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AMT - The Association For Manufacturing Technology

MARKET DATA REVIEW: USMTO graduates to a new face … p. 4

GLOBAL SERVICES: Russia revisited and

open for business … p. 7

PRESORTED FIRST CLASS MAIL U.S. POSTAGE PAID PERMIT #163 DULLES, VA

IMTS: From emerging technology at IMTS to main streets, Olli rolls into the D.C. region … p. 8

Visualize THE FUTURE

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

Market forecasts and tools for data analysis offer something for everyone Sales and business opportunities in the machine tool market are affected by many different national and global economic trends—the strength of the key manufacturing markets in which they sell the majority of their products, their level of diversification within these key markets, global competition, U.S. trade and fiscal policy, inflation rates—and the list goes on. Keeping track of all of this information is a challenge for anyone who is not an economist. Executives in the industry do not have the bandwidth to analyze every economic indicator, macro or micro economic trend to forecast the following year’s market conditions. Many have come to rely on the forecasts presented every year at MTForecast to help them in their business planning for the year ahead. In addition to machine tool business forecasts from nationally recognized economists and

|AMTonline.org

industry analysts, this year’s conference will again include educational tracks in business strategy, opportunity and data to help members better research and analyze industry data themselves throughout the year. The conference also includes Aerospace, Automotive, Medical and Oil & Gas industry forecasts, plant tours and many networking opportunities. “MTForecast is designed to help attendees develop better business strategies through economic forecasting, analysis of relevant market data, customer industry insights and networking with peers who share similar business challenges. Forecasts by highly respected economists and analysts—drilled down to the machine tool sector—enable executives to plan more confidently for the coming year,” said Chris Downs, director, Strategic Analytics, AMT. ... Continued on Page 6

|AMTnews |AMTonline |AMTinsight


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INDUSTRY NEWS UPCOMING EVENTS

For more information visit: www.amtonline.org/calendar/

September 11–12 D19 Distribution Summit Detroit, Mich.

October 2–4 MTForecast Cleveland, Ohio

April 1–5, 2020 The MFG Meeting Fort Lauderdale, Fla.

May 12–14, 2020 MT360 Santa Clara, Calif.

September 14–19, 2020 IMTS 2020 Chicago, Ill.

2019

AUGUST 21 Deadline to register for October 16 CMTSE online exam Online 27–29 Additive Manufacturing Conference + Expo Austin, Texas SEPTEMBER 9-11 MMS Top Shops Conference Cincinnati, Ohio Women in Manufacturing Summit 2019 Denver, Colo. 10 Manufacturing Tech Council Webinar: AI + Additive Manufacturing Online 16–21 EMO Hannover Hannover, Germany

24–26 WESTEC Long Beach, Calif. OCTOBER 9–10 AMT Show Committee Bourne, Mass. 15 Manufacturing Tech Council Webinar: Meta Materials in Manufacturing Online 16 CMTSE Online Exam Online 22–24 SOUTH-TEC Greenville, S.C. NOVEMBER 19 Manufacturing Tech Council Webinar: Cognitive Automation Online

WELCOME NEW MEMBERS IPM Precision Inc. Barrington, Ill. Primary Product: Workholding/Tooling

VKS - Visual Knowledge Share Binghamton, N.Y. Primary Product: Controls/ CAD/CAM/Software

YG-1 Tool Co. Vernon Hills, Ill. Primary Product: Cutting & Forming Tools

Pascal Engineering Inc. Arlington Heights, Ill. Primary Product: Workholding Devices

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2019

iTSpeex, LLC Mason, Ohio Primary Product: Controls/ CAD/CAM/Software

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Brought to you by: AMT - The Association For Manufacturing Technology 7901 Jones Branch Drive, Suite 900 n McLean, Virginia 22102-3316 703-893-2900 n AMTNews@AMTonline.org

EMAG Group, manufacturer of products for complete process chains for automotive and other manufacturing industries including both soft and hard machining, recently received the Axia Best Managed Companies award. Cosponsored by consulting firm Deloitte, the German weekly business news magazine WirtschaftsWoche and the Federation of German Industries (BDI), it is given annually to exceptionally well-managed SMEs. EMAG invests in the development of new production solutions that are crucial for the production of tomorrow’s products, such as electric cars, and it is also working on the digitalization of its machines with Industry 4.0 solutions. www.emag.com The board of directors of intelligent factory automation solutions provider Fastems Oy Ab has appointed Mikko Nyman as its new CEO. The former CEO, Tomas Hedenborg, will continue as an advisor to the board of directors, and support Nyman in his new role until the end of the 2019. Nyman has worked at Fastems as a business unit vice president since the beginning of 2017 and as deputy CEO since the fall of 2018. Prior to those posts, he was Fastems’ CFO since 2014. Before joining Fastems, he worked in financial management within international industries and IT. www.fastems.com

Alison Zhang, president of Hardinge Asia, announced that Hardinge has opened its first customer-centric office in India on July 4, 2019, in Bengaluru. The office is located in Peenya, in western Bengaluru, which is the hub of many machine tool companies, both Indian and foreign. The office will serve customers for milling, turning, grinding, and work-holding solutions in machine building, aerospace, aviation, mold & die, Tier 2/3 precision automotive component manufacturers, and the medical industries. Hardinge will support customers with technical expertise from local trained application and service engineers backed by a worldwide pool of technical experts. www.hardinge.com Hexagon’s Manufacturing Intelligence has broken ground on the construction of a new expansion project in Novi, Mich. Slated for completion in the fall of 2019, the 88,000 SF building will house a technology showroom, a technical training center and a 15,000 SF laboratory and calibration hub. Expanding Hexagon’s presence in the midwest, the Center of Excellence will serve as a cornerstone to support advanced manufacturing in the region. Hexagon will consolidate all of its Manufacturing Intelligence businesses in the greater Detroit area into a central location, which includes MSC Software, Production Software (formerly Vero Software), Q-DAS and its metrology solutions portfolio. www.hexagonmi.com

AMT NEWS Andy Kuchinski Director, Marketing & Communications

ADVOCACY Amber Thomas 571-216-7448 athomas@AMTonline.org

Gail McGrew Writer

BUSINESS DEVELOPMENT Travis Egan 703-827-5222 tegan@AMTonline.org

Kristin Bartschi Managing Editor Cesar Sosa Art Director Ashley Park Graphic Designer Submit company news articles to: AMTonline.org/membercms

