AMT - The Association For Manufacturing Technology
The future of distribution
New technology and apps provide flexibility and fresh opportunities, but relationships are still paramount.
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Distributors are not immune to all the new technology buzzwords that are f loating around business conversations these days—big data, robotics, AI, the cloud—and, like everyone else, they are wondering how their roles and jobs might be affected. While distributors need to keep their eyes on new technologies, many will likely affect manufacturing processes more than the role of distributors. There is also strong consensus that the internet, despite the “disruption” it potentially poses to traditional sales relationships, has enabled many valuable new applications—online meetings, training, research, and videoconferencing to name a few—that can be used to
Despite disruptions being made by the internet, most distributors have a deep understanding of their customers’ manufacturing processes and deliver tremendous value to their customers, making their machine tools and processes more productive and profitable.”
complement traditional sales methods and relationships instead of replacing them. As distributors know, they are potentially threatened from both sides—end users buying directly from the internet, and OEMs selling direct over the internet. So far, the damage is minimal, and there is broad consensus and confidence among distributors that the value they provide their customers cannot easily be replicated by impersonal transactions on the internet. Distributors are not just selling machine tools, they are also educators and partners who understand the goal of manufacturers’ production processes. As Brian Mecca, director of sales at Royal Products, noted, “Despite disruptions being made by the internet, most distributors have a deep understanding of their customers’ manufacturing processes and deliver tremendous value to their customers, making their machine tools and processes more productive and profitable.” “Distributor salespeople have typically built up their relationships with their customers over years, earning their trust along the way, so these are strong personal relationships. Additionally, the distributor typically has a track record with many suppliers and will strategically
advise customers based upon previous experiences with particular suppliers and products. This is not something that can easily be replaced with internet transactions,” Mecca continued. Most distributors invest heavily in training and support, teaching their salespeople and applications engineers how the products work and where and how they should be applied. Getting to know and understand your customer is the key to delivering exactly what they need to further their business goals. “Everyone agrees that the future of distribution is going to be affected by the internet, but they also strongly believe that distributors are invaluable to
end users, because of the confidence they bring to the buying decision. Confidence and trust in the distributor comes from the history and strength of the relationship between them,” said Brooke Sykes, president and owner of Cardinal Machinery. The information that customers can get today on the internet can help them research products and solutions in the market and become
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INDUSTRY NEWS UPCOMING EVENTS September 11–12 D19 Distribution Summit Detroit, Mich.
April 1–5, 2020 The MFG Meeting Fort Lauderdale, Fla.
September 14–19, 2020 IMTS 2020 Chicago, Ill.
JUNE 17 AMT Show Committee Santa Clara, Calif. JULY 16 AMT Distribution Group AMT Headquarters
October 2–4 MTForecast Cleveland, Ohio
May 12–14, 2020 MT360 Santa Clara, Calif. SEPTEMBER 10 Manufacturing Tech Council Webinar: AI + Additve Manufacturing Online
Abtex Corp., a manufacturer of customized, integrated machine/ brush deburring solutions for the manufacturing industry, has announced that John De Leon has joined the company as a business development manager. “This is a new position created to focus on sustainable company growth through continued outstanding service of existing customers along with expansion into new markets,” said a company spokesperson. “Everyone at Abtex shares the same goal—to provide excellent products and services to customers,” De Leon said. “This is what has gotten the company to its current industry leadership and what will help us reach the next level. I am looking forward to working with this first-rate team.” www.abtex.com C.H. Hanson has announced changes to its sales management structure and personnel. “Based on strong growth through the industrial channel on both Palmgren and C.H. Hanson branded products over the past several years, the company has hired two regional managers to oversee their national team of industrial manufacturers reps,” said a company spokesperson. Patrick Laabs, based in Detroit, Mich., will manage the Eastern United States, and Ramon Aguilar, based in the Naperville, Ill., headquarters, will oversee the Western United States. www.hanson.com
11–12 D19 Distribution Summit Detroit, Mich. 16–21 EMO Hannover Hannover, Germany 24–26 WESTEC Long Beach, Calif.
AMT Technology Issues Committee OCTOBER Wichita, Kan. 2–4 MTForecast Manufacturing Tech Council Webinar: Securing Industry 4.0 Cleveland, Ohio Online 24 CMTSE Online Exam Online AUGUST 21 Deadline to register for October 16 CMTSE online exam Online 27–29 Additive Manufacturing Conference + Expo Austin, Texas
15 Manufacturing Tech Council Webinar: Meta Materials in Manufacturing Online 16 CMTSE Online Exam Online 22–24 SOUTH-TEC Greenville, S.C.
