Home Internet of Things Aerospace Apparel Energy Defense Health Care Logistics Manufacturing Retail

Access This Premium Content

Options To Access This Article:

What Subscribers Are Saying

  • "Probably the best investment I've ever made."
    Steve Meizlish, President & CEO, MeizCorp Services, Inc.
  • "I have found that RFID Journal provides an objective viewpoint of RFID. It you are looking for a resource that provides insights as to the application and implications of deploying RFID, RFID Journal will meet your needs, It gives you a broad perspective of RFID, beyond the retail supply chain."
    Mike O'Shea, Director of Corporate AutoID/RFID Strategies & Technologies, Kimberly-Clark Corp.
  • "No other source provides the consistent value-added insight that Mark Robert and his staff do. In a world dominated by press release after press release, RFID Journal is developing as the one place to go to make the most sense out of the present and future of RFID in commerce."
    Bob Hurley, Project Leader for RFID, Bayer HealthCare's Consumer Care Division
  • "RFID Journal is the one go-to source for information on the latest in RFID technology."
    Bruce Keim, Director, Hewlett-Packard
  • "RFID Journal is the only source I need to keep up to the minute with the happenings in the RFID world."
    Blair Hawley, VP of Supply Chain, Remington Products Company

Getting Management Buy-In

If your RFID initiative is stalled in the executive suite, peer-to-peer support can help you move forward.
By Mike Meranda
Oct 01, 2006—You've followed the trends and done the research. You've studied your business and identified the opportunity. You see the value in deploying RFID. Now comes the biggest challenge: going into the executive suite and selling it to your company's management.

Many members of the EPCglobal community whose companies have adopted Electronic Product Code technology told me that gaining the support of management was more of a challenge than their actual implementation. While this might be a bit of an exaggeration, there is no doubt that getting management commitment is no easy task.

As with any new business innovation, many companies are reluctant to be "the first." They take a wait-and-see strategy, holding off until other industry leaders—usually the competition—adopt the technology. Another challenge is change resistance. Many companies believe that "if it ain't broke, don't fix it." But these companies end up playing a frantic game of catch-up, while their competitors who embraced change capture market share.

To help companies overcome these internal challenges, we have been working as intermediaries to bring together prospective users and early adopters who have rolled up their sleeves and implemented EPC technology. Some EPC users—from supply-chain professionals on the front lines to senior managers—see it as part of their responsibility to share their insights, either through a phone call or an on-site visit, with those seriously looking at the technology. As a result, companies are getting real-world advice, and they have told us this has helped their leadership recognize the need to be involved with EPC.

Early adopters have developed a set of best practices to help companies gain support for their RFID initiatives. One of the most important steps they recommend is to align your business case with your industry. There are a variety of uses for RFID, and industry groups within the EPCglobal community have defined the applications that make the most sense for companies. Many prospective companies that reached out to their industry colleagues were able to align and refine their own business case, which made it easier to gain management support.

EPCglobal subscribers also say that the most effective way to make the case for EPC with management is the cross-functional team approach. When key departments within a company—from business to technology—are united and focused on putting RFID to work, it presents a stronger case to their senior management.

It's also important to involve your trading partners. When you can show management that the technology improves collaborative processes beyond your own four walls, it creates an even more compelling story, and it demonstrates a commitment to the project.

Indecision is a business trait few companies can afford, particularly when new innovations such as EPC can have an impact on a company's competitive capabilities. If you approach senior management with a business case and strategy that is clear and concise and has a comprehensive team approach, you'll be well on your way to moving EPC out of the executive suite and into your supply chain. If you need peer-to-peer support, contact EPCglobal US through our Web site.

Mike Meranda is president of EPCglobal US. Illustration by Phil Bliss.
To continue reading this article, please log in or choose a purchase option.

Option 1: Become a Premium Member.

One-year subscription, unlimited access to Premium Content: $189

Gain access to all of our premium content and receive 10% off RFID Reports and RFID Events!

Option 2: Purchase access to this specific article.

This article contains 518 words and 1 page. Purchase Price: $19.99

Upgrade now, and you'll get immediate access to:

  • Case Studies

    Our in-dept case-study articles show you, step by step, how early adopters assessed the business case for an application, piloted it and rolled out the technology.

    Free Sample: How Cognizant Cut Costs by Deploying RFID to Track IT Assets

  • Best Practices

    The best way to avoid pitfalls is to know what best practices early adopters have already established. Our best practices have helped hundreds of companies do just that.

  • How-To Articles

    Don’t waste time trying to figure out how to RFID-enable a forklift, or deciding whether to use fixed or mobile readers. Our how-to articles provide practical advice and reliable answers to many implementation questions.

  • Features

    These informative articles focus on adoption issues, standards and other important trends in the RFID industry.

    Free Sample: Europe Is Rolling Out RFID

  • Magazine Articles

    All RFID Journal Premium Subscribers receive our bimonthly RFID Journal print magazine at no extra cost, and also have access to the complete online archive of magazine articles from past years.

Become a member today!

RFID Journal LIVE! RFID in Health Care LIVE! LatAm LIVE! Brasil LIVE! Europe RFID Connect Virtual Events RFID Journal Awards Webinars Presentations