Manufacturing Today - September-October 2015

mt
SEPTEMBER/OCTOBER 2015
DIALOGUE WITH | STACI DAVIDSON
WWW.MANUFACTURING-TODAY.COM
EDITORIAL DIRECTOR
John Krukowski
john.krukowski@phoenixmediacorp.com
MANAGING EDITOR
Staci Davidson
MANAGING EDITOR, BOSTON
Eric Slack
SPECIAL PROJECTS EDITOR
Chris Petersen
SENIOR EDITORS
Stephanie Crets, Alan Dorich, Russ Gager,
Manufacturing Fests
Jim Harris, Janice Hoppe
ASSOCIATE EDITORS
Tim O’Connor, Robert Rakow
CONTRIBUTING WRITERS
Lynn L. Bergeson, John Oskin, Joanna Rotter,
Chuck Smith, John Thibault
C ANADA MANUFACTURING
I know the popular song says that the holi-
S PACE TECH EXPO 2015

ART DIRECTOR
Erin Hein days at the end of December are “the most
GRAPHIC DESIGNERS
Megan Green, Jonathan Lyzun, Vida Soriano wonderful time of the year,” but a month
B UY AMERICAN
before that, before even Thanksgiving, the
T ECHNOLOGY
PRODUCTION COORDINATOR
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Travis Garth
manufacturing industry has its own reason
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SENIOR VICE PRESIDENT to celebrate: FABTECH.
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Jason Quan
EDITORIAL RESEARCH MANAGER This year’s FABTECH promises new
James Fuller tools, new innovations and more network-
PROJECT COORDINATORS
Patrick Bell, Austin Berry, Julie LaFevre, Todd ing opportunities, and it’s always a great
Lindberg, Duncan McGougan, Claudia E. time to celebrate how much the industry
Montaño, Robin Rosenthal
has to offer, while also shining a light on the
EDITORIAL RESEARCH DIRECTOR nation’s welders, chemical coaters and met-
WEST COAST
Josh Bomba al formers and the quality work they do. The
PRESIDENT SALES – WEST COAST four-day FABTECH in Chicago will cover
Graeme Sturgess
550,000 square feet of floor space, as well as
VICE PRESIDENT OF SALES provide 100 education sessions and presen- and organizations are doing on this big day.
Steve Campagna
tations on the latest trends and technology Especially what you are doing to engage stu-
DIRECTOR OF WEB AND REPRINT SALES in metal forming, fabricating, welding and dents and new workers – we know there is as
Dash Blankenship
dash.blankenship@phoenixmediacorp.com finishing. Bottom line – there will be much much innovation in attracting new recruits
to delight the eye and engage the senses, to your operations as there is in how your
just like those December holidays. manufacturing businesses develop new
But even before FABTECH is underway, technology and products.
we are gearing up for Manufacturing Day As always, during Manufacturing Day and
2015, which takes place on Oct. 2. This event FABTECH 2015, watch Manufacturing To-
always focuses on celebrating the industry day’s social media – @ManufactureMag on
and inspiring the next generation of work- Twitter and at facebook.com/manufactur-
ers, and Manufacturing Today is really inter- ing.today. We are looking forward to seeing
ested in hearing about what your companies you at the big show!
FOLLOW US ON TWITTER:
@MANUFACTUREMAG
LIKE US ON FACEBOOK: MANAGING EDITOR

MANUFACTURING.TODAY staci.davidson@phoenixmediacorp.com
PHOENIX MEDIA CORPORATION

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SEPTEMBER/OCTOBER 2015 manufacturing-today.com 1

features >
Columns >
Washington
OSHA issued a directive to ensure uniform
enforcement of the Hazard Communica-
tion Standard. Page 8
Operations
>
Newer approaches to managing information
can help companies manage the fire hose of
information and enable more insight. Page 10
Employees
With no best practices in place, recruiting
and hiring can yield mixed results. Page 14

Service
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Equipment manufacturers can turn their

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service departments into profit centers

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with a mobile service management solu-

tion. Page 18
Politics
Focusing on presidential politics is not the
best way for manufacturers to get attention
on high-priority issues. Page 22
The Battery Show

The 2015 show is targeting the global bat-
tery industry with advanced battery tech-
nology and innovative offerings. Page 26
Last Page On The Cover >

Qualtek Manufacturing works to achieve Emerson With every generation, Emerson adapts its busi-
zero defects in a number of ways, such as ser- ness and markets to meet clients’ changing needs. PAGE 28
vo-driven technology. Page 168
Sections >
Fabtech 2015 South Northeast
Chicago is getting ready for FABTECH, Texas Instruments awards engineering stu- The first institute in the United States to fo-
North America’s largest metal-forming, fab- dents who were able to innovate with the cus on photonics and optics will move “from
ricating, welding and finishing event. Page 34 company’s technology. Page 88 idea to reality” in New York. Page 140
Midwest West International

The Regional Growth Partnership of north- Advanced manufacturing technology is be- Chevrolet used end-of-lifespan batteries to
west Ohio takes pride in showcasing the hind much of the magic seen in Hollywood’s set a world record in the generation of elec-
manufacturing revival in its area. Page 46 big-budget offerings. Page 120 tricity. Page 154
2 manufacturing-today.com SEPTEMBER/OCTOBER 2015

SEPTEMBER/OCTOBER 2015 | TABLE OF CONTENTS
42. 60. Faurecia North America

Faurecia North America leads the automotive component mar-
ket through innovation and creative technology.
63. Air-Way Global Manufacturing Co.

Air-Way Manufacturing Co. gives its employees the knowledge
and tools they require to best meet clients’ needs.
66. Phoenix Dynamometer Systems LLC

Phoenix Dynamometer Systems says its clean-slate approach
to the design and development of dynamometer systems makes
it a better partner for its customers.
69. Major Tool & Machine

Major Tool & Machine says it provides its customers with turn-
key services using skill and diversity.
72. AllCell Technologies
AllCell Technologies, provider of lithium-ion batteries, attri-
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butes its success to its people and its proprietary battery ther-
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mal management solution.
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FABTECH 2015
36. Alliance Manufacturing Inc.
Alliance Manufacturing designs and produces industrial clean-
ing products to customers’ specific needs.
39. Acieta LLC

Acieta goes above and beyond normal for its clients, which in-
clude John Deere and Harley-Davidson.
42. Vidir Machine Inc.

Carpet carousels spur Vidir Machine’s evolution.
44. Cincinnati Incorporated

Resilient Cincinnati Incorporated remains a leader in the ma-
chine tool market.
Midwest
48. Paslin
Paslin’s new apprenticeship program is designed to train the
next generation of manufacturing professionals.
54. Superior Fabrication

When oil and gas producers need separators, crude oil treaters
and fired heaters, they often turn to Superior Fabrication Inc.
because it is known for quality.

TABLE OF CONTENTS | SEPTEMBER/OCTOBER 2015
<profiles
74. 80.
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74. Roboworld
82.
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Roboworld designs and manufactures pro-

tective gear for robots operating in extreme
environments.
76. Elster American Meter Co.

Elster American Meter Co.’s focus on quali-
ty and safety helps its gas meters remain the
standard in homes and businesses across the
United States.
78. Bennett Machine

& Fabricating
Bennett Machine & Fabricating has become a
top vendor for OEMs in agriculture.
80. HTI Plastics

HTI Plastics provides in-house engineering,
tool room services and mold-making along
with secondary operations for its plastics in-
jection-molding customers.
82. Kongskilde Industries Inc.

Kongskilde stays strong with equipment that
meets the needs of the agriculture industry.
84. Royal Die & Stamping Co. Inc.

After 75 years, Royal Die looks forward to
continued success in its new facility.

South
90. Quality Industries
At Quality Industries, capital investments
and geographic expansion are turning the
company into a larger player in integrated
contract manufacturing.
94. Noranda Aluminum

Noranda Aluminum has put a plan in place to
meet the challenges in its market, and it is fo-
cused on effectively executing that plan. 102.
98. Atlas Copco Compressors LLC 102. Megadyne Medical Products 109. Advanced Control Systems
Atlas Copco is one of the leading compa- Megadyne Medical Products reworks its Advanced Control Systems™ creates what is
nies within the North American compres- manufacturing process and instills a new needed in an energy-conscious world.
sor market because of innovation and cus- company culture to foster flexibility.
tomer service. 112. Borla Performance
106. A&M Instruments Inc. Industries
100. Costex Corp. A&M Instruments has never stopped ad- Borla Performance Industries is dedicated to
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Costex focuses on efficiency in supplying re- vancing its diamond cutting products for its supplying superior automotive exhaust sys-
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placement parts for heavy-duty vehicles. broad customer base. tems to its loyal customers.
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TABLE OF CONTENTS | SEPTEMBER/OCTOBER 2015
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138.
114. Justin Brands Inc. 125. Trimble Mobile

Up to 16 square feet of natural leathers Computing Solutions
and up to 130 steps are required to manu- With rugged handheld computers from
facture a single pair of boots from Justin Trimble Mobile Computing Solutions,
Brands Inc. manufacturers can say goodbye to
their pens and paper for shop floor re-
116. Hol-Mac Corp. cord-keeping.
Hol-Mac Corp. improves its customers’
operations through its products. 130. Ironclad
Ironclad is setting new standards for in-
118. Pacesetter novation and technology in work gloves
Pacesetter gives its customers, suppliers that are trusted by industrial professionals
and associates the family treatment. around the globe.
West 134. Sterling

122. Food Service Warehouse Machinery Exchange
Food Service Warehouse’s customer ser- Service and selection have helped Ster-
vice and other offerings elevate it above ling Machinery Exchange become one of
the ranks of restaurant supply and equip- the largest industrial new and used metal-
ment providers. working machinery dealerships.

136. Qualtek Manufacturing 160. DAVWIRE 162. SMTC Corp.

Qualtek Manufacturing works to be a DAVWIRE takes great care in produc- SMTC relies on experienced leadership
leader in its industry by implementing ing small quantities of complex wire and technology to reach new heights.
new technology to improve lead time harnesses, control panels and electrical
while building up its workforce. systems for a diverse range of aerospace, 166. AV&R Aerospace
marine, land and rail vehicles. AV&R sells custom automated systems.
138. ACE Clearwater
ACE Clearwater is expanding its capa-
bilities with state-of-the-art technology
that improves its customer service and
attracts new generations to the manu-
facturing industry.
Northeast
142. Pentaflex Inc.
Pentaflex Inc. expands its facility and
adds new machinery to meet the growing
needs of its customers.
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145. The OurPets Co.
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OurPets’ staff and manufacturing part-
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ners enable it to offer innovative and
high-quality products to pet lovers
around the world.
148. Rez-Tech Corp.

Rez-Tech is expanding its automation
to reduce operator error and improve
product quality with Safe Quality Foods
certification.
150. S.S. White Aerospace

When the many advantages of flexible
shafts are needed, S.S. White Aerospace
can provide them from its manufactur-
ing facilities in the United States, the
United Kingdom and India.
152. Index Packaging Inc.

Index Packaging offers its customers the
best in both service and product delivery,
making it a point to be everything its cus-
tomers need.
International
156. Bluewater Defense Inc.
Changes made in the past few years by
Bluewater Defense’s CEO returned the
company to the road to prosperity.

COLUMN BY | LYNN L. BERGESON
ring. The Directive notes “[a]ll man-

ufacturers, importers, distributors
and employers must be in full com-
pliance with HCS 2012 no later than
June 1, 2015, except where noted in
1910.1200( j)(2). Where a manufactur-
er, importer, or distributor has exer-
cised ‘reasonable diligence’ and ‘good
faith’ to obtain HCS 2012-compliant
SDSs from upstream suppliers but
have not received them, they will be
allowed limited continued use of HCS
1994-compliant MSDSs and labels.”
Key Points
The Directive outlines in Section X
the inspection guidelines that ap-

ply, including citation guidance for
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the Compliance Safety and Health

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Officer (CSHO). Section X.A. Gen-

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eral Inspection Guidance provides

examples of issues that would be
New Compliance
considered violative and non-vio-
lative of the HCS 2012. Included in
these examples is a discussion on the
osha issues inspection guidelines variances between UN GHS Revision

3, UN GHS Revision 4, and the HCS
for the enforcement of hcs. 2012 adaptation.
Section X.B. provides information
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on the HCS 2012 scope, including in-
On July 20, 2015, the U.S. Department of Labor’s Occupational tended use, byproducts, substances
Safety and Health Administration (OSHA) issued OSHA Di- “known to be present,” and exemp-
rective Number CPL 02-02-079. The Directive is intended to tions. The examples and detailed
establish “policies and procedures to ensure uniform enforce- descriptions along with the citation
ment of the Hazard Communication standard” (HCS 2012). guidelines provide insight into the
types of questions and documented
Highlights are noted below.
information OSHA considers for the
Background and SDSs to meet the new criteria was overall applicability of the HCS 2012.
On May 26, 2012, OSHA amended its June 1, 2015 (excluding distributors, Section X.C. provides addition-
HCS to conform to the United Na- who may ship products with the old al clarification and guidance on the
tions’ (UN) Globally Harmonized labels until December 1, 2015). HCS 2012 definitions. The section is
System of Classification and Labeling Under HCS 2012, employees must not citable but is provided to assist
of Chemicals (GHS), Revision 3. The update their written hazard commu- CSHOs, as definitions in many cases
amendments modified the process nication programs and provide ad- are substantially different from the
by which hazards are classified, and ditional employee training for new- previous standard. Of note are the
the information elements required ly-identified hazards by June 1, 2016. examples provided for hazard not
on Material Safety Data Sheets (SDS) The Directive outlines the procedures otherwise classified (HNOC), a term
and labels. The deadline for all labels to determine if a violation is occur- introduced with HCS 2012 that is

LYNN L. BERGESON | COLUMN BY
not part of the UN GHS model. Defi- to decide if those efforts and actions a chemical manufacturer, importer,
nitions for container, distributor, are to result in no citation. The Direc- distributor or employer.”
importer, manufacturer, and respon- tive also maintains “[m]anufacturers The remaining parts of Section X
sible party also contain specific exam- or importers of hazardous chemicals address employee information and
ples that provide additional guidance (including businesses that repack- training (Section X.H), trade secrets
to not only the CSHO, but impacted age) that have existing stock pack- (Section X.I.), and effective dates
parties as well. aged (e.g., boxed, palletized, shrink- (Section X.J.). Employee informa-
Section X.D. outlines the process wrapped, etc.) for shipment prior to tion and training includes issues the
for determination of compliance for June 1, 2105, that are HCS 1994-com- CSHO should focus on to ensure com-
hazard classification. These are the pliant labeled, may continue to ship pliance is established.
most substantial changes to the HCS those containers downstream. . . .
and the information in Section X.D. The manufacturer or importer must Commentary
should be consulted. OSHA states provide HCS 2012-compliant labels The Directive offers explicit guidance
it does “not classify nor approve of for each and every individual contain- on how the CSHO is to assess compli-
classifications of chemicals for man- er shipped and the appropriate HCS ance with HCS 2012. The incorpora-
ufacturers, importers and distribu- 2012-complaint SDS(s) with each tion of the two previous enforcement

tors.” Inspection guidance indicates shipment. . . .” It will be important to memoranda reflects OSHA’s renewed
“[t]he adequacy of a company’s haz- demonstrate the “prior to June 1” as- efforts to offer industry limited relief
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ard classification should be assessed pect of this to the CSHO. This section in the event HCS 2012 compliance
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primarily by examining the outcome also provides guidance on addressing has not been accomplished and re-
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of that classification, i.e., the accura- alternative labeling (i.e., National quires manufacturers, importers, and
cy and adequacy of the information Fire Protection Association (NFPA) distributors to demonstrate due dili-
on labels and SDSs and, if available, and Hazardous Materials Information gence in seeking information for the
by reviewing the manufacturer’s or System (HMIS)) and approaches for purposes of classification, SDS devel-
importer’s hazard classification pro- labeling specific package types (i.e., opment, and labeling.
cedures and calculations.” stationary containers, Department of The “reasonable diligence” and
Section X.E. provides details on the Transportation (DOT) tanker trucks “good faith effort” discussion in the
written hazard communication pro- and railroad tank cars, portable con- Directive demonstrates the critical
gram. From a historical perspective, tainers, and small containers). need for documentation evidencing
this area is one of the most common- Section X.G. outlines the require- the manufacturer’s, importer’s, or
ly cited by OSHA. Employers should ments for SDSs. Chemical manufac- distributor’s independent research
carefully review these elements and turers and importers were to have that resulted in no available informa-
examples, including citation guide- completed development of HCS tion. The only alternative, therefore,
lines, to ensure compliance. 2012-compliant SDSs by June 1, 2015. was to wait for updated SDSs and
Section X.F. describes the labeling Similar to the label discussion above, labels from their suppliers. Compli-
requirements. HCS 2012 labeling re- limited circumstances may allow ance in these limited situations must
quirements are substantially differ- the CSHO to exercise enforcement continue to conform to the HCS 1994
ent from the previous 1994 standard. discretion, in the event an HCS 2012 standard, and it is left to the discre-
The OSHA Enforcement memoran- SDS is not available, when “reason- tion of the CSHO to determine if a ci-
dum of May 29, 2015, provided ad- able diligence and good faith efforts” tation will be issued. mt
ditional guidance for relabeling and indicate development was not possi-
workplace labeling. The Directive ble due to the inability to obtain up-
Lynn L. Bergeson is Managing Partner of Bergeson & Campbell,
maintains the “limited” use of 1994 stream SDS and/or hazard informa- P.C. (B&C®), a Washington, D.C. law firm focusing on conventional,
nanoscale, and biobased industrial, agricultural, and specialty chem-
compliant labels with a demonstration. The Directive notes “[a]ny party ical product regulation and approval matters, environmental health
tion of “reasonable diligence” and who changes the SDS (for example, and safety law, chemical product litigation, and associated business
counseling and litigation issues. She is President of The Acta Group
“good faith efforts.” The context for changing the name or identity of the (Acta®), with offices in Washington, D.C., Manchester, UK, and Bei-
what is meant by those terms is found chemical) becomes responsible for jing, China, and President of B&C® Consortia Management, L.L.C.
(BCCM) with offices in Washington, D.C.
within the Directive, and the CSHO is the SDS…regardless of whether it is