WELCOME NEW MEMBERS Rossi Machinery Services, Inc. Ashland, Ohio Primary Product: Sales and Service Pat Mooney, Inc. Addison, Ill. Primary Product: Sales and Service
Scarlett Machinery Inc. Grand Rapids, Mich. Primary Product: Sales and Service
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Senior Sales Director of EriezUSA Dave Heubel has announced that John Klinge has been promoted to the newly created position of director, strategic sales-aftermarket. In this role, Klinge will head Eriez aftermarket business, which includes the company’s service, repair and spare parts departments. Klinge will be responsible for developing key sales strategies, tactics, and action plans to expand all facets of Eriez’ aftermarket business. www.eriez.com Prima Power Laserdyne, LLC, a manufacturer of industrial laser systems, has appointed Dominic Rickard to western regional sales manager for the LASERDYNE product line. Mark Barry, vice president of sales and marketing, said, “Dominic will be responsible for sales in the
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AMT NEWS Amber Thomas, Vice President Advocacy & Communications Andy Kuchinski Director, Brand and Marketing Gail McGrew Writer Kristin Bartschi Managing Editor Cesar Sosa Art Director Ashley Park Graphic Designer
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Submit company news articles to: AMTonline.org/membercms ADVOCACY Amber Thomas 571-216-7448 athomas@AMTonline.org BUSINESS DEVELOPMENT Travis Egan 703-827-5222 tegan@AMTonline.orgECONOMIC/ MARKET TRENDS Pat McGibbon 703-827-5255 pmcgibbon@AMTonline.org
Western United States. Dominic is a strong addition to the sales team. His industry experience and knowledge of laser processes will be an asset in assisting customers with their laser processing needs.” www.primapower.com Suhner has moved to a new marketing and sales office. Originally located in Buffalo Grove, Ill., the company’s new office is in Barrington, Ill. The new office is only 30 minutes away from O’Hare International Airport, a central location that allows Suhner to better serve its current and future customers. Mike Ricketts, regional manager of the machining division, said, “I feel that the new office offers a more professional environment. Customers can come into my office or sit down in the conference room and we can go through a presentation showing Suhner’s offerings. Likewise, they can come in with their own presentation and let us know what their needs are. The setup promotes open communication between the company and our customers.” w w w. su h ner.c om ZEISS Indust ria l Quality Solutions has opened a new facility for metrology services in Lake Forest, Calif., near Los Angeles. “ T h e s e excellence centers offer a solution-based approach for local manufacturers. The new location offers contract measuring services, support, training, and project management,” said Al Chiasson, vice president of applications, aftermarket and metrology services for Carl Zeiss Industrial Metrology, LLC. ZEISS offers metrology services in several other regional areas including Boston, Charlotte, Chicago, Detroit, Minneapolis, and Nashville. www.zeiss.com To help its customers overcome their toughest manufacturing challenges, UNITED GR INDING North America is holding a series of educational road-show-style events across the countr y. Known as the Road to Success, the events take place between April and October at community and technical colleges and manufacturing distributors in nine cities across the United States. The events include various presentations, as well as systems from STUDER, WALTER and UNITED GRINDING Automation Solutions. www.grinding.com GLOBAL SERVICES Ed Christopher 703-827-5296 echristopher@AMTonline.org
MTCONNECT® Russ Waddell 703-827-5258 rwaddell@AMTonline.org
Bonnie T. Gurney 703-827-5277 bgurney@AMTonline.org
MANUFACTURING TECHNOLOGY Tim Shinbara 703-827-5243 tshinbara@AMTonline.org
SMARTFORCE DEVELOPMENT Greg Jones 703-827-5203 gjones@AMTonline.org
Mark Kennedy 703-827-5220 mkennedy@AMTonline.org
INDUSTRY ENGAGEMENT meetings@AMTonline.org AMTonline.org/meetings
STRATEGIC ANALYTICS Chris Downs 703-827-5259 cmdowns@AMTonline.org
EXHIBITIONS Apply for space at IMTS 2020 Peter R. Eelman 703-827-5264 peelman@AMTonline.org
MEMBER SERVICES Kim Brown 703-827-5223 kbrown@AMTonline.org
MARKET DATA REVIEW
BY PAT MCGIBBON CHIEF KNOWLEDGE OFFICER Elsewhere in this edition of AMT News, there are summaries and articles on my outlook presented to IMTS exhibitors, Alan Beaulieu’s outlook presented at EASTEC, and Bill Strauss’s update presented to the MTForecast community. It really doesn’t make sense to give a fourth dose of the same news. 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. Rather than step into all the details behind the U.S. market situation, this m o n t h ’s article will look at some interesting
downturn in order s began in the first quarter of 2018 with a dramatic drop in Italian orders. German orders saw their first year-over-year decline in the third quarter of 2018. In the first quarter 2019, U.S. orders dropped by about 10 percent, the first significant decline in orders since the second quarter of 2016. The silver lining in these trends is that the EU and Asian markets led the downturn, and based on forecasts shared by 16 manufacturing technology associations across the globe, they will likely lead the upturn as well. If our Asian and EU peers are correct, an expansion in manufacturing technology markets in late 2019 and early 2020 in those regions should mitigate the impact of a downturn in our home market. In April, Oxford Economics released their expectations through 2022 to the 22 countries that collaborate on the Global Machine Tool
the various markets. As an example, 60 percent of all dollars spent on machine tools in the United States were to purchase lathes and machining centers, which is the highest percentage of the major markets. The second highest concentration for the two technologies was 34 percent in the UK and these technologies only represent 21 percent of the investment in machine tools made in Germany. AMT strives to collect data from myriad sources on our members’ products, supply chain, customer base and competitors so that we can
What’s happening in the manufacturing technology market— globally?
facts about the global manufacturing technology market. The U.S. market was not the first to peak and began to slip to lower totals quarter-over-quarter. The beginning of the global downturn in our market started in the second quarter of 2018. Discussions among peers at IMTS pointed to declining orders in South Korea and China on a year-over-year basis during the summer. This trend accelerated in the fall. Based on quarterly exchanges with our counterparts around the world, the EU
Forecast. Several interesting trends stand out in the report. Asia, which represents nearly 58 percent of the machine tool consumption in the world, is expected to consume a smaller percentage going forward. One very notable exception in that region is India, where Oxford is forecasting nearly a 30 percent increase in their global share of machine tool consumption to 4 percent. By comparison, the United States is the second largest market in the world with 11 percent and Germany is third with 9 percent. The forecast also points to Europe regaining two percentage points between 2017 and 2022 of the seven points lost in the past 10 years. Another interesting point that came out of peerto-peer exchanges during the April meeting at the China International Machine Tool show was the concentration rates of different technologies in
LATHES HES & M MACHINING AC CENTERS AS A % OF TOTAL MACHINE TOOL CONSUMPTION
help you better understand your markets. Whether the market definition is based on geography, technology, or industrial sectors, AMT’s analysts bring data together that help our members make smart, strategic decisions. We know a lot about manufacturing, but we can’t read your minds. Pick up the phone and give us a call, our team thrives on helping members. You can reach me at 703-8275255 or email@example.com or contact our new Director of Strategic Analytics Chris Downs at 703-827-5259 or firstname.lastname@example.org.
USTR increases Section 301 tariffs on Chinese imports; proposes new tariffs
The Trump administration reached a deal to lift tariffs on steel and aluminum imports from Canada and Mexico in a move that could put the three nations closer to ratifying the USMCA trade deal to replace NAFTA.
