november 2005 industrial connection - tr cutler, inc 05 industrial connection.pdf · industrial...

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DAYTONA BEACH - Raydon Corp. has beenawarded a $7-million dollar contract to upgradeU.S. Army National Guard simulators, includingdevices used in the M1A1 Abrams battle tank

and the Bradley fighting vehicle. J

EUSTIS - Insulated Component Structures, whichmanufactures energy-efficient wall componentsthat resist hurricanes, mold and mildew, hasopened a 22,000-sq-ft facility in Eustis Com-merce Park. Based in Mocksville, NC, the com-pany is expected to add 30 jobs to the area

within three years. J

ORLANDO - I-CON, which manufactures electricplumbing controls, plans to start constructionon an 80,000-sq-ft manufacturing and distri-bution plant by the end of this year on a nine-

acre site at International Corporate Park. J

PALMETTO - German-based Gammerler AG,maker of printing equipment, plans to build itsNorth American headquarters in Palmetto, add-ing 70 jobs to the area. The company is com-mitting $4.25 million to build the 80,000-sq-ftfacility and purchase machinery and other equip-

ment. J

PASCO COUNTY - Flight simulator makerOpinicus Corp. is building a 56,383-sq-ft re-search and manufacturing facility at State Road

54 and the Suncoast Parkway. J

TAMPA - Industrial construction in the TampaBay area totaled 2.05 million square feet in thesecond quarter - the highest quarterly total sinceMarch 2001, according to real estate servicescompany Colliers Arnold. There were 12 build-ings under construction during the second quar-

ter, including five on the east side of town. J

GEORGIASAVANNAH - Toyota Motor Corp. is investing $2million over the next two years in work with theSavannah River National Laboratory in Georgia todevelop hydrogen fuel storage systems for cars,through its Toyota Technical Center USA subsid-iary.

The Savannah River Laboratory had a key role inmanufacturing nuclear weapons and remains theonly site in the US that processes tritium, a radio-active form of hydrogen. Five decades of storingthe explosive gas has given the facility expertise,including storing hydrogen in a solid form usingmetal hydrides, which with enough weight reduc-tion, is expected to be the most effective meansof storing sufficient hydrogen on board light ve-hicles to give them a range between refuelling

comparable to that of cars. J

CALHOUN - Mohawk Industries’ new Calhoun dis-tribution centers are symbolic of the company’srelationship with Calhoun and Gordon County, saidBill Kilbride, president of Mohawk Home.

“Mohawk is growing. Calhoun is growing. We areworking together in a mutually beneficial way,”Kilbride said during ceremonies marking the open-ing of 1.3 million square feet of distribution andmanufacturing space on Interstate 75. “Mohawkis glad to call Calhoun its home.”

The planned $33 million project keeps more than485 existing jobs in Gordon County and will cre-ate 130 new jobs.

One of the centers will support the manufactur-ing and distribution of Mohawk Home productswhile the other will serve as the North Georgiadistribution center for hard surface products suchas ceramic tile, laminate, vinyl and hard wood.

Kilbride praised the completion of the project asbeneficial to the company’s logistics but alsonoted that the distribution centers represent muchmore than just an expansion of the company’s

facilities. J

HYDRAPOWER INTERNATIONAL INC.Manufacturing Press Brakes and Shears for Over 30 Years

CompanyProfile

Hydrapower International Inc. was originally founded

in Australia in 1969 by Robin Wissing who is still the current

CEO and Board Chairman. In 1973 the company was set up

as a US corporation with registered headquarters in Norfolk,

Virginia. A few years ago the company established its World

Headquarters in Marco Island, Florida.

Rob Wissing is a Mechanical and Hydraulic Engineer who

graduated from the Gordon Institute of Technology in Aus-

tralia in the top 1% of the national grade level. During the

past 30 plus years Rob has designed and developed the world’s

largest product line of metal forming machinery which is now

manufactured under license in several countries. Hydrapower

Shears and Press brakes begin at 4 feet by 12 gauge sheet

metal capacity and continue to lengths of 100 feet x 6000

ton for Press Brakes capable of bending steel plates 100

feet long x 1” thick.

Now Hydrapower licensees collectively produce about

1000 machines per year. The company has introduced many

innovations to the industry, developing North Americas first

CNC Press Brake and developing the worlds only Hydraulic

Swing Beam Shear with 4 edge knives. The first CNC Press

Brake was sold to Milwaukee Metal Products and it is still in

use with the original owner.

Many of the machines are used by Aerospace companies

and in some very secure Government facilities. Boeing has a

28 foot x 1000 ton Press Brake which was installed in 1980

in the Tulsa plant, then it was moved to Seattle, then to the

new plant in Wichita. A few years ago it was moved again to

a newer plant in Wichita.

Several other specialized machines were designed and

developed, such as a CNC Tape Winding Machine that pre-

cisely wound fiber glass insulation tape on generator coils

used in power stations. When generators are reconditioned

using tis technology they can produce more energy than when

they were originally manufactured.

Rob has been a member of SME for 35 years and has been

qualified for, and received R & D grants from, the Australian

government Department of Science and Technology. In 1981

he received a grant for further development of his Boring,

Skiving, Roller Burnishing and Honing machine. The machine

was the only type in the world.

He does have a little time for recreation and one of his

interests was racing Formula Fords. In 1986 he was SCCA

Atlanta Region Champion then in 1989 finished third in South

Atlantic Region Championship points. He followed this by

winning the SARRC Championship in 1990 then retired from

racing.