O P E R AT I O N S
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COLUMN BY | JOHN OSKIN
S U P P LY C H A I N
M ARKETING
manufacturing-today.com SEPTEMBER/OCTOBER 2015

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JOHN OSKIN | COLUMN BY
Key Performance Indicators

less is often more when it comes to collecting and
analyzing data in a way that is best for your operation.
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Information overload is more prevalent than ever in today’s manufacturing industry. According to
Adrian Ott in her book, “The 24-Hour Customer,” people see more than 34 billion pieces of infor-
mation (the equivalent of two books) every day. And, with the wide adoption of mobile devices such
as tablets and smartphones, executives and other decision-makers involved in managing the supply
chain can drown in emails, work-related conversations and numerous key performance indicators
(KPIs). The good news is: there are solutions. Newer approaches to managing information, such as
shallow-dive analytics, indirect KPIs and real-time KPIs can help companies manage the fire hose of
information and bring more insight to business decisions. These new approaches do not reduce the
amount of information. Rather, they focus business teams on providing the right insights for optimal
decision-making.
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When Analytics Lead to
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rejects, on-time shipments and sat- D IALOGUE presentation decks and other streams
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Analysis Paralysis isfaction all offer numerous data of information, stakeholders are bur-
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Big data and analytics are at the top points. Marketers can analyze web dened with layers upon layers of facts
of the corporate agenda, especial- traffic, client profiles and preferenc- and opinions. Although many busi-
ly for manufacturers. Big data can es, and the effects of marketing cam- nesses are adept in collecting such in-
transform the way companies do paigns. Those involved with man- formation, few are strong in analyzing
business and is being used in a wide ufacturing can assess performance the data and, more importantly, mak-
variety of applications across supply metrics by monitoring real-time ing optimal decisions that drive busi-
chain and manufacturing operations. production on manufacturing lines. ness performance.
In a perfect world, the end results of Similarly, the transportation divi-
data-driven strategies are KPIs that sion can use truck-mounted GPS de- Increased Data Resolution
drive corporate success. Yet as orga- vices to monitor locations of goods As business sophistication and global-
nizations leverage data to establish and track timing of transport. Orga- ization have evolved, the resolution
priorities and improve business per- nizations can also review defects as or granularity of available intelligence
formance, they fuel a quest for more well as the causes of defects and trace has greatly increased. As manufactur-
knowledge and more data, which can
lead to information overload and sub- there may be 5,000 monitoring points and millions of
sequent paralysis by analysis. When events each month. this demonstrates the increase in
this occurs, organizations attempt to
deal with more information than they
the volume of data collected. unless this is leveraged
can process, resulting in delays in de- properly, it can be another source of useless data.
cisions, incorrect decisions or a lack
of ability to make decisions. them to supplier quality, a specific ers reach deeper and wider, they col-
Manufacturers can obtain critical manufacturing plant or even geo-po- lect overwhelming amounts of data,
business information from multiple litical issues. thus ensuring information overload.
points within their supply chain in When all this information is com- As an example, consider a manufac-
addition to accessing data from oth- bined with other forms of com- turing plant. Twenty years ago, the
er sources. From the customer side, munication such as emails, phone typical plant would collect informa-
metrics such as quality assessments, conversations, spreadsheets, texts, tion by various production lines and

COLUMN BY | JOHN OSKIN
Focus on reducing the number

of daily/weekly/monthly KPIs to
help these team members make
the best decisions and achieve
success. Categorize and assign
KPIs based on a major objective
or function. For example, the
business process of customer ser-
vice can include KPIs such as on-
time shipments, rejected orders,
schedule adherence, rework level
and other variables.
> Combine indirect KPIs into larg-
er, strategic KPIs. Indirect KPIs
are those metrics that correlate
or impact other KPIs and may

not be found within a straightfor-
ward “drill-up” or “drill-down”
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C OVER STORY
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manner. Considered individual-

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ly, numerous data points mean
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very little to corporate execu-
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employee shifts. Assuming the plan Many organizations operate with tives. But when several small and
ran three shifts per day seven days per a goal to combat information over- tactical KPIs are connected and
week, it had access to approximately load. Yet much like the weather, the correlated into a single strategic
100 shifts of data on a monthly basis. amount of information created can KPI, the dots are connected and
The plan could also track hourly vari- be beyond our control. The issue is executives can review, modify
ables to assess production metrics. not to fight information overload, but and implement quickly. Indirect
Today, the same plant has access to rather to manage the open stream of KPIs provide insights and cor-
similar resources, however far more information and transform the infor- relations where there are seem-
data is collected. Modern manufac- mation into a strategic advantage. ingly none. Indirect KPIs are
turers track events such as scheduled more difficult to determine but
maintenance, uptime, downtime, Transform Data into can provide important insights.
changeover and interruptions such Actionable KPIs An example of indirect KPIs can
as departmental meetings. Other di- When working to manage or limit in- occur when financial metrics are
mensions of collected information formation overload, some manufac- connected to supply chain met-
include specific product lots, cus- turers reduce the amount of data col- rics. One manufacturing organi-
tomers, etc. Production variables lected, treat all data as valuable and zation observed that certain cus-
may be tracked by items such as pres- equal, or create more and newer KPIs tomers were habitually late with
sure, temperature and humidity, by that can spread resources too thin payments, resulting in reduced
the hour or even the minute. There to accomplish any strategic goals. working capital. Using indirect
may be 5,000 monitoring points and To avoid information and transform KPIs, the organization was able
millions of events or data points per data into actionable KPIs, follow to determine this was due to late
month. This example demonstrates these tips: shipping from a specific subset of
the increase in the volume of data > Establish the right KPIs at the their manufacturing plants. Drill-
collected – all for good reason. Unless right place at the right time for ing down and across the KPI chain
this information is leveraged prop- the right people. Not all mem- uncovered a supplier of one key
erly, however, it can be yet another bers of an organization need ac- raw material that had fluctuations
source of useless data. cess to all KPIs at the same time. in product quality. This caused

JOHN OSKIN | COLUMN BY
manufacturing delays, resulting attention span is 8.25 seconds derstand that not all KPIs need to
in delayed shipments. By working in 2015, down from 12 seconds be migrated to real-time but the
with the supplier, the raw materi- in 2000. This almost 50-percent selective use of a real-time strat-
al became more consistent, elim- drop supports a true need for egy can establish a smaller set of
inating delays in manufacturing shallow-dive analytics and a less- KPIs that need to be managed on
and enabling customers to remit is-more perspective a daily basis.
payment in a more timely manner. > Consider a move to real-time
> Use a “shallow-dive” strategy. KPIs. Real-time in the supply The Importance of Insight
Shallow-dive analytic strategy chain and manufacturing worlds In a fast-paced and competitive mar-
provides high-level insight and usually refers to the delivery of ketplace, KPIs need to focus on true
directions on the areas which KPIs within hours vs. days, or insight into a business’ strengths,
require further exploration. By within weeks vs. months. These weaknesses, vision and opportunities.
skimming the surface of an ocean are KPIs where strategic value Each member of an organization has a
of data, executives can determine is derived when information is crucial role in the performance of the
where to go deep. By thinking in delivered in a more condensed supply chain but should be account-
terms of shallow-dives, compa- time period. While on the surface, able to different KPIs. For example, a
nies can reduce the number of this may contradict the strategy company may have a high-level KPI of
KPIs “per dive.” This tactic is es- of “less is more,” a real-time strat- on-time performance. Different team
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pecially necessary in an age of in- egy provides segregation of KPIs members contribute to this goal but
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formation overload and reduced based upon those which need to work with their own disciplines and
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attention span. According to Sta- be delivered and acted upon more their own KPIs. The supply manager
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tistic Brain, the average person’s frequently. It is important to un- needs to understand that supply qual-
ity can adversely affect on-time per-
formance. In addition, the diminished
quality of materials may cause more
defects and some level of re-work in
the production process, thereby re-
sulting in longer manufacturing time.
A maintenance manager may need to
adjust maintenance schedules to pro-
vide optimal on-time performance
while balancing costs.
The most important insight an
organization can glean from its sup-
ply-chain data is an understanding of
where to take action today, tomorrow,
next week, next month, next quarter
and next year. Business leaders need
to challenge their organizations and
ask themselves, “Do we need more
KPIs or can we start with fewer and
enable each member of the organiza-
tion to take a deeper dive?” mt
John Oskin is the CEO of Sage Clarity, which enables the next
generation of manufacturing enterprise. Sage Clarity combines
best-of-breed software applications with unique advisory services
to enhance supply chain performance. For more information,
please call 800-809-3042 or visit www.sageclarity.com.

COLUMN BY | CHUCK SMITH
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Rethinking Hiring Practices

utilizing a repeatable process can Today’s fiercely competitive market
result in better hires. necessitates successful hiring. Care-
ful planning is an essential first step
/////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////// in the process. Equally important is
In business, success and growth are dependent on having having a repeatable process that can
the right people working in the right positions. While most be monitored, measured and opti-
mized over time.
companies understand the importance of this basic concept,
As with any process in the manufac-
too many fail to make their hiring process a priority. Some
turing industry, initially, change can
never develop best practices for hiring at all. Others take be challenging for any organization.
shortcuts with the process, or prematurely toss promising But with the right tools and a little
candidates due to arbitrary judgments that have nothing to practice, every company can hire bet-
do with the position requirements. Either way, the result is ter, which can lead to increased reten-
the same: recruiting and hiring yield mixed results, excep- tion rates and significant savings in
tional candidates are overlooked and teams feel frustrated. time and money.

CHUCK SMITH | COLUMN BY
Traditional hiring practices two parts to hiring,” says John Yerger, fort to save time and/or reduce the
Although some larger manufacturing president and CEO of Advanced Dia- number of candidates, hiring teams
firms employ trained recruiters as mond Technologies, a manufacturing may reject a potential interviewee
part of their workforce, hiring prac- company that turns natural gas into based upon a simple spelling error or
tices in the industry as a whole are diamonds. “One part is the ‘what.’ typo, even though writing and proof-
often random, inconsistent and mo- These are the skills and qualifications reading skills are not required for the
tivated by urgency. For mid-size and on the resume or CV. This matters, position. Unfounded assumptions
smaller manufacturers, this is partic- but the ‘who’ is also extremely import- also are responsible for discarding
ularly true. With a tendency toward a ant. This is the candidate’s cultural fit resumes of otherwise qualified candi-
more stable workforce, these compa- for the role and the cultural fit to the dates. For instance, a candidate with
nies hire less frequently. Out of prac- company; how they help complete an address in a different state may be
tice and unaware of all the available the tapestry of the company popu- passed over by a recruiter hoping to
tools that can help facilitate a more ef- lation.” At the same time, according avoid paying relocation expenses. Yet,
ficient recruiting process, they often to Rob Moyer, president and CEO of perhaps the candidate is interested in
wait until the last minute, even when Rexarc International, a company that the position because the individual’s
replacing retiring, long-term employ- makes acetylene gas generation and spouse received a job offer in the area.

ees who hold key company positions. processing equipment, “People have Finally, whether intentional or
Regardless of the size of the compa- gotten really good at writing resumes unintentional, personal bias often
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ny, many firms expect HR generalists over the years. So what someone re- plays a significant role in ultimately
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or other employees already busy with ally did may be factual, but maybe making hiring decisions. In a study
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responsibilities to be recruiters. Lack- the experience was embellished or conducted by Marianne Bertrand and
ing recent experience and anxious to tweaked a little to sound better.” Sendhil Mullainathan, approximate-
complete their own work, they resort On the other hand, companies rou- ly 5,000 resumes with comparable
to short cuts, such as hiring friends, tinely dismiss promising candidates experience were randomly assigned
relatives of employees, and/or can- based upon resumes alone. In an ef- either a very white-sounding name
didates that share common interests
with them. Others may take an anec-
dotal approach based solely on a past
hiring experience. For example, they
say, “We hired Jeff from that online
site and he turned out to be excep-
tional.” In reality, hiring successes of
this nature are more likely due to good
luck. Similarly, teams may focus on
personalities in the new hire similar
to the previous employee instead of
the job skills required for the position.
The problem with relying

on resumes
A common hiring mistake many com-
panies make is relying too heavily on
resumes. Although they provide an
overview of what someone says they
have done, resumes say nothing about
the individual’s work behaviors and
whether that person will fit in the
with company culture. “There are

COLUMN BY | CHUCK SMITH
typically, companies post the job description without plicants from the very beginning.
Instead, develop and execute a
giving thought as to why the candidates will want to job advertising campaign that
change their life and come to work for the company. casts a wide net using all available
as a result, they limit the number of applicants. resources. Once, traditional me-
dia, such as newspapers and trade
or a very African-American-sounding companies hire better, but also help magazines, were important. But
name and sent to companies that had them reap the rewards of a more sta- today, additionally recognize the
posted positions. The results showed ble, more productive workforce. expectations of the connected
applicants with white-sounding There are six steps to a better hire: workforce by publishing posi-
names were 50 percent more likely 1. Preparation: Define the target tions electronically, such as on
to get called for an initial interview candidate. A good hire can sup- the company website and with
than applicants with African-Ameri- port or even enhance the compa- several major job boards, and in-
can-sounding names (“Are Emily and ny culture. “A bad hire can really clude mobile options.
Greg More Employable than Lakisha drag down a whole department, 3. Screening: Identify top talent.
and Jamal?” A Field Experiment on and depending upon the span of Use the information in Step 1
Labor Market Discrimination, The control, can affect an entire or- to develop and apply screening
National Bureau of Economic Re- ganization,” Moyer says. Start questions to identify qualified
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search, July 2003). by ensuring hiring team mem- applicants and whittle down the
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bers understand and are in align- number. It may be tempting to