ECONOMIC/MARKET TRENDS Pat McGibbon 703-827-5255 pmcgibbon@AMTonline.org

Integrated solutions provider and metal additive manufacturer SLM Solut ions recently opened a new application center in Shanghai to support its continued growth in China and the greater Asian market. The new facility has four selective laser melting machines and includes equipment to represent the supporting process-chain to an SLM build, including post-processing capabilities, a metallurgical lab and bestpractice examples for powder storage and operation. Expanded capacity for calibration equipment, spare part storage, and a growing customer support team will allow the company to continue its growth in the region. More than 100 customers, industry contacts, and local government representatives attended the opening. www.slm-solutions.com Manufacturing technology leader Yamazaki Mazak Corporation has announced that President Tomohisa Yamazaki will become the company’s chairman while Vice President Takashi Yamazaki has been named the new president. The transition, which will take effect June 24 and coincides with the company’s 100th anniversary, is the result of a long-planned leadership evolution designed to position the company for continued growth while cementing its ability to provide support to manufacturers around the world. www.mazakeu.com Methods Machine Tool s, I nc. ha s announced the opening of a new Precision Center in Acton, Mass. The center is the first of its kind in North America for precision machining where customers can conveniently test and prove out challenging parts. The center will enable manufacturers to arrive at the most accurate and efficient machining solutions for complex components, saving them costly trial and error in their operations. The center offers a state-of-the-art, stringent climate-controlled environment that monitors and maintains temperature, air pressure and humidity within the space at all times. To maintain complete environmental stability, the Precision Center features a secured airlock entrance and exit. For ultimate machining stability, the building has one-meterdeep isolation pads with vertical and horizontal steel reinforcements. www.methodsmachine.com Walter AG, parent company of Walter USA, has appointed Richard Harris as the new president. Harris brings years of experience in tool production and in strategic supply management. He has held various management positions for the parent company Sandvik since 2002. Most recently, Harris led the Powder and Blanks Technology division within Sandvik Machining Solutions. While there, he advanced the strategic and operative development of supply management. www.walter-tools.com

EXHIBITIONS Apply for space at IMTS 2020 Peter R. Eelman 703-827-5264 peelman@AMTonline.org Bonnie T. Gurney 703-827-5277 bgurney@AMTonline.org Mark Kennedy 703-827-5220 mkennedy@AMTonline.org

GLOBAL SERVICES Ed Christopher 703-827-5296 echristopher@AMTonline.org

MTCONNECT® Russ Waddell 703-827-5258 rwaddell@AMTonline.org

MANUFACTURING TECHNOLOGY Tim Shinbara 703-827-5243 tshinbara@AMTonline.org

SMARTFORCE DEVELOPMENT Greg Jones 703-827-5203 gjones@AMTonline.org

INDUSTRY ENGAGEMENT meetings@AMTonline.org AMTonline.org/meetings

STRATEGIC ANALYTICS Chris Downs 703-827-5259 cmdowns@AMTonline.org

MEMBER SERVICES Kim Brown 703-827-5223 kbrown@AMTonline.org


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INDUSTRY NEWS

Minding the gap: how hiring veterans combats the technical skills shortage BY STEVE CASEY VICE PRESIDENT, CLIENT SOLUTIONS AT ORION TALENT The global talent crunch is becoming more evident than ever in the manufacturing industry. A recent report reveals that the U.S. manufacturing industry may reach a shortfall of 2.4 million workers by 2028. For the United States, the report attributes much of the labor shortage of skilled workers to an aging population. Trade schools are also producing fewer graduates annually. Job Openings and Labor Turnover data from the Bureau of Labor Statistics tells us that as of April 2019, there were 7.4 million job openings. Another recent survey reveals that among these openings, the jobs employers are struggling to fill the most are mid-skilled roles that require training, but not always a four-year college degree. WHY VETERANS? As the VP of Client Solutions at Orion Talent, I have clients come to me every day asking how they can best position themselves against increasing labor shortages and quit rates. My answer, proven time and again, is to hire veterans. They come with world-class technical training, including four to 12 years of technical experience and training, with military backgrounds as highly trained electronics, electrical, and mechanical technicians. They have also worked under some of the most stringent standards and compliance protocols that exist, such as in the Navy with nuclear power systems. Accustomed to working in stressful situations, veterans are safety conscious and are used to working autonomously, as well as within a command structure. MILITARY TECHNICIANS IN FIELD SERVICE Companies across the country are leveraging military talent for all kinds of field service positions, including technicians, specialists, and engineers. Over the last 30 years, Orion has matched more than 6,000 veterans with field service careers across most major industries. In the first half of 2019, we’ve hosted more than 250 companies interviewing for these types of positions. While military technicians are well suited for nearly every type of field service and field engineer position, veterans are also excellent in maintenance, quality assurance, engineering, and technical lab roles. They are hired heavily into industries including capital equipment, energy, oil & gas, medical, semiconductor, building and environmental controls, power distribution, machine tools, food, automotive, and many others. Many are hired as maintenance supervisors, production supervisors, and plant engineers. Among the many companies partnering with Orion Talent to hire military technicians for field service roles are Siemens USA, Aggreko, HSB, Atlas Copco, Ingersoll Rand, Honeywell, GE, Mazak, Stiles Machinery, Rigaku Americas, and many others. BENEFITS OF HIRING MILITARY Companies that hire technical military talent enjoy many benefits. Improved retention is an important one that directly combats high quit rates. According to Orion Talent’s Veteran Hiring Survey: Exploring the Bottom-line Value of Hiring Veteran Talent, when asked what makes veterans such highly desirable job candidates, 67 percent of employers reported higher retention rates among veterans. Companies also comment on the discipline and reliability of military hires, as well as how quickly they make an impact, because they are able to hit the ground running without a steep learning curve. Many companies have promoted military technicians into lead roles, training roles, and manager positions. Writing about our Veteran Hiring Survey, Mike Starich, CEO of Orion Talent explains, “With over 200,000 people leaving military service each year and about half of those looking to enter the

Marcus Crotts tribute BY WILLIE EICHELE PRESIDENT, CROT TS & SAUNDERS On June 8, 2019, the machine tool industry lost a legend in Marcus B. Crotts. Marcus and his partner, Charlie Saunders, founded Crotts & Saunders Engineering in 1956 in his hometown of Winston-Salem, N.C. Over the past 63 years, Crotts & Saunders has forged a name as one of the finest machine tool distributors in the country. Marcus was as passionate as anyone could be about manufacturing and that passion didn’t stop with just the business. Marcus was a past chairman of the American Machine Tool Distributors’ Association, international director of the Society of Manufacturing Engineers and involved heavily in the National Center for Science Education and the Professional Educators of North Carolina. On top of all that, Marcus was a PE (Professional Engineer) and very active in the National Society of Professional Engineers. Marcus’s industry awards and recognitions are endless, but two that really stand out are the Joseph A. Siegel Service Award from SME and the Albert W. Moore Leadership Award from AMT in 2016. I recall vividly his Albert W. Moore acceptance speech at the MFG conference in Arizona. He spent more time educating the audience on how wealth is only acquired through making things and how we all need to remain committed to manufacturing than he did enjoying the accolades. Always first class! Not sure where he found time, but in addition to his industry career, Marcus was a lifelong active member of the First United Church of Christ, and was passionate about flying, license plate collecting, and jogging. Only 7 years ago, when he was 81 years old, the city of Winston-Salem did a television program on Marcus and his continued passion for jogging. There he was, up at 6 a.m. jogging down the street, with the camera crew driving next to him and documenting his morning routine. The man was truly a one of a kind! For those who had the pleasure of personally knowing Marcus, there’s no doubt you’ll never forget his signature bow tie and his consistent answer to, “How are you doing?” “Fair to middling.” He was known in the industry for sending handwritten notes to almost everyone he met. Marcus will be greatly missed by many in the industry, but by nobody more than his wonderful wife, Margo, and the rest of their family. Marcus was a pro at everything he did and always operated with the highest integrity. It’s an honor and privilege for my partners and me to have the opportunity to keep Crotts & Saunders moving forward for years to come.

