Springs spring 2017 vol 56 no 2

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SPRING 2017

The International Magazine of Spring Manufacture

A Publication of the Spring Manufacturers Institute / Vol. 56, No. 2

T r a d e s h ow s e c i t c a r P t Bes

t Out Getting the Mos 22 of Trade Shows 5 Show Success 2 e d a Tr r fo s k s Ta Key r Maximizing You 27 Trade Show ROI sure Map 28 a e Tr w o h S e d a Your Tr

Prsrt Std US Postage PAID Michigan City, IN Permit #3

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InterWire N. Carolina 13827 Carowinds Blvd Suite E Charlotte, NC 28273 (704) 971-6923 (704) 971-6928 (Fax)

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President’s Message

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SMI Executive Committee President: Mike Betts, Betts Company Vice President: Steve Kempf, Lee Spring Secretary/Treasurer: Bert Goering, Precision Coil Spring Co. Immediate Past President: Hap Porter, SEI MetalTek At Large: Dan Sceli, Peterson Spring Executive Director: Lynne Carr

From Mike Betts

SMI Board of Directors

Defining Success As an industry, we often speak about success and how we define it. When I recently traveled home from our 2017 annual meeting held at Amelia Island, Florida, I reflected on what I learned.

All spring manufacturers are united when it comes to manufacturing and what it means to make things. We see the value in what we do and how it relates to building good citizens and a vibrant economy. We believe in teamwork, collaboration and the importance of maintaining a positive and proactive culture within our businesses. We believe by working together as an industry and acting as one, we make our industry even stronger.

Our 2017 annual meeting was a great example of success.

The participation level, enthusiasm, camaraderie and passionate ideas that were shared provided enough evidence that our spring industry is alive and well. I believe the commitment by our members, associates and industry to participate in SMI activities helps bolster our cause.

While in Florida, many springmakers and associate members actively participated in committee meetings to share ideas and make plans. This helps fortify SMI and its value proposition to our members and the spring industry.

Several members participated in a subcommittee breakout session to launch our Dream It. Do it. (DIDI) program within SMI. Our new DIDI program has been defined as a game changer in the way we all go about connecting with the next generation pipeline of talent needed to support our businesses into the future. Attracting talented students to careers in manufacturing is the key to the success of the program.

We were fortunate to have over 16 DIDI ambassadors from our member companies to help us launch what I believe will be a highly successful program for SMI and our members. As we put the finishing touches on the DIDI program, we will be sharing more details in a presentation at the SMI Metal Engineering eXpo, Oct. 3-5, 2017 in Hartford, Connecticut. Our partners from the National Association of Manufacturers (NAM) and the Manufacturing Institute will be with us in Harford to help roll out this important new program to the spring industry.

On behalf of the SMI board of directors I want to thank you for your continued support of our spring industry.

All the best!

Mike Betts

John Bagnuolo, MW Industries • Cheri Betts, Betts Company • Mark DiVenere, Gemco Manufacturing • Frank Foernbacher, Kern-Liebers USA • Ritchy Froehlich, Ace Wire Spring & Form • Brett Goldberg, International Spring • Agustin Estalayo Ibanez, RPK Mexico SA de CV • Don Jacobson III, Newcomb Spring • Charly Klein, Fox Valley Spring • Bill Krauss, Vulcan Spring • Bill Lathrop, Colonial Spring Company • Don Lowe, Peterson Spring • Daniel Pierre III, JN Machinery • Hannes Steim, Kern-Liebers USA • Chris and Jeff Wharin, Bohne Spring • Ted White, Hardware Products • Steve Wunder, Duer/Carolina Coil

Springs Magazine Staff Lynne Carr, Advertising Sales, lynne@smihq.org Gary McCoy, Managing Editor, gmccoy@fairwaycommunications.com Dina Sanchez, Assistant Editor, dina@smihq.org Sue Zubek, Art Director, zubekdesign@gmail.com

Springs Magazine Committee Chair, Ted White, Hardware Products • Reb Banas, Stanley Spring & Stamping • Lynne Carr, SMI • Raquel Chole, Dudek & Bock • Ritchy Froehlich, Ace Wire Spring & Form • Bud Funk, Fourslide Products • Brett Goldberg, International Spring • Tim Weber, Forming Systems • Europe Liaison: Richard Schuitema, Dutch Spring Association • Technical Advisors: Loren Godfrey, Honorary Member • Dan Sebastian, Honorary Member Advertising sales - Japan Ken Myohdai, Sakura International Inc. 22-11 Harimacho 1-Chome, Abeno-ku Osaka 545-0022 Japan Phone: +81-6-6624-3601 • Fax: +81-6-6624-3602 E-mail: info@sakurain.co.jp Advertising sales - Europe Jennie Franks, Franks & Co. 63 St. Andrew's Road Cambridge United Kingdom CB41DH Phone/Fax: +44-1223-360472 E-mail: franksco@BTopenworld.com Advertising sales - Taiwan Robert Yu, Worldwide Services Co. Ltd. 11F-B, No 540, Sec. 1, Wen Hsin Rd. Taichung, Taiwan Phone: +886-4-2325-1784 • Fax: +886-4-2325-2967 E-mail: stuart@wwstaiwan.com Springs (ISSN 0584-9667) is published quarterly by SMI Business Corp., a subsidiary of the Spring Manufacturers Institute: 2001 Midwest Road, Suite 106, Oak Brook, IL 60523; Phone: (630) 495-8588; Fax: (630) 495-8595; Web site www.smihq.org. Address all correspondence and editorial materials to this address.

The editors and publishers of Springs disclaim all warranties, express or implied, with respect to advertising and editorial content, and with respect to all manufacturing errors, defects or omissions made in connection with advertising or editorial material submitted for publication.

The editors and publishers of Springs disclaim all liability for special or consequential damages resulting from errors, defects or omissions in the manufacturing of this publication, any submission of advertising, editorial or other material for publication in Springs shall constitute an agreement with and acceptance of such limited liability.

The editors and publishers of Springs assume no responsibility for the opinions or facts in signed articles, except to the extent of expressing the view, by the fact of publication, that the subject treated is one which merits attention.

Do not reproduce without written permission.

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Symposium. Demonstration.

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Our one-day technology symposium will show you the way to enhancing the competitiveness and profitability of your spring-making operations with best-in-class solutions from WAFIOS. Take this unique opportunity to learn about the latest advances in machine control systems, tool technology and automation by participating in proprietary technical presentations with hands-on demonstrations.

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Wire Bending & Forming Machines

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Contents

39 FEATURES 22 Getting the Most Out of Trade Shows

By Gary McCoy

25 Key Tasks for Trade Show Success

By Jacquelyn Zenhye

27 Maximizing Your Trade Show ROI

By John Higgins

28 Flashback

Your Trade Show Treasure Map

By Philip M. Perry

33 A New Process for Manufacturing Springs with Nitinol

By Gerd Siekmeyer, Christoph Bechtold, Rodrigo Lima de Miranda

36 Reshoring Will Trump Offshoring in 2017

By Harry Moser

39 Diverse Precision Metal Components at the Heart of SMI’s eXpo 42 Proper Requirements of Spring Design

By Ritch Froehlich

45 ASTM Music Wire Revision

47 COLUMNS 13 Be Aware Safety Tips Be Alert: $afety Pays

By Laura Helmrich-Rhodes

19 Dean of Springs

What is Hydrogen Embrittlement and How to Control It

By Dan Sebastian

55 Book Corner 59 CTE News 61 Inside SMI 65 New Products 67 Advertisers’ Index 68 Snapshot

John Bagnuolo, MW Industries

DEPARTMENTS 2 President’s Message Defining Success

7 Global Highlights 10 Regional Spring Association Report 47 Springmaker Spotlight

Alco Spring Industries: Rooted in the Rail Industry

By Gary McCoy

By Joe Owoc

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16RKT

8.13”

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10.88”

IT'S ALMOST LIKE HAVING AN EXTRA PAIR OF HANDS The HAX-AT attachment arm allows you to start and finish your part on one machine—no need to move it off the machine to your secondary department to complete the part. Widen the scope of jobs you can quote while increasing your profit margins, with a broader range of wire forms and torsion springs made complete on just one machine. AT RK Trading, we don’t just sell machinery—we service it, support it, and carry an extensive tooling and parts inventory, all in the United States. See how the new HAX with the AT attachment, available on the 2mm and 4mm models, can help make your business more successful.

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It’s just how we’re Proud of serving you for more than 80 years.

Thank you for making us your trusted source for spring, wire form and fastener manufacturing solutions. From our humble 1935 beginnings as a small local Chicago service center to now being one of the world’s largest steel wire stocking distributors, one goal has remained true — to help you bring your ideas to life.

Count on ISW for: • • • • •

A complete inventory of competitively-priced carbon, stainless and non-ferrous wire and strip More than 400,000 sq. ft. of warehousing, strategically located throughout North America Innovative logistics management services, for inventory efficiencies and cost savings Expert materials knowledge throughout our support staff Custom wire and strip services, including straighten and cut, torsion straightening, spooling, and recoiling

To learn more about our steel wire solutions, visit www.industeel.com or call us today.

Chicago IL 800-767-0408

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Cleveland OH 800-767-4434

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Los Angeles CA 800-767-0485

©2016 Industrial Steel & Wire Company

Charlotte NC 800-767-0089

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Global Highlights North America Mid-West Spring and Stamping (MWS), a manufacturing company in Romeoville, Illinois with locations in Mentone, Indiana. and Muskegon, Michigan, recently announced that Mike Curran and C. J. Overmyer have bought out the majority shares held by co-owner, Jeffrey Ellison. Ellison will retire.

In 2008, Ellison, Curran and Overmyer purchased the company and successfully navigated it through the 20092010 recession, and have continued to build a strong and lasting company.

The company says a leaner ownership structure will allow for an increased focus on strategy and deployment to ensure quality parts and customer service excellence in an ever-changing business environment. According to Overmyer, the new structure will free up resources that will allow MWS to continue building the foundations of the company, and provide life-long employment and security for its 88 employees and their families.

Overmyer will continue to serve as president. Before joining the company in 1999, he spent his early years in the spring industry with Matthew Warren Inc. and American Coil Spring.

Curran will continue to serve as the company’s CEO/ CFO, and has been with the company since 1995. Curran has 40 years of manufacturing accounting experience and believes the strength of MWS rests on a committed workforce and sound internal and accounting controls.

Mid-West Spring and Stamping was founded in 1928.

For more information, contact them at 574-353-1681 or http://mwspring.com.

U.S. Senator Richard Blumenthal, a Connecticut Democrat and a member of the Senate Armed Services Committee, recently visited Colonial Spring in Bristol.

According to an article in the Bristol Courant, Senator Blumenthal visited the company to pump up support for the F-35 fighter jet which was under fire from President Trump as being too costly. Colonial Spring makes engine components for the aircraft as a supplier to the United Technologies jet engine maker Pratt & Whitney. Colonial Spring president Bill Lathrop said in an interview that he does not have a “strong concern” about the threat of budget cuts affecting the F-35. “I think the government will continue to buy those planes.”

and metal components to shorten the product development timeline. Product designers and engineers responsible for specifying springs, wireforms, metal stampings, fasteners or other precision metal components for their products will now have access that can guide them to the right solution in as little as an hour.

“With thousands of products to choose from, engineers find themselves challenged to select the right metal component for their designs. Our new online Rapid Response service connects customers to multiple problem-solving engineers imbedded in our 20 locations. This means that the right technical solution can be found with minimal effort,” explained Darlene Kober, senior vice president of marketing and sales.

The power of Rapid Response is harnessed by making a simple query on the MW Industries’ website. If the query is made during business hours, response is received within

It’s your world.

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In the hands of skilled craftsmen, our steel becomes the parts, components and products that make the world turn. For over 65 years, fabricators and manufacturers big and small have trusted Admiral Steel to help them leave their mark on the world. For any size order from 10 lbs. to 10,000, you get first-class quality, on-time delivery, and personalized service from Admiral. Contact us for a quote today! ™

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MW Industries, Inc. has launched what it describes as the industry’s first web-based service for spring, fastener

Admiral is a registered trademark of Admiral Steel LLC. Alsip, Illinois.

Reg. No. 2430959. All rights reserved.

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Global Highlights

the hour. If a potential match exists, a quotation, proposal or other response is provided in two days.

“Speed of response is increasingly demanded by our customers to bring products to market on a compressed timeline,” stated John Bagnuolo, MW Industries’ chief executive officer. “Rapid Response is a valuable tool that will help them drive time out of the process.”

MW Industries has been beta-testing Rapid Response for several months. During that time, the company’s technical experts have responded to more than 600 engineering queries within 24 hours of original contact. The company’s solutions matched the customer’s inquiry in more than 80 percent of cases.

To support its speed-to-market initiatives, many of the company’s stock products also can be ordered online for same day shipment. The company’s products also are backed by ISO 9001, AS 9100C, and TS 16949 quality assurance certifications.

Customers can access Rapid Response at the home page of the company’s website at www.mw-ind.com or by calling 847-349-5780.

The InterWire Group would like to thank the industry for the support and well wishes that poured in from literally all corners of the globe upon the death of its CEO and founder, Frank Cardile, in November 2016.

Bennett SG1 - 200

In a news release the company said, “We are excited to announce the formation of an executive committee that will bring forth decades of experience to a structure that will enable InterWire to move into the future and maintain our position as the leader in wire distribution.”

The executive committee consists of Ted Davis, Sergio Gallo, Joe Owoc, Bruce Massey and Joe Szucs. “Together with ownership, the committee will be responsible for developing and executing InterWire’s strategies for growth as we continue to deliver the highest quality materials and services to our many valuable customers.”

The release went on to say, “Frank Cardile will be greatly missed. He was a fierce competitor and shrewd business leader. His ideals and lessons will be carried on by our new CEO, Debbie Cardile, the committee and the rest of the management team that he trained and developed over so many years.”

Obituary Linda Froehlich of Ace Wire Spring & Form Co. reported the January 2017 death of Willie Seidel in Livonia, Michigan. Seidel was 92 and apparently died from heart failure.

He left behind two daughters and two granddaughters.

Seidel owned and operated Delta Imports in Livonia, and exclusively represented Baumatec in Zurich, Switzerland. He attended Notre Dame University and married his home town girlfriend, Alice, who passed away several years ago. She was the love of his life.

“Willie was a great friend and extremely knowledgeable within the spring industry. We will miss our dear friend but never forget him,” Froehlich said.

International

The Grinder For Small Springs

The latest equipment, technologies and trends from the wire, cable and wire-processing sector will be highlighted at wire 2018, the leading international trade fair for the wire and cable industry. The concurrent staging of Tube 2018, International Pipe and Tube Trade Fair, will create valuable synergy effects for attendees. Both events will be held from April 16–20, 2018 in Düsseldorf, Germany. n

For up to 0.040” / 1.0mm diameter material 8” / 200mm grinding wheels Standard or CBN Tiltable top wheel Over 120 machines sold worldwide

Just one of 23 models of spring end grinders manufactured by Bennett Mahler Ltd.

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For further details, contact: info@nimsco.com sales@bennettmahler.com

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Precision drawn Exotic alloy wire from 3ft to 3,000lbs, .001” to .827” dia. and delivered in 3 weeks

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Regional Spring Association Report

CASMI Inducts New Officers The Chicago Association of Spring Manufacturers, Inc. (CASMI) formally inducted its 2017–2018 new officers and directors for the organization’s board of directors. The ceremony took place during CASMI’s Biennial Spring Fling and Dinner Dance Feb. 18, 2017, that was attended by nearly 100 CASMI members, SpringWorld exhibitors and guests.

• President, Joshua Kahn, Perfection Spring & Stamping, Mount Prospect, Illinois • Vice President, Joe Wesner, Sterling Spring Corp., Chicago • Secretary/Treasurer, Tony Pesaresi, Winamac Coil Spring, Kewanna, Indiana • Immediate Past President and SpringWorld 2018 Show Chairman, Tony Iuliano, Rapid Wire Forms, Chicago • Continuing Directors, Sandy Lidman, Automatic Spring, Division of MW Industries, Chicago and Sean Wolfert, Mastercoil Spring Co., McHenry, Illinois • New Director, Chris Kozka, Mohawk Spring Corp., Division of MW Industries, Schiller Park, Illinois.