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The need for a better ment as to the responsibilities try to exclude candidates at this
hiring process and work behaviors necessary time, but instead look for ways to
According to a recent Gallup poll, for for on-the-job success. Utilize a include candidates who meet the
managerial positions alone, compa- questionnaire to collect respons- broadest of the hiring criteria.
nies fail to choose the candidate with es from everyone involved in the
the right talent for the job 82 percent decision-making process to cre-
of the time (Gallup Business Journal ate a more definitive picture of
March 25, 2014). Whereas complet- the ideal candidate. At the same
ing a successful hire is beneficial, the time, determine the employee
consequences of making a poor hire value proposition by asking ques-
are costly. “It’s all the training, effort tions like: “Why is the company a
and integration with a new hire only great place to work?” and “Why
to find out in six months that it didn’t this job is a great job for the target
work out,” Yerger says. “There are also candidate?” Use this information
company morale implications due to to develop a clear picture of the
lack of progress on projects you are target candidate and why they
trying to complete and the amount of want the job. As an added bonus,
energy that it took from the rest of the this information can also be used
team in trying to make it work. People to develop appropriate screening
are frustrated on all different levels, questions to use in Step 3.
including the hire.” 2. Attract the talent: Build the
For manufacturing companies, candidate pool. Typically, com-
avoiding hiring pitfalls is critical to re- panies post the job description
main competitive in today’s market. without giving careful thought as
Accomplishing this requires careful to why the candidates will want
preparation and deliberate execu- to change their life and come to
tion of the hiring process. Below are work for the company. As a re-
six essential steps that not only help sult, they limit the number of ap-

CHUCK SMITH | COLUMN BY
4. Interviewing: Get to know the

candidates. Avoid the mistake of
asking long-winded questions
that lead to short answers, such
as describing job responsibili-
ties in detail and then asking the
candidate if they can handle this
type of work. Getting to know
someone requires more than
one word answers. Instead, cre-
ate a series of standard, short,
open-ended questions, and ask
them consistently to all candi-
dates. Tweak and/or add ques-
tions for individual candidates
to obtain specific information. both parties whether it is going interviews, the company will lose

A successful interview ben- to work or not.” good people. Once the decision is
efits both sides of the table, says 5. Assessing: Avoid costly mistakes. made, strike while the iron is hot.
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Moyer. “By the time a candidate Too many hiring teams drop the
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goes through our entire inter- ball at this point. Hiring a friend Never stop recruiting
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view process, we feel like not of an employee or a cousin of Without a doubt, exceptional em-
only have we interviewed the someone with the company might ployees are the backbone of every
candidate, but the candidate has seem like an easy solution to fill- successful business. Yet, attracting
interviewed us. So it is clear to ing a position. However, even and identifying talented individuals
when hiring a referral, failing to is often a struggle for many compa-
conduct a thorough background nies. Utilizing all available resourc-
check of the individual can lead to es to advertise job postings is a good
dire consequences for the entire start, especially in today’s tech-
company. Depending on the job nologically advanced world where
description and requirements, candidates expect a quick and easy
utilize additional screening tools, application process. Overall, recog-
such as personality or cognitive nize that although hiring is periodic,
assessments, mechanical abili- recruiting requires continual atten-
ty, math or software skills, which tion, to build and maintain a strong
help ensure the person is who talent pipeline.
they say they are and also whether True, an effective hiring process re-
they are good fit for the job. quires company time, manpower and
6. Make an offer: Close the deal. money. But considering the costs of
Throughout the hiring process, hiring the wrong person, a proactive
it’s important to keep the ball approach from the start not only saves
rolling and build momentum. companies time and money today, but
But everything can fall apart if creates the teams necessary to move
the hiring team gets cold feet at them forward in the future. mt
this stage of the game. If the re-
sponsible parties are anxious and Chuck Smith is CEO of NewHire, a $1.6 million software and
service business that helps small and mid-size businesses “hire
apprehensive and, as a result, de- better” by providing the candidates, hiring tools and coaching they
cide to extend the process unnec- need to succeed. For more information, visit new-hire.com or call
877 923-0054.
essarily by requiring additional

COLUMN BY | JOANNA ROTTER
SERVICE

JOANNA ROTTER | COLUMN BY
New Opportunities
take steps to turn your service department into a profit
center with a mobile service management solution
///////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
As an executive of an equipment manufacturing business, you’re in charge of maintaining sales and growing
sources of revenue for your business. And, as you well know, the strategies you need to capture that revenue
are continually changing. One major change we’ve seen over the last few years is a transition to a service and
customer-experience economy.
Equipment repair and service con- customers and has brought in more In order to succeed in field service,
tracts have always been important than 50 percent of their revenue. you need to rely on your dealers to
for equipment manufacturers. But More companies are starting this execute the service programs you
now, manufacturers are putting more service-centric business approach as initiate. And, in order for them to
packaging around those service pro- a major opportunity for additional be successful you need to be on the
grams because they realize the grow- sales and revenue as well as a way to same page in terms of your equip-
SERVICE
ing demand for a unified service expe- stand out among the competition. To- ment’s unique service needs and
rience across dealerships. day’s customers are demanding high- processes and the tools you provide
Komatsu’s Komatsu Care program, er levels of service, so manufacturers to help your dealers perform quality
for example, emphasizes the impor- need to get creative with the sort of product support.
tance of product support for gaining service packages they offer if they If the dealer isn’t servicing the
and maintaining loyal customers. want to stay competitive. equipment properly and customer
In their own words: “as an Original But, while offering service packages satisfaction starts to go down, the
Equipment Manufacturer, our com- as an add-on sale to equipment gives sales channel for an OEM could dry
mitment is to deliver durable parts manufacturers a huge opportunity for up quickly. Conversely, if the OEM is
and reliable service in a timely man- additional revenue, it’s not exactly easy not establishing consistent, achiev-
ner to ensure your machine’s perfor- to manage a successful service business. able processes across its dealer net-
mance is never compromised.” Field service management software work, the customers will receive dis-
Another example of a company of- with a mobile component is essential jointed operations and meaningless
fering comprehensive service pack- for manufacturers that want to stream- information will be reported back up
ages along with equipment sales is line effective service practices. the chain.
Rolls Royce with their Total Care air- Here are three steps manufacturers Solve this issue by organizing your
plane engine program, which, “inte- can take to get started on a successful dealer network into one, best-of-
grates a core set of services covering service management program imple- breed service solution. This puts all of
key aspects of engine management mented across their dealer network. your dealers on the same page so they
and maintenance, which can be com- Step one: Improve transparency provide consistent service experi-
bined with a range of optional ser- and strengthen relationship between ences across the board, and helps you
vices.” In this program, customers manufacturer and dealer bring on new dealers quickly and effi-
pay a set amount based on airplane If you’re working for a larger man- ciently since you have a partnership
flight time. In return, Rolls-Royce ufacturer in the equipment indus- with a service software vendor that
performs repairs when needed, re- try, it’s likely that, in addition to knows your business.
places broken parts, modifies and manufacturing and selling parts and Step two: Turn your service de-
monitors the engine remotely. This equipment, you’re also responsible partment into a growth engine.
service-package model guarantees for managing a robust dealer/dis- Once you rally your dealer network
a long-term relationship with their tributor network. under one, unified set of service pro-

COLUMN BY | JOANNA ROTTER
status and skill-set information

to make better scheduling deci-
sions. Techs and dispatchers can
communicate through automat-
ed alerts when new jobs are sent
from the scheduler or accepted
on the mobile device.
5. Information flows from mobile
to back office – Techs can collect
information and hours and save
to the back-office for immediate
reporting and analysis.
6. Robust back-office features –
Track important business pro-
cesses such as service contracts/
service agreements, inventory
and spare parts management and
equipment assets.
7. Individual stakeholder portals to
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analyze performance – Collect,

configure and display data for
various stakeholders from cus-
tomers to management.
8. Mobile inspection capabilities
cesses, it’s time to turn your service other field worker productivity via
department into a growth engine by completely electronic ability to ac-
investing in the best service manage- cess and record work on iOS, An-
ment system to meet your needs. droid or Windows mobile devices.
While the concept of using mobile 2. Works offline – Native apps take
technology as an enterprise software full advantage of device and OS
solution for manufacturers isn’t ex- advancements, while offering
actly new, many manufacturers still background functionality and
aren’t taking advantage of the mobile disconnected work support.
technology available today. 3. Cloud-based – Rather than build
Here are the features in a mobile your infrastructure one hardware
field service app you’ll want to have in server at a time, you can leverage
your pocket to establish an effective a pool of resources to maximize
service department and constantly efficiency and decrease operating
improve it to grow more sales: costs for the lowest possible total
1. Runs cross-platform – Cross-plat- cost of ownership.
form mobile apps support im- 4. Visual scheduling component
proved technician, inspector, and – Display technician location,

JOANNA ROTTER | COLUMN BY
– Create and send smart field identifying the right technician, ty over time and materials will
forms to techs who then com- equipment, and parts for the job minimize the amount of unbilled
plete the form, take a picture or before dispatching a vehicle and labor, equipment and materials.
two and sync it to the back office technician. Measure the impact of mobile
for immediate reporting. 2. Enhancements that increase tools to help techs make sales in
technician utilization – Mea- the field, speed the billing cycle
Step three: Measure the improve- sure technician utilization by and identify additional service
ments and analyze data. accounting for improvements opportunities to increase add-on
Once you have a mobile service in getting techs where they need work and sales opportunities.
management app up and running, to be faster and the time it takes 5. Enhancements that increase
know what to look for. Measure the them to finish a job. customer satisfaction – While
following improvements in your busi- 3. Enhancements that increase all of the above items are quan-
ness and see how they’re impacting productivity – Measure produc- tifiable in terms of cost reduc-
the bottom line of your manufactur- tivity improvements by measur- tion, cost avoidance or increased
ing business. ing time to service, time saved by revenues, customer satisfaction
Generally, the benefits from enter- eliminating paper and time saved is the most elusive, but proba-
prise technology can be put into one by eliminating duplicate data. bly the most important factor to
of five categories: 4. Enhancements that increase measure. Over time, contract at-
1. Enhancements that improve operational revenue – Better trition rates will decrease as your
SERVICE
effectiveness – Mobile service management of service con- customers see more value in your
management software can in- tracts, customer equipment, in- business’s services. Your tech-
crease first-time-fix rates by pro- ventories and warranty work will nicians’ access to critical knowl-
viding in-depth service history improve your revenue per call. edge about your customer’s sites,
on detailed asset records and Likewise, better accountabili- equipment and service history
will differentiate your company
from less informed competitors.
Mobile Service Management

is Right Now for the Manu-
facturing Market
Get creative with the service packag-
es you offer, and then follow through
on your promises by offering a quality,
unified service experience. Mobile is
no longer the future of where the in-
dustry is headed – it’s the present.
It’s important to give your field
workers the mobile tools they need to
stay informed and make the service
process quicker and more reliable.
Your customers will thank you for it,
and so will your pocketbook. mt
Joanna Rotter is the Content Marketing Manager for MSI Data,

creator of field service management app, Service Pro. In addition to
managing the MSI blog, Joanna has contributed dozens of articles
on field service and technology topics to industry publications,
including: Business Solutions, Manufacturing Business Technology,
and manufacturing.net. Connect with her on LinkedIn.

COLUMN BY | JOHN THIBAULT
The Political Game Plan

you know politics can be tricky, so it’s time to update
your strategies for pushing high-priority issues.
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Presidential politics can be entertaining. But if your company is pouring all of its political attention
into the contest for commander in chief, it’s making a big mistake.
Yes, it is easy to get caught up in the

“horse race”—the parade of candi-
dates and the breathless punditry.
R EGIONAL MANUFACTURING
But corporate lobbyists stay busy for

a reason: They’re working the angles
among the legislators, staffers and
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committee members who make many
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cisions. Organizations that don’t get
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involved at the nuts-and-bolts level
of policymaking may blow their best
chances for advancing their interests.
It doesn’t take “House of Cards”
ruthlessness to get on lawmakers’
agenda. In fact, politicians at all levels
actually seem interested in hearing
from their constituents. But to get
heard, it is important to review and
refine corporate strategies and mes-
saging. Tactics that worked decades
ago often fall flat in this Internet era
of crowdfunding, crowdsourcing, dig-
ital footprints and aggregated data.
Where to start? Take a hard look
at the company’s priority issues and
decide which ones have a realistic
chance for legislative success.
The political landscape

Politicking in the United States has
gotten incredibly complex. First
there’s the high-stakes competition
of elections. Then comes the legisla-
tive process that even elected officials
admit can be inscrutable. “We have
to pass the bill so that you can find
out what is in it,” Rep. Nancy Pelosi,

JOHN THIBAULT | COLUMN BY
Political pitfalls
Lobbying—basically, expressing
opinions about legislation to one’s
political representatives—is protect-
ed by the First Amendment. But the
process can go wrong in a number
of ways. For example, often lawmak-
ers do not get enough feedback from
“real people” about how legislation
affects them. Filling the void, input
pours in from other sources such as
peer pressure, partisan pressure or
financial pressure. Bad legislation
gets promoted and passed; no won-
der there often are unintended (neg-
ative) consequences.
D-Calif., said memorably of the gar- > Severity of a problem often push- But government and politics are
gantuan health reform legislation. es a bill forward: for example, re- not the only reasons the lobbying pro-
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Worthwhile legislative ideas can lief for residents of an area hit by a cess is fraught with ineffective efforts
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and do get lost in the noise. All com- natural disaster. and disappointing results. Sometimes
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panies think their own pet projects > Scope of the population or busi- companies are their own worst en-
are worthwhile, of course, but tough nesses affected will affect political emies when it comes to promoting
scrutiny can help them determine decisions. Examples: hundreds of their issues.
which political goals are realistic. businesses affected by trade legis- Author Lee Drutman notes that
Some hallmarks of a strong issue lation, or “40 million Americans the more committed a company is
may include: without health insurance.” to political action, the more likely it
> It solves a problem – ideally for a > Damages linked to legislative is to have internal lobbyists and/or a
lot of people, not just a few. action (or inaction) can create government affairs division. But they
> It can be supported by solid, logi- a sense of urgency: for example, sometimes focus more on just keep-
cal arguments. economic consequences that are ing up with political developments
> It is supported by sufficient cap- expected to disrupt a particular rather than taking action (“The Busi-
ital for its proponents to stay in region or industry. ness of America Is Lobbying: How
the game. (One example: the piz- > Trends in society can influence Corporation Became Politicized and
za lobby, which valiantly keeps lawmakers and nudge them to- Politics Became More Corporate,”
pressing for its dab of tomato ward action on issues such as Oxford University Press, 2015).
sauce to be considered a vegetable terrorism, gay rights, health care “On the other hand, at a compa-
for purposes of school lunches.) or cybersecurity. Politicians pay ny with an active government affairs
attention to the media, too. department, the narrative is likely to
In evaluating an issue, it is also im- As an exercise, rank the company be that politics is important to the
portant to drill in deeper and look at or industry’s issues on a scale of 1-10, company, and a source of both threats
the factors that can help businesses using these five factors, then total the and opportunities,” Drutman writes.
evaluate the strength of their issues. scores. The results provide a good il- “This will lead managers to be more
Consider these five key areas: lustration of the difference between aware of public policy” and see more
> Timing is critical. Examples: a a weak issue (say, a bill to rename a reasons to be engaged.
bill providing jobless benefits stretch of highway for a college coach) Even when a company has a govern-
during a recession; legislation and a strong one (say, a bill providing ment affairs department, it might use
beefing up security following a tuition relief for college students af- ineffective, outdated strategies for
terrorist attack. fected by a natural disaster). advocacy. An example of this is eBay’s

COLUMN BY | JOHN THIBAULT
effort to fight proposals to tax online

purchases. The company’s reliance
on online petitions, which lawmakers
can’t verify and generally ignore, has
not yielded the results it wanted.
Drawing from a 2010 survey, the
Congressional Management Foun-
dation reported that congressio-
nal staffers now view constituent
email as just as influential as reg-
ular, stamped-and-sent mail. Pol-
iticians are suspicious of form let-
ters, believing they’re sent without
constituents’ knowledge, but most
view social media such as Facebook

as important communication tools
(“Perceptions of Citizen Advocacy
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on Capitol Hill,” www.congressfoun-
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dation.org).
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Effective strategies
What can manufacturers do to stay
successful in the political game? Here
are some ideas:
1. Don’t neglect one of the most
potent resources: your people.
Ask and encourage member Newsom encourages people to Avoid tired tactics
companies and employees to be use their smartphones to weigh Companies can’t use the same old
more engaged in politics. Ex- in on a state issues “report tired tactics for political involvement
plain how the organization’s fu- card.” And a platform such as and expect different results. Govern-
ture, and possibly their futures, iLobby can provide lawmakers ment policies and regulations have
may be at stake. with specific, aggregated data massive effects on how manufactur-
2. Promote information about in- on a proposal’s supporters. ers do business, and that’s not going
novative ways to get involved. For 4. When evaluating political pri- to change anytime soon.
example, former Rep. Eric Can- orities, seek out contrary points It is important for corporate lead-
tor once invited constituents to of view. This may seem counter- ers to take a tough look at their pri-
get involved in the budget-writ- intuitive, but it can help leaders orities and be open to fresh ways of
ing process. In California, former spot weaknesses in company communicating them to policymak-
state Sen. Joe Simitian started an positions and frame them more ers at all levels. This means leveraging
annual “There Oughta Be A Law” convincingly to others. technology, involving employees, and
contest, inspiring people to con- 5. Work at finding real people af- creating ad hoc coalitions to support
tribute ideas that actually did get fected by your priority issues. Use their top legislative priorities. mt
passed into law. the media to get out their stories.
3. Take advantage of technology. 6. Make an effort to match up em- John Thibault is the founder of iLobby, a cloud-
Many people live on their mo- ployees with the state or congres- based lobbying platform. He previously served at MCA
in government affairs and as marketing VP at eBay and
bile devices these days. They sional districts in which they live. Financial Engines. He can be reached at john@ilobby.co
also can use them for political That documentation adds weight or 650 490-0987. Twitter @ajohnthibault or on the Web
at www.ilobby.co.
action. California Lt. Gov. Gavin to any lobbying effort.

