THE ZUMHAGEN COMPANY LLC

Welcome

With a background in general management, operations, marketing & sales, engineering & technology, Conrad Zumhagen established The Zumhagen Company LLC in 1998 –  as a just-in-time, just-as-needed resource to management in the international automotive OEM supplier, plastics, and other industries. He acts as a catalyst, coach and confidant – focused on innovation, strategy, new business development, business planning & strategy, and related activities that increase enterprise value.

By the Numbers

I recently had a conversation with a colleague who is employed as a sales manager in a medium-sized company owned by a larger company. Both are moderately successful and arguably, could be much more successful. My colleague was lamenting that they might be, if they would concentrate more on doing more of the right things with their customers (after all, that's where the money really comes from) vs. paying prime attention to running the business by or to the numbers. We both agreed and said, almost simultaneously, "If you do the right things, you get the right numbers". I firmly believe that this is true, and have seen strong evidence on both sides of that argument in both my corporate life and independent work, helping clients. Those that work to identify and do more of the right things are more profitable (and their people are happier and more productive) than those who try to run their businesses "by the numbers".

Along with the above conversation, here is the original and seminal inspiration that solidified my learning and thinking on this subject. Many years ago, I was working as a manager in a highly successful international business. One day, I attended a meeting of senior managers, and the occasion coincided with our getting a new CFO - a capable fellow from our corporate headquarters. At the meeting, our leader invited the new CFO to introduce himself and say a few words. This he did, and well - emphasizing the importance of establishing various budgets, working to them and always "making the numbers".

My boss at the time was the worldwide sales manager, a great guy and one who clearly understood the value of bringing excellent products to the best customers and treating them well (like the source of our incomes that they were). When the new CFO finished, this fine fellow asked if he had anything else he'd like to add. The CFO said no. My boss thanked him for his excellent presentation and acknowledged the importance of all of his comments, then said (and the exact words may have changed with time), "That's all well and good, but we have been doing pretty well here and hope to do better, with your help. However, we have found that when you do the right things, the right numbers come. It doesn't work the other way". We all went on working together, kept doing more right things, and got even better numbers. I believe that he was right then, and still is now.

It also helps a lot if a company has a clear, simple vision of who it is and where it's going. Ours then was simple: "We want to be the world leader in ....". Few words. Everybody understood them, got behind it (who wouldn't want to be part of being #1?) and did things to get us there (we weren't by far at the time these words were coined, but became so thereafter). Notice that there was no particular size or number goal. One of the top managers in the company used to walk around (and MBWA is another good thing) asking "Is what you're doing helping us reach that goal? If it is, how can I help you do more of that? If it isn't, stop doing it and do something that is!".

Simplistic? Yes. I have found that most of the good things are simple, easy to understand and internalize. It works. Think about it. Take some positive action. Ask questions. Find out what the rightest things to do are, then do them. You'll get good numbers, and everyone will be happy.

 

WHAT’S NEW IN AUTOMOTIVE FRONT-END MODULES?

Here's an article on automotive composites: "WHAT'S NEW IN AUTOMOTIVE FRONT-END MODULES - Composite and hybrid composite/metal solutions reduce cost and weight and increase assembly efficiency on passenger vehicles."

Originally published in Composites Technology Magazine in their December, 2008 issue, by contributing writer Peggy Malnati (peggy@compositesworld.com), it contains my comments on the subject, as well as those by others in the industry.

You may view the entire article here, in .pdf format:

Download CT DEC 08 Front End Modules

Recent Article on Automotive Underbody Shields - Composites Technology, February, 2010

"Underbody Shields - Coming to North America -
Common in Europe and Asia, the composite underbody shield
might finally catch on in the U.S. and Canada"

This article about automotive composite article appeared originally in the February 2010 issue of Composites Technology magazine, and may be seen at http://www.compositesworld.com/articles/ubss-coming-to-north-america.aspx, or by viewing it in .pdf form.

It was written by contributing writer Peggy Malnati, and contains my comments on the subject, as well as those of others in the industry.

Download CT FEB 10 Automotive Underbody Shields

RECOMMENDATIONS

Brian Ottum 
President, Ottum Research & Consulting
(Worked directly with Conrad at Johnson Controls, Inc.)

“Conrad is one of those rare auto industry thinkers who is actually drawn to innovation (despite the challenges of risk, ambiguity and overcoming inertia). Therefore, I enjoyed working with him.”

