don't have to be asked twice for that! Especially with the 20 MPH winds generating 2-4 foot waves. The kids and I spent about 3 hours crashing into the waves. The beach we go is about five minutes from our house and is on Lake Michigan. If you are not from around here, you have no idea of the size and power of Lake Michigan. Those waves absolutely pounded me.

Lake Michigan Facts:

Is the 3rd largest of the Great Lakes.

Is slightly smaller than West Virginia

Surface area of 22,340 square miles

307 miles long

118 miles wide

Greatest depth is 923 feet!

We hit the beach as often as possible, in fact we will go Wednesday evening.

That's it for now.

Hey, Don't Forget the Front Office

2009-07-31T06:47:00.001-07:00

Just about every metal caster today focuses on going lean on the shop floor. The shop floor is a the place to implement Lean due to the amount of waste and non-customer value activities. However, I believe Lean can and should be applied to the front office as well. Why? The front office is part of your organization's value chain.

I was recently at a prospect's site (now a customer) that told me they went lean on the shop floor. In fact, they went on to explain they no longer report production. When I asked why, their response was "That is not Lean". (Not indicating the reasoning behind this alone gave me a clue they really didn't understand implementing lean.) I then interviewed the front office where I found some interesting information. B/c the shop floor no longer reports products, the front office, every evening, goes down to the floor and counts the number of molds made. That front office person then goes back and updates several spreadsheets, including one that tracks the number of impressions on a pattern. The front office person then adds up the number of impressions since the last overhaul and compares that number to the "rework ceiling", or when maintenance should inspect the pattern for any defects. If the # of impressions on that pattern exceeds its "rework ceiling" a call is made to the maintenance department which then schedules a work order for the pattern.

My question is to them was "Have you truly implemented lean in your organization?" Their response was yes. I disagreed. Why? The core value of Lean is to maximize customer value while minimizing waste throughout the entire value process. The front office is a value process and in this case was ignored. Why just focus on one (albeit critical) area, the shop floor?

I remember asking the prospect's executive team the following questions:
1. Are you maximizing customer value when you ship quality castings? Answer was yes.
2. Are you maximizing customer value when you ensure quality patterns are used to make quality castings? Answer was yes.
3. Is the front office part of the value chain? Answer was yes again.
4. Then why not have the Shop Floor report production, or simply the quantity they made using that pattern?

I went on to explain that with one simple production entry (and all they had to enter was quantity, with the system defaulting what step, takt time, etc.), the # of impressions on the pattern is updated and auto compared to the pattern's review limit. If the review limit is met, a work order is automatically sent to the maintenance department. The time the shop floor employee spent reporting production quantities eliminated massive amounts of time and confusion in the front office and helped to ensure the customer is getting a quality casting. Now, isn't this maximizing the customer's value (ensuring quality castings) while minimizing waste (Not having to walk around and count, updating spreadsheets and making phone calls)?

My point in all of this? Do not forget the front office is a value stream within your organization. When implementing lean, think of all departments.

Well, that's it for now.