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Issue link: https://mmt.epubxp.com/i/943854
12 MoldMaking Technology —— MARCH 2018 Profile other gaps. My father Lyle's shop was small, but he knew that with hard work, dedication and sights set on the future, the shop would grow and become an integral part of manufac- turing. That is still our way. What systems or tools does MTM use to manage customer relationships and grow? Sperber: MTM has taken big steps over the last few years to grow in its approach to business and to adapt to a new era of technology and information. For example, we launched a new, cloud-based sales program, Salesforce CRM, to help build and manage our customer base. Salesforce is a data management software. If we hear that Molder X is expanding and could be a good fit for us, we will put that company's information into Salesforce and customize when and how we want to interact (via email, sending a brochure, calling them and so on). Once this information is entered, the program will track how often we contact Molder X, our quote-to-job ratio with this cus- tomer and if we should stop quoting and move on to other opportunities based upon our quoting history. Additionally, Salesforce reminds us who we are due to contact in a particu- lar week or month (including both potential and current cus- tomers). It's easy for small business owners to be sidetracked by the technical end of our work and forget about the impor- tance of sales. By the same token, customers who work with us get a per- sonalized experience. Although plenty of work and sales take place online, we have found that strengthening our relation- ships with our customers strengthens our employees and our business. MTM's first "big" project was a 32-cavity mold that produced the top of the Kraft Parmesan cheese shaker contain- er that is still in use today. Much has changed in the 46 years since we built that first mold. The world is changing and many of the smaller shops and industries have moved forward with a greater emphasis on production and profits. We believe that the best possible business encompasses a mixture of old family values like honesty, integrity, quality work at a good pace and the best price for the best work, integrated with modern tech- nology and advancements. What is MTM's next-generation workforce strategy? Sperber: MTM is moving into the future with the best team possible for progress and innovative ideas. My daugh- ter Kathryn (Kat), who has a Master of Science degree in Compliance and Business Ethics, keeps the business running. She upholds OSHA standards along with its consistent and cumulative regulations and passes along the training programs that are OSHA- proof to any other business that needs help with OSHA compliance. She main- tains the front office and is an integral part of the daily management of MTM. Workforce development is a pas- sion of ours. Young adults have come to believe that the only option for financial, social and personal success is through a university degree. In addi- tion, many schools have phased out the important classes that focus on skilled trades. At MTM, we have addressed these issues by working with local high schools and bringing students into our shop to show them the process behind their studies. For example, an engineering class at a local high school created a key ring tag with the school's logo. The students designed the mold and then MTM built it while they wit- nessed the process. The students were able to visualize the idea and bring it to a real event. We also have our shop dog, Donuts, who is so-named because our people have to bring in donuts on their birth- days or when they are late to work!