Heinz-J. Otto
Chief Executive Officer, Grammer AG, Amberg, Germany
(Worked directly with Conrad as a client of The Zumhagen Company LLC)

“I met Conrad several times during my career. Initially we were both at GE Plastics when Conrad was one of the key automotive pioneers in the business. We met again at least 20 years later when Conrad was a senior consultant of Grammer AG, during the time I was CEO at this company. He is well connected in the automotive and automotive suppliers industry at high levels within the companies. In addition to being a real professional, Conrad is also a very nice and kind person.”

John Tobiczyk
EVP, Global Manufacturing at Federal-Mogul; CEO, Conix Corp.; Ford Motor Company

“I met Conrad in 1972, during my years at Ford Motor Company in Saline, Michigan. Conrad was with GE Plastics at that time. GE was a major supplier of raw material and engineering support for Ford. In our various product engineering and product application positions, we were both involved in developing plastic applications in many areas of automotive exterior and interior – such as lighting, instrument panels, bumpers and body panels. Connie (as his friends called him) was personally involved in the basic engineering and verification process that allowed plastic applications to grow from approximately 20 pounds per vehicle in the early 70's to 300 pounds per vehicle by 1990.

I kept in touch with Connie throughout my career. From 1993 to 2000, I was the CEO of the Conix Corp. (a $500 million JV between Magna/Decoma & Ford/Visteon). Conix designed & manufactured automotive exterior painted plastic body panels. Connie had become an independent business consultant during that time. I was fortunate to retain him as a regular, part-time resource for Conix. Over a period of 2+ years, he acted as our International Strategic Business Planning Manager and Senior Marketing Consultant. He personally facilitated and refined our (his) unique, bottom-up business planning process. Connie led the meetings with our operations and management teams (in the USA, Canada, UK and Belgium), on an annual and quarterly basis. Connie was particularly skilled in making the process fun and effective. We all looked forward to the new ideas Connie always brought to us and he convinced us that they were our innovations.

With his personal passion for innovation, he worked with our managers to catalyze new product & process development, initiating and implementing a process that allowed us to clearly understand what our largest customers would need and value. He helped us target our resources effectively. I also designated and authorized Connie to represent Conix to develop a minority-owned JV for JIT assembly and sequencing of automotive fascias.

With his extensive background in the automotive & plastics industry and excellent interpersonal skills, Connie was effective in working with people at all management levels and functions, internally and externally. I also found him to be a valuable confidant, with a complementary perspective that helped me see additional sides of many issues and opportunities.

Connie and I had the opportunity to work together again at Federal-Mogul from 2001 to 2006, where I was EVP of Global Manufacturing (I retired in 2006).  Conrad worked with our senior management team to help catalyze and drive innovation, which was one of Federal-Mogul's six core values (“We create value through innovation”). Because of Connie's effectiveness with our senior staff, Federal-Mogul had him work with our six divisional teams in North America. Connie's facilitating helped to create many effective new product programs.

Connie was more than a business associate to me. Because of his skill, knowledge, fun personality, and formidable intellect, I was proud that he called me a friend.”

Laura Oliveto
Vice President, AutoCom Associates

“I've worked with Conrad for over 20 years and can honestly say that he is a leader in the automotive industry. He knows what "works," and has the expertise to back it up. His ability to take innovation to new levels is unparalleled. His knowledge of the industry and ability to determine new markets has made him extremely successful at launching new products.

I had the pleasure of working with him as he gained ground for German auto supplier Grammer and helped that company make inroads with U.S. automakers for innovative safety, comfort and convenience products. It is a pleasure to unequivocally recommend Conrad as an industry consultant and innovation zealot. He will take your business to new heights and make a real difference.”

Bernie Scibienski
Director, HRB & Associates; General Plants Manager, Plant Manager at Johnson Controls, Inc.

“Conrad and I have collaborated on a number of projects. He has also referred my firm to others. This has generated income! His network is ‘Benchmark’; his style is reasonable, refined, forthright and sincere. He has an uncanny ability to sort the verbiage and identifies the issues.”

“Conrad and I first interacted at Johnson Controls. He was a senior leader. His insight, operational understanding and technical knowledge was respected and acknowledged. Although we were in different groups, he always made time, mentored and offered insightful suggestions and executions, plans. I recommend him highly."

"Conrad is a detailed, experienced Leader.”

Del Strandburg
VP Sales and Marketing, Spartanburg Stainless Products

“I first knew Conrad while we worked with each other at GE Plastics. Conrad had an excellent reputation as a strategic thinker as well as an excellent leader at GE Plastics. Conrad and I reconnected while as I was at Spartanburg Stainless Products. Conrad became a board member of a sister company held by the parent of Spartanburg Stainless. The board members had only the highest regard for Conrad's expertise and knowledge that he brought to the boardroom. I would recommend Conrad to any organization and would be honored to work with Conrad in the future.”