Presented by: Doug Brock, Kendall Electric What does the term Gemba have to do with marketing and sales? Gemba in Lean Manufacturing terms means The Real Place. In Lean, you go to the Real Place to observe the Real Thing to get the Real Facts and Data. Improvements are discovered and problems are solved at the Gemba. The Gemba Walk is the tool frequently used to discover, deploy, and implement improvements. Managers walk through the Real Place working with front line supervisors and workers to gather information and to ensure improvement ideas are discovered and implemented. The concept of Gemba and Gemba Walks can be a perfect tool for discovering, implementing, and deploying marketing and sales ideas and improvements. The Gemba Walk can fuel innovation and cycles of learning in marketing and sales processes. Just like in manufacturing, getting marketing and sales to work together in the Real Place to observe the Real Thing to get the Real Facts and Data can be a powerful way to drive results in your organization. Business Development, Marketing and Sales managers will learn simple techniques based on Gemba concepts in this presentation. These techniques can substantially increase the success in any sales improvement effort or marketing project. Attendees will leave the presentation with ideas that will help coordinate and tie sales activities to marketing strategies.

1. Standards
Certification
Education & Training
Publishing
Conferences & Exhibits
Gemba Walking
Marketing and Sales
Ideas are easy. The REAL work
starts with implementation and
deployment.

2. Doug Brock
Chattanooga Area Manager with
Kendall Electric, an employee-
owned electrical product and
Rockwell Automation distributor.

3. Marketing Team

4. Sales Team

5. Marketing TeamSales Team
Customer Commitment
on new product

6. Marketing TeamSales Team
Unobtainium

7. Unobtainium – noun
new product that is perpetually six
months from shipping
new product that sales believes is
impossible to sell
Credit Don Gee & Vince Phillips

8. gemba – noun
In Japanese business theory, the
place where things happen
gemba means “real place”, the place
where real action occurs
Cambridge Business English Dictionary

10. 3 gembas
an example
A-D-L-I
Q&A
wrap up

11. Our
Customer
Production
Area
Customer
Gemba

16. “The results of any
…business are on the
outside. This is not only
where the customers are
but also where the non-
customers are.”
The Drucker Lectures: Essential Lessons on Management, Society and
Economy
2010 - McGraw-Hill Education

17. What is Your Approach?

18. Our
Business
Customer
Facing
Activities
Internal
Gemba

19. What you
don’t hear.

20. What you don’t hear.

22. Deployment
&
Learning

23. If you want to go fast you have to go
alone.
If you want to go far you have to go
together.
African proverb

24. After Action Review
What did we
set out to do?
What did we
actually do?
Why was
there a
difference?
What are we
going to do
next time?

25. Connected
Gemba
Our Customer Our Business
Production
Area
Customer
Facing
Activities

26. “Empathy served as a
sophisticated tracking system
enabling salespeople to be more
creative in uncovering and
meeting the customer’s wants.”
Art of the Sale by Philip Delves Broughton

30. Approach
Deployment
Learning
Integration

31. Questions
Before I Summarize
???

32. Connected
Gemba
Our Customer Our Business
Production
Area
Customer
Facing
Activities