spindle speeders reach new levels

Fall 2014

Trends in Mold Manufacturing

Defending Against Mold Wear

Mold Builders Unite

The Official Publication of the American Mold Builders Association

Spindle Speeders Reach New Levels

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AMBA-Fall-2014.indd 1 9/20/2014 12:18:50 AM

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DEPARTMENTS 4 Speak Out 8 Industry 28 Association 40 Product 45 Calendar46 Ad Index

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FEATURES

contentsFall 2014

6 TrendsDo You Know What You Don't Know?2014 Financial Study Reveals Critical Data 12 TechnologyWhen Is a Spindle Speeder Right for You?

Data-Driven Decision Making for the Injection Mold Designer

26 Special Report AMBA Chicago Chapter Participates in Smartforce Student Summit at IMTS

30 FocusDetroit-Area Mold Builders Unite for a Unique Plant Tour Experience

Mold Craft Celebrates 50 Years in Mold Building

42 StrategiesThe Price Objection Is Never Valid Using the P.L.U.S.H. Sales Process Methodology

On the Cover: Air-driven spindle attachment from BIG Kaiser Precision Tooling, Inc. can assist with tool life and surface finish and can meet required SFMs of micro cutting tools.

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4 the american MOLD BUILDER fall 2014

Football season has started, which for me means that summer once again is in the rear view mirror. But, fall is one of my favorite times of year; and if your shop is anything like ours, everyone is getting excited about the cooler temperatures, hunting season and football, too.

Summer always is a busy time for family and for business, and this summer was no exception for the AMBA. We had a great turn out at our August plant tour in Southeast Michigan and nearly everyone I talked to there said they had strong backlogs. I’d like to once again thank both Eifel Mold & Engineering and Midwest Mold Services for opening up their companies. It was our first dual company plant tour event, and it was such a great opportunity to compare and contrast two companies in the same day. I’m sure all who attended took away a new idea or something to explore in their business.

Summer also was a busy time for the AMBA Board of Directors. In conjunction with the plant tour, the Board continued work on the Association’s five-year plan. After initial work by our steering committee in early July, the Board adopted five objectives in our August meeting (see objectives and details of AMBA’s five-year plan on page 28).

The Board is committing a lot of time and energy into driving the execution of our long-term strategy. We understand that our organization exists to serve and support the needs and success of our member companies. We are confident that achievement of these objectives will deliver extremely high value to our members and position us to continue our work in building a strong organization of active and engaged member companies.

In addition to the important strategy work, our AMBA Executive Team continues to accomplish the important work that keeps our Association thriving. I’m excited to announce that we have secured the JW Marriott in Indianapolis for the 2015 AMBA Annual Conference, May 6-8. This will surely be another first-class networking and learning event. Also, we’ve completed the pilot testing phase of the AMBA Skills Certification Program and will move on to the next phase ‒ editing the test questions.

Another new offering in the works at the AMBA is peer networking exchanges, which consist of member professionals who work in common positions, such as human resources, sales and marketing, senior leaders and operations. These facili-tated group conversations bring together staff level professionals (via a webinar) who are responsible for similar business areas to discuss the key issues they face and benchmark their businesses. Look for more details to follow. This will be one more way that the AMBA can bring value to the team members of your organizations.

As you can see, your Association is moving forward at an exciting trajectory. Our Executive Team and the Board have great vision for what the AMBA can become and what we can do to ensure the long-term success of our members and our industry. But, we need everyone on board. We will continue to do all we can to have every AMBA member company engaged with us in some meaningful way. The AMBA is America’s mold manufacturers.

Michael BohningCreative Blow Mold Tooling

The American Mold BuilderPublished by the

American Mold Builders Association 3601 Algonquin Rd., Suite 304

Rolling Meadows, IL 60008p 847.222.9402 • f [email protected] • www.amba.org

Officers and Board of DirectorsPresident and TreasurerMichael Bohning, Creative Blow Mold Tooling

Vice President Justin McPhee, Mold Craft

Secretary and Legal CounselAlan Rothenbuecher, Ice Miller LLP

Board of DirectorsMike Armbrust, Mako Mold Corp.David Bowers II, JMMS, Inc.Toby Bral, MSI Mold BuildersRobert Earnhardt, Superior Tooling Todd Finley, Commercial Tool & DieLaurie Harbour, Harbour ResultsWilliam Moore, Delta Technologies GroupMike Mullholand, Freeman Co.Paul Novak, South Coast MoldScott Phipps, United Tool & MoldJim Sperber, Master Tool & Mold

AMBA TeamTroy Nix, Executive DirectorKym Conis, Managing DirectorSusan Denzio, Business Manager

Managing Editor: Kym ConisContributing Editor: Dianna BrodineArt Director: Cara Pederson Advertising/Sales: Susan Denzio

Opinions expressed in this publication may or may not reflect the views of the Association and do not necessarily represent official positions or policies of the Association or its members.

Speak Out

Michael BohningAMBA President


Trends

The American Mold Building Association (AMBA) recently published the results of its 2014 Financial Benchmarking Study, which reveals significant data and trends relative to mold manufacturing operations across the United States. This one-of-a-kind document now serves as a profit-building tool for moldmaking executives, helping them to identify the competitive gaps that exist between their operations and those running high-profit companies.

The primary reason for using benchmarking data of this nature is to challenge established paradigms and the status quo that often become ingrained in running a business. In many instances, business leaders simply do not know what they don’t know, which is why engaging in benchmarking activities is vital to continued growth and improvement.

Do You Know What You Don’t Know?

2014 Financial Study Reveals Critical Data

As a small example of using comparative data from the 2014 Benchmarking Study, if a typical mold building operation generates $155,922 of revenue per employee, but companies in the top quartile are generating $172,456, most organizational leaders would immediately ask why such a gap exists. A mold building operation of 15 employees at the industry norm technically is missing out on nearly a quarter of a million dollars in opportunity. Without benchmarking, how does the owner of this small enterprise even begin to understand what an operation of this size is capable of handling in terms of sales revenue?

Operating Expenses and Profit as a Percent of SalesSales Level < $2.5M $2.5M - $5.0M $5.0 - $10.0M > $10M Operating Expenses 38.6% 36.1% 36.9% 35.6% Profit Before Taxes 5.8% 5.1% 6.8% 8.9%

Payroll Expenses as a Percent of Sales Typical Mold Builders

High-Profit Mold

Builders 2011 2012 2013 2013 Supervisor Salary, Wage, Bonus 2.7 2.4 2.5 1.4

Percent of Firms Tracking … Sales < $2.5M

Sales $2.5M - $5.0M

Sales $5.0M - $10.0M

Sales > $10M

Projected Production Labor Hours by Job 58.3% 75.0% 81.8% 88.9% Actual Production Labor Hours by Job 100.0% 100.0% 90.9% 100.0% Total Machine Hours Available 25.0% 58.3% 36.4% 66.7% Total Jobs Completed 91.7% 100.0% 90.9% 100.0% Total Jobs Completed on Schedule 66.7% 75.0% 72.7% 100.0%



High-Profit Mold



Sales $2.5M - $5.0M

Sales $5.0M - $10.0M

Sales > $10M


The 2014 benchmarking results also reveal that more sales revenue generates more profit and, typically, better profit margins. Although this is not true in 100 percent of the cases, the data clearly demonstrates this phenomenon. In addition, different sales revenue levels ‒ known as threshold points ‒ exist in almost every industry, and the moldmaking industry is no exception, whereby profits are maximized because capacity and utilization of equipment and human capital are at their fullest. Not knowing where a company’s sales revenue stacks up in relationship to these thresholds translates directly into leaving money on the proverbial table. As illustrated in Figure 1, the value of economies of scale relating to operational expenses and total profits as a percent of sales is demonstrated.

Although some readers examining the tabular data may challenge this statement due to the profit before taxes of the first two sales levels, trending data continually demonstrates the value of scaling to each sales revenue level threshold.

Benchmarking data also enables company leaders to identify performance issues that many times are hidden due to slight changes in marketplace dynamics. One small example of this can be illustrated in how best-in-class mold manufacturing company executives have altered the use of general supervision in the workplace. As

Figure 1

Figure 2

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illustrated in Figure 2, a typical mold building company expends approximately 2.5 percent of its total sales dollars to compensate supervisory salaries, including wages and bonuses.

This trend appears to be decreasing gradually over time, down from 2.7 percent in 2011, and may have even more relevance strategically, as high-profit mold builders expend 1.4 percent in this compensation field. In real dollars, a $5M typical mold building operation is allocating $55,000 more to compensate supervision than a high-profit mold building company.

After digesting the data pertaining to supervisory wages as a percent of sales, most executives immediately will ask how and why the difference exists. Is there a trend in the industry to reduce the reliance upon supervision in companies that have highly engaged workforces? Are high-profit mold builders using different tactics to replace the job responsibilities of supervisors? Are the executives running these organizations finding new and more efficient ways to manage their businesses?

When exerting efforts to grow moldmaking operations, senior executives often ask what it takes to successfully get to the next level. As most company leaders understand, altered levels of expertise and different capabilities are required as companies expand in size. As is clearly obvious in the 2014 Financial Benchmarking Study, company executives in the tooling industry managing at higher sales levels inherently improve their tracking systems in many different manufacturing areas including, but not limited to, Actual Production Labor Hours by Job, Total Jobs Completed and Total Jobs Completed on Schedule.

Having the ability to leverage manpower, managerial resources and time by improving information and the continuous flow of quality data impacts both the speed and



High-Profit Mold



Sales $2.5M - $5.0M

Sales $5.0M - $10.0M

Sales > $10M


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quality of decisions made. The information included in Figure 3 is a partial answer to an age old question: “What do I need to do to get to the next level?”

Although engaging in benchmarking activities does not necessarily provide executives with all of the answers, the most important thing about comparisons is that they cause business leaders to ask questions. In many instances, business leaders don’t know what they don’t know, which precludes them from asking the right questions – questions that lead to engaging in activities to become more profitable organizations.

Bottom line: if you are not actively comparing your organization to industry norms and best-in-class performance, you simply don’t know what you are missing.

Figure 3


Industry

In Memory of James E. Harbour Automotive industry pioneer and analyst James (Jim) E. Harbour passed away Sept. 6, 2014, at the age of 86, surrounded by his family. As a trailblazer, shrewd businessman, witty friend and loving family man, Jim Harbour will be missed.

When he joined Chrysler in 1957, nobody knew the impact he would have on the automotive and manufac-turing industries. A proud veteran of the US Navy, he learned at an early age the importance of discipline and hard work. As Harbour’s career evolved, his love for finance and manufacturing grew. He was a firm believer that manufacturing was the foundation on which this country was built and worked tirelessly to help improve the US auto industry.

In 1980, after working directly for Ford Motor and Chrysler Corpora-tion for nearly 30 years, Jim Harbour formed Harbour and Associates, Inc., a consulting firm that assisted manufacturing companies in improv-ing their overall competitiveness. It was here where he led his team to develop The Harbour Report, a study of automaker manufacturing perfor-mance, which later became known as the bible of manufacturing labor efficiency for the automotive indus-try. Jim Harbour and The Harbour

Report can be credited with driving massive improvements in automotive manufacturing efficiency and perfor-mance across the globe and is still impactful today.

