PeopleFlo Develops a New Approach to Sales: Customer Value Managers

PeopleFlo Manufacturing has developed a new approach to sales based on the philosophy and tools of “lean” systems combined with an approach called Customer Value Management.

“The businesses we sell to, the problems we solve and the solutions we have to offer continue to evolve at a fast pace,” said Bill Blankemeier, President at PeopleFlo. “The traditional sales role is not good enough. We must develop Customer Value Managers that apply “lean” thinking to the front-end of our business in order to continue to eliminate waste from business development processes and also to become a partner for the customer.”

PeopleFlo completed initial training for a team of Customer Value Managers in August 2007.  Although the training covered many topics and activities, two of the sessions stood out:

Dr. Jeffery Liker (Professor of Industrial and Operations Engineering, University of Michigan) trained PeopleFlo’s Customer Value Managers on the 14 Management outlined in his book The Toyota Way. Dr. Liker placed special emphasis on relating these management principles to sales.

Professor James Anderson (Northwestern University’s Kellogg School Marketing Department) trained PeopleFlo Customer Value Managers on the strategy and techniques outlined in his book Value Merchants: Demonstrating and Documenting Superior Value in Business Markets. Professor Anderson guided PeopleFlo through the five phases of customer value management and reviewed the development of the Return-On-Investment (ROI) Calculator.

“Many firms in business markets talk about value these days, but when pressed for detail, can provide little or no specifics on exactly how this occurs.  In contrast, PeopleFlo demonstrates and documents the value of its offerings in monetary terms to customers in their own businesses,” said Professor James Anderson. “Simply put, PeopleFlo persuasively shows its customers how they will be more profitable by doing business with PeopleFlo than with any other pump supplier.”

“We are honored to have outstanding individuals like Professor Liker and Professor Anderson participate in our training,” said Bill Blankemeier, President, PeopleFlo. “They not only share important knowledge and concepts but they also inspire us and challenge us.”

About PeopleFlo Manufacturing, Inc.

PeopleFlo Manufacturing is revolutionizing how chemical, petrochemical and food processing companies pump the most demanding fluids. Through a dramatic combination of technological and ecological innovation, PeopleFlo has developed products and services to help customers lower maintenance costs and set new standards for environmental protection. We call it combined innovation.