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Sales Performance Management in Manufacturing

By Mark Donnolo

Manufacturing has undergone a radical transformation in the past 20 years, with a significant increase in technology, machine efficiency and reliance on ERP software. As the industry has shifted, so too have sales performance and sales compensation requirements.

Sales performance management and sales compensation issues arise when incentives aren’t properly aligned with C-level goals, sales people lose focus during long sales cycles and performance measures aren’t realistic. To ensure the sales organization is driving company success, sales leaders should tackle these challenges in the context of a sales performance management plan.

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Operations

Methods for managing industrial odors

By Timur Dunaev

Industrial odors and emissions are controlled or eliminated via a diverse set of methods. These solutions are tailored to control odors and emissions based on raw materials, conversion processes, resultant odors, facility schematics and available resources. The methods come with pros and cons, and one size definitely doesn’t fit all.

Challenges posed by industrial odors intensify as population growth sends commercial and residential developments sprawling toward industrial sites. Nuisance odor complaints are more frequently lodged against these facilities as neighbors feel property values and quality of life are threatened by foul smells.

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Smart Mfg

What’s Next for Smart Manufacturing?

By Naveen Poonian

In 2018, manufacturers are looking ahead at ways to focus on digital transformation. Manufacturers across many industries have begun to leverage an array of digital technologies from the Industrial Internet of Things (IIoT), cloud computing, big data and analytics, robotics, and mobility. These tools enable manufacturers to compete with more speed, efficiency, and sustainability in markets that demand rapid and ongoing innovation. In complex discrete manufacturing sectors, digital transformation is increasingly critical to managing complicated supply chains, controlling costs, and staying competitive.

In 2018, manufacturers need to lay the groundwork for manufacturing operations success by investing in the technologies driving digital transformation and embracing the emerging changes in their industries.

Supply Chain 01

Contracting Is More than Standard Terms and Conditions
By Sheryl Toby

Strong contracting processes and communications which establishes clearly the expectations of each of the parties reduces disputes and costs and strengthens relationships. The key to strong contracting processes is to approach contracts in a holistic manner making sure all documents interconnect in a logical uniform manner. Because manufacturing processes can be complex, this is often not as easy as it sounds. For successful contracts to be created, it is important that parties recognize that contracting documents themselves are in effect a supply chain or link to the other. They must all fit together. If a chain is broken because directives do not mesh with other agreements, or, importantly, were never even properly communicated or shared, confusion, and then disputes arise.

Legal 01

Protecting the Secrecy of Trade Secrets

By Alicia Koepke

Many companies believe that there is something special or unique about what they do (or how they do it) that gives them an advantage over their competitors. Those companies would like to be able to assert that their methods, techniques, processes or other information are “trade secrets” that their employees, competitors and others are not entitled to steal.  There are several requirements that must be met for information to qualify—and therefore be protected—as a “trade secret.” But, one of the requirements that often is missing should be the most obvious requirement of all: the owner of a “trade secret” must take reasonable efforts to keep the information a “secret.” 

Washington

OEHHA Releases Guidance Regarding Proposition 65 Regulations for Clear and Reasonable Warnings

By Lynn L. Bergeson

For readers not following Proposition 65 (Prop 65) changes, you need to read this column. Big changes are in store for regulated entities subject to Prop 65 based on a rule implemented in August 2016, but with a fast-approaching enforcement date of Aug. 30, 2018.

Prop 65 requires businesses to notify Californians about significant amounts of listed carcinogens and reproductive chemicals in the products they purchase, use in their homes or workplaces, or that are released into the environment. What is considered a “clear and reasonable warning” under Prop 65 has been the subject of debate for years. Most recently, the form and content of warnings under Prop 65 have been the subject of rulemakings by the California Office of Environmental Health Hazard Assessment (OEHHA). In August 2016, OEHHA modified the Prop 65 warning regulations when it adopted the November 27, 2015, proposed rule and the March 25, 2016, revisions that changed the Prop 65 clear and reasonable warning requirements. The new rules change significantly the content of warnings under Prop 65, and regulated entities should be considering now how best to comply with these new requirements.

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Product Development

Getting from Prototype to Finished Product: Three Must-Answer Questions

By Bruce Hagenau

Articles about new product development have proliferated across the Internet, offering tips on major considerations ranging from patent protection and cost estimating to prototype development and materials (e.g. drawings; cardboard; molded plastic). Yet, beyond the traditional wisdom, there are questions many inventors never ask themselves—and that aren’t often covered in articles about product design, development and launch.

As the owner of a fabrication shop that works with inventors on a regular basis, I have identified many important, less common questions that, depending on the answer, can boost the odds of success for inventors moving from prototype to finished product. The three that follow are among the most important to consider—and answer honestly.

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West

The First STEM School in the Nation for Students with Special Needs to Host Free Family-Friendly Showcase of Discovery and Technology.

The Help Group’s STEM3 Academy will be hosting its second annual Very Special Innovation Fair – equal parts science fair, high-tech exhibition, art show, and community carnival. The free event will be a family-friendly celebration of talent, imagination and discovery from young STEM enthusiasts, as well as some of the region’s innovative companies. Last year’s event proved to be very successful with 500+ in attendance. STEM3 is the first school in the nation to provide a STEM curriculum to students with special needs.

Inspired in part by the Maker Movement, the event will have specific areas geared toward grade school, middle school, and high school ages and interests. In each area, there will be interactive opportunities for young people and families to build things, get involved in experiments and demonstrations, and take various gadgets for a test drive. The Very Special Innovation Fair will take place Saturday, Nov. 4 at the STEM3 Academy Valley Glen campus in Los Angeles.

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