BTOES Insights Official
September 01, 2019

2019 AWARD FINALIST SPOTLIGHT: JR Automation - Finalist in the Operational Excellence to deliver Business Transformation Category


Read this article about JR Automation, one of our finalists, in the category Best Achievement in Operational Excellence to deliver Business Transformation, selected by the independent judging panel, for the 2019 Business Transformation & Operational Excellence Industry Awards program. Click here to read articles on other finalists.


JR Automation Logo - CMYK





JR Automation is a rapidly growing global supplier of automation equipment. Improving the financial and schedule performance of its business was a key focus in 2018 when JR Automation’s CEO/ Chairman launched their company-wide strategic initiative: Improve Project Performance.


The initiative consisted of 5 pillars, which collectively produced $10 Million in savings throughout 2018.


One pillar, made up of several OpEx projects, was dedicated to improving quote development with an objective of increasing the business’ financial returns on work it wins as well as increase the business’ win rate.

 Copy of Provide an Excellent Customer Experience with the perfect Mobile Customer Journey. (24)


To create an optimized Quoting Process, JR Automation’s Master Black Belt, Jeff Opperman, assembled a team of problem solvers including Quoting Managers and executive leaders. Jeff also surveyed key functions in our engineering, operational, and sales teams on our current quoting process – what does the current process deliver, or not deliver?


Jeff combined this data with similar data from JR Automation’s standard Voice of the Customer survey. Using an affinity diagram, Jeff transformed that data into a list of key requirements for the new process.


The 5-phase process was documented through the company’s ISO documentation system, but the real challenge for this implementation was training. Business leaders understood how critical training was to a successful implementation, and they sought a training solution that would engage and excite learners.


Jeff worked with JR Automation’s Employee Development Manager, Robyn Gordon, to develop a board game that required players (learners) to say each step aloud as they moved through process, which caused each step in the process to be read aloud multiple times. Reading, saying, and hearing each step more than once contributed to increased cognitive retention.


JR Automation BTOE Team


Additional active learning techniques were built into game play, as players encountered “mini-games” that focused on key resources and learning objectives:

  • Scavenger hunt that sent players into business systems to find the answers
  • Adapted version of Pictionary™ that exposed players to reference work
  • Adapted version of Catch Phrase™ that exposed players to vocabulary terms in the process


This project contributed to increased business and improved understanding of OpEx methodology. A key metric for quote development at JR is the amount of work won relative to the amount of work bid. This is measured as both Win Rate (% of $) and Hit Rate (% of opportunities). Management was confident that implementing this process was a significant factor in the business’ win rate increasing by 14 percentage points and the Hit Rate increasing by 8 percentage points. These percentage increases equate to approximately $140M in increased revenue.


This project also demonstrated the power of OpEx tools geared more towards Design for Six Sigma. Using these tools helped deliver the process for quote development, and business leaders experienced first-hand the benefits they could bring to our business.


Additionally, the team recognized that the tools used to develop this new process could be used in the process itself. They built opportunities for Process Flow Mapping, Morph Matrices, and Pugh Matrices into the process and provided dedicated training on each topic.



About the Awards

The Business Transformation & Operational Excellence Awards have been established to showcase globally the most outstanding organizational achievements through the application of Operational Excellence programs. Click here to view the Press Release.

The winners for all categories and for The Platinum Awards will be announced at The Business Transformation & Operational Excellence Summit & Industry Awards on Wednesday March 20th, 2019, from 6.30pm, in the Venetian Ballroom at the Loews Portofino Bay Hotel at Universal Orlando Resort®. 

The Business Transformation & Operational Excellence Awards are open to all organizations, both private and public sector, across the globe, which have implemented Operational Excellence programs to deliver outstanding business results.

The 2019 Awards will be held in conjunction with the Business Transformation & Operational Excellence World Summit on March 20, 2019 in the Venetian Ballroom at the Loews Portofino Bay Hotel at Universal Orlando™



The issues in this article are just one of topic areas that are going to be discussed at the Business Transformation & Operational Excellence World Summit & Industry (BTOES19). March 18-22, 2019, Loews Portofino Bay Hotel at Universal Orlando Resort®

BTOES is the industry’s biggest and best, senior-level, cross-industry gathering of Business Transformation & Operational Excellence industry leaders and senior executives.

It also hosts the Business Transformation & Operational Excellence Awardswhich showcase globally the most outstanding organizational achievements through the application of Operational Excellence programs.

The summits hosts a number of private forums for C-Level & Global corporate-level leaders as well as business unit heads.

With over 150 speakers, over 100 sessions, 12 Keynotes, 9 Track Themes, 5 parallel tracks, 60+ track sessions, 50 roundtable discussions, 20 Interactive Workshops, 6 Thought Leader Panels, 5 Leaders Boardrooms, 5 co-located events, the Industry Awards Program, Site Visits, 20+ hours of social networking including 2 gala cocktail parties, dinners, numerous group activities, this is the ultimate event to benchmark, network and drive Operational Excellence to the next level.


Quick Links



BTOES19 Awards


There is a strong focus on Cultural Transformation, Customer Delight, Sustaining an Operational Excellence program, Need for end-to-end Business Transformation, Keeping up with new technologies/impact of digitalization and Leadership Buy-in & Understanding. We dedicated two tracks to advanced technologies, such as AI, Machine Learning, RPA, Predictive Analytics, Blockchain, Cloud infrastructure etc.

The agenda is designed to encourage active meaningful conversations though all day enhanced networking and interaction opportunities, including

  • All-day Refreshment & Themed Breaks

  • 1¼ Hour Hot Breakfast Networking Sessions

  • 1½ Hour Hot Plated Networking Lunches with Topic & Industry Sector focussed tables

  • 1½ Hour Roundtable Sessions by Topic & Industry Sector.

  • Keynote & Themes Panel Sessions

  • Hosted Welcome Receptions from 5.30pm

  • Expanded more lavish Awards Program

  • Newly launched Night Summit for attendees to meet after dinner

For more information or to discuss the summit in more detail please schedule a call below,

Click here to schedule a call. 

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