Jim Harbour retired as head of Harbour and Associates in 1999 and continued to analyze and consult in the automotive industry. In 2006, in conjunction with his daughter Laurie Harbour, president and CEO of Harbour Results, Inc., he released a landmark study. Automotive Compet-itive Challenge: Going Beyond Lean documented the structural challenges and key issues impacting the profit-ability gap between the Detroit and Asian OEMs at that time. Again, he forced change within the industry. In 2009, Harbour authored Factory Man, which detailed how he discov-ered Toyota’s quality and productiv-ity methods and helped the US auto industry become competitive. Most recently, he was an active board member for Harbour Results, Inc.

In addition to having a profound impact on the automotive and manufacturing industries, Harbour was a devoted family man. He was married to his wife, Dolores, for 60 years before she passed away in 2012. Together, they raised eight children, all of whom followed in their father’s

footsteps as highly educated, hard-working professionals in all areas. He also is survived by 10 grandchildren and three great grandchildren with whom he often shared his knowledge and wisdom.

In order to honor the lifetime of accom-plishments of this industry pioneer, the AMBA has set up a scholarship fund on behalf of James Harbour to promote American manufacturing, while providing young adults with educational assistance in the form of scholarships. For those wishing to honor James Harbour by providing donations to the AMBA Scholarship Fund, please make checks payable to the AMBA Scholarship Fund with verbiage in the check memo field written as: AMBA ‒ Jim Harbour Fund. For more information on the scholarship fund, call the AMBA at 847.222.9402.

GF Machining Solutions Opens New West Coast FacilityGF Machining Solutions, Lincolnshire, IL, has opened a state-of-the-art facility in southern California. This “Center of Competence” is part of a brand new, 106,000 sq. ft. Georg Fischer campus in Irvine, CA, Orange County. With its large machine demonstration space, customer training rooms and resources for sales, service and applications staff, as well as an extensive spare parts and consumables warehouse, this impressive facility will further strengthen support for West Coast customers.

9www.amba.org

An open house and ribbon-cutting ceremony took place October 9-10 in Irvine. The event featured high-speed machines, EDM, laser texturing and automation solutions. In addition, visitors toured the facility and consulted with application and product specialists from GF Machining Solutions. For more details, visit www.gfms.com.

DME Awards Plastics University ScholarshipDME Company, Madison Heights, MI, a leading manu-facturer of mold technologies, has awarded a $1,000 DME Plastics University scholar-ship to a senior student at the University of Wisconsin-Platteville. Teng Yang, who hails from Oshkosh, WI, received the scholarship for the fall 2014 semester at UW-Platteville. It is the second time Yang has been named a recipient of the scholarship. He is the second student to be awarded the DME Plastics University Scholarship twice since the program's incep-tion. Each year since 2008, DME has offered this scholar-ship program to help finance, encourage and support the future of qualified students who have interest and potential in moldmaking, plastics and related career fields. To qual-ify for the scholarship, students must be enrolled in a plas-tics program at any accredited trade school or university with a two-year certificate, two-year associate or four-year bachelor’s degree program. Applicants who are enrolled in related coursework also are considered if they demonstrate a strong academic emphasis and interest in plastics. DME scholarship applications for the spring 2015 semester are available online at www.dme.net/scholarship and will be accepted until December 1, 2014. The company also offers grants and scholarships to its customers for continuing education ‒ an extension of the popular DME Plastics Uni-versity at www.dme.net/plasticsuniversity that was created to aid new plastics industry students and professionals.

Registration Open for SPI’s “Business of Plastics Conference” at NPE2015 SPI: The Plastics Industry Trade Association, producer of the triennial NPE, Washington, DC, recently announced that NPE2015 attendees now can register for the Business of Plastics Conference, a three-day program held during NPE, which provides business and

technical presentations on issues currently of concern to plastics professionals. NPE2015: The International Plastics Showcase will take place March 23-27, 2015, at the Orange County Convention Center in Orlando, FL. The Business of Plastics Conference, also produced by SPI, will be held during the first three days of the exposition. NPE2015 attendees can register for the conference as part of the process of registering for the show. The Business of Plastics Conference will consist of 37 presentations, ranging from cyber security and 3D printing to legal affairs and advanced technologies. Charges for attending the conference are in addition to the fee for NPE2015 show registration. Discounts are available for SPI members and those registering in advance. For a detailed agenda or to register for the Business of Plastics Conference or NPE2015, visit www.npe.org.

page 10 u

Member

M&M Tooling Inc., is a complete Custom Mold Base manufacturing facility with capacity up to 35” x 80”. We employ top journeymen mold-makers, utilizing Mazak CNC machining centers maintaining tight tolerances, to achieve high quality results.

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of the site follows a string of other recent milestones, in-cluding the company’s 40th anniversary and receiving Processor of the Year Award from Plastics News and the Society of Plastics Industry. The resource-oriented web-site provides an overview of many subjects, from a com-pany biography and philosophies to its full service pro-duction capabilities. Technical information about mold design and manufacturing, injection molding processes, facility listings and quality assurance practices are acces-sible to both non-industry professionals and engineers. Easy to navigate and visually engaging to the user, the site’s simplistic, clean interface is complimented by vibrant, col-orful photographs of Tech’s facilities and employees. The “News” section of the website is updated with increasing frequency as the company continues to provide stories of its expansion and the accomplishments of its people. For those curious in tracing the company’s successes and major events over the past several years, there is a news archive on the site dating back to 2007. For more informa-tion, visit www.ttmp.com.

Surfacetec Opens New Facility

Surfacetec Corp., Franklin Park, IL, recently announced the opening of its new suburban Chicago production fa-cility and corporate headquarters. The new 30,000 sq. ft. facility now enhances production capabilities in line with the growing needs of regional and national markets. Ac-cording to Surfacetec CEO Takao Nagai, “This milestone represents the culmination of progressive efforts to expand our scope and scale the expertise and proficiency of our production team to meet increasing market demands of large-scale injection molds and dies for automotive and heavy equipment sectors. These sectors were out of reach

Vincent Tool Announces New Name/OwnershipVincent Tool LLC, Chippewa Falls, WI, recently announced that it now is under new ownership with a new name ‒ Vincent Tool Technologies Corp. Headed by new Owner Kenneth Skar (who has been the tooling manager at Vincent Tool for the past 12 years), the company has grown in size to meet the needs of its customers more efficiently. With 15 skilled machinists, every job is completed to precision. Known for quality, competitive prices and on-time delivery, Vincent Tool Technologies may be operating under a new name and ownership, but the superiority of its custom injection mold bases remains the same. For information on products and services, visit www.vincenttool.com.

Guinness World Record Raises Manufacturing Awareness

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Industry

Sandvik Coromant, Fair Lawn, NJ, made history at IMTS 2014, producing the world's largest coin mosaic in an effort to raise awareness about the importance of manufacturing to the economy. An artist arranged more than $65,000 worth of coins ‒ the amount of money the industry contributes to the US economy each second ‒ into an 841 sq. ft. image. Representatives from the Guinness Book of World Records confirmed the world record on Wednesday, September 10, 2014. “We want people to understand just how much money manufacturing contributes to the US economy every second, and this mosaic will be a fun way to visually bring that to life,” said Sandvik Coromant President, Market Area Americas, Eduardo Martin. “It also helps the next generation of workers realize the vast opportunity that exists within our industry and see manufacturing as an advantageous career choice.”

Tech Molded Plastics Launches New WebsiteTech Molded Plastics, Inc., Meadville, PA, has imple-mented a new website featuring extensive new content and a mobile-friendly design. The development and launch

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at our previous facility. Now, we are positioned to become the regional source for large tool polishing and plating.” Surfacetec’s new facility accommodates large-scale tools with a dedicated 20-ton crane bay and hard-chrome plating capacity for parts up to 12'x8'x6'. Capabilities for small˗ and medium˗ scale projects, including specialty fasteners and microparts, also have been enhanced with 10-ton and 5-ton overhead cranes, in addition to doubling polishing workshop capacity. Electroless nickel plating production also has been expanded and now incorporates new high-efficiency process chemistries. Surfacetec will continue its focus on growth and emerging technologies, utilizing the new production facility to leverage its core capabili-ties to a wider breadth of market sectors and customers, while also reinforcing its commitment to enhanced ser-vice for existing customers. For more information, visit www.surfaceteccorp.com.


Technology

Most machinists are familiar with the dilemma of having an otherwise capable, accurate machine on the shop floor that, unfortunately, is limited in terms of spindle RPM. When that inevitable job arises that requires higher RPM output, operators are left with the choice of replacing the machine altogether to gain higher productivity or looking into an attachment, like a spindle speeder, to close the RPM gap.

Many different options exist in spindle speeders, using a lot of different technologies, depending on how fast the spindle needs to go. Only a few decades ago, it was good enough to buy a spindle speeder that would increase an older horizontal boring mill from 2,000rpm to maybe 12-15,000. That usually was an operation with a serpentine o-ring groove, typically a large part using a small end mill. With a 2,000rpm spindle, that operation took forever. Mechanical spindle speeders were a natural outgrowth of this need – providing a way to take small tools onto bigger machines and make them more productive.

These days, new horizontal boring mills come standard with 6,000, 8,000 and even 10,000rpm spindles. So, to run a 1/8" end mill on an HSK 100 or BIG PLUS® 50, the RPM gap isn’t as daunting as it once was. But, modern spindle speeders take RPMs to yet another level, into the micro cutting space, where operators are running tools that only have 0.040" diameter, but are in-cut for as long as six hours at a time. This newer generation of spindle speeders in micro cutting is where the highest productivity gains are possible.

Doing the mathWhen moving into micro cutting, operators are faced with the options of buying a dedicated micro cutting machine or adapting what’s already in the shop. Knowing the material can go a long way; naturally, an operator can achieve different surface footages out of different work piece materials.

An operator wants the highest possible spindle speed to achieve good chip separation, long tool life, good surface finish and, in the case of aluminum, avoidance

of built-up edge (BUE). Below this threshold, operators are forced to use exotic or expensive cutting tool materials, like diamond, that possess a wide range of potential surface footages. Looking at hardened steels (Figure 1), there is a reasonably wide range of comfort. If an operator can’t achieve a minimum recommended surface footage, however, tool life will be limited and surface finish will be compromised.

For a micro cutting setting, particularly if an operator has a tool diameter of 0.060" and runs at 300sfm (an SFM value within hardened steel’s range), it theoretically should be running at nearly 20,000rpm.

For example, with a new machine tool with a spindle speed of 20,000rpm, cutting tools are going to have to be bigger than 0.060" and used only for materials that run optimally at less than 300sfm.

An operator or shop owner can crunch numbers to figure out where the potential machine would fit in terms of the range of tool diameters needed for a particular job. About

When Is a Spindle Speeder Right for You?By Jack Burley, BIG Kaiser Precision Tooling, Inc.

Figure 1: Surface speed recommendations for carbide end mills by material group

Material Group SFM Range

Aluminum, Magnesium 800 +

Brass/Bronze Alloys 200-350Copper Alloys 500-750

Grey Cast Iron 300-1,500

Ductile Cast Iron 150-350

Low carbon steel 275-450

High alloy, hardened steel 50-150

Stainless steels 100-350

Titanium 75-325

Plastics/Polymer/Resins 500-1600

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0.060" tends to be the tool diameter threshold; any smaller and a spindle speeder is likely to be a good choice.

What’s available?The smaller the taper size, the faster the spindle will be able to run. A typical 30-taper machine without a dual contact spindle interface will go as fast as 18,000rpm. That won’t include any additional engineering or special require-ments. These machines are accounted for on standard taper spindles. With a dual contact system, as is the case with BIG-PLUS®, speeds nearly can be doubled, and a 30 taper will run as fast as 30,000rpm. The graph (Figure 3) displays the typical speed ranges.

