Home Improvement

Nearly every gardener has some type of gardening equipment. In fact, its nearly impossible to have a garden without used gardening equipment. What kind of gardening equipment you use will obviously depend on the size and extent of your garden, what you are able to handle, if you want to spend a lot of time in your garden or get done quickly, and finally, how much money you are willing to spend.

While many gardeners do not have expensive or high-tech gardening tools, all of them have some type of gardening equipment for cultivating. Tools for cultivating can include both hand held tools and power tools. What kind you buy depends on how serious of a gardener you are. Hand tools include your everyday items like shovels, spading forks, rakes, trowels, and diggers. These can all be used to get a garden ready for planting and are relatively easy and do not require much strength to use. Other tools include a wheel cultivator, pickax, and mattock.

While power tools are a small more expensive than hand tools, they really cut down on the hard labor. The most essential piece of gardening equipment is undoubtedly the tiller. The tiller will break up the ground and get it ready for planting, chop up any debris, and help mix in fertilizer and compost. If you dont want to spend the money on a tiller you can hire someone or rent a tiller for one time use. Other power tools that are very well loved include chippers, garden shredders, and chain-saws.

If you have shrubs, hedges, or small trees in your yard, pruning tools are a vital piece of gardening equipment. Pruning shears are excellent for branches about in diameter, while lopping shears can handle branches from a half inch up to about 2 inches. Pole pruners are on a pole and can reach branches about 15 feet above ground. Hedge shears and pruning saws are both larger, more heavy duty pruning tools for the serious gardener.

Since your plants must be watered in order to survive, and lets face it, it doesnt rain whenever we want it to, gardening equipment for watering is a must have. The one thing you cant get along without is a water hose, everything after that is optional. Many gardeners use sprinklers or s drip irrigation hose. There are even timers you can buy for sprinklers or drip hoses, if you are willing to drop the extra cash.

Gardening without gardening equipment would be a nightmare. Sure there are some people who delight in getting a small dirty while they plant their flowers, but even those types of people have the most basic of gardening tools, like a rake or a hoe. Gardening equipment is a part of gardening, as vital as the dirt and the seeds.

One of the best things about gardening is felling warm, moist dirt in your bare hands, but you will often end up with blistered, chapped, and scraped skin. The solution to this problem is gardening gloves. The more time you spend getting down and dirty in the garden, the more you need gardening gloves. Gardening gloves will be able to ease some of the pain you would otherwise be subject to, letting you spend even more time playing in the dirt.

There are hundreds of different types of gloves on the market, and the kind of gardening glove you buy depends on the way you garden. Some gloves offer protection against specific substances or things, for example, leather gloves are not the best for working with chemicals or water. Many gardening gloves are specialized for pruning thorns, refilling gasoline tanks, or using a chain saw, while others are for general tasks such as raking, digging, and weeding.

After choosing the type of gardening glove you need, you must make sure and pick out the perfect fit. Gloves that are too huge have a tendency to slip off while gloves that are too small could cause aches and cramps. Any glove that doesnt fit could defeat the whole purpose of wearing gloves and cause blistering. To find a glove with the best fit possible, try the gloves on both hands, make a fist, and imitate the movements you make when gardening. If there is no pinching or slipping and the glove is comfortable then you have found your match.

Gardening gloves can be bought in many places and are produced by many companies, causing them all to have a different quality and price. Most gloves can be washed in cool water and then air dried. There are many different types of gloves you can buy to satisfy your varying needs, such as cotton and cotton-polyester for general-purpose chores. These are among the most well loved gloves and are perfect for light chores in cool and dry weather. Leather gloves can also be used for general chores but are heavier than cotton and polyester. Chemical resistant gloves will help protect your hands against oils, acids, herbicides, pesticides, and many other chemicals. Grip enhancing gloves are designed with rubber dots for extra gripping power. Cut and puncture resistant gloves are designed to offer extra protection against sharp edges

If you are the type person that only wears gloves as an optional luxury for various tasks, you should reckon seriously for using specialized gardening gloves for many of the activities you will be doing outside. There is really no reason not to wear gardening gloves; they protect your hands from the elements and dont ever cost all that much.

