Beginning with the Unipart tour, I found there was tremendous value in visiting those engaged in the same product field as Rearsby. You could learn so much. On 19 out of 20 visits, our hosts would refuse use of a camera, but I began to learn this was far from a disadvantage. I always carried a small plain page notebook and sketched any interesting ideas I saw. I learned to highlight the clever, not-seen-before elements. Focused and specific. On the rare occasion where photography was permitted, you often wondered later (with old style film development) why you took the shot?
It was easy to arrange a competitor supplier visit through Nissan, Toyota or Honda, a visit to their Japanese suppliers. You simply asked. They wanted Rearsby as good as their current supply base.
I began a programme of visits with direct competitor's factories in UK, Europe and USA. How did I gain access to a competitor plant where a common customer was not involved? Easy, just ASK. I would contact their MD/CEO and put in my request and often the immediate response was ‘Why’ or ‘I don't think so’. So I offered a reciprocal visit to Rearsby – this was win win for all and I usually obtained agreement. People are by nature curious, verging on nosey. However, I saw an advantage to Rearsby.
I was highly skilled at visiting competitor plants and operation - I loved it. I had a thirst for learning and I had my notebook. To avoid 'management spin' I would speak directly to operators, engineers and ask specific direct questions. If an interpreter was present I would request the interpreter ask precisely my question and translate the answer back verbatim. No spin or interpretation - the angled answers often given by management or cases whereby managers would withhold key elements of the process under observation.
Overall my view was this. Rearsby had been proactive in making the request to visit. We had goals and a motive. The competitor was being reactive - no real goals and no real plan. Therefore the advantage of a reciprocal visit was always skewed in our favour, even if as low as 51% v 49%. QED.