Page 1



Inside: Market optimism is more than just numbers


Defining your sales process for success

3 8 10

Meet us in St. Louis for D17: Distribution Summit

Member Updates from AMT — The Association For Manufacturing Technology

Growing in 3D:

Additive manufacturing’s expanding world DAVID J. BURNS

Principal and Founder Global Business Advisory Services If you want to take a temperature check on an industry, one of the best places to find it is at a live event. In the case of additive manufacturing and its increasing use for industrial applications, the technology’s latest and most anticipated developments were on display at RAPID + TCT 2017. RAPID + TCT is a 3D printing and additive manufacturing event, which this year took place in Pittsburgh. This is fitting, as some are calling Pittsburgh the “Silicon Valley of 3D printing” because of the technology’s growing presence in the region. To give you an idea of the show’s growth, this was the second time RAPID took place at the Pittsburgh Convention Center. In 2013, its first time there, about half of the convention center was utilized for exhibits. In 2017, the exhibition floor space was doubled, fully filling the 70,000-SF convention center floor.

I was there with about 6,000 of my best friends, checking out 329 exhibitors and a number of educational and technical presentations. Unlike some 3D printing shows, RAPID has transitioned to a predominately industrial focus. It has also become the venue of choice for additive manufacturing announcements and product introductions. Here were a few of the highlights.

Coming out party for Desktop Metal Desktop Metal has developed two different systems for metal 3D printing: the Studio System, for rapid prototyping, and the Production System, for mass production. The Burlington, Mass.-based company set out to solve a primary complaint that many have about metal 3D printing: It’s too expensive for rapid prototyping, and too slow and costly for mass production. The Studio System is for engineering teams, billed as a lower cost, easier-to-use solution for rapid prototyping. The Production System uses a single pass jetting process to print metal parts more quickly than

laser-based systems, with cost per part that is competitive with traditional manufacturing processes. Desktop Metal had previously made headlines by raising nearly $100 million in investment funds, including from Google and GE. The Studio System is due to begin shipping in September, with the Production System coming to market in 2018. Interestingly (and simultaneously), Stratasys and Desktop announced an extension of their strategic partnership. Stratasys, a world leader in polymer printing, and Desktop will be working together in distribution, with Stratasys resellers also representing Desktop Metal. Stratasys CEO Ilan Levin said in a press release that their customers are “seeking additional ways to incorporate metal into their essential design and manufacturing processes.”

Tradition meets new technology One traditional machine tool company had a standalone booth at RAPID, showing a hybrid machine that 3D MANUFACTURING cont. on page 7

|AMTnews |AMTonline |AMTinsight




June 2017



Vice President Marketing and Communications

It seemed that the administration and Congress were on the right track for significant action, but now they’re stuck.

enacted was 20 years ago, and not a single appropriation bill has been passed on time (by October 1) since 2009. The bar for FY18 is not set very high.

The Trump budget The process started when the president submitted his budget framework to Congress in May. The document, titled “A New Foundation for American Greatness,” lays out President Trump’s priorities for a smaller government that’s focused on building the military, strengthening national security, and eradicating terror threats. It was deemed dead on arrival by factions from both parties. It will nevertheless be used by both chambers of Congress as a starting point. There are some challenges with the budget that are critical to address during the legislation process. The administration budget calls for a big increase in defense spending plus additional funding for border enforcement, homeland security, and a $200 billion down payment on the

In the media blitz surrounding President Trump’s 100th day in office, one item that happened that day got little attention: The president issued an executive order establishing a new Office of Trade and Manufacturing Policy. The office will be led by National Trade Council Director Pete Navarro. According to the White House, the mission of OTMP is to “defend and serve American workers and domestic manufacturers while advising the president on policies to increase economic growth, decrease the trade deficit and strengthen the



N WS Member Updates from AMT — The Association For Manufacturing Technology

Published 10 times a year by the marketing and communications department of AMT — The Association For Manufacturing Technology ©2017 7901 Jones Branch Drive, Suite 900 n McLean, Virginia 22102-3316 703-893-2900 n Contact AMT: Penelope Brown, 703-827-5275,

U.S. manufacturing and defense industrial bases.” The responsibilities of the office are threefold: advise on and promote the administration’s trade policy objectives; undertake trade-related special projects; and implement the Buy American, Hire American order on government procurement and hiring.

AMT supports cutting tool members in Sec. 232 request In a letter for the public record, AMT urged the Commerce Department’s Bureau of Industry and Security to consider the negative impact on U.S. cutting tool

AMT NEWS Kathy Webster, Manager Media Communications Amber Thomas, Vice President Marketing & Communications Penny Brown, Director Marketing & Communications Eric Gorte Digital Media Manager Submit company news articles to:

In this column, we typically try to either establish or project the landscape of the manufacturing technology market through sheer statistical force, but sometimes qualitative and anecdotal information can speak much louder than data and facts. This month, stats will play a secondary role in portraying where our market is today, and where it is likely to be headed over the next couple of months and beyond.

strongest presence among customer industries were job shops, aerospace engine producers and their first-tier suppliers, and mold & die producers. Phone interviews with members conducted in the latter half of May were upbeat about opportunities in the Midwest for aerospace and appliances; in the Southeast for auto parts, HVAC and contract machining; and in the West for almost every customer segment.

Growing market signals a strong 2017

The market is rapidly changing

Manufacturing programs cut

Analysts, economists and the actual numbers have been pointing to this conclusion since May 2016. The latest U.S. Manufacturing Technology Orders report shows that both March and April grew compared to those same months in 2016. I am fairly certain that in July, the USMTO report for May will do the same and yield an official statistical end to the long downturn in orders. The USMTO data supports what I have heard from members over the past month: The ratio of quotations to orders has continued to improve since February, and inventories have declined significantly over the past three months, with prices firming up in many product areas. Another qualitative indicator is the type of ad hoc research requests that AMT’s Strategic Analytics department receives. In the past month, we have received an unusual number of requests related to distribution channels. We have fielded requests for developing distribution systems and identifying distributors with technology gaps in their offerings. We have also helped to develop methods to find representatives and agents. The spike in these types of requests suggest that members are looking to add capacity to their current sales channels. The market has been busy! I was at EASTEC in Springfield, Mass., earlier this year where foot traffic seemed to be much better than it was in 2015. AMT members shared that leads were significantly better and that business was good on the show floor. The