A size 63 HSK (which is equal to the 40 taper) will yield about the same RPM as a BIG-PLUS® dual contact system. But an HSK 63, cutting 300sfm, is limited to tool diameters over 0.060". To shift to smaller tool diameters, smaller tool sizes are required. To use that tool size, an operator has to go down to an HSK 32, which has a spindle speed of 50,000rpm. Conversely, that machine now can’t do any larger work.

An operator also can consider smaller HSK tool holders for high-speed and micro machining. The smaller taper sizes, 25 to 32, are designed for extremely small tools, but they also have to be balanced very precisely. A tool running at 50,000rpm will weigh less than a third of a pound, but it has to balance to a G2.5 quality rating, which is a difficult process. Most operators consider the machine alone, but the tooling, when running at 50,000rpm, takes a lot of precision and expertise in both manufacture and balancing to make it hit necessary quality ratings.

What problems are seen when running a spindle at max RPM?If a car is driven with the pedal on the floor, heat will build up over time and the engine will blow. Similarly, in a machine running at or near maximum RPM, friction-caused thermal expansion will burn out bearings and gears. Even when paying careful attention to coolant, lubricant breakdown will happen, and the bearings will have to be replaced more often, meaning more downtime to service. It’s not always in a machine’s best interest to be running at or near maximum RPM. This especially is true for the extended time periods that micro cutting and small mold cutting machines and tools often require – 1, 2 or 3 hours or more.

• Premium420fStainlessSteel• 32Rcpre-hardness• Improvedmachinability

andincreasedthermalconductivity

website

SUPERPLAST ® IS A REGISTERED TRADEMARK OFFigure 3: Finding a 50 taper spindle with 15,000rpm, or even a 40 taper spindle with 20,000rpm, isn’t always easy.

Figure 2: Defining RPM and micro cutting

10 20 30 40 50 100 200 300

.005" 7,640 15,280 22,920 30,560 38,200 76,400

.010" 3,820 7,640 11,460 15,280 19,100 38,200 76,400

.015" 2,547 5,093 7,640 10,187 12,733 25,467 50,933 76,400

.020" 1,910 3,820 5,730 7,640 9,550 19,100 38,200 57,300

.030" 1,274 2,547 3,820 5,094 6,367 12,734 25,467 38,200

.040" 955 1,910 2,865 3,820 4,775 9,550 19,100 28,650

.060" 1,274 1,910 2,547 3,184 6,367 12,734 19,100

.080" 1,433 1,910 2,388 4,775 9,550 14,325

.100" 1,528 1,910 3,820 7,640 11,460

.150" 1,273 2,547 5,093 7,640

.200" 1,910 3,820 5,730

Too

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iam

eter

SFM

Standard taper Dual Contact BIG-PLUS

Taper Size

30

4045

50

Max. SpindleSpeed (RPM)

18,000

12,000

10,0008,000

Taper Size

30

40

45

50

Max. SpindleSpeed (RPM)

30,000

25,000

20,00015,000


Technology

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Makino_MWM_DieMold_AMBA_Fall2014.indd 1 8/22/14 12:21 PM

15www.amba.org

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Don’t wait. Get the whole Makino die/mold story right now:MAKINO.COM/DIEMOLD

ZERO STOCK CUTTING.NO HAND FINISHING.VIRTUALLY NO SPOTTING.IN DIE/MOLD, IT’S THE DETAILS THAT MATTER MOST.

WHEN YOU MAKE WHAT MATTERS

You’ll do anything you can to reduce delivery times and operating costs. And Makino is doing everything possible to help. Makino technologies enable you to bypass time-consuming steps to deliver mirror-like fi nishes on even the most complex geometries. All in record time. Because when you make what matters, making it better—and faster—is what matters most.

Makino_MWM_DieMold_AMBA_Fall2014.indd 1 8/22/14 12:21 PM

Figure 4: Understanding dynamic spindle run out

Another consideration is Z-axis deformation at the hands of thermal expansion. As it runs and heats up, the tool gets longer – so an operator has to compensate for that.

And finally, dynamic spindle stiffness – run out – is too frequently measured in the static state. An operator rotates the gauge bar roughly one dial indicator and arrives at an impressive run out number, perhaps one or two microns at 200mm from the gauge line. But, what happens to this number at 30,000rpm? With a special tool holder, complete with a laser system to measure actual run out at speed, it can be seen what that point is at maximum RPM. This value comparison (Figure 4) is off of a machine rated for high-speed cutting at 30,000rpm. The comparison clearly illustrates the difference between static and dynamic run out. At the cutting edge, at speed, there is an excess of 20microns run out. Depending on the tool, that could be more than the diameter of the tool itself, which is not a good cutting condition.

Spindle speeder attachment solutionInstead of investing in a specialized machine, spindle attachments are another option that can achieve extremely fast RPM speeds. But, there are five key requirements that high-speed spindle attachments must meet in order to maintain candidacy for micro cutting solutions.

The tools must be ultra-high-speed and be able to achieve acceptable dynamic run out, which stands to reason. The spindles should be reasonably quiet and exhibit low thermal distortion – the really fast spindles can’t grow due to the heat generated, which is a disadvantage for gear-driven spindle speeders.

Perhaps most importantly, these spindle speeders need to be able to achieve Automated Tool Change (ATC), as operators don’t want to have to stop production to hook up lines or activate the system due to tool change. With a BIG Kaiser spindle speeder, a single stop block is attached to the spindle face. That stop block engages a position pin on the tool itself, which serves two purposes. In the case of a gear drive system, it holds the tool steady while the spindle rotates. In the case of an air drive system, the air comes through the stop block, enters the position pin and into the turbine drive, finally exhausted out the side of the unit. Any of these can be oriented and aligned so that the tool change is automatic, with no manual intervention.

Traditional gear drive systems, using planetary gear design, can get to 24,000rpm. These types of spindle speeder systems could provide a big RPM jump for existing tools that are accurate and otherwise good, but max out at 5,000 to 8,000rpm. Because it has gears running inside of it, however, it does exhibit Z-axis elongation – it’s unavoidable.

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30,000rpm Static measurement

24µm-25

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END-MILL

END-MILL

END-MILL

DRILL

DRILL

DRILL

0 0.2 0.4 0.6 0.8 1.0 1.2 1.4 1.6

Cutting Tool Diameter (mm)

120,000 rpm

80,000 rpm

50,000 rpm

RBX12

RBX7

RBX5

Technologyt page 15

Typically, this system will achieve stability at about the 20 minute mark of machining, so that’s something to bear in mind when running with shorter cycle times.

Another potential drawback is if the machine spindle isn’t in good condition to begin with, this spindle speeder will not correct for it. Instead, the amount of run out generated by the bad spindle simply will transfer into the good speeder, creating a lot of run out and a lot of stress on the bearings and gears inside. The accuracy requirement is <0.0002" TIR. Finally, operators need to account for the reduction in cutting torque; a speeder spindle never is as strong as the spindle itself.

An air drive system is a completely different concept than the gear-driven spindle speeder. In fact, the machine spindle doesn’t rotate at all – the machine is merely moving the tool from one position to another. The drive is within the tool itself. The air enters into the stop block through the position pin and into a turbine drive. The turbine drive then creates the torque and speed to the cutting tool. The bigger the turbine and, therefore, the spindle speeder unit size, the slower the potential speeds.

Conversely, larger units are able to create more power. One detracting factor is if an operator doesn’t have an M-Code built into the machine through the stop block to program the air pressure, then the regulator has to be manually changed. This isn’t a common scenario, however. Typical air spindle tool-size ranges are illustrated in Figure 5.

New air-driven spindle speeders can go all the way to 120,000rpm, but considerations have to be made for the extremely low torque in both of these spindles – neither can take on heavy cutting. With only half a horsepower at the cut, that translates to very light depths of cut and extended cutting time – fine cutting only. Greater torque is available with bigger tools and slower RPMs.

Collet considerationsWhen an operator is running at 80,000rpm, the cutting tool has to be controlled, on center, to within one or two microns. A cutting tool with only 0.010" diameter taking a chip load of less than a tenth per tooth, must be managed to better than one tenth. That forces the tool to be extremely accurate, with all collets having been inspected and precise, the clamping nuts designed for high speed, the tool exhibiting good balance and achieving good clamping force. Traditional ER systems are not accurate enough, nor are they capable enough, for high speed. This type of cutting requires a very specialized clamping system.

Speeder spindle in actionIn order to illustrate a speeder spindles’ micro cutting capabilities, product developers went so far as to cut a map of Japan onto a 0.75"x0.75" block of 4140 pre-hardened steel (Rc40). A BIG Daishowa RBX7 air spindle, at 80,000rpm, was used to generate speed. The test used a full-radius carbide ball nose end mill, with a feed of 16"/minute on the portions representing the ocean, and 2"/minute on the map of the Japanese landmass.

Figure 5: Drilling is possible, but the allowable diameter is much smaller than that of end mills because the thrust loads are so much greater.

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Wisc_Engraving.indd 1 10/23/08 1:33:02 PM

Technology

Total cutting length was about 130" in total, with a two-hour cycle time and little tool wear.

That test was compared with a very good, but traditional machining center with a 20,000rpm spindle ‒ a job that took 7.5 hours, and the tool wear exhibited was extensive.

This article was reprinted with permission from the July 2014 edition of Midwest Manufacturing News.

Jack Burley serves as vice president of sales and engineer-ing at BIG Kaiser Precision Tooling, Hoffman Estates, IL. Burley began his career with BIG Kaiser more than 25 years ago, which gives him a veteran’s perspective on the needs of the industry’s user-base. Additionally, he currently serves as vice-chair on the ASME B5.50 Commit-tee, which is the organization responsible for standards on tooling interfaces in the US. BIG Kaiser Precision Tooling is a leader in high-precision tooling systems and solutions. With brands including BIG Daishowa, KAISER, Speroni, Unilock, Sphinx and more, BIG Kaiser’s line is focused on extreme accuracy and repeatability. BIG Kaiser’s mission is to support North American manufacturers with products that are designed and manufactured to a superior standard. Guaranteed. For more information, visit www.bigkaiser.com or call 888.TOOL.PRO.

CRY-2883 Prelim1-1.fh11 1/15/07 3:33 PM Page 1

Composite

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Government data shows a gross domestic product loss of 1-2 percent due to wear. Surface treatments extend the working life of equipment by saving large sums of money and energy. Wear can be minimized by modifying the surface properties of solids or by using lubrication to help combat friction or adhesive wear. The major wear categories include abrasion, adhesion, cohesion, erosion and corrosion.

Steel selection basicsAny time a mold designer creates geometry for a non-standard mold component, his next thought should be which steel to use. Knowledge of significant steel proper-ties, hardening and surface treatments will allow the correct choice to be made.

The steel quality best-suited for molds to defend against abrasive and adhesive wear resistance is defined by its individual data sheet. Each has properties that are determined by its chemical makeup, milling or processing. Finding one single, affordable, wear-resistant steel that suits every application is not possible. Factors such as the primary function, price, availability and others impact making the best choice.

Methods of machining, grinding, price and availability will change constantly, so this article will focus on the factors that are relatively consistent when considering cold work steel grades: key performance qualities, effective hardness and surface treatment relevance.

