SISU Wins Shingo Prize

SISU Consulting Group was awarded the 2008 Shingo Research Prize for Operational Excellence for its revolutionary work with La-Z-Boy Furniture Galleries (LZB).  Mike Martyn, Founder of SISU Consulting Group created a Sales Boot Camp which has dramatically reduced new salesperson training time and increased both average sale and close rates.

The case study submitted for the prize documents the implementation of the Job Instruction program at LZB.  Beginning with aligning leadership around a common goal of simplifying the sales process and achieving stability in business results, store management teams were empowered to learn the TWI program, create and refine a standard sales process, and participate in the creation of a new TWI Sales Boot Camp.  Focused on a "learn-by-doing" format, with peer-to-peer mentoring through a live role-play at its heart, LZB has seen both a dramatic increase in sales person productivity as well as the growth of a self-analytical and supportive culture of improvement as a result of implementing the boot camp.

Starting in Portland, Oregon and subsequently spreading to Edmonton, Alberta; Phoenix, Arizona; and Scranton, Pennsylvania the principles which helped guide Toyota in the development of its management and production system have radically transformed how sales people are trained and how the sales process is standardized, transmitted, and replicated in a retail environment.  Finally, in combination with a targeted visual management strategy and an alignment with human resources in the recruitment, selection, and qualification of new salespeople, LZB is on the forefront of successfully transforming its business by applying lean manufacturing methodology.

For more information on the Shingo Prize for Operational Excellence, visit www.shingoprize.com.