With recovery often comes growing pains, and this iteration is no exception. Our members’ top challenge is finding skilled, motivated workers to employ as the markets expand. They often find themselves competing with customers for talent, making the situation even more challenging. There are efforts toward improving worker skills. I recently caught up on the changes that have taken place at Detroit’s Focus Hope, a community dedicated to improving the health and well-being of its residents through education and opportunities. The program has been a leader in developing manufacturing and information technology skills in young people and supplying local businesses with excellent employees for 36 years. In the past month, while visiting members, I have seen some extraordinarily talented and motivated young people working in members’ shops, attending open houses and participating in student summits at EASTEC and Houstex. One group I met were students from Westfield Technical Academy in Westfield, Mass. Meeting these students was refreshing, as they talked about manufacturing of the future where hands move farther from the materials and deeper into the machines and controls. They talked about their studies in advanced technologies, artificial intelligence, and machine learning. While the engagement was encouraging, the volume of students at these events and schools needs to move from thousands to tens of thousands

The Department of Commerce’s Manufacturing USA program (formerly the National Network of Manufacturing Innovation) is partially defunded (by 40 percent) in the president’s budget. The current network of institutes consists of eight led by the Defense Department, five led by the Energy Department, and one led by the Department of Commerce. Under the president’s budget, the ON GOVERNMENT continues on page 7

ADVOCACY Amber Thomas 703-827-5230

manufacturers with the inclusion of High Speed Steel (tool steel) in the ongoing Sec. 232 trade investigation of steel imports. AMT asked it to be removed from the study. Several AMT members submitted public comments. Section 232 of the Trade Expansion Act authorizes the Secretary of Commerce to investigate to determine if imports of certain products and materials hamper military readiness. Domestic sources of HSS are scarce in a sector where profit margins are low. Creating barriers to foreign sources would lead to price increases that could threaten the viability of U.S. cutting tool suppliers, therefore going against the intended purpose of Sec. 232.

ASSET MANAGEMENT & OPERATIONS Jeffery Traver 703-827-5251

FINANCE & HUMAN RESOURCES Becky Stahl 703-827-5246

BUSINESS SOLUTIONS Kim Brown 703-827-5223

GLOBAL SERVICES Ed Christopher 703-827-5296

EXHIBITIONS Apply for space at IMTS 2018

MANUFACTURING TECHNOLOGY Tim Shinbara 703-827-5243

Tom Snyder 703-827-5235 Mark Kennedy 703-827-5220



president’s $1 trillion infrastructure plan. That additional spending on defense is paid for partly by reducing and eliminating programs focused on applied energy, environment and climate change, science, STEM education, and manufacturing. That means steep cuts for the National Science Foundation, NASA, Energy’s Office of Science, and NIST, which have jurisdiction over most non-defense manufacturing programs.

GOVERNMENT BRIEFS White House establishes new trade and manufacturing office


Market intelligence: it’s about quality, not quantity

Key legislation tied to FY18 budget As engaged members, you’re probably growing impatient for Congress to act on three issues that were front and center during the campaign: healthcare, taxes, and infrastructure. It seemed that the administration and Congress were on the right track for significant action, but now they’re stuck. They’re struggling to find common ground on an increasingly complex political landscape. There’s been no major action since the House vote to repeal Obamacare. There is work being done behind the scenes, however, to pave the way for a Senate vote on Obamacare, introduction of an infrastructure plan, and action on a tax package before the summer is over. All three are impacted by what happens on the FY18 budget. A budget resolution plus 12 appropriations bills funding the government must be enacted before October 1. The process of passing a budget and accompanying appropriations bills is a long road with many potholes. The last time that all 12 appropriations bills were


June 2017

Melissa Williamson 703-827-5272 MTCONNECT® Tim Shinbara 703-827-5243 MTINSIGHT Ian Stringer 703-827-5209

MEETINGS 888-379-4659

SMARTFORCE DEVELOPMENT Greg Jones 703-827-5203

MEMBER SERVICES Steve Lesnewich 703-827-5227

STRATEGIC ANALYTICS Pat McGibbon 703-827-5255

as a majority of our industry’s workforce nears retirement. It is also exciting to see the speed of innovation increasing in our industry and among our customers. Several of the recent additions to AMT’s membership are startups with some unique solutions to manufacturing challenges. Likewise, while conducting survey interviews with manufacturing technology users, I heard about some great technology and innovative initiatives. One intriguing story was of two college friends who were awarded a $2,000 grant from their school to turn their class project into a business. Now, a couple of years removed from that start, their company is exporting products around the globe, with countries such as India accounting for double-digit growth in their business. The manufacturing processes are advancing, as well as the manufacturing models. AMT has members offering manufacturing as a service, and others who are moving lower volume advanced manufacturing technologies like additive manufacturing into mass production.

Vice President Strategic Analytics

With recovery often comes growing pains, and this iteration is no exception.

Data supports observations As mentioned each of the past two months’ USMTO orders outpaced the same months, from 2016. The Cutting Tool Market Report was up 3.5 percent for the first four months of 2017 vs. 2016. The Conference Board reported that their CEO business confidence index reached its highest level since 2004 higher than 2012 or 2007 levels! Profitability, a key indicator in projecting capital spending, for the top five publicly traded medical device firms grew by 41 percent 2016 over 2015. While the quantitative data has pointed to a late spring turnaround for a while, and now the qualitative information is supporting those numbers. If you have any questions about the information in this column, don’t hesitate to contact Pat McGibbon at 703-827-5255 or by emailing your questions to


totaled $710.91 million, a decrease of 6.1 percent when compared to the same period for 2016.

March 2017

n MEXICO was the leading destination for U.S. machine tool exports in March, with $35.53 million, a 22.0 percent increase from February. The second largest destination for U.S. machine tool exports was CHINA, with $19.13 million, a 7.3 percent increase from February. Completing the top five destination for U.S. machine tool exports were CANADA ($15.10 million), JAPAN ($7.84 million), and GERMANY ($5.79 million).

n U.S. machine tool exports valued $175.58 million in March, up 6.2 percent from February’s total of $165.29 million. Exports for year-to-date 2017 totaled $340.87, an increase of 7.1 percent when compared to the same period for 2016. Monthly machine tool imports valued $410.25 million in March, up 36.5 percent from February’s total of $300.65 million. Imports for year-to-date 2017


n JAPAN ($150.31 million) and GERMANY ($75.75

million) were the top suppliers of U.S. machine tool imports for March 2017. Compared to February’s figures, Japanese imports increased 54.0 percent and German imports increased 24.1 percent. Completing the top five sources of U.S. machine tool imports in March were ITALY ($36.92 million), SOUTH KOREA ($22.51 million), and TAIWAN ($19.80 million).