Cold work gradesThe term “cold work” speaks to the application, where the service temperature will be lower than 600 degrees F. This broad category includes many tool steels offered by many manufacturers. Within the American Iron and Steel Institute classification system, tool steels are grouped based on application, alloying elements and heat treatments. These tool steels (including ingot cast and forged) are divided into categories, including the following examples (see Figure 1):

Data-Driven Decision Making for the Injection Mold Designer

By Ken Rumore, Progressive Components International Corp.

Technology

Steel Grade C Mn Si Cr W Mo V OtherO1 0.94 1.20 0.30 0.50 0.50O6 1.45 1.00 0.90 0.25L6 0.70 0.60 0.25 0.70 1.40 NiA2 1.00 0.75 0.30 5.00 1.00 0.25A8 0.55 0.30 0.95 5.00 1.25 1.25A9 0.55 0.35 1.05 5.15 1.55 1.00 1.50 Ni

A10 1.35 1.80 1.20 0.20 1.50 1.85 NiD2 1.50 0.30 0.30 12.00 0.75 0.90D3 2.15 0.40 0.40 12.25 0.25D7 2.30 0.40 0.40 12.50 1.10 4.00S1 0.53 0.25 0.25 1.35 2.00 0.25S7 0.50 0.75 0.25 3.25 1.40

H13 0.40 0.40 1.00 5.25 1.35 1.00Viscount 44 0.40 0.80 1.00 5.25 1.35 1.00 0.12 S

M2 0.85 0.28 0.30 4.15 6.15 5.00 1.85CPM 1V 0.55 0.40 0.50 4.00 4.25 1.00 0.50 NiCPM 3V 0.85 0.30 1.00 5.00 1.35 2.75CPM M4 1.45 0.25 0.25 4.50 5.50 5.20 3.85CPM 9V 1.80 0.50 0.90 5.25 1.35 9.00

CPM 10V/A11 2.45 0.50 0.90 5.25 1.35 9.80

O ‒ Oil-hardening steels A ‒ Air-hardening steels D ‒ High-carbon/high-chrome steels H ‒ Hot work steels (included because they offer certain benefits for molds) M ‒ High-speed steels T ‒ High-speed steels (Molybdenum-free) S ‒ Shock-resistant steels L ‒ Special-purpose steels

Typically, heat treatment is the process of hardening and repeated tempering to remove retained Austenite and reach a hardness-toughness combination. The high alloy content in tool steels provides high hardenability. Cold work tool steels were developed to provide high wear resistance, hardness and fracture toughness. These properties are provided by primary carbides and a tempered, high-carbon Martensite.

Specifying by propertiesSome examples of cold work tool steels used for molds with typical through hardness, notable properties and surface treatment options for wear resistance include the following:

Figure 1

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S-7: 54-56 Rc. This air-hardening tool steel is shock-resistant and high-impact-resistant at a relatively high hardness. It has good toughness to resist chipping or breaking and good wear resistance. Also, it is air-quenched for minimal distortion.

A-2: 58-60 Rc. This steel has high wear resistance and a good toughness rating. It will hold an edge and is resistant to abrasive plastic resins. It can be treated with Nitride or Titanium Nitride. Cryogenic treatment can improve long-term dimensional stability after first temper.

D-2: 60 Rc. This tool steel has high wear resistance and is resistant to abrasive plastic resins. It can be Nitride- treated, Titanium Nitride-treated and PVD-treated. (Double temper prior to these treatments, at the treatment process temperature.)

H-13: 48 Rc. This steel is one exception, as H-13 is a hot work steel. Popular for die-cast dies, it also is widely used for plastic injection molds. H-13 is a great choice for Nitride treatment.

L-6: 57 Rc. This is an oil-hardening steel for use in applications that require a good combination of hardness, toughness and wear resistance. The additional nickel contained in this grade provides an alloy with greater toughness than most oil-hardening steels.

O-1: 60 Rc. This is a commonly available, low alloy, oil- hardening tool steel. It will harden by using fairly low temperatures, resulting in minimal size change. It combines deep hardening qualities with a fine-grained structure.

These few examples are intended to show some of the properties to be considered when selecting a common cold work tool steel. Figure 2 (page 22) provides a more comprehensive rating system and additional steel choices. Identify the properties most significant to the application in order to quickly choose the correct steel.

Specifying heat treatmentAll cold work tool steels require heat treatment before use. It’s best to choose a process compatible with the conditions of use or what is necessary for the final surface treatment. Tempering requirements will vary depending on the steel selected. In many cases, it is best to temper as high as the final process so the parts will maintain maximum stability.

Figure 3

A cryogenic treatment can have great value in stabilizing a part. A metallurgist or a technical service representative can help make all of these decisions (see Figures 3 and 4).

Times and temperatures are documented as a profile by the heat treater and can be referenced for future projects or can point out anything that might have been left out of a process. This is not to be confused with a heat treat certification and should not carry any additional fee (see Figure 5 on page 23).

Powder metallurgy steelsThere is an entire category of tool steels with outstanding wear resistance; many were designed to replace carbide in tooling applications. They are specific to their manufacturer and carry a higher price, by comparison, to cold work tool steel, due to the required manufacturing process.

The initial powder metallurgy (PM) steel manufacturing process is similar to that of conventional tool steel. The base metals are melted, and the alloying elements are added to the melt. Next, the molten metal is poured through a high-pressure nozzle and into an atomization chamber. The steel is flash frozen by a blast of nitrogen, causing the steel to separate into droplets less than 100microns in size.

Each one of these micro droplets has the same composition because of its spherical shape, eliminating any segregation that normally would occur using the standard process.

These micro spheres are collected and passed through the micron mesh, leaving a powder made up of only very accurately sized particles. It is transferred into capsules, which are vacuum evacuated and welded shut, so the contents will not be contaminated.

The capsules then are loaded into an isotonic press, heated to the proper forging temperature and forged under pressure, thus compacting the powder into one solid homogenous, high-purity ingot. These ingots are 100-percent dense steel with a super-fine grain and uniform microstructure.

The ingots are passed through the mill, for additional forging and rolling operations, as in the standard steel production process. The compacted steel maintains the superb micro-structure throughout the milling process.

Examples of commonly known PM tool steels used for molds, with typical through hardness, notable properties and surface treatment options for wear resistance, include the following:

TOUGHNESSWEAR RESISTANCEGRINDABILITY

6335An air‐hardening tool steel with maximum wear resistance for an ingot cast steel. Large, hard carbides resist wear from abrasive particles.

An air hardening, high carbon, 12% chromium tool steel with improved wear resistance.

A general purpose, 12% chromium, air hardening, wear resistant tool steel. Good dimensional stability during heat treatment.

50 62

6085An air hardening graphitic tool steel. More dimensionally stable during heat treatment than O6 graphitic tool steel.

5670An air hardening steel with enhanced toughness which can be used in both cold work and hot work tooling applications.

6345

A9

D7

D3

D2

A10

5775An oil‐hardening, general purpose tool and die steel. The nickel content provides enhanced impact toughness.

L6

5975An air hardening steel with good toughness which can be used in cold work and some limited hot work tooling applications.

A8

6070A general purpose, air hardening tool and die steel. A2

O6 An oil‐hardening, graphitic tool steel with excellent non‐seizing properties. The graphite particles provide self‐lubricity and hold applied lubricants.

125 60

Description MI¹ HRCASTM

O1 An oil‐hardening, non‐shrinking tool steel with good toughness and moderate dimensional stability in heat treatment.

90 60


Figure 2

Technology

Toughness Wear ResistanceD‐260 24 50O‐160 30 26L‐660 40 23A‐260 40 32S‐758 120 20H‐1347 124 10 0

20

40

60

80

100

120

140

D‐260

O‐160

L‐660

A‐260

S‐758

H‐1347

C‐Notch Ft Lbs.

Cold Work Tool Steel Comparison

Toughness

Wear Resistance

HRC

t page 21

Figure 4

A-11: 59-61 Rc. This tool steel has super-high wear resis-tance with slightly lower-than-average toughness. It can be Nitride or Titanium Nitride treated and is not preferred for CVD treatment or welding for tooling repairs. This applies to most PM steels.

A-11LV: 52-54 Rc. This PM steel has very high wear resis-tance. Its crack resistance is higher than other wear-resis-tant cold work tool steels. It should be used when A-11, D-2 or high-speed steels do not have the desired crack resistance. It can be limited to a hardness of 56 or lower Rc. and is

CPM 9V A powder metal tool steel which provides high toughness and wear resistance at a moderate strength level.

40 53

CPM 10V/A11

A powder metal tool steel which provides extremely high wear resistance in combination with high strength and good toughness.

40 63

CPM 3V A powder metal tool steel with a balanced alloy composition that provides high toughness and wear resistance for many cold work applications.

55 62

CPM M4 A powder metal tool steel with a unique combination of high strength, toughness and wear resistance for both cold and hot work tools.

45 63

M2 A general‐purpose, high speed steel which is sometimes used in cold work applications which require high strength but not high toughness.

55 64

CPM 1V A powder metal tool steel with a unique combination of high toughness and high strength for both cold and hot work applications.

70 57

H13 A 5% chromium hot work steel which is often used in cold work tooling applications which need high toughness but not high strength.

70 48

H13S Resulfurized (machinable) prehardened H13 which can be used for a variety of tooling and maintenance applications.

40 44

S1 An oil hardening, shock resistant tool steel designed for applications involving high impact or sudden shock loading.

75 57

S7 An air hardening, shock resistant tool steel with better dimensional stability in heat treatment.

75 57

ASTM Description MI¹ HRCTOUGHNESSWEAR RESISTANCEGRINDABILITY

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page 24 u

not intended for applications that require high compressive strength. Due to low hardness, CVD Titanium Nitride does not adhere well. A-11 and A11LV are important choices to consider.

CPM3V: 58-60 Rc. This steel provides more wear resistance and toughness than cold work A-2 or D-2 at

less cost than many other PM steels. Nitride treatment and Titanium Nitride can be accomplished when a minimum tempering temperature of 1,000 degrees F for CVD TiN is used. Tempering must be repeated three times for all applications. Cryogenic treatment is recommended for optimum stability after the first temper, then followed by another temper.

Figure 6

Toughness Wear ResistanceA‐1161 22 150A‐11LV55 45 90M‐461 36 100D‐260 22 523V58 82 50Z‐Wear PM58 80 601V58 100 24 0

20

40

60

80

100

120

140

160

A‐1161

A‐11LV55

M‐461

D‐260

3V58

Z‐Wear PM58

1V58

PM Tool Steel Comparison

Toughness

Wear Resistance

HRC

Figure 5

1200

1250

1300

1350

1400

1450

1500

Time

Tem

pera

ture

Peak Temperature50-100 degrees

above critical

Quench


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Figure 7

Toughness Wear Resistance Red HardnessM‐263 22 56 50PM M‐464 30 100 58M‐4264 10 80 85PM M‐4867 17 110 100PM T‐1565 23 120 80

0

20

40

60

80

100

120

140

M‐263

PM M‐464

M‐4264

PM M‐4867

PM T‐1565

High Speed Steel ComparisonToughness

Wear Resistance

Red Hardness

HRC

Z-Wear PM: 58-62 Rc. This steel offers better wear resistance than A-2 or D-2 and a high degree of toughness even at 63 Rc. It has excellent machining, grinding and heat treat response. Common tool coatings adhere well, and it’s a suitable substrate for most surface treatments.