CASMI’s March membership dinner meeting featured William A. Strauss, a senior economist and economic advisor in the economic research department at the Federal Reserve Bank of Chicago. His chief responsibilities include analyzing the current performance of the Midwest economy and the manufacturing sector. He produces the monthly Chicago Fed Midwest Manufacturing Index and organizes the

Bank’s Economic Outlook Symposium.

Strauss has taught as an adjunct faculty member at Loyola University and Webster University in Chicago. He currently teaches at DePaul University Kellstadt Graduate School of Business and at the University of Chicago Graham School.

His research papers include analysis of the manufacturing sector, the Midwest regional economy, the tradeweighted dollar, business cycles and Federal Reserve payments operations.

Strauss is a regular contributor to CASMI and SMI events.

Joshua Kahn, 2017-2018 CASMI president.

SpringWorld 2018 Plans are well underway for the next edition of SpringWorld, Oct. 3–5, 2018, Donald E. Stephens Convention Center in Rosemont, Illinois.

CASMI is currently accepting applications from 2016 exhibitors to secure their 2018 space. Exhibitors have until March 1, 2017, to submit an application and deposit to reserve the same space they occupied in 2016, or to request and be considered for a change in space assignment (if requested space is not already reserved). After March 1, all exhibit space is open on a first-come, first-served basis.

CASMI reports one requested change for SpringWorld 2018 is the addition of an enhanced seminar component. Traditionally, several sessions have been held on the trade show floor.

However, exhibitors and attendees have said they would like to see more

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seminars and broader content. CASMI is working to develop an educational component that will be scheduled in classroom settings off the show floor.

WCSMA to Hold Spring Fling The West Coast Spring Manufacturers Association (WCSMA) will hold its Spring Fling 2017 at the Lakehouse Hotel and Resort in San Marcos, California, May 19-21. WCSMA will hold its golf event at the St. Marks Golf Club. Contact WCSMA for more details on the event and visit the resort’s website at www.lakehousehotelandresort.com.

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Regional Spring Association Report ©iStockphoto.com/Scott Hirko

NESMA's Expanding Role Sadecki of Main Street Community Foundation continues to counsel us in our new and expanding community roles.

The Bristol Board of Education and Bristol Tech continue to help us formulate what we should be doing from an education standpoint.

NESMA has partnered with SMI to bring the Metal Engineering eXpo to Hartford, Oct. 3-5, 2017, providing the opportunity for spring industry vendors to demonstrate their newest technologies.

In addition to this very crucial opportunity, the eXpo also offers double digit technical sessions to keep springmakers up-to-date with the international markets they serve. In the evenings, there will be opportunities to see all the amenities that Hartford and the state of Connecticut have to offer. NESMA’s contribution to the eXpo are profound due to old friends Bill Lathrop, who co-chairs the SMI committee running the show, and Mark DiVenere, who serves with him as a member of the committee.

Finally, NESMA has begun to rotate its monthly board meetings to the facilities of member companies to expand membership interest in the association. NESMA’s expanded role in technical education, legislative action, and community service area all important components in its transformation to better serve its membership. n

Your source for the best in close tolerance strip and edged products.

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By Ted White In January 2015 Michael Brault became the president of NESMA. Michael immediately brought a new and enthusiastic energy to the association. Under his tutelage, NESMA infused new life into a strong committee system like SMI uses. Each committee has a chairman, an agenda, and must report to the board of directors at its monthly meeting.

The committees are legislative, technical advisory, board development/membership development, finance/ investment, trade show/events, scholarship and website.

With the updated committee system, NESMA expanded exponentially. It went from being a largely fraternal organization into an effective service organization, for not only the spring industry, but the communities in which it resides.

This year Michael is joined by our new vice president Lynnette Nadeau of Southington Tool. Lynnette is not only tireless but highly organized and has a strong propensity to get things done.

NESMA revamped its bylaws so that former associate members are now joined with springmakers to be “industry members.” It also instituted what it refers to as exclusive memberships. This program grants a firm that services the spring and stamping industry with an exclusive membership in their area of expertise in return for both monetary and service commitments to the spring and stamping industry.

There are currently three exclusive members: Slade & Company for accounting; Kainen, Escalera & McHale for legal; and Silent Partners for marketing. Slade & Company not only pays dues but extends seven hours of free consultation to NESMA members. Kainen, Escalera & McHale provide an employment law hotline and a quarterly newsletter to answer legal questions.

Silent Partners Marketing assists NESMA in the development of a new association website as well as maintaining our social media presence and other marketing forums.

In addition to bolstering its assistance to the spring and stamping industry, NESMA has also strengthened its commitment to the manufacturing sector of Connecticut.

NESMA is now a contributing member of the Connecticut Business and Industry Association (CBIA) which weekly puts out an extensive newsletter on the state’s legislative agenda. It is also a member of the Connecticut Association of Smaller Manufacturers (CASM) which combines several areas of manufacturing with a strong presence at the Connecticut statehouse. It is also reaching out to the SMA and having a joint meeting, not only for a socially good time but to continue to explore joint interests.

Of course, NESMA could not be as successful as it is without its perennial supporters. Cindy Scoville, even though she was made president of the Central Connecticut Chamber of Commerce, remains active behind the scenes for NESMA. Dee Babkirk, who took over for Cindy at the meetings, has proven herself to be a force in getting things done. Susan

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strip: cold rolled high carbon/pre-tempered spring steels, coated, low carbon stainless, copper based alloys and aluminum ultra-narrow width, close-tolerance slitting edging: round, square, semi-round, deburred, custom, etc. oscillate (traverse) and ribbon wound coils ISO 9001:2008 Certified 35 years experience for product and service excellence tel. 847.537.2881 toolkinginc.com Wheeling (Chicago), Illinois 60090 USA

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The Global Leader in Wire Announcing the opening of a new wire production facility in San Jose Iturbide, Guanajuato, in the heart of the automotive area of Mexico.

This expansion continues the SG focus of increasing our global footprint with local production close to our customers to offer greater flexibility and shorter lead times.

Initially this 13,000 sq. meter facility will have the capacity to produce 3600 MT, and expand to more than 12,000 MT at full production levels. The prime output will be oil tempered valve quality wire for the high demands of the engine, clutch, and transmission springs industry, but it will also produce high tensile OT wire for other spring applications.

Construction will be complete in Q1 2017 and production will start in Q2.

With the completion of this plant in Mexico, SG will have six wire producing facilities around the world: Garphyttan Sweden, South Bend USA, Suzhou China, Leeds England (KTS), San Jose Iturbide Mexico, and the Suzuki Metals plant in Narashino, Japan.

Suzuki Garphyttan

4404 Nimtz Parkway • South Bend, IN 46628 (574) 232-8800 • Fax (574) 232-2565 • suzuki-garphyttan.com 12 / SPRINGS / Spring 2017

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Be Aware Safety Tips

Be Alert: $afety Pays

By Laura Helmrich-Rhodes, CSP, Ed.D.

A

s I write this, a new era has begun in Washington D.C. Political changes tend to impact safety and environmental activity. Fortunately, the companies I encounter are genuinely concerned about their employees and understand the product quality improvements, in addition to cost savings associated with formal safety efforts. They are not just compliance-driven. Profitable safety investments are the focus of this article along with a few OSHA updates.

In the Spring 2015 issue of Springs, I addressed controlling workers’ compensation costs. In this issue, I will focus on the most common workplace incidents in the spring industry as well as the most common in all U.S. employers, along with control measures and how to determine if your investment is worthwhile.

Musculoskeletal overexertion injuries were the most frequently occurring event for the spring industry in 2015.

According to the Bureau of Labor Statistics (BLS), the top cause for overexertion occurred (63 percent) due to “production” and the second highest percentage was reported in “transportation” (which one might assume includes “shipping and receiving” but it is not further delineated) Seventy total cases in 2015 involved more than 30 days of lost time. Fifty cases in this industry alone involved 6 to 10 lost workdays. The median lost workdays for the spring industry was eight days.

In terms of overall U.S. business, over half a million cases of musculoskeletal disorders are reported annually.

Most of those are the result of manual material handling (MMH) which is defined as lifting, pushing, pulling, holding, carrying or throwing objects. This event category cost all of U.S. businesses $13.79 billion in direct costs, and accounted for 23 percent of the overall national burden of workers’ compensation costs (Liberty Mutual Index).

Scientific evidence shows that effective workplace ergonomic interventions (the science of designing work stations to fit the employee) can lower the physical demands of MMH work tasks, thereby lowering the incidence and severity of the musculoskeletal injuries they can cause.

The potential for reducing injury related costs alone make ergonomic interventions a useful tool for improving a company’s productivity, product quality and overall business competitiveness. Like other industrial engineering techniques, ergonomic upgrades very often increase productivity when managers and workers take a fresh look at how best to use energy, equipment and exertion to get the job done in the most efficient, effective and effortless

Scientific evidence shows that effective workplace ergonomic interventions (the science of designing work stations to fit the employee) can lower the physical demands of MMH work tasks, thereby lowering the incidence and severity of the musculoskeletal injuries they can cause.

The potential for reducing injury related costs alone make ergonomic interventions a useful tool for improving a company’s productivity, product quality and overall business competitiveness. way possible (National Institute of Occupational Safety and Health NIOSH).

Control measures for these MMH included but are not limited to: • Strong management support for controlling ergonomic hazards • Eliminating lifting from the floor and using simple transport devices like carts or dollies • Reducing the size and composition of totes or even increasing the size of the tote to the point that lifting is impossible thus requiring the use of powered equipment • Using lift-assist devices like scissors lift tables or load levelers • Using more sophisticated equipment like powered stackers, hoists, cranes or vacuum assist devices

Laura Helmrich-Rhodes, CSP, Ed.D., is an independent regulations compliance consultant to the Spring Manufacturers Institute (SMI). A former member of PA/OSHA Consultation, she is an associate professor in the Safety Sciences Department at Indiana University of Pennsylvania where she teaches graduate and undergraduate classes on topics such as OSHA standards, safety communications, workers’ compensation and human relations. Rhodes is available for safety advice and information. Contact SMI at 630-495-8588 or laurahrhodes@gmail.com.

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• Eliminations through design by choice of equipment through analyzing and redesigning work stations and workflow • Training and involving workers in ergonomic hazard identification and solutions • Worker selection and readiness programs

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Ergonomic Investment Pays Dividends Worker’s Comp Cost and Claim Declines After Gold Kist, Inc. Implemented Ergonomic Changes

The Material Handling Institute attributes overexertion injury to trying to perform a task that requires more strength or endurance than you have available for that task. For example, if you try to lift a 50-pound box but normally can only lift a 40-pound box, you are risking an overexertion injury. What makes prevention difficult is that a person’s work capacity is not fixed or easily measured, and can vary from day-to-day and even hour-to-hour. Short of automation, it is nearly impossible to control the worker, so it is best to engineer the work.

Musculoskeletal disorders often involve strains and sprains to the lower back, shoulders and upper limbs. They can result in protracted pain, disability, medical treatment, and financial stress for those afflicted with them, and employers often find themselves paying the bill, either directly or through workers’ compensation insurance. At the same time, they must cope with the loss of the full capacity of their workers (NIOSH).

Eliminating MMH related injuries begins by reviewing your OSHA logs and your workers’ compensation claims

46%

Decrease in claims for repetitive motion injuries

50%

Decrease in claims for back injuries from lifting

20%

Decline in costs for new workers’ comp. cases for repetitive motion injuries

36%

Decline in costs for new worker’s comp. cases for back injuries from lifting

80%

Decrease in claims per 100 employees for MSD claims from program’s inception

information and incident investigation reports, to uncover the magnitude of the problem in your facility. You can then begin to identify hazards with the help of a team. Most ergonomic changes are simple, low cost and increase efficiency. Much of what happens in an ergonomic evaluation can be linked to company Lean and/or Six Sigma initiatives.

Elimination is the key here, not personal protective equipment. The use of backbelts should be prohibited in your facility, unless the employee is under the direct supervision of a medical doctor. Backbelts have been proven to be ineffective in the workplace by NIOSH, and frankly they are a visual indicator to any safety professional that you have an MMH problem that is not being addressed in your plant.

Most ergonomic hazards can be identified and controlled by your own plant personnel, especially if they receive a short training course on hazard recognition and potential control measures. Occasionally, companies require assistance from a qualified safety professional. If you need help, look for a board certified Professional Engineer (PE), Certified Safety Professional (CSP) or a Certified Industrial Hygienist (CIH). Most insurance companies will

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gladly assist you, but you may become obligated to implement their recommendations. The same is true for your state OSHA consultation program (see previous articles about your obligations by participating in this program).

If you are struggling with the return on investment of ergonomic changes, there is a calculator called “$afety Pays” on the OSHA website. It may help determine a capital plan for any safety related changes you are considering, not just ergonomic. Consider, too, safety best practices. Large companies assign a “risk score” to the operation prior to change, and a risk score after the changes have been made.

They have established “risk tolerance scores” which allows them to prioritize the investments. Safety committees are easily trained to complete these risk assessments, allowing management to make more informed decisions about value.

Ergonomic investment has been shown to pay dividends! NIOSH has several case studies documenting this.

They reported that after Gold Kist, Inc. implemented ergonomic changes, their workers’ compensation claims for work-related repetitive motion injuries decreased by 46 percent; claims for back injuries from lifting decreased 50 percent. Costs for new workers’ compensation cases also declined by 20 percent for repetitive motion injuries and 36 percent for back injuries related to lifting. The combined number of Musculoskeletal Disorders (MSD) claims per 100 employees had decreased almost 80 percent from the program’s inception.

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What’s New At OSHA? Speaking of OSHA, at press time, there were two items that need to be brought to your attention. Two final rules impact the spring industry: beryllium and fall protection. The links below will help you become more familiar with these rules.

Like many Federal regulations written but not promulgated during the previous administration, the beryllium standard has been “stayed” until March 21, 2017. According to the U.S. Department of Labor, in 2014 the U.S. produced 270 metric tons of beryllium domestically and imported 68 metric tons. This represents increases from 2013 of 15 percent and 19 percent respectively. Spring and metal related companies may be cutting, grinding, heat-treating metal/wire that has beryllium as a component. This has been found to have significant health effects. If you have beryllium, you need to take steps to protect your employees’ health regardless of OSHA standards. It is important to note that once the standard is in effect, employers have one year to implement provisions, two years to provide the required change rooms and showers, and three years to implement the engineering controls. If you need help determining your exposures, review your Safety Data Sheets (SDS, formerly called MSDS) for raw materials and consult a certified industrial hygienist.

Because everyone has fall hazards, this final rule applies to all and has been fully implemented. It addresses falls from heights as well as falls on level surfaces. Walking/

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working surfaces need to be clear and even. Any changes in elevation need to be eliminated or controlled. The rule requires fall protection for anyone working at heights greater than 4 feet. Scissor lifts or “cherry pickers” are used in most manufacturing plants, since it is now widely known that forklift baskets are not permitted (unless they are manufactured by or approved in writing by the forklift manufacturer).

It is imperative that the operating manual, including the use of a harness, be always enforced by top management. See the OSHA link below to fully understand this new standard. n

What’s New? Walking Working Surface Final Rule https://www.osha.gov/walking-working-surfaces/

Informative & Helpful links OSHA $afety Pays Estimator https://www.osha.gov/dcsp/smallbusiness/ safetypays/estimator.html Ergonomic Help https://www.osha.gov/SLTC/ergonomics/ controlhazards.html Bureau of Labor Statistics News Release: 2015 Injury and Illness Data https://www.bls.gov/news.release/pdf/osh.pdf Liberty Mutual Workplace Injury Index 2017 (using 2014 BLS data) https://www.libertymutualgroup.com/about-libertymutual-site/research-institute-site/Documents/ 2017%20WSI.pdf BLS Data https://data.bls.gov/gqt/RequestData

Preventing Falls Fact Sheet https://www.osha.gov/OshDoc/data_Hurricane_Facts/fall.pdf Beryllium Fact Sheet https://www.osha.gov/Publications/OSHA3821.pdf

Board of Certified Safety Professionals Directory https://certification.bcsp.org/bcspssa/f?p=BCSP SSA:17800:2760928332883:::::

Beryllium Final Rule https://www.osha.gov/berylliumrule/index.html

American Board of Certified Industrial Hygienists http://www.abih.org

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Dean of Springs

What Is Hydrogen Embrittlement and How to Control It

By Dan Sebastian

E

very springmaker who has coated or plated a spring has had to address the potential problems of hydrogen embrittlement. It usually first raises its ugly head when you get that call from a customer who has experienced a breakage during assembly or a very short cycle life.

