The MHEDA Journal - Fourth Quarter, 2017 - 41

SALES SUCCESS STORIES

Cervical Collar
Manufacturer Eliminates
Waste, Clutter in Assembly
and Shipping Areas
Lean practices are a priority at the
Ossur facility in New Jersey, where
employees assemble and distribute
approximately 800 packages of cervical collars a day. Cervical collars have
become one of Ossur's most successful product lines. To meet customer
demands and remain cost-competitive, operations managers must continuously implement strategies that
increase productivity and eliminate
waste within the supply chain.
To establish a Lean environment,
Advanced Equipment Co., Inc. recommended the replacement of traditional
flat tables used in the distribution
and assembly areas with Flow Cell
workstations from UNEX. The old
flat tables were bulky, cluttered and
ergonomically challenging for workers. Flow Cells were configured with
tilted pick shelves to fit the needs of
the raw materials, assembler, handler
and packer. Lights and an overhead
toolbar were built in to provide additional support.
Since implementation of the customized Flow Cells, cycle time has
improved significantly at the Ossur
facility; productivity has doubled.
"Down time is minimized because
assemblers and packers are not interrupted by the need to go find materials
or set up the next station. Work progresses smoothly from one workstation
to the next," says Axel Bjornson, Ossur
Operations Manager. The increase in
productivity has allowed Ossur to eliminate 5 assemblers, while completing
the same amount of work.
The work environment is now clean
and clutter free, allowing workers
to focus on the job at hand. "With
Flow Cell workstations, everything
the employee needs is at arms reach.
There are no distractions, no confusion about what needs to happen next.
It's a very professional environment,"
says Bjornson.

In addition to the boost in productivity and cost-efficiency, Bjornson says
quality is on the rise at Ossur, largely
because of the Flow Cell workstations.
When employees work within the Flow
Cell workstations, they become experts
in specific jobs. "The result is greater
consistency, higher quality."
And quality is king in the medical
device business. "Having a high quality
product on the shelf and ready to be
shipped to distributors and hospitals
is crucial to the company's reputation
as a major player in the orthopedic
market," says Bjornson.
Distributor: Advanced Equipment
Company
Supplier: UNEX

A Designer Solution
A designer of high-end fashion accessories was understandably concerned
about battery acid spilling in their
facility and on inventory. For years,
the manufacturer had worked with
Lift Power (Jacksonville, FL) Sales
Manager Matt Drury for their material handling needs.
"They use a lot of order pickers running sealed lead acid batteries," Drury
says. "Using sealed batteries comes
with negatives. The run time isn't as
good and the life of the battery isn't as
long. It becomes a trade off with using
the sealed lead acid battery."
"Knowing what we had been selling, we thought that this was an ideal
customer to use the sealed EnerSys®
NexSys® battery in their pickers and
rider pallet jacks," Drury says. "So
we approached them and asked if
they wanted to be a pilot site and
try it out."
Says EnerSys Branch Manager Will
Graves, "So we gave them a presentation about our NexSys battery, which
is Thin Plate Pure Lead (TPPL). We
brought in a NexSys stock picker battery that had data collection device.
The device allowed us to monitor and
present to them how this battery was

"When a customer
needs a low
maintenance lead acid
battery they often
have to live with the
disadvantages," Drury
says. "By going with the
NexSys batteries and
chargers, we took away
those disadvantages."
performing compared to their conventional sealed batteries over the
trial period."
The NexSys battery was able to store
more power and accept a higher current recharge than the batteries the
customers had been using. It was able
to charge faster. And once the customer
saw the benefits to those, they decided
to purchase 4 batteries for their order
pickers. A year after that, the client
purchased 9 more of the order picker
NexSys TPPL batteries. Altogether, the
client now has eleven order pickers and
6 pallet jacks running NexSys batteries
and chargers with plans to round out
the fleet.
Damon Hosmer, Director - Motive
Power Systems Solutions at Lift Power.
"The operators always went to what
they perceived the 'better battery.' It
had been an issue for management in
the past and we even sold them a system that would dictate which battery
the operator selected. Since the NexSys
batteries have been in implemented
into operation, it was 100 percent the
preferred battery."
"From the operator standpoint there
isn't much difference in their day-today operations. They still have to
change batteries and swap them out,"
Graves says. The operators like the
long run times and management likes
that NexSys batteries are low maintenance. It's a very low maintenance
battery with more power."
The MHEDA Journal | Fourth Quarter 2 017

