You've Got To Earn It

Kasler, from Ohio University, advises in-plant managers to put the onus on the manufacturer. After you've done your research and narrowed down a list of prospects, call the finalists and say "I'm ready to buy? What can you do for me?"

Another tip is to network with other in-plant managers to gather information about the quality and reliability of the equipment you're looking at purchasing. Testimonials from people who have already used a machine can be a big help in convincing management to take the leap.