Landscaping is a serious business especially when you are a first timer and does not know what tools to get. For novice homeowners on landscaping projects, it is best to consult a professional first. It wouldn’t hurt to question and get price quotations. It is also vital that you know the right equipment used for this task.

Landscaping is not an easy 1-2-3 job. On this business you will need knowledge, creativity and the ability to perform such projects. These tools are primarily divided into two types. One type is needed for making landscapes and the other type is for maintenance.

To be able to have such a magnificent landscaping task, it is necessary that a complete and nice set of tools is ready. A list of must-haves is already prepared for you to get acquainted with the most vital tools and equipments in landscaping. Nearly all the devices used for the maintenance of your yard are included for the task of cutting vegetation.

1. Chain saws have two very different varieties. One would be the gas fuelled chain saws that need gas-oil mixtures. A proper ratio is also needed in order for you to have the right mixture for your tools. The other type is the electric chain saw which can help you save some time by calculating the appropriate mixture. This can really start easily, unlike the other type which still needs to be pulled at its starter rope. This is usually used for cutting thick branches of trees.

2. Ratchet pruning shears can easily cut through thin branches because it is able to multiply the strength of your hand in cutting. As you cut a branch, the ratchet clicks. With this, it can provide better pressure as you go along with your cutting task. Thus, this is also recommended for people with hand disability or ailments.

3. Land mowers are the car type grass trimmer used by many people. This equipment is better for broad land areas because manual cutting can tire you off. It can also take up your whole day. The only drawback in this is that it can have unequal or untrimmed parts, so you have to manually cut the excess grass, but this only happens to ancient land mowers.

4. String trimmers is the after land mower equipment which means that you will only use this tool after using the latter. This i due to the fact that it can reach even the hard to reach areas. This maybe used for those with unequal land, covered parts of the land and many other reasons.

5. A soil renovator tractor is for heavy duty landscaping. Hence, it is mainly utilized for making the area flat and getting it primed for planting some vegetation. This tractor has adjustable tine spacing, side gear drive and runs in 1000 rpm. Its heavy duty rotor and blades can help the team in obtaining a well prepared land area.

6. A stone burrier or a tractor is a type of machinery that can pulverise the stone into a fine “tilth”. It leaves the finished surface flat and firm. The task of levelling the area in one pass of the tractor is accomplished with this equipment.

7. An aqua hydrator is a heavy duty machine that is chiefly utilized for seeding in of large land areas. After preparing the soil for seeding, cultivation is rapidly performed. Using this machine can help you save the extra effort needed in seeding, conserving the time and helping you cut down on financial concerns.

8. A sprinkler system is vital equipment in maintaining the proper hydration for your plants. This also makes certain that your soil becomes more fermented and fertile.

9. For large lot areas, you can add more scenery by adding some artificial lakes, small hills or sand traps. To be able to carry out such landscape project, you will need a utility loader tractor that can carry heavy amounts of soil and gravel. It will be hard to accomplish this manually and it will really take up most of your energy, so it’s best to use this machinery.

10. An excavator is also vital in digging up the piles of earth that you need to reform. You can also take out the stones buried within as you go along the process. This procedure is deemed imperative for a new garden because this can freshen up your soil. Furthermore, it can help your newly planted vegetation improve its growth.

Equipments in landscaping may cost you a lot. This is why proper plotting is critical. For plotting purposes, it is best you consult with a professional so that you will not end up losing more money because of mistakes and miscalculations on your part. Depending on how simple and extravagant your landscaping project is, you can always question and haggle about the price.

