Accutron, Inc. Reports Record High Sales with Growth Strategy
“Based on our improved efficiencies and lead time reduction, we were able to secure more business, from an existing customer that was formerly going to our competition. We also saw our win ratio increase for quoting new business with new customers. We believe this was based on both the response time to quote and our newly reduced lead times. We feel this enabled us to set ourselves apart from our competition.”
– James Foss, Inside Sales Manager, Accutron, Inc.
Accutron, Inc. was founded in 1989 in Bloomfield, CT. Since its inception 25 years ago, Accutron has become a Northeast leader in contract manufacturing of electronic printed circuit board assemblies. Services range from engineering, testing, and materials management to Box Builds, Thru-hole and SMT assembly in the automotive, medical aerospace, instrumentation, nuclear and telecommunication & consumer electronics industries. The company, which is now located in a 55,000 square foot facility in Windsor, CT, employs 130 staff and has sales in excess of $25 million. Accutron holds several certifications, and is a certified minority owned supplier. The company is committed to satisfying customers by providing quality products in a timely manner; complying with environmental and regulatory obligations through processes to reduce emissions, waste, and energy consumption; and continually improving Quality Management Systems.
Accutron was in need of a growth strategy to increase business and achieve sales targets without adding headcount. CONNSTEP developed a sales growth strategy that helped Accutron streamline their quote to manufacturing release of a work order process. By improving process efficiencies, lead time was reduced which resulted in increased levels of business with a key customer. New business quoting also began to experience higher win ratios as a result of the company’s process improvements.
CONNSTEP assisted Accutron in identifying, recommending and implementing process improvements in its business. Of particular significance was the considerable reduction of motion waste this project produced, helping to reduce lead times. A new multi-part system for setting up new job orders and contributed to increased production rates.
- CONNSTEP created a new product purchasing process for Accutron. Now the company reviews the Bill of Material within the first two days to identify any issues with parts. Now they can take action right away when problems are spotted. This contributed to an 88% reduction in lead time.
- Engineering made changes to the Stencil and Next process that eliminated delays in processing orders to create needed tooling and software for the floor.
- To eliminate delay in finding pertinent customer communications, a team effort created standard methods for naming and saving files. Training in the new standards was held to ensure that everyone on the team was educated in the new process.
- Customer Service developed an enhanced Customer Profile process, creating check sheets for staff to ensure that processes are correctly followed. This new process eliminates the need to call customers back for clarification once orders are taken.
As a result of the partnering with CONNSTEP, Accutron reported a record high sales increase. Process efficiencies enabled the company to manage increased demand without the added costs of hiring additional customer service staff. By stripping wastes out of the company’s non-value added activities and reducing lead time significantly, Accutron enhanced its ability to provide better service and on-time delivery to all customers. This helped the distinguish their company’s value in the marketplace. Accutron realized a $26 million dollar impact in retained and new sales in the aerospace, defense and medical industries.
- $26M retained and new sales
- Processed orders up to 60%
- Lead time reduced by 88%
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“CONNSTEP solved a huge problem for us and helped us bring our delivery rate to 100%. As a direct result of that, we have been awarded with an increase in business which, ultimately, will also benefit (our supplier) Har-Conn.”
“I see great value in the new experiences and perspectives CONNSTEP brings to our business, at reasonable prices. They’re not like consultants, they’re like partners in the business – willing to roll up their sleeves and help.”
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“CONNSTEP worked with FuelCell Energy to educate and facilitate Lean initiatives and to help meet our needs to establish an overall production improvement plan. This plan has been utilized over a period of time as a ‘guiding light’ to spur numerous improvements that dramatically reduced our product cost.”
“CONNSTEP is a valuable partner to Hologic, providing the expertise and ‘outside eyes’ everyone needs to keep their continuous improvement on track. We are now well-positioned on a dynamic growth path and look forward to a long-term relationship with CONNSTEP.”
“Our experience working with CONNSTEP has brought us benefits we never expected. It’s a great team to work with!”
“The goals of the team were to reduce manufacturing lead-time, reduce floor space utilized, and increase worker productivity. All the goals were met. CONNSTEP helped us to better compete.”
“The Business Growth Program is working well for us. We enhanced our website following the meetings to improve our SEO and become more visible to search engines. The segment on negotiating … promoted changes in our thinking and improved how we interact with customers. The mentoring between sessions was helpful in boosting our progress.”