For more information about any aspect of this report or to make a specific data request, contact Faith Ambrosini at or 703-827-5267.




June 2017



Director Marketing and Communications





Outreach is key to improving the industry’s image You’ve seen it said before (including in this column), and another study has come out to confirm it: the gap between the public’s perception of manufacturing and its actual reality is far too wide. Another study has confirmed there’s plenty of work to be done in improving the industry’s image. Deloitte and The Manufacturing Institute recently conducted their sixth U.S. public opinion of manufacturing study. While the study found that the public’s perception of manufacturing is generally positive, it also finds that many would not consider careers in manufacturing because they feel they do not offer stability, opportunities for advancement, or good pay. At the same time, the vast majority of survey respondents (83 percent) believe that manufacturing is critical to U.S. economic strength, ranked behind only technology and healthcare in importance. Eight in 10 Americans surveyed believe that U.S. manufacturing is important to maintain our standard of living, and seven in 10 said they believe that the United States should invest more in manufacturing. So while a third of Americans also say they would not encourage their children to pursue a manufacturing career, the fact that people value the industry gives hope that those perceptions could be changed. But at a time where the industry’s ability to innovate and stay productive is threatened by a worker shortfall, there is no time to waste. The first order of business is a continued campaign of student outreach to encourage manufacturing careers, which also includes winning over their parents and educators. AMT continues its Smartforce efforts to engage schools and student groups, and members can help by looking into hosting an MFG Day event in the fall. (Mark your calendars – MFG Day 2017 is October 6,



June 2017

14 CMTSE Certification Exam Proctored online exam from your computer 27 MT Sales Fundamentals Sandvik Coromant Company – Fair Lawn, N.J.

JULY 19-20 Distribution Group Committee Meeting AMT Headquarters – McLean, Va.


Vice President Smartforce Development

Top 5 U.S. public opinions about manufacturing ■■ Americans believe manufacturing is vital, with 83% saying it is important to economic prosperity and 81% saying it is important to standard of living ■■ 76% of Americans believe the U.S. should invest more in manufacturing, with 69% saying it should be a national priority. ■■ Americans support manufacturing job creation. ■■ The perception of manufacturing has improved since the 2014 survey, with more respondents saying U.S. manufacturing is high tech, globally competitive, and will continue to grow. ■■ Americans value good benefits, pay, and rewarding work. Source: Deloitte and The Manufacturing Institute

with events already listed for this year on But another important way the industry could help address its worker shortfall is by reaching out to groups generally underrepresented in the general workforce and especially in manufacturing. For example: Women: Attracting and retaining female talent in manufacturing has become a hot topic. While women make up roughly half of the entire U.S. labor force, they make up only about a quarter of the manufacturing workforce. Much of this has to do with outdated perceptions that women may have of the industry, and companies need to ensure they are offering what can attract a female workforce – opportunities for advancement, challenging assignments, flexible schedules, and even mentorship for women to attract other women to the industry. Veterans: Gulf war-era veterans (those who served in Iraq and Afghanistan post9/11) have a statistically higher unemploy-

26 Summer Economic Update Webinar Your Computer Economics & Statistics Committee Meeting AMT Headquarters – McLean, Va.

AUGUST 29-30 MT Sales Fundamentals Workshop BIG KAISER – Hoffman Estates, Ill. 30-31 MTConnect TAG Meeting GE Aviation – Cincinnati, Ohio

ment rate than the general population. As many already have some technical skills, as well as the work ethic and discipline that come from serving in the military, younger veterans in particular are the perfect candidates for advanced manufacturing career training. Older workers: Since the Great Recession, older workers (55 and older) have been unemployed at a higher rate than the rest of the working population. It’s true that recruiting this type of worker does not serve to develop a younger workforce, but it can be a boon to companies who need workers in the near term. With maturity and years of professional experience, people in this group could do well with the training needed for advanced manufacturing. If you’re having a hard time finding the types of workers you need, what types of outreach are you doing to add depth to your talent bench? Send me a note at



12-14 WESTEC Los Angeles, Calif.

11-13 Global Forecasting & Marketing Conference Atlanta, Ga.

13-14 D17 – Distribution Summit 2017 St. Louis, Mo.

24-26 SOUTH-TEC Greenville, S.C.

18-23 EMO Hanover, Germany


22 Deadline to register for the CMTSE exam

13-16 China Chongqing International Machine Tool Show (CCIMT) Chongqing, China 15 CMTSE Certification Exam Proctored online exam from your computer

Sensing a disruption in the (labor) force Normally, when you think of disruptions in the labor force, you’re thinking in traditional terms like those reported by the Bureau of Labor Statistics: employment vs. unemployment, hires vs. separations in the form of layoffs or retirements, etc., and more recently “marginally attached” and “discouraged workers” who are not in the labor force. For the purposes of this article, I’m not going to get into those who are no longer in the workforce. That’s an entirely different discussion for another day. In the advanced manufacturing technology industry and other high-tech industries like healthcare and computer science, it’s been well documented that we’ve been challenged by the widening gap in our ability to attract skilled workers. The number of people seeking a post-secondary education or workforce training programs in our fields hasn’t matched up with the number of job openings, resulting in a scarcity in qualified job candidates.

Supply and demand works for labor too In our industry, this supply and demand challenge certainly exists in our ability to attract engineers of all types, but it shows up more so in our ability to attract a broad range of technicians like machinists, welders, meteorologists, field service technicians and others. In fact, as we look down the road, roughly 80 percent of our workforce need will be in the technician job functions and 20 percent in engineering. A study by Deloitte and the Manufacturing Institute last year concluded that the skills gap could grow to 2 million by 2025, due in part to retirement among baby boomers, but mostly as a result of new innovations in products and technologies

and their impact on job functions. This will be especially true if we’re unable to attract young people to education programs that lead to careers in manufacturing. Think in terms of additive manufacturing or the impact of the Industrial Internet of Things, machine learning, collaborative robotics, augmented reality, etc., on job functions in manufacturing and the ways that we recruit, educate, train and credential people for careers in those technologies. What technological changes will impact the way materials science evolves? How will the skills of CNC machinists translate to producing parts on additive machines? When will augmented reality technology begin having a greater impact on how we educate and train field service technicians, as well as provide them with real-time access to the most updated equipment manuals right at the point of interaction with a machine?