private sector, veterans represent a viable opportunity for companies to get ahead of the talent crunch.” Starich continues, “Our survey shows that once companies are introduced to veterans, they are quick to engage them. Not only do veterans consistently achieve higher performance ratings, many have leadership experience in intensely challenging situations that go far beyond most civilian experiences.” COST OF VACANCY The cost of a vacant position in any company, according to the Society for Human Resource Management (SHRM), is six to nine months of an employee’s salary, based on recruiting and training costs. However, one large compressor manufacturing and service company reported that the overall cost of turnover of a compressor service technician was $75,000. This included manager time and overtime for other employees to cover the work. Multiply this number by the number of openings and the cost is enormous. THE BOTTOM LINE Veterans are a powerful asset, and military technical talent quality is second to none. Veterans across the United States are advancing workforce capabilities and productivity with their skills, experience, commitment, focus, and drive.

For more information about recruiting veterans, visit https://bit.ly/32GkxPD


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MARKET DATA REVIEW

USMTO graduates to a new face at 21 BY PAT MCGIBBON CHIEF KNOWLEDGE OFFICER In 1996, AMT and AMTDA agreed in principal to build an industry-wide market data program, with both suppliers and distributors reporting their order activity. Two years later and after thousands of hours of development and testing, USMTO posted its first data sets in January 1998. The program has had rebuilds, additions, adjustments, and updates during the past 21 years but nothing like what is occurring now. Earlier this year, the Economics & Statistics Committee initiated two significant changes. The first was the introduction of new product classifications in the lathe and machining center categories. The second is a complete rebuild of the USMTO website, from user-interface through reports, to be introduced later this fall. USMTO CATEGORY CHANGES AMT produces USMTO with the guidance of marketing experts, analysts, and sales executives who sit on the Economics & Statistics Committee. At their direction, product codes for NC horizontal lathes, vertical machining centers, and horizontal machining centers have now been enhanced to incorporate additional machine attributes. The committee members and AMT staff would like to commend those who were impacted by the changes to these categories. Thanks to you and AMT’s Christopher Chidzik – USMTO program manager – the transition went off without a hitch. We learned much about how to make similar changes in the future and were pleased that many of the individuals shared shortcuts and tools they built to implement the changes. Mazak’s Matt Bain built a decision tree for determining where lathes would be classified under the new categories. Everyone on the Economics & Statistics Committee thought the tool was so useful that we decided to publish it here as a chart to assist others.

THOROUGHLY MODERN USMTO There are more dramatic changes in store for USMTO in 2019. In December 2018, AMT’s board of directors decided to fund a new, modern version of the program. Everything is new — the logo, user interface, data entry process and the data access process. What users will notice first are the improvements in the user interface. An example of the new look is in the graphic above. Additional pop-ups throughout the data entry process will provide information on industry and product codes. The program warns you when data on values, partners, or technologies that you are trying to enter or upload may be incorrect and to make changes. Navigating the new site will be more intuitive, and reports will be split between standard tables on USMTO.com and very flexible visualizations in the USMTO app in MTInsight.org. Key to the new development was a strategy to create USMTO in modules built on existing programs. This

greatly reduced programming time and cost. As an added benefit, software updates will occur automatically, and modules can be replaced as better alternatives come on the market without disrupting other elements of the program. If your interest is piqued about these changes and you would like to take a walk through the program and help AMT with testing the program before launch, please contact us. We have a limited number of testing spots for each of our testing groups. If you are interested, please contact me at pmcgibbon@amtonline.org or call 703-827-5255.

You can send those ideas, tools, or questions to me at pmcgibbon@AMTonline.org or call 703-827-5255.

Decision Tree

USMTO Product Categories YES

</= A2-6: 3541.526 >/= A2-8: 3541.527

DOES LATHE HAVE B-AXIS?

NO

DOES LATHE HAVE Y-AXIS?

YES

NO

</= A2-6: 3541.562 = A2-8: 3541.564 = A2-11: 3541.566 = A2-15: 3541.549 = A2-20: 3541. 554 > A2: 3541.560

DOES LATHE SUB-SPINDLE?

YES

NO

YES

</= A2-6: 3541.522 >/= A2-8: 3541.523

NO

</= A2-6: 3541.571 >/= A2-8: 3541.572

ARE 2 SPINDLES EQUAL HP?

</= A2-6: 3541.561 = A2-8: 3541.563 = A2-11: 3541.565 = A2-15: 3541.549 = A2-20: 3541.554 > A2-20: 3541.560


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SMARTFORCE

Philanthropy alone can’t fix student loans BY GREG JONES VICE PRESIDENT, SMARTFORCE DEVELOPMENT By now, I’m sure that everyone has heard about the billionaire philanthropist Robert Smith, who pledged, during his commencement speech, to erase the student loan debt of the 2019 graduating class of Morehead State University. A noble and jaw-dropping gesture as far as the graduates were concerned. In addition to a $1.5 million pledge to the university that Smith had already announced, it’s estimated that the total grant pledge could approach $40 million. “On behalf of the eight generations of my family that have been in this country, we’re going to put a little fuel in your bus. This is my class, 2019. And my family is making a grant to eliminate their student loans,” Smith said in his remarks. “I know my class will make sure they pay this forward ... and let’s make sure every class has the same opportunity going forward, because we are enough to take care of our own community.” Now, don’t get me wrong. I think that this is a noble thing to do and encouraging students to pay this forward is commendable, but let’s do some math and look at the big picture. Smith pledged $40 million to pay off the student loans of 398 graduates. On average, that’s a little more than $100,000 in student loan debt per graduate in the 2019 class. That’s just Morehead State.