I got a call one morning from someone at an auto company who was upset after some of their employees, who were installing rear speakers in a car, got trapped in the trunk because the torsion bars we supplied to support the trunk had broken. I asked if they could charge extra for delivering a car with a consultant. They were not amused. The question was: “What had changed after using thousands of parts without a problem?” It turns out they changed their process and were now washing the vehicle with an ‘environmentally friendly’ citric acid to prepare it for painting. They believed the limited exposure was not enough to cause hydrogen embrittlement (or never considered the possibility). They were wrong, because it did not take a lot of free hydrogen exposure to a highlystressed Cr-Si material to cause a problem.

Hydrogen embrittlement occurs when a metal is exposed to hydrogen atoms. The hydrogen atoms are so small (atomic No. 1) that they can penetrate the lattice structure of the metal which limits the normally elastic structure to become very rigid (brittle) which can cause cracking and failure if stressed.

Plating The most common occurrence of hydrogen embrittlement is due to plating. The problem is exacerbated in plating because the electrical charge assists the free hydrogen ions in invading the metal lattice. After plating, reheating (baking) at low temperatures can greatly reduce the presence of hydrogen ions. The elevated temperature excites the ions and they escape into the atmosphere. The tighter the temperature and the longer the time, the more ions will be released (recommended practice is about two hours).

The problem is: the longer the time and the higher the temperature, the more it can degrade the effectiveness of the plating. When the plating material is like zinc it is less dense and allows the hydrogen ions to escape easily.

Chrome plating is harder and denser so it can prevent more of the hydrogen from escaping.

Hydrogen Embrittlement

Fig. 1

Tempered Carbon Steel Surrounded by Hydrogen Ions

Fig. 2

Hydrogen Ions migrated into Tempered Carbon Steel Lattice

Aggressive plating practices, like higher electrical charges or strong acid and/or caustic cleaning, can do irreparable damage that baking cannot fix.

Cold drawn materials like music wire are less assessable because of the pearlite structure and the subsequent drawing stresses. It should be noted that when music wire is made with a mixed bainite structure, the probability of embrittlement increases.

Cleaning Another common and frequently overlooked cause of hydrogen embrittlement is cleaning the spring to eliminate lubricants and/or to prepare the spring for a ‘non-evasive’ barrier coating like paints or dyes. Any exposure to even mild acids can create hydrogen ion exposure. Many caustic

Dan Sebastian is a former SMI president and currently serves as a technical consultant to the association. He holds a degree in metallurgical engineering from Lehigh University and his industry career spans more than four decades in various technical and management roles. He may be reached by contacting SMI at 630-495-8588.

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solutions may also cause problems. Some degreasers that contain chlorides can also expose the spring to hydrogen ions.

Thing to Watch For Hydrogen embrittlement is one of the most severe forms of failure that a springmaker can encounter. If you can control a few things, you will greatly reduce the probability of occurrence. Here are five to watch for: • Avoid exposure to electrical current in the presence of metal ions. This simply means if you have an alternative to plating, use it.

• • • •

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Avoid any exposure to acid environments.

Limit exposure to highly chlorinated solvents/cleaners.

Minimize the carbon content on the material.

Keep the hardness and tensile strength to the lowest possible level.

These items are difficult to consider in most spring designs; we are driven to make the most efficient use of space to store and/or release energy, which is the reason for a spring.

Keep in mind, in many cases when you can control the process, “baking” the springs at a high enough temperature for a sufficient time can significantly limit hydrogen embrittlement problems.

Hydrogen embrittlement is one of the most severe forms of failure that a springmaker can encounter. If you can control a few things, you will greatly reduce the probability of occurrence.

Problem Resolution Now back to the problem we encountered with our automotive customer with the torsion rods breaking because of hydrogen embrittlement.

The design could not change and the process was fixed. The customer did require us to color code the parts to make it easy to identify the parts (they were used in pairs — right and left).

We used the color coding requirement to extend the paint coverage over the highly-stressed area to shield it from exposure to the citric acid.

Conclusion Hydrogen embrittlement is a failure mode that occurs when a spring is exposed to an environment that has hydrogen ions (plating, acids, cleaning agents, solvents, ect.) present during the manufacturing process. You can minimize the danger by avoiding the use of pre-tempered materials, controlling the process exposure, and using heat treating with a high enough temperature with sufficient time to drive out the hydrogen and limit damage to the surface or coating. n

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an expensive proposition. “ It’sIt takes a lot of time. It drains

your energy. And, if done right, it will generate a lot of work.”

T Getting the f o t u o t s o m s w o h s e d a r t

By Gary McCoy r Managing Edito

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his is not a quote about owning a boat or a second home. It’s a statement about trade shows from the book “Guerilla Trade Show Selling” by Jay Conrad Levinson, Mark S.A. Smith and Orvel Ray Wilson. The quote attempts to answer the question: “Should you exhibit at a show?”

The authors say it can be worth exhibiting because trade shows create enormous sales opportunities.

Steve Miller, in his book “How to Get the Most Out of Trade Shows,” makes a similar observation.

“No matter what size the show, your objective as an exhibitor should always be the same—to measurably impact your overall corporate sales and marketing objectives. Unfortunately, the vast majority of exhibitors are unable to prove a quantifiable return on investment (ROI) on the major invested trade show dollars.”

Dirk Ebener, CEO of Global CIF, an Atlanta-based international trade show management and consulting firm, has worked in the trade show industry for several decades. He observes that trade show follow-up is critical and creates additional opportunities. He says most companies fail on ROI because many leads generated at trade shows never receive a followup call or email.

“Less than 70 percent of exhibitors have a plan on how to connect with their leads after the show,” said Ebener.

“It is very important to immediately follow up with a personalized email, summarizing the results of the meeting, and introducing the next steps.”

Ruth Stevens, in her book “Trade Show and Event Marketing: Plan, Promote & Profit,” mentions a tale from the annals of trade show marketing.

“The one about an exhibitor who opens a cabinet when assembling the

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booth on the show floor—and out spills an avalanche of lead forms from last year’s show. Is this possible? I have heard the same story from so many sources, about so many companies, that it has taken on the status of an urban myth.”

Whether true or not, the Stevens’ story illustrates why trade show leads should be treated as gold.

One thing all experts on trade show exhibitions agree upon is: don’t wing it. Have a plan before you attend the show, while you are there and immediately after the show has concluded.

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Less than 70 percent of exhibitors have a plan on how to connect with their leads after the show.

Creating Opportunities In this issue of Springs, we will look at the value of exhibiting at trade shows through a series of articles, two of which were written by marketing specialists, one from a company that manufactures equipment to produce springs and another from a company that makes springs.

On page 25, Jackie Zenhye from FENN Torin looks at “Key Tasks for Trade Show Success.” This is followed by “Maximizing Your Trade Show ROI” by John Higgins at

Ace Wire Spring & Form Co., Inc. on page 27. There’s a lot of good practical advice to help make your trade show exhibition experience worthwhile.

Our Flashback article “Your Trade Show Treasure Map” on page 28, is still as relevant today as it was nearly 20 years ago. Even in the age of social media, this article provides practical advice to those who attend a trade show.

International Trade Shows Can Open New Markets “International markets offer plenty of opportunities to expand and position your products and services in a global marketplace,” advises Dirk Ebener, CEO of Global CIF. Ebener’s company specializes in international trade shows and offers cross-cultural workshops to help companies do business in other markets.

“It is very important that you provide your sales and marketing team with the right tools to do business in these markets,” said Ebener. “Coaching your teams will help them to be business and culturally sensitive, and to avoid a serious faux pas that will end that hard earned business relationship right then and there.”

Ebener cites two things to keep in mind. 1) Make sure that you are serious about your commitment to the international trade show and present yourself accordingly. “The business world will not appreciate your lack of being serious,” he quipped. 2) The best way to gain and win respect is through your accomplishments and actual results. “In many cultures, the title is the initial door opener, and after you are ‘in’ you need to show what you are all about.”

Many years ago, Ebener worked for Messe Frankfurt, helping organize a USA pavilion within the Automechanika show in Frankfurt, Germany. He cites a “lack of seriousness” from an exhibitor who approached him just two to three days into the show.

The exhibitor told Ebener, “I really need to go home.” Ebener asked him why.

The exhibitor shot back, “I’ve taken all these orders to fill out our year and I need to leave.” Ebener said he told the exhibitor that the show was five days and that he could not vacate his booth.

“This story is also a good example that you should be aware of the business that might come your way from exhibiting overseas,” said Ebener. “It’s a good problem to have but sometimes smaller companies are overwhelmed with requests for proposals and new orders. It’s important that companies understand this and are prepared.”

Ebener says it is important to support the person who’s going overseas and be ready to jump into action when they return.

If a company is dipping its toe into international trade show waters for the first time, Ebener believes a USA-type

pavilion is the way to go because most show organizers offer a turnkey package.

“The USA pavilion offers them a sort of ‘landing platform’ where they can position themselves as a U.S. company. Usually pavilion locations are relatively good on the floorplan where there is always a lot of traffic. Buyers come to pavilions because they want to see what is made in Germany, what is made in England, what is made in the United States, etc.”

Ebener goes on to say, “Someone who comes to a pavilion already has a serious interest in that product from that country or market. So, it is much easier to connect with a buyer who’s already shown an interest.”

On top of that, Ebener says organizers typically offer lots of additional services like a lounge, refreshments and a host should they need to leave their booth for a few minutes. In addition, he says the U.S. Department of Commerce will often support these USA pavilions so there are buyer/ exhibitor matchmaking opportunities.

“If you are going overseas, I would always recommend a USA pavilion opportunity as a starting point,” Ebener concludes.

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What SMI Members Are Doing Earlier this year, SMI surveyed members to gauge their involvement and experience with trade shows. Whether a regular member who makes springs or an associate member who supplies services to springmakers, our survey found that on average, companies exhibit at about three to four trade shows a year, and nearly the same number attend shows to gather information and buy products. One company attends 10 shows a year, while others reported attending one or two and a couple said they don’t attend any shows. Why do SMI members attend trade shows?

Here are a few representative responses: • “To find new suppliers and see new technologies out there. To learn any new industry information and advancements that may be present.”

• “We attend for three basic reasons: branding, prospecting and general intelligence gathering. We look for market trends, as well as new equipment and technologies.”

• “Out of the box thinking.”

• “We attend trade shows mostly for educational purposes and sometimes to see if a particular show might be a good fit for us to exhibit at in the future.”

• “To see what’s new and the ability to see several suppliers all at once. I’ll attend educational sessions only if the topic is relevant.”

• “To see what’s new and what our competitors are doing.”

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“Map out important vendors and schedule meetings ahead of time.

Plan to succeed by setting goals.”

In a similar vein, we asked SMI members: “What is one valuable tip you would share as a trade show exhibitor?”

• “Have product knowledge and a lot of personality.”

• “Double the carpet padding, bring lots of water, plan dinner with customers, walk the show to meet other people, hold special announcements or demonstrations at your booth.”

• “Plan and prepare early. Simplify as much as you can without sacrificing quality in your message and display.”

• “Be organized and don’t let your leads go to waste.

Everything is for naught if you don’t follow up when you get home.”

• “Engage as many attendees as possible and try to vet them quickly.”

The next question in the survey asked for a valuable tip from the perspective of a trade show attendee.

• “As an attendee, I am turned off by someone who is too aggressive. Also, don’t be sitting at your booth, look inviting by standing and greeting people as they walk.”

• “Map out important vendors and schedule meetings ahead of time. Plan to succeed by setting goals.”

• “Take notes. After a while exhibits can run together in your mind.”

• “Take a backpack!”

• “Budget your time wisely; divide and conquer. Learn as much as you can and share your knowledge with your colleagues at the end of the day.”

• “Visit even those individuals who are alone in their booths. They are so eager to talk to someone and they often have interesting insights into the industry.”

• “Focus on one specific product or process, and compare multiple suppliers to make a meaningful decision.”

• “Wear comfortable shoes!”

The survey concluded with an open-ended opportunity to share any other thoughts about participating in trade shows. Here are a few: • “While many things can be seen online and emails exchanged, sometimes there is no substitute for a face-to-face discussion.”

• “I like to meet the actual users of my equipment at the shows, not just the person making the buying decisions.”

• “Expect the unexpected. Just touring a show may show you a new or alternative manufacturing method that may improve your manufacturing processes.”

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• “Forget ROI or you’ll never do another show. If you leave with two or three high quality introductions, that’s a win. The hard work comes after in the cultivation of relationships.”

• “Don’t eat or sit down in the booth.”

In the age of social media, Ebener says exhibitors should use platforms like Facebook and Twitter to connect with buyers. “Once you get your booth number from the show organizer, start preparing a social media schedule to draw people to your booth.”

“Be organized and don’t let your leads go to waste.

Everything is for naught if you don’t follow up when you get home.”

Ebener offers similar advice to those attending a trade show. “If I know I’m going to a trade show, I need to connect to the social media platform of the show,” he explained. “I also need to connect on social media with the companies that I want to see.”

Trade shows present great opportunities for all companies to succeed by boosting their reputation. Proper planning and effective management of your trade show investment presents the best chance for success. The subtitle of Stevens’ book on trade show marketing sums it up well, “plan, promote and profit.” Do this and success should come your way. Good luck! n

Additional Resources Exhibitor magazine – www.exhibitoronline. com – Features best practices in trade shows and events.

Event Marketer – www.eventmarketer.com – Lots of great content about events and trade shows, including helpful whitepapers, webinars and research.

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Key Tasks for Trade show success

By Jacquelyn Zenhye

T

here are a wide variety of methods you can use to get in touch with customers, and trade shows still represent a cost-effective way to have face time with many customers in just a few days.

Having spent several years coordinating trade shows for an industrial manufacturing company, I have developed a list of key tasks for the preparation, execution and follow up of each trade show to help ensure FENN gets the most out of each event we participate in.

1. Pre-determine company goals and messages for each show.

Because each trade show focuses on different industries, markets and customer groups, I always clarify who FENN is trying to appeal to, and identify everything we can offer that audience. By gaining clarity around those parameters and developing our definition of success, it helps ensure that all our advertising, promotional materials and trade show display messaging tie back to the same deliberate purpose.

2. Start the process early. There is a lot of preparation and moving parts when it comes to putting together a great trade show booth.

It’s very easy for any number of things to fall out of place during the planning process. I always remind my team: “It’s not a matter of if something will go wrong, it’s a matter of what and how many things will go wrong.” I have found that it is important to provide myself adequate time to lay out a plan for the show, develop a checklist and execute it. Life happens, and things will inevitably come up, but having the time to prepare and react means you have the best chance to pull off a flawless show.

3. First impressions are truly everything. As humans, we all make

judgments about people, products, and companies based on the information immediately available to us. Being a “me too” exhibitor is not enough, which means we strive to be the booth that show attendees are buzzing about. Whenever FENN attends a trade show, I always keep in mind that I am surrounded by competitors who offer similar products and services, making it essential that our company stands out. With a goal to attract new leads and encourage people to want to speak with us, our company presentation needs to provide a compelling reason for people to do so. If all your competitors have similar displays and give away the same thing each year, commit to doing something completely different. If all your competitors use the same color scheme, choose something different. Find creative ways to break through and communicate your trade show message.

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4. Reach out to prospective or existing customers before

the show. Sales activity is the best indicator of success at any trade show. At FENN, our sales staff actively reaches out to key accounts to pre-plan meetings during the show, or dinner conversations after hours. Scheduling appointments helps not only ensure we have a productive show, but that our team is completely prepared for each conversation ahead of time.

Having energetic, enthusiastic and technically-minded people representing your company or product plays a crucial role in your trade show success, and can even be a differentiator itself.

5.

Choose the right staff to work your booth. This is something that I see companies miss the mark on a lot. I often walk trade shows and notice that companies send the wrong people to work the show. Personnel should be selected based on their ability to bring a return on the

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company’s investment in sending them to the show. All too often I see introverted booth staff sitting down, staring at their laptops, totally disengaged. Having energetic, enthusiastic and technically-minded people representing your company or product plays a crucial role in your trade show success, and can even be a differentiator itself.

