Job Shop Manufacturing Playbook

Hörmann is an example of a Job Shop Manufacturer. August Hörmann, founder of the company, started manufacturing steel doors in his metalworking shop back in the 1930s.  Today, Hörmann is one of the world’s leading door manufacturers and a global leader in today’s building components industry. Hörmann manufactures custom high speed automated doors for Firehouses, Warehouses, Cold Storage facilities and many other industries.

  • Unlike repetitive or discrete manufacturing, Job Shop Manufacturers produces made-to-order (MTO) or made-to-stock (MTS) items. 
  • These items are HIGHLY CONFIGURABLE, with multiple product “Options” and are typically produced in small batches or singularly. 
  • The production of their products are so highly customized that the production line is essentially reset each time a new product is produced.  
  • Prospects in this segment make items such as heavy machinery, custom sized equipment (doors) or Equipment used in other manufacturing processes (Spoolers, wire, etc.).
  • Other examples of job shops include – a machine tool shop, a machining center, a commercial printing shop, and other manufacturers that make custom products in small lot sizes.

Understanding the Need

We think these are the main areas of business where Job Shop Manufacturers struggle and where Salesforce can be of greatest immediate value. Key to this sector is Account Management, Quote Prep & usually Service. If your Prospect has a Partner channel, Community Cloud could also fit in the mix

In the links below we cover typical issues and ”How We Can Help” – the Questions you need to ask – and the Answers you need to figure out the best mix of products.

Useful Tools for the Job Shop Manufacturing Sales Cycle

Quick Demo for Job Shop Manufacturers

This link will take you to our YouTube Channel and a link to a quick Video Demonstration of Salesforce for Discreet Manufacturers. We included SF Maps, and Sales Cloud only, although we can send a separate video for CPQ if that makes more sense.

Slides for use in Initial Scoping Sessions

This link will take you to a set of Slides that you can use in your discovery sessions. In it, you will find a page of Job Shop Manufacturing logos, a chart that illustrates pain on the customer side and a series of Scoping questions, and potential risks with these kinds of Prospects.

PDF of the Job Shop Manufacturing Playbook

Finally, this link will take you to a PDF of the Job Shop Manufacturing Playbook you can use as a Desk Reference…

Customer Successes in Job Shop Manufacturing

Use these links to see Client Success Stories for BlackIron Group Manufacturing Clients

Contact Dan Corbett – Founding Partner at or (GChat) –

  • Meeco
  • Centor Vacuum Industries
  • Orion Industries

Contact Peter Anderson  – Managing Partner or (GChat) –