Hydrapower is designing a new showroom and Product

Training Center to be constructed in South Florida this year.

In the North, a “State-of-the-art” CNC Hydrapower press brake

has been loaned to The Center for Manufacturing Excellence

in Galesburg, Illinois to enable hands on training for students

in the region. J

FEATUREARTICLE

By Thomas R. CutlerBy Thomas R. CutlerBy Thomas R. CutlerBy Thomas R. CutlerBy Thomas R. Cutler

The National Institute of Standards and Technology Manufacturing Extension Partnership (NIST MEP) awarded a 12-month contract toTechSolve to develop and coordinate the implementation of a national account services strategy. TechSolve established a system thatprovides seamless delivery of comprehensive assistance to manufacturers that require support in more than one state. The Joint DirectAttack Munition (JDAM) Project serves as an example to illustrate the effectiveness of TechSolve for manufacturers nationwide.

TTTTTechSolve’s RoleechSolve’s RoleechSolve’s RoleechSolve’s RoleechSolve’s Role (www.techsolve.org)

TechSolve serves to help manufacturers eliminate waste and increase productivity. They work with suppliers to map out their operationsand identify ways to improve efficiency company-wide. TechSolve also works with companies to expand production levels while minimiz-ing the investment of large amounts of new capital. TechSolve specializes in implementing lean manufacturing and providing machiningsolutions to companies and throughout supply chains.

For the JDAM Project, TechSolve is assisting the U.S. Department of Defense and The Boeing Company to accelerate the manufacture ofkits that turn “dumb bombs” into “smart bombs.” TechSolve is providing lean manufacturing expertise in a strategic supply chaininitiative. The kits convert existing unguided warheads into smart bombs, which are known for their accuracy and reliability. ThePentagon awarded Boeing a contract for additional bomb kits to increase production. The kits are considered cost-effective whencompared to other weapons such as the Tomahawk cruise missile.

Twenty-two suppliers provide the components of the kit; there is only one supplier for each of the components of the JDAM bomb.TechSolve currently works with nine of these suppliers to speed production of the kit components. The nine suppliers are located in sevendifferent States and final assembly of the kits occurs at Boeing’s Integrated Defense Systems assembly facility, which produces guidancesystems. In working with the nine suppliers, TechSolve faced three major challenges:1. Increasing capacity;2. Improving on-time delivery rates; and3. Improving the quality of products.

Goals of the JDAM ProjectGoals of the JDAM ProjectGoals of the JDAM ProjectGoals of the JDAM ProjectGoals of the JDAM Project

TechSolve developed a set of general goalsfor the JDAM Project and a set of long-termgoals. The three general goals are:

• To transform suppliers into lean organizations to meetprice, quality, and delivery goals;

• To achieve sustainability; and• To make the suppliers strong, viable manufacturers.

The long-term goals for the JDAM Project to be attained over the next three to five years are:• To increase production by 400 percent (with minimal capital expenditure to suppliers or customers), with a 25 percent reduction

in freight costs for the items being shipped to Boeing because of the synchronization between Boeing’s production cycle and its suppliers;• To increase inventory turns; and• To decrease inventory obsolescence.

How TechSolve worked with the Suppliers to Solve the ProblemHow TechSolve worked with the Suppliers to Solve the ProblemHow TechSolve worked with the Suppliers to Solve the ProblemHow TechSolve worked with the Suppliers to Solve the ProblemHow TechSolve worked with the Suppliers to Solve the Problem

To achieve these goals, TechSolve and Boeing relied on the principles of the JDAM SMEI Program, which is a standardized approach thatfocuses on lean manufacturing processes; recognizes demand pull system benefits; identifies opportunities for accelerated improvement;establishes a baseline to validate supplier development; optimizes Boeing’s lean principles training, and promotes supplier relationships.

The first step in the approach is lean training. TechSolve and Boeing provided training for up to 30 people for one week at each of the ninesuppliers. The training focused on lean manufacturing (NIST MEP suite of lean manufacturing classes). Lean manufacturing concentrateson creating greater production efficiencies through maximizing value-added activities, while minimizing waste-producing exactly what thecustomer needs exactly when it is needed, in the exact quantity needed.

The process evaluates the entire chain of events that create a product for a customer. Lean manufacturing differs from traditionalmanufacturing in that traditional manufacturing philosophies stress high utilization of machines and manpower with less emphasis oncycle time or manufacturing waste. Typical benefits from lean manufacturing include: productivity improvements, reduction in work-inprogress, increase in space utilization, improved quality, and reduction in lead times.

TechSolve was able to demonstrate to the suppliers that they could see viable results within one week of starting the training. Theyrecognized that the small suppliers did not have the resources to implement these changes and an outside team was essential to theprocess. More than 2,200 hours of lean training has been provided to the suppliers.

The second step in the approach is value stream mapping, lean assessment, and planning. TechSolve and CMTC conducted value streammapping at each of the nine suppliers and Boeing administered a lean assessment. These tools were then used to chart the individualizedplan for each of the suppliers for the next two years. The third step in the approach is accelerated, improvement, workshops (AIW)events. Boeing certified TechSolve and CMTC to lead these events. TechSolve held five to seven sessions at each of the suppliers on aquarterly basis.

The fourth step in the process is reevaluation. Each year TechSolve conducts the entire assessment again and reviews the value streammaps (e.g., current state map and future state map). TechSolve determined that rechecking the assessment is critical to success.Boeing’s Ryan believes that the key to the success of the process lies in their standardized and highly structured approach. During thecourse of the JDAM Project, they never deviated from the process. Ryan said, “Everyone had a common starting ground. The suppliersreceived six months of up-front training. They knew the vocabulary, the goals, and what to expect.”