Can we agree that the real problem that needs to be addressed is the entire breadth and scope of the student loan debt issue, not just the debt of 398 students? In total, there is more than $1.5 trillion in outstanding student loan debt held by more than 44 million Americans. Ten percent of all student loan debt is held by people in

their fifties as a result of either carrying student loan debt from college throughout their lives, taking on student loan debt on behalf of their own children, or both. In 2018 alone, colleges and universities awarded an average of 1.8 million bachelor’s degrees and 750,000 master’s degrees. Most of those students will graduate with student loan debt averaging about $37,500 per student. On average, that’s $28 billion in additional student debt each year.

Federal policy requires a good hard look at the affordability of a college and university education. We require a reset on career and technical education as a viable choice again for many students. We need a refocus on apprenticeships. The 2020 presidential campaign trail will be rife with ideas about how to fix this issue for our nation. Let’s hope that we can come up with solutions that will ease the student loan debt burden for students already saddled with debt and provide other pathways for the next generation of students. Shortly after Smith’s graduation speech at Morehead State, Burger King announced a sweepstakes in which the company would pay off up to $250,000 in student loans. That’s a nice marketing and public relations gimmick, but not among the real solutions our country’s next generation needs to launch their lives and careers.

For more information or more frequent updates about Smartforce Development, contact gjones@AMTonline.org or follow @GregoryAJones on Twitter.

ON GOVERNMENT

Be a manufacturing advocate BY AMBER THOMAS VICE PRESIDENT, ADVOCACY & COMMUNICATIONS Use your voice this August recess to support your company and your industry. Congress adjourns in August so that lawmakers can return to their home states and districts to connect with their constituents. AMT encourages our members to take advantage of this opportunity by reaching out to your elected officials on the issues that matter to your company and the manufacturing community. Campaigns are already heating up. As a constituent, it shouldn’t be difficult to get your official’s attention. Tips for visiting your members of Congress during the August recess: • Call your legislators’ offices NOW to make an appointment. Email works too. • Include the number of people participating and what issues you want to discuss. • Be patient and flexible. Business often comes up unexpectedly. Your congressperson may be late or need to reschedule. • Don’t be disappointed if you meet with staff. It’s a great opportunity to educate and build a relationship. Staff play a vital role in decision-making. An effective visit should include the following components: • Be prepared with information on your company and how it fits into the manufacturing sector.

Most policymakers are not up to speed on the transformation that’s occurred in manufacturing. • An explanation of the issue(s) and what you want the decision-maker to do about it. • One or more personal stories illustrating why the issue is important to you and your community. • A request for a commitment: “Will you support manufacturing on the issues that are important to us?” • Don’t forget to follow up with a thank-you letter. There are many policy issues impacting manufacturing companies, their workers, customers, and families. However, there is limited time to address them. On the front burner for AMT: • USMCA – Urge your lawmakers to fast-track approval of this important trade agreement. • Infrastructure – There is bipartisan support for an infrastructure package. Ask your legislators to work across the aisle to come up with a compromise that both sides can agree on. • Manufacturing funding – Tell your congresspeople that it’s important to keep the focus on strengthening manufacturing by providing adequate funding for programs that help build the future (ex. apprenticeships, Manufacturing USA, MEPs, basic research, advanced technology adoption.) • Trade – AMT supports a fair and open global

trade environment and policies that level the playing field for U.S. manufacturing. The impact of restrictive export control, visa, and tariff policies should be carefully considered before implementation. • Tax – It’s not too early to discuss the importance of extending full expensing of capital equipment purchases (bonus depreciation) beyond the expiration date. A recent study by the Tax Foundation found a significant negative impact on capital equipment spending if the provision is not extended. • Smartforce – Convey the importance of modernizing our education system by supporting: nationally recognized standards and credentialing on new manufacturing technologies, apprenticeship training, K-12 STEAM programs, community colleges, and new skills training/retraining.

If you need help setting up your visit, contact information, or more on the issues, shoot me an email at athomas@AMTonline.org.


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TECH SPOTLIGHT Tech Trends Bits

Visualize the future with MTForecast ... Continued from Page 1

BY STEPHEN L AMARCA MANUFACTURING TECHNOLOGY ANALYST Welcome to Tech Trends Bits! This is the section of AMT News where I pull the interesting articles from Tech Trends, one of the MTInsight apps that every member can access! Tech Trends is an aggregate of news, research, and industrial roadmaps to track the latest transformative technologies. Along with my short blurb, you’ll find a bitly link that will take you directly to the article in reference! TECH NOLOGY! Let’s take a look at a few things you may have missed in the past month or so … TWENTY-FIVE TECHNOLOGY TERMS EVERYONE SHOULD KNOW In this industry, there are a lot of terms thrown around where people have a general idea of what they mean or have different interpretations of them. Terms like artificial intelligence (AI) or machine learning come to mind. This article is here to set you straight. It may even inform you of some terms you may have heard, but had no idea what they meant! Some of the IT terms in the article are helpful, but the “Systems and Tools” section is especially useful. https://bit.ly/2xY3tqn RENAULT F1 TEAM HEADS TO THE FINISH LINE WITH JABIL 3D PRINTING SUPPORT As we all know, one of the hottest trends pushing the envelope of technology is additive manufacturing (AM). Do you know what the ultimate proving ground is for pushing the envelope of technology? Motorsport! Especially Formula 1 (F1)! Check out how Renault F1 is working with Jabil Additive to cross the line faster. https://bit.ly/2y4fiet THREE ADVANTAGES OF USING PULSED LASER WELDING FOR MOLD REPAIR Here’s an article from Modern Machine Shop weighing in on the advantages of pulsed-laser welding over the more traditional tungsten inert gas (TIG) welding. Compared to TIG welding, pulsed laser-welding technology is said to enable faster overall mold repair time while maintaining higher metal hardness. Pulsed laser welding technology that has been popular in Germany for decades, is gaining acceptance here in the United States as an option for mold repair. https://bit.ly/2Y8Bdvy

To access Tech Trends, login to or register for an MTInsight account at www.MTInsight.org

FOR UPCOMING ANSI B11 AND ISO MACHINERY SAFETY MEETINGS, GO TO www.b11standards.org Contact Dave Felinski, B11 Standards, Inc., at dfelinski@b11standards.org for updated information.