BY AMBER THOMAS VICE PRESIDENT, ADVOCACY & COMMUNICATIONS Since my last report, the U.S.-China trade negotiations that were widely expected to move forward suffered a serious setback. President Trump, unhappy with the progress, directed the United States Trade Representative (USTR) to increase tariffs from 10 percent to 25 percent on products covered by the September 2018 action resulting from current 301 investigation into China’s unfair trade practices. He also proposed a new round of tariffs if China refuses to honor commitments made over the course of the negotiations. Here’s a timeline describing what happened in May from Markets Insider: May 5: After apparent progress in talks, the United States accuses China of reneging on past trade commitments. The president threatens to raise tariff rates and to place
duties on another $300 billion worth of Chinese goods. May 10: President Trump follows through with those threats, increasing import taxes to 25 percent from 10 percent on about $200 billion worth of products from China. Negotiations stall, and the United States reportedly gives China a three- to four-week deadline for a deal. May 13: China retaliates against the U.S. by announcing it will raise tariff rates on $60 billion worth of American products on June 1. May 15: The president signs an executive order barring American companies from using telecommunications gear from foreign adversaries that officials declared a threat to national security. He also adds Huawei and dozens of other Chinese companies to the
U.S. “Entity List.” May 21: President Xi Jinping of China calls on China to begin a new “long march,” a potential signal that the country is gearing up for a prolonged fight with the United States. May 22: President Xi visits one of the largest suppliers of rare-earth elements in the world, located in Ganzhou, China. The move was widely seen as a reminder of the leverage China holds when it comes to minerals the United States relies on for a variety of goods, from jet fuel to wind turbines. May 23: Trump rolls out a $16 billion bailout program for farmers who have been hurt by China’s retaliatory tariffs on agricultural products.
The U.S. tariffs on metals have been in effect for nearly a year, with steel imports subject to a 25 percent tariff and aluminum to a 10 percent hike. Retaliatory tariffs from Canada and Mexico have been in place for nearly as long. AMT members should contact their members of congress and urge that they ratify the USMCA agreement.
The U.S. trade representative is seeking public comment on proposed additional tariffs of up to 25 percent on $300 billion worth of products from China. A public hearing will also be held. To be assured of consideration, you must submit comments and responses in accordance with the following schedule: Due date for submission of written comments.
Due date for submission of post-hearing rebuttal comments.
JUNE 17, 2019
JUNE 10, 2019
Seven days after the last day of the public hearing.
JUNE 17, 2019 Due date for filing requests to appear and a summary of expectted testimony at the public hearing.
The Section 301 Committee will convene a public hearing in the main hearing room of the U.S. International Trade Commission, 500 E St SW, Washington, DC 20436, that begins at 9:30 AM
For additional information, go to www.USTR.gov
The Future of Distribution HAS ARRIVED. ... Continued from Page 1 more informed about options, but it does not be diagnosed and serviced through digital diminish the value of the relationship with video applications, saving time and keeping the distributor, who truly cares about the operations running. That said, the younger generation is solution and the business outcome. using email—not to mention texting— to communicate more than previous TECHNOLOGY COMPLEMENTS generations ever did. Email has a more DISTRIBUTION There are already many ways that transactional, less personal feel, and does technolog y is complementing the not seem like the optimal vehicle for relationship between distributor and communicating empathy or building trust. end user. People can access and send Only time will tell how effective email is in information quickly over the internet building and cementing sales relationships. Distributors will have a chance to learn or on their smart phones, and they can videoconference or use online meeting apps more about new technologies, what to pay to make a presentation if an actual meeting attention to, and how to leverage current is not possible. In this respect, technology is applications to support sales and service at D19, taking place September 11-12, 2019 adding flexibility to relationships. Technology such as predictive analytics in Detroit. The summit’s theme, “Building can help both the end user and distributor, a New Path to Your Customers,” will diagnosing operational problems before address the future of distribution and the they happen and enabling equipment role of both technology and relationships in to be replaced or repaired just in time, building that future. Featuring many networking opportunities, thereby significantly reducing downtime. Additionally, some equipment problems can speakers who are leaders in their fields, a panel
discussion on The Future of Distribution, exhibits, and presentations from AMT executives, D19 will bring together more than 150 distributors, builders, and suppliers. “For Royal, much of the value at D19 is the networking opportunities. The deeper our relationships are with the professionals in our industry, the more successful we will be going forward. We come away from every event with a few actionable items that make our company more effective. We have implemented a number of programs and strategies that are directly related to things our team has learned at AMT events,” said Tom Sheridan, president of Royal Products. “Because many owners and executives also attend D19, it is an excellent opportunity to network with higher-level decision makers and talk about new ways of doing business— what I like to call change conversations—instead of a focus
on speeds and feeds,” added D19 speaker Matt Conway. An exciting roster of speakers will discuss new sales and marketing techniques, best practices in the field, and the latest trends and technologies in manufacturing, distribution, and sales. D19 is being held September 11-12 at the MGM Grand in Detroit. Register today at www. distribution19.com.
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AMT recognizes and congratulates twelve new CMTSEs In 2019, twelve CMTSE candidates passed the exam and earned their Certified Manufacturing Technology Sales Engineer (CMTSE) credential.
Defining a project
The test takers averaged 75.6 percent in the passing score during the most recent exam session raising the bar, for the standard passing rate.
