Key Drivers of Performance at Machine Shops
Steve Kline Jr. - Director of Market Intelligence - Gardner Business Media
Gardner Intelligence took the results of all the previous Top Shops surveys, which includes more than 2,000 shops, and used sophisticated modeling techniques to determine what really drives high performance at machine shops. The presentation will cover the key drivers of gross sales/machine, gross sales/employee, profit margin, and more.
Meet the Top Shops: A Panel Discussion with 2018 Honorees
Scott Harms, MetalQuest | Robert Kuffner, SDP/SI | David Cremin, Straton Industries | Sid Sullivan, AceCo Precision
Moderated by Modern Machine Shop Editor-in-Chief Peter Zelinski, this panel discussion will include real, applications-based insights from executive leadership at this year’s Top Shops honorees. Mr. Zelinski will lead this group in a discussion about the Top Shops data, the value of business benchmarking and a practical look at this year’s Top Shops success in the four main survey categories: machining technology, shop-floor practices, business strategy and human resources.
Case Study for Successful Succession Planning
Cheryl Larson, Colburn Manufacturing | Tom Huberty, Huberty Performance
Join Cheryl Larson of Colburn Manufacturing and Tom Huberty of Huberty Performance as they discuss "Successful Succession Planning".
Achieving a Virtuous Cycle of Advanced Technology and Cultural Transformation
Jim May, Index Corporation
5-Axis: It just ain’t that scary!
Mike Cope - Applications Engineer/Product Technical Specialist - Hurco
The most efficient way to increase productivity and increase profit margins on your existing parts is to invest in 5-sided machining. Find out how the newest developments in 5-Axis technology make the transition from 3-axis machining easy and why shops of all sizes should consider 5-axis. With today’s technology, 5-axis doesn’t have to be intimidating.
Primary topics:
How to Use Financing to Support & Enable Growth in a Manufacturing Business
Chris Richardson & David Goose, Commercial Credit Group
ISO standards play an integral part in the processes of the manufacturing industry, and the efficiency in which these businesses operate. The future of these standards is important to the growth and security of our business.
In this presentation we will explore the current ISO 9001:2015 standards and how they have improved since the 2008 standards. What is the future of the manufacturing industry and do these standards impact it?
What are the top factors that could negatively impact us? Should there be requirements for growing issues such as cyber security, and safety? Identifying the gaps in the current ISO system, and what to do to mitigate risk.
Data-driven Implementation of Lean Manufacturing in a Machine Shop
Sharukh Irani ,Lean & Flexible, LLC
"Data-driven manufacturing" is all the rage among machine shops today. But, when the quality and quantity of data is suspect, basing decisions on that data could drive a machine shop in the wrong direction(s). For example, a machine monitoring system encourages machine utilization whereas a shop makes money by completing the right parts by the right due dates with the right quality and competitive cost! The pros and cons of relying on data-driven implementation of in a machining job shop will be discussed via the following case studies on implementing JobshopLean:
Five Things I Missed When Buying A Machine Shop
Jesse Schelitzche, Imagineering Machining
I was a second generation employee with the excitement and ambition to buy my family business and take it to the next level. Having been a part of the business for several years, I was well versed in many aspects of the shop floor and office. When the idea of buying the business came to fruition, I was ready to make the deal. Having thought I covered my bases by inviting the accountants and attorneys to help with the transition, I was ready to take the reins knowing business would BOOM! After six years, I wouldn't change the decision I made, but I would have looked at things much differently regarding the current and future status of the business.
There are five areas I failed to intensely research prior to my purchase.
1. Customer Base
2. Age/Status of Workforce
3. Age/Status of Equipment
4. Current Processes/Organization
5. Technology
I will discuss each area using personal examples, how I dealt with the situation as an owner in real time, and what I would have done differently in hindsight.