“We expect more than 100 companies and over 200 attendees this year, representing some of the largest machine tool builders in the country,” he added. For the second year, industry experts will share best practices, as well as practical tools for researching and analyzing market data to identify trends and new market opportunities to help develop data-driven sales strategies. These Strategy, Opportunity and Data educational sessions include a choice of presentations in each track to let attendees choose those sessions most relevant to their business interests. For example, the Strategy Track includes best practices for development of sales forecasts and market strategies. Data Track sessions explore ways to use market data more strategically to improve decision making, and the Opportunity Track focuses on ways to identify new opportunities in emerging and/or expanding markets. “AMT received very positive feedback when we introduced these new educational sessions last year, and they are ideal for market analysts, data analysts, and sales directors who regularly look at market data in their roles,” said Downs. Smaller companies without dedicated market analysts will also benefit from learning how to research and utilize market data for more strategic market planning. They also have the added benefit of greater agility to react more rapidly to new market trends and opportunities they identify. “A key point of value of MTForecast is that it is specifically targeted to machine tool builders and their business needs. This is the lens through which presenters— including national economists—view and break down the data and forecasts they discuss. There is no other single conference that brings together this quality and specificity of market data and analysis for this sector. Whether it’s industrial production forecasts, trends in energy prices, or new materials being used in the aerospace industry machine tool companies will learn how it is likely to affect them in the next 12-24 months,” said Pat McGibbon, chief knowledge officer, AMT. FORECASTS BY INDUSTRY LEADERS Forecasting economic trends is a complex process, and MTForecast includes three leaders in their fields. Mark Killion, CFA, director of U.S. industries, Oxford Economics, will look at a variety of economic data and trends and extract the information most relevant to

the machine tool sector. He will forecast U.S. machine tool orders and growth rates in the context of broader economic factors such as the strength of the overall U.S. economy, strength of the labor market and other factors. On the manufacturing side, he will look at the strength of business fixed investment, capital goods orders, industrial production forecasts for manufacturing and growth in industrial production of machine tools. Well known industry analyst Steve Kline, chief data officer, Gardner Business Media, will forecast machine tool consumption in 2020 and discuss the highlights of Gardner’s annual capital spending survey. Kline will forecast spending by machine type, plant size, region and industry to help attendees better plan, budget, and manage expectations for the coming year. Alan Beaulieu, president, ITR Economics, will forecast growth in the machine tool market and discuss how the 12-month pressure curve (rate of growth) will affect machine tool sectors differently. His analysis will help prepare companies for allocating resources and planning strategically around the growth or contraction patterns likely in their respective sectors. Market Outlook presentations in the aerospace, automotive, medical, and oil & gas markets will review each of these key markets individually in terms of projected growth, market and technology trends, global competition and other factors important to the machine tool industry. The conference also features additional workshops on data, marketing and sales. An industry panel will feature three job shop owners who will share the trends, challenges, and opportunities that they are currently facing. Plant tours this year include Jergens and Fredon Corporation. Jergens manufactures 80 percent of its tooling components, fasteners and hoist rings in their 130,000 SF Cleveland facility. Fredon Corporation provides contract manufacturing of precision parts to companies in the aerospace, electronics, machinery and equipment, medical, nuclear, and transportation industries. The conference takes place October 2-4, 2019, at the Hilton Cleveland Downtown. Register for the conference at MTForecast.com.

Learn more at MTForecast.com


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GLOBAL SERVICES

Russia revisited and open for business BY DR. PAUL FREEDENBERG CHAIRMAN AND CHIEF EXECUTIVE OFFICER, TRADE CONSULTING GROUP THE RUSSIA MARKET AMT’s Hubert Sawicki was recently in Moscow for the Metalloobrabotka show, which is Russia’s primary machine tool exhibition. After a five-year hiatus from AMT participation in the show, it was time to revisit the market and lend support to the more-than-a-dozen AMT members exhibiting their wares. His impressions were somewhat surprising and generally positive. The 2019 show had a net exhibition space of 456,000 SF with 1,186 exhibitors and attracted more than 35,000 visitors from 33 countries. The AMT exhibitors expressed satisfaction with the show and the local market potential. Russia is still the world’s 10th largest consumer of machine tools ($1.8 billion in 2018) and imports account for almost 80 percent of that. The most successful American manufacturers exporting to Russia have succeeded through the proper selection of channel partners, something AMT can assist with. It is no secret that Russia is less prosperous than before the sanctions. From its peak in 2014, machine tool consumption has decreased by 22 percent. However, the main industrial sectors using manufacturing technology have large investments planned that represent opportunities for AMT members. The civil aerospace industry is projected to see growth through 2021. There is a multibillion-dollar program to increase production facilities for all types of transportation (rail, sea, and road). As of 2018, a strategy has been adopted to greatly increase local production to supply the automotive industry with parts and components, and large incentives for foreign investment to build modern cars, including EV and autonomous. A massive program has been launched to modernize Russia’s power generation through 2024 which includes large turbine production. In 2018, the largest factory investments in Russia were in electric motors, HVAC, chemical, metalworking, civil engineering, medical, electronics, and machine building. Finally, there is a technology development program with a large budget for subsidies and preferential credit set aside for buying machine tools of a higher technical class. SHOULD YOUR COMPANY DO BUSINESS IN RUSSIA? Members have expressed concern about exporting to Russia due to uncertainty and excessive export controls. The export control regulations certainly are confusing and occasionally seem contradictory. But, many exporters’ concerns are unfounded. That is not to say that exporters to Russia need not be particularly cautious. There is no substitute for knowing the identity of the end-user of your product and the end use to which it is likely to be put. Exporters should stay current with the latest news and developments concerning Russia, due to inherent political risks and the possibility that either presidential or congressional attitudes toward Russia could change dramatically in a very short time. Actual export control policy changes would be reflected in statements posted on the Commerce Department’s Bureau of Industry and Security (BIS) website. Relevant information may also be found on the Treasury Department’s Office of Foreign

Assets Control (OFAC) website. Sanctions enforcement policy is shared between these two departments. While it is possible to navigate the uncertain waters concerning exports to Russia, key factors in your calculation are subject to the political winds and could change accordingly. The Russian government could embark on a new, aggressive foreign policy. Congress or the president could react with sanctions against Russia, or even with new parameters imposed on previously legitimate and licensed exports. To further complicate this,

President Tr u m p hase x p r e s s e d disagreements with Congress over the proper targets and technical parameters for export controls to Russia, with the president wanting to ease sanctions and Congress expressing a desire to make existing sanctions even tougher. To date, the compromise between the White House and Congress has been to impose sanctions against particular individuals or entities, rather than to impose them across a broad list of technologies and products. That results in the sanctions being narrow in scope, catching individuals and their businesses rather than broad categories of products and technologies, as is the case with most non-Russian export controls. IS YOUR PRODUCT SUBJECT TO EXPORT CONTROLS? The technical performance parameters for exports to Russia are listed on the Commerce Department’s Bureau of Industry and Trade (BIS) website. The website also includes the blacklisted entities and individuals to whom exports are forbidden. For exporters, the problem with this “entities list” approach is that it is not always clear or easy to determine the degree of ownership of these targeted individuals. That is an intelligence task that is difficult to carry out. The sanctions regulations state that you cannot export to any company owned by blacklisted people named by the U.S. government. But 50 percent, or more, is the criterion for ownership, and it is up to the exporter to ascertain that degree of ownership, not the U.S. government. HOW TO LEARN MORE AMT may have useful information on the ownership question, and we will do our best to obtain the relevant information for you. There are also established

For further information on the local market conditions and in-country assistance, contact Hubert Sawicki of AMT at hsawicki@AMTonline.org. For assistance with export licensing and sanction issues, contact Paul Freedenberg at phf0217@gmail.com.

consulting companies who provide such ownership data for a fee. The important thing is for you to be able to demonstrate to a government investigator or auditor that you made a good faith effort to obtain that data and that you did not bury your head in the sand if, and when, suspicious information b e c a m e available.