Let’s face it, working at a trade show for many days in a row can be taxing. Maintaining enthusiasm about your company and products throughout the show is critically important. I always try to consider how it feels as a trade show attendee: “It can be a long day and it can feel like everyone is trying to ‘sell’ you.” Take that into account and work hard with your staff to create a different experience.

The enthusiasm of our staff at FENN has a direct impact on the success of every show, every time.

6. Extend your brand awareness through promotional

items. Good, fun quality items that people want to hang on to are increasingly harder to find. I have noticed that most everybody gives away pens because they are cheap and easy, but a pen is generally not memorable. Every year I try to find new and different things to help create a memorable experience for our guests. Promotional items are sometimes treated as an afterthought, but they can be a great tool. An exciting giveaway helps attract visitors to your booth and can help start quality, pressure free conversations.

7. Find ways to let visitors interact with your product or service. This idea also ties in to number three. Not every product or service is easy to make interactive, but getting creative and finding a way is essential to make a memorable experience. It’s easy for show attendee’s eyes to gloss over when they pass by the typical pop-up booth display with brochures and a bowl of fun-sized candy. When you allow visitors to interact with your product, it helps communicate your value and differentiators. FENN, for example, will always bring equipment to shows, and make parts on the spot. We also invite booth visitors to have a more personalized experience with the machine when we offer to make parts based on their own drawings and provide them with actual samples. Look at other great booths next time you visit a show for some inspiration, and then consider how you can make those ideas your own!

8. Measure ROI. It’s important to circle back to the goal

and message from task number one and answer the question “How did we do?” against your definition of success.

Our goals and messages vary from show to show, as does our definition of success. For example, we may attend one show with the intention of building our brand and reputation in a particular industry, and a goal may be to talk to x number of new people with an industry or market. At another show, a heavier focus will be placed upon sales, and we may expect that our show leads will result in sales 2-3 times what the company spent to attend the trade

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show. Each definition of success is different. Regardless of how you choose to determine ROI, it is always a good idea to keep track of the conversations, leads and activity you get from each show, and review what was effective and what was not. If you are finding you are not as successful as you hoped, consider what other “out of the box” ideas you try the next time around.

Maximizing Your Trade Show ROI

By John Higgins, Marketing Manager, Ace Wire Spring & Form Co., Inc.

9.

Follow up quickly. It is easy to return to the office after a trade show and get drawn back into your company’s daily operations. Time is of the essence when it comes to following up on trade show leads. At FENN, we work to follow up quickly with our connections while they still remember who we are and what we discussed at the show. Tying back to task number 3, when you have a standout booth display it really helps prospective leads remember who your company is, among the dozens of others they likely spoke with.

On paper, this collection of tips may seem rather intuitive, but it is easy to forget the key trade show basics when you are wrapped up in the day-to-day operations of a business. I often attend trade shows and see companies who make the effort to attend the show, but don’t appear to be following these crucial steps to ensure maximum results.

I hope this article inspires a few new ideas to make your next trade show experience a complete success. n Jacquelyn Zenhye is the director of marketing and product innovation at FENN Torin in East Berlin, Connecticut. She is primarily responsible for the company’s marketing, brand management and new product development strategy and execution. Zenhye holds a B.S. in communication science from the University of Connecticut and is pursuing an MBA at Southern Connecticut State University. Zenhye also serves on the board for NESMA. She can be contacted at marketing@fenn-torin.com.

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A

ce Wire Spring & Form exhibits at approximately three to four industry trade shows a year. Exhibiting involves several tasks we group into three categories: Pre-Show; Exhibiting; and Post-Show. Each category of tasks is equally important which contribute to our overall return on investment (ROI).

Pre-Show We start off by investigating the show location, along with who has exhibited and attended in the past. Once we decide the show is worth exhibiting at, we then work with the show organizer for a booth placement where Ace can maximize its exposure. After a booth assignment is made, we then let people know we will be exhibiting at this upcoming show. Approximately two months before the show, we post an “upcoming event announcement” on the Ace Wire Spring website, and send email blasts to our customer database. Also, our sales engineering manager calls and emails local customers to invite them to come visit Ace Wire Spring’s booth and to see if there is any way we can help them out. Mailers supplied by the show organizer, or designed by Ace, are mailed to specific customers to promote the show itself and Ace’s participation in it.

Exhibiting When the exhibit phase of the show begins, we start with the booth setup to focus on how we want to promote the Ace Wire Spring brand. This includes displaying samples of product we have made in the past and updating company promotional materials available at the booth. We always want an Ace Wire Spring employee or local Ace sales representative available to address visitor questions and needs. We use the show organizer’s technology to collect visitor contact information. In addition, we use our own rating system to help prioritize the leads gathered at the show. During scheduled parts of the day when we have multiple people working at our booth, we make time to visit other exhibitors’ booths to introduce ourselves and to see what, and how, different industries are being represented at the show.

Post-Show After the booth has been taken down and the show has been completed, we focus on follow-up. We contact all leads in a priority order, focusing on several factors. One factor is whether the contact is a current customer, and if so, how much business they currently do with Ace Wire Spring. Another factor is if the contact has an immediate need, and if they have a drawing and/or a

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Flashback

list of specifications with them. This allows us to relay the information to our design engineers and quickly generate a quote. Also, if their part need is for a high quantity amount, or the amount needed will spread out over the span of a year, we consider them a high priority and an opportunity to develop a long-term customer.

Your Trade Show Treasure Map

By Phillip M. Perry

At the show’s conclusion all expenses and costs are cataloged. This information is measured against the new business brought in from leads generated at the show.

A personal email from our sales engineering manager is sent to every booth visitor. People with an immediate, specific need are followed up with a phone call as well. While these emails and phone calls occur, we keep track of all activity, showing the progress of each lead from start to finish. At the show’s conclusion all expenses and costs are cataloged. This information is measured against the new business brought in from leads generated at the show that turn into sales for Ace Wire Spring. This is helpful for measuring the trade show ROI which helps us decide whether Ace Wire Spring should exhibit there in the future.

When Ace Wire Spring & Form exhibits at a trade show, the tasks we complete building up to and after the show are just as important to us as the actual event itself. All of these items combined help us realize our full potential of business opportunities. n John Higgins is the marketing manager for Ace Wire Spring & Form Co., Inc. He may be reached at 412-458-4830 or email: JHiggins@ acewirespring.com.

(Editor’s note: This article was originally published in the Summer 1998 issue of Springs to help those attending trade shows make the best use of their time. Keep in mind that this was written before the advent of smartphones and social media, which has changed the way trade shows are marketed, promoted and researched. Much of this information is still relevant to help maximize your investment in attending.)

W

hen you attend a trade show, you sail a dangerous sea.

Navigate poorly, and you miss islands of treasure that would add luster to your business. Your investment sinks because you’ve sailed right past valuable insights into the market’s sea changes. Steer well, and you discover gold: new products, powerful marketing ideas, trends that propel your business to success.

Begin your conquest by plotting your course wisely, using the best compass available to a merchant marine: directions from those who have ventured before. In this article, top trade show consultants will give you a chest full of ideas to help you run with the trade winds, navigate past dangerous shoals and chart a course to success. Here, then, is your trade show treasure map.

Nugget 1: Plan for a three-pronged attack. You have limited time

at the show. You need to plan what percentage of your time you will spend in each of three activities: seeing new products and services, networking with peers and attending seminars.

“Get clear in your own mind how important each activity is to your business,” says Francis J. Friedman, president of Time & Place Strategies, New York. “It helps to rank them in order of importance.” You may decide to spend 50 percent of your time seeing new products and divide the other half equally between the two other tasks. Then translate those percentages into the number of hours available on the show floor.

Write down your results, and monitor yourself carefully throughout the show. If you do not apportion your time, you may find that you spend so much on one activity that you run short of time for other vital tasks.

“Every show presents new and unexpected things,” adds Friedman. “If you have not taken care of your primary business efficiently, you won’t have time to discover what’s new.”

Bonus tip: If your schedule goes off track, take a break. Ask yourself what you did wrong, and how you can avoid making the same mistake during the remainder of the show.

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Nugget 2: Write down questions in advance. Once you

have your time apportioned, put your key questions down on paper.

“First, ask yourself what business problems you intend to solve by attending the show,” says Mim Goldberg, president of Marketech, Westborough, Massachusetts. “Then list the questions you need to answer to solve those problems.”

If you carry a notebook with the questions written down, you will be sure to get answers as you walk the floor.

How about the information you need that is not tied to a specific product? For example, you may be looking for all the important information you can get from 12 specific vendors. The operative word there is “important.”

If you walk into the booth with open-ended questions, an exhibitor may waste your time with endless nonessential information. The secret in this case is to carry a supply of forms that list specific questions to ask each exhibitor, according to Iris Kapustein, president of Trade Show Xpress, Delray Beach, Florida. The form should include spaces for product descriptions, comments and follow-up actions.

“Forms help you structure your time,” says Kapustein.

“You are sure to get just the information you need, without omitting any critical data you need to make a decision.”

You can save additional time by filling out the name and address block on each form for the exhibitors you need to see, prior to the show. When you stop into a booth of a vendor unknown to you, just staple the business card to the top of your form.

Nugget 3: Plan the best walking route. Once you have

apportioned your time, you need to design a walking plan that allows you to visit all the booths most efficiently.

Avoid wandering like a ship cast adrift. “Some people walk into a trade show hall like they are walking into a gambling casino,” says Jacob Weisberg, president of Creative Communications, Trabuco Canyon, California. “They are overwhelmed by the possibilities, so they end up wandering aimlessly. They do not achieve the goals they set for themselves.”

“First, ask yourself what business problems you intend to solve by attending the show,” says Mim Goldberg, president of Marketech, Westborough, Massachusetts. “Then list the questions you need to answer to solve those problems.” If you carry a notebook with the questions written down, you will be sure to get answers as you walk the floor.

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Get a list of exhibitors and a map before you start your day. While it’s best to have these before you travel to the show, by all means obtain them before you start walking the floor. “Create your plan at home or in your hotel room,” says Weisberg. “You don’t want to make these decisions in the highly excitable atmosphere of the show floor.”

Bonus tip: You’ll be able to make better product comparisons if you schedule yourself to see vendors of similar items during adjacent time periods. Do this even if it means designing a walking plan that includes switchbacks.

Nugget 4: Take the road less traveled. The sound of the

opening gun echoes through the exhibit hall. They’re off!

Excited buyers crowd the aisles like a thundering herd of wild horses. But wait — they are all going in the same direction.

“When the show opens for the morning, 99 out of 100 people will turn right after entering the door,” says Kapustein. “Try going the other way. Turn left and see the booths on that side of the hall before they become crowded. You will get twice the work done in half the time.”

Bonus tip: Don ‘t always start at the front of the hall, advises Kapustein. Once again, these booths will be most crowded. It’s smarter to walk directly to the back of the hall and see those booths first.

Nugget 5: Control the conversation in the booth. You are

the captain of your ship. Don’t let someone else take the wheel. You can establish your credibility by rehearsing what you will say, then sticking to your script when you enter each booth. This is important, because vendors will give you their close attention when you come across as assertive and goal-oriented. As a result, you will become much more productive.

“Start out offering specific information, so the vendor knows you are knowledgeable, serious and interested,” says Mina Bancroft, who runs her own consulting firm in Pittsburgh. “Tell the booth staff who you are and specifically what you want from them.”

Avoid open-ended questions like, “What’s new?” These invite the exhibitor to ramble on, wasting your time. Try an opener like this: “My name is Jane Walter from the XYZ Company. I am making a decision to buy an ABC processor.

Why should I consider your model number XKE-1 over the model from your competitor?”

That opener establishes that you have the power to make: a buying decision, and that you seek specific information to do so. It also shows that you have done background research before arriving at the show.

If you are just browsing, say so, adds Bancroft. It’s not fair to misrepresent yourself to the vendor, who would just give you more information than you could use anyhow.

Many larger booths have a quiet area where serious discussions are held with buyers. “Be willing to be drawn into that area,” says Bancroft. “Don’t try to conduct the discussion in the main booth area, because the noise level can be distracting.” If you need much detail about a new

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product or service, suggest that you meet with the vendor at a quieter location.

Bonus tip: Very often, a good choice for business conversation is the coffee bar near the show floor. Find out the location of a quiet place like this before you start visiting exhibitors.

Nugget 6: Take notes. “Write your impressions as soon as possible

Nugget 7:

Network wisely. “Trade shows are the granddaddy of network events,” says Barry Siskind, principal of International Training & Development, Terra Cotta, Ontario. “You have sheer volumes of people to contend with. So much of technology pulls people apart that the real value of a trade show is the face to face contact.” Yet, Siskind says, most trade show goers have not

“Bring your curiosity. Walk up and ask about an unfamiliar product. It may not be directly applicable to what you need, but someone from another part of your organization may have need of it. Staying alert to new products can multiply the benefit of your attendance.”

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1) Plan for a three-pronged attack.

2) Write down questions in advance.

3) Plan the best walking route.

4) Take the road less traveled.

5) Control the conversation in the booth.

6) Take notes on what you see.

7) Network wisely.

8) Make appointments selectively.

9) Plan to be surprised.

©iStockphoto.com/ Adrian Weinbrecht

after speaking with someone,” says Dr. Richard J. Brunkan, chairman of Human Resources Development Consulting, Milwaukee.

“You may think you can wait until you get back to your room to write down what you have learned, but the truth is, we forget rapidly.” You may feel uncomfortable about jotting down lots of notes while speaking with an exhibitor. In such cases, you may wish to jot a brief word to remind you of each key point, then fill in all the supporting material in the trade show aisle after leaving the booth. If you use that technique, you may find it helps to fill out your notes with the last thing you discussed first, then work backward in time.

“Our temptation is to start writing about the first subject we discussed,” says Dr. Brunkan. “But for many people, the information is stacked like a box full of books. It’s easier to start with the last book we put in.”

Some people use tape recorders. These can be much more efficient than note taking, although you need to transcribe them later, or assign the task to someone else. They can intimidate some people with whom you talk, so be sure to ask permission first.

Says Weisberg: “Ask the vendor, ‘Do you mind if I allow you to speak into my tape recorder?’ If the person says no, take a few written notes. Then once you are back in the aisle, tell all that you remember to your tape recorder.”

Bonus tip: Avoid jotting notes randomly on accumulated collections of glossy brochures. “One of the most appreciated show giveaways are shopping bags,” says Dr. Richard Jamison, president of Productivity Enhancement, Rutherford, New Jersey. “But most of what goes in them is never reviewed again. It’s easy to end up with way too much stuff that just gets tossed out later.”

9 Treasure Chest Nuggets

Make Meals Productive Don’t dine alone. Meals are perfect settings for more detailed discussions with a networking partner or exhibitor. “One problem with lunch is that it’s difficult to firm up a definite time to meet,” says JoAnn R. Hines, president of Global Pak, Acworth, Georgia. The shows are so hectic that an 11 a.m. appointment might tie someone up unexpectedly through the lunch hour.

Solution: Set your important appointments for breakfast or dinner.

You are likely to be more relaxed and open to conversation during those hours.

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developed their networking skills. “And the most difficult kind of networking is walking into a room with hundreds of strangers.”

Siskind gives this secret of success: Rehearse the manner in which you approach individuals, what you say during the conversation, and how you disengage. Nailing down this routine will give you the self-confidence to approach others. “These events are for networking, not for long business discussions,” says Siskind. “Use that as your justification for chatting with other people.”

You can also improve your networking skills by doing your pre-show research. “The more you know about a show, the more stimulating questions you can ask,” says Siskind.

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What level of staff usually attends the show? Senior management? Salespeople? Think about what questions you can ask these people. For each company you intend to contact at the show, have at least one or two names of key people to ask about. Asking, “Is so-and-so coming?,” will establish you on a higher level.

Bonus tip: Hospitality suites and conferences are great places to network.

Nugget 8: Make appointments selectively. Making the

right appointments can ensure that you see the people you need. Making too many appointments, though, can really lock you in. In the worst-case scenario, you may not have enough time to pursue important leads because you have already committed your time.

“If there is a product you are vitally interested in, then it’s good to make an appointment,” says Brunkan. “If you are still in the in-between stage of decision, then it’s best to put off the appointments until you obtain more information.”