FEATURE BY | STACI DAVIDSON
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Juiced Up
the battery show 2015 – co-locating with the elec-
tric & hybrid vehicle technology expo – targets
the global battery industry with advanced battery
technology and innovative offerings
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In its sixth consecutive year, The Battery Show is claiming its title as the largest free-to-attend
exhibition of advanced batteries in the United States. Located this year outside of Detroit in Novi,
Mich., and taking place September 15-17, The Battery Show 2015 will be a major showcase of the
latest advanced battery technology.

STACI DAVIDSON | FEATURE BY
The Battery Show is attended by technical leaders, scien- itive and preventative aspects of the market, which will
tists, engineers, project leaders, buyers and senior exec- dictate the future of the industry. The survey provides
utives concerned with advanced energy storage and will participants the opportunity to anonymously share
host the very latest advanced battery solutions for elec- their view of the industry and assist in updating battery
tric and hybrid vehicles, utility and renewable energy industry participants of their client’s opinions on key
support, portable electronics, medical technology, mili- industry trends.
tary and telecommunications. The survey investigates:
This year’s show will again be co-locating with the > Key market trends
Electric & Hybrid Vehicle Technology Expo, a show- > Factors driving and restraining the market
case for electric and hybrid vehicle technology and > Potential market size
innovation. In its third year, this show is a free-to-at- > Major competitors in the market
tend manufacturing and engineering exhibition that
will be attended by leading automotive and off-high- Frost & Sullivan Energy & Environment Research
way vehicle engineers, business leaders, technical ex- Manager Vishal Sapru will conduct a presentation on
perts, consultants and R&D professionals, all looking the results found during the survey. As the presentation
for greater efficiency and safety while reducing the will focus on the growing demand for battery energy
overall cost of e-mobility. storage systems (BESS), Sapru will unveil the battery
Together, the two events attract experienced thought market discoveries.
leaders and professionals from across the battery sup- For more information on The Battery Show, check out
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tive, grid power and consumer electronics. The Battery

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Show conference will provide a holistic view of what’s

driving the demand for energy storage and discuss how
the industry can align its R&D efforts, strategy and in-
vestment decisions to meet future requirements. The
Electric and Hybrid Vehicle Technology conference will
provide insight from the market’s leading Tier I sup-
pliers, as wells as passenger car, transport, heavy duty,
off highway and industrial vehicle OEMs discussing
emerging technology trends and how to develop prod-
uct strategies and technical roadmaps to meet regula-
tory and emissions requirements.
Speakers at the conference will include:
> Subhas Chalasani, R&D consultant for East Penn;
> Jeff Sakamoto, associate professor at the University
of Michigan;
> Emilio Comacho, advisor to the commissioner of the
California Energy Commission; and
> Jim Hess, senior engineering manager at Stanley
Black & Decker.
Additionally, Frost & Sullivan recently issued a joint

survey with The Battery Show detailing the energy
storage industry and potential challenges of the future
in its early stages of development. In an effort to dis-
cover what’s charging the swelling energy storage in-
dustry, the survey aims to investigate battery industry
contributors’ attitudes towards key issues such as pos-

EMERSON
www.emerson.com / HQ: St. Louis / Employees: 115,000 / Mark Bulanda, EVP: “It’s a passion to
succeed in solving our customers’ problems by not being complacent in our technologies and people.”
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emerson supplies to such a breadth of

industries that its work can be found
in infrastructure people rely on.
Ever Evolving Emerson has 220 manufacturing lo-

cations located in 150 countries. The
company aims to be at the top in each
with every generation, emerson of its markets while regularly evalu-
ating potential acquisitions to boost
always adapts. by tim o’connor its standing in those areas where it is
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not a leader. “Over 125 years, we’ve re-
shaped Emerson at different points in
For 125 years, global solutions provider Emerson has delivered our history,” Executive Vice President
on its philosophy of “consider it solved.” Even when it’s never Mark Bulanda says. “We’ve been in
been done before, the company prides itself on having the capa- different products and different mar-
bilities, technology and experience to develop the processes or kets.” The company began as an elec-
equipment its clients need. tric fan manufacturer in 1890, but the

EMERSON
son’s business is in process and industrial automation.

In some form or another, Emerson has been involved
in automation for the past 50 years. The company started
with process automation in the mid-1970s and expanded
into compressors and cooling and backup power for data
centers in the 1980s. Each region has nuances in how it
handles automation, Bulanda says, such as how a heat-
ing, ventilation, and air conditioning (HVAC) system
regulates temperature differently in American homes
versus dwellings in Europe or Asia. Having a worldwide
footprint with regional offices that are knowledgeable
in those nuances enables Emerson to design automation
systems that precisely fit each local market.
Emerson utilizes standard components that act as the
building blocks for most of its automation technologies.
Although standardized, those components are config-

ured to each job to deliver a machine or process that can
accomplish the customer’s requirements, whether it is
B UY AMERICAN
for an oil refinery or a packaging application. Standard-
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work eventually led them into the motor industry and

Emerson has been branching out and evolving ever since.
Today, the company is involved in a range of business
segments such as process management, network power,
industrial automation, climate technologies and com-
mercial and residential solutions. Emerson provides
equipment and expertise to the oil and gas, mining, wa-
ter and wastewater, food and beverage and chemical in-
dustries. The company’s systems and solutions support
large manufacturing and processing environments, and
Emerson’s work can be found in the infrastructure peo-
ple rely on every day, from New York’s subway to the
world’s oil refineries. But the largest segment of Emer-

EMERSON
of a machine while the remaining 20

percent requires customized compo-
nents or software that differentiates
the end-use.
The people and companies that make
up Emerson’s customer base differ with
each market. Many industrial clients
have fewer in-house engineers than 20
years ago, Bulanda says, and as a result,
technical markets rely more heavily on
suppliers such as Emerson to provide
solutions. Oil and gas companies might
work directly with Emerson on a proj-
ect or Emerson will partner with the
client’s chosen engineering firm. On
the commercial and residential side,
many of Emerson’s products, such as

the InSinkErator garbage disposal, go
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through the distribution channel to a

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But even in those areas where Emer-

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son does not sell directly to its users,

the company reaches out to individuals
through market research and personal
interaction to understand customer a global footprint and diverse
customer base gives emerson
needs and receive direct feedback on an edge over competitors.
its products.
that provide quality products, deliver
Global Advantage on time and offer superior technolo-
Emerson was an early adopter of a gies. To find those vendors, Emerson
globalization strategy, according to sets up regional supply chains wherev-
Bulanda. Its 220 manufacturing loca- er possible with a focus on speed and
tions position the company to offer flexibility that can help the company to
products and customized solutions in meet its customers’ expectations.
“we’re trying to develop a consistent way to

present ourselves to the customer. when we’re
complete, our customers will be able to see the
breadth and depth of what emerson can provide.”
every region while providing the flexi- Bulanda says it is that global foot-
bility needed to deliver to customers. print and diversity that allow Emer-
Maintaining such a large worldwide son to have broad capabilities, creat-
presence means that Emerson must ing an advantage over its competitors.
have partners it can rely on. The com- “We have the passion to succeed,” he
pany strives to buy from businesses explains. “We really focus on core

EMERSON
anniversary to promote science, In February, the company kicked

technology, engineering and math- off I Love STEM, a marketing and
ematics (STEM) education in hopes social media campaign featuring
of inspiring the next generation of YouTube star and science enthusi-
young people to enter STEM fields. ast Hank Green. “We have a com-
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technologies, then how do we take

those technologies to solve a cus-
tomer’s problem.”
Building Up STEM
The dwindling labor pool of available
and qualified engineers has creat-
ed the latest challenge to sustained
growth for industrial companies
such as Emerson. To ensure its own
future, Emerson is using its 125th
Marubeni-Itochu Steel America Inc. (MISA)

is a leader in metal trading, sourcing, processing and man-
ufacturing with strategic locations in the United States,
Canada and Mexico. MISA uses cutting-edge technology to
make metal smart in every step of the supply chain, from
mill to your manufacturing floor. MISA supplies processed
metals tailored for individual manufacturing needs in the
automotive, construction, appliance and other major
industries. MISA utilizes the unique global network of its
parent company, Marubeni-Itochu Steel Inc, which was
founded 2001 in the marriage of Marubeni Corporation
and Itochu Corporation’s steel divisions.

EMERSON
mon interest with building science knowledge,” Der- “The awareness of STEM has increased greatly in the
ek Thomas, director and brand officer at Emerson, says United States,” Bulanda says. “We are part of the voice
of the relationship with Green. The campaign’s goal is out there about STEM.”
to connect modern conveniences with advances in sci-
ence and technology to inspire a younger audience to New Markets
become engineers. As Emerson works to foster the next generation of en-
But it isn’t just all videos and advertising. Emerson gineers, the company is tapping new markets for those
is helping children become directly involved in STEM engineers to work in. Bulanda says Emerson is evaluating
industries. Through its business units, the company its portfolio and considering acquisitions. “We’re trying
sponsors a number of FIRST Robotics teams, a nation- to come up with the unique and novel solutions for our
al science competition for students in grade school customers today and what they’re going to need 10 years
and high school, and the Amazing Packaging Race, a from now,” he says.
contest at PACK EXPO featuring packaging tasks for Big data is likely to drive much of Emerson’s activity
college students. and interest in the coming decade. Thomas points out
Emerson’s regional locations help advance the work that companies only use about 10 percent of the data out
of local universities. In fact, Emerson Climate Tech- there in the world today. Emerson is researching how to
nologies recently invested $40 million in an innova- convert the other 90 percent into usable insights for its
tion center through a partnership with the University
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of Dayton to advance research and education for the emerson is developing the
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need a decade from now.

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EMERSON
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through its worldwide locations,
emerson is equipped to meet the
needs of customers in each region.
customers. The company will consider Those customers can increasingly

acquiring other businesses in the field be found online. Emerson is investing
to boost its expertise, but Emerson in its digital customer experience – the
has its own internal projects already websites, online portals and connect-
underway to use big data for predictive ed information that determine how
diagnostics and improved reliability. customers view the company through
“We can’t wait around for the per- the Internet. “We’re trying to develop
fect acquisition or we’ll be left be- a consistent way to present ourselves
hind,” Bulanda warns. to the customer,” Bulanda says. “When
Emerson has never been a compa- we’re complete with that, our custom-
ny too cautious to grow, even when ers will be able to see the breadth and
growth takes it in new directions – or depth of what Emerson can provide
new continents. Although the Unit- their markets.”
ed States remains Emerson’s premier The digital customer experience is
market, international sales exceed- just the latest way the 125-year-old com-
ed 50 percent of revenue for the first pany is adapting to the times and exe-
time in 2007 and rose to 58 percent of cuting on long-term strategic plans to
total revenue in 2014. “What we do is remain relevant. “It’s a passion to suc-
try to take advantage and go where the ceed in solving our customers’ problems
growth is and where our customers by not being complacent in our technol-
are,” Bulanda explains. ogies and people,” Bulanda says. mt

36. Alliance Manufacturing Inc.
36. 39. 42. 39. Acieta LLC
42. Vidir Machine Inc.
44. Cincinnati Incorporated

Fabtech
FABULOUS
FABTECH
with a variety of special events and educational sessions, activities
out on the town in chicago, networking opportunities and a keynote
from rusty wallace, fabtech 2015 has more to offer than ever before.
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It’s easy to imagine that the sound of robots gearing up for action
in the Transformers movies is quite similar to the noise and excitement
that surrounds FABTECH, which is coming to Chicago in November.
North America’s largest metal forming, fabricating, welding include conferences, seminars, RWMA Resistance Welding
and finishing event, FABTECH 2015 is expected to cover more School, professional programs and society events.
than 550,000 net square feet and anticipates more than 40,000 In addition to all of the educational sessions, FABTECH will
attendees and 1,500 exhibiting companies this year. The event offer exciting special events, including a keynote presentation
will focus on the latest industry products and developments, as by legendary NASCAR® driver Rusty Wallace. The other key-
well as offer tools to improve productivity, increase profits and note will be from Karen Kerr, director for advanced manufac-
discover new solutions to all of the industry’s metal-forming, turing, GE Ventures.
fabricating, welding and finishing needs. “GE is at the forefront of innovation, from changing the way
In addition, the FABTECH Education Program will be held we design and manufacture our products to optimizing supply
alongside the show in Chicago, from November 9-12. Offering chains and industrial processes,” FABTECH says. “These ad-
more than 100 sessions to enhance manufacturing careers and vanced manufacturing techniques are creating faster disrup-
businesses, the education program allows attendees to net- tions, more flexible factories and higher-performing products,
work with peers, learn from top industry experts, exchange which has empowered the worker and elevated the workforce.
best practices and explore the latest technology and advance- The future of work is full of creativity and entrepreneurship,
ments in the industry. and will redefine the competitive landscape in multiple sec-
The Fabricators & Manufacturers Association Int’l (FMA), tors, creating far-reaching implications that will reverberate
SME, Precision Metalforming Association (PMA) and Chemi- through international trade patterns and the distribution of
cal Coaters Association International (CCAI) will co-sponsor global growth. And it is affecting each of our daily lives through
the education sessions on cutting, finishing, forming and fab- major advances in health care, energy and transportation.”
ricating, management, job shop solutions, automation and ro- Professional welders also can sign up for the welding com-
botics, stamping, and tube and pipe. All sessions are two hours petition and demonstrate their skills to earn the title of “Best
in length, offering practical knowledge manufacturers can use. Welder in America.” Contestants will make a single-pass
The American Welding Society (AWS) will present a compre- SMAW weld with E7018 on low-carbon steel. They will be
hensive lineup of welding education. Led by the industry’s top judged on speed and quality, and have the opportunity to win
professionals, programs focus on best practices and new com- $2,500 for first prize, $1,000 for second prize and $500 for
mercial developments in welding and thermal spray. Events third prize. mt

Alliance Manufacturing Inc.
www.alliancemfginc.com / Headquarters: Fond Du Lac, Wis. / Employees: 30 /
Specialty: Cleaning machines / Jeff Brouchoud, president: “I think we do a good job listening to customers’ needs.”
Cleanliness Assured
alliance manufacturing designs and produces industrial
cleaning products to customers’ specific needs. by jim harris
jeff brouchoud (left) and ken The need to clean parts is typi-
manninen founded alliance
manufacturing in 1994 in cally not mentioned alongside death
fond du lac, wis.
and taxes, but in the manufacturing
world, it’s just as inevitable. Metal
stampings, machined castings, fab-
ricated weldments and plastic con-
tainers commonly build up oil, grease,
coolant, stamping lube, dust, dirt and
contaminants at some point during
the manufacturing process.
The need for pristine parts used in
engines and other machines has led
to a highly competitive market for
the manufacturers of the machines
used to clean these parts. The qual-
ity and design of Alliance Manufac-
turing Inc.’s machines, as well as its
willingness to customize them, dis-
tinguish the company from its peers
in this market.
“I think we do a good job listen-
ing to customers’ needs,” says Jeff
Brouchoud, president of the Fond Du
Lac, Wis.-based company. “We don’t
say to customers, ‘We have three
models of machines – pick one.’ We
listen to and adapt our machines to
their needs.”
One of the company’s customers,
a Rockford, Ill.-based manufactur-
ing company, sought its assistance
several years ago when the cleaning
machines it was using from a com-
peting company weren’t meeting its
needs. The customer also wanted
Alliance to develop a small, compact
belt-based washing machine for use in
its operations. The machine Alliance
custom-made for the client eventu-
ally evolved into its compact convey-
orized Aquamaster E-Series line.