Automated 6th side Machining
Kirk O'Brien, Rev-Zero
Traditional machining, even precision 5-axis milling, is rife with inefficiencies. An automated approach using advanced multi-process machines with multi-axis mill-turn capabilities, bar-feeders, and integrated pickoff vises allow for continuous 6th-side machining and stunning advances in throughput, quality, and profitability. Machining from bar stock eliminates the material prep phase and the need for dovetailing or other workholding considerations and provides access to the first five sides of the part. Turning and highspeed 5-axis milling are both available options when working from bar stock. An integrated CNC vise allows for in-process support and seamless pick-offs for access to the 6th and final side, without losing positional accuracy. With a controllable ejection shute, automatic unloading obviates the need for operator involvement while the bar feeder provides continuous unattended loading. Contact-probes and laser tool scanners ensure the process runs well while unattended. High-speed spindles combined with HSK40 balanced tool holders, thermo-stabilized linear drives and oil chillers, keep the machining environment stable and highly repeatable. These state-of-the-art enhancements produce longer tool life, tighter tolerances, improved surface finishes, excellent workmanship standards, and in creased throughput. Our machine of choice is the Willemin 508MT2. RevZero analyzes Overall Equipment Effectiveness (OEE) as a primary measure of process efficiency. OEE captures the cumulative effects of machine uptime, cycle time, and scrap in a straightforward percentage. For example; a process running at 95% uptime, 95% cycle-time expectations, and yielding 95%, has an OEE of 86% (0.95x0.95x0.95=0.857). We take it a step further by calculating Total Asset Utilization (TAU) to include all 168hrs of the week, instead of only counting scheduled shifts. For example - a process running at 86% OEE for two shifts per week (80hrs) produces a TAU of 41% ((80/168)*0.857).
People, Not Profit: How to Bring Out the Best in Your Team
Aneesa Muthana, Pioneer Service
People, Not Profit: How to Bring Out the Best in Your Team. Leadership means so much more than just running a shop. Manufacturing is a community, and although we compete with one another, we also benefit by forming a collaborative front on outreach, innovation, and diversity. Leaders lead by bringing people together, regardless of background or difference of opinions, and motivating them to succeed. I'm a big believer in feedback. Annual reviews are not enough, and under-management is just as unproductive as micromanagement. Many employees need feedback and acknowledging good work with specific praise helps; fill the bank for when it's necessary to provide guidance about a mistake.
Cobotomation
Adam Wiltsie,Vanamatic
The 'Cobotomation" presentation will include discussions on 4 automation projects internally designed, built, and integrated at Vanamatic, for Vanamatic by Adam Wiltsie. These projects were made possible by the innovative spirit of the managment team at Vanamatic, the discovery of the UR3 cobot in 2015, the power of Solidworks 3D modeling software to develop the virtual concepts, the creativity to solve automation challenges, and the ability to build, integrate, program, and train cobot handlers
Current Options in Effective Workforce Training
Montez King, NIMS
Montez King with NIMS will highlight that nothing is more imperative right now to manufacturers than finding, securing, and keeping skilled employees. More and more shops are taking training efforts into their own hands if they find candidates with promising potential. This presentation will share with shops the various options available right now to simplify the onboarding process, get new hires to a productive level faster, and also help incumbent workers upskill and cross train for other positions. A robust, skilled staff ultimately improves profits through talent development by identifying the competencies most important for success and customer satisfaction. Mr. King's talk will show how shops can train their workers to successfully achieve these competencies.will highlight that nothing is more imperative right now to manufacturers than finding, securing, and keeping skilled employees. More and more shops are taking training efforts into their own hands if they find candidates with promising potential. This presentation will share with shops the various options available right now to simplify the onboarding process, get new hires to a productive level faster, and also help incumbent workers upskill and cross train for other positions. A robust, skilled staff ultimately improves profits through talent development by identifying the competencies most important for success and customer satisfaction. Mr. King's talk will show how shops can train their workers to successfully achieve these competencies.
Real Stories of Digital Shop Transformations
Eric Fogg, Machinemetrics
Real stories and case studies of digital shop transformations
Marketing Your Machine Shop
James Soto, Industrial Strength Marketing
How to market your machine shop efficiently.
Additive Manufacturing Session with EOS
Pete Zelinski, Additive Manufacturing Magazine | Glynn Fletcher, EOS
How should an established organization think about additive manufacturing? What are the various different constituencies that all might be affected, and might stand to benefit, from the move to AM? What is the right way to evaluate a potential shift to additive manufacturing? Join Pete Zelinski with Additive Manufacturing Magazine and Glynn Fletcher, President of EOS North America for this Q&A conversation.
DDM Session
DDM session with Techsolve to be announced soon.
Automation Session with Thyssenkrupp Bilstein
Fabian Schmal, Thyssenkrupp Bilstein
Keys to success with collaborative automation. Thyssenkrupp Bilstein equips manufacturing employees with cobots and supports them using autonomous automation. We will talk about Bilstein’s plan for automation, the success it has seen, the challenges, and culture change necessary for automation to succeed. Join Fabian Schmahl, president and CEO of Thyssenkrupp Bilstein of America and Pete Zel;inski of AdditiveManufacturing Magazine for this Automation Q&A session.
