Kitagawa has an easily scalable sales process where BDMs now
perform three times as many appointments with one-third fewer
people in that position and management has complete visibility of existing opportunities.
Post script: Since this video interview Kitagawa has gone on to record an on-time delivery rate of 95%. Tim Winard writes:
"Due to our WIP meetings, I can say that our own on-time rates are now consistently over 95%. The occasions they are not, can frequently be attributed to our suppliers not delivering on time to us.
A key element that really assisted the success of the WIP meeting process is having a member from each dept represented and especially having an individual at the end of the work flow (i.e. warehouse, Operations Mgr) with a strong personality/incentive to pull orders through the system during WIP meetings.
It helps everyone upstream to keep the momentum up through the entire work flow with this ‘end party’ wanting to ship more, more, more… "