Searching for the best equipment financing deal can be a harrowing process, but identifying five key factors can help you set apart the excellent from the terrible. Since every company is different, there is not a ‘one size fits all’ solution. Finding the right company can make a huge difference in how your business operates and how successful it can be. The only way to know if you have truly found the best equipment leasing deal is by carefully examining the company and the finance options presented.

Upfront Service

The equipment financing option can sound like the most inexpensive, but without quality service, it isn’t worth the paper it is written on. The equipment financing expert you are working with needs to be upfront and honest about your situation and what they have available to help you. In order to do this, he or she needs to be interested in learning about your particular situation and individual needs.

Efficient Process

The equipment leasing expert should be willing to do what he or she can to make the process go as smoothly and quickly as possible. The finance professional should work with you to tackle each step and each piece of paperwork. You should also be able to negotiate the equipment financing to ensure you get the best deal. To make sure your expert is the best choice to work with, don’t be worried to request references.

A Changeable Equipment Leasing Plot

Even if you compare two businesses in the same industry, in the same location, of the same size, they will each need their own unique plot. The equipment leasing plot you choose needs to match the needs of your company, including your cash flow, capital, and tax situation. To ensure this delicate balance remains long after signing the initial contract, select a plot that allows the payments and terms to change with the ups and downs of your business.

The option to lengthen the term or pay the loan out early should also be available to you. In addition, be sure the finance company does not charge you a fee or penalty for doing so. This will allow you to open your cash flow when times get tight and make extra payments when you have the additional income to save money on interest and pay the term out quicker. You also want to watch that the buy plot does not lock up the capital and assets in your company to the point that it interferes with the operation of the business.

Freedom Of Selection

The payment option you select has to allow you to choose the tools your business requires to run at optimum productivity. This often means the newest or next to the newest technologies to avoid wasting money on outdated items. If the plot restricts the items you can buy, it can cut down on your company’s output, often costing more in the long term than a higher interest rate.

This is where a finance expert in your industry comes in handy. They can help you choose which tools suit your business best. An equipment leasing expert needs to be proficient in asset management in order to keep your business heading in the right direction with the right choices. This eases the pressure of making the right decisions, allowing you to focus on the actual running of the business.

Replacing Tools

Whether you are replacing items you already have or need to replace the tools you bought through a payment plot, find an equipment financing business that will help you get rid of the ancient items, either by selling or salvaging them. This eliminates the time spent on items you don’t need and gives you more time using the newly bought tools to make profits.

It doesn’t matter whether you are starting an IT company in Idaho or are replacing items for a construction company in Colorado, equipment leasing needs to be approached cautiously. While there isn’t a single solution that fits every company, everyone needs equipment financing that is flexible, affordable, and with an expert finance company to ensure operating with optimum profitability.

Masonry equipment is an essential component of inventory for any construction crew that is building a structure that is 65% brick or more.Masonry Equipment

Masonry equipment is an essential component of inventory for any construction crew that is building a structure that is 65% brick or more. Masonry equipment is most commonly found in the residential construction market, although many small office buildings consisting of brick are also built with these tools. These tools first became well loved in states like Texas, where a large number of 75-80% brick buildings are constructed annually. In many other parts of the country, masonry equipment is used extensively to construct vital parts of buildings made from brick such as school building walls, hospitals, prisons and jails, and basements. Easy Rack has a number of tools that can be procured for specific applications to help fulfill project demands for any number of similar construction projects.

Veneer Scaffolding

Veneer scaffolding is available that is much less expensive than conventional scaffolds. Designed to save you time in the construction of small partition walls and basements, they are some of the most useful tools you can buy for this purpose. Veneer scaffolds are extremely lightweight and feature single-piece construction that requires no assembly. They stand on adjustable legs that allow them to be erected on either flat or sloping surfaces, making a stable and safe two-level platform that keeps masonry equipment and supplies within the reach of workers at all times.