Future trends of Industry 4.0 and A vision of the design, make and use cycle
Adam N. Smith - Fusion 360 Channel Manager - Autodesk
The future of making is here, bringing with it radical changes in the way things are designed, made, and used. It’s disrupting every industry: architecture, engineering, and construction; manufacturing; and media and entertainment. With the right knowledge and tools, this disruption is your opportunity.
Next Generation Session
Workforce Development and Workplace Culture at Westminster Tool
How to Take Full Advantage of Touch Probes
Gisbert Levdon, Heidenhain
Use Your Quality Management System as a Sales Tool
Paul Van Metre, ProShop ERP
The machining business is very competitive with dozens or hundreds of shops competing for your client's business. It's difficult to differentiate yourself with better machines, or by promising faster delivery or higher quality. Every company promises competitive prices, on-time delivery and 100% quality.
Clients and prospective clients need to truly believe that you will deliver on your promise before they will trust you and do business with your company. They need to feel confident that you can back up your claims of being a world class company with the systems to deliver. Your customers have toured and audited many shops before. They've see everything under the sun and are keenly attuned to shops who may promise the world, but don't have the systems to back it up. What your customer is looking for is a world class set of business processes, and a system designed to deliver on those promises.
By focusing on the systems you've built, and the specific details which outline how you'll mange every aspect of your customer's projects, you can provide your clients with confidence that you can manage all these details.
Quoting accurate lead times
Contract Review
Document and revison control of customer requirements
Engineering
Purchasing
Shop floor control
Quality Inspection
Gage Calabration
Traceability, Certs and First Article Inspection Reports
On-Time delivery and much more
In todays competitive environment, promoting a world class image is essential, but providing the proof to back up those claims in the form of a world class set of lean business processes and cost efficient, yet robust systems is & what clients require. By providing this, companies will have a solid plan scaling customer aquisition with high retention.
Achieving True Constant Chip Thickness Machining
CGTech
New simulation technology from CGTech can determine when to speed up or slow down the feed rate to maintain constant chip thickness throughout the cut to reduce cycle times.
How Doing Business with the Military can Help Grow My Business—Professional Procurement
Michael Freedman, Procurement Professionals, Inc.
Procurement Professionals Inc. (PPI), is a company built as a service and facilitation organization, offering its expertise to machine shops and small to mid-sized manufacturers who are looking to initiate or increase the business they are currently doing with the United States Military. As an expert in military procurement, Michael Freedman offers over 35 years of expertise and knowledge to our client manufacturers and distributors. Our proficiency in reading and evaluating engineering designs and drawings, enables us to provide the kind of details and RFQ matching techniques that cannot be generated by an automated system alone. From solicitation management, technical requirements, government process and procedures, to the inner workings of the various purchasing agencies, (DLA, NECO & FBO), PPI is uniquely positioned as the only full-service representation firm, exclusively for military procurement. At PPI we provide our clients with a distinct advantage that results in continued contract renewals as well as additional contract awards.
Why do Business with the Military?
Is it right for my company?
Revenue vs Overhead
Quantity / Revenue
Pricing / Historical Award Data
Packaging and Shipping
Machining Technology Session
Machining Technology Session to be announced soon.
Costing is a Science, Pricing is an Art - The Overengineered Quote
Jason Ray, Paperless Parts
The business strategy around estimating and quoting hasn't changed much in the last 20 years. The same issues facing job shops in 1999 when Wayne Chaneski wrote his MMS column on Getting the Most From Your Quotations still hold true today in many shops across the country. Having spoken with over 1000 shop owners in the last 24 months, Paperless Parts is working to turn the data generated in the quoting process into a valuable resources for future business activities to help shops not spend too much time overengineering quotes. Leverage this data and automation of the administrative tasks in the quoting process, experienced machinists can spend less time engineering quotes and more time on the shop floor training the next generation of machinists. Most shops have a win rate of 20-30%. This means that 7 out of 10 quotes sent were estimating efforts that resulted in no revenue. So why are shops spending so much time engineering estimates?
Steve Kline Jr. - Director of Market Intelligence - Gardner Business Media
Gardner Intelligence took the results of all the previous Top Shops surveys, which includes more than 2,000 shops, and used sophisticated modeling techniques to determine what really drives high performance at machine shops. The presentation will cover the key drivers of gross sales/machine, gross sales/employee, profit margin, and more.