Here are the broad areas that are prohibited for business interaction: • Anyone on the entities list and any business in which blacklisted individuals have more than a 50 percent interest are prohibited. • Certain types of microprocessors that have military application, deep-water and artic drilling, and some types of oil pipeline equipment are also problematic. • Obviously, anything that has to do with supplying the military or Russian space program is not allowed. This last prohibition did not prevent Boeing from entering into a cooperative manufacturing project to machine inexpensive Russian titanium for U.S. and Russian commercial aerospace. Thus, it is possible to work out business deals that profit both sides, as long as the military is not involved, and the U.S. government is well informed about the details of the business arrangement. As a general rule, most types of machine tools to non-military and non-sanctioned entities are likely to be licensable. Current export control laws allow export to Russia if you are careful and undertake due diligence, although it may take longer than usual due to the scrutiny and caution of the U.S. government’s licensing process. Visit the Bureau of Industry and Security website for more information: www.bis.doc.gov.


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EXHIBITIONS

From emerging technology at IMTS to main street, Olli rolls into the D.C. region BY PETER R. EELMAN VICE PRESIDENT & CHIEF EXHIBITIONS OFFICER Our IMTS emerging technology partner, Local Motors by LM Industries, known for 3D-printed mobility solutions, continues to make strides around the world. LM’s Olli, the first co-created selfdriving, 3D-printed, electric shuttle vehicle that debuted at IMTS 2016 and operated at IMTS 2018, is now shuttling people in another pilot program in the Washington, D.C., metropolitan area: Joint Base MyerHenderson Hall, in Arlington, Va. The Joint Base is adjacent to Arlington National Cemetery and includes dozens of buildings. Olli’s route makes stops throughout the base, offering access to frequented buildings such as the library, dining hall, community facility, chapel, health clinic, and child development center. The base was selected as the most viable use-case scenario for the self-driving shuttle as part of LM’s series of fleet challenges. LM has set up “fleet challenges” in the United States,

where municipal governments and organizations from selected cities submit potential use cases for self-driving shuttles, which LM then fulfills using its Olli shuttles. Other fleet-challenge locations include California, Georgia, Central Europe, and Australia. In the D.C. area, Olli is also operating at National Harbor, a 350-acre multi-use waterfront development with major hotels, entertainment venues, shops, and offices, one of which boasts LM’s corner storefront sales and demonstration facility. Open to the public Monday through Friday, 1-5 p.m., LM offers a chance to learn about Olli, vehicle technology, additive manufacturing, and sustainable, accessible transportation. From LM’s location, Olli traverses a 1.26-mile loop within National Harbor, providing scheduled rides to

potential clients, government officials, and industry representatives per its Maryland permit. Public rides are slated to begin later this summer. Year to date, Olli has given rides to 400 passengers in National Harbor. The success of Olli is a reminder that the rate at which emerging technologies are entering the mainstream marketplace is rapidly accelerating. At IMTS 2018, the Emerging Technology Centers featured the digital thread in subtractive and additive manufacturing. Today digital manufacturing is pervasive throughout our industry, and as such, will be part of the IMTS 2020 marketing theme: Digital Manufacturing. Implemented.

LONG BEACH, A CITY WITH VARIED BUSINESS SECTORS The Long Beach Business Journal reports that the city’s economy is strong and stable, attributable to a diverse cluster of industries. It’s been a hub for aviation, aerospace, and oil since the early 1900s. More recently, automotive, medical, and high-tech industries have contributed to the city’s strength and stability. Aviation and Aerospace: Many aviation and aerospace companies operate in and around Long Beach Airport. Gulfstream employs approximately 800 workers in the city and performs maintenance and service on several models of its jets. Oil: Discovered in 1921 under Long Beach, oil remains a vital resource to the city, which sits on top of Wilmington Field. The largest oil field in the Los Angeles Basin and the third largest oil field in the United States, Wilmington generates revenue that is directed into infrastructure and maintenance projects. Automotive: Long Beach has been the headquarters of DENSO Products and Services Americas, Inc., a supplier of automotive parts and systems, since 1984. DENSO has invested nearly $3 billion in autonomous driving and safety technology in order to be well positioned for the future. Medical: Long Beach is home to several medical centers including St. Mary’s Medical Center with a robotics system and the Veterans Affairs healthcare system housed within California State University.

The centers rely on developments from local high-tech companies and small manufacturers.

To see a video of Olli operating at National Harbor, visit: http://bit.ly/2EY32jw.

WESTEC 2019

New Location: Long Beach, Calif. BY K ATHY K. WEBSTER AMT EXHIBITIONS With more than 36,000 manufacturing firms employing 1.3 million people, California is among the fastest-growing manufacturing regions in the United States. Los Angeles has been home to WESTEC for the past few decades. However, this year WESTEC takes place in a new location: Long Beach Convention Center, Long Beach, Calif., September 24-26. The decision to move WESTEC to Long Beach was the result of research that found the geographic center of manufacturing had moved away from Los Angeles toward Long Beach. Not only is Long Beach more easily accessible to the majority of manufacturers, but the city offers affordability because parking, restaurants, and hotel costs are lower. Long Beach also has a more vibrant manufacturing scene. The Port of Long Beach is among the world’s largest shipping ports and the largest driver of the city’s robust economic activity. Produced by AMT and SME, WESTEC is one of the regional events in the Manufacturing Technology Series, which is tailored to each area’s specific needs. The regional show offers AMT members the chance to connect with the West Coast’s leading manufacturers. Why exhibit at WESTEC? • 70 percent of attendees are business owners, corporate executives, managers, or engineers • 77 percent influence equipment purchase decisions in their companies • 19 percent have equipment budgets exceeding $500,000

NEW AM PAVILION New at this year’s WESTEC is an Additive Manufacturing Exhibit Pavilion and a full-day Additive Manufacturing Seminar that will focus on the role of 3D printing in sustaining an innovative development culture. EXPERIENCE AND LEARN In addition to demonstrations of advanced technology in the exhibit hall, WESTEC features dozens of complimentary educational presentations including keynote addresses, technolog y workshops, and interactive knowledge bars. CNC machining, advanced materials, digital manufacturing, automation, robotics, 3D printing, and machine learning are among the new featured technologies. “At WESTEC, visitors and suppliers can talk face to face about specific challenges, and connect with colleagues,” says Bonnie Gurney, AMT director – industry partnerships. “The goal of WESTEC is to support the area’s manufacturers with the tools, tips, and knowledge they need to be competitive. You won’t want to miss the Golden State’s premier manufacturing technology show!” For more information on exhibiting, contact Bonnie Gurney at BGurney@AMTonline.org or visit www.WESTEConline.com. 


