Manufacturers Books

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This is one of the most pragmatic books written about marketing, specifically Industrial Marketing! Mike Collins provides a logical, step-by-step methodology for anyone to implement. This how-to manual lays out virtually everything a person would need to create a marketing system for any organization that functions in a business-to-business environment.

Mike Collins dispels the myth that you need an exhaustive education in marketing or massive database skills...knowledge of spreadsheet and word processing software is all one needs to implement this straightforward protocol. This is a must for a business manager or owners bookshelf.

I read this book and took a class from Micheal Collins which covered this book. I am currently putting this book in practice (1998) and have found significant improvements in our marketing efforts as well as profitability of our company. I would call this book the best unknown marketing book around. You don't have to take a class with Collins to put it in practice either.

Collins presents to the small-to-medium size manufacturer a down-to-earth logical approach for solving the problem of finding new customers that possess the best potential for improving the bottom line. He provides many examples of "how-to" and demonstrates that effective industrial marketing can be accomplished in an economical manner with in-house personnel. It's really a matter of applying common sense systematically to good business practices.

His concepts have allowed me to help clients focus on profitable niche markets, provide better sales coverage to existing and new territories, and move closer to attaining competitive advantage.

Updating the prior reviewer's comments, this book provides a year-by-year highlight of the American Automotive industry and generally a picture or two of a significant design introduction for each given year. The "Personalities" section, highlighting icons of the industry and the "Roll Call" section, identifying all makes and models of American manufactured vehicles are invaluable.

My only wish is the work contained more photographs demonstrating evolution and change in vehicle model design. E.g., the Ford Thunderbird is only represented, photographically, for the years 1958, 1976, and 1991. Frankly, the last two photographs don't really represent elements of that vehicle which were of historical significance the complete inception and early development of that vehicle are lost in this book.

A good read but not particularly strong in a visual representation of America's automobile history.

This is a great book if you're a car buff or just want to enjoy the photos of old cars. Did you know America's first workable gasoline engine car was built in 1893? I didn't. The Automobile Manufaturers of America do a great job explaining what innovations were brought to car manaufacturing in a time line format. You can look up 1946 and see that Kaiser and Frazer joined in the companies manufacturing passenger cars with their names on the cars. There's also an index of many pioneers that started or worked with cars. Everybody has heard of Henry Ford, but did you know there was a Walter Chrysler or a Louis Chevrolet? There's also an alphabetical list of when various cars were manufactured.
That's what makes the book so interesting - there are some cars you may have heard of, and some cars, unless you've really involved with cars, you wouldn't know.

For you or the car buff in your life, this is the book for you.

As they explain, Allen and Jarman identify and then explain "the basis for conviction by believers in the process of collaborative development in manufacturing R&D that we are adding value to a system that will help to sustain and ensure the stability and progression of the economic engines that provide the foundation for improving society." Note the correlation the authors draw between increased manufacturing productivity and social benefit. They organize their material within five Parts: Collaboration, Ingredients of Collaboration, Starting a Collaborative program, Tools for Collaboration, Making Collaboration Work, and Tomorrow's Business Culture -- Collaboration. They then provide ten appendices which range from "Printed Wiring Board (PWB) program" to "Examples of Mr. Allen's Networks with Major End Users."

Here in a single source is about all that most decision-makers need to know when designing and then implementing a program by which to establish and then sustain collaboration with participation, as wide and deep as possible, by everyone directly and even indirectly associated with a given organization. Allen and Jarman also suggest metrics by which to evaluate the progress of such collaboration. Time and again, we are reminded that "you can't manage what you can't measure." I agree. But first there must be a cohesive, comprehensive, and cost-effective program, one which is appropriate to the specific needs and objectives of the organization for which it has been formulated.

With regard to the future of collaboration, Allen and Jarman explain that their objective has been to "expand the amount of collaborative opportunity to people at all levels worldwide, to give them an easy means to learn, to escape the shackles of their culture, their nationalism, prejudice, and interface with the world as members of the human race." In that event, they will have "a positive appreciation for the culture and nation they belong to, yet foster better understanding as to how the world is integrated into one vast socioeconomic-political system." Only then can they "better understand their role in the world and how they can play a constructive part in ensuring that the future is better for their families." Whatever a given organization may manufacture, it also has the opportunity to create with all other organizations what the authors view as an infrastructure of spiritual values by which to nourish all of humanity.

This book was very difficult to put down, the information provided was without a doubt both stimulating and informative. Will enhance my career in R & D significantly. I will recommend this book to my colleagues and associates.

This is an absolutely wonderful defiition of self-described intellectuals and their role in shaping public opinion. When I first started reading this pamphlet I wanted to learn why intellectuals are attracted more towards socialism. He only made that connection in the last few pages and wasn't too convincing in my opinion. However by the time I got to that point I really didn't care any more.