M-4 PM: 60-62 Rc. This steel has better wear resistance than M2 and M3 cold work steel and, with such superior edge wear resistance, it can be used for cutting dies. Salt quenching will provide maximum response to heat treatment and it can be Nitride treated or TiN coated (see Figures 6 and 7).

Surface treatmentsMany surface treatments are available today for wear resistance, with volumes of books and research materials existing on the topic. For this article, however, only the most common surface treatments for wear resistance will be addressed.

Nitride has long been a substantial solution for wear resistance of tooling components. Overall, there are four major types of Nitride treatments common today, each defined by how it is applied.

Gas Nitride: As it implies, this process uses a furnace with a Nitrogenous atmosphere to apply the treatment to the surface. The work piece is through-hardened and tempered prior to this process.

ION Nitride: This is applied to the surface in a vacuum. High voltage is used to form a plasma, through which Nitrogen ions are accelerated and bombard the surface. This ion bombardment heats and cleans the work piece and provides active nitrogen. Conducting this process at a low

temperature provides stability and production repeatability.

Liquid Nitride: This is applied to the surface by fully immersing a component into a molten chemical salt bath; the advantage of the salt bath is the uniformity of treatment and depth of Nitride. The disadvantage is maintaining the salt bath and regenerating it for optimum performance.

Titanium Nitride: The most common methods are physical vapor deposition or chemical vapor deposition. In both methods, pure titanium is sublimated and reacted with Nitrogen in a high-energy vacuum chamber.

All of the Nitride processes add valuable corrosion resistance to the surface of the treated area.

Metallurgical examinationIn extreme circumstances, the elemental makeup of the steel itself can be analyzed to identify the steel type.

To verify the quality of heat treatment and to resolve post mortem defects, metallurgical examination is a valuable tool. When testing can’t be conducted, many times metallurgical verification is all that is necessary. It can be as simple as checking the hardness and microstructure of through-hardened tool steel or to provide the examination of a surface treatment.

Choosing the proper steel and treatment for an application can eliminate problems that cause a mold to be pulled from service and sent for repairs to a moldmaker. Customers will be left with an expensive reminder if inexpensive, knock-off components that break or wear prematurely are used. Always choose a component supplier that knows the difference and is proven to provide the best-in-class materials and treatment to meet the task.

Ken Rumore is a design engineer at Progressive Components. He is a certified diemaker, die designer, moldmaker, mold designer and programmer with a keen interest in metallurgy. Progressive Components develops and distributes components for the production tooling industry. Off-the-shelf standards are provided via a network of direct and regional distributors throughout North America, Asia and Europe. Rumore can be reached at [email protected].

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Special Report

The Chicago Chapter of the AMBA was invited to partici-pate in the Smartforce Student Summit held during the IMTS show at Chicago’s McCormick Place, Septem-ber 8-13, 2014. During the six-day event, apprentices and young mold manufacturing professionals from A-1 Tool Corp., Berry Plastics Mold Manufacturing, Chicago Mold Engineering Co., Craftsman Tool & Mold, Graphic Tool Corporation, Helm Tool Company, Hommer Tool & Mfg., Janler Corporation and P.M. Mold Company acted as “MTAmbassadors” (Manufacturing Technology Ambassadors). Sharing their knowledge and passion for mold manufacturing with students, teachers and parents from around the world, these enthusiastic representatives opened many young people’s eyes to what a “mold” is and to the many diverse career opportunities that are available in mold manufacturing.

Francine Petrucci, president of the Chicago Chapter and B.A. Die Mold, shared her impressions: “All of the young moldmakers who worked in the booth had only positive comments about their experiences. I think that, in and of itself, speaks volumes! What a great bunch of kids! It’s so cool to see the enthusiasm from the up-and-coming moldmakers of tomorrow. They were sure to plant some seeds of interest with teachers, parents and students alike.”

Organized by the Chicago Chapter’s Education Committee, the booth showcased a large mold with synchronized video of the mold running parts, enabling visitors to learn how

plastic objects are made. Many of the visitors had no clue as to the process, let alone the world of mold manufacturing. Those working the booth were enthusiastic to show off the various plastic products on display, as well as a video showcasing a montage of mold manufacturing, assembled and created by Creative Technology Corp. The event also provided the committee members a chance to mingle with teachers and provide them with information on career paths and curriculum for mold manufacturing, while also offering plant tours and speakers for their classes.

In addition to owners and employees from the companies listed, dedicated professionals from B.A. Die Mold, Creative Technology Corp., Progressive Components and Synventive Molding Solutions came together and exhibited a spectacular demonstration of team work under very tight time constraints. The Education Committee of the Chicago Chapter looks forward to further opportunities to educate students, teachers, parents and the public in general on the opportunities awaiting those who choose the mold manufacturing industry for their career path.

AMBA Chicago Chapter Participates in Smartforce Student Summit at IMTS

Chuck Klingler, Janler Corp., educates student attendees at IMTS. Photo courtesy of MoldMaking Technology magazine

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AMBA 2015 Annual Conference Indianapolis May 6-8

Association

The AMBA is excited to announce the JW Marriott in Indianapolis, IN, will be the site for the AMBA 2015 Annual Conference ‒ Impact • Influence • Ignite. Set to take place May 6-8, 2015, the conference will follow the same condensed, value-packed format as was utilized for the AMBA’s 2014 conference in Milwaukee this past May. A Welcome Reception and Supplier Trade Fair, one and a half days of value-packed programming, peer-to-peer network-ing, an Awards Banquet and a trip to the Indianapolis Motor Speedway are all in the works for next year’s event!

AMBA Five-Year PlanThe following goals and objectives were developed by the AMBA Board of Directors in a series of strategic planning sessions to 1) serve and support the needs and success of AMBA member companies and 2) to continue in building a strong organization of active and engaged member companies:

• Sustain financial stability while investing in the moldmaking industry.

• Increase member engagement ‒ meaning 100-percent participation of member companies in some aspect of the AMBA and greater than 50-percent engagement within each member organization.

• Deliver a clearly articulated competitive advantage for members through various methods such as programs, events, benchmarking, technology and education.

• Assist members in winning the war on talent.• Create a robust communication strategy that compre-

hensively informs the moldmaking industry of the value of the AMBA and the manufacturing community of the value of using an AMBA member.

From this five-year plan, the AMBA Board of Directors prioritized and developed short-term objectives to be achieved in the next 18 months.

• Develop a 3- to 5-year financial plan to support the AMBA’s five-year business plan.

• Develop details and begin execution of the long-term plan to get current members more engaged at all levels of the member organizations.

• Develop details and begin execution of the long-term plan to provide more value to members and give them a competitive advantage over non-AMBA members.

• Create a defined vision for the AMBA educational platform and the tactics necessary to achieve the long-term vision of the AMBA.

• Develop and begin execution of the immediate communication needs of the organization to support the annual objectives in the next 18 months.

NEW WEBINAR

Efficient Machining in the Next MillenniumOctober 22, 2014, 12:00 Noon – 1:00 pm CST$25 – AMBA Members, $50 – Non-Members

US manufacturers understand competition in the global marketplace creates a great need for increased speed and improved accuracy when machining projects. Providing customers with these efficiencies will result in higher company profits while securing the desired ventures. Tool shops worldwide are using working machining cells to manage project completion.

This webinar, hosted by Hasco and AMBA, will demon-strate how efficient machining is possible within any work cell on the plant floor by

• Making every machine a work cell• Exploring clamping system options• Simplifying set-up• Increasing machine output• Developing flexibility• Improving quality• Achieving precision

Join Brenda Clark with Hasco to discover how to take

The luxurious JW Marriott (the largest in the US) in downtown Indianapolis is right in the heart of world-class shopping and dining; just steps away from White River State Park, the Indianapolis Zoo and many museums; and is near the State Capitol, Lucas Oil Stadium and Bankers Life Fieldhouse. Located just 20 minutes from Indianapolis International Airport, the JW Marriott Hotel provides the convenience of attendee drive-ins from all areas of the Midwest, as well as multiple direct flight options to/from the airport.

Stay tuned to www.amba.org for additional information coming soon.

29www.amba.org

work cells to the next level, increase machine ROI and understand the clamping system options that can help achieve company goals.

To register for the webinar, visit www.amba.org.

AMBA Awards Scholarships in Support of the Industry and its MembersThe national office of the American Mold Builders Association (AMBA), Rolling Meadows, IL, recently awarded $8,000 in scholarship funds for 2014. AMBA’s National Scholarship Program to date has awarded over $243,000 nationally since the program’s inception in 1991. The annual scholarship program continues to demonstrate AMBA’s commitment to the industry, education and offering valuable member benefits.

Each year, the AMBA awards scholarships to the employees or dependents of employees of AMBA member companies. The scholarship program is designed to help facilitate education in moldmaking in the US. This scholarship’s priority is to assist students who desire to pursue a career in 1) mold design, CAD/CAM programming for machine tools, machine tool skills or moldmaking; 2) plastics industry manufacturing (including plastics engineering, plastic part design or plastics processing technicians) or 3) other related areas of continued training/education.

The 2014 AMBA National Scholarship Program awarded $1,000 to the following recipients: Brandon Richards (United Tool & Mold), Taylor Beck (Tech Molded Plastics), Toby Wofford (United Tool & Mold), Kyle Brown (Legacy Precision Molds), Timothy Warren (Apollo Tool Company), Adam Mitchell (Hanson Mold), Zachary Pisarek (Pro Mold & Die) and Cody Smits (Cedar Springs Tool & Engineering).

The AMBA congratulates each of these deserving students and wishes them the best in their endeavors. For more information on the AMBA National Scholarship Program, visit www.amba.org or call 847.222.9402.

WELCOME NEW MEMBERS AND PARTNERS

Members

MPP Corporation • Kimball, MI Carlo Massobrio, President810.364.2939MPP Corporation is a high-tech, lean manufacturing type of plastic injection mold building facility. Using a carefully selected and highly skilled work force along with the best

in high-speed machining and EDM equipment available allows the company to be competitive with any foreign supplier or manufacturer.

Mauston Tool Corporation • Mauston, WI Jeff Schwab, President608.847.5162From design concept to finished product, Mauston Tool can assist with every step of the project, from engineering to production-ready injection molds. The company also offers a full complement of in-house manufacturing capabilities, including heat treating, high-speed machining, wire and sinker EDM, polishing and full mold repair facilities.

TK Mold & Engineering • Romeo, MI Thomas Barr, President586.752.5840TK Mold & Engineering, Inc. is a global and domestic resource in the plastic injection mold industry. The company is a full-service company that can take a mold from the initial design stages to production, with a customer base ranging from automotive to consumer goods. TK’s highly skilled engineers and moldmakers have years of experience providing customers with the highest standard of quality molds. Detail Mold & Design, LLC • Leander, TXTodd Tatro, Owner512.255.0525Detail Mold & Design, LLC is a custom manufacturer of molds for all types of industries, specializing in injection molds for close tolerance applications like fiber optics. While providing close tolerance molds for the fiber optic industry, the company also fulfills requirements of many other industries where quality, cost and customer service are important.

Partners

Schmolz+Bickenbach• Carol Stream, ILFrancy McNamara, Sales & Marketing Coordinator800.323.1233 www.schmolz-bickenbach.usOffering flexible specialty steel solutions from a single source, Schmolz+Bickenbach's reputation as experts in the field of steel products is based on over 150 years of tradition in the production of specialty steel. The company's experience, together with its modern production facilities and highly trained staff, is the foundation on which its high-quality products are based. As a global market leader, Schmolz+Bickenbach supports its customers along the entire value-added chain worldwide through cooperative developments, production, processing and on-time deliveries.