Meet the Top Shops: A Panel Discussion with 2018 Honorees
Scott Harms, MetalQuest | Robert Kuffner, SDP/SI | David Cremin, Straton Industries | Sid Sullivan, AceCo Precision
Moderated by Modern Machine Shop Editor-in-Chief Peter Zelinski, this panel discussion will include real, applications-based insights from executive leadership at this year’s Top Shops honorees. Mr. Zelinski will lead this group in a discussion about the Top Shops data, the value of business benchmarking and a practical look at this year’s Top Shops success in the four main survey categories: machining technology, shop-floor practices, business strategy and human resources.
Case Study for Successful Succession Planning
Cheryl Larson, Colburn Manufacturing | Tom Huberty, Huberty Performance
Join Cheryl Larson of Colburn Manufacturing and Tom Huberty of Huberty Performance as they discuss "Successful Succession Planning".
Achieving a Virtuous Cycle of Advanced Technology and Cultural Transformation
Jim May, Index Corporation
5-Axis: It just ain’t that scary!
Mike Cope - Applications Engineer/Product Technical Specialist - Hurco
The most efficient way to increase productivity and increase profit margins on your existing parts is to invest in 5-sided machining. Find out how the newest developments in 5-Axis technology make the transition from 3-axis machining easy and why shops of all sizes should consider 5-axis. With today’s technology, 5-axis doesn’t have to be intimidating.
Primary topics:
- 5-axis terminology
- The benefits of both simultaneous 5-axis machining and 5-sided machining
- Different machine configurations & how to determine which one is best for you
- 5-axis workholding principles
- How to program using a 5-sided process
- Real-world customer 5-axis testimonials
How to Use Financing to Support & Enable Growth in a Manufacturing Business
Chris Richardson & David Goose, Commercial Credit Group
ISO standards play an integral part in the processes of the manufacturing industry, and the efficiency in which these businesses operate. The future of these standards is important to the growth and security of our business.
In this presentation we will explore the current ISO 9001:2015 standards and how they have improved since the 2008 standards. What is the future of the manufacturing industry and do these standards impact it?
What are the top factors that could negatively impact us? Should there be requirements for growing issues such as cyber security, and safety? Identifying the gaps in the current ISO system, and what to do to mitigate risk.
Data-driven Implementation of Lean Manufacturing in a Machine Shop
Sharukh Irani ,Lean & Flexible, LLC
"Data-driven manufacturing" is all the rage among machine shops today. But, when the quality and quantity of data is suspect, basing decisions on that data could drive a machine shop in the wrong direction(s). For example, a machine monitoring system encourages machine utilization whereas a shop makes money by completing the right parts by the right due dates with the right quality and competitive cost! The pros and cons of relying on data-driven implementation of in a machining job shop will be discussed via the following case studies on implementing JobshopLean:
- Validation of the group of machines assigned by a team of shop employees seeking to implement a pilot machining cell using data from a machine monitoring system
- Design of a Hybrid Cellular Layout for the entire machine shop using data from an ERP system
- Design of a 2-bin kanban system for managing inserts inventory using data from a Cribmaster vending machine
Five Things I Missed When Buying A Machine Shop
Jesse Schelitzche, Imagineering Machining
I was a second generation employee with the excitement and ambition to buy my family business and take it to the next level. Having been a part of the business for several years, I was well versed in many aspects of the shop floor and office. When the idea of buying the business came to fruition, I was ready to make the deal. Having thought I covered my bases by inviting the accountants and attorneys to help with the transition, I was ready to take the reins knowing business would BOOM! After six years, I wouldn't change the decision I made, but I would have looked at things much differently regarding the current and future status of the business.
There are five areas I failed to intensely research prior to my purchase.
1. Customer Base
2. Age/Status of Workforce
3. Age/Status of Equipment
4. Current Processes/Organization
5. Technology
I will discuss each area using personal examples, how I dealt with the situation as an owner in real time, and what I would have done differently in hindsight.