Companies working harder to recruit We’re beginning to see manufacturing companies provide a boost to their recruiting efforts in the form of perks and benefits, as well as redesigned office spaces to attract new employees from places like Silicon Valley. For instance, with the increase in design and development in autonomous vehicles, traditional Detroit automakers are building new facilities with sustainable, eco-friendly designs, campuses with walking trails and offices with spaces that allow for “hoteling,” for workers who are more adept at working remotely, or who travel frequently to work with partners and customers who may be located far from traditional automotive production areas of the United States. Who would have ever thought that we’d be developing autonomous vehicles and

would need workers to support design, development, production and maintenance programs around this new transportation technology? Well, I guess the producers of The Jetsons did when we were kids and we looked forward to the day when we would be traveling in flying cars. I’m still waiting patiently for that day. Recent employment reports say that nearly 90,000 positions have been lost in the retail sector in 2017 just since the end of the holiday season at the beginning of the new year. Retail jobs are generally low-skill, entry-level positions, but are also a lifeline to work for the young and old alike. The disappearance of these jobs will continue to have a dramatic impact on these workers as companies like Amazon dominate the retail marketplace with an online model and future drone delivery. The good news is that Amazon and others have “big boxes” sprouting up around the country leading to construction jobs and then warehousing, logistics and delivery jobs. The key is whether traditional retail workers will seek the education and training programs they’ll need to fill those jobs or seek training for jobs in other industries like manufacturing. As we work on developing and updating existing education and training curriculum and standards, we have to be more mindful than ever of the next new disruptive technology that takes hold and will require new and different degree, certificate, internship and apprenticeship programs so that we can assure that we have an ongoing pipeline of qualified people for the manufacturing workforce. For more information about Smartforce Development, follow @GregoryAJones on Twitter.

Recent employment reports say that nearly 90,000 positions have been lost in the retail sector in 2017 just since the end of the holiday season at the beginning of the new year.





June 2017

SCENARIOS OF BEC/EAC The FBI has identified several different scenarios as to how this scam is perpetrated. The three scenarios shown below were similar to the scams that our members experienced.


Business working with a foreign supplier


Vice President Member Services


Email scams aren’t as obvious as you might think We all hear about email scams, like the prince from Nigeria who needs to get his millions of dollars out of the country and begs for your bank account number so he can safely transfer his money to the USA. For helping the prince, you will be greatly rewarded. Ha! We all laugh and wonder who would fall for this stuff. In the past month three AMT member companies were scammed. No, not by a Nigerian prince, but by a very sophisticated method now defined by the FBI as Business Email Compromise (BEC) and Email Account Compromise (EAC). A BEC is defined as a sophisticated scam targeting businesses working with foreign suppliers and/or businesses that regularly perform wire transfer payments. The EAC component of BEC targets individuals that perform wire transfer payments. One of our members was scammed for almost $100,000. Two other members almost lost twice that amount, but fortunately saw red flags and stopped the scams before the money exchanged hands. All three of the scams involved wire transfers. The patience of the scammers and sophistication of the scams were amazing. In all cases the members believed they were performing legitimate wire transfers to companies that they had transferred funds with many times before. The BEC/EAC scam is carried out when a scammer compromises legitimate business email accounts through social engineering or computer intrusion techniques to conduct unauthorized transfers of funds. As was the case with our members, most victims report using wire transfers as a common method of transferring funds for business purposes; however, some




$1.59 billion

victims report using checks as a common method of payment. The fraudsters will use the method most commonly associated with their victim’s normal business practices.

Background According to the FBI, the victims of the BEC/ EAC scam range from small businesses to large corporations. It is largely unknown how victims are selected; however, the subjects monitor and study their selected victims using social engineering techniques prior to initiating the BEC scam. The scammers are able to accurately identify the individuals and protocols necessary to perform wire transfers within a specific business environment. Victims may also first receive “phishing” emails requesting additional details regarding the business or individual being targeted (name, travel dates, etc.). Some individuals reported being a victim of various scareware or ransomware cyber intrusions immediately preceding a BEC incident. These intrusions can initially be facilitated through a phishing scam in which a victim receives an email from a seemingly legitimate source that contains a malicious link. The victim clicks on the link, and it downloads malware, allowing unfettered access to the victim’s data, including passwords or financial account information. To give you an idea as to the magnitude of BEC/ EAC between January 2015 and December 2016, there was a 2,370 percent increase in identified exposed losses.



BEC/EAC statistics reported in victim complaints from October 2013 to December 2016.

A business that typically has a longstanding relationship with a supplier is requested to wire funds for an invoice payment to an alternate, fraudulent account. The request may be made via telephone, fax, or email. If an email is received, the subject will spoof the email request so it appears similar to a legitimate request. Likewise, requests made via fax or phone will closely mimic a legitimate request. This particular scenario has also been referred to as the “Bogus Invoice Scheme,” “Supplier Swindle,” and “Invoice Modification Scheme.”


Business executive receiving or initiating a request for a wire transfer The email accounts of high-level business executives (CFO, CEO, etc.) are compromised. The account may be spoofed or hacked. A request for a wire transfer from the compromised account is made to a second employee within the company who is typically responsible for processing these requests. In some instances, a request for a wire transfer from the compromised account is sent directly to the financial institution with instructions to urgently send funds to bank “X” for reason “Y.” This particular scenario has been referred to as “CEO Fraud,” “Business Executive Scam,” “Masquerading,” and “Financial Industry Wire Frauds.”


