Case Study RESULTS Grew sales 85% over • two years. Improved net • operating margin by 50%. Increased shop • efficiencies by 60%. Improved on-time • delivery by 20 percentiles. Doubled quotation • hit rate to 50%. Grew employment • by 20%. COMPANY Excelco/Newbrook, Inc., located in Silver Creek NY, is a supplier to defense contractors for undersea naval applications. SITUATION Although Excelco/Newbrook had maintained consistent growth and profitability, a major change in customer buying practices threatened their competitiveness. Their projects typically lasted about 24 months. However, a sudden, dramatic change to multiple, smaller orders with 16-week lead times became the norm. Excelco/Newbrook was not prepared to meet this new demand. Senior management realized that they faced challeng

Join for free to read