BY GREG JONES VICE PRESIDENT, SMARTFORCE DEVELOPMENT In February 2018, Tim Shinbara, vice president of Technology at AMT, invited me to attend a meeting with him at the Office of the Under Secretary of Defense, Industrial Base Analysis & Sustainment (OSD IBAS). The team at OSD IBAS was working on a new skills competition designed to change perceptions about careers in manufacturing and elevate the level of technology currently taught in schools in CNC machining and welding classes. Pat McGibbon’s group of analysts at AMT had already provided OSD IBAS with the data that eventually would help support Presidential Executive Order 13806: “Assessing and Strengthening the Manufacturing and Defense Industrial Base and Supply Chain Resiliency of the United States.” Workforce development is a key component of that strength and resiliency. OSD IBAS began working with AMT to develop the competition project with 50-50 matching funding from the public-private partnership. AMT was tasked with bringing together “a coalition of the willing” made up of members and others who normally devote a great amount of attention to the education market in the United States in STEM, Career & Technical Education (CTE), community colleges, and universities alike. For some time in 2018, the project was stuck in neutral awaiting federal funding to be channeled through NASA to support the initiative. The funding came through at the very end of October. After that, industry partners came together quickly. A plan was set in motion during the holidays for NIMS to develop three things: an industry-recognized Five-Axis Machining Technical Standard, the design of a new five-axis machining + welding skills competition, and a part design for the event. The “surprise” part design for the proof-ofconcept rounds was a DNA strand, symbolizing that manufacturing is part of our DNA in the United States. In January 2019, the initiative shifted from neutral into overdrive, and by late April, ProjectMFG was born. The first competition was held near Auburn University with four teams from four different Alabama community colleges competing. The winning team walked away with a check for $5,000. Many of the team competitors qualify for SME Education Foundation scholarships and
additional cash prizes were awarded to teams as well. How is it possible to go from concept to execution in under four months? We have a tremendous number of AMT member companies and others to thank for that. The Competition Partners for ProjectMFG include OSD IBAS, NASA, The Gene Haas Foundation, Haas Automation, and The Lincoln Electric Company. The Technical Standards Partners include NIMS, Autodesk, Boeing, DMG MORI, Jergens, Inc., Fanuc, Mastercam, Vincennes University, and Sandvik Coromant. The Technology Partners, companies that provided equipment, tooling, materials and application engineering include: BIG Kaiser, Blaser Swisslube, Carl Zeiss Industrial Metrology, Haas Factory Outlet (HFO) Phillips, HFO Trident, Hoffmann Group, Hexagon Manufacturing Intelligence, Jergens, Inc., Jorgensen Conveyors, Mastercam, and TCI Precision Metals. The Education and Industry Partners include AMT, IMTS, SkillsUSA, SME, SME Education Foundation, Auburn University, Mississippi State University, and Louisiana State University. In May, a second ProjectMFG competition was held at Meridian Community College in Mississippi, and a third was hosted by LSU in Lafayette, La. Additional ProjectMFG competitions will be held in specif ic regions around the country in the fall of 2019, building off of the bench strength of the SkillsUSA National CNC Machining Championships in June, and then again in the spring of 2020. The “main event” for ProjectMFG will happen at the Smartforce Student Summit at IMTS 2020. For more information, visit www.ProjectMFG.com, follow @ProjectMFG on Twitter, and use the hashtag #ProjectMFG. For more information about Smartforce Development and additional videos and photos from ProjectMFG, follow @GregoryAJones on Twitter or email me at email@example.com.
CMTSE is the only nationally recognized accreditation of its kind that provides customers with trust that they are dealing with a qualified sales professional who is knowledgeable, experienced, and committed to the industry. We welcome: • Campbell S. Beasley, Jr., UNITED GRINDING North America, Inc., Va. • Rudolph F. Canchola, III, Mazak Machine Tools, Calif. • Thomas Connolly, DP Technology Corp., N.C. • Michael Flaherty, Mazak Corporation, Ky. • Teelin R. Henderson, Mazak Corporation, Ky. • Victoria Hicks, Fitz-Rite Products, Inc., Mich. • Kyle Klaver, Okuma America Corporation, N.C. • Jason W. Love, Mazak Corporation, Pa. • Anthony M. Maus, Hartwig, Inc., Miss. • Charles M. Sorensen, Action Machinery, LLC, Utah • Thomas Winkler, Hartwig, Inc., Texas • Brad O. Young, Hartwig, Inc., Colo. AMT values the support to the certification program of the proctors who assisted during the three-hour exams on February 20 and May 8. Among them: • Ken Buechel, Okuma America Corporation • Kelly Green, United Grinding North America • Chris Harris, CMTSE, Hartwig, Inc. • Craig Jung, CMTSE, Hartwig, Inc. • Richard McCauley, CMTSE, Mazak Machine Tools • Greg Papke, CMTSE, Mazak Corporation • Dan Parry, DP Technology Corp • Terry Peer, Mazak Corporation • Karen Silvio, Fitz-Rite Products, Inc. • Brian Toomey, CMTSE, Hartwig, Inc. • Jeremy Trout, Mazak Corporation • Tom Weaver, CMTSE, Action Machinery LLC The next exam will be held on: October 16, 2019 Registration deadline: August 21, 2019
Questions? Please contact Catherine Ross, Director of Education at 703-827-5291 or by e-mail at cross@AMTonline.org.
MTCouncil insights: digital transformation BY JOHN GALLANT EXECUTIVE PRODUCER, MANUFACTURING TECH COUNCIL While Jeffrey Immelt’s reputation has been wake up to the opportunities and threats of somewhat tarnished by GE’s recent financial digital transformation until after a so-called struggles, there’s no doubt that the industrial “scouting team” learned that IBM and some giant’s former CEO made remarkable high-tech startups were gathering data from progress during his tenure in GE’s customers to develop “novel embracing the concept of digital data-based services in sectors such transformation in capturing the as aviation and power.” power of emerging technologies The old adage is that you don’t hear to create new business the bullet that kills you and there’s a opportunities. GE is in the lesson in that for all companies, not midst of some difficult changes just manufacturers. Accustomed today, but its commitment to to monitoring and measuring ”Above all, CEOs should never digital is a critical success factor your company against traditional lose their nerve. A digital for GE moving forward in this competitors and comfortable in your rapidly evolving manufacturing hard-won niche, you won’t see the transformation is a long-run world. Manufacturing Tech threat from outsiders and emerging Council members saw clear digital companies that are greedily strategy. Without consistent evidence of this in the April eyeing your lucrative markets and backing, it’s hard to execute. webinar as a top GE researcher valuable customers until it’s too late. outlined how digital twins are (Think taxi and hotel companies, Business cycles come and go, improving product reliability, Uber and Airbnb.) redefining manufacturing, and I mmelt shares va luable but the future always lies ahead. creating new revenue streams. perspectives on the problems that CEOs should never need to These digital representations of keep manufacturing companies physical assets like jet engines from really committing to digital apologize for investing in it.” and wind turbines are a vital transformation—incumbency, talent, element of GE’s Digital Thread culture—and provides advice on how and its Industry 4.0 strategy. to make transformation a reality in Thus, it’s worth paying your organization. (Hint: Without a attention when Immelt speaks about digital transformation fully engaged CEO, you’ve got some very tough sledding ahead.) and the future of the manufacturing industry—which he’s “Above all, CEOs should