Seven ways to sell maintenance to your C-Suite
Create new partners in management by understanding and selling maintenance as a profit center.
In developing a sustainable maintenance program, a plant manager has to engage every part of their plant-from your peer group to your staff to the corner office personnel.
The most difficult of those groups to engage with are the corner office, because they have the least understanding of the day-to-day needs and challenges in maintenance, said Joe Anderson, predictive maintenance and reliability manager at J.M. Smucker Co. in Toledo, Ohio, at the 2015 International Maintenance Conference in Bonita Springs, Fla. Developing a strong relationship with management can help change the vision of maintenance from a cost center to a profit center.
"There's always that perception of maintenance against the world," Anderson said. "As you develop partnerships, those talks go away. You've got to brag about your successes and your team's successes."
Anderson talked about seven ways to manage up to the C-Suite in your organization to explain the value and potential of an effective maintenance and reliability program.
- Educate on the maintenance function
- Sell the financial value of maintenance
- Understand the business side of your own job
- Understand their vision and goals
- Communicate your vision and goals
- Communicate your successes
- Offer to be the change agent in your organization.
Anderson added there are three specific ways maintenance can be seen as a profit center as opposed to a cost center. They include:
- Convenience: Making life on the plant floor better and easier and safer
- Process improvement: Getting production lines to run more smoothly and to minimize downtime
- Financial: Freeing up cash flows, reducing costs and gaining profits by avoiding costs rather than just by saving money.
- Bob Vavra is content manager, Plant Engineering, CFE Media, email@example.com.
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Annual Salary Survey
Before the calendar turned, 2016 already had the makings of a pivotal year for manufacturing, and for the world.
There were the big events for the year, including the United States as Partner Country at Hannover Messe in April and the 2016 International Manufacturing Technology Show in Chicago in September. There's also the matter of the U.S. presidential elections in November, which promise to shape policy in manufacturing for years to come.
But the year started with global economic turmoil, as a slowdown in Chinese manufacturing triggered a worldwide stock hiccup that sent values plummeting. The continued plunge in world oil prices has resulted in a slowdown in exploration and, by extension, the manufacture of exploration equipment.
Read more: 2015 Salary Survey