Sales Bits: Eliminating Waste, Creating Value

Continuous improvement begins by recognizing what stands in the way of excellence. In this Sales Bit, Denny examines the seven core wastes that affect every organization and explains how eliminating inefficiency creates greater value for customers, teams, and the business.

From Denny Vander Molen, President of Vermeer MidSouth and Founder and CEO of Jackson Endeavors:

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We have just closed the first half of 2026 and are officially kicking off the third quarter and the second half of the year.

Business is a fascinating, fast-moving puzzle. At any given moment, we are managing hundreds of different customer needs, a dedicated workforce of 85+ people, thousands of part numbers, and a massive serialized inventory. Sustaining and growing an enterprise like ours requires two things: growing our top-line revenue and becoming relentlessly efficient at everything we touch.

"The most dangerous kind of waste is the waste we do not recognize." — Shigeo Shingo

That means eliminating waste. It is how we got here, and it is exactly how we will win the future.

I was still working on the manufacturer side when the disruptive "Lean" mindset first emerged, and learning how to reduce waste became JOB 1. Before this shift, everything was purchased and manufactured in massive batches. Parts were bought and stored in warehouses for months. Fabricated components and weldments were done in runs of 40 to 80 to support the assembly line. Can you imagine the sheer waste of discovering a defective part at the end of that chain and the massive cost of throwing it into the scrap bin?

We aren't manufacturing heavy equipment here, but as a distribution and service company, we face the same efficiency enemies. Let's look at the 7 Core Wastes we encounter multiple times a day:

• Transportation: Unnecessary movement of materials, products, or people that adds zero value to the customer.

• Inventory: Storing excess parts or holding stagnant work-in-process (WIP) that ties up cash, takes up valuable space, and gets in the way.

• Motion: Extra physical movement, walking, or searching that drains energy and eventually causes strain and pain.

• Waiting: Idle time for processes, people, or equipment due to an upstream delay that has bottlenecked the workflow.

• Over-Production: Processing orders, paperwork, or tasks before they are actually needed, creating a backlog.

• Over-Processing: Doing extra work or adding steps that the customer doesn't pay for and doesn't want, which delays other vital jobs.

• Defects: Incorrect paperwork, fulfillment errors, damaged goods, or misdiagnosed repairs that lead to costly rework, returns, and dissatisfied customers.

Causation can sometimes come from upstream issues, but we must all be mindful of our own daily habits. To be the undisputed leader in our market, we must focus on sales and execution. However, a lack of attention to waste erodes our effectiveness, creates internal chaos, and ultimately chips away at the trust our customers place in us.

As you look around your department, the Shop, or the yard this week, ask yourself: Where is the waste that we've successfully avoided, and where is the waste we can reduce next?

"Gather up the leftover fragments, that nothing may be lost." — Jesus in John 6:12

Have a great sales week!