Business contacts receiving fraudulent correspondence through compromised email An employee of a business has his or her personal email hacked. This personal email may be used for both personal and business communications. Requests for invoice payments to fraudster-controlled bank accounts are sent from this employee’s personal email to multiple vendors identified from this employee’s contact list. The business may not become aware of the fraudulent requests until that business is contacted by a vendor to follow up on the status of an invoice payment. We know that this is not a typical Road Warrior article. But we believe it is important that the word gets out so that our members are aware and are taking steps to protect themselves and their businesses. The link for this FBI Public Service Announcement can be found at https:// The link also includes a section on Suggestions For Protection, which includes a list of self-protection strategies. We encourage you to read the entire FBI Public Service Announcement and make your employees, suppliers and customers aware of these scams and to start taking the steps for protection.


June 2017



Brazil: a market back on the upswing Early last month, the debut of the EXPOMAFE show in Brazil brought an estimated 30,000 visitors to the São Paulo Expo Center. This inaugural international machine tool show focused on the usual advances in manufacturing technology in the areas of automation, robotics, additive, hybrid, integration and multitasking, measurement and quality control, plus lots more. The 200,000-SF exhibition hall was sold out and more than 50 AMT member companies were exhibiting. The message was clear: Brazil is back! After several years of suffering with a dismal economy, culminating with negative growth in 2015 and 2016, Brazil is on the rise again. Oxford Economics, IMF, and Deloitte all foresee growth in 2017 and beyond. In the words of José Velloso, Executive President of ABIMAQ (AMT’s counterpart organization in Brazil), “The crisis is behind us, and after nearly three years without investment, the business community knows they

need to update their lines to begin recovering productivity earnings and competitiveness.” For me, a better indication than the economists and association ED CHRISTOPHER executives is Vice President the word from Global Services the machine tool builders themselves. Based on numerous discussions on the show floor, the overwhelming feedback was positive: the first quarter of 2017 was robust with inquiries, quotes, and some orders. It was the best quarter of activity for most since the beginning of Brazil’s economic downward slide. So the folks with the boots on the factory floor agree with the experts in terms of the recovery - a nice validation.

The basics for demand are there. Manufacturing represents about 12 percent of Brazil’s GDP. Industrial production is focused on becoming more efficient, requiring more investment in automation and advanced technologies. Brazil is still in the top 10 globally for auto production and this industry sector is expected to grow by 11 percent in 2017. They are also the leading supplier of auto parts in South America with more than 600 companies engaged in parts manufacturing. As for aerospace, Brazil remains the third largest aircraft manufacturer in the world. Embraer is dealing with billions of dollars in backlog as 29 airlines in Europe alone operate their jets. Brazil’s aerospace exports are expected to exceed $6 billion in 2017 (source: AIAB). Electronics, medical (more than 1,300 manufacturers),

3D printing overtakes Steel City 3D MANUFACTURING cont. from 1

combines both additive and subtractive capability. This is in line with the growing presence of hybrid machines at last year’s IMTS and other industry trade shows. Subsequently, there will likely be more traditional companies showing their equipment at 3D printing shows, and of course more 3D printing technologies coming to metalworking shows. A distributor also had a standalone booth that showed integration of many technologies, including additive manufacturing equipment. Additionally, it was the first public showing for Arcam and Concept Laser since their acquisitions by GE Additive. With GE recently opening its Center for Additive Technology Advancement near Pittsburgh, this could be another hint that the “Steel City” is becoming more like “Additive Manufacturing City.”

Inroads for industrial use On the show floor itself, I talked to numerous show attendees who had teams at RAPID to evaluate the technology and especially seek out emerging companies that could make a difference in their manufacturing operations. The message that I consistently heard was that the 3D printing technologies are maturing – there are more materials qualified, more stable

A listing of participating companies from the 2017 RAPID + TCT Show Honda North America Inc. Honeywell Hyundai Motors Intel John Deere Johns Hopkins University Johnson & Johnson Konica Minolta, Inc. Local Motors Lockheed Martin Medtronic Motorola Solutions NASA NBC Universal Nike Inc. Northrop Grumman Northwestern University Parker Hannifin Pratt & Whitney Procter & Gamble

and predictable equipment performance, decreasing costs of operations and much better interfaces to adjacent processes (software, scanning, inspection, heat treatment). It is clear that 3D printing remains a dynamic frontier in the world of

Learn more about AMT’s offerings in Brazil by contacting Achilles Arbex, General Manager, at

ON GOVERNMENT cont. from 2

Good companies to keep ... 3M Company adidas Air Force Research Laboratory BAE Systems, Inc. Bell Helicopter Boeing Caterpillar Inc. Converse Disney The Dow Chemical Company Estée Lauder FIAT Chrysler Automobiles FootJoy Ford GE General Motors Google Hallmark Cards

and wind energy ($19 billion of new investments committed through 2020) are expecting growth. Off-road and agricultural machinery should be strong as well. Now is the time to plant the seeds to capitalize on the Brazilian market as it begins its economic recovery. AMT’s São Paulo Tech Center has spent the last few years assisting members, honing skills, and developing services. Challenges became opportunities for thinking outside of the box and persistence has paid off. We are now poised to help you excel. Whether it’s market research, channel development, proxy hires, warehousing and order fulfillment, or import logistics and duty reductions, we can give you a local presence and the expertise to generate sales. Don’t let Brazil slip off your radar – it could be your next growth opportunity!

Reebok Ricoh Roland DGA Sanofi Pasteur Skullcandy Stryker The UPS Store, Inc. Thyssenkrupp Toyota Under Armour United Airlines U.S. Army U.S. Food and Drug Administration U.S. Department of Defense U.S. Department of Energy U.S. Navy Whirlpool Corporation Zimmer Biomet

industrial manufacturing. With more growth in materials and processes, and more companies looking for ways to leverage this dynamic technology, you can count on this market to continue its rapid expansion for years to come.

network of 14 institutes is reduced to nine by eliminating all five DoE institutes: semiconductors, advanced composites, clean energy smart manufacturing, emissions reductions, and energy productivity. The Manufacturing Extension Partnership program, which has offices in every state, also faces elimination. AMT was an early supporter of the legislation to establish the MEP program in the late 1980s. Since then the program evolved to focus on helping companies navigate the digital environment. The Association continues to advocate for best-in-class centers that offer low-cost, high-value resources for small and medium-sized manufacturers. The Advanced Manufacturing R&D Consortia and two advanced technology loan programs are also eliminated. With only two months until the August recess and a government shutdown/debt ceiling showdown looming in the fall, Congress must pull together to tackle some of the tough issues standing in the way of getting things done. Can it happen? Yes. Will it happen? Possibly. But right now, love is not in the air in the nation’s capital. Contact me at




June 2017


First interactions How about your salesman’s first interaction with a prospect? Whether it be over the phone, through email, or face to face in their office, does everyone on your team handle this first interaction the same way? I am not suggesting that they each should not have their own style, but I am insisting that they all have the same goal in mind. It is important to decide what the intent of that first interaction is, then define how it sounds and what it looks like. Our company feels that it is an opportune time to develop some level of rapport with the prospect. Perhaps you and your team will decide that this should be when the prospect sees your team as a strong technical resource.