41



Table of Contents for the Digital Edition of The MHEDA Journal - Fourth Quarter, 2017

Chairman’s Perspective
From the Desk of Liz Richards
Editor’s Note
Ask A MHEDANET GROUP
Women in Industry Conference
MHEDA MEMBER PROFILE
@WORK
WOMEN IN INDUSTRY
INDUSTRY PULSE
2018 CRITICAL IMPACT FACTORS
DEFINING MHEDA’S 2018 CRITICAL IMPACT FACTORS
SALES SUCCESS STORIES
ESOP ROUND TABLE
FROM CHARASMATIC PERSUADER TO KNOWLEDGE BROKER: THE EVOLVING WORLD OF SALES
49 EMPLOYEE ENGAGEMENT IDEAS
DO UNTO OTHERS AS THEY WANT TO BE DONE UNTO
THE PRESIDENT’S EXECUTIVE ORDER 13789 AND ITS FUTURE EFFECT ON THE TAX CODE
New Members
Spotlight on Association News
MHEDA Milestones
Index to Advertisers by Product Category
Index to Advertisers by Alphabetical Order
The Last Word
The MHEDA Journal - Fourth Quarter, 2017 - intro
The MHEDA Journal - Fourth Quarter, 2017 - cover1
The MHEDA Journal - Fourth Quarter, 2017 - cover2
The MHEDA Journal - Fourth Quarter, 2017 - 3
The MHEDA Journal - Fourth Quarter, 2017 - 4
The MHEDA Journal - Fourth Quarter, 2017 - 5
The MHEDA Journal - Fourth Quarter, 2017 - 6
The MHEDA Journal - Fourth Quarter, 2017 - 7
The MHEDA Journal - Fourth Quarter, 2017 - 8
The MHEDA Journal - Fourth Quarter, 2017 - 9
The MHEDA Journal - Fourth Quarter, 2017 - 10
The MHEDA Journal - Fourth Quarter, 2017 - Chairman’s Perspective
The MHEDA Journal - Fourth Quarter, 2017 - 12
The MHEDA Journal - Fourth Quarter, 2017 - From the Desk of Liz Richards
The MHEDA Journal - Fourth Quarter, 2017 - 14
The MHEDA Journal - Fourth Quarter, 2017 - Editor’s Note
The MHEDA Journal - Fourth Quarter, 2017 - 16
The MHEDA Journal - Fourth Quarter, 2017 - Ask A MHEDANET GROUP
The MHEDA Journal - Fourth Quarter, 2017 - 18
The MHEDA Journal - Fourth Quarter, 2017 - 19
The MHEDA Journal - Fourth Quarter, 2017 - Women in Industry Conference
The MHEDA Journal - Fourth Quarter, 2017 - 21
The MHEDA Journal - Fourth Quarter, 2017 - MHEDA MEMBER PROFILE
The MHEDA Journal - Fourth Quarter, 2017 - 23
The MHEDA Journal - Fourth Quarter, 2017 - 24
The MHEDA Journal - Fourth Quarter, 2017 - 25
The MHEDA Journal - Fourth Quarter, 2017 - 26
The MHEDA Journal - Fourth Quarter, 2017 - @WORK
The MHEDA Journal - Fourth Quarter, 2017 - 28
The MHEDA Journal - Fourth Quarter, 2017 - WOMEN IN INDUSTRY
The MHEDA Journal - Fourth Quarter, 2017 - INDUSTRY PULSE
The MHEDA Journal - Fourth Quarter, 2017 - 31
The MHEDA Journal - Fourth Quarter, 2017 - 32
The MHEDA Journal - Fourth Quarter, 2017 - 2018 CRITICAL IMPACT FACTORS
The MHEDA Journal - Fourth Quarter, 2017 - DEFINING MHEDA’S 2018 CRITICAL IMPACT FACTORS
The MHEDA Journal - Fourth Quarter, 2017 - 35
The MHEDA Journal - Fourth Quarter, 2017 - 36
The MHEDA Journal - Fourth Quarter, 2017 - 37
The MHEDA Journal - Fourth Quarter, 2017 - SALES SUCCESS STORIES
The MHEDA Journal - Fourth Quarter, 2017 - 39
The MHEDA Journal - Fourth Quarter, 2017 - 40
The MHEDA Journal - Fourth Quarter, 2017 - 41
The MHEDA Journal - Fourth Quarter, 2017 - 42
The MHEDA Journal - Fourth Quarter, 2017 - 43
