When I last had time to write a Golden Nugget, it was about have a passion for what you do (#59). I picked that subject because the release of our ProofPass.com [Virtual] technology has reinvigorated my own passion for what I do. This re-found passion has kept me on the road about 70% of the time in the last couple months promoting the [Virtual] technology and our expanding strategy to license ProofPass.com servers and entire ProofPass.com technology packages.
The 3 P’s: I have discovered that those customers who are most successful utilizing ColorMetrix products for measurement, certification, and process control follow the 3 P’s of printing process color measurement; Passion for measurement; Persistence of measurement; and Pride in measurements. Now, let me break down the three P’s.
Measurement Passion is where it all starts. To be classified as passionate about measurement you must choose to measure because your end goal is process improvement, not because a specific customer has told you that you must measure in order to retain their work. Your enthusiasm that the measurement of color over time will lead to significant gains in productivity and profitability will be contagious. Not quite sure if this is true? Well I visited a customer in the last couple weeks who proudly pointed out the new $60,000+ air exchanger in their web pressroom. He then informed me that after terrible quality and productivity problems in the pressroom last summer, he had gone back and looked at his ColorMetrix measurements for that period of time vs. less hot and humid times of year. Yep, in less than one summer the quality and productivity gains cost-justified the air exchanger (I visited in mid-July and they had already recouped the cost of the exchanger vs. last summer’s problems).
Measurement Persistence drives the success. Passion without persistence is nice, but have you ever wanted to be the ‘nice guy?’ All the passion in the world for measurement would not have cost-justified the air exchanger mentioned above. My customer, having over three years of reliable measurement data to which to refer, validated the need for the air exchanger. You only end up with three years of measurement data by being very persistent about measurement. Now, even his pressmen come and ask too see the data where in the early days of the program they thought he was measuring just to check up on them. (Like any of us have time in the modern business era to check up on people!) Still not sure about persistence?…go rescue a kitten from an animal shelter. As the proud owner of two cats I am here to tell you that anyone who needs a lesson in persistence simply needs to be owned by a cat for a few years! And if you still are not quite sure about the importance of persistence, let me introduce you to my daughter who now has an unlimited text plan on her cell phone (let’s just say she asked more than once). She also strives to write 1500 words a week so she can complete her first novel before high school graduation, which is probably a better example of persistence.
Measurement Pride is what keeps it going over time. So, in the beginning you are excited, enthusiastic and passionate about the measurement project. Then, through persistence the project just becomes part of your standard operating procedure and begins to cost justify items like $60,000 air exchangers. Next, we reach the point where pride in the measurement process keeps the whole thing rolling. The early enthusiasm has worn off and the daily grind of measurement is just that some days. What now keeps it going is that every now and again you will find out-of-spec measurements. Your pride in the measurement process will lead you to ask “what happened?” Sure you will look for things like an out-of-calibration instrument or just a simple erroneous measurement but what you are really looking for is a way to improve the process and eliminate this problem from occurring again in the future.
Now, my business partner (and the resident math guru in this dog and pony show is not going to like the following equation, but it does fairly well summarize the above comments.
Measurement (Passion + Persistence + Pride)
=
Process Productivity & Profitability Improvement