Smart Manufacturing Experience 2018:

Boston event to speed smart technology in manufacturing

Defining your sales process: a key to success As a sales leader, have you ever been asked by a salesman to call on a prospect only days before the final decision on a purchase is to be made? Perhaps it sounded like this: “Chris, I am really afraid that the prospect is leaning toward buying from our competitor, but I think if I can bring you in to meet with the decision-makers, we can save the order.” If you are someone like me CHRIS WHITTAKER who has followed through Vice President on too many of these elevBusiness enth-hour calls, you have probDevelopment and ably learned that they rarely Marketing work. If it was truly a necesCleaning sary step in closing the sale, we Technologies should have been introduced at Group, Inc. some point much earlier in the process. The question is when we should have been introduced and with whom we should have met. Our company, like most, has documented procedures and process maps for everything from onboarding a new employee to entering a new machine order or authorizing a machine for shipment. Why would we not have a documented process for how we generate sales for our business? Here are a few examples for you to consider.


June 2017




Smart manufacturing is described as the next industrial revolution. According to the National Institute of Standards and Technology, smart manufacturing is defined as fully integrated, collaborative manufacturing systems that respond in real time to meet changing demands and conditions in the factory, in the supply network, and in customer needs. To help speed the inclusion of smart manufacturing technologies, SME and AMT have partnered to create a new kind of event - the Smart Manufacturing Experience, taking place April 30 - May 2, 2018, at the Boston Convention and Exhibition Center.

Why Boston? Qualifying leads What does the qualification step look like in your sales process? Our company has decided that the days are long gone for throwing as many quotes on the wall to see which ones stick. This is the critical step in our sales process. We want to understand if the prospect has a compelling reason to buy new equipment and what the impact is on their business if they don’t buy. It is obviously important to understand if they have money to spend, and how much, and if they can ultimately afford to buy from us. Lastly, we need to understand their decision-making process which includes who, why, how, and when. We believe that each salesman on our team should follow the same steps for properly qualifying new opportunities and we must practice and role play these steps regularly. We remind ourselves often that “Hope Island is not a place we ever want to visit because while it makes us feel good, we certainly do not get paid for visiting.”

Issuing proposals The last step is very important in our sales process: presenting our technical proposal to the prospect. At this point, we have invested the time and money in gathering the technical information, formulating a strategy to win, and preparing a proposal. What


follows is that we deliver and present the proposal. It was only after surveying our sales team that we learned that each salesman handles the delivery and presentation of our proposals differently. In our mind, all proposals should be delivered and presented the same way regardless of who the salesman or prospect is. Do you email it, print and deliver it in person, or send it via singing telegram? Who should be included in the presentation from our side and the prospect’s side? Should we push to have decision-makers included in that presentation or rely on our prospect to present our proposal to those folks in our absence? Do we want to be the first among those submitting a quote or the last? Is there an opportunity value threshold that dictates executive participation from our side? These are all important questions for each of us to ask our organizations in defining expectations for our sales processes. The sales process steps that I shared here may or may not be relevant to your business. Nonetheless, I would encourage you to work with your sales team to jointly define that process for your own company, and hold yourselves accountable for sticking to it.

Known as a “technology hub,” the Boston area has a reach to more than 410,000 manufacturing employees in the states of Massachusetts and Con-

The event highlights transformative technologies, which are improving speed and performance, such as:

necticut combined. Nearly 1.4 million more live within driving distance of Massachusetts. The area’s universities also contribute to some of the industry’s most advanced research. “SME and AMT created the Smart Manufacturing Experience to support manufacturers as they make the transition into the fourth industrial revolution,” said AMT President Doug Woods. “We saw the need for an event that prepares the workforce for what’s next in advanced technologies, connected technology, and automation.” “Experience” distinguishes this event from other trade shows in that it

additive manufacturing/ 3D printing

precision measurement/ 3D scanning

automation and robotics

advanced materials

the Industrial Internet of Things (IIoT)

precision machining

digital manufacturing

underscores the attendee’s opportunity to explore, discover and learn ways to implement new technologies back at the shop. Visitors can partake in hands-on, live technology demonstrations, active learning labs, collaborative technical workshops, and tours of best-in-class smart factories. Exhibitors are required to contribute content and presentations at the Smart Manufacturing Experience and must apply to participate. Companies

that can demonstrate a connection and application to smart manufacturing will be featured. Interested in exhibiting, speaking, advertising, or sponsorship? Visit for applications and to request more information. Have questions? Contact Bonnie Gurney at or 703-827-5277.

Did you know? THE IMPORTANCE OF SMART MANUFACTURING Fifty-four percent of respondents to a recent survey of manufacturing professionals said that manufacturing process improvement is the priority area for smart manufacturing in their company, with an approximate average spend of $397,711 for digital solutions.

Source: Manufacturing in the New Industry 4.0 Era, Tracking the Integration of Digital Solutions in the US Manufacturing Sector, February 2016

Vibrant manufacturing. Dynamic solutions. October 24-26, 2017 | Greenville, South Carolina

For additional information on how you can power up your sales team, contact

SOUTH-TEC 2017 is Selling Out FAST!


Reserve your exhibit space today.



Showcase your manufacturing solutions to decision-makers in the vibrant southeast region.