To allow workers to maintain a constant stock of bricks without losing momentum, brick carts should be used in conjunction with veneer scaffolding.Brick Carts

To allow workers to maintain a constant stock of bricks without losing momentum, brick carts should be used in conjunction with veneer scaffolding. Brick carts are more effective than wheel barrows and brick barrows because they feature forks that grasp and lift entire stacks of brick at a time. Workers have reported that it takes less than 1/3 the amount of time to spot brick around a construction site using a cart than it does with other tools. This is a fantastic way to eliminate overtime that can kill your profit margins in a tight economy.

Mortar Tubs & Buggies

Specialized masonry equipment for specific applications can further reduce the time it takes to complete your project. Mortar tubs, for example, can place mortar right next to the scaffold within quick and safe reach of workers, then went away and stacked at the end of the day using forklifts. If forklifts cannot access the part of the wall your crew is working on, mortar buggies can be used as substitute transports into hard to reach places that would otherwise slow the project down. If workers are working at heights over 4.5 or 5″, you might want to also consider investing in plaster and masonry stands that elevate equipment and tools so workers do not have to bend down to reach them. This helps maintain momentum and reduces the risk of slips and falls that can result when people have to fumble for supplies.

Larger projects may require more heavy duty masonry equipment than scaffolds, stands, and tubs. For these applications, you might want to consider using crane forks to go banded blocks or brick pallets. Cranes forks are designed with a steady center of gravity that will balance heavy payloads and prevent falloffs that could injure workers or result in material losses.

The heat is on!! The direction is set for us in the U.S. Global competition is driving U.S. manufacturing to fiercely compete. Gone are the days when we can sit back and “crank out” thousands or millions of products per month just to make the budget hours. Lead times have shrunk. In most industries today, customers are demanding 1-2 day deliveries for standard products, just-in-time replenishment, top quality, and reliable delivery promises.

As an example, a recent survey we conducted of the NEMA electrical enclosures market revealed that customers are demanding 1-2 day deliveries from stock. Customers are also demanding high levels of reliability to the extent of 95-98% on-time-customer-delivery performance. In addition, markets are demanding improved service, both in the up-front order cycle, but also with post delivery service and after-market field support. With more and more companies adopting Six-Sigma strategies, top quality is a given. You can no longer get away with 10-15% defect rate. To top it off, they want better pricing, because they, too, are undergoing intense competition.

But that’s not all. The new emphasis more and more is now on specialization, or as we refer to it, “customerization.” Not only do they want products with high quality and small delivery, they also want some changes to a standard product. It could be a wiring harness knock-out slot 2” to the left of your standard slot located on your standard drawing. It could be a different PCB in a sub-assembly for a control motor drive assembly. It could be fire insulation in the chassis of an off-road tractor. So companies are faced with meeting the demands of the market by finding new ways to accommodate their customers.

To increase productivity and competitiveness, many companies in the continental U.S. have adopted Lean and Continuous Improvement philosophies and have incurred productivity gains through use of 5S’s and Kaizen events. They typically start by engaging in the “Lean Learning” process by hiring training firms to train in Lean philosophy. This usually leads to facilitation of Kaizen events where employees get their hands on examining their own work and challenging current methods to increase productivity.

Unfortunately, these approaches by themselves can produce rather superficial results. The reason is they only “pick the low hanging fruits.” But there is a point that is reached that in order to make substantial gains in productivity and performance, new equipment is needed for various reasons such as quicker cycle times and increased capacity: automatic tool changers, automated pallet changers, flexible machining centers, scalable assembly modules, robotic sub-assembly soldering, robotic welders, lasers to replace turrets, and quick changeover tooling or fixturing. So then we are faced with the annual capital budget ritual and “Dancing with the Stars” contest for a piece of the corporate capital pie.