Alliance Manufacturing Inc. Fabtech
Alliance specializes in designing, fab- and other industries. This diversity has drawings for custom equipment based
ricating and assembling conveyor-based helped Alliance manage through the ups on client requests. “They will tell us
parts-cleaning equipment including and downs of individual sectors such as what they are looking for from a ma-
belt washers, rotary drum washers and the automotive industry, which declined chine, and we will go through possible
monorail and indexing systems. Many steeply during the Great Recession, Vice pitfalls and the entire thought process
of Alliance’s machines feature the com- President Ken Manninen notes. behind developing our equipment with
pany’s patented FulAccess removable During the decline in the automotive them,” Brouchoud says.
canopy design, which gives users un- market, the company looked into new Following the design and develop-
obstructed access to the machines’ in- markets to solidify its position before ment process, machines are wired and
terior parts. “Our machines are very the automotive industry rebounded. assembled on the floor of Alliance’s
easy to maintain and easy to operate,” “We were in a good position because we Fond Du Lac manufacturing facility.
Brouchoud says. “We try not to make had the equipment and ability to serve
things overly complicated.” other industries,” he adds. “When auto- KYZEN Takes on The World’s Parts Cleaning Problems --
KYZEN is celebrating 25 years of going way beyond deliver-
The company’s machines are used motive came back, it was good for us being the leading parts cleaning science to the world. KYZEN
by manufacturers in the automotive, cause we already had established a good cares enough to solve your unique cleaning challenges, no
matter what. They produce effective environmentally-re-
agricultural, aircraft, appliance, bat- foothold in that market.” sponsible chemistries and support them with highly- expe-
rienced technical support teams, who work together with
tery, construction, defense, electronic, industry leaders like Alliance Manufacturing. They even
screw machine, furniture, heavy equip- A Complete Process offer technical guidance for free. So, reach out to them at
KYZEN.com or call 615-831-0888 and get the aqueous or
ment, housewares, marine equipment, Alliance’s engineering staff uses 2-D solvent cleaning help you need for your specific problem.
small engine, pharmaceutical, medical and 3-D design software to develop

Fabtech Alliance Manufacturing Inc.
All machines are inspected by a num- Years of Success

ber of staff members including electric Alliance’s ability to manufacture
Proud Member
Alliance Manufacturing is a member of the follow-
engineers and shop foremen. “We all high-quality custom machines to client ing organizations:
take quality very, very seriously here,” specifications has earned it the loyalty > Association for Manufacturing Technology
Brouchoud says. “A significant number of its customers. Many of the company’s (AMT)
of people have to sign off before a ma- customers and vendors have worked > Wisconsin Independent Businesses (WIB)
chine goes out of the door.” with it for much of its history. > National Federation of Independent Busi-
nesses (NFIB)
A customer run-off process that in- The Alliance operation was incor-
> Fond Du Lac Association of Commerce
cludes a test run is also performed be- porated in 1994 as a result of a product
fore machines are turned over to their line spinoff from Damrow Company
owners. Alliance also often performs Inc., a Fond Du Lac-based producer of carbon steel rather than stainless steel.
cleanliness tests to ensure machines cheese-making and other food-relat- The company is a regular attendee at
clean to customer specifications, Man- ed equipment, where Manninen and major manufacturing trade shows in-
ninen says. Brouchoud previously worked. The two cluding the upcoming FABTECH show
Alliance assembles its machines on a initially developed an industrial clean- in Chicago, where it will exhibit its
just-in-time basis, and works with sever- ing equipment line at Damrow from equipment. Alliance also regularly at-
al suppliers to ensure it receives needed which they purchased the rights. tends the International Manufacturing
components on a timely basis. Alliance Alliance also operates the website Technology Show (IMTS).
also often partners with local sheet met- cleanparts.com, which is a division that “We always try to have something new
al fabricators to meet larger orders. offers lower-cost machines built from on display,” Brouchoud says. mt

Acieta LLC
www.acieta.com / Locations: Pewaukee, Wis., and Council Bluffs, Iowa / Employees: 140+ / Specialty: Industrial
automation and robotics / Dan Alexander, regional automation manager: “We stand behind what we do.”
specializing in automation
technology and robotics,
acieta serves a range of
large and small clients.
Automated Excellence
acieta goes above and beyond to meet the needs of its clients, which
include john deere and harley-davidson. by alan dorich
When Acieta LLC provides equip- he says. “It’s not so much about the son Technologies. Today, as Acieta,
ment, it doesn’t merely drop a ready- technology, but the people behind it the company has the ability to work
made product in the client’s lap. Its as- that can really sit down and work with with any machine tool company in
sociates ensure that the product meets you on developing a solution that’s the market and has completed more
the customer’s exact needs. “They will exactly what you need.” than 4,000 robotic system installs
really think outside the box to come up Located in Pewaukee, Wis., and throughout North America.
with an automation solution that will Council Bluffs, Iowa, Acieta specializ- Its customers have ranged from
not only try to attain what you’re try- es in industrial automation technolo- small job shops to major manufac-
ing to get from your RFQ, but exceed gy and robotics. The company started turers as John Deere and Harley-Da-
it,” COO and Chief Technology Offi- operations as Automated Concepts vidson. Goossens adds that Acieta
cer Bob Goossens says. Inc. in 1983, manufacturing robots for worked closely with the famed mo-
This has led to benefits such as im- machining, welding and palletizing. torcycle company on a solution that
proved productivity for Acieta’s cus- In 2005, it became Ellison Tech- matched its specific needs.
tomers. “They go beyond just ordi- nologies Automation because of its Although Harley approached Acieta
nary, simplistic automation designs,” relationship with distributor Elli- about a conveyor system, the com-

Fabtech Acieta LLC
pany was able to meet its needs with

automation as well. “They may say the
conveyor system is the solution, but
we might come back and suggest a dif-
ferent type of system as well,” he says.
Showing the Benefits

Some customers need to be convinced
of the benefits of robotic systems, a
task which Acieta is well prepared for,
Regional Automation Manager Dan
Alexander says. During the sales pro-
cess, “We show them examples of fi-
nancial improvement and returns on
investment,” he says.
The company also teaches clients
on how automation allows them to
shift their staff’s focus to more val-
ue-added processes. Thanks to this
shift, “Your throughput goes up, and
your employee morale goes up,” Alex-
ander says.
Some might be afraid that they
don’t have the right experience to run
the machines, but the company has
them covered, Alexander says. “Acieta
provides the proper tools and training
so that going from a manual operation
to an automated operation is a simple
transition for operators,” he says. acieta is developing collaborative
robotics, which allow humans and
Acieta also takes prospects to see its robots to work safely in the same space.
current clients’ operations. “We show

them things we’ve done and we show money.” Automation can help them ing current with new technology. Not
them our commitment,” he says. “We avoid that problem, he says. only does Acieta keep track of what
stand behind what we do.” others are doing, “We’re looking at
Company Commitments how do you apply the technology to
Solving the Shortfall Acieta can boast a 95 percent on-time support what manufacturers need,”
Acieta’s products also can help its cli- delivery rate maintained through Goossens says.
ents cope with a potential shortfall strong project management, Goos- This is key in Acieta’s role as an in-
in skilled labor, Goossens says. “I’m sens says. “You have to work closely tegrator for FANUC America Corp.
hearing from some manufacturers with the customer and you have to be “If they’re coming out with a new
that their pool of people is going to a team,” he states. technology, we’re tied in pretty close
become less and less,” he says. “For applications like this, every- to [that],” he says. “We have access to
Although those manufacturers may body has to be accountable,” he ex- that and visibility beforehand.”
find skilled labor, “You’re going to plains, noting that this includes the
have to pay them more,” Goossens client. “They have to really commit to Waves of the Future
says. “Those people will jump ship to the engagement.” Acieta recently worked with FANUC
another company for a little bit more The company also focuses on stay- on one of its latest advancements: 3-D

Acieta LLC Fabtech
vision for bin-picking robots. This en- take place in that area, but it’s definitely normally done by hand. “They’re actually
ables the robots to select components going to be the wave of the future.” reducing their cost per part on that partic-
and parts from random assortments Acieta also generated a strong re- ular product,” he states. “They were able
more easily and effectively than they sponse with its products at the Auto- to increase their output by 30 percent.”
could previously. mate 2015 show in Chicago this past The company also may branch out into
“The technology is getting more re- March, he adds. “Some people saw [our the oil and gas sector, Goossens adds.
fined and more accurate,” Goossens says. lane cell system] as a potential solution “We’ve actually deployed some solu-
Acieta has worked with FANUC on imple- for them,” he recalls. tions to help that market, but also there’s
menting 3-D capabilities on equipment. some development going on,” he says.
Acieta also is developing collabora- A Helping Hand Acieta plans to continue to grow its
tive robotics, where humans and robots Goossens predicts a strong future for operations, Alexander adds. Not only is
work in the same space. Acieta. “We see continued growth in the it looking for engineers, “We’re looking
Unlike other systems, these machines automation industry,” he says, noting to grow manufacturing in Wisconsin,”
feature sensors that sense when a hu- that more manufacturers will need to he says.
man is nearby and adjust to make it a saf- reduce cost per part and boost produc- This will be achieved, Alexander
er environment. tivity. “It’s going to be more critical. We says, by driving cost down, increasing
Although the company feels more just want to help manufacturers deal throughput and improving quality so
work needs to be done in this area, “It’s with those issues.” manufacturers can earn new business.
always advancing,” Goossens says. The company recently helped Wauke- “We help them achieve this through our
“There’s more maturity that needs to sha Metal Products by automating a task automated solutions,” he says. mt

Vidir Machine Inc.
www.storevertical.com / HQ: Arborg, Manitoba / Employees: 130 / Specialty: Material handling and storage /
Peter Dueck, co-owner: “The success of the carpet carousel was a major breakthrough for Vidir Machine.”
vidir machine creates

storage solutions that are
safe, accessible and require
significantly less space.
Storage Wars widths, diameters and sizes. Addi-

tionally, the motorized carousels can
store and retrieve carpet rolls verti-
the popularity of carpet carousels spur cally, which reduces the floor space
vidir machine’s evolution. by bob rakow required to manage carpet inventory.
The success of the carpet carousel
The story of Vidir Machine began manufacturing. The solutions are was a major breakthrough for Vidir
in the early 1980s when Willie Dueck somewhat different but the idea is the Machine. The national exposure the
opened a welding shop and began same: automated storage that is safe, retailers offered resulted in represen-
making carpet carousels. Today, the accessible and requires significantly tatives from other industries asking
Arborg, Manitoba-based operation is less space. to adapt the system for their appli-
a manufacturer and worldwide sup- The carpet carousels found their cation. The ingenuity displayed in
plier of automated vertical storage way into major home improvement implementing these systems opened
and display systems for a wide range stores via carpet sales representa- up opportunities in a variety of indus-
of industries. tives, who offered stores a compli- tries placing Vidir as a forerunner in
But the company’s evolution didn’t mentary carousel if they placed a car- automated storage, specifically with-
happen overnight. Instead, the pop- pet order, says Peter Dueck, co-owner in the retail space, Dueck says.
ularity of the carpet carousels pro- and Willie Dueck’s son-in-law.
pelled Vidir Machine into several The carpet carousels appealed to ‘A Pretty Big Deal’
other markets, including construc- home improvement stores and carpet For example, Vidir Machine created a
tion, retail, medical, warehouse, gov- retailers because they convenient- bicycle display rack for Walmart that
ernment, automotive, printing and ly displayed carpet rolls of various eliminated the need for a ladder to

Vidir Machine Inc. Fabtech
reach bicycles. “Getting into Walmart stores was a pretty manufacturing floor, but also makes a company safer,
big deal,” Dueck says. Dueck says. OSHA indicates there are 85 forklift fatalities
Vidir’s bicycle merchandising system is designed to annually in the United States and 34,900 serious forklift
balance the storage, display, accessibility and visibility injuries. Forty two percent of the forklift fatalities occur
requirements in retail environments. It is the ideal com- in manufacturing, and almost half of those deaths are
mercial bicycle rack for displaying large bicycle invento- caused by the forklift tipping because of unstable loads.
ries with a limited footprint, Dueck says. The modular Metalworking manufacturing operations that imple-
design allows for the display of up to 10 bicycles approx- ment effective safety and health management systems
imately every six feet. The system also helped Walmart significantly reduce injuries and illnesses and reduce the
improve employee safety, he says. associated costs, including workers’ compensation pay-
Vidir Machine also offers storage solutions for tires, ments, medical expenses and lost productivity.
wire, vinyl flooring, apparel, paint cans and propane tanks. Dueck has a high degree of confidence in FABTECH’s
The company manufacturers a bed lift, which is a role for the future of the company. “The level of interest
cost-effective system designed to store hospital beds off is amazingly high,” Dueck says. “The show will help pro-
of the floor and stack them securely in a vertical arrange- vide us the visibility and presence required to be a serious
ment, Dueck says. The system not only saves floor space, player in the market.”
but also eliminates potential fire hazards from hospital He is extremely proud of the company’s successes. “I
corridors. Additionally, the system increases a hospital take a lot of pride in being able to participate in a small
maintenance department’s capacity, organization and community, provide career opportunities and compete
product flow, which increases the number of beds avail- in a global market,” he says. mt
able for patients.
FABTECH and the Future

Vidir Machine is looking to expand in several markets
and believes its presence at November’s FABTECH show
in Chicago will help it achieve that goal, Dueck says. The
trade show draws thousands of individuals from the met-
al-forming, fabricating, welding and finishing industries.
The company plans to display its Vertical Lift System
at the show, an automated storage and retrieval system
that utilizes an elevator to climb the front of the tower
to deposit and retrieve cartridges weighing up to 5,000
pounds and deliver them to ground level, increasing ma-
terial storage and flow. The system is designed to save
floor space, increase workplace safety, reduce material
changeover time and prevent material damage.
“We’re [attending FABTECH] to take another step
forward,” Dueck explains. “There’s an opportunity in
the market.”
The Vertical Lift System was designed by Vidir to meet
some of its own storage needs. “We needed a machine,”
Dueck says. The system is designed for small to medium
organizations that carry inventory in sheets of metal, fi-
berglass, plywood, composites and other flat materials.
Additionally, the design can be altered to allow for prod-
ucts with a bulky or length profile such as bar stock, pipes
and press brake dies.
The system brings convenience and efficiency to the

