50TH ANNIVERSARY EDITION T H E I N T E R N AT I O N A L M A G A Z I N E O F S P R I N G M A N U F A C T U R E
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A Publication of the Spring Manufacturers Institute
The International Magazine of Spring Manufacture
January 2009,Volume 48 Number 1
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64 SPRINGS Fall 2010
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Fall 2009,Volume 48 Number 4
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THE BENEFITS OF ADVANCED PRODUCTION PLANNING 27 CUSTOMER RELATIONS
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In this issue of Springs, the topic of mergers and acquisitions (M&A) enters center stage. In light of today’s economic climate where springmakers are struggling to survive, the topic could not be more important. If you’ve been around the spring industry for any length of time, it is commonplace to hear or read about one company acquiring another.While the news is common, the reason for the acquisition or sale almost always involves a unique set of circumstances, goals and/or strategies. Merging two companies with different policies, procedures and culture creates stress for all the people involved. The editorial staff of Springs has enlisted the help of five industry experts who have been involved in multiple mergers and acquisitions during their career in the spring industry. In the following pages you will hear their stories and strategies regarding this topic.
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Enjoy these insights from the leaders of your industry.
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Sales and Marketing AVOIDING A LETHAL DISCONNECT— GETTING SALES AND MARKETING OUT OF THEIR SILOS 20 MANUFACTURERS’ REPRESENTATIVES — THE ORIGINAL OUTSOURCING SOLUTION 24 TURNING ANGRY CLIENTS INTO HAPPY ONES 29
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Springs and Energy
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SMI Members Combat Rising Costs 22 Springs, Energy and Hidden Potential
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Celebrating 50 Years of Springs 23 50 Years of Change in the Spring Industry 53 2001 Midwest Rd., Suite 106 Oak Brook, IL 60523-1335 Change Service Requested
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Spring World Preview 69