The Corporate Budget Dance

This is how it normally works. Companies set aside a finite amount of funds for capital improvement projects as a percent of net revenue or otherwise. Each division in the company competes for money to fund their capital projects. This occurs when annual budgets are complied for the following year. In some cases each division allocates an amount of money in their budget for capital equipment based on past successes. For instance it could be $2 to 3 million or more for a division that produces $100mm in annual revenue, depending on the generosity of the corporate moguls. So now you vie for a piece of division capital funding, and you find yourself not only faced with competition among manufacturing plants, but also within your own plant.

So how can you rise above this process and produce a winning proposal for the capital equipment you need? Making a solid economic analysis and an enticing financial package is a start, but it is only that. There is a lot more involved in getting the attention of upper management, and getting the signing authority to approve your proposal over someone else’s. The following describes an approach consisting of a series of elements that, when included, can make all the difference in the world.

Reckon Strategically

It’s been said that when you’re in the foxholes with bullets flying over your head, it’s hard to reason the war. Both top level and division level executives reckon on a higher, broader, and strategic level as com-pared to middle managers or first line supervisors. A manager of manufacturing or assembly engineering will be influenced and limited by the level of visibility and exposure he or she has. The same holds right for a production manager. Both production managers and engineering managers will reckon in terms of relieving a current bottleneck operation, or replacing a high maintenance piece of equipment, or buying an automatic tool changer. Engineers who work for these managers will reckon at the process level, where productivity gains can be made by combining operations with a single piece of equipment. This can cause a disconnect with general managers who want to increase sales, make gains in market share, or find new sources of revenue through added product lines.

 

When developing a capital equipment justification proposal, engineers and engineering managers need to reckon strategically: reckon as a higher level manager or customer would reckon. Answer the question: “What’s in it for the customer? A customer wants his assembly that he is buying from you as quickly as he can get it. Why? He may be in distress, out of stock, and there is an ancient saying among salesmen re-garding stock items “You can’t sell it if it’s not on the shelf.” He may be reducing inventory. He may need to turn it around quickly to his customer. In any case, the customer is going to want small deliveries, high quality/low defects, competitive pricing, availability, and reliability of promised deliveries. If the proposal can address the needs of the customers, it will likely appeal to those who reckon on a strategic level and enhance the chances of success.

Align With Company Goals and Objectives

Every company wants to increase productivity and reduce costs, and so many of us attend the Assembly Expos to see what’s new in terms of technology and product offerings. Or we might know of equipment that has potential to increase productivity from sales literature left by an equipment manufacturer. When the need arises, we spec out the requirements for a piece of equipment, such as a soldering robot, and request a quotation from the supplier. Once we have the dollars, we have the amount that we would request for the equipment. Next we might determine that the soldering robot can replace two soldering stations manned by two workers, we reckon we have found our justification. But what if the company is currently competitive in price, management’s key objective is to increase market share, and a slight reduction in price caused by a slight reduction in cost won’t make a difference? If you justify your new piece of equipment through direct labor savings, and the cost reduction is minimal, you probably won’t get to “first base” with your proposal.

All proposals for capital expenditures, to have a chance of winning, must be aligned to the company’s objectives and goals.

 

State the aligned objectives in the proposal as in the objectives section of the proposal accordingly as increase capacity, reduce throughput time, reduce lead time, reduce scrap and rework, reduce setup times, increase flexibility, etc. You may have several levels to identify. First what are the corporate goals? If final approval of your proposal rests at the top of the company organization, you need to know what they want to accomplish. Is their marketing strategy to have a physical presence in all regional markets by close proximity?

One company we worked with developed a marketing strategy to have close proximity to key customers, with specialized finishing of semi-finished products performed at the regional centers. A proposal by one of the engineers to completely end the products at the manufacturing plant didn’t receive “the right time of day. “

Once you have identified the vertical alignment of objectives, you need to determine what the perform-ance metrics are those divisions and plant managers are being measured by. If quality defects are meas-ured, and the goal is to decrease defects to a certain level, you need to state how your proposal will sup-port this goal. If total lead time reduction is identified as a key objective, and the division and plant are being measured by extent of results, you need to focus on how decreasing cycle time and throughput time will help achieve this goal.