TechSolve Role in The Joint DirectAttack Munition (JDAM) Project

continued on Page 6 - TECHSOLVE

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Your Connection ToThe Industrial Marketplace

INDUSTRIAL CONNECTION is published monthly by INDUSTRIAL CONNEC-TION Publishing. Copyright INDUSTRIAL CONNECTION 2005. No part ofthis publication may be reproduced in any form or for any purpose with-out prior written consent from the Publisher.

PAGE 4

CONTENTS

ADVERTISERS

AB Lewis

All-Tech Industries

Atrump

B & B Manufacturing Co.

Bostick Plantation

Creative Solutions Inc.

Daytona Machinery

Ecological Blenders

Gun Drilling Of Florida

High Quality Tools

Hoyles Electronics

Hydrapower International

LaQuinta

LIGI Tool

Machine Tool Sales & Svc.

MBS Financial

Micro 100 Tool Corporation

MovingAds

RunPoint

Shipp Chemical

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DEPARTMENTSNews BriefsTroubles of theTroubleshooter

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COMPANY PROFILES

B & B Manufacturing Co.Continental Auctioneers

Creative Solutions Inc.Gun DrillingHoyles ElectronicsHydrapowerLIGI Tool

ARTICLES

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Dear Readers:

For over a decade the Industrial Connectin has brought

you important and relative information to keep you connected

to the industrial marketplace. Perhaps what has kept us going

so long, through the good times and the not-so-good, has

been the support from our advertisers and our readers.

And the greatest thing for a Publisher to do is to listen

to his advertisers and readers. And what we’ve heard is a

need for more timely information and quicker results. So it is

that we are discontinuing the monthly physical printing and

going completely digital. From time to time we will print a

hard copy to reinforce our brand image and direct more traf-

fic to our website.

So as 2006 draws ever closer, we continue our prepa-

rations for a brand new industrialconnection.net to launch

January 1st. It will contain chat rooms and message boards

and classified ads and much, much more. And we truly hope

you will join us online!

Sincerely,

Joseph A. Janosik, Sr.

Publisher & Editor-in-Chief

BusinessOnLine:400+ ManufacturingWeb Sites

Cadence Network:Energy ManagementFirm Saves Time &Gain Control for Busi-ness

TechSolve Role in theJDAM Project

FeatureStory Cadence Network: Energy Management Firm

Saves Time & Gain Control for Business By Thomas R. Cutler By Thomas R. Cutler By Thomas R. Cutler By Thomas R. Cutler By Thomas R. Cutler

Manufacturing business leaders report energy management as one of the top threats to business growth; this factaugers the value of Cadence Network which provides a competitive advantage to multiple site organizations. CadenceNetwork CEO, Jeffrey Hart, recently announced that the firm has brought over 200,000 sites into its watch.

Based in Cincinnati, serving the manufacturing and industrial sector nationwide, Cadence Network was founded in 1997,and is the leading energy and operational expense management firm in the United States, working with multiple site businessand government entities to reign in operations expenses - the third largest cost of doing business. Now at work in over200,000 locations, more sites than ever before are being proactively monitored for billing errors, spending anomalies, andusage waste. “Reaching this milestone is a testament to Cadence’s accuracy and consistency.” said Hart. “Customers useCadence for its ability to produce results and tremendous savings.”

Recently, through its utility invoice audit systems and processes, Cadence discovered that the kilowatt demands forone store of a 5,000 store chain was approximately three times as much as the other stores of similar size and kilowatt/hourusage. After Cadence performed an on-site analysis, the discovery was made that the store’s meter continued to accumulatekilowatts forty-five minutes after being reset, charging additional unused kilowatt to the store. Armed with this data, Cadenceacquired a rebilling for the chain from its vendor, which resulted in a $246,000 cash refund.

Nowhere is energy consumption more significant than in the manufacturing industrial sector. “Word is spreading throughoutthe industry of Cadence’s ability to create savings for multiple site companies.” Hart said, “We continue to provide CEOs andCFOs the strategic results they need to gain control of their operational expenses. Cadence Network is a significant competi-tive advantage to operations management and even fulfilling stringent Sarbanes-Oxley regulations.”

“Those multiple site organizations with a proactive energy management strategy are at a distinct competitive advan-tage. They are able to better forecast operational expenses, and know with certainty they are buying energy at the bestprices, that there are no errors in billing and that confusing rate structures from different suppliers is rendered moot,” Hartimplored. “We have clients that have saved literally millions of dollars by procuring energy smarter through Cadence Network,and having our team of experts audit their invoices, find billing errors and correct them is a tremendous business intelligenceadvantage. We find needles in haystacks.”

“Quite simply, most businesses can expect a loss in top line sales,” Hart said. “When the dollars are not coming in on thetop end, and on the bottom line, businesses are forced to pay higher prices for energy, operational expense management isnot a luxury - i’s not an alternative anymore. The wisest and most successful businesses will be the ones that take the timeto ask questions and mitigate extraneous expenses on hard costs, including gas and electrical bills. If executives are unclearabout exactly what they are paying, what they should be paying, and where opportunities for savings exist, they are wastingmillions of dollars and do not even know it.”

Jeff Hart joined Cadence in March 2001 as Vice President ofOperations and was responsible for direct Marketing, Busi-ness Development, Client Services, Professional Services, andProduct Development. In January 2002 he was named ChiefOperating Officer where he directs all daily operations and in2003 was promoted to President and Chief Executive Of-ficer.