I found all his descriptions and definitions right on the mark. I have had personal contcts with a few people who are considered influentail in my own (relatively) small "community." They get published in "scholarly" journals and have everybody's full attention at social functions with their commentaries. Now I think I can better see through some of the arguments and have a better insight into their motives.

It is a very short essay and I highly recommend it as a wonderful read.

It seems an opportune moment, with the United States poised to declare victory in the Second Gulf War, to review this little classic.

Hayek famously declared that his 'Road to Serfdom' was dedicated to socialists of all parties as he warned against the dangers of totalitarian rule for liberal(I use the word advisedly) democracies.

This pamphlet is a reprint of an 1949 essay of Hayek wherein he pursued the dictum of Keynes' contained with the 'General Theory of Employment, Interest and Money' about the influence of ideas.

In the essay Hayek questions the view that intellectuals are original thinkers. For him, original thinkers are few and far between but their ideas and views are percolated through society by the intellectuals. Those 'second-hand dealers in ideas' as Hayek referred to them are not necessarily the greatest scholars or the most brilliant minds but are adept at taking ideas and regurgitating them as teachers or journalists or through some other profession such that they pass through to the general public. Hayek contends that intelligent people consider intelligence to be more important than it is and in the world of men and thus tends to be more socialist orientated as those people view the market with disdain. He recognises that the market is a fundamental part of establishing value through individuals participating in a trial and error system of exchange which the intelligensia overlook but which directly affects them anyway. For Hayek, the battle of ideas was to be won, not by the original thinkers, but by the spread of classical liberal ideas by the class of intellectuals who could be convinced of the power of new, or perhaps not so new, ideas.

As Edwin Feulner, one of the editors, remarks, this article was a clarion call to those who espoused a classical liberal standpoint. Following on from this was the establishment of the free market think-tank, the Institute of Economic Affairs and other such institutions around the world. The story goes on to celebrate to some degree at least the success in bringing classical liberal ideas to the fore in many countries around the world and the success of some of those ideas.

So far, sort of, so good. A word of warning should be sounded. Whereas I agree with the aims of the paper I am circumspect about the current situation. To me there is more to classical liberal ideas than just a free economy. It does appear from my point of view that the battle of ideas is being won by neo-conservatives and authoritarians of all parties rather than by liberals. Others may disagree but the lesson I have taken from reading this marvellous little book again is that all who rally to the flag of Classical Liberalism need be extra vigilant in these uncertain times against the further development of neo-conservative and authoritarian ideas because they threaten not only the gains that have been made in the last fifty years but also many of the liberties we all cherish in our western democracies.

Liberals of the world, Unite!

The chemist, the ink formulator, the product manager, the plastics expert, the purchasing agent -- all will find this handbook worth considering.

The chemist will find CAS nomenclature identifying the actual chemical name of branded additives, along with CAS numbers.

The purchasing agent will find directly competitive additives for comparison pricing. For example, the purchasing agent can use the handbook to cross compare a specific laboratory chemical to its bulk, lower purity equivalent, to obtain a better price for the chemical. The purchasing agent will also find it useful to find obscure additives, since I have found that some obscure additives are not listed by internet search engines (like Google, etc.), since many corporate websites do not allow in depth searching by the internet search engines.

The ink formulator (me) will find the handbook a good idea generator for a variety of ingredients to achieve a specific property or performance in an ink. For example, if you need a uv absorber, simply turn to the section listing uv absorbers, and the handbook lists dozens of alternative additives to investigate for their properties.

The product manager will find the handbook a useful source of information about the various additives in any product, simply by starting with an msds, and identifying the additive, and cross referencing its uses, and alternate uses.

The Handbook of Plastic and Rubber Additives is worth owning today, even though many of the corporate owners of the additivies may have changed over the years since this handbook was published, the actual chemical tradenames have not changed, and most of chemicals are still available.

Supposedly there is a computer database of this handbook as well, but I have not used it.

I strongly recommend considering this voluminous handbook. I hope that you will find that it will pay for itself within days of purchasing it.

Seriously, this is the sweetest book of plastic and rubber additivies I have ever had the pleasure of reading.

It's hard to pick the "best part," but I would have to say that the entry on Vynate L-3 (page 605) was pretty rockin'. But Resin 731D (page 466) was pretty cool too.

All in all, a great book.

It is very difficult to find publications that discuss working with manufacturers' representatives. This is an exceptional book with invaluable information for anyone who is currently outsourcing sales with reps or for those who are for the first time working with a manufacturers' rep.

A must read for manufacturers!

This book tells you everything you need to know to expand your market through sales reps. It starts with in introduction to what reps are, when you should or should not use them, and how they work. It then provides details on how to build and manage an organization of independent sales reps. DON'T hire a rep until you've read this book!

