SMI Metal Expo presentation

1. How
to
Have
It
All:
Quality,
Cost,
and
Performance
X

2. Paul
Menig,
CEO
PaulMenig@Tech-­‐I-­‐M.com
Helping
You
Get
Money
Out
of
Your
Business
And
Time
for
Your
Life
Driving
Faster
Profitable
Growth

3. What
I
Promised
How
to
Have
It
All:
Quality,
Cost,
and
Performance
• No
compromise
• Advanced
manufacturing
examples
• Integrated
&
Automated
SoluKons
• Order
entry
to
cash
from
a
saKsfied
customer

4. 3
Legged
Stool
with
Seat
Cost
Performance

5. Order
Entry
to
Cash
from
a
SaKsfied
Customer
Sales
Start
ProspecKng
for
Business
RFQ
EngineeringOperations
Customer
Support
Preliminary
Design
Cost
EsKmaKng
Quote
Purchase
Order
Never
Finish
Final
Design
Tooling
Design
Finance
Scheduling
Internal
ProducKon
External
ProducKon
Pack
&
Ship
Parts
Credit
Approval
Invoice
Final
Cost

6. Sales
Start
ProspecKng
for
Business
RFQ
EngineeringOperations
Customer
Support
Preliminary
Design
Cost
EsKmaKng
Quote
Purchase
Order
Never
Finish
Final
Design
Tooling
Design
Finance
Scheduling
Internal
ProducKon
External
ProducKon
Pack
&
Ship
Parts
Credit
Approval
Invoice
Final
Cost
PR—Prospect
to
Repeat

7. Pit
Stop
1950
67s
h[ps://www.youtube.com/watch?v=RRy_73ivcms

8. h[ps://www.youtube.com/watch?v=NVJ-­‐gXhscwc
Danica
Patrick
8.5
seconds

9. h[ps://www.youtube.com/watch?v=RRy_73ivcms
Pit
Stop
2013
<3s
StarKng
at
1:23

10. PR—Prospect
to
Repeat
Sales
Start
ProspecKng
for
Business
RFQ
EngineeringOperations
Customer
Support
Preliminary
Design
Cost
EsKmaKng
Quote
Purchase
Order
Never
Finish
Final
Design
Tooling
Design
Finance
Scheduling
Internal
ProducKon
External
ProducKon
Pack
&
Ship
Parts
Credit
Approval
Invoice
Final
Cost

11. PR—Prospect
to
Repeat
Sales
Start
ProspecKng
for
Business
RFQ
EngineeringOperations
Customer
Support
Preliminary
Design
Cost
EsKmaKng
Quote
Purchase
Order
Never
Finish
Final
Design
Tooling
Design
Finance
Scheduling
Internal
ProducKon
External
ProducKon
Pack
&
Ship
Parts
Credit
Approval
Invoice
Final
Cost
Manual
Input

12. PR—Prospect
to
Repeat
Sales
Start
ProspecKng
for
Business
RFQ
EngineeringOperations
Customer
Support
Preliminary
Design
Cost
EsKmaKng
Quote
Purchase
Order
Never
Finish
Final
Design
Tooling
Design
Finance
Scheduling
Internal
ProducKon
External
ProducKon
Pack
&
Ship
Parts
Credit
Approval
Invoice
Final
Cost
Decision
Decision

13. Survey
• 15
Site
visits
– Washington,
Oregon,
California,
Illinois,
Indiana,
Michigan,
Tennessee,
Texas
• Wri[en
Survey
– 13
MulKple
choice
quesKons
– 1
Open
ended
quesKon
– Up
to
48
responses
from
@212
member
locaKons
• 23%
response
rate
is
outstanding

14. Spring
&
Forming
Industry
is:
Growing
19%
Steady
62%
Shrinking
19%

15. Expect
Change
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%

16. h[ps://www.youtube.com/watch?v=99KNCCIiMQI
and
h[ps://www.youtube.com/watch?v=omLKbKakDoY
Spring
Manufacture—Overview

17. MagneKc
Force

18. Sales/MarkeKng/ProspecKng/Tracking
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%

19. Sales
Methods
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%

20. Forms
of
Payment
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
120.0%

21. Other
Issues—Customers
• Constance
price
reducKons
from
customers
and
price
pressures
where
it
will
make
it
difficult
to
keep
and
raise
the
wages
of
employees
• Customer
process
integraKon
• Warranty

22. Example
ProspecKng
Tools
• Websites
need
a[enKon
• Use
ERP
somware
modules
if
available
• CRM
tools
should
be
invesKgated
• Spreadsheets
should
have
visual
report
output
• Standardize
sales
reports
everyone
can
use

23. GravitaKonal
Force

24. IT
Support
Provided
by:
0.0%
5.0%
10.0%
15.0%
20.0%
25.0%
30.0%
35.0%
40.0%
45.0%
50.0%

25. Tax
&
AccounKng
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%

26. Phone
System
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%

27. Other
Issues—Supply
• Supply
chain
is
falling
down.
Squeezed
far
too
long—so
many
are
just
closing
shop.
New
suppliers
hire
young
people
with
no
experience,
and
nobody
wants
to
take
on
risk
anymore.
As
a
supplier
to
the
Springmaking
industry,
we
have
no
choice
but
to
start
charging
more
and
at
a
rate
HIGHER
than
inflaKon.
• There
seems
to
be
a
lack
of
consistency
in
the
quality
of
the
raw
material
used
to
make
springs
• Disappearance
of
US
Baird/Nilson
for
new
machines
• Lack
of
materials
• Rod
availability
in
US
• Liability
for
bad
materials
or
improper
cerKficaKon
• TransportaKon
costs