Automated 6th side Machining
Kirk O'Brien, Rev-Zero
Traditional machining, even precision 5-axis milling, is rife with inefficiencies. An automated approach using advanced multi-process machines with multi-axis mill-turn capabilities, bar-feeders, and integrated pickoff vises allow for continuous 6th-side machining and stunning advances in throughput, quality, and profitability. Machining from bar stock eliminates the material prep phase and the need for dovetailing or other workholding considerations and provides access to the first five sides of the part. Turning and highspeed 5-axis milling are both available options when working from bar stock. An integrated CNC vise allows for in-process support and seamless pick-offs for access to the 6th and final side, without losing positional accuracy. With a controllable ejection shute, automatic unloading obviates the need for operator involvement while the bar feeder provides continuous unattended loading. Contact-probes and laser tool scanners ensure the process runs well while unattended. High-speed spindles combined with HSK40 balanced tool holders, thermo-stabilized linear drives and oil chillers, keep the machining environment stable and highly repeatable. These state-of-the-art enhancements produce longer tool life, tighter tolerances, improved surface finishes, excellent workmanship standards, and in creased throughput. Our machine of choice is the Willemin 508MT2. RevZero analyzes Overall Equipment Effectiveness (OEE) as a primary measure of process efficiency. OEE captures the cumulative effects of machine uptime, cycle time, and scrap in a straightforward percentage. For example; a process running at 95% uptime, 95% cycle-time expectations, and yielding 95%, has an OEE of 86% (0.95x0.95x0.95=0.857). We take it a step further by calculating Total Asset Utilization (TAU) to include all 168hrs of the week, instead of only counting scheduled shifts. For example - a process running at 86% OEE for two shifts per week (80hrs) produces a TAU of 41% ((80/168)*0.857).
People, Not Profit: How to Bring Out the Best in Your Team
Aneesa Muthana, Pioneer Service
People, Not Profit: How to Bring Out the Best in Your Team. Leadership means so much more than just running a shop. Manufacturing is a community, and although we compete with one another, we also benefit by forming a collaborative front on outreach, innovation, and diversity. Leaders lead by bringing people together, regardless of background or difference of opinions, and motivating them to succeed. I'm a big believer in feedback. Annual reviews are not enough, and under-management is just as unproductive as micromanagement. Many employees need feedback and acknowledging good work with specific praise helps; fill the bank for when it's necessary to provide guidance about a mistake.
Cobotomation
Adam Wiltsie,Vanamatic
The 'Cobotomation" presentation will include discussions on 4 automation projects internally designed, built, and integrated at Vanamatic, for Vanamatic by Adam Wiltsie. These projects were made possible by the innovative spirit of the managment team at Vanamatic, the discovery of the UR3 cobot in 2015, the power of Solidworks 3D modeling software to develop the virtual concepts, the creativity to solve automation challenges, and the ability to build, integrate, program, and train cobot handlers
Current Options in Effective Workforce Training
Montez King, NIMS
Montez King with NIMS will highlight that nothing is more imperative right now to manufacturers than finding, securing, and keeping skilled employees. More and more shops are taking training efforts into their own hands if they find candidates with promising potential. This presentation will share with shops the various options available right now to simplify the onboarding process, get new hires to a productive level faster, and also help incumbent workers upskill and cross train for other positions. A robust, skilled staff ultimately improves profits through talent development by identifying the competencies most important for success and customer satisfaction. Mr. King's talk will show how shops can train their workers to successfully achieve these competencies.will highlight that nothing is more imperative right now to manufacturers than finding, securing, and keeping skilled employees. More and more shops are taking training efforts into their own hands if they find candidates with promising potential. This presentation will share with shops the various options available right now to simplify the onboarding process, get new hires to a productive level faster, and also help incumbent workers upskill and cross train for other positions. A robust, skilled staff ultimately improves profits through talent development by identifying the competencies most important for success and customer satisfaction. Mr. King's talk will show how shops can train their workers to successfully achieve these competencies.
Real Stories of Digital Shop Transformations
Eric Fogg, Machinemetrics
Real stories and case studies of digital shop transformations
Marketing Your Machine Shop
James Soto, Industrial Strength Marketing
How to market your machine shop efficiently.
Additive Manufacturing Session with EOS
Pete Zelinski, Additive Manufacturing Magazine | Glynn Fletcher, EOS
How should an established organization think about additive manufacturing? What are the various different constituencies that all might be affected, and might stand to benefit, from the move to AM? What is the right way to evaluate a potential shift to additive manufacturing? Join Pete Zelinski with Additive Manufacturing Magazine and Glynn Fletcher, President of EOS North America for this Q&A conversation.
DDM Session
DDM session with Techsolve to be announced soon.