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Announcing a Department of Commerce Additive Manufacturing Trade Mission for AMT Members BY TRAVIS EGAN VICE PRESIDENT, BUSINESS DEVELOPMENT NOVEMBER TRADE MISSION TO EUROPE INCLUDES VISIT TO FORMNEXT AM SHOW IN FRANKFURT The U.S. Commercial Service, the trade promotion arm of the U.S. Department of Commerce’s International Trade Administration, is organizing an Additive Manufacturing (AM)-focused trade mission to France, Germany, and Poland, November 18–22. The German stop of the Trade Mission includes activities at Formnext in Frankfurt, the world’s largest global AM exhibition and conference. AMT and IMTS strongly support the trade mission and will be exhibiting in the U.S. Pavilion at Formnext.

France and Poland—with approximately 200 AM companies each—visits will include a presentation on the AM market by industry experts, site visits, and meetings with industry associations. The trade mission will take place November 18 –22, 2019. Costs are based on company size. Participation is limited and offered on a firstcome, first-served basis. Registration closes on August 13. Further information is available at https://bit.ly/2ZcQNrq.

MEET POTENTIAL PARTNERS IN GERMANY, FRANCE, AND POLAND U.S. trade mission participants will have the opportunity to meet with potential partners in all three countries and attend special presentations to learn about the latest AM market developments. This is an outstanding opportunity as EU firms are very interested in American AM products, and the European AM market is experiencing 15-20 percent annual growth. In all three countries, participants will have opportunities to present their technology to potential partners. Additionally, while visiting Germany—the leader in AM demand in Europe—participants can attend multiple events in conjunction with U.S. Partner Country activities at the show, including a special Standards Forum focusing on AM standard development. In both

LEADING GLOBAL AM SHOW—FORMNEXT The Formnext exhibition and conference, November 19-22, is another major opportunity for AMT members in the AM space. In 2018, this largest AM show included 632 exhibitors and 26,000 visitors from 32 nations. This year, the United States is the official partner country of Formnext. For the first time, U.S. companies can join a U.S. Pavilion. The U.S. Pavilion booth package includes free company and product directory listings, a speaking opportunity, and more. All U.S. companies will benefit from many promotional opportunities. The Department of Commerce’s Commercial Service will promote the U.S. companies and their products inviting foreign buyers to visit the U.S. companies’ booths. International Commercial Service trade specialists will provide counseling and assistance to the U.S. exhibitors on the show floor.

Formnext will showcase the multifaceted world of additive manufacturing across the entire range of materials—from polymers to metals—as well as every process step in state-of-the-art industrial production including series production. It will include exhibitors and attendees from a wide range of industry sectors including automotive, aerospace, mechanical engineering, medical technology, and electrical engineering. Both AMT and IMTS will be exhibiting in the U.S. Pavilion at Formnext, and we encourage AMT members to attend as well. Learn more about these opportunities at formnext.com or at export.gov/industry/manufacturing.

! NOW R E T S REGI A Manufacturing Technology Series Event SEPTEMBER 24–26, 2019

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ROAD WARRIOR

Stress and the salesperson The Event for Manufacturing Distribution

September 11-12, MGM Grand, Detroit, Michigan

WHAT IS DISRUPTING DISTRIBUTION?

AMT's Distribution Summit (D19) will address the future of distribution and the role of both technology and relationships. We invite you to join in our panel discussion with other builders, suppliers, and distributors of all sizes and regions.

OUR SPEAKERS

JUSTIN ROFF MARSH The Death of Field Sales

MATT CONWAY

Drive Action! How to Write Effective & Persuasive Emails

NICK KARAISZ

Change is Inevitable: Industry 4.0

DANIEL DISNEY The Ultimate Guide To Social Selling

REGISTER TODAY AT DISTRIBUTION19.COM

BY STEVE LESNEWICH VICE PRESIDENT, MEMBER SERVICES If you’re like me or any other salesperson, waiting in a lobby to see a customer, waiting to board a plane, or even just standing in line to order a Chick-fil-A, we fidget. There is so much on our minds about goals, sales, commissions, market share, will I get there on time, what’s for dinner, yada yada yada. It never ends. So what do we do when we’re in these situations? We click our ball point over and over and over again. If you’re really skilled, you spin a pen in your hand. You might bite your nails, or twist paper clips. I typically take out my smart phone, check for messages, put it back in my pocket and 30 seconds later look again. In fact, last week, waiting for a train to D.C., I must have looked at my phone at least five times in two minutes. I started laughing at myself. I mean really, it was 5:30 a.m. Who in their right mind would be contacting me? (except for maybe Pat McGibbon! I swear that guy doesn’t sleep.) Even so, I continued to look at my phone every few seconds. I just couldn’t help it. It’s a fact, if you’re in sales, you fidget. It’s a part of our life. According to medical research, we fidget in an effort to calm ourselves down. We’re trying to find a more relaxed, contemplative, maybe even mindful state of mind. We try to take our minds off something that is causing us stress. Things like, will I get the purchase order, will my service guy fix their problem, will my train be on time, all drive us to fidget. Most of the time we can’t just get up and walk around to calm down. If you’re in a conference room, forced to sit, thinking about what you have to do, you get stressed. When I’m in one of these situations, it’s almost impossible for me to listen to what’s going on. When I can’t listen, I miss a lot of important stuff and learn even less. Maybe, if we had a small item that we could hold in one hand to fidget with and not call attention to ourselves, we could be calmer, more focused, listen better, learn more, and contribute to the meeting. One thing that came to mind was an article in “Forbes.” The article was about the science of the spinner craze and how fidget spinners were one of the “must-have” office stress busting toys last December. It went on to say that physical movement, like spinners, can reduce stress and assist in cognitive activities such as thinking and remembering. Spinners have also been discussed on YouTube, Reddit, and almost all of the social channels. Even my nieces and nephews, according to their parents, have several spinners. They all said that when the kids are playing with their spinners, they are more relaxed, quieter, and less anxious. The problem with these toy spinners is that they’re big, ugly, noisy, and look like a mini ceiling fan. So, I needed to find a spinner that was not annoying, noisy, or too big, but still helped in reducing stress. Where to start my fidget spinner search? Google, where else? In 0.62 seconds, there were about 62,500,000 results. One spinner immediately caught my eye. It looked cool and seemed like the right fit. It was the precision WeFidget Mini Hand Spinner. This little bit of art/precision machinery is not your traditional fidget spinner. It is precision machined with a low profile, is super discrete, small (a bit larger than a quarter), extremely quiet and the spin is super smooth. There’s no vibration, because it spins on R188 high speed steel bearings for up to three to four minutes. Or, you can

