|
Jud McKinley joined IRN in January 2007. Jud earned a B.A. from Western Michigan University in 1970, He was the 26th person, in the United States, to receive the Certified Purchasing Manager (CPM) certification by the National Association of Purchasing Management. Jud has participated in many management-training programs including ones held at the University of Michigan & Harvard University.
During the first 17 years of his professional career, Jud performed various roles in Purchasing and Materials Management. This in-depth background gave him the opportunity to observe literally thousands of sales people. When he decided to move into sales, he worked to capture and use some of the critical areas he felt the "best" sales people provided.
Jud came to IRN after 22 years as Vice President of Sales & Marketing for a major niche automotive parts manufacturer. While leading the sales and marketing function, the company grew from about $20 million in sales to over $350 million in sales annually. They also moved from being a basic producer of plastic parts to leading the design and development of several major automotive modules.
During his tenure, Jud was responsible for the identification and formation of global alliances for design/engineering and manufacturing in Europe, South America, and Asia. He participated in the leadership for the establishment of new manufacturing locations in Asia. Throughout his career he has been immersed in Japanese (Toyota) product and production systems knowledge.
Jud’s work focuses in three key areas:
Improving Sales and Marketing Effectiveness.
Years of experience in sales has shown that most companies do not follow disciplined business pursuit strategies and procedures. As a result, company sales performance is inconsistent and focused on price based selling. Jud is able to help companies more clearly articulate their competitive differentiators and put in place a disciplined sales approach that produces consistent sales success based on needs based selling.
Customer Diversification.
Most companies are too heavily dependent on a handful of customers. Particularly in the North American automotive industry, an ability to diversify to the New Domestics is a critical element of supplier success. Jud is able to bring over seventeen years of successful involvement in selling to the Japanese through a systematic approach of comparisons, effective strategic alignment, and business pursuit planning.
Due Diligence Sales and Marketing.
Employing a methodical approach using; interviews, reviewing documentation, comparing results to expectations, understanding of inter department and company communications allows Jud to provide insightful individual, department and company assessments. | 