28. Improve
the
Supply
Chain
• Value
added
processes
should
be
internal
or
have
a
close
partner
• Determine
which
processes
are
non-­‐value
added
and
don’t
provide
a
compeKKve
advantage
– Outsource
them

29. FricKonal
Forces

30. Issues
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%

31. KPI—Key
Performance
Indicators
0.0%
20.0%
40.0%
60.0%
80.0%
100.0%
120.0%

32. CAD/CAE
ProEngineer,
0.0%
AutoCad,
50.0%
CaVa,
3.3%
SolidWorks,
36.7%
CorelCAD,
0.0%
KeyCreator,
10.0%
Other,
26.70%

33. ERP—Enterprise
Resource
Planning
JobBoss
13%
Shop
MRP
2%
Infor
Syteline
7%
EPICOR
13%
Plex
9%
Other
56%

34. Other
Issues—People
• DifficulKes
finding
people
who
– Want
to
work
&
learn
spring
making
– Are
younger
and
can
succeed
– Are
skilled
and
competent—technical/metalurgical
– Want
to
learn
manual
and
CNC
controls
– Want
to
be
educated
for
the
future
– Can
succeed
aging
workforce
• May
drive
mergers

35. Other
Issues—Internal
• Be[er
spring
engineering
somware
• TransiKon
from
mechanically-­‐actuated
machines
to
electrically-­‐actuated
machines
• ConKngency
planning

39. Standardized
Interface
• Minimize
Kme
and
effort
to
get
a
CNC
machine
running
quality
parts
Compression
Spring
IteraKon
1
Part
Number:
Run
#:
Print
Rev:
Characht
erisKc
InformaKon
about
the
part
design
directly
out
of
design
somware
database
(
Print
Specs)
Cold
Dimensions
from
coiling
and
before
stress
relief
Dimensions
on
iniKal
check
amer
stress
relief
and
post
processing
In
SPEC?
Needed
changes
in
CNC
program
Nominal
Max
Min
setup
results
audit
results
automaKc
amount
to
adjust
the
CNC
PGM
End
ID
1
1.5
1.52
1.48
1.53
1.518
Y
FALSE
Middle
OD
2.5
2.52
2.48
2.51
2.498
Y
FALSE
Total
Number
of
Coils
12
13
11
12.8
12.9
Y
FALSE
AcKve
Number
of
Coils
10
11
9
10.8
10.9
Y
FALSE
Free
Length
10
10.1
9.9
12
9.8
N
0.1
Pitch
1
1.2
0.98
N
-­‐0.98
Spring
Rate
50
55
45
N/A
52
Y
FALSE
Load
1
100
110
90
N/A
104
Y
FALSE
Load
2
200
220
180
N/A
208
Y
FALSE
End
ID
2
1.625
1.645
1.605
1.665
1.653
N
-­‐0.008

40. Cummins
Engine—Jamestown

41. Force
of
Nature

42. Open
Discussion
of
Risks
• What
disrupKons
have
you
experienced
this
year
alone?
• What
disrupKons
have
you
experienced
in
other
years?

43. Atomic
Forces

44. Other
Issues—CompeKKon
• Foreign
compeKKon
• Enabling
technology
from
out
of
the
blue
upsewng
industry
• What
are
you
seeing
in
terms
of
compeKKon?

45. Centrifugal
Force

46. 3rd
Party
CerKficaKons
0.0%
10.0%
20.0%
30.0%
40.0%
50.0%
60.0%
70.0%
80.0%
90.0%

47. Other
Issues—Market
Constraints
• Professional
standards
in
wire
industry
vs.
Japan
• Verifiable
tesKng
standards

48. Other
Issues—Government
• What
is
the
government
doing
to
help
small
manufacturers
to
survive
foreign
compeKKon.
If
U.S.
manufacturers
have
to
play
by
the
rules
OSHA,
EPA,
etc.
why
do
we
allow
countries,
that
don't
pracKce
this,
do
business
in
the
USA?
Level
the
playing
field.
• Government
regulaKons
and
taxes
• NAFTA
could
very
soon
start
affecKng
the
machine
prices
coming
from
outside
the
U.S.A.
We
are
already
seeing
the
expired
tax
credit
affect
the
machine
sales.

49. Open
Discussion
• What
does
the
government
do
to
your
business?
Anything
new
coming?
• What
market
constraints
do
you
have?

50. Force
of
Change

51. 7
Forces

52. h[ps://www.youtube.com/watch?v=2qk5vxWY46A
PCB
Manufacture—Germany

53. 3
Legged
Stool
with
Seat
Cost
Performance

54. PR—Prospect
to
Repeat
Sales
Start
ProspecKng
for
Business
RFQ
EngineeringOperations
Customer
Support
Preliminary
Design
Cost
EsKmaKng
Quote
Purchase
Order
Never
Finish
Final
Design
Tooling
Design
Finance
Scheduling
Internal
ProducKon
External
ProducKon
Pack
&
Ship
Parts
Credit
Approval
Invoice
Final
Cost

55. PR—Prospect
to
Repeat
YourCompany
Customer
Sales
CustomerSupport
Engineering
Never
Finish
OperaKons
Parts
&
Invoice
Finance

56. Pit
Stop
2013
<3s
StarKng
at
1:23
Let’s
Spring
into
acKon!!!
h[ps://www.youtube.com/watch?v=RRy_73ivcms