Bonus tip: If you miss someone you want to see, leave your business card with a note on when you will try again.

Nugget 9: Plan to be surprised.

(L to R) Jim Landis 43 yrs, Stephen Wagner 42 yrs, Richard Null 53 yrs, David Shelly Jr 43 yrs making wire

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Schedule some time to visit the smaller booths of newer companies. Don’t just try to squeeze them in at the last minute, or you may miss them entirely. Although you don’t want to waste time, be sure to take note of unexpected products or services that can help your business.

“Bring your curiosity,” says Friedman. “Walk up and ask about an unfamiliar product. It may not be directly applicable to what you need, but someone from another part of your organization may have need of it. Staying alert to new products can multiply the benefit of your attendance. Prior to the show, talk with people from related departments at your office, then shop for them. This is especially important today when people work in cross-functional teams.” n

1000 East Main Street · Mount Joy, PA 17552

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A New Process for Manufacturing Springs with Nitinol

By Gerd Siekmeyer, Christoph Bechtold, Rodrigo Lima de Miranda, Acquandas GmbH

T

oday’s classical springs are manufactured from shaped semi-finished wires, sheets or tubes from traditional spring materials using conventional manufacturing processes such as wireforming, etching or laser processes. In this article, we report about a new micro system manufacturing technology to produce small (mm/inch size) ultra-precise springs from high quality Nitinol materials.

Nitinol is a non-magnetic, thermo-active alloy from Nickel and Titanium and exhibits superelastic or shape memory properties, which enable their use as intrinsic or actively driven springs. The material has been a success story in the medical industry for more than 25 years, the most prominent example being the stent, a flexible cylindrical Nitinol structure that is applied in very small diameter and expands within the vessel with the purpose of keeping a closed artery open.

The superelastic properties of the alloy (the ability to be strained to six percent without any remanent deformation), also make it suitable for many other industrial passive spring applications. Its mechanical properties can be tuned to meet specific application needs, such as higher operating temperatures or stiffness, by changing the alloy chemistry. Further innovative spring developments, like for micro applications, challenge existing Nitinol fabrication technologies and require new fabrication approaches.

An innovative approach is the deposition of Nitinol via sputtering, a deposition technology that can create extremely thin, but also thick, films up to 80Âľm/3thou or more [1]. UV Lithography, another micro system technology process that uses UV light to create a high-resolution pattern, is used in combination with the sputtering process (Fig. 1) to fabricate highly accurate, freestanding structures from Nitinol in any two-dimensional shape.

Using this fabrication approach, spring functionality can further be expanded by integrating additional material, electrical, electrochemical, physical or mechanical features in a multilayer material stack. Additional polymers, metallic or ceramic materials can be deposited on top of sputtered Nitinol structures as well. In the following section, we will give some example applications and product visions for engineering new spring concepts and properties with this unique technology.

Fig. 1

UV Lithography UV Light

Photo Resist

Cr Mask Substrate

Magnetron Sputtering Recipient N

S

Ti

Ni

S

N

Ti

Ni

Cu NiTi

Ar+

To Vacuum Pump

NiTi film Substrate

Figure 1: Key manufacturing processes to produce ultra-precise springs by sputter deposition. The sputtering process is used in combination with other micro system technology (MST) processes. Top: UV Lithography with a high-resolution chrome mask is used to manufacture a micro structured tool (mold). Bottom: Magnetron sputtering of Nitinol into the mold tool. Sacrificial layers are removed by wet chemical etching to release the Nitinol layer from the substrate and achieve free-standing ultra-precise pure Nitinol flat springs or components.

Materials and Alloy Engineering with Sputtering Designing an innovative spring starts with understanding and applying a spring material with the necessary and optimum material characteristics for the final spring properties and application. Nitinol may be such a material since it shows exceptional mechanical properties, which make it suitable for

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innovative spring applications. Figure 2 gives some typical tensile material data for sputtered Nitinol materials.

The classical superelastic Nitinol properties are shown in curve 1, a hysteretic stress-strain behavior with a forward and reverse plateau, and operating strains of five percent or more for bi-atomic Nitinol without significant remanent deformation of the material during a single cycle. The Austenite finish temperature (Af) temperature (temperature at which the material transforms into the high temperature Austenite phase) of these alloys ranges typically between

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-15°C/3°F to 80°C/176°F. If ternary or quaternary materials are added to the Nitinol alloy, it is possible to further optimize certain properties. For example, it makes the stress-strain cycle highly stable up to millions of cycles (with the cost of a reduction in strain, see curve 2) [2]. If operated below the Af-temperature, these alloys exhibit mid and high-temperature actuator material characteristics for actively driven springs or for actuators with intrinsic temperature sensor.

Another unique feature of Nitinol sputtering is that the “as deposited” material is amorphous (no long-range order of atoms, in contrast to crystalline materials). It requires a dedicated heat treatment to crystallize the amorphous structure and hence obtain the classical superelastic properties. The amorphous structure shows equally excellent mechanical, physico-chemical and corrosion properties with a highly linear stress-strain behavior up to high stresses (curve 3 in Figure 2).

In contrast to classical melting and casting of metals or alloys Nitinol sputter technology allows to easily conduct application specific alloy engineering to adjust the final material composition and microstructure in order to meet the desired material requirements.

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Smart Spring Innovations by Integrated Functionality Applying a unique micro system technology (MST) and sputter process to manufacture ultraprecise thick film springs allows adding additional design features to enhance and integrate spring functionalities and engineer more intelligent and smart springs.

Using the micro system fabrication technology, simple 2D (like cutting springs from sheets), but also more complex 2.5D (like cutting springs from sheets with add-on processes like grinding, stamping and/or milling) flat springs (Figure 3) can be created. In general, the micro system fabrication route is advantageous to use when highly structured and ultraprecise dimensions and tolerances in micrometers, or when more complex geometries are required. Fully 3D spring geometries can be manufactured as well, by applying additional processes such as heat treatment with folding

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Fig. 2

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Fig. 3

Mechanical Properties of Different Nitinol-based materials.

2000

Stress / MPa

1500

NiTi 37ºC

TiNiCu 73ºC

1000

500

0

Fig. 4 NiTi amorphous

0

1

2

3

4

5

0

1

2

0

1

2

3

Strain / % Figure 2: Mechanical properties of different Nitinol-based materials.

Figure 3: Examples for flat springs with different 2D geometries. Feature resolution for 80µm (3.1thou) thick Nitinol springs is 10µm (0.39thou), and lower for thinner springs (1µm (0.04thou) for 5µm (0.2thou) thick Nitinol).

Figure 4: Overview of various intelligent and smart spring design concepts. Top from left-to-right: 2.5D Nitinol structures with pins; Nitinol membrane with micro holes; micro cavities; Bottom from left to right: Spring with micro heating element; Nitinol stripe with conductive micro tracks; Shape set Nitinol spiral spring.

and shape setting and/or laser welding. Due to the ultraprecision UV lithography, the overall dimensions and tolerances (Figure 4) will result in an excellent accuracy for such sputtered spring features.

Further design options for intelligent and smart springs can be realized by integrating mechanical, electrochemical, electrical or physical features by adding different materials on top of a base Nitinol substrate. Figure 4 gives some of these engineering design options.

Numerous technology options are feasible and can transform simple springs into intelligent and smart springs with enhanced or integrated functionality. Applying a multilayer material stack is a technological option which is unique for the micro system fabrication route. However, it is also possible to add additional spring functionality by means of additional micro processes such as laser or electrochemical processes.

Development Process, Design Iterations and Costs Product development with the micro system fabrication route is in some points different compared to classical manufacturing processes, like wire forming. Whereas with classical manufacturing processes single step and part design iterations can be used (design #1 -> build -> test -> optimize design#2 -> build -> test -> optimize design#3 -> build -> test -> …) sputtering technology offers a design approach like designing printed circuit boards (PCBs) in batches, and multiple parts with different geometry can be fabricated simultaneously.

The typical wafer size for a single wafer production run is 2” (diameter 50mm), and high volume sputtering systems operate with wafers of 6” size (diameter 130mm) or larger.

Costs are similar or can be reduced because no complex tooling needs to be manufactured upfront, the single tool required is the UV lithography chrome mask with lead time of a few days.

Conclusions, Summary and Outlook This article presents a new process technology to design and manufacture complex and ultra-high precision springs with Nitinol based materials by applying sputtering and other micro system technology processes. With this advanced technology, it is possible to create sophisticated intelligent and smart springs with unique features. Applications for such complex and usually small springs can be found in markets for medical, pharmaceutical, semiconductors and electronics, optical and photonics, energy harvesting, actuators, precision mechanics, watches and jewelry, safety applications, HDmicro connectors, printing, antennas, sensors, biotechnology and resonators, to name a few. Sputtering technology adds additional creative and feature dimensions to the existing engineering space for future springs.

For more information, contact Gerd Siekmeyer via email: siekmeyer@acquandas.com, Tel: +49 431 880 6222, or visit www.www.acquandas.com. n 1 Capability of Sputtered Micro-patterned NiTi Thick Films (Bechtold, Lima de Miranda, Quandt, Shap. Mem. Superelasticity (2015) s40830-015-0029-9) 2 Ultralow-fatigue shape memory alloy films (Chluba, Ge, Lima de Miranda, Strobel, Kienle, Quandt, Wuttig, Science 348 (2015) 1004)

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Reshoring Will Trump Offshoring in 2017

By Harry Moser, President, The Reshoring Initiative

R

ecent developments are already impacting U.S. manufacturing. President Trump is committed to bringing back manufacturing jobs to the U.S. He faces severe headwinds, but he has the power and determination to provide a major boost to reshoring.

The headwinds are substantial. The U.S. dollar is up about 30 percent since 2012. China’s currency has fallen about 11 percent since 2015 and Mexico’s about 50 percent since 2009. Oil prices and freight rates are down substantially from several years ago.

Favorable macro trends include: • Localization. Companies are producing more in-market, causing international trade to plateau.

• Industry 4.0. New technology is resulting in fewer labor hours per unit of output.

The remaining labor is higher skills categories, where the wage gap between U.S. and developing countries is smallest.

A more capital intensive manufacturing model means the U.S. will have equal or lower capital equipment costs, since we do not have a value-added tax (VAT).

• Blockchain technology. This new technology will add transparency to the supply chain, improving the quantified value of local, dependable sourcing.

President Trump and Congress will add tailwinds. These are likely to include: • Tax, regulation and health care reform.

A much lower corporate income tax and reduced regulations will improve return on investment for U.S. factories.

• Border adjustment corporate tax.

President Trump wants to tax imports and give a credit to exports. At the borders, it would work like a VAT. • Currencies. President Trump has promised to pushback on undervalued currencies and intellectual property theft.

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• Tariffs. President Trump has vowed to impose tariffs on countries that fail to stop unfair trade practices or currency manipulation. “Tariffs will be used not as an end game, but rather as a negotiating tool to encourage our trading partners to cease cheating,” says Wilbur Ross, Commerce Secretary. “If, however, the cheating does not stop, Trump will impose appropriate defensive tariffs to level the playing field.”

Those are powerful tools for bringing manufacturing jobs back. I would like to add a few more: • Skilled workforce. The primary focus of the Labor and Education departments should be to help communities and companies develop the skilled manufacturing and engineering professionals needed to balance the trade deficit.

• Industrial ecosystem. The government should identify gaps that prevent companies from aggressively reshoring. It should then encourage U.S. and foreign companies to fill those gaps. This effort will be especially important as other actions drive up the cost of some imports.

• U.S. currency. We should reduce the value of the dollar by 30 percent against almost all other currencies. John Hansen, Ph.D., a former economist with the World Bank, has proposed a “market access charge” system that would eliminate the overvaluation of the dollar caused by the flow of world funds into the safe haven that is the U.S. • Total cost of ownership (TCO). We must educate management on the use of TCO in making sourcing and siting decisions. Since about 60 percent of companies rely on less accurate metrics such as piece-part value or landed cost, approximately 25 percent of what is now offshored would be more profitably produced here for the home market.

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The Reshoring Initiative believes the winning strategy for the country is leveling the playing field and recruiting and training the world’s top workforce. We must encourage companies to develop and implement strategies to adapt to the coming changes in global trade.

To get started, are you thinking about offshoring? Before announcing the move, use the free online TCO Estimator from the nonprofit Reshoring Initiative to be sure you have quantified all the costs, risks and strategic impacts of offshoring. You may find that you will actually be more profitable staying in the U.S. It may be better to do the math today, than get a call from President Trump tomorrow. n

Reshoring and Springs

(Originally published in the February 2017 issue of ASSEMBLY magazine. Reprinted with permission.)

For more information on the Reshoring Initiative and the TCO Estimator, visit www.reshorenow.org.

Harry Moser is the president of the Reshoring Initiative. When he was president of Charmilles Technologies, Moser sold electrical discharge machines (EDMs) to spring manufacturers.

If you are now producing springs that were previously sourced offshore, email Gary McCoy at gmccoy@fairwaycommunications.com or Harry Moser at harry.moser@reshorenow.org.

While the government levels the playing field, you can help advance domestic sourcing of springs by documenting that spring reshoring is taking place. If a few case studies are submitted, an article on spring reshoring will be produced for Springs and your case will be highlighted. No need to mention customer names.

The Reshoring Initiative recently helped a contract shop win a $60 million order versus China by using its TCO Estimator. If you are competing with offshore springs and need assistance in making your case, Moser is available via email to assist.

35

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Plan now to attend SpringWorld® 2018!

Join thousands of your colleagues in Rosemont.

SpringWorld provides a unique opportunity to network with other spring manufacturers and wire formers: • The premiere spring show since 1960.

• A global showcase for suppliers to the spring and wire form industry featuring attendees from 18 countries.

• One-on-one discussions with others who share your concerns offering new insights for your business.

• See the newest technology available to improve your productivity, quality and service.

• Attend free educational seminars offered by exhibitors and industry experts.

We’ll see you at

SpringWorld® 2018

presented by

October 3-5 Donald E. Stephens Convention Center Rosemont, IL

www.casmi-springworld.org

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Diverse Precision Metal Components at the Heart of SMI’s eXpo

S

MI formed as an association in 1933 to support and promote the precision mechanical spring industry.

Little could the founders have known how diverse the industry would become.

Today’s SMI membership roster includes companies who produce a variety of precision metal components.

These components include extension, compression and torsion springs, flat springs and wireforms, spring washers, hot wound springs, constant force springs, spiral torsion springs, hot wound springs and stampings to name just a few. The variety of equipment and raw materials needed to test and produce these components is endless.

The common denominator is “metal engineering,” which provided the impetus to name SMI’s trade show the Metal Engineering eXpo™.

Registration for the 2017 eXpo Oct. 3-5, 2017 at the Connecticut Convention Center in downtown Hartford is now available at www. MetalEngineeringeXpo.com. You can also check out the list of host hotels and secure your rooms for the event, which is hosted by SMI in cooperation with the New England Spring and Metalstamping Association (NESMA).

The SMI Trade Show committee is co-chaired by Bill Lathrop, president of Colonial Spring in Bristol, Connecticut, and Daniel Pierre III, president of JN Machinery in East Dundee, Illinois.

In regards to the diversity of the show, Lathrop says, “If we consider a spring to be anything that can be deformed by a force, and, when that force is removed will return to its former shape, we really open up the thought process about what our industry does.”

Lathrop points out that while many materials exhibit this property, the industry that encompasses those who attend the SMI Metal Engineering eXpo almost exclusively work with metal whether it is technically a spring or not.

“All kinds of metals, in all kinds of shapes, all chosen for the environment in which they will be used,” explained Lathrop. “The membership of SMI and NESMA work in so many fields that the list could be endless.”

Lathrop cites eight different areas and, with no pun intended, says, “I’m sure my list will barely scratch the surface.”

• Transportation: Automobiles, trucks, agricultural equipment, recreational vehicles, boats, motorcycles, trains, military tanks, etc.

• Aircraft/aerospace: Aircraft engines, aircraft bodies & interiors, space craft, lunar and Mars rovers, rocket engines, satellites, etc.

• Weapons: Guns, guns and more guns – military and non-military. Hand guns, machine guns, artillery, hand grenades, land mines, torpedoes, missiles, drones. Spring loaded knives, cross-bows, etc.