Prior to Cadence, Jeff spent more than 15 years in the soft-ware industry directing and managing various product sup-port, product development, quality assurance, product strat-egy and management and e-commerce organizations. In his

most recent position as Vice Presi-dent of Product Development andDelivery for Copernus, Inc. he di-rected product and project manage-ment, engineering, quality assurance,user interface and information, cus-tomer delivery and supprt, and host-ing services. Jeff also spent 14 yearsin a variety of key management po-sitions with The Reynolds & ReynoldsCompany, eventually managing thecompany’s e-commerce planning andstrategy for the vehicle reatiling di-vision.

Jeff received a Bachelor’s degree inBusiness Administration, specializing

in Management Information Systems, Production OperationsManagement, and Procurement Management from BowlingGreen University in 1985. He was a member of the Board ofBusiness Education for Wright State University from 1992-1996 and currently sits on the Board of Advisors for theDayton I-Zone.

Author Profi le:Author Profi le:Author Profi le:Author Profi le:Author Profi le:

Thomas R. Cutler is the President & CEO of Fort Lauderdale, Florida-based TR Cutler, Inc., the largest manufacturing marketing firmworldwide - www.trcutlerinc.com. Cutler is the founder of the Manu-facturing Media Consortium of 2000 journalists writing about trendsin manufacturing. Cutler is the lead spokesperson for the ETOInstitute (www.etoinstitute.org). Cutler is also the author of theManufacturers’ Public Relations and Media Guide. Cutler is a fre-quently published author within the manufacturing sector, morethan 200 feature articles annually, can be contacted [email protected] or at 954-486-7562.

About Cadence Network, Inc.About Cadence Network, Inc.About Cadence Network, Inc.About Cadence Network, Inc.About Cadence Network, Inc.

Cadence Network, Inc. delivers comprehensive utility, tele-

communications and lease facility expense management to

chain stores, multiple site businesses and government. The

people, services and software of Cadence Network proactively

enable business and government to gain control over elec-

tric, gas, water, waste, lease and telecommunications ex-

penses by streamlining such services as invoice auditing and

payment, rate analysis, and procurement. At work in over

200,000 locations nationwide, Cadence Network is an

EnergyStar Partner of the United States Environmental Pro-

tection Agency and a proud supporter of The Arbor Day Foun-

dation. More information can be accessed at

www.cadencenetwork.com or by calling 866.cadence.

Their industry niche is theirBlanchard Grinding Service. Present ly B & B Manufacturing hassix Blanchards in production allowing for quick turn around ofyour Product or Material. They are set up to grind all types ofmaterial, steel, aluminum, stainless, weldments, castings, fiber-board, plastics, etc.

B & B Manufacturing Company, is a family owned businessand has operated continuously in Pinellas County since 1958. TheySpecialize in Con- tract Machining &Blanchard Grind- ing at their 15,000square foot building Largo, Florida.Equipped with a 4-axis CNC Ma-chine and respec- tive tooling, theyare skillfully set up for all types ofMachining and Grinding, espe-cially Cams and challenging, diffi-cult to do items and small quantityjobs.

B & B Manufacturing Co.,Inc.’s latest equipment acquired is aGardner End Grinder allowing themto square up blocks on six sides eco-

n o m i -cally forCNC &M o l dShops therefore they can utilize theirequipment more efficiently. To contact B & B Manufacturingcall (727) 546-2888, or send them an e-mail at [email protected]. J

GRINDING SERVICE

TIME AVAILABLE

Deckel 4 Axis CNC Milling MachineSpecializing in CAM Manufacturing

k 6 Blanchard Grinders for QUICK TURN AROUND68" Diameter - 100" Swing - 36" Height

k Special Attention, Courteous Service, and the Skill and Experience of Grinding Applied Intelligently

k Additional Support Available from our COMPLETE PRECISION MACHINE SHOP

k PROMPT QUOTES GIVEN UPON REQUEST

GRINDING & MACHINING SERVICE8100 Bryan Dairy Road • Largo, Florida 33777

Phone (727) 546-2888 FAX (727) 545-1754

email: [email protected]

THE MACHINE THAT BECAME THE METHOD

Blanchard Rotary TableSurface Grinder

A LOOK AT B&BMANUFACTURING

CompanyProfile

Key OutcomesKey OutcomesKey OutcomesKey OutcomesKey Outcomes

TechSolve and Boeing agreed that successful deployment of theJDAM bomb was the most successful outcome. Boeing estimatedthat at the beginning of the JDAM Project suppliers had the capabil-ity to produce 300 kits per month. Now as a result of the training,the suppliers have the ability to reach production rates that willallow an order of magnitude increase of kits per month. In terms ofsignificant outcomes to date, the average AIW improvements acrosssuppliers include reduced cycle time by 60 percent, reduced set-upby 75 percent, reduced lead time by 22 percent, reduced producttravel by 71 percent, reduced inventory by 45 percent, and re-duced floor space by 27 percent.

All of the suppliers involved in the JDAM Project experienced signifi-cant outcomes. One supplier reduced its manufacturing lead timeby 46 percent, decreased product travel by 92 percent and peopletravel by 53 percent, created standard work and increased workscope without additional labor, and eliminated ergonomic issues.

Tom Lappin, Lean Champion at Woven Electronics, reported “Themost visible outcomes were the increase in inventory turns by400% and cycle time improvements (reduced job time by 40percent).” Lappin said that Woven Electronics would not havebeen able to accomplish this without assistance from TechSolve.He reported that TechSolve used an integrated approach andwere continually involved, visiting them on a quarterly basis.Lappin believes that, “The key was that you were always buildingon what you learned before x the reinforcexment and follow-upwere critical.”