DECEMBER 5–7, 2017

George R. Brown Convention Center • Houston, TX REGISTER TODAY I WWW.SPACECOMEXPO.COM 800.733.3976




SOUTH-TEC® is produced by SME




June 2017


June 2017




Leadership Forums: Where future leaders bloom BY RALPH HEGMAN

Advisor Ralph Hegman LLC

Stay connected, attend D17 Gain the knowledge, inspiration and connections you need to create opportunities, build relationships and increase your success at AMT’s 2017 Distribution Summit, September 13-14, 2017, at the Ritz-Carlton, St. Louis, Mo.


he only event of its kind, D17 promises to enhance your business strategy with inspiration and insight from six extraordinary leaders: three industry experts, two sales and marketing specialists, and one incredible motivational speaker who has an astonishing story to tell. D17 opens September 13 with a networking lunch followed by the energetic, nationally-recognized speaker Bill Graham. In Likability and How It Pertains to Success in Sales, Bill shows you how to find your story and use it to say the right thing and find your “Wow!” message. Bill delivers concepts and tools that will help you and your team grow as leaders who inspire, motivate and get results. While Bill lays out how to say the right thing, Joe Thomas shares tactics on how to write the right thing in How to Focus on Customer Needs and Write Emails that Don’t Get Ignored. As the former mentee of Stephen R. Covey and the former Director of The Center for Conflict Resolution

at FranklinCovey, Joe understands the daily challenges sales professionals face. He’ll break down the sales approach and leave you with ways to zero in on your customer’s needs. AMT member Ralph Hegman, former owner of Hegman Machinery, past Chairman of the AMTDA, and current facilitator of AMT’s Leadership Forums will host a panel of builders and distributors discussing the ownership of data and how it can be used to better serve their mutual customers. David Burns, Principal and Founder of Global Business Advisory Services, will discuss the companies and products that are most successful in additive manufacturing. Laurie Harbour, President and CEO of Harbour Results, will give her forecast for key industries that utilize manufacturing technology. D17 concludes with author and inspirational speaker John O’Leary, who will rejuvenate your drive for success with Seven Choices to Ignite a Radically Inspired Life. With great storytelling and

More than 70 people attended AMT’s first regional Distribution Meeting last November at John Force Racing in Brownsburg, Ind. humor, he discusses how to push past any obstacle to achieve what is possible in life and business. After almost losing his life in a serious accident, John has turned his story into a message of finding possibility in the present and living boldly. “In this industry, it’s critical to stay abreast with the trends and share notes about product lines. I gained solid business advice and clarity in setting business goals from D15,” says Jeff Mayer of Jones Kinden Company. “This year, I am looking forward to picking up some brilliant ideas on builder/distributor relations from Ralph Hegman, who’s known for thinking outside the box. I am also very curious to see if you can make yourself more likable to increase sales and how to write an email that doesn’t get lost in cyber space.”

Connect at D17 There will be plenty of opportunities for networking throughout the conference agenda, allowing attendees a chance to catch up with old acquain-

tances and make new introductions.

Why attend? “At D17, I am looking forward to learning the latest in sales and operations to strengthen my company and U.S. manufacturing,” says AMT member Nick Shelton, Owner and Vice President of Sales & Marketing at Shelton Machinery and Concept Machinery. “The speakers were excellent at the Distribution Regional Summit last fall. I brought back new, easy-to-implement tactics and technology tips for my sales team.”

AMT gives special thanks to our D17 Connecting Sponsors, Royal Products and Tech Financial Group. Who will you connect with at D17? Register before July 31 to save $100 with early-bird registration. Conference details are at

As I write this, I am heading home from Tulsa, Okla., where we have just concluded an “Alpha Leadership Forum” meeting. (My group decided on this name with no help from me.) This meeting was hosted by Jeff DeLaughter, the president of Machine Tool Specialties and one of our Alpha members. Thanks to the forum, I spent the last two days with a terrific group of young businessmen and women. AMT Leadership Forums started up more than 15 years ago and were an important and a popular program from AMTDA. (Believe it or not, one or two of these original groups are still meeting.) The groups meet three times a year and are made up of eight to 10 bright young men and women who are in leadership positions at their companies. All forum groups are comprised of people from our industry, both distributors and builders. We meet to think, discuss and review business topics that are affecting our businesses. The subjects vary from meeting to meeting but they all have a common thread: how can we help improve our companies’ operations. The issues

can be current concerns or a looming problem, things that more than likely will directly impact their businesses. Our meetings run from noon until 6 p.m. on the first day and 8 a.m. until 1 p.m. on day two. At the beginning of each meeting we are given a facilities tour by our host. These walk-throughs help all of us to get a better understanding of the business and, of course, for the host to show off their special people and systems. Typically, on the first day we review our assigned homework from the previous meeting. The work is usually based on timely books or articles that are important to the group. In the past few years we have researched books and articles that covered subjects on distributor/ supplier relationships, sales compensation plans, creation of business strategies, managing conflict, the age of analytics, ops 4.0, when to change how you lead, how to keep pressure from turning into stress, and supporting your rookie manager. These topics promote thoughtful dialog and create familiarity with subjects that participants might not have otherwise considered. On day two we have round table discussions for anyone who wants to talk about a struggle or other issues, with some being straightforward and

INDUSTRY NEWS Hardinge hosted its annual Machine Technology Show (HMTS) June 6-8. Held in the company’s Elmira, N.Y. facility, the first day was dedicated to students for Local Youth Education Day, with the other two days featuring equipment demos, technical seminars, and prize giveaways. The event also featured an appearance by the Mitsubishi Solutions in Motion Mobile Showroom.

Visit AMTonline/GFMC for registration details

DMG MORI hosted a grand opening of its new 20,000-SF Houston Technology Center, which included demonstrations of its latest machines, as well as educational seminars and technical sessions. The center includes a spacious showroom, training and office areas and is in close proximity to the

easy and others complex and difficult to resolve. It’s interesting to note that during our forum kickoff meeting, everyone is mostly reluctant to share information about themselves and their business. They are reserved and understandably cautious, even though a basic tenet of the Leadership Forum is confidentiality. Whatever is discussed during our meetings does not leave our meetings; it’s an absolute. By the time our third meeting rolls around, the gloves come off and a transformation takes place. The feel of the meeting, the interplay and interaction have changed, and now there’s a bond, confidence and a sense of camaraderie. The meetings change from a basic exchange of ideas into trading personal experiences with an offer of thoughtful and helpful suggestions. Where do I fit in all of this? My role is straightforward: I facilitate the meetings. Because we rotate from one member’s location to the next, I provide continuity between meetings. I review each agenda to be sure all the bases are covered and they are complete and sent on time. When we get together, I work with the host to keep the meeting moving and everything on time. My qualifications for this role?