This short book challenges us to revisit the manufacturing function in our companies,and provides an action plan for doing so. The book teaches us why manufacturing must be integrated in--and not a stepchild of--the company's operation, even for those outsourced components. CEOs and all department heads must get together and discuss the strategies in this book.

This is one of the volumes in "The Future of Business from Booz & Company" series in which the firm's senior-level executives explain especially significant developments and emerging trends within major sectors of the global marketplace. (Booz & Company is the new name for the commercial side of Booz Allen Hamilton.) In this instance, Kaj Grichnik and Conrad Winkler with Jeffrey Rothfeder focus on "the opportunities for manufacturing along with the perils [decision-makers] may face and the potential for overcoming them...[as well as] special trends that will affect manufacturing and the evolution of new production methods, techniques, philosophies, and strategies that could positively influence the performance of industry and improve global economic, environmental, and social conditions. We describe how current and future trends are conspiring to alter the dynamics of manufacturing, and explain how manufacturers can transform themselves to achieve success in a difficult landscape."

All of the authors of volumes in this series have the full benefit of a wealth of resources that have been accumulated during the completion of Booz & Company's client assignments throughout the world. The specific observations and recommendations that Grichnik and Winkler offer are research-driven and based on real-world information. For example, they examine:

How manufacturers have reached a "crossroads" of multiple options, with decisions to be made having "make or break" consequences (Chapter 1)

Eight "very real" challenges that manufacturers now face and why they must learn to navigate them successfully; also, lessons to be learned by using an analytical model when playing out two scenarios that take entirely different approaches to manufacturing (Chapter 2)

How Toyota's greatest advantage "has accrued from the way that a number of factors - some generated within the company, others external--have all, linked together in a virtuous cycle [i.e. each element contributing to the cycle makes the others move faster] while US auto makers have been caught up in a vicious cycle [i.e. problems cause each other to worsen more quickly than they can be managed individually]"; also, how to "harness" virtuous cycles and avoid vicious ones (Chapter 3)

The four principles on which innumerable programs, tools, techniques. and tactics are based to make (rather than break) a company's relations with its workforce mutually beneficial; also, qualities that will support and enable the success of manufacturing executives (Chapter 4)

Frankly, I find it remarkable that Grichnik and Winkler can somehow provide so much valuable information and counsel within only 207 pages. With rare precision, eloquence, and (yes) brevity, they explain why the future of manufacturing is truly becoming a "make-or-break" proposition for many companies as their weaknesses are increasingly exposed. "At the same time, there are always great opportunities in challenging times." More specifically, as Grichnik and Winkler carefully explain, enlightened and determined leaders can help their companies to renew and revitalize themselves with an appropriate mix of "innovative manufacturing technology, flexible global footprints, deliberately redesigned manufacturing operating systems, and truly engaged manufacturing communities." When doing so, they will not simply make winning futures for their companies and their industries - they may change the world. "That, after all, is what manufacturers have done since the industrial revolution - indeed throughout human history."

Additional notes and resources are available at www.businessfuture.com.

Those who share my high regard for this book are urged to check out Janine Benyus' Biomimicry: Innovation Inspired by Nature, William McDonough's Cradle to Cradle: Remaking the Way We Make Things, Paul Hawken's The Ecology of Commerce, John E. Ettlie's Managing Innovation (Second Edition): New Technology, New Products, and New Services in a Global Economy, Fast Strategy: How strategic agility will help you stay ahead of the game co-authored by Yves Doz and Mikko Kosonen, Dean Spitzer's Transforming Performance Measurement: Rethinking the Way We Measure and Drive Organizational Success, and Enterprise Architecture as Strategy: Creating a Foundation for Business Execution co-authored by Jeanne Ross, Peter Weill, and David Robertson.

The business advice in this book applies to manufacturers of all sizes, not just "small" ones. About 4/5ths of this book's information can be also helpful to a host of occupations outside manufacturing: service businesses, creators of intellectual property (I ran a recording studio) any many others.

The price of this book is substantial. Still, it's a lot less then the tens of thousands of dollars it would cost to hire someone to travel around the U.S. Asia and Europe collecting the same competitive intelligence what methods the industry leaders use to improve their operations.

I looked for months for someone who could do a presentation on selecting the right tool for a small manufacturing company. Experts all said, "Wow, that would be a really good topic. I don't know who could do it." Now we know. Steve Novak has pulled it all together in a nice package with a personable style. If you are manufacturing anything and don't know which tool is right for you, get this toolkit!

If you are trying to contact decision makers in your particular market area this book is a wonder. You at a glance know all of the pertinent information regaring the company you wish to contact. Or perhaps from reviewing the information in this book you know that this is not a call you need to waste your time on because they are not the market you are currently targeting. Get the updated book every year to stay current with your information.