One supplier eliminated one shift (third shift) by increasing the pro-ductivity of the first two shifts. Another supplier also has added 11staff to their company as a result of an increase in business relatedto the implementation of lean manufacturing techniques. Even thelargest supplier, recognized the benefits of lean manufacturing. Theyhave readily embraced lean manufacturing and the continuous im-provement process and have been able to reduce the cycle timeassociated with the build process.

Boeing estimates thatthe suppliers have real-ized more than $16 mil-lion in savings. One sup-plier saved $11,000through reduced testcycle time. Two othersuppliers saved approxi-mately $440,000 as aresult of a sub-tier (qual-ity plating) reduced pen-etrant requirement. As

a result of AIW process improvements, another supplier saved$665,000 in total purchase order reduction. The largest suppliersaved $15 million through process and product improvements andreductions in the number of fill stations required for the surge re-quirement and space/lease facility cost avoidance.

Competitiveness is critical to these companies as supply bases shrink.As a result of the lean training the nine suppliers received, theybecame more competitive by becoming more efficient and eliminat-ing waste. These improvements helped the suppliers to realize costsavings and respond more quickly to customer demands. Opera-tional improvements also are central to winning and maintainingbusiness and increasing affordability.

TechSolve has successfully implemented the project so that Boeingand the U.S. Air Force had access to the seamless delivery of com-prehensive assistance and services to nine regionally dispersed sup-pliers through a single point of entry. TechSolve has no geographiclimitations and provides a wide range of services from IndustrialMarketing to Lean Manufacturing to manufacturers nationwide.

continued from Page 3 - TECHSOLVE



CompanyProfile

A LOOK AT LIGI TOOL &ENGINEERING, INC.

LIGI TOOL & ENGINEERING, INC. was founded in 1983 to serve

the electronic industries with precision machined aluminum and

plastic parts. It now serves all industries with precision machining

and engineering solutions. Since its beginning, the company has

prided itself in supplying competitively priced, high quality, and

on time prototype and machined parts to some of the world's most

prestigious companies such as MOTOROLA, BOEING, ALCON and

NOKIA, to name a few.

LIGI has invested a great deal of time and effort in cultivating last-

ing relationships with their customers. Their strength lies in their

ability to help their customers transform their ideas and require-

ments into first-rate product solutions. This developmental process

originates on cutting-edge software platforms and continues

through state of-the-art machining technologies.

As the Machining Industry's hallmark of premium craftsmanship,

LIGI can be your turn-key solution for many of your projects. J

If we can get it onto the computerIf we can get it onto the computerIf we can get it onto the computerIf we can get it onto the computerIf we can get it onto the computer...............

...............we can machine it!we can machine it!we can machine it!we can machine it!we can machine it!

OUR AWARD-WINNING SERVICES INCLUDE:OUR AWARD-WINNING SERVICES INCLUDE:OUR AWARD-WINNING SERVICES INCLUDE:OUR AWARD-WINNING SERVICES INCLUDE:OUR AWARD-WINNING SERVICES INCLUDE:

PRECISION MACHINING

�• CNC SHEET METAL

�• CNC TURNING

�• CNC WIRE EDM

�• RAPID PROTOTYPING (SLA)

�

�MECHANICAL DESIGN

�• AUTOCAD

• PRO/ENGINEER

�• SOLIDWORKS

Atrump Machinery, Inc., incorporated in 1989,provides the CNC and conventional machine toolindustry with a complete line of Milling Machines;Precision Lathes; Universal and MONASET Toolsand Cutter Grinders; CNC Mills and Lathes; andEDM machines. Atrump is the U.S. distributor for EXTRON -one of the top manufacturers of both CNC andmanual bench lathes, precision engine lathes,knee mills and bed type mills in Taiwan. Extronhas been in business for over 35 years and sellsapproximately 2000 machines worldwide. EXTRON is registered to ISO9002, a univer-sally accepted quality assurance designation. ISOregistration is an indication of professionalism,capability and commitment to customer serviceearned through independent analysis of acompany’s quality management systems. Weproudly stand behind our products and our on-going commitment is to provide superior prod-ucts and service. What does this mean for you? Peace of mindin knowing you receive service from an organi-zation with an ongoing commitment to providesuperior products and service. Our partners andyou, our customers, reap the benefits of ourISO9002 registration. Our top priorities will always be Quality, Ser-vice and Development. J

CompanyProfile A LOOK AT

ATRUMP MACHINERY

Micro 100 Tool Corporation’s new 176 page catalog featureshundreds of solid-carbide tools such as endmills, boring tools,brazed turning and radius tools, brazed cutoff blades, screw ma-chine and CNC tools, boring bars, retaining-ring and O-ring groov-ing tools, and Stub Acme and internal Acme threading tools. Help-ful hints for applications are included. v

is more than just a micro-grain carbide of excellentquality. It is in a class of its own, resulting from the exclusive MICRO 100treating process.

is a space age carbide with superior rupture strengthfor exceptional machining versatility.

is highly shock resistant, it will not chip or break un-der normal machining conditions and is unexcelled in interrupted cutting.

considerably prolongs tool life in machining all hardstainless steels, efficiently performs in exotic metals.

cuts tool steels that are heat treated, eliminatingcostly annealing.

provides for vastly increased speed and feed ratesin cutting aluminum, copper, stainless steels, high temperature alloys, ther-moplastics and composites used in the aircraft industry.

lets you rely on just one grade of carbide formachining most metals better and faster.

is internationally acclaimed by the leaders inindustry.