• Medical: Medical devices and equipment, hospital beds, stethoscopes, dental arch wires, surgical staples, etc.

• Appliances: “This category is almost too numerous to cite,” said Lathrop. Any home appliance from washing machines to food processors to furnaces, vacuums, oven doors and even the lowly floor mop.

Lawn mowers, snow blowers and anything with a battery contact. “Ever notice that every time you change a battery in something, it’s up against a spring contact?”

• Recreation: “My favorite here is the trampoline,” said Lathrop. “It’s loaded with springs in plain sight.” Ski bindings, bicycle suspension and seats, exercise equipment, drones, camping equipment, etc.

• Heavy equipment: Mining, road construction, bulldozers, graders, snow plows and so on.

• Other areas: Fasteners, locks, tools, hinges, elevators, escalators, garage door springs, etc.

In addition to those categories, Pierre adds that one growing area where spring companies are contributing metal components is in drones. “So far the sheer number of them out there makes them a force to be reckoned with,” said Pierre.

The diversity of the show also extends to the exhibitors. In addition to the suppliers of wire materials and the makers of process machinery (coilers, formers, ovens, testers, etc.) there also companies who supply services to the spring industry.

To date 78 percent of the SMI Metal Engineering eXpo floor space has been sold.

Pierre said one of the things that attracts JN Machinery to the eXpo is the movement of each show to a new location.

“We saw many customers from the southeastern U.S. region at the inaugural show in Charlotte that we had not seen at other shows,” explained Pierre. “Perhaps we saw the upper management from these companies, but not the

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NESMA River Cruise Event NESMA in partnership with SMI invites you aboard the “Mystique” for an autumn adventure and dinner cruise down the Connecticut River.

The Lady Katharine Cruise line, named after the late actress Katharine Hepburn, has navigated its boat “Mystique” on the Connecticut River for many years. This beautifully maintained ship has three decks, two enclosed for climate control and an upper one for you to enjoy the sights and sounds of fall along one of America’s most beautiful rivers.

The three-hour event will take place Wednesday, Oct. 4, from 5:30 p.m. to 8:30 p.m. at a cost of $85 per person, which includes a selection of hors d’oeuvres and

a dinner buffet. Two drink tickets for beer, wine or soda are included. Other alcohol beverages may be purchased at bars located on the enclosed decks.

The evening light should remain bright for several hours, and with the help of a full moon the cruise should prove to be spectacular. Before the boat docks near the convention center to conclude the cruise, you will be able to enjoy the lights of Hartford that include the Travelers Tower, Connecticut State Capital Dome, and the famous Colt Firearms building.

Seats are limited to the first 300 participants. Tickets can be purchased through the SMI Metal Engineering eXpo website at www.MetalEngineeringeXpo.com

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plant workers. JN Machinery was happy for the opportunity to discuss our products in detail with the actual operators of our machinery. We look forward to interacting with the hands-on operators from spring companies in the Connecticut area this fall.”

The SMI Metal Engineering eXpo is a three-day event that features a technical symposium for individuals and companies to share their knowledge and expertise on a variety of topics surrounding the design, engineering and production of springs, wireforms and stampings. The final touches for the session lineup for the technical symposium, scheduled for Wednesday, Oct. 4, and Thursday, Oct. 5, are being finalized.

The schedule for both days of the technical symposium allows attendees to attend two separate 50-minute presentations. They can choose two sessions from among six different subject areas or tracks.

Track 1: Business Practices Track 2: Manufacturing Track 3: Culture, Leadership and Motivation Track 4: Technology Track 5: Business Environment Track 6: Materials and Testing These six tracks are permanent topics that will be repeated at each eXpo. “Some of the presentations will continue on at future eXpo’s, creating an ongoing dialogue with the attendees,” said Pierre. “Each topic represents what SMI believes to be the totality of springmaking and everything needed for success.”

A new feature of this year’s eXpo is a “Product Theater” on the show floor (located near the SMI booth) for exhibitors to present the latest developments in their product portfolio.

Networking events will include an opening night reception sponsored by SMI Tuesday, Oct. 3. A special river cruise event Wednesday, Oct. 4, is being sponsored by NESMA (see sidebar above for more information).

For more information on the 2017 eXpo, visit www.

MetalEngineeringeXpo.org. n

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Proper Requirements of Spring Design

By Ritch Froehlich, Ace Wire Spring

W

hen approaching an engineering challenge such as designing a custom spring, you may ask yourself: “What parameters would be paramount to manufacture this particular item?” In this article, our goal is to educate designers on the key factors required to precisely evaluate and engineer a custom spring that will meet and exceed one’s expectations.

The first consideration a designer should consider is the environment in which this custom spring will be required to perform. Will this spring be required to perform in excessive heat or cold? This answer is vital in selecting materials for this part. For instance, if the part will see heat factors exceeding 650° degrees (F), the designer will need to begin engineering this spring using a high temperature material such as high Cr Ni alloys. If the design requires the spring to work in an ambient temperature environment, perhaps a less costly material such as oil tempered, can be introduced.

Keeping with the theme of environment and material selection, it must be established early in the design process whether the spring will be in contact with any form of moisture, or chemicals such as chlorine or bleach. An example would be any spring for an outdoor application that will be exposed to salt water. In this environment, most professional spring designers would initiate their project using T-316 stainless steel. Though there are other, more costly materials on the market, T-316 stainless is highly used in these applications. If the spring were simply subjected to a high moisture source such as tap water, conceivably a design using T-302 can be implemented.

The next material selection requirement should address cycle life. This simply means the amount of cycles this spring will encounter over its lifetime. For instance, if the designer is engineering a spring for an engine and the spring will be cycled several million times over its lifetime, a material such as chrome silicon valve or chrome vanadium valve should be the material of choice. If the application calls for minimum cycle life, say a safety switch that may only be implemented around 1,000 cycles over its lifetime, perhaps the most efficient material to implement would be music wire.

The next question the designer should ask is: “Where will the spring be installed in its application?” This is also very

significant in the proper designing of springs. The designer will need to establish what the spring will work over, such as a pin or a mandrel. Next, will this spring be used to work inside any form of cylinder or bore? The designer will need to leave a “safety margin” within any design that requires these limitations, keeping into effect that all springs are “coiled” when they are manufactured; springs are not “machined” products. The tolerances that a springmaker requires are much more substantial than those of machinists. For example, a machinist may be asked to hold a one-inch block to +/- .0001” (in). On average, a springmaker would hold a one-inch OD spring to +/- .030” (in). When designing a spring that fits into a 1” inch bore, the designer would be requested to build in a safety factor of +/- .040” (in). So a spring with an OD of .960” (in) +/-.030” (in) would be recommended.

To achieve the peak performance from your custom design, the 20/80 rule should be implemented. This rule states a spring should be installed to no less than 20 percent of its total deflection and no more than 80 percent of its total deflection.

To calculate the total amount of deflection within a compression spring, the designer needs to take three aspects of the design into consideration: The wire size being used in the spring; The relaxed free length of the spring; And the solid height of the spring.

To calculate the solid height of a spring, the engineer will determine the wire size employed in the design and multiply that number by the total coils within the spring.

Once the solid height of the design is established, this figure is then subtracted from the relaxed free length of the spring.

For example, using a design that comprises .250” material, with four total coils and a relaxed free length of 3.00” (in): .250” (wire) X 4 (total coils) = 1.00” solid height To determine the total travel contained within the spring, the designer will then take the calculated relaxed free length of the spring and subtract the solid height of the spring. Using our example above: 3.00” (free length) – 1.00” (solid height)

= 2.00” total travel.

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Now that the total travel has been calculated by the designer, the 20/80 rule needs to be applied. In this instance, the designer would take the total travel of 2.00” (in) and multiply that travel by 20 percent. This calculates out to .400” (in). The designer would then subtract this sum from the relaxed free length of their design (in this case 3.00” (in)). The engineer would then add the sum of .400” (in) to the solid height of the spring (in this case 1.00” (in)). For example:

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any form of powder coating, zinc plating, e-coating or any bag and tag requests. This enables the springmaker to offer an accurate, complete price at the time of RFQ. If you have any questions please contact Ritch Froehlich at 412-458-4824, email rbfroehlich@ acewirespring.com, or visit www. acewirespring.com. n

3.00” (free length) - .400” (20 percent of total travel)

= 2.60” (in) (20 percent) 1.00” (solid height) + .400” (20 percent of total travel)

= 1.40” (in) (80 percent)

For this design to work within its optimum range, the load heights required by this spring should be applied within the installed heights of 2.60” and 1.40” inches.

By applying this 20/80 rule, it will ensure that there is ample amount of travel to engage the inactive coils initially within the design and that the spring is not engaged too closely to the solid height of the spring at its final deflection. Exceeding these parameters could potentially cause failures within the springs required application.

Other key factors in proper spring design include direction of wind, particularly when engineering a torsion spring. This will dictate the way energy is directed through the spring. This is established by the terms: right hand (clockwise) or left hand (counterclockwise) wound.

It is also essential to understand the method in which the springs will be assembled in conjunction to their mating part(s). When designing torsion and extensions springs, an enormous assortment of end configurations can be shaped, using CNC technology, to precisely aid in the assembly process. By recognizing the springs complete installation requirements, the springmaker can ensure accurate assembly for crucial form and function.

Finally, when the final design is complete, the manufacturer will need access to any specific style of coating, plating or packaging that is required by the end user. For instance,

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o c to b e r 3 – 5 , 2 0 1 7 • H a rt f o r d

Join us this October

What’s in Store at the SMI Metal Engineering eXpo? • Technical symposia focusing on design, engineering and production of springs, wireforms and stampings.

• Speakers targeting the needs of today’s ever changing path to success.

• A vast array of exhibits displaying all facets of manufacturing, including raw materials, insurance, machinery, ERP systems and more to improve your business.

• Networking opportunities to connect with the diverse range of people within the industry.

Business Environment Business Practices

Technical Symposia

Culture, Leadership & Motivation Manufacturing Materials & Testing Technology

• NESMA special event: Networking evening on the Lady Katharine Connecticut River cruise.

Exhibitor Space Now Available | Attendee Registration Now Open | metalengineeringexpo.org

SMI Metal Engineering eXpo is pleased to partner with 44 / SPRINGS / Spring 2017

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October 3–5, 2017

Connecticut Convention Center, Hartford for this event.

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ASTM Music Wire Revision

By Joe Owoc, Vice President and General Manager, InterWire Products Midwest

A

significant revision was recently made to the American Society for Testing and Materials International (ASTM), A 228 specification for music wire of which all springmakers should be made aware. There is now a designation for direct drawn and patented wire.

Section 5.3.1 defines Type 1 as wire being directly drawn from either rolled rods or from air patented rods to the final diameter.

Section 5.3.2 defines Type 2 as wire being drawn from either patented rod or patented wire to the final diameter. Please note that air patenting is not allowed.

The term lead patented is not specifically used, allowing for equal or improved alternative methods for Type 2. As stated previously, air patenting methods are not allowed.

Section 5.3.3 does allow Type 2 to be substituted for Type 1. This allows for a more refined product to be used for applications where a higher level of quality is not necessary. The standard means Type 1 cannot be substituted for Type 2.

The old standard left room for interpretation and a gray area for air patented products. The new standard removes that ambiguity.

Please contact your wire supplier for further details. n ŠiStockphoto.com/steinphoto

tford

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Okuno Machine Co., LTD 48-2, Sakamoto-cho, Izumi-city Osaka, Japan 594-0052 Tel: 81 (725) 43-7111 Fax: 81 (725) 45-3111 www.Okunomc.co.jp

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©iStockphoto.com/Björn Meyer

Springmaker Spotlight

Alco Spring Industries: Rooted in the Rail Industry

By Gary McCoy, Managing Editor

A

y

lco Spring Industries still sits on the same 27-acre parcel where it was founded in 1908 in the far south Chicago suburb of Chicago Heights, Illinois. When you stand inside the hulking 150,000 square foot facility, the rumbling of trains can be heard from time to time due to the tracks that run adjacent to the property.

The railroad industry has played a significant role in the history of Alco Spring, and it is still one of several sectors to which the company supplies springs.

Clayton Baker, vice president and general manager of Alco Spring, says the more than 100-year old company was initially owned by American Locomotive Company (Alco) based in Schenectady, New York. As a component supplier, Alco Spring would ship finished products via railroad car to Schenectady for final assembly.

“They supplied springs for the locomotives, including freight car springs and leaf springs,” explained Baker. “On a steam locomotive you see the big wheels. There’s actually a rim that goes on each wheel, and Alco used to make the rims here.”

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He adds, “At one time, Alco was probably larger than General Motors. Here at the Chicago Heights plant there were numerous buildings that supported the operations, and they even had their own electricity producing power plant on the property. It was quite an operation.”

Alco Spring is now a subsidiary of A. Stucki Company (see related article on page 50), and continues to be one of a few SMI member companies that exclusively make large hot wound coiled springs. Baker first came to work at Alco Spring in 1989. That proved to be a significant year because he got married to his wife, Jill, on Dec. 31, 1989.

Before coming to Alco Spring, Baker had worked as a consultant, spending many days on the road.

“Getting married, I needed to get a job closer to home,” he explained.

Baker had been introduced to Bill Schroat, the vice president of sales at Alco Spring by a friend. “I was determined not to be in sales,” explained Baker, “but this guy saw something in me and thought I should be in sales.”

As it turned out Schroat hired him and became one of Baker’s mentors. Baker laughs when he looks back on how his first tour at Alco Spring began.

“Basically, my career start here was: ‘Here is your desk, here’s your phone, the bathroom’s down the hall; now get to work.’”

At that time, Alco was still predominantly railroad focused. Baker started with some basic accounts and learned how to sell freight car springs.

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Alco Spring is now a subsidiary of A. Stucki Company, and continues to be one of a few SMI member companies that exclusively make large hot wound coiled springs.

He eventually branched out into industrial accounts before leaving with his mentor to work at various railroad supply companies.

Baker later went to work for A. Stucki Company when it was still family-owned.

In 2003 Bill Kiefer became the president and CEO of A. Stucki Company, the first non-family member to occupy those roles. After the untimely death of one of the last remaining Stucki family members, Kiefer put together a management group that included Baker to purchase the company.

Baker said Kiefer and the team faced a dilemma: “Are we going to be one of the companies that is bought out by somebody, or are we going to grow?” Baker said the decision was “grow.”

To grow, Stucki started buying up component suppliers to the railroad industry. One of those components was springs, which involved the acquisition of Alco Spring in 2008.

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“Since I told our president (Kiefer) how I could have run Alco better when I was there the first time, he remembered that and said: ‘Here you go,’” explained Baker.

From day one of the acquisition in 2008, Baker was tapped by Kiefer to run Alco Spring.

Coming Back to Alco At that time of acquisition one of the strategic decisions

by A. Stucki Company was to get Alco Spring back into supplying springs to the freight car market. Alco Spring had produced less rail car springs after Baker left in the ‘90s.

Baker said one of his first tasks was to contact former customers to try and rekindle some of the former railroad and industrial business they had lost.

His next task was to improve the physical structure of the plant with better lighting, new furnaces and upgraded equipment, a priority by Stucki to invest capital into the facility.

Baker said his primary focus was on the management and sales side of the business to solidify the customer base, but acknowledged early on that he needed help with operations.

“After the acquisition, we had some good operational people come in here to help implement lean manufacturing principles to the company,” said Baker.

Another focus was to improve the engineering and quality departments of the company.

Baker says one of the business philosophies he follows is: “Make it easy for the customer to give you the order.” Baker says it’s a principle he learned from his mentor, Schroat.

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About Alco Spring’s Parent Company Based in the Pittsburgh area, A. Stucki Company is a leader in the rail supply industry offering a full line of highly engineered dynamic control products, brake products, springs and other services to the freight car, locomotive and transit industries. Through its subsidiaries (including Alco Spring) the company also provides freight and locomotive component repair and reconditioning services; hot wound coiled spring manufacturing; high quality iron castings; precision CNC turning and milling; and custom molded urethane products.

The company was established in 1911 to fulfill a growing need in the railroad industry led by Arnold Stucki’s vision with manufacturing and fulfillment of freight car parts. It continues to be privately owned.

A March 2015 Smart Business article on A. Stucki Co. tells more of the company’s story and how Bill Kiefer leads the company.