Focus

On August 21, 2014, two mold building operations opened their doors for the first-ever dual AMBA plant

tour event. Airing to a sold-out crowd of mold building peers, Eifel Mold & Engineering, Fraser, MI, and Midwest Mold Services, Roseville, MI, shared their business strategies in building substantial market niches – strategies comprised of a unique blend of technology, innovation, human capital investment and process focus.

Located in close proximity to each other and to the greater Detroit area and servicing the automobile industry, the two

Detroit-Area Mold Builders Unite for a Unique Plant Tour Experience

shops share many similarities, including their journeys out of the Great Recession. Critical business conditions forced both companies to shatter long-standing paradigms of being generally good vendors in large marketplaces to being great partners in small market niches.

Eifel Mold & EngineeringEifel Mold & Engineering originally was founded by Josef Hecker in 1973 to manufacture patterns, models and fixtures for the automotive and aerospace industries. In the 1980s, son Rick Hecker joined the company, bringing

Photos courtesy of Creative Technology Corporation.

31www.amba.org

an advanced knowledge of engineering, CAD/CAM and CNC machining to the operation, as well as a strong vision for the future. In the 1990s, Eifel added 6,000 sq. ft. of manufacturing space and two high-speed machining centers, thereby evolving into a full-service tooling source with design CAD capabilities, including reverse engineering, surfacing and class A design.

ISO 9002 certification came in the 2000s, when the company began implementation of Lean Manufacturing practices. It was during this decade that Eifel began to replace old technology (boring mill) for new technology, including a Haas 4-axis horizontal CNC machining center. The journey into 5-axis machining came in 2008 with the purchase of a Hermle C40U 5-axis high-speed machining center. The years between 2010 and 2012 brought more new technology, including a Makino wire EDM, a second 5-axis machining center from Hermle and a Deckel Maho DMU 100P 5-axis machining center.

In 2014, Eifel realized its long-term goal of having the capability to run tool trials in-house with the purchase of a Nissei FE460 500-ton press, as well as its fourth 5-axis CNC, a DMU 50V.

Today, Eifel Mold is known best for its automotive interior molds with complex geometries, utilizing 5-axis machin-ing to produce molds for steering wheels, high-visibility interior trim and safety systems (i.e., airbag covers). With a core business philosophy focused on “People, Process and Technology,” Eifel’s culture is comprised of a group of skilled, motivated employees that, as a team under dynamic leadership, continues to initiate, implement and perfect the processes used to produce quality workmanship and value-added services. “Our employees are encouraged to make suggestions and implement best practices in their processes, providing a sense of ownership that results in a thriving work environment,” said Eifel Mold Owner Rick Hecker. “Currently, we are training the next generation of designers, tool makers and machinists and are proud of their progress and enthusiasm.”

Eifel’s processes have evolved from vague procedures used to be compliant with the ISO quality standard into a robust quality system that is built into its custom MRP system, named “Eifel Success” – a system critical to the management and ongoing growth of the company.

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t page 31

Focus

The Job Dashboard is where all the data comes together to tell the story of a tool’s progress, from the initial RFQ data to the bill of lading used to ship the completed tool to the customer.

“In the past, the words ‘documentation’, ‘corrective actions’ and ‘continuous improvement’ would make employees run the other way,” stated Hecker. “Our new approach to process development and implementation is to tailor our quality system to represent our best practices instead of trying to fit our operation into a one-size-fits-all, redundant quality standard.”

Producing between 70 and 80 molds per year, Eifel Mold always has its eye on the future of machining, tooling, software and training. According to Hecker, “We have conducted extensive research to determine the best work-holding options, tool usage and machining software available to accommodate our evolving needs.”

Midwest Mold ServicesMidwest Mold Services (MMS) began in 1994 as an on-site mold repair and tryout support service company.

For the first nine months, MMS leased space in Plastic Engineering Technical Services, Inc.’s Bond Street facility. After the first year, a 10,000 sq. ft. facility was secured and provided growth opportunity through the company’s first five years. By 2001, MMS had grown into an 18,000 sq. ft. facility with 42 employees and had evolved to a design-and-build plastic injection supplier.

According to Midwest Mold Owner John Hill, “Our company had been servicing the automotive industry almost exclusively until 2006 when we began our pursuit of the low-volume plastic part supplier segment of our business. This greatly contributed to our sustainability during the Great Recession of 2007–2009, as our core business segment had been in severe decline.”

Today, operating from a 37,000 sq. ft. facility, Midwest produces between 70 and 80 molds per year with a niche market covering multiple business segments. Its core business consists of plastic injection molds for interior and exterior trim components and plastic injection molds for two-shot plastic components. The other segment would be its aluminum production mold and low-volume plastic parts business.

33www.amba.org

Midwest had several reasons for developing an expertise in production aluminum molds back in 2006, the main reason being the many advantages and benefits that the company envisioned for its customers. “More than ever, aluminum has a place in production molds,” stated Hill. “In today’s automotive economic environment, many OEMs are suggesting to their suppliers to consider aluminum where feasible.”

Hill cited the following benefits that aluminum production molds offer its customers:

• Aluminum has four to five times better thermal heat transfer. With better thermal conductivity, the position and number of water lines are less critical, allowing for the placement of additional ejector pins where needed.

• Aluminum has demonstrated productivity improvement of 20 to 30 percent in cycle time savings.

• Aluminum has outstanding machining and polishing characteristics. With some high-strength aluminum alloys, machining ratings are as high as eight times faster than steel.

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© 2014 INCOE® is a registered trademark of INCOE Corporation, USA and in other countries


Focus

• Aluminum does not have to be sent out for heat treating or stress relieving – all of this is done during the manufacturing process.

Hill cautioned that not all aluminum alloys are created equal, recommending QC-10, a high-strength, heat-treated wrought aluminum alloy mold material for production molds. When designing a production aluminum mold, just as when designing a P-20 mold, several factors need to be addressed for a successful mold.

• Is the resin conducive for aluminum? • What is the part geometry of the part to be molded? • What is the quantity? What is the desired cycle time?• How long does the mold need to last?

“With our aluminum tools, we will use a support frame, which incorporates steel support pillars to create a mold

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that has all the thermal benefits of aluminum matched with the durability of a steel mold,” said Hill. “The use of this support system avoids the possibility of over-clamping the mold and crushing the parting line.”

Midwest attributes much of its success to its greatest asset – its people. “To have a company survive over the past 20 years in the markets that we serve is impossible to achieve without great people and divine intervention,” said Hill. “People, process and persistence are all necessary components to any business success.”

Customer service and value are what Midwest Mold Services strives for every day. Its greatest challenge lies in meeting all of today’s customer demands, while being the lowest cost supplier. “Our goal is to be the greatest value to our customers,” said Hill. “This allows them to focus on being successful in the industries they serve and grow their business.”

Additionally, a balance between work and family is a very important principle at Midwest – one that makes the company unique from many other mold industry peers. “Although not all companies believe in the importance of this principle, it does create an avenue into the life of our customer, supplier and every person we employ,” stated Hill.

Different, but with a common threadAlthough the two shops vary, they share a strong common thread – a willingness to share with their fellow mold building peers. The AMBA plant tour process is one way for mold building peers to share best practices in an effort to grow their business and the industry at large.

John Hill (l), owner of Midwest Mold Services, and Rick Hecker (r), owner of Eifel Mold & Engineering, highlight their core competencies

and business philosophies to plant tour participants.

35www.amba.org

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To that end, Rick Hecker with Eifel Mold is leading the charge to re-establish the Southeast Michigan chapter of the AMBA, along with John Hill at Midwest Mold. “ I would like to reignite the AMBA Southeastern Michigan Chapter so that we all can help each other build our businesses stronger and stay competitive in this global economy,” Hecker explained. “This will help us keep more work in the USA and provide good American jobs.”

When asked why he opened the doors of his facility to his mold building peers, Hill answered, “I do not believe any business can lay total claim to its success. We all get offered help along the way, whether we choose to accept or acknowledge it. Midwest is no different, and I felt that opening up our shop for a tour event was one small way of giving something back to a trade that has provided us so much.”


Focus

Mold Craft, Willernie, MN, recently celebrated 50 years in business with customers, vendors, family, friends and employees during a two-day splash event this past August. “You only turn 50 once, so we wanted to make it a big one,” stated Mold Craft Co-Owner Justin McPhee. The planning started over a year ago in June, when Jim Liddell, head of sales and marketing, and Kim Bartz, wife of Co-Owner Tim Bartz, took on the task and orchestrated an amazing, unforgettable celebration.

According to McPhee, “The goal of the event was not only to celebrate with the people who helped us get to 50 years, but also to embrace the future and what is to come. The celebration also gave us the opportunity to open our doors to the community wondering what manufacturing is all about and to those wondering what goes on behind the walls of our nice little building located in downtown Willernie – a secret to many passersby.”

A bit of historyMold Craft was started by four dedicated and innovative toolmakers from the Twin Cities: Bob Novak, Dave Kult, La Vern Morgenson and Dick Gibson. The first ten years saw several ownership changes before it really solidified in 1975, when a very experienced mold designer and toolmaker, Bob Robinson, joined the Mold Craft team.

Shortly thereafter, one of the owners at the time became ill and passed away, giving Robinson the opportunity to continue Mold Craft’s legacy of quality and innovation. Mold Craft led the way into CNC machining in the late ‘70s and early ‘80s. Completely embracing automation in the early ‘80s when Pete Manship joined the team as a toolmaker in 1982, Mold Craft built a reputation for its ability to hold extremely tight tolerances.

Manship always had his sights on ownership and in 1991, took over ownership from Robinson. In the ‘90s, Mold Craft continued to buy high-end equipment as required by the telecom and electronic connector market. This also would be the decade when Bartz and McPhee would join the team in 1992 and 1999, respectively. In the 2000s, Mold Craft continued to develop its stronghold in the medical market niche, purchasing one or two new machines each year since 2004 in order to keep up with technology and accuracy. As the company grew, Manship could see that it was too much for one person to run, so he developed a succession plan with Bartz and McPhee. In 2007, the two took the reigns as a dynamic team with experience from both the shop side and the design side – and both with personalities that “love people”!

Mold Craft Celebrates 50 Years in Mold Building


37www.amba.org

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Building a culture of ownership and prideToday, Mold Craft employs 41 team members over two shifts, with machines and robots running the third lights-out shift as much as possible. Primarily serving the medical disposables and consumer products markets in plastic, silicone and MIM (Metal Injection Molding), Mold Craft’s specialty lies in its ability to hold tight tolerances across all cavities. This allows complete interchangeability, especially when a customer needs a spare component. Mold Craft does not require the mold back in order to install the component and fit it to the surrounding or mating components. The company is able to do this through its perfection-driven mentality and thorough engineering, design and planning on the front end of the project.

Much of the company’s success lies in its emphasis on communication. “Building our culture begins with Tim and I making sure our employees understand how the company is doing, understand our motivation for cutting-edge technology and innovation and understand their contributions to attaining those goals, all while taking pride in our partnership with customers and taking ownership in every product we design and build,” stated McPhee.

Mold Craft accomplishes this, in part, through communication at its daily 9:15 a.m. meeting with the design and shop managers, Wednesday full production meetings with department leaders, monthly stand-up meetings for all employees or the monthly One Page Business Plan meeting with its five key leaders.