Cincinnati Incorporated
www.e-ci.com / Headquarters: Harrison, Ohio / Employees: 400 / Specialty: Machine tools /
Carey Chen, CEO and president: “We are reinvigorating the company’s never-ending journey.”
president and ceo carey

chin is proud of cincinnati
incorporated’s resiliency
over more than 100 years.
Full Progress Quality is another reason the com-

pany has endured for more than a
century. “Cincinnati Incorporated
resilient cincinnati incorporated remains a leader machines are engineered and built to
in the machine tool market. by bob rakow the standard of ruggedness required
in the North American market,” Chen
says, “with premium engineering fea-
Many years ago, Cincinnati was a a leader in manufacturing large indus- tures that stand up to years of rigor-
hotbed for large machine tool com- trial machine tools, laser cutting sys- ous use in demanding environments.”
panies. That’s no longer the case as tems, big area additive manufacturing The company has an installed base
consolidation and increased compe- machines and automated solutions. of about 60,000 machines. “Our cus-
tition have forced many companies Contributing to that resiliency is tomer base is extremely diverse, rang-
out of the market. But 117 years after Cincinnati Incorporated’s ability ing from small fabrication shops up
its founding, Cincinnati Incorpo- to supply customers in myriad in- to Fortune 500 manufacturing com-
rated continues to operate its plant dustries, including agriculture, con- panies such as Caterpillar, General
and technical center just outside the struction, emergency, energy, food Electric, John Deere, Steelcase and
Queen City. and beverage, freight and furniture. Disney,” Chen says.
“The company has been remarkably Chen notes the company also serves
resilient and able to weather many the material-handling, metal service Operational Efficiencies
severe economic downturns over the center, military, power distribution, Cincinnati Incorporated continual-
years,” says Carey Chen, president transportation, shipbuilding and tele- ly seeks ways to achieve operational
and CEO of Cincinnati Incorporated, communications sectors. excellence. “There is significant op-

Cincinnati Incorporated Fabtech
portunity to drive waste out of the production process,” that can flex and adapt deliveries to meet the company’s
Chen says. “Waste can be in many forms, including specific needs. “For example, we used to purchase fixed
non-value added waiting and excess inventory.” quantities of steel with a defined delivery regardless of
Another initiative designed to reduce waste and save the underlying customer demand,” Chen says. “Today,
time involves the aggressive management of inventory. we have the ability to buy just what we need, when we
“The company attempts to minimize inventory wherev- need it. We share our internal business forecasts with
er possible,” Chen explains. “However, since we are in key suppliers on a regular basis, which allows them to
a cyclical durable goods industry, we occasionally man- set appropriate inventory levels to accommodate our
ufacture stock machines to level-load our production. demand requirements.”
This helps mitigate the whipsaw effect on our production Cincinnati Incorporated has overcome numerous
employees and our key suppliers.” challenges throughout the years, especially those that
Cincinnati Incorporated’s long-term success has led involve meeting customer needs, Chen notes. “Within
it to set the bar even higher. “We are diversifying into the last year, we sold a laser system in Russia,” Chen re-
new products such as big area additive manufacturing calls. “To meet the local needs of our customer, we need-
[BAAM] with new opportunities and markets,” he says. ed to change the operating voltages on the chiller and
As it explores new initiatives, the company is retooling dust collector during the installation. Rather than trying
its manufacturing plant to add capabilities and capaci- to coordinate parts deliveries and schedule our internal
ty. “We are reinvigorating the company’s never-ending service in the United States to make the required modifi-
journey of implementing lean practices and operational cations, two of our suppliers agreed to make the changes
excellence,” Chen says. in country.” mt
Meeting Expectations
“Our customers have grown to expect production-proven,
reliable machines with integrated controls and software
that are designed and built for 24-hour/7-days-a-week
operation,” Chen says. “They also expect outstanding
service, including technical support, to ensure their ma-
chines meet their demand for continuous production.”
The company guarantees quality throughout the manu-
facturing process. “At the completion of final assembly, a
thorough run-in test is performed to ensure that the prod-
ucts will perform to customers’ expectations,” he says. “In
certain instances, our customers also visit our plant in per-
son to sign off on the product prior to final delivery.”
Important Relationships
Chen notes that the products’ basic designs and func-
tionalities do not change frequently. “However, we do
offer our customers the ability to customize various op-
tions so that they tightly align with their specific man-
ufacturing needs,” he says. “Manufacturing has been
designed as large job shops, versus batch production, so
they are accustomed to the variability. If we are out of in-
ternal capacity – human resources or machine capacity –
some operations may be outsourced to qualified vendors
to ensure our target final assembly date.”
Cincinnati Incorporated maintains long-time rela-
tionships with its suppliers by partnering with ones

Midwest
48. Paslin 72. AllCell Technologies

48. 82. 54. Superior Fabrication Inc. 74. Roboworld
60. Faurecia North America 76. Elster American Meter Co.
63. Air-Way Global 78. Bennett Machine & Fabri-
Manufacturing cating
66. Phoenix Dynamometer 80. HTI Plastics
Systems 82. Kongskilde Industries Inc.
69. Major Tool & Machine 84. Royal Die & Stamping Co. Inc.

Midwest
THE HEART
OF IT ALL
the ohio economy is thriving, thanks in part to groups like the region-
al growth partnership, which is dedicated to ensuring manufacturing
remains a viable option in its area. by staci davidson
//////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
The national manufacturing industry has taken a major impact

in the past several years, as a result of the recent recession and global
competition. But many areas of the country still have a lot to offer the
industry, and as the economy gains strength, more regions are show-
ing that they are still in the game. One example is the Regional Growth
Partnership (RGP) in northwest Ohio.
“We want to showcase the manufacturing revival in our re- together to help the regional economy grow. “Our members
gion,” says John Gibney, vice president of marketing and com- work with us to attract companies that would be good for our
munications. “Manufacturing is still very much a part of who supply chain and to grow the population of skilled workers,”
we are, and there are companies her that help this region move CFO Greg Whitlow says. “Our members are really the biggest
forward with capital investments and hiring.” salesforce in the region.”
It’s taken about 20 years for the RGP to become what it is to- The automotive industry is the “bread and butter for the
day, but now it is a major resource for the area. “Twenty years region,” Whitlow says, so RGP is attracting a lot of suppliers,
ago, there was no organization that did regional economic working to add people and capacity. For example, it recently
development,” says Dean Monske, president and CEO. “Back brought in a Japanese supplier to Kenton, Ohio, which added 50
then, we did have a strong chamber of commerce in Toledo and jobs. RGP also is focused on attracting companies in advanced
a strong port authority, but no one was really dedicated to do- manufacturing, energy, food and beverage, and logistics.
ing this kind of work 24/7.” “We are showing companies best practices and have become
In 2005, the business community decided that if the area was a conduit for the education world,” Whitlock says. “We also of-
going to really be competitive, the RGP needed to be a private fer incentives for workforce training. We like to show students
entity. So it raised $9.3 million in funds from 70 local compa- that manufacturing offers a lot of advanced education – it’s not
nies and now is sustained on nothing but private contributions. a dead-end job. You actually have to be smart to do this work.”
“We cover 18 counties in northwest Ohio, but we also operate Companies, schools and students can get more info at www.
and work with three counties in southwest Michigan,” Monske jobs-ohio.com.
says. “The companies’ financial component is good, but their “We have become a conduit to connect companies with what
engagement is most important.” is happening in our state, and there is a lot of activity that we
The companies that are members of the RGP are working are excited about,” Monske adds. mt

Paslin
www.paslin.com / Revenue: $200 million / Headquarters: Warren, Mich. / Employees: 500 /
Midwest
Specialty: Assembly line systems / Kerry Hammer, COO: “We want to develop new, upcoming talent.”
paslin created its apprentice

program to teach participants
that manufacturing is high-
tech and offers a great future.
Opening Doors much better at community and junior

colleges. Only a few schools offer up-
to-date manufacturing and technolo-
paslin’s apprenticeship is designed to train the next gy training.
generation in manufacturing. by bob rakow
Poor Perceptions
Detroit-area Paslin wants to cul- The trouble is, people entering this The National Association of Manufac-
tivate the next generation of skilled field have an outdated perception of turers (NAM) agrees with Hammer’s
workers in the manufacturing indus- the manufacturing world. “Manufac- assessment. “Many view manufactur-
try, and the company is taking the lead turing has become a dirty word in high ing jobs as dark, dirty and dangerous, a
in this initiative. school,” Hammer insists. As a result, caricature of what they were decades
The United States cannot maintain too few secondary schools encourage ago,” the association said in a 2014
its position as the world’s manufac- it as a viable profession that offers report about manufacturing and the
turing leader unless it develops and good wages and benefits. next generation. “Such perceptions
maintains a skilled workforce, COO Additionally, high schools are drop- could not be further from the reality
Kerry Hammer says. “We want to de- ping shop classes – often a student’s of today’s industry. Manufacturing is
velop new, upcoming talent,” he says. first exposure to the trades – from sleek, it is high tech and it is exciting.
“The demand is so strong.” their curriculum. Offerings are not And manufacturing opens the doors

Paslin Midwest
Click here for more
on Paslin.
The program, which recently welcomed

its first 17 students, is designed to in-
troduce the next generation to modern
manufacturing. “They get trained in all
aspects of our business,” Goins says.
Students who successfully complete
the program earn an associate’s degree
and garner the skills needed to qualify
for a manufacturing job. Paslin hopes to
add six to 12 students to the program ev-
ery six months, Goins says. The com-
paslin wants to show the Advanced Cable is a rapidly growing manufacturer

younger generation that
manufacturing can offer a of custom cable assemblies as well as a distributor of bulk
range of satisfying careers. cable, wire and electronics. Advanced specializes in last
minute jobs, unparalleled customer service and guaran-
teed quality. Over the last 20 years the staff at Advanced
to long-term, high-paying and deeply reers. The program is ideal for students Cable has worked closely with The Paslin Company on
many of their weld line projects. With flexibility on both
satisfying careers from the shop floor to not interested in a traditional college delivery and pricing, Advanced Cable has created a lasting
the C-suite.” education and would like to gain pro- relationship as a trusted supplier and would like to applaud
The Paslin Company as they continue to develop and lead
Paslin believes that its apprenticeship ficiency in a skilled trade, or those who the industry.
program can open the doors to those ca- cannot afford one, says CEO Kirk Goins.

Midwest Paslin
pany works with area high schools to recruit students for

the program.
Graduates might have opportunities to work for Paslin or
continue their training at a four-year institution with tui-
tion reimbursed by Paslin.
“we design assembly lines and we

work with companies to refine
their processes. there are a lot of
things we have to work on with
our clients.” - Kirk Goins
The time is right for the ambitious program. Paslin hopes

to expand beyond the automobile industry within the next
few years and is considering entry into construction, ag-
riculture and heavy machinery, Goins says. The company
lacks the experience in those markets that it enjoys in the
auto industry but believes a well-trained, motivated work-
force could give it a competitive edge, he says.
More than 80 percent of manufacturers report a moder-
ate to severe shortage of highly skilled workers, the NAM
graduates of paslin’s
apprenticeship program can
work with the company or
continue their training.

Paslin Midwest
said in a recent report. “On average, performs. Consider, for example, ballet,” Hammer says. “It’s a feeling
manufacturers lose 11 percent of Hammer’s description of watching that’s hard to describe.” He adds that
their earnings because of increased an assembly line that his company it’s routine for Paslin employees and
costs from production delays, wasted built and assembled. members of a customer’s team to
materials and shutdowns associated “It’s like watching the Russian exchange high fives and congratu-
with the skills gap.”
Passion for the Job

Perhaps meeting Goins and Ham-
mer would be a sufficient first step
to convince these novices to consid-
er entering the manufacturing field.
Both men have a passion for the
industry as well as the work Paslin
T&M Machining Inc., founded in 1996 by Timothy

Wolf, quickly grew from a 250 square ft. shop to the 17,000
square ft. climate-controlled facility it is today. With the
help of modern machines and processes, Tim developed
innovative and creative manufacturing techniques, leading
to very competitive pricing for details and NC blocks.
Today, T&M is extremely efficient in completing jobs in a
timely fashion while striving for quality. From prototype to
production work, T&M has the means to accomplish any
type of automotive manufacturing task.

Midwest Paslin
lations when a new or adjusted assem-

bly line works as planned.
Paslin works with auto manufacturers
and their Tier I suppliers to build assem-
bly lines and offer customized solutions.
“We design assembly lines, and we work
with companies to refine their process-
es,” Goins says. “There are a lot of things
we have to work on with our clients.”
Common scenarios that lead Paslin to
work with automotive clients to modi-
fy their assembly lines include midyear
paslin works with automotive
enhancements, the need to increase or oems and tier i suppliers to
build assembly lines and offer
decrease production and the launch of a custom solutions.
new product, Goins says.
The market is extremely competitive offer innovative ideas. “That’s certainly organization. The company provides
because a few automobile manufactur- one of the interesting parts of our busi- manufacturing equipment to the glob-
ers control the space. The only ways ness,” Goins says of proposing custom- al market, while creating cost-effective
to stay ahead are to secure long-term ized solutions. manufacturing solutions that address
agreements with the manufacturers or Paslin is a full-service design build customers’ needs. It is a leader in the

Paslin Midwest
construction and integration of solidified the company as a major diverse systems can work effectively
manufacturing assembly and auto- participant in supplying vertically in- in every aspect such as cost of pro-
mation systems. tegrated turnkey systems. duction, safe work environment and
Paslin combines engineering and ability to adjust production by re-
A Storied History the management of information, so sponding to market demands. mt
Paslin started out in 1937 as a small
stamping facility in Warren, Mich.
Daniel Pasque and Donald McFarlin
incorporate the venture and named
the business after both partners.
The first facility supplied small
stamped components to the auto-
motive industry.
Paslin’s first gauging fixture was
provided to a small automotive
Tier I supplier in 1945. The fixture
was used to check and validate the
dimensions of machined parts ac-
cording to the customer-supplied
specifications. The fixtures were in-
stalled as a quality checkpoint at the
end of the assembly system. This led
Paslin to eventually supply welding
automation.
Thirteen years later, Paslin expand-
ed its services by providing body carry
fixtures, broach bars and broach fix-
tures. These fixtures were high-vol-
ume work pieces and used to machine
component parts for OEMs.
In 1980, Paslin built its first of
many welding assembly lines, which
was shipped to the General Motors
Buick City Plant. This venture start-
ed Paslin on its route to becoming a
leading provider of robust assembly
systems to automotive Tier I suppli-
ers and OEMs.
Paslin incorporated the Paslin
Engineering Group in 1997, which
SMC Corporation of America, a proud partner to

Paslin, has been providing automation solutions for over 35
years - air cylinders, fittings and tubing, directional control
valves, FRLs, pressure and vacuum ejectors and sensors.
Our advancements in electric actuators, static elimination
components, instrumentation products and engineered
specials that meet demanding requirements assure leading
edge technology for your equipment design. Visit www.
smcusa.com or 800-762-7621.