Format the Proposal Appropriately

Most executives prefer an Executive Summary at the beginning of the proposal. The summary should be a synopsis of the proposal and should be no longer than 2-3 paragraphs. Make it positive and uplifting. Include a summary of the costs and benefits in graphical format. A graph of the costs and benefits such as that depicted above provides a fantastic “perspective-at-a-glace” for the approving executive. Remember, what is in the Executive Summary will determine if your proposal gets read any further. The proposal should include objectives, assumptions, total costs including annual maintenance, and benefits, but make it small. Long dissertations won’t get read. Use charts and graphs to provide a quick visual perspective to the executive reviewing your proposal. Detailed analyses and calculations should be positioned in the appendices and referenced in the body of the proposal.

 

Include Total Costs

One of the last things an executive wants to happen is to be “blind-sided” or surprised by additional costs of implementing new assembly equipment that were not included in the original justification. That could quickly make an assembly engineer of engineering manager “highly unpopular.” So the task at hand is to ensure that you have all of the costs included for a complete and successful implementation. Cost of direct materials, if applicable, is first.

Fixed costs would include fixed overhead, such as lighting, utilities, supervision, payroll benefits, overhead wages, quality control, inspection, expediting, rework, maintenance, equipment depreciation, and utilities. Variable costs might include direct material expenses, component costs, added assembly direct labor costs, inspection, testing, and payroll benefits.

 

Some of the implementation costs might include equipment buy price; equipment installation such as rigging; power, electric and air connection costs; tools and fixtures; personnel costs related to acquisition and project management; site preparation and clearing the area; and costs related to relocating the current equipment to another “home”. You may also recover some of your costs through the sale of current equipment. This should be identified and treated as an offset to the total costs.

One method of summarizing the total costs and offset is to include them in a chart within the proposal body, with details, if needed, in the appendices. An example of such a chart is depicted above.

 

Include All Benefits

The key benefit that executives want to see is the net revenue gain generated by the proposed capital ex-penditure. Benefits should show strategic significance such as increasing plant capacity, reducing customer lead time, increasing sales, increasing market share, improving net profit, improving quality as well as reducing cost. An increase in sales resulting from the implementation of the proposed equipment might be a result of increased production capacity. Or the proposed equipment might improve quality resulting in reduced scrap. Another benefit of a substantial improvement in quality might be the opportunity for the company to sell the product at a premium price, thereby increasing the profit margin.

 

Savings should include materials, direct labor, indirect labor, material handling, elimination of material handling equipment, overtime premiums, equipment maintenance, indirect materials, indirect supplies, tools & die, elimination of an operation, and reduction of unit cost through a fixed overhead spread over more units produced as a result of increased capacity. Remember to include hidden costs in the benefits section that will be eliminated through the buy and implementation of the capital equipment.

One company we worked with was incurring excessive warranty costs as a result of poor quality, and when these were identified, the payback period reduced from 2 years to 6 months, resulting in a more desirable return on investment. Examples of some of these caused by poor quality, such as excessive warranty costs, can be found in the chart below.

 

Make a Solid Economic Analysis

There are different approaches and methods used to justify the buy of capital equipment. Most large companies have formal procedures that standardize this process. In this case you need to follow the pro-cedures. This promotes familiarity for the executives when reviewing capital expenditure proposals, and provides the approving authorities with the information they need to analyze the merits of the proposal. At a minimum you should include a credible, detailed analysis of the total costs and estimated savings. This should be included in the appendices of the proposal, and summarized in the body of the proposal. Remember that executives want to see the “bottom line” to determine if they wish to consider the proposal further. This should be in the Executive Summary of the proposal.