never lose their nerve. A digital done, along with co-author Vijay Govindarajan in an MIT transformation is a long-run strategy. Without consistent Sloan Management Review article called “The Only Way backing, it’s hard to execute. Business cycles come and Manufacturers Can Survive.” How’s that for a grab-you go, but the future always lies ahead. CEOs should never headline? need to apologize for investing in it,” the authors write. “Digital transformation is no longer optional for “If industrial companies don’t continue to invest in digital industrial companies. The problem is it’s really, really transformations, they will create markets that either hard,” the authors begin. “… starting and sustaining a industrial rivals or digital natives will seize without much digital transformation in a manufacturing company? fanfare. It’s crucial that they transform themselves today.” That’s tougher than managing any other change This article offers hard-won wisdom that is recommended initiative – from total quality management, to Six reading for management teams and individuals trying to Sigma, to lean manufacturing – and believe us, we’ve drive awareness of digital threats and opportunities. The lived through or seen them all over the last three decades. piece lives behind a paywall on the MIT SMR site, but Becoming digital is a requisite for survival today.” nonsubscribers can read a few articles for free so give it a Immelt and Govindarajan explain that digital shot. Here’s the link: https://sloanreview.mit.edu/article/ transformation isn’t the same as “the digitalization of an the-only-way-manufacturers-can-survive/ existing business.” Rather, it’s about reimagining products Read and benefit. and services as “digitally enabled assets; generating new value from the interconnection of physical and digital For more information on the Manufacturing Tech assets through data; and creating ecosystems that make Council, visit manufacturingtechcouncil.com that possible.” Immelt is candid in saying that GE didn’t
Export controls: MPETAC update BY STEPHEN L AMARCA MANUFACTURING TECHNOLOGY ANALYST On May 14, 2019, the Materials Processing Equipment Technical Advisory Committee (MPETAC) met to discuss the latest matters in export control. The purpose of this committee is to advise the Office of the Assistant Secretary for Export Administration on technical questions that affect the level of export controls applicable to materials processing equipment and related technology. MPETAC covers articles, materials, and suppliers of metal-working equipment, numerically controlled machine tools, and robots. One of the committee’s ongoing goals is to integrate the control definitions between the Export Administration Regulations (EAR) and International Traffic in Arms Regulations (ITAR). Shaurabh Singh, AMT’s research engineer, presented MTConnect to an open session of the TAC. MTConnect is a machine-to-machine communication standard for retrieving process information from industrial equipment. It can be an important component of smart manufacturing (Industry 4.0) implementation for builders (OEMs), distributors (suppliers), and end-users. Next up was Steven Sampson who gave an insightful presentation on Boeing’s journey implementing smart factories. As an end-user, integrator, and innovator of information systems in support of their commercial aircraft business, Boeing is able to share elements of their Industry 4.0 initiative. At its current state, Boeing’s facilities with its 153,000 employees are considered smart factories. The TAC also heard from Richard Ashooh, the U.S. assistant secretary of Commerce for Export Administration. His update included a review of the Wassenaar Arrangement, Nuclear Suppliers Group (NSG), Australia Group, and Missile Technology Control Regime (MCTR) proposals. He also touched on other organizational updates and BIS initiatives, as well as an NPR program which aired that morning. The program covered export controls and trending technologies that could potentially require licensing. At the next TAC meeting on August 20, special guest, Pat McGibbon, AMT’s chief knowledge officer, will present an industry overview. This summary will include statistics, analysis, and insight into the state of the machine tool and manufacturing technology industry based on the association’s extensive data collection, expertise, and involvement with its member companies. To listen to the previously mentioned NPR program, visit: https://n.pr/2VCKmAk. For more information on the Bureau of Industry and Security Technical Advisory Committees (TAC) including a schedule of meetings, visit: https://www.bis.doc.gov/.
GLOBAL SERVICES NORTH (MANAUS AREA) • • • •
Motorcycles (Honda, Kasinski, Yamaha, Suzuki) Bicycles (Dorel /Caloi, Monark, Prince) Home Appliances (Brastemp, Electrolux, Elgin) Electronics (CCE, Flextronics, Evadin)
BRAZIL MANUFACTURING CLUSTERS PE
• Auto (Ford, Fiat, Baterias Moura) • Oil & Gas (Emerson, Tyco, Pentair, Dresser/GE) • Energy (Feralcom, WMF, Voith)
• Agricultural Equipment (Deere, MTZ) • Auto (Hyundai, Mitsubishi)
SOUTH • • • • • •
Precision Components (Eaton, MWM, Bosch) Die & Mold (Suspensys, Hassmann, Voelstapine) Machine Tools (Gühring, Welle Laser, Haas) Auto (GM, BMW, VW, Renault, Master, Suspensys) Trucks & Busses (NC², Agrale, Volvo, DAF/Paccar) Agricultural Equipment (AGCO, CNH, Jacto, Agrale)
RJ SAO PAULO TECHNOLOGY & SERVICE CENTER (SPTC)
• Precision Components (Grauna Aerospace, ThyssenKrupp, Cummins) • Die & Mold (Motopeças, Cinpal, Engrecom) • Machine Tools (Trumpf, Romi, Makino, Mazak) • Auto (GM, Fiat, Iveco, MAN LA, Peugeot-Citroen, Chery, Hyundai, Sany) • Trucks & Busses (MAN, MBB, Iveco, Ford) • Agricultural Equipment (CNH, JCB, Deere) • Aerospace (Helibrás, Embraer) • Oil & Gas (Petrobrás, Emerson, Vanasa) • Electronics (Samsung, Foxcom, Flextronics, ABB)
International collaboration highlights smart manufacturing at EXPOMAFE 2019 in Brazil BY MARIO WINTERSTEIN CEO - INTERNATIONAL BUSINESS DEVELOPMENT GROUP, INC. I have been doing business in Brazil for more than 50 years. I lived and went to school there and still visit at least twice every year. Every time I go back, Brazil surprises me. No matter how much I follow the news or talk with my contacts over the phone, once I am there, I realize I have missed something by looking at it from a distance. The recent EXPOMAFE 2019 (May 7-11) was in Sāo Paulo. This manufacturing technology trade show—with an area of 592,000 SF and attendance of 55,000 visitors— provided a glimpse of a new trend for the manufacturing industry in Brazil: collaboration. Traditionally, Brazilian companies have been individualistic organizations that kept their process technologies under lock and key. This is changing—and quickly. Most exhibitors included a large number of co-participants at their booth, demonstrating a team approach to providing solutions that benefit their common customers. The result was an astonishing exchange of experiences and knowledge that encouraged customer investment. This change in approach is welcome at this juncture of industrial growth in Brazil. After years of a shrinking economy, poor productivity, and high manufacturing costs, this new trend will allow Brazilian entrepreneurs to become more competitive by adopting shared technologies, emulating what the rest of the industrial sector is doing around the globe. VARIOUS FACTORS HAVE ALLOWED THIS TO HAPPEN: • A more stable government, with more clearly defined policies. Despite your political views, it is better to know what is in store for the future than to live with uncertainty and sudden changes every week. • Policies are moving away from protectionism. With the reduction, or even exemption, of import duties for certain capital goods, industry can adopt equipment and software that will put them on par with the rest of the world. • Providing incentives for adopting technology. Several industrial segments are now able to invest in smart manufacturing technologies while enjoying federal and state tax breaks. These industries include the automotive (Rota 2030 Program) and the die & mold industries.