MICRO 100 Tool Corporation1410 E. Pine Ave. • Meridian, ID 83642

(208) 888-7310 • 800-421-8065 • Fax (208) [email protected] http://www.micro100.com

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FEATUREARTICLE

BusinessOnLine:400+ Manufacturing Web Sites

BusinessOnLine (www.businessol.com) is the largest Internet Marketing company focused on building, consulting and optimiz-ing manufacturing web sites. BOL has built over 400 manufacturing web sites in the last decade. Expertise in Search EngineMarketing, and web site usability distinguish the firm from the millions of designers and developers that usually purport toknow a about the manufacturing space. Aaron Kahlow is the CEO of BusinessOnLine and was interviewed by Thomas R. Cutler.

Q. Why do most manufacturers neglect their web sites?Q. Why do most manufacturers neglect their web sites?Q. Why do most manufacturers neglect their web sites?Q. Why do most manufacturers neglect their web sites?Q. Why do most manufacturers neglect their web sites?

A .A .A .A .A . Most manufacturers neglect their websites for a variety of reasons:

• Lack of understanding about the impact their web site can have on sales and company growth;• Manufacturers simply are not convinced that their web site can be a productive channel for generating sales or that

customers will actually turn to the Web site for more than• Manufacturers misunderstand the purpose of a web site and believe it is a tool to show corporate headquarters and

company achievements;• Many manufacturers are intimidated by the Internet and do not take the time to learn about using their Web site as

a valuable marketing tool.

Q. What is the most important thing to consider when a manufacturer is putting together a new website?Q. What is the most important thing to consider when a manufacturer is putting together a new website?Q. What is the most important thing to consider when a manufacturer is putting together a new website?Q. What is the most important thing to consider when a manufacturer is putting together a new website?Q. What is the most important thing to consider when a manufacturer is putting together a new website?

A .A .A .A .A . Build the site for the customer. Too many Marketing heads build a site based on "what they think" looks good or issomething they want their customer to see. The customer is coming to the site for a reason, and the better a site helps themaccomplish that task the better the site. It is not about marketing or advertising.

Q. What should be the call-to-action for a manufacturer’s website?Q. What should be the call-to-action for a manufacturer’s website?Q. What should be the call-to-action for a manufacturer’s website?Q. What should be the call-to-action for a manufacturer’s website?Q. What should be the call-to-action for a manufacturer’s website?

A .A .A .A .A . Each manufacturer is going to have a different goal to accomplish with a web site, but in most cases, the appropriate call-to-action is getting a visitor to convert to a prospect by either submitting some basic information for a sales follow up, orproactively picking up the phone. The more important issue is not "what", rather "when" should a call to action be presented.

There are "seducible moments" on a manufacturer’s site when a user feels like they are on a site of value and the next itemthey want (whitepaper, newsletter, RFQ) is worth giving their personal information.

Q. What exactly is Search Engine Optimization?Q. What exactly is Search Engine Optimization?Q. What exactly is Search Engine Optimization?Q. What exactly is Search Engine Optimization?Q. What exactly is Search Engine Optimization?

A .A .A .A .A . Search Engine Optimization is the art and science of having a web page rendered more relevant than others in thealgorithm of the Search Engine, like Google, and consequently having that page listed on that search engine. Optimization isthe actual work on the web site structure, content, meta-material and inbound/outbound linking to influences the attempt torank at the top of the search engine results.

Q .Q .Q .Q .Q . What is the best way to drive traffic to a web site?What is the best way to drive traffic to a web site?What is the best way to drive traffic to a web site?What is the best way to drive traffic to a web site?What is the best way to drive traffic to a web site?

A .A .A .A .A . There is no “silver bullet” for driving site traffic that works for every manufacturer, however, on a large scale searchengines are a very important tool for driving traffic to a manufacturer’s web site. In addition, there are several success storiesfor manufacturers that are using directory listings (such as ThomasNet) to drive very qualified traffic to their web site. Thekey for increasing sales is not always the amount of traffic coming to a manufacturer’s web site, but the quality of trafficcoming to the web site in terms of potential and capability of becoming a customer.

Q. How often should a website be updated?Q. How often should a website be updated?Q. How often should a website be updated?Q. How often should a website be updated?Q. How often should a website be updated?

A. A. A. A. A. It is a common misperception that a web site needs to stay fresh. "Freshness factor" is the frequency of visitors comingback to the site in relation to all visitors. If a manufacturer has visitors coming back on a daily or weekly basis (like a news site),then there should be daily updating. Most manufacturers’ sites are not being re-visited frequently, so news and new updatesonce a quarter may be enough.

Q. What should be measured in web site effectiveness?Q. What should be measured in web site effectiveness?Q. What should be measured in web site effectiveness?Q. What should be measured in web site effectiveness?Q. What should be measured in web site effectiveness?

A. A. A. A. A. There are several metrics that can provide a valuable window into a manufacturer’s ability to drive traffic to the web siteand how well you convert that traffic to a sales lead. Web site effectiveness can be measured by the amount of traffic (andwhere it comes from) to the site and the ensuing navigation paths (are visitors achieving their goals?). Metrics may alsoinclude whether a visit results in a call-to-action (lead through email, phone, closed sale). By understanding the overall path,from search engine, marketing campaign to conversion, a manufacturer will be able to identify how well the site caters tousers.