 

A variety of methods can be used to calculate the potential savings of your proposed assembly equipment. The people who will be reading your capital equipment proposal will be looking for key factors. If you don’t have the convenience of a company-established form to use, your presentation of facts and figures can make all the difference whether or not your proposal is approved. Some of those used are return on investment, internal rate of return, return on book value, projected cash flow, payback period, net present value, and life-cycle expectations of the project the capital equipment will support.

You should follow the company capital equipment justification procedures if they are available and ensure you are in full compliance with them. We suggest that as a minimum you should have the full costs and benefits, projected cash flow, payback period, and return on investment. You should also include a timeline that depicts the length of time needed to implement the actual buying, installing and testing of the equipment before beginning actual production.

Bundle the Package for a Greater Benefit

Thinking strategically and more broadly is quite often key to developing a much better capital equipment justification package. Instead of focusing on a single piece of equipment, and justifying its buy through direct labor savings, which can be minor in significance, a wider perspective of the potential improvements in an operation can reveal much greater benefits to the plant.

As an example, in the Shovel Supercell depicted below, a blanking operation consists in induction heating followed by forming. By narrowing the focus to this level of visibility, the benefits are narrow and confined to the smaller floor area. Instead, by viewing the entire product line processes and operations of “shovel making”, and devel-oping a Supercell that not only consists of consists of forming, but is expanded to hardening, quench, tempering, coating and assembly, a much greater strategic impact is made and the benefits are also much greater.

 

Get Your Assembly Equipment For Free

There is nothing more enticing to an executive than the thought of getting new revenue producing equipment for free. It sounds unrealistic and “pie-in-the-sky” but a case can be made to prevent net outlays of valuable cash. If you reckon strategically, and bundle a package for a greater benefit, then there exists the potential of greatly reducing inventory.

 

For instance in a Lean Assembly environment, if you reduce assembly cycle times at the work center, for example 50%, that results in doubling of units proceed at that work center with the same direct assembly labor. That in turn results in a reduction in assembly throughput time and increased capacity. As assembly cycle times reduce, the need to carry the same level of raw materials, bought components, manufactured components, and work-in-process reduces accordingly.

An inventory reduction for a Lean Assembly initiative (depending on the starting point) can be as much as 80-90 percent with an 85-90 percent reduction in throughput time, which is not uncommon. The reduction in inventory can be treated as a one-time cash conversion, essentially making the scenario where the implementation pays for itself. Thus the company controller recovers his or her cash as the inventory progressively reduces following implementation: a win-win scenario.

 

Identify the Audience

Most capital expenditure proposal writers are not aware of this. Just as you would when preparing for a conference speech, you have to identify what the individuals who will be reviewing and approving your proposal want. Answer the questions:

 

Key here to successfully answering these questions is identifying what the approving executive likes and prefers, and outside of asking your management, as well as others in other parts of the organization, a few subtle clues may help you accomplish this. If the executive came from sales, and he possesses a B.A., then he might likely be more interested in how a change in performance will be affect customers, and it may increase annual sales and market share.

On the other hand, if the executive has an accounting background, he may focus on cost, and it will behoove you to lace the proposal with details and strong economic analysis. Someone whose background is engineering will respond to numbers and details. If you have this information, and you incorporate it wisely into your proposal, it’s not going to guarantee approval, but it may give you an edge over someone who didn’t.

For the second question “What do they want to know”, they will want to know if what you propose is credible and on solid footing, and will produce the intended results you claim. One of the last things ex-ecutives want is to suffer the embarrassment of failure of an investment they made. That could be a career-ending event. Therefore you need to provide a compelling and credible case. Both top management, middle management and purchasing agents will be more likely to approve you proposal if you have a solid economic analysis.

For the third question, “What’s in it for them?” executives only ent the proposal expertly, and you will have a winning capital equipment justification proposal.

1. What do they like to hear? 2. What do they want to know? 3. What’s in it for them?