Mold Craft’s future will continue to follow the One Page Business Plan developed three years ago by targeting new key customers whose core values match that of Mold Craft: integrity, loyalty and smart growth, where customers are friends. “This living, breathing document is reviewed and revised yearly to ensure we are staying true to ourselves and heading in the right direction,” said McPhee.

Mold Craft looks to future growth, working toward the acquisition of another building or moving the whole operation under one larger roof to increase moldmaking capacity.

The company also plans to add sampling presses to meet customer requirements of turn-key programs with fully validated, scientifically proven molds.

Always there for the greater causeMold Craft takes part in the Annual Minnesota Chapter Golf Tournament, which raises money for students pursuing further education in machine tool technology or mechanical design. For the past five years, the Minnesota Chapter has raised and awarded four $2,500 scholarships per year and for many years prior to that, it awarded four $1,000 scholarships.

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UltraPolishing AMBA Ad 2009.pdf 10/6/09 3:02:05 PM


Focus

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“As schooling continues to become more expensive, we wanted to help the students by giving each a little more as incentive to those students who may be on the fence,” said McPhee.

Another cause close to the heart at Mold Craft is the iWarriors program driven by Tim and Kim Bartz. The campaign started out in 2010 when Tim Bartz challenged AMBA members to join him in supporting a group of Marines who had recently returned from Afghanistan. Each of the Marines had lost one or more limbs and suffered other debilitating injuries during the battalion’s six-month deployment to Helmand Province. AMBA members stepped up to the charge and contributed $10,000 in a few short weeks. iPads and accessories were purchased and presented by Bartz and his family in a ceremony at Balboa Naval Hospital in San Diego, CA, in 2011. Since that time, $145,000 has been raised to support more than 255 service members from all four branches of the US Armed Forces, and the drive continues on at www.iWarriors.org.

Back to the 50-year celebrationTo spread the word prior to the event, Mold Craft employees distributed business card-sized invitations throughout the neighborhood. The final invitation was proudly displayed at the celebration in the form of a 6'x12' sign over the Mold Craft front entrance.

Attendees of all ages had the opportunity to tour through the shop ‒ watching machines run unattended and robots changing out parts and electrodes. As a special treat, attendees also were given ink pens, personalized by Mold Craft’s laser marker. After the tour, guests headed outside where they enjoyed a wonderful buffet (catered by the restaurant next door), micro-brews from a local brewery, music from a local band under a big top tent and face painting and other activities for the kids.

The music may have stopped at 10:00 p.m., but the celebration continued on at the infamous Gordy’s Steakhouse, where Mold Craft team members and guests toasted the joyous occasion – half a century in the making!

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“Three Jolly Good Fellows”(l to r): Mold Craft Co-Owner Tim Bartz, Mold Craft Past Owner (1991-2007) Pete Manship and Mold Craft Co-Owner Justin McPhee, with 350 of their closest friends in the background

39www.amba.org

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Product


MoldTrax Gets Bigger, Faster, StrongerToolingDocs, Ashland, OH, recently announced the release of MoldTrax 6 (MT6). MoldTrax is the industry’s leading software designed specifically for tracking the performance and maintenance of molds and dies. New features developed for this unique documentation system include Inventory Monitoring that allows the user to quickly see how many parts are left in stock; a Hot Runner Specs tab, which gives users quicker access to manifold maintenance and repair instructions, images and specifications of the system; a Maintenance Alert report, making it possible for the user to see what PMs are coming due (yellow), overdue (red) or OK (green) on molds currently in production; a MoldTrax Performance Dashboard on the main screen that shows the current ratio of scheduled vs. unscheduled mold stops, as well as the number of molds currently in production and their PM status (based on cycles run); enlarged screens and two new FastTrax reports (Inventory Tracking and Maintenance Alerts). “MoldTrax was born on the bench out of a need for repair technicians to quickly be brought up to speed on specific mold and product issues so they can maximize the time they spend with molds,” explained MoldTrax Founder and ToolingDocs Operations Manager Steve Johnson. “All molding companies, both custom and proprietary, save money through better targeting of mold and production defects. Using this database will change shop culture from firefighting to preventive by providing users with more complete and accurate data that can be used to make more informed decisions.” For more information or to download a free demo system, visit www.moldtrax.com or www.toolingdocs.com.

EDM Graphite Wear Testing from Ohio Carbon BlankOhio Carbon Blank, Willoughby, OH, recently performed EDM graphite wear testing with Sodick’s AD35L sinker machine using its advanced “SVC” Circuit + No Arc Machining at IMTS 2014. In today’s connected world, purchasing expectations include details to make more informed decisions based upon product research, real data and reviews. Ohio Carbon Blank believes comparative graphite data (wear testing, removal rates and other data) should be accessible easily. “Test 6” is the beginning of Ohio Carbon Blank’s reference database that can be used for comparison of all grades of EDM graphite. Ohio Carbon Blank General Manager Dale McCartney noted that EDM graphite comparison data is long overdue. “It’s our job to provide graphite users with both technical and test data for their purchases,” McCartney stated. Ohio Carbon’s testing consisted of “burning” sharp corner slotted shapes into hardened H-13 tool steel using six different graphite grades. Rougher and finisher electrodes were used to replicate the EDM of die or mold tooling applications. Sodick’s AD35L Sinker with its Linear Motor Drive System and the “Test 6” results were showcased during the show. Comparative illustrations and photos of electrode wear rates, surface finishes and cutting times also were featured, as well as the first six graphite materials to be tested, including medium-density graphite grades (AR-12, EDM-200) and high-density graphite grades (AR-14, TTK-4, DS-4, EDM-3). For more information, visit www.ohiocarbonblank.com.

Gilman Precision Reduces Price on Dovetail Slide SKUsGilman Precision, Grafton, WI, announced reduced pricing of up to 25 percent on its most popular dovetail slide SKUs. These slides offer simple and cost-effective solutions for precise movement and tooling positioning. “At Gilman, customer care is valued. We’ve been working hard to reduce our costs, and we want to share these advancements and savings with our loyal customer base,” said Douglas Biggs, vice president of sales and marketing at Gilman Precision. With a larger contact area than other style slide systems, which allows for stiffness and load bearing capacity, dovetail slides provide smooth, accurate and long-life operation. Low profile slides, a series of dovetails slides, are useful for a broad range of applications where the load induced into the assembly is moderate and a compact design is essential. The slides are perfect for projects that require manual positioning or feeding. Made from close-grained cast iron, they easily are drilled, tapped and machined to accommodate specific mounting requirements and will increase the efficiency, productivity and longevity of the machine. For more information, call 262.377.2434 or visit www.gilmanprecision.com.

41www.amba.org

Kurt Introduces New 8" VersatileLock® VisesKurt Manufacturing Industrial Products, Minneapolis, MN, recently introduced new 8" VersatileLock® vises available in manual, reverse and hydraulic versions. These unique vises feature a one-piece body and stationary jaw design integrated with Kurt's time-proven Anglock® feature. Together, this pull-type jaw clamping design reduces jaw stationary deflection by at least 80 percent, providing highly precise clamping repeatability of 0.0005". Previously available in 4" and 6" sizes, the VersatileLock family of vises has become the industry's ultimate single-station vise because of its many features. All three sizes are ideal for precision part clamping on machining centers and mills. All Kurt VersatileLock vises feature durable 80,000psi ductile iron bodies with precision-machined steel components. Their robust design provides rugged strength, extra rigidity and long-term accuracy while absorbing machining vibration. The new 8" VersatileLock features a full 10" jaw opening. The manual vise version can be mounted upright or on either side. It features matched stationary jaw to keyway, including the body height ±0.001". It also is available in reverse configuration for the added benefit of easier part programming in “Y”axis positive direction. VersatileLock vises and all Kurt vise products are backed by Kurt's lifetime “Iron Clad™” warranty for workmanship and materials. For more information, visit www.kurtworkholding.com.

For Immediate Release Hi Resolution Photo Attached (other options available)

Kurt Introduces New 8-Inch VersatileLock® Vises –

Available In Manual, Reverse And Hydraulic Versions

Minneapolis, Minnesota: Kurt introduces new 8-inch VersatileLock® Vises available in

manual, reverse and hydraulic versions. These unique vises feature a one-piece body and

stationary jaw design integrated with Kurt’s time-proven Anglock® feature. Together, this pull-

type jaw clamping design reduces jaw stationary deflection by at least 80 percent providing

highly precise clamping repeatability of 0.0005 inch.

Previously available in 4 and 6 inch sizes, the VersatileLock family of vises have become

the industry’s ultimate single station vise because of their many features. All three sizes, 4, 6

and now 8 inch versions are Ideal for precision part clamping on machining centers, and mills.

A RELEASE FROM: AMA:KURT7025r1 Anderson-Madison Advertising, Inc. 7710 Computer Avenue South Edina, Minnesota 55435 952-835-5133 Fax: 952-835-4977 Email: [email protected] CONTACT: Christopher Madison

A RELEASE FOR: Kurt Manufacturing Company 9445 East River Road NW Minneapolis, Minnesota 55433 1-877-226-7823 Fax: 1-877-226-7828 Outside U.S & Canada: 763-574-8309 Website: www.kurtworkholding.com

High-Efficiency, Versatile Polishing System from GessweinGesswein & Co, Inc., Bridgeport, CT, introduces the multi-functional, versatile polishing system ‒ ULTRAMAX MF. It utilizes a high-efficiency microprocessor to deliver power to ultrasonic, brushless DC and brush-type DC hand pieces. The complete kit includes the ULTRAMAX MF polishing system, plus two additional hand pieces and a convenient cabinet ‒ everything needed to start polishing at a great value. The cabinet helps keep the work environment organized. The 3-IN-1 design includes two drawers with plastic inserts for storing tools and polishing supplies. The cabinet is made of a 1mm-thick powder-coated steel sheet to provide a sturdy base. For more information on the ULTRAMASX MF polishing system or 3-IN-1 cabinet, visit www.gesswein.com.

Expert Tech Offers New Fall CoursesExpert Technical Training, Comstock Park, MI, recently announced new classes to begin September 9, 2014: XPRT 350-Military Leadership for Shop Managers and XPRT 102-Shop Floor Culture & Expectations. XPRT 350 is taught by Col. Rob Willsea, USMC, and will teach shop managers how to apply military-style leadership principles to the fast-paced shop environment. XPRT 102 is taught by Expert Tech President Ryan Pohl and clearly will outline some of the behaviors that employees who are new to advanced manufacturing will need to exhibit to be successful in the field. Visit www.expert-technical.com for all of Expert Tech’s upcoming courses.

Safe and Cost-Effective Clamping Devices from SCHUNKSCHUNK, Morrisville, NC, introduces the manually actuated SVP-Mini and SVP-RM clamping devices that run on factory-defined set pressure, saving time and energy, reducing set-up costs and eliminating operating errors. They can be fastened vertically or horizontally at a workstation or used directly on the TRIBOS polygonal toolholders at the machine spindle. SVP-Mini and SVP-RM are the ideal supplement for operators who use TRIBOS for micro and high-speed cutting. Economical, the clamping devices always will generate the clamping pressure necessary for tool change. Due to the firmly integrated expansion sleeve, no reduction inserts are necessary and tool change is simplified. With a run-out and repeat accuracy of less than 0.003mm at an overhang of 2.5xD and a balancing grade of G 2.5 at 25,000rpm, the TRIBOS polygonal clamping technology will fulfill any requirement. For more information, visit www.schunk.com.