Q. What makes a manufacturer’s web siteQ. What makes a manufacturer’s web siteQ. What makes a manufacturer’s web siteQ. What makes a manufacturer’s web siteQ. What makes a manufacturer’s web sitedifferent from any other businesses’ web site?different from any other businesses’ web site?different from any other businesses’ web site?different from any other businesses’ web site?different from any other businesses’ web site?

A .A .A .A .A . Manufacturers have a very specialized group ofprospects and customers that need access to informationquickly. More than other types of sites, like entertainmentor publishing, these visitors are not interested in companyhistory or the CEOs bio. They want to know if a productmeets their specifications and/or price points, and howquickly they can get one into their supply chain. If they donot find what they need immediately, a competingmanufacturer is only one click away, so it is imperative fora manufacturing web site to present information in a waythat is easy for their customers to access and navigate.

By Thomas R. CutlerBy Thomas R. CutlerBy Thomas R. CutlerBy Thomas R. CutlerBy Thomas R. Cutler



TROUBLESOF THE

TROUBLESHOOTERby Peter J. Hoyles

BSc(EE)

Troubles of the Troubleshooter #50 (c) Peter J. Hoyles 2005, all rights reserved.Peter Hoyles lives in Jacksonville Florida and is president of his company, Hoyles Elec-tronics Inc., providing industrial electronics troubleshooting service, control systemdesign, new product programming and technical writing services to industry."Troubles of the Troubleshooter" is a series of articles, each one featuring a differentaspect of the world of troubleshooting.Mr. Hoyles may be contacted by calling 1-(904) 737-9686, 1-(800) 830-9686, orcell (904) 699-6588, or email at [email protected] are invited to visit us on the Web at hoyleselectronics.com, where a selection ofTroubles articles are available to read.

A LOOK ATHOYLES

ELECTRONICSJACKSONVILLE, FLJACKSONVILLE, FLJACKSONVILLE, FLJACKSONVILLE, FLJACKSONVILLE, FL - When it comes to troubleshooting and repair,

Peter Hoyles has only one thought - "Fix it right the first time""Fix it right the first time""Fix it right the first time""Fix it right the first time""Fix it right the first time". This prin-ciple means no call-backs, and judging by Peters' track record he's doing lots ofthings right. He likens himself to the Maytag repairman. When it comes tofault finding and repairing anything electrical or mechanical Hoyles claim tofame is that "no challenge is too tough."

A native of England, Hoyles moved to the U.S. in 1968. Before goinginto business for himself, Hoyles worked for Carpco in Jacksonville where hisfirst task was to overcome problems that even a team of physicists could notsolve.

One of Hoyles' specialties is CNC machine repairs. He provides sup-port for many local manufacturing plants by providing advanced electronictroubleshooting on demand. Hoyles has been known to solve problems thateven the 'CNC factory rep.'s couldn't troubleshoot. On one troubleshootingoccasion Hoyles was flown to Venezuela to repair an uninterruptable powersupply for the computers that control the radar for the entire airport. Peter hadthe airport up and running in about 6 hours, even though he had never seenthe equipment before and he had been supplied with the wrong schematics.

Hoyles enjoys seeing the relief and happiness his customers expressafter their problem is repaired. "My customers keep the machine operator stand-ing by because they know it is going to be fixed quickly" he adds. Hoyles offers his expertise in three key areas:

1.)

2.)

3.)

Electronic ServiceElectronic ServiceElectronic ServiceElectronic ServiceElectronic Service - which includes on site industrial equipment ser-vice, scheduled shop service and repair, complex fault finding to com-ponent level, substitutions of obsolete components, calibration andalignment, service and maintenance contracts.Engineering ServiceEngineering ServiceEngineering ServiceEngineering ServiceEngineering Service - programmable controller programming, logic,analog and digital design, circuit design, control system and selec-tion design, and custom data base design.Technical WritingTechnical WritingTechnical WritingTechnical WritingTechnical Writing - for operating and maintance and service manu-als, specification writing and word processing and composition.

Hoyles has been called upon for his services from companies through-out the U.S. as well as the world. Hoyles can be contacted at his office inJacksonville. His phone numbers are: (904) 737-9686 or toll free 800-830-9686. Fax (904) 730-0733. Emergency Mobile phone (904) 699-6588. Hecan also be reached on the internet: [email protected]. J

HOYLES ELECTRONICSTROUBLESHOOTING

REPAIR SERVICECNC-controls down?

Control Computer problems?Electronics giving you trouble?

Factory giving you the run-around?

eter Hoyles will visit your premises and quickly isolate yourproblem, repair your machine and rapidly restore it to produc-tion, reliably with solid and effective service.

P

SERVICES AVAILABLEOn-Site service Shop service for all makes & ModelsScheduled service Maintenance ContractsProgramming Component substitution

Call for service:Call for service:Call for service:Call for service:Call for service:(904) 737-9686 (800) 830-9686(904) 737-9686 (800) 830-9686(904) 737-9686 (800) 830-9686(904) 737-9686 (800) 830-9686(904) 737-9686 (800) 830-9686Portable (904) 699-6588 Fax: (904) 730-0733

Peter J. Hoyles, B.Sc. (EE)Peter J. Hoyles, B.Sc. (EE)Peter J. Hoyles, B.Sc. (EE)Peter J. Hoyles, B.Sc. (EE)Peter J. Hoyles, B.Sc. (EE)3923 Sierra Madre Drive South

Jacksonville, FL 32217

Visit us at www.hoyleselectronics.com

CompanyProfile

continued on Page 15 - HOYLES

Connection TroublesConnection TroublesConnection TroublesConnection TroublesConnection Troubles

This is my 50th article of the Troubles of the Trouble-shooter series. It's a milestone, partly because it's one ofthe 'round' numbers that mark every ten of something, andpartly because it will be the last one that appears in theprinted version of Industrial Connection.