Automation Session with Thyssenkrupp Bilstein
Fabian Schmal, Thyssenkrupp Bilstein
Keys to success with collaborative automation. Thyssenkrupp Bilstein equips manufacturing employees with cobots and supports them using autonomous automation. We will talk about Bilstein’s plan for automation, the success it has seen, the challenges, and culture change necessary for automation to succeed. Join Fabian Schmahl, president and CEO of Thyssenkrupp Bilstein of America and Pete Zel;inski of AdditiveManufacturing Magazine for this Automation Q&A session.
Future trends of Industry 4.0 and A vision of the design, make and use cycle
Adam N. Smith - Fusion 360 Channel Manager - Autodesk
The future of making is here, bringing with it radical changes in the way things are designed, made, and used. It’s disrupting every industry: architecture, engineering, and construction; manufacturing; and media and entertainment. With the right knowledge and tools, this disruption is your opportunity.
Next Generation Session
Workforce Development and Workplace Culture at Westminster Tool
How to Take Full Advantage of Touch Probes
Gisbert Levdon, Heidenhain
Use Your Quality Management System as a Sales Tool
Paul Van Metre, ProShop ERP
The machining business is very competitive with dozens or hundreds of shops competing for your client's business. It's difficult to differentiate yourself with better machines, or by promising faster delivery or higher quality. Every company promises competitive prices, on-time delivery and 100% quality.
Clients and prospective clients need to truly believe that you will deliver on your promise before they will trust you and do business with your company. They need to feel confident that you can back up your claims of being a world class company with the systems to deliver. Your customers have toured and audited many shops before. They've see everything under the sun and are keenly attuned to shops who may promise the world, but don't have the systems to back it up. What your customer is looking for is a world class set of business processes, and a system designed to deliver on those promises.
By focusing on the systems you've built, and the specific details which outline how you'll mange every aspect of your customer's projects, you can provide your clients with confidence that you can manage all these details.
Quoting accurate lead times
Contract Review
Document and revison control of customer requirements
Engineering
Purchasing
Shop floor control
Quality Inspection
Gage Calabration
Traceability, Certs and First Article Inspection Reports
On-Time delivery and much more
In todays competitive environment, promoting a world class image is essential, but providing the proof to back up those claims in the form of a world class set of lean business processes and cost efficient, yet robust systems is & what clients require. By providing this, companies will have a solid plan scaling customer aquisition with high retention.
Achieving True Constant Chip Thickness Machining
CGTech
New simulation technology from CGTech can determine when to speed up or slow down the feed rate to maintain constant chip thickness throughout the cut to reduce cycle times.
How Doing Business with the Military can Help Grow My Business—Professional Procurement
Michael Freedman, Procurement Professionals, Inc.
Procurement Professionals Inc. (PPI), is a company built as a service and facilitation organization, offering its expertise to machine shops and small to mid-sized manufacturers who are looking to initiate or increase the business they are currently doing with the United States Military. As an expert in military procurement, Michael Freedman offers over 35 years of expertise and knowledge to our client manufacturers and distributors. Our proficiency in reading and evaluating engineering designs and drawings, enables us to provide the kind of details and RFQ matching techniques that cannot be generated by an automated system alone. From solicitation management, technical requirements, government process and procedures, to the inner workings of the various purchasing agencies, (DLA, NECO & FBO), PPI is uniquely positioned as the only full-service representation firm, exclusively for military procurement. At PPI we provide our clients with a distinct advantage that results in continued contract renewals as well as additional contract awards.
Why do Business with the Military?
Is it right for my company?
Revenue vs Overhead
Quantity / Revenue
Pricing / Historical Award Data
Packaging and Shipping
Machining Technology Session
Machining Technology Session to be announced soon.
Costing is a Science, Pricing is an Art - The Overengineered Quote
Jason Ray, Paperless Parts
The business strategy around estimating and quoting hasn't changed much in the last 20 years. The same issues facing job shops in 1999 when Wayne Chaneski wrote his MMS column on Getting the Most From Your Quotations still hold true today in many shops across the country. Having spoken with over 1000 shop owners in the last 24 months, Paperless Parts is working to turn the data generated in the quoting process into a valuable resources for future business activities to help shops not spend too much time overengineering quotes. Leverage this data and automation of the administrative tasks in the quoting process, experienced machinists can spend less time engineering quotes and more time on the shop floor training the next generation of machinists. Most shops have a win rate of 20-30%. This means that 7 out of 10 quotes sent were estimating efforts that resulted in no revenue. So why are shops spending so much time engineering estimates?