Superior Fabrication Inc.
www.superiorfab.com / 2014 sales: $71 million+ / Headquarters: Elk City, Okla. / Midwest
Specialty: Oil and natural gas production equipment
Success Story
sfi has become a prominent provider of products and
services to the oil and gas industry. by alan dorich
superior fabrication’s
lines include the company’s
three-phase separators.
When oil and gas producers need SFI in an 11,000-square-foot space tions, which included the purchase
separators, crude oil treaters and in Elk City and worked alongside of Cammond Industries Inc., in Ada,
fired heaters, they often turn to Supe- their staff of seven. Eight years later, Okla., in 2008. “Cammond was using
rior Fabrication Inc. (SPI). Based in the partners established the Superi- robotic welding and the company
Elk City, Okla., the company custom or Fabrication Inc. Employee Stock also added a robotic welding ma-
fabricates production equipment for Ownership Plan and sold their inter- chine to its operations in Elk City,”
its clients. est to the employees. SFI says.
President and CEO Terry Morse “That decision has been a great It also acquired Superior Truck-
co-founded the company in July 1997 success story for the employees who ing Service Inc., an Oklahoma cor-
with Mike Fields in the heart of the are building a substantial retirement poration, in 2012. “The acquisition
Anadarko basin oil and gas field. At that will be in addition to and supple- [allowed SFI] to bring in-house one
the time, both men saw a need for a ment their Social Security Benefits,” of its principal shippers and to capi-
quality provider of pressure vessels SFI says. talize on the mobile crane business,”
and related services. Over time, the company also add- SFI says.
Morse and Fields initially started ed space and grew through acquisi- At the end of 2014, the company

Superior Fabrication Inc. Midwest
“They also buy and sell mineral SFI acquired in 2012. It sells and
Certified Work rights and are looking into the drill- leases hydraulic jacks that are used
SFI has earned American Society of Mechani-
cal Engineers’ (ASME) U, S, T and UM stamps ing and production of oil and gas,” to raise and lower strings of pipe.
for fabrication as well as a National Board SFI says. “[SFI] manufactures these jacks for
R stamp for repairing and altering pressure Another is CASINJAC INC., which CASINJAC as well as the equip-
vessels. Additionally, “The company holds
Oklahoma licenses for welding services, as well
as repairing and installing vessels,” it says.
“SFI can also design and fabricate to other
codes and standards, such as API and ANSI,”
it adds, noting that it also offers ASME code
welding, heat treating, magnetic particle and
ultrasonic inspection, hydrostatic testing, sand-
blasting, painting, insulating and special coating.
employed a staff of more than 300

employees, and it has multiple man-
ufacturing locations with more than
184,600 square feet of fabrication
and office space.
These include two fabrication
plants in Elk City, two more in Ada,
and one in Canadian, Texas. The
company also has a field office in
Bluebell, Utah.
“In 2015, SFI celebrated 10 years
as a 100 percent employee-owned
company, and looks forward to many
more years in which both their cus-
tomers and employees will benefit
from their success story,” it says.
Under SFI’s Umbrella

SFI has three wholly owned subsid-
iaries, including Superior Energy
Inc., which was acquired in 2006 and
searches mineral titles and leasing
mineral rights on behalf of oil and
gas operating companies.
Wagner Plate Works offers heavy steel fabricating,

forming and rolling, custom plate welding and custom
plate rolling. Wagner Plate Works has the Premier Custom
Plate Welding facilities in Oklahoma, Texas and California.
With 4 shops in 3 states we have the capability to supply
any job. Wagner Plate Works is ASME Sections I and II
and PED Certified. Our sister company RMF specializes in
custom, heavy plate metal fabrication – roll forming, press
braking, punching, shearing and ASME certified welding.
RMF crafts the highest quality plate forming and ASME
Code welding - on time, at competitive prices. Contact RMF
today for custom Cones, Cylinders, Transitions, Elbows,
Fittings and more.

Midwest Superior Fabrication Inc.
In the Field
Superior Fabrication Inc. (SFI) also employs experienced field techni-
cians that provide onsite field service for its products, as well as other
production and treating equipment. The company adds that its field
services include:
> Equipment installation and startup
> Equipment testing and repair
> Equipment trouble shooting
> Gas dehydration maintenance programs
> Instrumentation maintenance and repair
ment used with the jacks, such as hydraulic power units,

intensifiers, valve stands and hinged casing spiders,” the
company says.
SFI also has Superior Trucking Service Inc., which focus-
es on intrastate and interstate trucking of oil field equip-
ment and rental of mobile cranes. “Many of the products
which it hauls are SFI products and the acquisition allows
the company to have a readily available source for the deliv-
ery of its products,” it says.
the company’s products include
its two-stage production units.
sfi custom fabricates equipment
for its clients.

Superior Fabrication Inc. Midwest
In High Demand quality control manager and vice company. “In July 1997, he left West-
SFI’s newly manufactured products president of operations. ern Fabricators Inc. to go work for
are in high demand, which it attri- SFI’s COO, Randy Morse, is also a Superior Fabrication Inc. in outside
butes to its quality and the ability to veteran of Western Fabricators who sales where he worked his way up to
meet the timing needs of customers spent more than 17 years with the his current position of COO,” it
better than competitors. These in-
clude its battery-powered TruLight
Igniter, which can be installed on all
gas-fired equipment.
SFI also has its Vapor Recovery
Unit (VRU) product line, which
captures wasted natural gas so that
it can be sold or disposed of safe-
ly. “The company has developed
unique software to run its VRU con-
troller, which differentiates it from
its competitors,” the company says.
The firm adds that its VRU prod-
uct is superior to those offered by
competitors. “The EVAC, VOC and
VRU business is booming due to
government regulations that re-
quire compliance and the company
expanded its Ada plant to accommo-
date the growth in its emissions sys-
tems business,” SFI says.
A Top Team
SFI offers its clients a staff blessed
with strong expertise, which in-
cludes co-founder Morse. Before
starting the company, Morse spent
more than 17 years with Western
Fabricators Inc., where he gained
extensive experience with roles such
as shop foreman, purchasing agent,
Amarillo Bolt Company is a family-owned fastener

and Industrial supply company that was founded in 1976 in
Amarillo, Texas to service the packaged fastener business
in family-owned hardware stores and farm coops. When
the industry began to change in the early ‘90s, Amarillo
Bolt Company began supplying industrial users in many
different market segments and diversified their product
offerings. Amarillo Bolt Company sales forces cover a
five state area with customers based all over the world in
manufacturing, oil and gas, agriculture, and our original
hardware accounts. Amarillo Bolt offers bin service, power
tools, hand tools, cutting tools, abrasives, safety supplies
and many other hardware and industrial items. Amarillo
Bolt Company has a management team with a combined
ninety years of industry experience and a sales force with
over seventy five years of experience.

Midwest Superior Fabrication Inc.
Broad Lines
SFI provides a wide range of production equipment to its clients, including:
> Water flood knockouts
> Sand separators
> Gas production units
> Heated separators
In the transmission/midstream equipment arena, the company also
offers:
> Pig launchers/receivers
> Slug catchers
> Filter and coalescing separators
> Point of delivery line heaters
sfi offers gas treating and > Dehydrators
processing equipment such as
its glycol regeneration units. SFI’s lines also include gas treating and processing equipment, such as:
> Amine gas treating equipment
says. “He has direct responsibility for all manufacturing > Mole sieve contractors
operations of the company.” > Sweetening, fractionation, dehydration and distillation towers
Chief Financial Officer Robert Lakey also serves as the > Glycol regeneration units, exchangers and filters
general counsel and an ESOP trustee for SFI. “[He] prac- > Solid catalyst and liquid sweeting contractors
ticed law and owned and operated several businesses af- > Bulk and cartridge-type charcoal absorbers
> Condensers
ter his honorable discharge from the U.S. Army in 1974,”
> Accumulators
Other oil- and gas-related equipment the company manufactures
includes:
> Direct fired vaporizers, boilers, economizers, flash tanks, deareators
and steam drums
> Bulk storage tanks and hoppers
> Water treatment vessels
> Custom pressure vessels
> Valves and controls
The company also offers farm and commercial Cammond Industries’
brand products:
> Box scrapers
> Box and rear blades
> Ripper bars
> Landscape rakes
> Rotary cutters
> Tandem disc harrows
> Pallet forks
> Aerators
SFI offers a one-year warranty against defective workmanship and ma-

terials for the equipment it produces. “There [have] been no significant
warranty claims since starting the business in 1997,” the company adds.
the company says. Chief Engineer Tim Rickel previously

worked for Western Fabricators as a draftsman and grew
to engineering and quality control. In 1997, he joined SFI
where he is in charge of engineering, product design and
specifications. Additionally, “He manages the engineer-
ing department as well as the quality control depart-
ment,” the company says. mt

Faurecia North America
www.faurecia.com / HQ: Auburn Hills, Mich. / Mark Stidham, president, North America: Midwest
“Being able to set yourself apart from the competition in our core areas of expertise is important.”
commercial vehicle side of the busi-

ness growing a lot.
In all of the market segments Fau-
recia North America and its global
parent serve, Stidham says its success
is being driven by its willingness and
ability to create solutions for its cus-
tomers. Whether these solutions are
to help OEMs drive their own inno-
vation or react to the ever-changing
regulatory environment, Faurecia has
been at the forefront of developing
new products that keep its customers
on the right track.
Forward Thinking
Faurecia is the result of a 1997 merg-
er between two major European au-
tomotive components suppliers, one
of which was a subsidiary of French
faurecia is one of the largest global
suppliers of automotive seating,
automaker Peugeot. Stidham says
interior systems, exteriors and
emissions-control systems.
the company’s deep roots and the
long-term stability it has demon-
Out in Front strated in its various incarnations

are major attractions for automakers
around the world. “The one thing I
faurecia leads through innovation and would say about Faurecia is our com-
mitment to the interiors business is
creative technology. by chris petersen continuous, and our global footprint
makes us very attractive and stable,”
By definition, a leader is out in market segments, and Stidham says Stidham says.
front, taking the first steps down a that is the company’s goal for North However, the company’s past is
path and voluntarily accepting what- America and elsewhere. only part of what makes Faurecia a
ever risks may come. There can be “That is a driver for Faurecia,” he global leader. Stidham says the com-
no leadership without a willingness says. “We want to be No. 1 or 2. We pany understands that it needs to
to do things no one else has attempt- think it’s important to have that crit- evolve continuously to keep up with
ed and to be the first to face whatev- ical mass.” the changing needs of its OEM cus-
er challenges come with those bold Globally, Faurecia is one of the tomers. In every segment that the
decisions. It should be no surprise, largest suppliers of automotive seat- company serves, Faurecia has brought
then, that Faurecia North America ing, interior systems, exteriors and a forward-thinking attitude and lever-
President Mark Stidham says the emissions control systems. Nearly 25 aged its worldwide R&D capabilities,
company owes its position as a lead- percent of the company’s total sales allowing it to create some of the most
er in every market segment it serves – approximately $6.2 billion – are advanced and solutions-focused com-
to its innovation and willingness to generated in the United States. The ponents on the market today.
push the boundaries of the automo- company’s North American custom- Stidham says auto manufacturers
tive components market. Globally, er base includes major automotive are experiencing a serious shift in
the company is recognized as either OEMs such as Ford and Chrysler, and their priorities thanks in large part
No. 1 or No. 2 in all of its four key Stidham says Faurecia is seeing the to increasing concerns over environ-

Midwest
Click here for more

on Faurecia.
mental impacts and fuel economy. Auto OEMs today want

components that offer significantly lighter weight than in
years past to save on fuel consumption, and they also want
emission control systems that reduce the ecological im-
pact of their vehicles while also creating greater fuel effi-
ciency. Stidham says Faurecia makes these things happen
for its customers.
“I would say without a doubt, [our strength] is engineer-
ing and technology that’s associated with driving these
products in the direction our customers are either driving
us or are being driven by regulatory changes,” Stidham says.
Recent Innovations
The company broke into emissions control in 2010 with the
acquisition of Emcon Technologies, itself already a leader
in the segment worldwide. Stidham says the segment is one
of the most technologically advanced areas of the automo-
tive business, as well as one where the potential to innovate
has barely begun to be tapped. “The emissions business is a
very attractive business for us for many reasons,” he says.
“We see it as a very solid business going forward.”
One of the most significant advancements Faurecia
made in the emissions control sector recently was solving
customers’ needs for systems that use as little materials as
possible. Utilizing thin-walled materials – such as tubing
less than a millimeter in thickness – is the ideal for these
systems, but the technical challenges of using these ma-
terials were too much for many manufacturers. “The ob-
stacle to that in the past has been the ability to weld thin
materials like that or dissimilar thicknesses of materials,”
Stidham says.
Faurecia developed a unique induction brazing technique
that has proven highly successful and efficient for marrying
thin-walled materials together. Stidham says the company
faurecia continuously
evolves to keep up with
the changing needs of its
oem customers.

Midwest Faurecia North America
use of resin combinations with natural

elements that allow for significant light-
weighting of plastic components with-
out sacrificing strength.
Stidham notes that the company also
is looking into using more composites
and carbon fiber technologies in interior
modules like instrument panels.
Reducing weight also is an increasing-
ly important part of the company’s work
in seating and exteriors, Stidham ex-
faurecia is responding to
oem demands for reduced
plains. He says the company’s extensive
environmental impact and and ongoing research and development
improved fuel economy.
give it the opportunity to be a leader in
also has been successful in designing onators in some cases or reduce the size innovation in that area. As it innovates,
adaptive valves in exhaust systems to re- of some resonators,” he says. Faurecia will continue to stay in front of
duce noise with fewer materials. All GM the pack.
trucks are outfitted with adaptive valves New Horizons “Being able to set yourself apart from
from Faurecia because of their efficient On the interiors side of the business, the competition in our core areas of ex-
design. “You can literally eliminate res- Faurecia drives innovation through the pertise is important,” Stidham says. mt

Air-Way Global Manufacturing Co.
www.air-way.com / Projected 2015 revenues: $50 million / Headquarters: Olivet, Mich. /
Midwest
Employees: 575 / Specialty: Hydraulic fittings and adapters
The ‘Air-Way Way’

air-way manufacturing co. gives its employees the
tools to meet clients’ needs. by jim harris
When Air-Way Manufacturing

Co. first attained ISO 9001 certifica-
tion fifteen years ago, many of Pres-
ident of Manufacturing and Engi-
neering John Hamm’s manufacturing
industry peers cautioned him “every
day will be an audit day.” This pros-
pect has proven to not be particularly
daunting for the Olivet, Mich.-head-
quartered hydraulic fittings manufac-
turer. “We’re ready every day,” Hamm
says. “We use ISO to our advantage.”
The company’s internal quality
processes and management philos-
ophies – many of which are strongly
influenced by value-added and lean
methodologies – ensure its constant
readiness for any kind of close scru-
tiny, ISO audit related or otherwise.
“Back in 2008 and 2009, when things
in the economy were bad, we were air-way manufacturing is led in
part by coo kim deyoung (left)
forced to take a serious look at every- and president of manufacturing
and engineering john hamm.
thing we were doing, and created our
own lean program which has evolved process improvements were put into prioritize based on what your big-
over the years,” Hamm says. “We go place following the hiring of a consul- gest constraint is,” Hamm says. The
out of our way to create one best way tant who in 2011 led Air-Way through company’s constraint management
of doing things, and that’s the ‘Air- a “competitive operational journey,” program includes a program of “lay-
Way way.’” COO Kim DeYoung says. ered audits,” where employees and
The “Air-Way way” includes ongo- Like many journeys, the road hasn’t management staff audit each other’s
ing employee training and process always been completely clear. “Some- work, he adds.
improvement programs including a times we implement things that don’t
“toolbox” on each employee’s com- stick, and when that happens there’s a A Willing and Able Staff
puter. The topics in the toolbox are ar- reason for it,” Hamm says. “Often it’s Hamm credits Air-Way staff for their
ranged by drawer and they range from a challenge to figure out why, but we willingness to adapt to not only chang-
helping the user deal with HR-related always maintain a sense of urgency es within the company itself, but also
problems to providing assistance in and constancy of purpose to meet our the needs of its customers. “I’m most
constraint management through pro- goals, and that’s very important to us.” proud of our people; we have a dedi-
cess review. The company also collab- Knowing which goals are most cated and creative staff in every facil-
orates closely with vendors on lean important can also be challenging. ity and every plant, and we’ve empow-
practices by visiting suppliers’ facili- “There’s a zillion things you can ered them to be that way,” Hamm says.
ties and vice versa. Many of Air-Way’s work on every day, but you have to “Our people genuinely care and are

Midwest Air-Way Global Manufacturing Co.
air-way uses single and

dual-turret cnc lathes,
vertical machining centers
and other equipment.
responsive to customer requests. livery performance, has earned it the

Many companies talk about respon- recognition of clients including John
siveness, and some do it better than Deere, which this year gave the com-
others can, but we are awesome at it, pany a supplier diversity award. The
and that is a feather in our cap.” award recognizes the company’s over-
Established in 1950 by John Hamm’s all business relationship with John
grandfather, Air-Way today is the larg- Deere, noting in particular its respon-
est independent hydraulic fittings siveness to requests and ability to re-
and fitting adapter manufacturer in solve problems and share information.
the United States. The company’s Only two John Deere suppliers are giv-
products include carbon steel and en the award each year.
stainless steel hydraulic fittings such
as the O-Ring face seal, its top-selling Quick Response
product line. The O-Ring face seal is a Air-Way maintains its headquarters
leak-free fitting designed to operate and two manufacturing facilities in
at high pressures. Olivet, Mich. The company also op-
The company’s primary clientele erates a manufacturing facility in
includes OEMs in the agriculture, Hamilton, Ind.; and final assembly,
construction and material handling packaging, and shipping in Edgerton,
industries, as well as distribution. “We Ohio; with subsidiaries in Lavonia,
align ourselves with the needs of our Mich., Vancouver and Edmonton. In
customers large and small, whether addition, an Air-Way manufacturing
through design, building kits or special plant in Shangdong Province, China,
packaging – you name it, we go out of helps serve the international market.
the way,” DeYoung says. The company’s manufacturing pro-
Air-Way’s ability to design products cess includes the use of single- and du-
to customer specifications, as well as al-turret CNC lathes, vertical machin-
its higher than 95 percent on-time de- ing centers, rotary transfer machines,

Air-Way Global Manufacturing Co. Midwest
through its use of the Micronite pre- measurement prompting them to

Community Connections dictive process control system. Op- make adjustments to the machine
In addition to maintaining close contacts
with vendors and customers, Air-Way also erators use electronic gages to input when variances are detected. “The
prides itself on making connections within the key and critical characteristics into idea is that, with this system, we will
communities it operates. Each Air-Way plant the system, which then analyzes each never run a bad part,” Hamm says. mt
has a communications team that meets quar-
terly to discuss fundraising efforts including
donations to breast cancer research advocacy
organizations, CEO John Hamm notes.
The company also supports MS research
efforts in a number of ways including its cre-
ation of “The Air-Way Cookbook,” a collection
of employee recipes. Proceeds from sales of
the cookbook go toward Walk MS and other
fundraising events, Hamm adds.
screw machines and EDM machines.