Industrial Connection is going digital. Editor and Pub-lisher Joe Janosik called me the other day reminding me ofthe article deadline and he told me of this change. It is achange that signals a new era for the paper. It will now cometo you electronically by the computer and Internet.

So at this memorable time, my thoughts ran back tothe ways that computers have surged into our lives, bothpersonal and professional.

The first computer was a cheap one I bought for myson. It was a Radio Shack Color Computer. Sounds ratherquaint now, doesn't it? The fact the name actually mentionscolor dates it a lot. To get it to run, we would type programsin one character at a time on a chiclet keyboard, saved themand ran them. The programs came on the printed pages of amagazine called The Rainbow. We read the article aboutwhat each program would do. If we liked it, we would thenspend time typing it in. We had all sorts of games, colorpictures, music players and music files, a spreadsheet fordoing calculations and a fully-featured word processor andmouse. All this ran very well on a machine with a RAM memoryof only 64 kilobytes. Yes, kilobytes. I'm now five computerslater typing into 256 Megabytes of RAM memory and a pro-cessor that runs 7,200 times faster than the original thatmy son and I started with. Things have definitely changed.Back then we were delighted when we hooked up a modem,called our friends and actually have a typewritten conversa-tion over the phone lines. Wow.

Lots of things have been introduced since then. Inter-net access became available to dial-up lines, then much fasterthrough cable. Email bloomed into a major force (I say Ispend much too much time at it, but then I'm in contact withfar more people than I would ever write in my lifetime ofletter-writing). Audio could then be digitized and made intoa computer file, then along came the CD disc that eventuallypushed out the cassette tape player.

When data encryption was developed, it enabled pri-vacy and secrecy. Then came methods of secure moneytransfer and Internet commerce became possible. Computerspeed has now risen to far exceed that needed for streamingvideo.

More and more people can now write to each other,talk to each other, video each other, buy and sell and tradeon the Internet.

Where companies used to only do business with papercontracts, we now have electronic alternatives. The changestarted when we went through the period of the fax ma-chine. Companies were slow to use its strange machine-made documents, but it was quick and convenient. Soonthey recognized that this was a valid form of communicationand business is still done by the fax. More recently, I now findI can make quotes for big jobs by email, write and sent sta-tus reports by email, and send invoices, buy and sell and getpaid over the Internet.

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PAGE 15

DAYTONA MACHINERY &DAYTONA MACHINERY &DAYTONA MACHINERY &DAYTONA MACHINERY &DAYTONA MACHINERY &

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ORLANDO RIGGING AND STORAGEORLANDO RIGGING AND STORAGEORLANDO RIGGING AND STORAGEORLANDO RIGGING AND STORAGEORLANDO RIGGING AND STORAGE

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CompanyProfile A LOOK AT

GUN DRILLING

Largo, Florida - Equipped with the experiences of a 30-year careerworking in the plastic injection molding industry and an adven-turous entrepreneurial spirit, Dave Lundy set out to build his ownbusiness providing gun drilling solutions to industrial clients inthe southeastern states. Founded in 1996, Gun Drilling of Floridahas enjoyed consistent, steady growth in terms of workload andbusiness as well as employee count and shop size. “It started as aone-man crew,” says Lundy. “We now employ five workers aswell as my son, Richard, who serves as company Vice-President.”

Gun Drilling’s roots started as basic as they come. A 2100 squarefoot shop and one CNC retrofitted to provide CNC 30”x60”x48”deep gun drilling. Now with two CNC vertical milling machines,a radial drill and other necessary equipment, Gun Drilling hasoutgrown their current 6600 square foot shop in Largo and arecurrently building a new 7500 square foot shop they plan to moveinto in 2005.

Serving clientele primarily in the southeast, Gun Drilling is ca-pable of handling both production-type and small-quantity spe-cialty work. To find out more about Gun Drilling of Florida, callDave Lundy at 727.586.6778. J

continued from Page 13 - HOYLES

The old methods that did very well for all those yearsare giving way to the new. Almost every traditional newspa-per that's worth anything now has an Internet Edition outthere on the 'web'. For now, they are just testing the watersand trying their hand. Just to be safe, they are publishing inboth mediums in parallel, printed and web-based together.This will soon give way to Internet-only publications when thepublishers realize the costs of the paper edition exceeds thepublic's ability to pay for the newsprint. {I no longer get thenewspaper delivered to my door. I haven't for years. I justturn on the computer in the morning and it boots up intoYahoo. The BBC is just a click away.}

The same equations of cost and return have alreadycome to Industrial Connection. The cost of the printed pagehas now created such pressure that we are now going to bepublished on the Internet, the Web.

This is sad news for some of my readers because I knowmany of you will continue to like to pick up a real paper andread it in hand. Still others, perhaps many, will not have ac-cess to a computer to follow us into this new medium. I'msorry if I lose you. I sincerely hope it is possible for you followus. You are invited to use Joe's information he will give youin this edition to go and visit us on the Web. It'll not be thesame, but it will give Joe and I a way to continue to serveyou, Joe with his machines and services, me with my Troubles.

My 51st article will now be back to an ordinary number,but it will mark a new phase of this publication. I hope youcan come with us to our new home. J

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