• The IHS Markit Brazil Manufacturing PMI in the last six months is trending up. • A recent study by the Brazilian Confederation of Industry (CNI) of investment plans for the transformation of industry showed a definite trend in adopting digital factories and smart manufacturing technologies. EXPOMAFE 2019 provided a cross section of the key international players, eager to participate in the Brazilian market. Many of these global suppliers of manufacturing technology equipment already have some direct presence in Brazil. They are truly solution providers, and this is an important factor in their success. The Brazilian manufacturing industry is hungry for better, faster, and cheaper ways of producing components and final products, to become more competitive. Exhibitors showcased a variety of enhanced productivity ideas and tools that could be implemented right now! A good example of this was the Advanced Manufacturing Cluster sponsored by ABIMAQ, AMT’s counterpart organization in Brazil. As part of the cluster, industry groups, research centers, universities and technical schools created various teams, each with one technology segment in mind. They provided a harmonious demonstration of how these technologies can be implemented immediately, be they at a modern plant or at a facility with many legacy machines. An “Idea Park” venue presented a variety of topics that focused on practical ways of addressing issues on the factory floor. Attendees had the opportunity to hear Tim Shinbara, AMT’s vice president of technology, speak on “Transformative Technologies: Impacts to Manufacturing, Services, and Business Models” at the Idea Park and at a workshop at IMT – Instituto Maua de Tecnologia. AMT played an integral part in disseminating manufacturing technologies. The AMT/USA Pavilion featured members displaying their products and services, highlighting their capabilities to add value to the Brazilian
manufacturing industry that are unique, but also compatible with what the local industry needs to be competitive. The AMT Emerging Technology Center showcased PLC and Control manufacturers utilizing MTConnect, illustrating the possibilities for communications, integration, and interconnection of equipment and software. AMT also showed the power of partnerships by working with a large number of local technology companies and educational institutions with whom AMT has a long-established relationship: FACENS and Instituto Maua de Tecnologia. EXPOMAFE 2019 was a success by any measure. It performed better than the previous edition, with a larger crowd attending (+20 percent) and more floor space (+25 percent). The majority of exhibitors reported higher quality leads and inquiries, not to mention more orders taken on the show floor. If that does not make you want to include Brazil on your radar screen, I don’t know what will. It is not too soon to think about being part of EXPOMAFE 2021 and to figure out a way to engage in this somewhat hidden—but profitable—market. Make sure to reach out to resources that can help you take the proper actions to pursue this market. Don’t hesitate. Contact Achilles Arbex at AMT Brazil (aarbex@AMTonline.org) or Ed Christopher at AMT HQ (echristopher@AMTonline.org) today and let them show you the way.
Contact Mario Winterstein at firstname.lastname@example.org.
New England’s longest running and biggest manufacturing event
IMTS 2020 off to a flying start! BY K ATHY K. WEBSTER AMT EXHIBITIONS On May 14-16, thousands of manufacturers from the Northeast visited EASTEC at the Eastern States Exposition in Springfield, Mass. Both New England and the Exposition have a long and rich manufacturing history. In 1787, the first cotton mill in America was established in Beverly, Mass. In 1917, the Exposition Park hosted its first industrial conference featuring 122 of the nation’s foremost manufacturers. The four largest buildings at the Exposition hosted more than 736 companies. In addition to visiting booths and listening to keynotes, guests could partake in workshops, seminars, and knowledge bars on specific technology topics addressing additive manufacturing, automation, advanced welding, and big data. EXHIBITORS & VISITORS CONNECT I was impressed by the large number of machineshop groups crisscrossing the aisles, investigating equipment, and talking to booth reps. I asked several visitors what brought them to EASTEC. “We attend EASTEC to get ideas on how to increase cycle time whether it be by using better cutting tools, deburring tools, faster machine tools, or multi-axis machining,” said Nicole Humphrey of Maine Source Machining Company, Inc. “This year, we spent a lot of time looking at robotic arms for loading and unloading turning centers. If we can use technology to increase our output, it helps us and our customers.” Exhibitor Ralph Lazzara, the New England sales manager at Methods Machine Tools, Inc., told me, “Even though we had a small booth, attendee traffic was phenomenal. The FANUC RoboDrill Plus K model, which we engineered to change out tools and pallets, attracted a lot of attention. We collected more than 100 quality leads.”
BY PETER R. EELMAN VICE PRESIDENT & CHIEF EXHIBITIONS OFFICER ECONOMIC OUTLOOK Alan Beaulieu, president and principal of ITR Economics, presented Riding the Crest – Economic Outlook. Based on the U.S. Industrial Production Index, he forecasts a slowing rate of 0.5 percent for 2019 compared to the higher rate of 3.8 percent in 2018. He expects 0.7 percent in 2020 and two percent for 2021. Beaulieu foresees the industries of aerospace, medical, and defense to remain robust and areas of opportunity. STUDENT CHALLENGE EVENT Nearly 100 high school students attended the EASTEC Student Challenge. Ten80 Education provided stations on coding, electronics, component (propeller) design and testing, and two drone flight challenges. “From the enthusiasm on the show f loor to the crowded keynote presentations, the Northeast is committed to the future of advanced manufacturing,” said AMT director – industry partnerships Bonnie Gurney. “Mark your calendar for EASTEC 2021, May 11-13.”
