Early in 2007, Dennis Burke,  co-owner and general manager of  Sequoia Automatic Inc., decided the Crystal Lake, Ill.-based manufacturer of machined components might get a sales boost if he offered a new incentive. So, he announced that if everyone on the sales team surpassed their targets for the year, he would allow an employee to shave his head in December. The tactic worked – every salesperson exceeded their goals and the entire company showed up to watch one employee make their boss bald.

Bold gestures are important for inspiring sales, but I think more of them are needed now while the manufacturing industry remains a little sluggish. Like adding a spark to a firecracker, manufacturers need a boost of excitement to gain greater dominance in the worldwide market.    

Our manufacturers of the year understand this. Trinity Products found that by taking a big step in building a new mill and adding capabilities, it was able to eliminate all but one competitor, lower costs for itself and customers and make its entire operation more flexible. SenDEC’s contract manufacturing business was going strong, but when its CEO decided to push aside his hesitations and have faith in the potential of a small maintenance meter, the company was able to add an entirely new business unit.   

Our Offshore columnist Peter Gourlay explains that it may seem like a big step, but it’s not an entirely risky move to invest in Vietnam right now. In fact, it’s a way to introduce a firm’s offerings to the entire Asian marketplace.   

As this year closes down and the new year begins, take some time to figure out what kind of new ideas could add a spark to your business. You don’t have to shave your head, but definitely take a risk.