New Business Development

Cass Hires Director of New Business Development

Cass Precision Machining is excited to announce that Derick White has joined Cass as the Director of New Business Development. Derick has a successful background in marketing and sales, along with developing strong sales organizations. “Derick and I have known each other for over eight years and have combined efforts in the past to strengthen sales,” said Jim Garvin, President of Cass.  “I am thrilled that he has decided to join the Cass team.”

White will spearhead new market expansion initiatives for Cass, including prototyping services, pre-production services, as well as help lead new equipment investments that connect to growing industries, including forestry, agriculture, electronics, and more.

White comes to Cass with three decades of sales experience, including senior consulting and sales management coaching roles. “I’ve worked with and coached manufacturing companies on appropriate sales, and I know how to get sales going.”

An accomplished and versatile sales leader with a focus on B2B sales and business development, White has a proven track record of generating sustainable revenue and growth in rapidly changing, dynamic environments. White believes his pragmatic approach to developing high-performing sales teams is an excellent fit for Cass.

“Price is not the only factor in serving our customers. If you don’t deliver product on time, with great quality and effective communication, it impacts the production line. These factors affect the ability of the manufacturer to do an efficient and effective job of delivering their product to their customer in a timely manner, so I don’t buy into the ‘price is the only factor’ line of thinking,” said White. “You don’t grow and sustain the strong customer base Cass has for decades on price alone.”

Manufacturing on the Rise

White begins at Cass at a unique time in manufacturing when the global pandemic caused uncertainty throughout the industry.  The pandemic certainly caused problems for manufacturers across the board in getting product out the door. Six months later, however, Cass is seeing an increase in orders as manufacturers are now playing catch up.

“Cass has made every effort to support our clients and help them through the pandemic. This has included operational changes so that we can make sure that their product gets out the door on time and with good quality,” said White. “Now the demand is a lot higher as clients have adjusted their businesses. For instance, the demand for retail lawnmowers has gone through the roof, with so many people working from home. We’re helping our customers manage these new demands by making the necessary changes internally.”

White believes firmly in enhancing Cass’ CRM platforms, including a focus on quarterly business reviews with customers that strengthen partnerships and improves performance. “We need to understand how we’re performing, where our clients need support, what their vision is moving forward,” said White. “That gives us an opportunity to pause and assess and to make adjustments on both sides to get the highest level of results.”

“It’s an exciting challenge for me, and I’m a big believer in the Cass tag line: Consistent. Reliable. Trusted,” said White. “Those are three traits that everyone in this industry is looking for, and certainly three words that I try to live up to every day.”

Away from the office, you’ll probably find Derick and his wife up in northern Minnesota, either hunting or fishing. “I’m passionate about pheasant hunting, deer hunting, and fishing for trout, bass, walleye, or muskie. We regularly head up to the Gunflint Trail or the Boundary Waters once or twice a year as our family vacation.”

 

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