Upcoming Manufacturing Technology Series Events: WESTEC 2019, Sept. 24-26 Long Beach, Calif. SOUTHTEC 2019, Oct. 22-24 Greenville, S.C. Interested in exhibiting? Contact BGurney@AMTonline.org
With 95 percent of the floor space sold, IMTS 2020 is making great strides. In May, we unveiled the initial IMTS 2020 floor plan and contacted exhibitors with their booth assignments. If you’re an exhibitor or received the May IMTS Insider e-newsletter, you may have noticed some of the changes that reflect the technology transformations and growth of our industry. • The plan consolidates the EDM Pavilion into the Metal Cutting Pavilion, which has been renamed the Metal Removal Pavilion. • The Additive Manufacturing Pavilion will occupy approximately 44,765 SF of floor space at IMTS 2020, which is 40 percent larger than at IMTS 2018 and triple the size of its debut at IMTS 2016. • The number of exhibitor booths in the Quality Assurance Pavilion, located in the East Building, grew from 90 to 144 in eight years. We anticipate an 11 percent expansion for a total of 128,975 SF at IMTS 2020. Interested in a behind-the-scenes look at how your exhibitions sales team arranges the booths? Watch the Puzzle Masters video and read its related article, released May 8, at IMTS.com/Insider/Puzzle. IMTS EXTENDS ITS STAY We’re thrilled to announce that we’ve finalized and signed contracts for IMTS to remain in Chicago’s McCormick Place through 2026, which marks 79 years that our show has called the Windy City home. GRATITUDE FOR OUR CHICAGO PARTNERS With this contract extension, we also have exciting news to share. Our partners, Choose Chicago and the Chicago hotel community, will make a substantial donation to the student STEM scholarships distributed by the Smartforce Student Summit at IMTS 2020. MORE GOOD NEWS FOR STUDENTS Additionally, the U.S. Department of Defense made a special announcement at EASTEC, the second regional show of 2019 in the Manufacturing Technology Series produced by AMT and SME. Adele Ratcliff, DOD director - manufacturing technology, stated that Project MFG: Next Generation Manufacturing Challenge will culminate in a national competition at the Smartforce Student Summit at IMTS 2020. I’m sure you’ll hear more about this nationwide event from my colleague, Greg Jones, AMT VP–Smartforce Development.
Building a learning organization BY PAUL VAN METRE, VICE PRESIDENT, MARKETING AND SALES, PROSHOP ERP Learning opportunities happen every day, whether it’s solving a persistent problem on a tricky job or figuring out a more effective way to perform risk assessment of a new order. Great companies build systems that are designed to learn from opportunities from both internal and external input. By developing a culture of continuous learning, companies can improve their performance, reduce cost, and ensure they become and stay market leaders. HERE ARE FIVE ESSENTIAL COMPONENTS TO BUILDING A LEARNING ORGANIZATION: 1. LEADERSHIP Company leaders must make learning a priority and instill the importance of learning from the very top of the organization. Let the entire team know that learning is fundamental to the long-term success of the company. Make sure that alignment and vision are shared with everyone in the company. Leaders also must be transparent with their failures and communicate that failure provides opportunities to learn and improve the systems of the company. Employees must feel safe in trying new things without fear of repercussions. 2. STRATEGY Learning must be a strategic initiative, with actionable steps to ensure learning happens each day. Learning doesn’t happen in a vacuum. There must be strategy for how learning will happen. 3. CULTURE The culture of the organization must prioritize the qualities of being open-minded, humble, eager to improve, learning from others, curiosity, sharing freely, and learning from mistakes. Without this culture, learning will not gain traction and permeate through the organization. Embrace the fact that learning makes each employee stronger, and the organization as a whole will move forward.
4. STRUCTURE The structure of the company must be compatible with rapid change. Reduced levels of hierarchy and mechanisms allow learning opportunities to thrive. Make sure that there are not barriers to learning or red tape that will prohibit learning outcomes to be spread widely within the company. 5. SYSTEMS The system is key to capturing and distributing learning opportunities. It must have the ability to capture tribal knowledge; processes for alerting and sharing those learnings; and processes for approval and vetting solutions to those learning opportunities. Then it must distribute those learnings to the rest of the organization. The information must be accessible to all employees and deeply integrated into the company workflow. By embracing these elements, companies can evolve into learning organizations, and improve their operations and customer outcomes. It’s one of the surest ways to stay ahead of your competition. www.ProShopERP.com.
OW ER N T S I G
A Manufacturing Technology Series Event SEPTEMBER 24–26, 2019
Long Beach (CA) Convention Center
Reach Your West Coast Targets Invest in WESTEC and gain access to a huge buying pool filled with the West Coast’s most influential manufacturing decision makers. Don’t miss out on your best opportunity to generate buzz and sales, and to drive your business forward.
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of the attendees are business owners, corporate executives, managers or engineers
EN R E F ON
I, OH INNAT C IN C 19 | 11, 20 9 R EMBE SEPT
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4/4/19 8:55 AM
“The smartphone,” best sales tool ever!! But don’t forget it’s a phone. BY STEVE LESNEWICH VICE PRESIDENT, MEMBER SERVICES Social selling! It’s all the rage, especially with the new crop of younger people entering the world of sales. The younger generation uses social media platforms like LinkedIn, Facebook, Twitter, Instagram and Snapchat. Older folks like me try our best on those platforms, but do we really get it? One of the challenges I hear from many AMT members, and one that I also experience, is that our up-and-coming salespeople tend to stick with the social selling method and don’t use some of the more traditional methods of communication with their customers, like, you know, the TELEPHONE!!! Here is an all too frequent conversation: Me: “Hey, did you get in touch with … ?” They: “I sent them an email.” Me: “How long ago?” They: “A week, I’m waiting for a reply.” Me: “Why don’t you give them a call?” They: “I texted them too.” Me: “Give them a call.” They: “OK, I’ll email them again.”