To read more visit: http://www.sbnonline. com/article/stucki-co-bill-kiefer-grow-familycompanies-one-goal/?all=1 You can visit the company’s website at www.stucki.com.

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“I tell our employees all the time to ‘do whatever you have to do to get an order and make the customer happy.’”

He said he also likes being the “silent supplier.” Baker explains that it means “you’re supplying the product and things are going along well, so the customer doesn’t need to contact you or worry about anything.”

Baker advises that you still need to be in touch with the customer from time to time to nurture the relationship. He says Alco has enjoyed many long-term relationships with customers, but even that has changed over the past few years.

He says many customers are being pressured by price.

“They don’t necessarily care that you’ve had a relationship for the past 15 years, they just think: ‘I’ve got to save 20 percent on my buy.’”

Needed Change Baker says when he was tapped by Kiefer to run Alco Spring, a change in culture was needed. He looks at this as being one of his greatest challenges.

He said some Alco Spring employees embraced the change, while others who had been with the company had a difficult time adapting. Baker talked extensively about the implementation of lean manufacturing to Alco Spring in a Summer 2015 Springs article titled “Go Lean and Do It Your Way.” Part of the lean process was focusing on what Baker described as a “pull-through approach.” This involved lowering the work-in-process so excess inventory was not

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“You really don’t do it alone.

People are the most important asset you have. Good people are hard to find and even harder to keep. I really try to foster people’s growth and keep them.”

Clayton Baker (right), vice president and general manager of Alco Spring Industries, is pictured with Mike Burke the company’s production manager. Burke, who has been with the company for 44 years, is a third generation employee. Both his father and grandfather worked at Alco Spring Industries.

sitting on the shelf and only enough springs were being coiled to meet the orders for the day, explained Baker.

“We use that machine to coil another order the same day,” he said, “whereas before we would wait to do it another day.”

In the Springs article, Baker said employee buy-in to lean principles is one of the most important steps in the process. “Without the active participation and support of your staff, your company will be hard pressed to set realistic goals, let alone achieve them.”

For Alco, the process of going lean was crucial to facing the dilemma of rising costs, excess inventory, too much waste and increasing inefficiency.

Baker says that has been especially true in the past year.

“I’ve been involved in the industry for more than 25 years and this is the first time I’ve seen almost every market segment down,” explained Baker.

He says the challenge in a down market is not to get too aggressive because it could cost you later.

“We are going after new markets and new products, but not too aggressively,” Baker said. “I want to expand our offerings and explore what other kinds of materials we can utilize to make products for customers.”

The raw material department at Alco Spring is much larger than most SMI member companies. The company works with bar diameters of ½ inch to 4 inches, a free height of up to 60 inches and an outside diameter of 1 ½ inches to 26 inches. The company’s single, double and triple coil springs can weigh from as little as one lb. to as much as 2,000 lbs.

The company’s current product offerings include: bolster pocket wear plates, freight car hot wound springs, gibs, horizontal wear liners, inner and outer springs, locomotive hot wound springs, pedestal filler blocks, retainer plates, slope plate, vertical ring wear liners, wear plates and yoke pins.

Never Become Complacent One of the things Baker has learned during his more than 25-year industry career is to never become complacent. “You can never presume that everything is going along fine,” said Baker. “I used to tell my children, ‘Life isn’t a movie. It isn’t that you have an issue and then it’s resolved within two hours, that’s not the way it works.’”

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As a company leader he’s also learned valuable lessons.

“Part of my nature is to run everything and have my hands in everything, thinking I know best,” he said with a laugh. “I’ve learned over the years that you really have to give expectations to people of what you want and let them do it. At the end of the day that may not be the same as what you thought it was going to be, but sometimes that’s a good thing.”

He’s also learned that: “You really don’t do it alone.

People are the most important asset you have. Good people are hard to find and even harder to keep. I really try to foster people’s growth and keep them.”

At Home Baker is a Chicago area native and a 1984 graduate of Augustana College with a degree in psychology. Though a business minor was not available at the time, Baker says he was fortunate to take many business courses during his college career. He graduated from Augustana into a tough job market and ended up working for Enterprise Leasing.

He said he learned a lot about sales and customer service from the experience.

“It’s easy dealing with a company when you’re on the phone,” he explained. “When you’re dealing face-to-face with somebody, you really learn what customer service is.”

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From that experience Baker landed in the consulting world that resulted in a lot of travel. “Consulting gave me a good understanding of manufacturing,” he said. “I went from a cheese factory to a mine in Australia, where I worked for seven months.”

He said one of the basic principles of consulting is that no matter what area of a business you are looking at, “you need to understand what your processes are and how to schedule accordingly.”

Baker said understanding the complete flow of everything helps you understand what needs to be done, where there are redundancies and areas to make improvements.

“What was interesting is that a lot of people could see the problems, but they didn’t know how to or didn’t want to make the change.”

Baker says having a consulting mindset has helped him tremendously and was valuable when he took over the operations at Alco Spring in 2008.

When he’s not running the plant at Alco Spring or traveling to see customers, Baker describes himself as a “Discovery Channel junkie.”

He also enjoys being outside, pursing skiing and golf.

Lately Baker said he’s been spending more time riding motorcycles. He calls it an “almost therapeutic thing.” He owns a Harley Street Glide.

Baker says his wife of 28 years, Jill, does not enjoy riding, so he’s been sharing that passion with his brother. Last year the pair embarked on a three-day ride to Minnesota.

The Baker family includes a son who’s a 21-year old junior at the University of Illinois in Champaign-Urbana, and an 18-year old daughter who’s a freshman at Marquette University in Milwaukee, Wisconsin.

“We adopted both of our kids from Korea,” explained Baker. He said the lessons that he and Jill have learned from the adoption process are endless. “It (adoption) is a unique experience that many people can’t relate to. We always enjoy spending time with other parents who’ve adopted children because we have so much in common.”

Baker said he’s excited to continue leading Alco Spring.

And as one of the newest companies to join SMI, Baker said he looks forward to tapping into all the resources SMI has available.

“I want to make sure we get more involved, especially my engineering and quality people,” explained Baker.

Like many SMI members, Baker has made friends with other industry colleagues, including Greg Suth, the president of Hoosier Spring in South Bend, Indiana.

“Just like I said before about the value of being able to relate to other adoptive parents, it’s nice to be friends with someone like Greg who’s also a spring manufacturer.”

Baker looks forward to meeting and “adopting” more friends and colleagues as he gets more involved in the spring industry. n

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HIGH SPEED CNC COILERS

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American Manufacturing 2.0

P

ointing out the problems with and the decline of American manufacturing is not difficult to do. Coming up with solutions can be a more daunting task.

Refreshingly, author Steve Blue in his book, “American Manufacturing 2.0: What Went Wrong and How to Make it Right,” spends little time detailing the woes. Instead, he devotes most of the book to ideas and solutions that any manufacturer in the U.S can embrace, including those who make springs, stampings and wireforms.

Blue is the president and CEO of Miller Ingenuity, a global supplier of mission-critical components in the

transportation industry. The ideas and advice he dispenses in the book were not forged in an ivory, academic tower.

He draws upon his experience at Miller Ingenuity and in other roles earlier in his career to provide a formula for success.

It what he calls the “7 Values of Ingenuity™:” respect, integrity, teamwork, community, commitment, excellence and innovation. They are principles Blue said he developed in over 40 years of “trial and error.”

American Manufacturing 2.0 explains how this highly-integrated system of operating values can be implemented to turn around a company (if needed), or propel it to new growth and prosperity.

Early on, Blue says he aimed the book primarily at small- to mid-sized manufacturing companies “that survive by their wits and hard work.” He says if companies are satisfied with singledigit earnings as a percentage of sales then the book is probably not for them.

Blue says, “If you want to play to win, this book is for you.

If you are looking for

corporate tough love, you have come to the right place.”

Blue points out five factors needed for U.S. manufacturing to succeed: free markets, raw materials, labor, energy and leadership. He acknowledges that the first four are not totally within the control of most manufacturers, but leadership is.

“While your competitors can buy the same machines as you and run the same ads for their products, none of them can copy your leadership and the culture of excellence that you establish in your company.”

Blue says he chose the word “ingenuity” because, “It is the one word that best sums up the common element present in each one of the seven values.”

He defines ingenuity as the art of applying inventiveness and originality to conquer challenges. “It implies the solving of practical problems.”

“No matter what business you are in, but especially if you are in the business of manufacturing, ingenuity, in all of its many forms, is the one personal characteristic you and every member of your team absolutely must have.”

The book at 151 pages is easy to read, and the author does a nice job of providing lots of real world stories of manufacturing companies who have modelled the seven values.

“No matter what business you are in, but especially if you are in the business of manufacturing, ingenuity, in all of its many forms, is the one personal characteristic you and every member of your team absolutely must have.”

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He advocates that rather than exploit, “Today’s leaders need to capitalize on and nurture the human spirit.”

And as he points out, “People want to do good work.”

Blue believes there is a certain order in which these values should be implemented and it is so critical that they should be undertaken in four phases.

“The first phase, and the most important, is building leadership credibility,” Blue explains. “After phase one is in place, then and only then, can you move on to phase two, which is building a culture by design.”

Phase three is building today’s organizational capability, which is basically the operational phase or implementing lean principles. “You would not want to do it (lean) before you build the culture because the organization would not be ready for it.”

The final phase is building future organizational capability, which he covers in Chapter 10 on building a culture of innovation.

Blue wraps up the book with a provocative chapter titled, “Final Thoughts:

It’s the Employee, Stupid.” He advocates that rather than exploit, “Today’s leaders need to capitalize on and nurture the human spirit.” And as he points out, “People want to do good work.”

He believes the salvation of American manufacturing is in the human spirit. Blue says you cannot create the human spirit in the workplace, you can only unleash it.

In a statement that will delight the hearts of all capitalists, Blue says, “Unleashing the human spirit without directing it toward profit will result in happy people but not more profit. In fact, this will result in less profit due to the cost of unleashing the human spirit (and yes, there is a cost to do this). Pledging allegiance to profit without unleashing the human spirit leads to resentment and dissatisfaction, which results in less profit.”

He concludes, “It is essential to do both.”

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This is a book worth reading, studying and rereading as you ponder what Blue says appear to be opposing principles and practices that may be difficult to embrace.

For more information, visit www.

SteveBlueCEO.com, www.milleringenuity.com and connect with Blue on Twitter, @SteveBlueCEO, Facebook and Linked In. American Manufacturing 2.0 is available from Amazon and most major booksellers. n Review by Gary McCoy, managing editor.

Have a favorite business book you would like to tell us about? Send your suggestions to Springs managing editor Gary McCoy at gmccoy@ fairwaycommunications.com.

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

thanks the following sponsors for their support of our Annual Meeting Platinum Sponsors

Gold Sponsors

Silver Sponsor

Bronze Sponsor

 [63383.pdf](59)

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JOIN US FOR THE

EXPERIENCE AND TECH TOUR August 16-17 2017 | Schaumburg, IL Metals are the fastest growing segment of 3D printing, expected to nearly double in size by 2018. Now’s the time to align with the only North American publication specifically dedicated to the industry—3D Metal Printing magazine, and be a part of the 2nd Annual 3D Metal Printing Experience and Tech Tour.

3D Metal Printing Experience and Tech Tour attendees will be able to interact directly with industry experts, learn about the latest technology developments for 3D metal printing and hear case-study applications for 3D metal printing. They’ll also participate in exclusive plant tours to engage with company representatives and view 3D metal-printing machines in action.

Event Location

The Experience includes:

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• • • • •

Plant tours Networking Reception Industry Overview and Insights Safety in Additive Manufacturing Metal AM—Challenges and Solutions from an Academia-Industry Partnership • Case Study: Caterpillar Additive Manufacturing Factory • Panel Discussion • Exhibits Supported by:

6363 Oak Tree Blvd. • Independence, OH 44131 216/901-8800 • www.pma.org

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Global CTE News Highlights

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Survey Says: Manufacturing Day Boosts Perception of Manufacturing Industry

T

he National Association of Manufacturers’ (NAM) Manufacturing Institute and Deloitte released the results of a survey on the effect Manufacturing Day 2016 had on the public’s views of the industry. Responses from the students, educators and employees surveyed demonstrated that Manufacturing Day 2016 resulted in an improved public perception of manufacturing. Specifically, survey results showed 89 percent of students and 88 percent of educators were more aware of manufacturing jobs in their communities.

Additional survey highlights include the following: • Eighty-four percent of students and 90 percent of educators were more convinced that manufacturing provides careers that are both interesting and rewarding.

• Sixty-four percent of students were more motivated to pursue a manufacturing career.

• Eighty-eight percent of students and 90 percent of teachers viewed Manufacturing Day events as interesting and engaging.

• Eighty-nine percent of manufacturers that hosted Manufacturing Day events saw value in participating, and 86 percent are likely to host an event again in the future.

“Manufacturing Day is all about showing the community that this industry provides sustainable, well-paid jobs, with limitless opportunities for advancement,” said Manufacturing Institute executive director Jennifer McNelly. “The overwhelmingly positive results of this survey tell us that the American public is seeing the possibilities in manufacturing careers.”

The survey was disseminated to more than 2,700 participating Manufacturing Day hosts across the United States to gather national data from teachers, students and parents on how Manufacturing Day events truly make a difference in local communities.

“Manufacturing Day is a unique opportunity for manufacturers to show their community and future employees opportunities for innovative and high-paying careers within the industry,” said NAM president and CEO Jay Timmons. “It’s exciting to see what a powerful impact these events had on the public’s perception of the manufacturing economy and the meaningful careers that exist in our industry. NAM looks forward to continuing to grow and expand Manufacturing Day to educate and inspire the next generation.”

“As manufacturers opened their doors to the public on Manufacturing Day, they shared firsthand the opporof students were tunities available in today’s more convinced that advanced manufacturing manufacturing proenvironment,” said Deloitte vides careers that vice chairman Craig Giffi. “By are both interesting and rewarding. gathering research through the survey, the Manufacturing Day producers can measure the impact Manufacturing Day is having on perception, of students were more provide insight into building motivated to pursue a upon that momentum and furmanufacturing career. ther efforts to improve public perception of manufacturing.”

Manufacturing Day addresses common misperceptions about manufacturing by giving manufacturers an opportunity to open their doors and show, in a coordinated effort, what manufacturing is—and what it isn’t.

By working together during and after Manufacturing Day, manufacturers address the skills gap they face, connect with future generations, take charge of the public image of manufacturing and ensure the ongoing prosperity of the industry as a whole.

“It is heartening to see local manufacturing communities come together to coordinate activities for local schools,” said Fabricators & Manufacturers Association, International president and CEO Ed Youdell. “The greatest permanent impact will accrue as a result of this kind of collaboration, especially where companies use the insights gained from these surveys to guide them in planning future Manufacturing Day programs.”

Supported by a group of industry sponsors and coproducers, Manufacturing Day is designed to amplify the voice of individual manufacturers and coordinate a collective chorus of manufacturers with common concerns and challenges. The rallying point for a growing mass movement, Manufacturing Day empowers manufacturers to come together to address their collective challenges so they can help their communities and future generations thrive. To learn more, visit www.mfgday.com. n

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One source.

Many solutions.

Gibraltar.

Now your choice for spring and wire machinery is simple.

No matter how you coil or grind it, our line of CNC coilers and grinders delivers on both price and performance. View our full range of CNC coilers, grinders and formers online at www.gibraltar8.com.

Michael Shapiro mshapiro@gibraltar8.com | 847-383-5442 708 Anthony Trail, Northbrook, IL 60062

60 / SPRINGS / Spring 2017

GIB-003 MM Full PG Ad_FNL.indd 1

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THE T TAL PACKAGE

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Inside SMI ©iStockphoto.com/seraficus

11 AM

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SMI Unveils New Website SMI has launched its new website at smihq.org. The redesigned website interface includes new and improved navigation functions and graphics to provide current and prospective SMI members with an enhanced user experience.

“Our new website is clean, intuitive and easy to navigate, allowing members and prospective members the ability to access the latest information about SMI,” explained SMI executive director Lynne Carr. “A lot of hard work went into this endeavor and we are excited to share this with the spring industry.”

The site allows members to register for events, shop for products online, manage their member profile and add additional company personnel. In addition, each member has the opportunity to participate in groups, post career opportunities and network using the new members’ directory. In addition, electronic copies of Springs magazine are available at the site.