The MHEDA Journal - Fourth Quarter, 2017 - 44
The MHEDA Journal - Fourth Quarter, 2017 - 45
The MHEDA Journal - Fourth Quarter, 2017 - 46
The MHEDA Journal - Fourth Quarter, 2017 - 47
The MHEDA Journal - Fourth Quarter, 2017 - 48
The MHEDA Journal - Fourth Quarter, 2017 - 49
The MHEDA Journal - Fourth Quarter, 2017 - 50
The MHEDA Journal - Fourth Quarter, 2017 - 51
The MHEDA Journal - Fourth Quarter, 2017 - 52
The MHEDA Journal - Fourth Quarter, 2017 - 53
The MHEDA Journal - Fourth Quarter, 2017 - 54
The MHEDA Journal - Fourth Quarter, 2017 - 55
The MHEDA Journal - Fourth Quarter, 2017 - ESOP ROUND TABLE
The MHEDA Journal - Fourth Quarter, 2017 - 57
The MHEDA Journal - Fourth Quarter, 2017 - 58
The MHEDA Journal - Fourth Quarter, 2017 - 59
The MHEDA Journal - Fourth Quarter, 2017 - FROM CHARASMATIC PERSUADER TO KNOWLEDGE BROKER: THE EVOLVING WORLD OF SALES
The MHEDA Journal - Fourth Quarter, 2017 - 61
The MHEDA Journal - Fourth Quarter, 2017 - 62
The MHEDA Journal - Fourth Quarter, 2017 - 63
The MHEDA Journal - Fourth Quarter, 2017 - 64
The MHEDA Journal - Fourth Quarter, 2017 - 65
The MHEDA Journal - Fourth Quarter, 2017 - 49 EMPLOYEE ENGAGEMENT IDEAS
The MHEDA Journal - Fourth Quarter, 2017 - 67
The MHEDA Journal - Fourth Quarter, 2017 - 68
The MHEDA Journal - Fourth Quarter, 2017 - 69
The MHEDA Journal - Fourth Quarter, 2017 - 70
The MHEDA Journal - Fourth Quarter, 2017 - 71
The MHEDA Journal - Fourth Quarter, 2017 - 72
The MHEDA Journal - Fourth Quarter, 2017 - 73
The MHEDA Journal - Fourth Quarter, 2017 - 74
The MHEDA Journal - Fourth Quarter, 2017 - 75
The MHEDA Journal - Fourth Quarter, 2017 - 76
The MHEDA Journal - Fourth Quarter, 2017 - 77
The MHEDA Journal - Fourth Quarter, 2017 - 78
The MHEDA Journal - Fourth Quarter, 2017 - 79
The MHEDA Journal - Fourth Quarter, 2017 - 80
The MHEDA Journal - Fourth Quarter, 2017 - DO UNTO OTHERS AS THEY WANT TO BE DONE UNTO
The MHEDA Journal - Fourth Quarter, 2017 - 82
The MHEDA Journal - Fourth Quarter, 2017 - THE PRESIDENT’S EXECUTIVE ORDER 13789 AND ITS FUTURE EFFECT ON THE TAX CODE
The MHEDA Journal - Fourth Quarter, 2017 - 84
The MHEDA Journal - Fourth Quarter, 2017 - 85
The MHEDA Journal - Fourth Quarter, 2017 - 86
The MHEDA Journal - Fourth Quarter, 2017 - New Members
The MHEDA Journal - Fourth Quarter, 2017 - Spotlight on Association News
The MHEDA Journal - Fourth Quarter, 2017 - 89
The MHEDA Journal - Fourth Quarter, 2017 - 90
The MHEDA Journal - Fourth Quarter, 2017 - 91
The MHEDA Journal - Fourth Quarter, 2017 - MHEDA Milestones
The MHEDA Journal - Fourth Quarter, 2017 - 93
The MHEDA Journal - Fourth Quarter, 2017 - Index to Advertisers by Product Category
The MHEDA Journal - Fourth Quarter, 2017 - 95
The MHEDA Journal - Fourth Quarter, 2017 - Index to Advertisers by Alphabetical Order
The MHEDA Journal - Fourth Quarter, 2017 - 97
The MHEDA Journal - Fourth Quarter, 2017 - The Last Word
The MHEDA Journal - Fourth Quarter, 2017 - cover3
The MHEDA Journal - Fourth Quarter, 2017 - cover4
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