Posts From Charles D. Schultz

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Gear Talk With Chuck

Doing Nothing is Not Without Risk

One last thought before we leave the subject of evaluating incoming quotes — doing nothing is risky. The gear business may seem like a stable, well-understood marketplace with established competitors.

Gear Talk With Chuck

All Sales Considered

Regular readers of this blog know that I am not one of those engineers who disrespects salesmen and saleswomen. I have pointed out frequently that nothing happens in our shops

Gear Talk With Chuck

If the Job Fits

When business slows down it is common for management to request that the Sales Department cast a wider net in hopes of landing some new accounts. In my previous posting

Gear Talk With Chuck

Evaluating Risk

Every order a company takes involves risk. Even after they ship, products are subject to warranty claims and, in the event of customer bankruptcies, the dreaded “claw back” of money

Gear Talk With Chuck


Thanksgiving is a uniquely American holiday that needs to go global. Local conditions need not be “perfect” to celebrate the good things in our lives. The first Thanksgiving celebrants did

Gear Talk With Chuck

Evaluating Opportunities

Almost every conversation I have with gear industry friends these days seems to start with “How’s business?” When incoming orders are slow it helps to have an agreed upon method


The Importance of Prompt No Quotes

Before going on an extended blog series on my “points system” for evaluating business opportunities, I want to talk about the importance of issuing prompt “no quotes.” Every company receives

Gear Talk With Chuck

Partners — Not Adversaries

Continuing my rant on the difficulties in getting quotes… Not all the blame should go to the manufacturing company when quotes are late. Part of the trouble is the inability

Gear Talk With Chuck

The Price Disconnect

Traditionally, cost estimating is the basis for pricing. I was very surprised the first time a mentor pointed out that the two are often quite disconnected. There were jobs, admittedly

Gear Talk With Chuck

Another Type of Veteran

We interrupt this blog to salute all our VETERANS on this national holiday set aside to remember them. The gear industry as we know it really got its jump start