change them out for ceramic bearings that allows for faster, longer, and even quieter spins. Mine has a premium obsidian black electroplated finish that looks very cool. It is perfect for any salesperson in our industry. Obviously, I had to get one ($14.95 on Amazon) and test it out. My first test was at my dentist’s office for my six-month cleaning. A tough test right? I sat down and played with the spinner. Before I knew it, I was in the chair and pretty relaxed. The next test was waiting for my wife, Mary Ann, on a bench while she shopped at T.J. Maxx. From past experience, I knew that this could take quite a while and I would never be able to sit still. I pulled out my mini spinner, spun it up, became mesmerized, and fell asleep. Pictures were taken and posted on Facebook. “Why can’t my husband enjoy shopping like this man?” My last test was this article. I could not focus or put a string of six words together. I fooled around with the spinner, and in a few minutes, I became relaxed, focused, and best of all, creative. Where the spinner didn’t help: watching the New York Yankees blow a four run lead to the lowly Cleveland Indians! In fact, I was surprised that I didn’t throw it through the TV! Imagine this. You’re in the middle of a meeting with your customer. You’re involved and participating, and your stress level is low because you’re spinning your mini hand spinner below the desk where no one can see. The customer asks you some technical questions regarding a project. Without thinking, you put the spinner on the table and pull out the information. Your customer sees it and has to ask about that very cool looking black thing. No need to be embarrassed, you hand it to him and let him experience the precision and cool feel of your mini spinner. He’ll give it a go, and in all likelihood will want one for himself. At under $20, that’s an easily justifiable expense for you, and just maybe, you have a customer for life. Bottom line: Does the mini hand spinner reduce my stress level? Yes. Does it help me to relax and focus? Yes. Is this something that I will probably get bored with? Knowing myself, most likely. Another way to for a salesperson to reduce stress is by learning better ways to communicate and be engaged with their customers. The upcoming Distribution Summit – D19 does just that. The more engaged you are with the customer, the less stress for you because you know that you have everything in control. D19 is where you can learn about “Building a new path to your customers.” It will be held at the MGM Grand in Detroit, Mich., September 11-12, 2019. Learn more, and register for this great event at distribution19.com. We hope to see you there.

Contact Steve Lesnewich at slesnewich@AMTonline.org


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SOLUTION OF THE MONTH

By failing t o prepare, you are preparing to fail. –Ben Franklin Where are the economy and the MT market going? BY KIM BROWN DIRECTOR, MEMBER SERVICES To quote AMT’s Chief Knowledge Officer, Pat McGibbon, “The U.S. manufacturing landscape continues to grow, albeit at a slower pace. This development, in conjunction with concerns about trade policy impacts on exports, points to a decline in manufacturing technology orders in 2019 over 2018.” The question that you need to be asking yourself is … WHAT IS MY COMPANY DOING TO PREPARE? At a recent meeting I attended with AMT members, we discussed the current state of our businesses and our growing concerns over the uncertainty in the marketplace. We all experienced the downturn in 2008, but have we learned anything from that time? Have we been riding the wave of success and forgotten that what goes up must go down? As Ben Franklin once said, “by failing to prepare, you are preparing to fail.” Preparing for success in an uncertain marketplace requires asking the right questions. Here are a few points to consider when planning for changing market conditions: DO I HAVE A CONTINGENCY PLAN(S)? Some members have multiple plans dependent upon many factors. Has your company conducted a risk assessment and identified areas of weakness? Your plan should cover the scenarios identified in the risk assessment but also include other possibilities. What if there are supply chain issues or weather emergencies? Trigger points also need to be identified. When does the plan go into action, and who makes those decisions? DO I HAVE RECURRING REVENUE? If new orders aren’t coming in, do you have anything in place to maintain a steady revenue stream? Do you have service, parts, or applications engineering? In an economic downturn, companies will want to get lean and will turn to automation. Can you offer those services to your current customers? HAVE I RANKED YOUR CURRENT PERSONNEL? We have all hired (or tried to hire) skilled workers over the past several years to keep up with demand and the pace of our market. If and when the time comes, can you keep all your employees? Should you keep all your employees? Now is a good time to take a look at your company, team, builders, suppliers, and products. Are they competitive, productive, and innovative? There are always opportunities for your business during a downturn, and AMT is here to help identify them. Meeting, greeting, and building relationships with existing customers and partners will always be a good use of your time – no matter what the economic outlook is. You can call on AMT’s Member Services team at any time to discuss what the future looks like for your company, to help answer the questions listed above, or to review your existing contingency plans with our industry experts. AMT’s Distribution Summit (D19), September 11-12 in Detroit, is an opportunity for you to meet with experts, work on your sales strategy, and develop effective customer communications. MTForecast, October 2-4 in Cleveland, is the

most comprehensive economic outlook and forecast for our industry and can help you plan successfully for the future.

Email Kim Brown at kbrown@AMTonline.org.

Manufacturers have confidence that when they are working with a Certified Manufacturing Technology Sales Engineer (CMTSE) they are working with sales professionals who are the most knowledgeable and experienced in the industry and who can have a positive impact on their bottom line.

A CMTSE Knows ... accuracy standards,

additive manufacturing, automation & robotics, computer numerical controls (CNCs), coordinate measuring machines (CMMs), cutting technology, industry-specific applications, machine design/ construction/components systems, machine tool accuracy, machining processes, manufacturing processes, metalforming technology, part run-offs, print reading and GD&T, quality control and in-process gaging, shop math and geometry, sales ethics and professionalism, temperature and environmental considerations, workholding technology, workpiece materials. Now, more than ever, qualified industry sales professionals should take this opportunity to become a CMTSE.

For more information and to register today, visit www.CMTSE.org.


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October 2–4, 2019 | HILTON CLEVELAND DOWNTOWN

Visualizing the future WITH MTFORECAST

At MTForecast, industry outlooks and economic forecasts deliver insights into the trends and opportunities that manufacturers need to know. Workshops and panels with industry experts provide best practices for the MT industry, while networking opportunities allow you to share ideas with more than 200 other senior manufacturing executives and experts. The conference offers three key tracks for attendees – strategy, opportunity, and data – to allow attendees to focus on what matters most to their business.

DATA

Deep dive into data points to spot trends and improve decision making

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OPPORTUNITY

New opportunities in expanding markets and other yet-tobe explored possibilities

STRATEGY

Focused on sales forecasts, market strategy, and longterm business planning

Learn more at MTForecast.com Powered by

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AMT - The Association For Manufacturing Technology represents and promotes U.S.-based manufacturing technology and its members—those who des...

AMT News - July/Aug, 2019  

AMT - The Association For Manufacturing Technology represents and promotes U.S.-based manufacturing technology and its members—those who des...

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