Perhaps my background as a start-up owner of a machine tool distribution company and having more than 40 years in distribution gives me some insight into the trials and tribulations associated with this crazy business. I cannot guarantee that “my leaders” always believe what I tell them, but I am confident that they listen and think about what is said because of their questions either that day or during the following meeting. A clear goal for me is to be a resource and to help each of these future leaders avoid some of the costly mistakes that I made during my career. If I can help just one navigate around a potential obstacle and instead move toward success, I will consider it a job well done. In addition to the Alpha group, we also have a second Leadership Forum that calls itself Prestige Worldwide. Just like the Alpha group, the participants in the Prestige group are smart leaders who are determined to make a difference in their businesses. They are eager to learn, add value and become effective leaders. I could not be more proud of everyone in both groups. They are amazing! If you have interest in the Leadership Forums, contact Steve Lesnewich at AMT –

company’s spare parts center in Dallas, which has more than $150 million in parts inventory. This year, Star Cutter Company of Farmington Hills, Mich., celebrates its 90th anniversary. Founded in 1927 by Howard B. Lawton and Frank Burgess, Star Cutter is a fourth-generation family-owned business and one of the oldest Michigan-based manufacturing companies. The company currently has more than 500 employees working in six facilities in the northern lower peninsula of Michigan. The company also has developed a number of partnerships with area community colleges. “We set out to develop a skilled workforce and over time have created viable operations that have supported (Michigan) communities,” said Chairman Bradley Lawton. “We believe in Michigan manufacturing and its future.” United Grinding has broken ground on its new North American headquarters in Miamisburg, Ohio. The new 100,000-SF facility will help the company improve its services to customers and expand its operations. As part of the headquarters expansion, United Grinding will close its Fredericksburg, Va., office on July 1 and move those services and employees to Miamisburg, consolidating all North American operations. The company plans to host a grand opening of its new facility on Nov. 3. Sandvik Coromant has appointed Nadine Crauwels as its new President. Crauwels' previous position was

Nadine Crauwels

Ed Morris

Vice President and Head of Customized Solutions and Strategic Solutions, and she has had roles in sales, product management and production introduction. She joined the company in 2000 and brings more than 22 years’ experience in the manufacturing industry to her new role. Ed Morris retired May 31 as Vice President and Director of America Makes, the National Additive Manufacturing Innovation Institute. In his role, Ed was responsible for leading and growing the institute into a national center of excellence for additive manufacturing. Morris joined America Makes in 2013 after a career in the aerospace industry that spanned more than 40 years. Rob Gorham was named as Morris's replacement.




June 2017

EASTEC – New England’s largest MT event Will your technology be on the 2020 Mars Rover?


There are more than 410,000 manufacturing employees in the states of Massachusetts and Connecticut combined. Last month, 12,635 of them attended EASTEC, New England’s largest manufacturing trade show hosted every other year by SME and co-hosted this year with AMT at the Eastern States Exposition in West Springfield, Mass. Manufacturing in the Northeast is diverse, with aerospace, medical, energy, and computer & electronics. It is estimated that there were 549 exhibitors, representing 721 companies, covering the sold-out-146,000SF floor space. According to the 2015 event, 78 percent of attendees have a role in purchasing decisions. Through exhibitions, complimentary conference sessions, educational seminars, industry keynotes, and a student section, EASTEC highlighted manufacturing ideas, processes and products that make an impact in the northeast region. “EASTEC has been a regular event for BIG KAISER since 1991,” says AMT member Chris Kaiser, Presi-

An estimated 549 exhibitors representing 721 companies filled the Eastern States Exposition center last month. dent/CEO of BIG KAISER. “The New England location is important for us, and it is always a great occasion to introduce new products to diverse industries, meet new buyers and connect with our existing customers.”

Exhibitors were arranged among five categories: •

Design, Engineering & AM/3D Printing Rapid Technologies

Tooling, Workholding & Machining Accessories

Automation, Quality & Process Improvement

Plant, Energy & Environmental Efficiency

Precision Manufacturing Equipment & Systems



The Association for Manufacturing Technology 7901 Jones Branch Drive, Suite 900 McLean, VA 22102-3316 Address Service Requested

Technology for the Mars 2020 Rover Manufacturers learned about how self-driving robots, with some parts made in Western Massachusetts, will explore Mars. The keynote speaker, Jordan Evans, deputy director for engineering and sciences at NASA, introduced NASA’s new Mars 2020 Rover, which will carry seven carefully selected instruments (from private companies) to conduct unprecedented exploration technology investigations on the Red Planet. To read about the companies that will make the high-tech gadgets, visit: https://

Student Innovation Tour EASTEC’s Student Innovation Tour welcomed several hundred students, who visited exhibitors and participated in hands-on activities giving them insight into careers in advanced manufacturing including the Rippl3d 3D-printed air-rocket challenge. Isabella Grassetti, a manufacturing engineer from AMT member Methods Machine Tools Inc., volunteered to assist students through the challenge. AMT Vice President-Smartforce Greg Jones worked with SME to host the Student Innovation Tour. AMT members exhibiting at EASTEC included Rippl3D, Haas HTEC, Gene Haas Foundation, Sandvik Coromant, Carl Zeiss, Mastercam, Festo and NIMS. The Gene Haas Foundation made a scholarship grant of $25,000 available to students from schools that attended the event.

“ is always a great occasion to introduce new products to diverse industries, meet new buyers and connect with our existing customers.” – Chris Kaiser President/CEO BIG KAISER

Sponsorship opportunities If you are interested in sponsoring a student challenge or helping with the Student Innovation Tours at WESTEC and SOUTH-TEC, please contact Greg Jones at 703-827-5203 or

Don't miss these upcoming events ... WESTEC and SOUTH-TEC AMT and SME are hosting more events in the near future – don’t miss your chance to get involved! WESTEC takes place September 12-14 in Los Angeles, and SOUTH-TEC will be held Oct. 24-26 in Greenville, S.C.

Exhibit Opportunities If you are interested in exhibiting at WESTEC or SOUTH-TEC, please contact Bonnie Gurney at 703-827-5277 or

Sponsorship Opportunities for Upcoming Student Events If you are interested in sponsoring a student challenge or helping with the Student Innovation Tours at WESTEC and SOUTH-TEC, please contact Greg Jones at 703-827-5203 or

AMT News - June 2017