And now you know why my hair is so gray! This fear of the phone call is almost irrational, but when you’re a product of a digital world, like today’s generation, it’s understandable. I wondered if this was typical, or just my lack of understanding. I went to the web and found some interesting ideas from Daniel Disney, a Social Selling/LinkedIn sales trainer. What I learned was fascinating. It turns out that way too many salespeople, young and old, are afraid to pick up the phone. Why? According to Disney, the first reason is fear of rejection. Sending an email allows you to hide behind your computer. If there is no comment to a post, and they just don’t reply, that rejection isn’t personal. But when you phone someone, the rejection is not only uncomfortable, it can be very personal. Who wants that? Guess what! To be an effective salesperson, that’s exactly what you must do. Pick up the phone and make the call. Being in sales is tough. Some calls will be unpleasant, but most will be rewarding because of what you can learn from your customer, assuming you have effective listening skills. The successful salespeople that want the sale and the reward of their commission (that is the way most salespeople are compensated) don’t let fear stop them. But it’s not just about using the phone,
and that’s what I like best about Disney’s article. It’s that the good salespeople pick up the phone when they must, but they also text message, email, post on LinkedIn, send letters, and, of course, visit their customers. It’s up to you which communication technique to use for the right scenario. Be careful not to limit yourself to one medium. If you’re in sales now, you have more and better means of communicating with your prospects and customers than ever before. You have so many tools that can reach so many people. Don’t let fear get in your way. Take advantage of understanding and solving your customers’ problems. Help your customers and you will succeed. It may be as easy as picking up the phone. By the way, the Distribution Group was so impressed with Daniel Disney and his message that he will be the keynote speaker at D19 September 11-12, 2019, at the MGM Grand in Detroit. His techniques will make you and your sales teams much more productive and competitive.
LEARN MORE ABOUT D19 AT DISTRIBUTION19.COM
SOLUTION OF THE MONTH
Six personality tests to help with hiring BY KIM BROWN DIRECTOR, MEMBER SERVICES Whether you are looking to hire a summer intern to help with social media or are one of many members looking for skilled workers, this article is for you. Does your company utilize personality tests for potential hires? Considering the points below, maybe it’s time to try. Personality tests can: Reduce subjectivity in hiring based upon interviews alone. Help place employees in the proper position. Determine if an interviewee is a culture fit for your organization.
EQ2 – EMOTIONAL INTELLIGENCE APPRAISAL The Emotional Quotient™ (EQ) report looks at a person’s emotional intelligence, which is the ability to sense, understand and effectively apply the power of emotions to facilitate higher levels of collaboration and productivity. The report was designed to provide insight into two broad areas: Self and Others. Personal competence Self-awareness + Self-management Social competence Social awareness + Relationship management
Sixty percent of employees have been asked to take a personality test. I’ve taken all of the personality tests below over the course of my career—some more than once. They helped me to see myself and my colleagues through a different lens. If you’re interested, you can find them online.
MYERS BRIGGS TYPE INDICATOR (MBTI®) The underlying assumption of the MBTI is that we all have specific preferences in the way we construe our experiences, and that these preferences underlie our interests, needs, values, and motivation. The MBTI outlines 16 personality types that indicate psychological preferences in how people make decisions and perceive the world around them. These personality types are based on different combinations of four distinct preferences: extroversion/introversion, sensing/intuition, thinking/ feeling, and judgement/perception
DISC® DiSC ®, which stands for Dominance, Inf luence, Steadiness, Conscientiousness, is a common language that people can use to better understand themselves and adapt their behaviors with others. DiSC profiles help you and your team: • Increase your self-knowledge: how you respond to conflict, what motivates you, what causes you stress and how you solve problems • Improve working relationships by recognizing the communication needs of team members • Facilitate better teamwork and minimize team conflict • Develop stronger sales skills by identifying and responding to customer styles
THE SIXTEEN PERSONALITY FACTOR QUESTIONNAIRE (16pf ®) 16pf, a self-reported personality test, provides a measure of normal personality and can be used by psychologists and other mental health professionals to help diagnose psychiatric disorders, as well as help with prognosis and therapy planning. The 16pf instrument provides clinicians with a normal-range measurement of anxiety, adjustment, emotional stability and behavioral problems. It can also be used within other areas of psychology, such as career selection.
PREDICTIVE INDEX (PI) The PI predicts primary personality characteristics and cognitive ability so you can anticipate workplace behaviors and on-the-job performance. Using PI will help you make decisions in hiring, engagement, team development and strategy. COMPREHENSIVE PERSONALITY PROFILE (CPP®) CPP helps employers efficiently and accurately determine whether a job candidate’s individual combination of personality traits is a good fit for a specific job or training program (Wonderlic). This test measures seven primary and ten secondary personality traits, which identify candidates as one of four common personality types: Driver, Supporter, Thinker or Motivator. The CPP is especially effective for positions requiring significant client interaction, such as customer service, telemarketing, and sales. If you are able, I recommend you take or retake some of these tests and compare your scores over the years. Everyone needs a progress report or somewhere to start. Another recommendation is the book “Strengths Finder 2.0” from Gallup, by Tom Rath. This book, and accompanying assessment, was shared with me by another AMT staff member that uses it with all her employees. It helps uncover employee talents and make sure that we are all applying our strengths.
Do you have other tests you’d like to share? Email me at kbrown@AMTonline.org or 571-432-7282.
October 2–4, 2019 | HILTON CLEVELAND DOWNTOWN
THE FUTURE WITH MTFORECAST MTFORECAST focuses on the manufacturing economy and the future of the MT market. It gives attendees a look into the industry trends that will drive their business in the next few years. The conference provides a roadmap for attendees, helping them build a better business strategy through customer industry insights, economic forecasting, and deep dives into market data.
Learn more at MTForecast.com
The Event for Manufacturing Distribution
BUILD A NEW PATH TO YOUR CUSTOMERS!
September 11-12 MGM Grand, Detroit, Michigan D19 is an opportunity for builders, distributors, and suppliers to engage with experts in the sales and manufacturing industry. Learn about the latest trends in manufacturing and discover sales and marketing techniques to build deeper connections with your customers.
Learn more at distribution19.com
AMT-The Association For Manufacturing Technology represents and promotes U.S.-based manufacturing technology and its members—those who desig...
Published on Jun 21, 2019
AMT-The Association For Manufacturing Technology represents and promotes U.S.-based manufacturing technology and its members—those who desig...