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Strategies

In the history of recorded time, no customer has ever said, “The price is too high,” and meant it.

Even though it is the most frequent objection that salespeople hear, the price objection is never valid. So, when the customer mouths the words, “The price is too high,” what are they really trying to say? It can be one of a number of things, such as:

• “I don’t perceive the value to be higher than the cost.”• “I don’t see any difference in your offering and your

competitor’s offerings.”• “I don’t think my problem is as expensive as your

solution.”

Notice that the word “price” does not appear in any of these responses.

There are two ways to sell: value-added selling and commodity selling. With commodity selling, the customer assumes all offerings are the same and the sale defaults to the vendor with the lowest price. In value-added selling, the customer perceives there is a difference between the offerings and makes the buying decision on cost, not price.

The customer will perceive this differentiation when the sales professional has done his job.

The only relationship that exists between cost and price is an inverse relationship. The item with the lowest price tag typically costs the most. As an example, you can purchase a shirt for $40 or for $8 – which costs the most? The price difference is obvious, but which one will last longer, look better, feel better, etc.?

Sales is a science, not an art. As such, successful selling follows a process. In quality terminology, this is known as standard work. Even though every salesperson is different and every customer is different, there still are measurable steps salespeople can follow that will drive the sales process away from price and toward value.

There are five principles behind a successful value-added sale. As a memory aid, these steps follow the letters in the word PLUSH. When used effectively, salespeople can overcome or even eliminate the price objection. What would it be worth to never hear the price objection again?

POSITIONINGBegin by talking to the right person. Many purchasing agents use price as the primary differentiation, so who else could you sell to in the client’s organization? Identify the person or department that will benefit most from what you are selling, and sell to them. The purchasing agent may have been given the buying criteria from someone in another department. In that case, the buyer may not understand what they are buying well enough to alter the criteria – even if what you bring to the table is better.

Find the right person and then ask the right questions.

LISTENIt is amazing what people will tell you. It also is amazing what people will give if you just ask. The secret to successful selling is the ability to ask the right questions the right way in order to determine the customer’s real buying criteria.

Most customers do not know what they want. They will buy something that is not the best solution for them, and they do so based on their limited understanding of what they are buying. Can you keep up with all of the changes that are happening in your market, industry, competitor’s organization or technology? What makes you think the customer is keeping up?

It’s virtually impossible for the human mind to ignore a question. When you use questions, you will engage your customer’s subconscious mind and make an impression. Stop talking, ask questions and listen.

UNIQUEWhat really makes the product, service or organization unique? If someone asked what made your product or

The Price Objection Is Never ValidUsing the P.L.U.S.H. Sales Process Methodology

By Chuck Reaves


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service different, what would you say? If you were to use words like quality, service, people, etc., you would actually be commoditizing yourself. How many of your competitors are using those same words? Even though your service or quality levels are measurably higher than those of your competitors, using the same words they are using dilutes the value of the differentiation.

What really makes you different? Ask your existing customers.

SOLUTIONEvery trained salesperson has learned some aspect of solution selling. It is the backbone of most sales processes. In value-added selling, sales professionals take it to the next level. They begin by asking some version of a common question: “What are the top three problems facing your business right now?” Seasoned salespeople have learned that the customer rarely will tell them what the problems are, even when they try. They will answer, with something like, “Our sales are down,” “Our attrition is too high,” “Our manufacturing costs are up.” None of those are problems.

They are all symptoms. Something is driving sales down and attrition and costs up. The value-added sales profes-sional understands this. Rather than arguing with the customer – “Isn’t that really a symptom, Mr. Customer?” – and rather than offering a solution, the professional takes two more steps.

The next step is to qualify the problem by asking the customer how and when the problem manifested itself. Then, the sales professional asks what the cost is for each manifestation. By the time this line of interest (not inquiry!) is complete, the salesperson and the customer will have a clear understanding of what the real problem is and what it is costing. When the salesperson quotes his price, it is in comparison with the real cost of the problem it will solve.

HELPHelping means doing everything the customer asks, and then some – and getting credit for it. Known as the “extra mile”, it probably is something your organization is already doing. Your customer may not appreciate your extra efforts because the customer does not know you are taking those extra steps. Brag about yourself.

To overcome or eliminate the price objection, make sure you are talking to the right person and asking the right questions in order to show which of your specific differentiations are most viable for them. Then, justify the higher price by quantifying your value. Keep your customer and earn referrals by going the extra mile.

Chuck Reaves, CSP, CPAE, CSO helps companies raise their prices and volumes simultaneously through innova-tive processes, tools and training. With his innovative presentations on sales and motivation, he has inspired hundreds of people to pursue and achieve their impossible dreams. Along with pioneering many advanced sales tools and processes, Reaves’ achievements include Vistage’s ‘Impact Speaker of the Year’ honors and being named the top salesperson for AT&T. For more information, please visit www.chuckreaves.com.

43www.amba.org


Industry

NPE2015: THE INTERNATIONAL PLASTICS SHOWCASEMarch 23-27, 2015 Orange County Convention Center Orlando, Florida USA

www.npe.org

See how plastics can renew your business. Register for free today at www.npeguestpass.org/AMBA

It’s a fact: sustainability is more than an optional product advantage; it’s the future of the packaging industry. From plant-based plastics to coatings that help reduce liquid product waste to design innovations that facilitate light- weighting, you’ll be connected to all the technologies, processes, people and science you need to capture your share of the $244 billion* sustainable packaging industry.*estimated 2018, market research firm, Smithers Pira

You make great things.

NPE2015

Together, we make great things happen.

AJZ234_NPE15_AMBA.indd 1 9/12/14 2:48 PM

HEAVYWEIGHTSHIPPINGSTARTS HERE

YRC is the leader in 2-5 day cross-country and cross-border LTL (less-than-truckload) service with the most comprehensive network in North America. American Mold Builders Association members can receive significant savings with YRC, simply go to www.enrollhere.net or call 800.647.3061.

45www.amba.org

NPE2015: THE INTERNATIONAL PLASTICS SHOWCASEMarch 23-27, 2015 Orange County Convention Center Orlando, Florida USA

www.npe.org

See how plastics can renew your business. Register for free today at www.npeguestpass.org/AMBA

It’s a fact: sustainability is more than an optional product advantage; it’s the future of the packaging industry. From plant-based plastics to coatings that help reduce liquid product waste to design innovations that facilitate light- weighting, you’ll be connected to all the technologies, processes, people and science you need to capture your share of the $244 billion* sustainable packaging industry.*estimated 2018, market research firm, Smithers Pira

You make great things.

NPE2015

Together, we make great things happen.

AJZ234_NPE15_AMBA.indd 1 9/12/14 2:48 PM

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PLASTEC Midwest, October 15-16, 2014, Schaumburg, IL, 310.445.4200, www.PLASTECmidwest.com

AMBA Webinar: Efficient Machining in the Next Millennium, October 22, 2014, 847.222.9402, www.amba.org

MD&M Minneapolis, October 29-30, 2014, Minneapolis, MN, 310.445.4200, www.mdmminn.mddionline.com

NOVEMBERPACK EXPO International, November 2-5, 2014, Chicago, IL, 517.612.3200, www.packexpointernational.com

MARCH 2015NPE2015, March 23-25, 2015, Orlando, FL, www.npe.org

MAY 2015AMBA 2015 Annual Conference, May 6-8, 2015, Indianapolis, IN, 847.222.9402, www.amba.org

HASCO America Inc., 270 Rutledge Road, Unit BFletcher, NC 28732 USA, www.hasco.com

Toll Free 877-427-2662

The DLC coating is a metal-free, diamond-like carbon layer that is deposited by the PACVD.DLC coating option now a standard on ejectors, 2 Stage ejectors, Latch locks, guide pillars, guide blocks (side locks).

– Can be run without grease– Reduces friction– Increases surface hardness– Increases wear resistance– Increase corrosion resistance

HASCO DLC Coating

Anz DLC_3_25x4_375 America_Layout 1 26.08.14 16:26 Seite 1


AD INDEX

Ad IndexA. Finkl & Sons Co. .........................................................................................www.finkl.com .................................................................................................................23Acrisure .............................................................................................................www.acrisure.com ...............................................................................................................7Alliance Laser Sales ..........................................................................................www.thenewonesource.com ................................................................................................5Alliance Specialites ...........................................................................................www.thenewonesource.com ....................................................................Inside Back CoverAMBA...............................................................................................................www.amba.org ..................................................................................................................46Boride Engineered Abrasives ...........................................................................www.borideabrasives.com ................................................................................................26CGS North America, Inc. .................................................................................www.camtool.com .............................................................................................................34Cimatron Group ................................................................................................www.CimatronTech.com ..................................................................................................38Crystallume Engineered Diamond Products .....................................................www.crystallume.com .......................................................................................................18DME ..................................................................................................................www.dme.net/largemoldbases ............................................................................Back CoverDijet, Incorporated ............................................................................................www.dijetusa.com .............................................................................................................17Ellwood Specialty Steel ....................................................................................www.ess.elwd.com ............................................................................................................32EROWA Technology, Inc. ...............................................................................www.erowa.com ................................................................................................................35ESC Equipment Sales Co..................................................................................www.equipmentsalesco.net ...............................................................................................31 Grainger ............................................................................................................www.grainger.com ............................................................................................................39Hasco America, Inc. ..........................................................................................www.hasco.com ................................................................................................................45INCOE Corporation ..........................................................................................www.incoe.com .................................................................................................................33M & M Tooling, Inc. . .......................................................................................www.mmtooling.com ..........................................................................................................9Makino ..............................................................................................................www.makino.com/diemold ...............................................................................................14Meusburger US, Inc. .........................................................................................www.meusburger.com .......................................................................................................19Midland Technologies, Inc. ..............................................................................www.midlandtechnologies.com ........................................................................................43Millstar, LLC ....................................................................................................www.millstar.com .............................................................................................................21Mold-Masters Limited ......................................................................................www.moldmasters.com .....................................................................................................11Mold-Tech Midwest ..........................................................................................www.mold-tech.com .........................................................................................................11National Tool & Manufacturing, Co. . ..............................................................www.ntm.com ...................................................................................................................35Noren Products Incorporated ............................................................................www.norenproducts.com ...................................................................................................31 NPE2015 ...........................................................................................................www.npe.org .....................................................................................................................44Ohio Carbon Blank, Inc. ...................................................................................www.ohiocarbonblank.com ...............................................................................................24 Plastic Engineering & Technical Services, Inc. ................................................www.petsinc.net ................................................................................................................27Precision Laser Technology ..............................................................................www.precisionlasertech.com .............................................................................................33Progressive Components ...................................................................................www.procomps.com/new ....................................................................... Inside Front CoverSuperior Die Set Corporation ............................................................................www.superiordieset.com ...................................................................................................13Ultra Polishing Inc. ...........................................................................................www.ultrapolishing.com ...................................................................................................37Wisconsin Engraving Co. Inc. / Unitex ............................................................www.wi-engraving.com ....................................................................................................18YRC ..................................................................................................................www.enrollhere.net ...........................................................................................................45

FINANCIAL BENCHMARKS | LEADERSHIP STRATEGIES

OPERATIONAL BEST PRACTICES | INDUSTRY CONNECTIONS

AMBA 2015 Annual Conference Indianapolis May 6-8

Stay tuned to www.amba.org for additional information coming soon.

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