“SMI wants to thank Vulcan Spring, specifically Catherine Tyger and Bill Krauss, for their commitment and dedication to this project,” said Carr. “We could not have done this without them.”

SMI Thanks its 2017 Annual Meeting Sponsors

Platinum Sponsors Gibbs Industrial Steel and Wire The InterWire Group SWPC

Gold Sponsors ASW.Pengg Pyromaitre RK Trading Company United Wire WAFIOS

Silver Sponsor Automated Industrial Motion Bronze Sponsor NIMSCO

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2017 SMI Board of Directors The governance of SMI is accomplished through its executive committee and board of directors.

Congratulations to this outstanding group of volunteers who were installed at SMI’s 2017 Annual Meeting in Amelia Island, Florida.

SMI Executive Committee

Regional Board Members • Brett Goldberg (International Spring), Mid-West – 2018 • Bill Krauss (Vulcan Spring), Mid-Atlantic – Website Chair – 2017

At Large • Daniel Pierre III (JN Machinery), Associate Chair and SMEE Chair – 2018 • Ted White (Hardware Products), Magazine Chair – 2017 • Frank Foernbacher (Kern-Liebers), Technical Chair – 2018 • Charly Klein (Fox Valley Spring), Membership – 2017

NICKEL. COBALT. TITANIUM. STAINLESS. 50+ reasons to select Elgiloy as your exotic alloy supplier.

Strip, Foil, Wire and Bar. Precision rolled strip: Wire diameters: Bar diameters: Shaped wire

.001 to .100 .001 to .825 .062 to .750

10 lbs to 10 tons, delivered to meet your schedule.

To find out more, contact us at wire@elgiloy.com or strip@elgiloy.com or call 888-843-2350.

Elgiloy Specialty Metals www.elgiloy.com

Rolling to Meet Your Schedule

• Don Jacobson III (Newcomb Spring), – 2018 • John Bagnuolo (MW Industries), – 2018 • Bill Lathrop (Colonial Spring), SMEE Chair - 2018

SMI Welcomes New Members SMI is pleased to announce its newest members. Please join us in welcoming these new companies.

Industrial Spring Company, Coon Rapids, Minnesota SSS Spring & Wire, Grand Rapids, Michigan Ultimate Wireforms, Inc., Bristol, Connecticut

Strip & Foil

Wire & Bar

Elgiloy

Elgiloy

Haynes Alloys

Hastelloy B3

Hastelloy B3

Hastelloy C22

Hastelloy X

Hastelloy C276

Hastelloy C22

Inconel 600

Hastelloy C276

Inconel 601

Inconel 600

Inconel 625

Inconel 601

Inconel 718

Inconel 625

Inconel X750

Inconel 718

Monel Alloys

Inconel X750

MP35N

Incoloy 800

Nimonic 90

Alloy L 605

NiSpan C

Monel 400

Rene 41

Titanium Alloys

Alloy 20

CP Grades 1,2,3,4,7,9,11

A-286

Beta 21S Rene 41

Elgiloy is a trademark of Elgiloy Specialty Metals MP35N is a trademark of SPS Technologies Haynes 25 is a trademark of Haynes International, Inc.

62 / SPRINGS / Spring 2017

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AL6XN 300 Series Stainless

©iStockphoto.com/Izabela Habur

• Mike Betts (Betts Company), President • Steve Kempf (Lee Spring), Vice President • Bert Goering (Precision Coil Spring), Secretary/Treasurer • Dan Sceli (Peterson Spring), At Large • Hap Porter (SEI MetalTek), Past President

• Mark DiVenere (Gemco Manufacturing), Connecticut – 2017 • Jeff Wharin and Chris Wharin (Bohne Spring), Canada – 2018 • Hannes Steim (Kern-Liebers), Southwest – 2018 • Agustin Estalayo (RPK Mexico), West – 2019 • Ritchy Froehlich (Ace Wire Spring), Pittsburgh/Ohio – 2019 • Steve Wunder (Duer/Carolina Coil), Southeast – Regulatory Comp.– 2018 • Don Lowe (Peterson Spring), Michigan – 2017

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New Ideas and Innovations Welcome Here!

©iStockphoto.com/Izabela Habur

Call for Papers 2017 SMI Metal Engineering eXpo The Spring Manufacturers Institute (SMI) invites authors to submit abstracts for the 2017 SMI Metal Engineering eXpo. As the largest North American event for key decision makers in the spring and metal forming industry, the SMI Metal Engineering eXpo is the best place to expose the industry to your new ideas and innovations.

It is preferred that papers are submitted in English with sufficient detail included for the fair evaluation of your proposal. Those submitting abstracts should limit their submission to 75 words and indicate which of the following session(s) the presenter would prefer to participate in: • New and upcoming materials or alloys • Automation/robotics • CNC repair and diagnostics • Spring manufacturing setup practices • Tooling materials selection • Stress relieving best practices for various materials • Coatings science • Future manufacturing processes and rapid prototyping

October 3–5, 2017 Connecticut Convention Center, Hartford

Abstract deadline: June 1, 2017 Acceptance notification: August 1, 2017 Manuscript deadline: September 1, 2017

See submission form on the reverse side.

Spring Manufacturers Institute (SMI) 2001 Midwest Road, Suite 106 Oak Brook, Illinois 60523-1335 Phone 630-495-8588 Fax 630-495-8595 www.smihq.org

®

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About SMI Metal Engineering Expo 2017 Abstract Submission

In order for SMI’s Trade Show Committee to fairly assess the scope and content of your proposed technical article please submit a 75 word abstract.

Papers

Accepted speakers for the SMI Metal Engineering eXpo will receive an Author’s Guide with details about the proper presentation of your manuscript and presentation.

Registration Form Check your area of interest: Author(s)

n New and upcoming materials or alloys

Contact Author (designate only one)

n Automation/robotics

Company (affiliations for each author)

n CNC repair and diagnostics

Address

n Spring manufacturing setup practices n Tooling materials selection n Stress relieving best practices for various materials

City, State, Postal Code

Country

n Coatings science n Future manufacturing processes and rapid prototyping

Telephone (include country and area code) Fax (include country and area code)

Email

Abstract (75-word maximum)

Please type your abstract in English. If you need additional space, please use a separate page.

Please submit your completed form to: 64 / SPRINGS / Fall 2016

Lynne Carr, Executive Director, Spring Manufacturers Institute, 2001 Midwest Road, Suite 106, Oak Brook, Illinois 60523-1335 or via email lynne@smihq.org.

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The SMI Trade Show Committee reserves the right to screen all abstracts and reject those abstracts deemed unsuitable or inappropriate for presentation or publication. Everyone who submits an abstract will be notified whether the abstract has been accepted.

©iStockphoto.com/hüseyin harmandaglı, morkeman, PeskyMonkey

The eXpo is designed to meet the needs of and advance the industry of springmaking and wireforming. The offerings are meant to provide information and learning opportunities to industry professionals, suppliers, customers, floor managers and machinery operators. The gathering offers a full spectrum of information on the latest business, technology and market trends and developments in the global springmaking and wireforming industry. Focused on the science of all facets of this industry from design to manufacturing, the eXpo brings the latest technology and innovations to improve product quality, productivity and profitability.

The eXpo and symposium also provides an excellent forum for expert discussions, continuing education, networking opportunities and more.

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New Products ©iStockphoto.com/hüseyin harmandaglı, morkeman, PeskyMonkey

Brass Knuckle Safety Goggles Channel Water Away The new Brass Knuckle® Orange Crush safety goggles channel water away. According to a company news release, “Specialized channels along the brow line move water and sweat away from the eyes, while the rubber gasket seals the glasses snugly against the face. When team members are working out in the elements or working up a sweat, there’s no need to stop what

they’re doing and wipe off. Their eye protection stays on their faces, where it belongs. The soft rubber gasket is removable, allowing for quick conversion to standard protective eyewear.”

The company says only Orange Crush features this unique type of liquid splash protection from a traditional dust goggle, and N-FOG™ PLUS anti-fog technology is standard on every pair.

Other features, include super-flex temples that hug any size face and TempleTouch™ technology that grips the sides of the head comfortably with molded-in nibs for non-slip performance.

Each pair comes with an optional strap that locks into the temple for an extrasecure fit.

For more information, visit www. brassknuckleprotection.com.

Larson Electronics Explosion Proof LED Light Fixture Larson Electronics, an industrial lighting company, has released a 70watt explosion proof LED light fixture mounted on an adjustable beam clamp to simplify mounting on existing beams.

The EPL-LP-70W-LED-HDBC-20-EPP beam clamp mounted LED fixture is weatherproof, and comes with an adjustable aluminum mount, making it ideal for industrial applications, maintenance, cleaning and servicing duties, and large

hazardous work areas. This unit contains a 70 watt LED lamp that produces 6,000 lumens of light capable of illuminating an area of 5,000 square feet. This LED lamp produces illumination equivalent to a typical 400 watt halogen bulb while drawing only 70 watts at 0.59 amps on a 120V AC power source. The LED lamp runs cooler than a 400 watt halogen, resulting in an easier to manage light source while producing less heat in the workspace.

Larson Electronics carries an extensive line of LED light towers, portable power distribution systems, explosion proof lights for hazardous locations, portable work lights and industrial grade LED area lights. For more information visit Larsonelectronics.com or call 800-369-6671.

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New Products

Grieve Vertical Airflow Cabinet Oven No. 1020 is a 500°F (260°C) vertical airflow cabinet oven from Grieve, currently used for pass-through heat processing with a customer’s conveyor system. Workspace dimensions of this oven measure 44” W x 24” D x 24” H. 10 KW are installed in Incoloy sheathed tubular heating elements, while a 1000 CFM, 1-HP recirculating blower provides vertical downward airflow to the workload.

This Grieve cabinet oven features 4” insulated walls and an aluminized steel exterior.

Other features include Type 304, 2B finish stainless steel interior and penetration in the sidewalls for a customer’s conveyor system.

Controls on the No. 1020 include a digital indicating temperature controller, a manual reset excess temperature controller with separate contactors and a recirculating blower airflow safety switch.

For more information, contact The Grieve Corporation at 847-546-8225, visit www. grievecorp.com, or email Frank Calabrese at sales@grievecorp.com.

Untangle Your Spring Problems

Just drop your tangled material into the input tube and almost simultaneously your material will dispense from the output untangled and ready for production.

Start saving time, money and hours of frustration. It can’t be any simpler!

Smart Solutions.... for Tangled Springs DISPENSE WORKS INC

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D-Tangler 2000

Phone: (815) 363-3524 Fax: (815) 363-8089 www.d-tangler.com info@d-tangler.com

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New Products

HSI Introduces High-Performance, Large Format Oven HSI and Forming Systems, Inc. introduce the all new HCF1150-SE, a high performance, large format conveyor oven with an energy-saving hood. General specifications for this high efficiency oven include: • Heat Zone: 47.2” x 350” (1200mm x 8900mm) • Conveyor: 47.2” wide (1200mm) • Overall: L453” x W75” x H86” (11500mm x 1910mm x 2180mm) HSI offers over 38 standard conveyor oven models. Like all HSI high performance ovens, the HCF1150-SE is available with the following optional accessories: • CQI-9 for automotive industry (CQI9) • AMS2750E for aerospace industry (AMSE2)

• • • • • •

Solid state relays (SSR) Over temperature protection (OTP) HMI temperature recorder (485H) Digital error meter (DEM) Motor monitor system (MM) Maximum temperature 930°F

For additional information, including option details and pricing, contact Forming Systems, Inc. at info@formingsystemsinc.com or call 269-679-3557. n

Advertiser's Index A & D Trading (440) 563-5227. . . . . . . . . . . . . . 32 Admiral Steel (800) 323-7055. . . . . . . . . . . . . . . 7 Alloy Wire International (866) 482-5569. . . . . . . . . . . . . . . 9 Anchor Abrasives (708) 444-4300. . . . . . . . . . . . . . 34 CASMI (630) 369-3466. . . . . . . . . . . . . . 38 Central Wire (800) 435-8317. . . . . . . . . . . . . . 15 Diamond Wire Spring Co. (800) 424-0500. . . . . . . . . . . . . . 26 Dispense Works (815) 363-3524. . . . . . . . . . . . . . 66 Elgiloy Specialty Metals (847) 695-1900. . . . . . . . . . . . . . 62 Fenn/Torin (860) 594-4300. . . . . . . . . . . . . . 21 Fives Group www.fivesgroup.com . . . . . . . . . . 43 Forming Systems Inc. (877) 594-4300. . inside front cover, back cover Gibbs Wire (800) 800-4422. . . inside back cover Gibraltar Corporation (847) 769-2099. . . . . . . . . . . . . . 60 Industrial Steel & Wire (800) 767-0408. . . . . . . . . . . . . . . 6

InterWire Products Inc. (914) 273-6633. . . . . . . . . . . . . . . 1 JN Machinery (224) 699-9161. . . . . . . . . . . . . . 49 John Evans’ Sons (215) 368-7700. . . . . . . . . . . . . . 52 Kiswire (201) 461-8895. . . . . . . . . . . . . . 17 Larson Systems (763)780-2131. . . . . . . . . . . . . . 37 Lucky Winsun Enterprise Co. 886-4-23374938. . . . . . . . . . . . . 56 Maguire Machinery (609) 266-0200. . . . . . . . . . . . . . 46 Mapes Piano String Co. (423) 543-3195. . . . . . . . . . . . . . 40 Mount Joy Wire (717) 653-1461. . . . . . . . . . . . . . 31 NIMSCO (563) 391-0400 . . . . . . . . . . . . . . 8 North American Spring Tool (860) 583-1693 . . . . . . . . . . . . . 14 Proto Manufacturing (800) 965-8378. . . . . . . . . . . . . . 51 Radcliff Wire (860) 583-1305. . . . . . . . . . . . . . 45 RK Trading (847) 640-9371. . . . . . . . . . . . . . . 5 Shinko/A & D Trading 81-6-6794-6610. . . . . . . . . . . . . 41

Simplex Rapid (563) 391-0400. . . . . . . . . . . . . . 53 Spring Manufacturers Institute (630) 495-8588 . . . . . . . . 44, 57, 63 Suzuki Garphyttan (574) 232-8800. . . . . . . . . . . . . . 12 3D Metal Printing Experience (216) 901-8800. . . . . . . . . . . . . . 58 Tool King (800) 338-1318. . . . . . . . . . . . . . 11 Ulbrich Stainless Steels (203) 239-4481. . . . . . . . . . . . . . 18 United Wire Co. (800) 840-9481. . . . . . . . . . . . . . 16 Vinston (847) 972-1098. . . . . . . . . . . . . . 20 Vulcan Spring & Manufacturing Co. (215) 721-1721. . . . . . . . . . . . . . 24 WAFIOS (203) 481-5555. . . . . . . . . . . . . . . 3 Zapp Precision Strip (203) 386-0038. . . . . . . . . . . . . . 54

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Snapshot ŠiStockphoto.com/Tryfonov Ievgenii, nicholas belton

John Bagnuolo MW Industries Name: John Bagnuolo Company name and, city: MW Industries, Rosemont, Illinois.

Brief history of your company: Founded in 1928 as Muehlhausen Spring in Logansport, Indiana, MW has grown by acquisition to 20 spring, fastener and wireform companies in the U.S. Job title: CEO. Spring industry affiliations: SMI board of directors.

Birthplace: Chicago.

Current home: Chicago area suburbs.

A really great evening to me is: Having dinner together with family and friends.

The one thing I can’t stand is: Standing still in business; speed is king.

My most outstanding qualities are: Taking complex problems and simplifying them to action.

Secret to my success: Hire good people and get out of their way.

Most important to me: Preserving individual cultures and heritages in the MW family of businesses.

Role models: My dad.

Family: Wife, Kathy (27 years), son, John (25), daughter, Elizabeth (23) and son, Patrick (19).

I would like to be remembered in the spring industry for: Building up manufacturing and creating jobs in the U.S.

What I like most about being in the industry: Solving problems for customers with technical solutions.

But people will probably remember me for: My crazy travel schedule.

Favorite books/authors: Anything

by Malcolm Gladwell and David McCullough.

Favorite food: Seafood.

Hobbies: Biking, watching professional sports and performance cars.

Favorite places: Key West, Florida.

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