“We like to control as many parts
of the manufacturing process as we
can, so we are able to respond to cus-
tomer requests as quickly as possi-
ble,” Hamm says.
Air-Way runs lines of both stan-
dard and custom products on an
around-the-clock basis to fulfill cus-
tomer requirements. “Sometimes
the requests we receive from cus-
tomers are cut-and-dried, meaning
we’ll make a print, provide a quote
and then produce the fitting. Oth-
er times they are custom configu-
rations and require design reviews
with customers,” he adds. The
company is capable of performing
pre-production runs and sending
customers sample fittings for fit up
before the larger production runs
are performed.
The company assures the quality
of the parts it manufactures in part
Champion Screw Machine Engineering, Inc.

It has been a pleasure doing business with Air-Way Manu-
facturing for over 30 years. The people at Air-Way are very
knowledgeable and easy to work with. As a family owned
business, Champion puts great value into our relationship,
history and the common bond of American Manufacturing
that ties us together. Champion provides Replacement
Parts, Tooling, Attachments, Accessories, Field Service, Ma-
chine Repairs and Rebuilding, and is a proud supplier to Air-
Way. Thank you for the past, present and future business
relationship and congratulations on 65 years of business.
For more information call (800) 727-2763, email sales@
championscrew.com or visit www.championscrew.com

Phoenix Dynamometer Systems LLC
www.phoenixdyno.com / HQ: Sturtevant, Wis. / Drake Miller II, VP: “We started from scratch Midwest
on everything, and our products are thus much more modern than any other products on the market.”
Starting From Scratch

phoenix dynamometer says its clean-slate approach to design and
development makes it a better partner for its customers. by chris petersen
phoenix dynamometer serves

a global customer base with
increased system performance
and an affordable cost.
Sometimes, a company leads its variety of vehicles. As Vice President Today, Phoenix Dynamometer has
particular industry because it has Drake Miller II explains, being able to grown quickly to become a global
a long legacy of products and tech- look at its customers’ needs through a company, servicing customers around
nology that reaches back decades. In completely fresh set of eyes has been the world. Miller says everywhere the
some cases, however, a company’s the key to the company’s success. company does business, it faces some
willingness to go back to the drawing Miller and the other principals of the strongest competition around
board and start over completely from spent years working for a competing in the form of much larger manufac-
scratch is what gives it the edge over dynamometer manufacturer before a turers. Most of the company’s larger
its competitors. round of major changes made it clear competitors have been in the business
That’s the story of Phoenix Dyna- that the company would no longer for decades, and have more resources
mometer Systems LLC, a Wiscon- be in a good position for the future. at their disposal. “We’re typically up
sin-based design-build manufactur- It was shortly after that in 2008 that against a very mature competitor,”
er of dynamometer systems used in Miller and several of his co-workers Miller says.
chassis and engine applications for a left to found Phoenix Dynamometer. Nevertheless, Phoenix Dynamom-

Phoenix Dynamometer Systems LLC Midwest
eter’s youth has been a major advan- itors is another advantage Phoenix that the company can provide cus-
tage for the company, Miller says. Dynamometer brings to the table. tomers with more efficient and per-
Even though it doesn’t have the re- He says this means the company’s sonable service. “We’re very in tune
sources its larger competitors do, employees all wear many hats and with our customers, they know that
Phoenix Dynamometer is catching put in long hours, but it also means if they need anything they can call
up to them quickly, based on the un-
beatable offer of increased system
performance at an affordable cost.
New Legacy
Miller says the principals at Phoenix
Dynamometer made the decision
early on to throw out all of the legacy
designs they had been working with
for years and design a new set of dy-
namometer products. “What sets
us apart from our competitors that
have 50, 60, 70 years of experience
is that when we started Phoenix,
we started with a brand-new slate,”
Miller says. “We started from scratch
on everything, and our products are
thus much more modern than any
other products on the market.”
Because Phoenix Dynamome-
ter isn’t tied to legacy products,
its products are as technologically
advanced as possible, with more ef-
ficient mechanical components as
well as the latest software. Miller
says the company’s competition is
limited by its legacy products be-
cause technological advancements
have to be reverse-engineered to
accommodate the older technolo-
gy. “Legacy is one of the things that
keeps the competition from moving
forward because they have to service
the large amount of products that
are already out there,” Miller says.
“We’re not bound by that because all
of our solutions are designed for to-
day and tomorrow, not for anything
in the past.”
Small and Flexible

Miller says the company’s relatively
small size compared to its compet-

Midwest Phoenix Dynamometer Systems LLC
us on Sundays,” Miller says. “For us, “legacy is one of the things that keeps the com-
every single customer we run into is a
customer who is important to us.”
petition from moving forward because they have
Many of these customers have be- to service the large amount of products that are
come so used to the type of legacy prod- already out there.” - Drake Miller II
ucts offered by Phoenix’s competitors
that they are skeptical of the company’s
products at first. However, Miller adds, and is dedicated to helping them by de- No matter what the future holds for
once customers have an opportunity to livering true system solutions that have Phoenix Dynamometer or how much it
see Phoenix Dynamometer’s products the highest ROI in the industry. grows, Miller says the company wants
in action and understand the advanced to retain the small-business culture it
technology at play, the majority choose Expansion Focused has developed over the last few years.
to go with Phoenix. Miller says Phoenix Dynamometer’s The company’s ability to work closely
Phoenix Dynamometer’s design-build focus over the next few years will be with its customers is appreciated, and
expertise, flexibility and personalized on expanding its capabilities to better has contributed to the extremely high
service mean there is practically no serve its expanding customer base. He customer satisfaction rate that Phoenix
system that the company can’t cost-ef- sees the company adding more people Dynamometer enjoys today.
fectively design and manufacture for and engineering and manufacturing re- “Every single one of those customers
its customers. Miller says the company sources soon, including a move into a would give us a letter of recommenda-
never turns down a customer’s request larger space. tion,” Miller says. mt

Major Tool & Machine
www.majortool.com / HQ: Indianapolis / Joel Manship, director of business development:
Midwest
“At the end of the day, you’re looking for the opportunity to bring added value to the customer.”
Greater Value
major tool & machine says it provides its customers with
turnkey services with skill and diversity. by chris petersen
major tool & machine takes pride

in being a leader in manufacturing,
engineering, fabrication, precision
machining and assembly services.
If you want to understand Major engineering, fabrication, precision nuclear markets. Although Major Tool
Tool & Machine’s position in the mar- machining and assembly services. & Machine faces strong competition
ketplace, all you need to do is look at Since 1946, Major Tool & Machine from domestic and foreign sources
the customers it serves. According to has concentrated on serving the needs as well as from its own customers in-
Director of Business Development of critical applications customers house manufacturing in some cases,
Joel Manship, Major Tool & Machine across the country. Today, the compa- Manship says the company has the
serves a broad variety of OEMs from ny has more than 600,000 square feet strengths necessary to remain on top,
multiple industries, the majority of of manufacturing space in Indianapo- and it works tirelessly to ensure that it
which fall into the Fortune 1000. The lis and has grown to serve customers never stops trying to improve.
size and diversity of the company’s in the international market, as well.
customer base reflects well on Major Among the customers the company Small But Capable
Tool & Machine, which has become a serves today are leaders in the aero- One of Major Tool & Machine’s best
leader in providing manufacturing, space, defense, power generation and features is that the company has a

Midwest Major Tool & Machine
“this allows our customers to place lows our customers to place a broader breadth and
depth of work at one location, with confidence, mini-
a broader breadth and depth of work mizing their supply management effort and associated
at one location, with confidence, costs,” he notes.
minimizing their supply management The fact that Major Tool & Machine is a small, pri-
effort and associated costs.” vately held company means that it can offer large-scale
capacity and capabilities but with the structure and
cost of a small business. This means the company’s cus-
large amount of capacity despite being considered a tomers can deal with Major Tool & Machine on a more
small company. “Even though we’re a small business by personal level, and with lower overall costs, but still re-
U.S. government standards, we are a good-sized small ceive the same level of service they would from a much
business,” Manship says, adding that the company’s larger company.
600,000-square-foot facility gives it a healthy amount of
capacity to meet customers’ needs. Turnkey Services
“What that allows us is to bring to bear capabilities The breadth and depth of the services provided by Major
and capacity that is on par with many of our customers Tool & Machine allows the company to be a best-value,
with their in-house manufacturing,” Manship adds. turnkey provider of engineering, fabrication, machining,
In addition, in an era of Fortune 1000 OEM’s being fo- assembly and testing services, Manship says. This has
cused on supplier consolidation, Major Tool provides been one of the most important elements of the compa-
expanded, turnkey capability and capacity. “This al- ny’s success over the years. “At the end of the day, you’re
looking for the opportunity to bring added value to the
customer,” Manship says.
Many of the company’s customers are looking for any
way to reduce their costs they can find, and for many of
its larger customers those options include performing
the work themselves in their own facilities. This in effect
puts Major Tool & Machine in competition with its own
customers in some cases.
Not only does the company need to offer a better value
to its customers that can do the work for themselves, but
Major Tool & Machine finds itself competing with larg-
er and more varied competitors thanks to consolidation
and globalization. “You have to compete today not just
with your domestic competition, but also with your in-
ternational competition,” Manship says.
Many of the company’s customers, especially in the
aerospace and defense sectors, also are undergoing con-
solidation. The companies that result from these merg-
ers and acquisitions are larger and have more extensive
needs, but Manship says the cradle-to-grave capabilities
Major Tool & Machine offers with the agility and cost
control of a smaller company make it more than capable
of serving those customers’ needs.
Our People Make The Major Difference

Another crucial element for Major Tool & Machine’s suc-
cess is its people, Manship says. The company spends a
lot of time and resources on training to expand its base

Major Tool & Machine Midwest
On the retention side of the equation,

the company recently expanded its on-
site wellness facility, and established
an on-site health clinic, which Manship
says is unique for a business of Major
Tool & Machine’s size.
With a full-time physician and phy-
sician’s assistant on staff, the compa-
ny’s employees and their families have
access to healthcare and wellness pro-
grams when they need it, which is a sig-
nificant advantage for the company in
its breadth of capabilities retaining employees.
allows major tool & machine
to be a best-value, turnkey With all of these pieces in place, Man-
provider of services.
ship says, Major Tool & Machine sees a
of skilled labor and also to retain them to training program. These programs and lot of positives on the horizon. “Where
provide consistency. its training help ensure that the people we are and where we’re going to be, we
Recently, Major Tool & Machine re-in- Major Tool & Machine brings into the anticipate 10 to 15 percent growth year
stituted a machinist apprenticeship pro- company will have the most advanced over year, doubling in revenue by 2023,”
gram, and expanded its’ in-house welder knowledge in the industry. he says. mt

AllCell Technologies
www.allcelltech.com / HQ: Chicago / Said Al-Hallaj, CEO: “We’re learning on the go and it’s Midwest
fascinating. Our strength is that customers come to us, we quickly adapt and customize solutions.”
we couldn’t keep up with our com-

petitors that way. So, that was a good
call on our part that luckily was right.
At the time, we had to go against the
common sense of the industry, which
wasn’t easy.”
AllCell has learned that one size
does not fit all, a key fundamental
of its industry. But customers are
becoming more educated about
the products in the battery world.
Therefore, everything is produced
with the highest quality. “Our sup-
pliers across the board are quali-
ty-conscious,” Al-Hallaj says. “We
make sure we work together, to get
it to where we all hope it will be. It’s
a continuous process but we learn
something new every day.”
Managing inventory is another
allcell continuously works
with its suppliers and is
struggle. Assembling the battery is
developing best practices to
ensure high quality.
all about perfect timing and coordi-
nating with suppliers and customers,
Charged Success so the company needs to ensure it

doesn’t under-stock or overstock.
“You have to work with suppliers
allcell attributes its success to its people and to make sure they understand the
complexity of what you’re doing with
proprietary solutions. by stephanie crets the timely delivery,” Al-Hallaj says.
“We’re going through massive grow-
Recognized as a leader in several to license this technology while also ing pains and trying to adopt best
thermal management technologies founding his own company. practices. We’re not fully automated
for batteries, AllCell Technologies Al-Hallaj had to leave his job at IIT just yet, so we have to be careful of
creates lithium-ion batteries with in 2008 and run the company full what we pick and implement.”
high performance and high cycle life. time because it was having trouble
The company was established in 2001 raising capital and competing in the All About the People
by former Illinois Institute of Tech- electric vehicle market, which is the A key to figuring its processes out
nology (IIT) professor and now CEO market many of its competitors were is AllCell’s human element. “We’ve
Said Al-Hallaj. focused on. Therefore, it changed managed to come up with new meth-
At IIT, Al-Hallaj worked on a pro- the business model and instead foods and ways to assemble batteries
gram combining fuel cells and safety cused on light electrical vehicles and ensure safety and quality control
to optimize the design of lithium-ion (LEV), such as bikes, scooters and in the process itself, not just with
batteries. He discovered a proprietary four-wheelers, and stationary appli- highly trained staff but in battery per-
material that absorbs and disperses cations for residential, commercial formance and safety,” Al-Hallaj says.
heat to keep batteries functioning at and smart-grid applications. AllCell’s workers have decades of
a safe temperature, preventing ther- “As a small company, we’d been experience in the automobile and
mal runaway while also managing the working on research and develop- other manufacturing industries and
cells’ temperatures. Al-Hallaj decided ment projects,” he says. “I realized adapted their knowledge to the bat-

AllCell Technologies Midwest
Click here for more
on All Cell Technologies.
tery-manufacturing industry. Train- AllCell will be attending the Battery/ product in the market and another
ing is constant and Al-Hallaj feels Critical Power Expo in Novi, Mich. decade to grow and establish your-
lucky that the company is close to so Al-Hallaj warns that this industry selves. You have to be patient. This
many top engineering and manufac- is not for the timid. “It’s crazy!” he is not the right place for a quick hit-
turing schools in Chicago. says. “It can take a decade to get a and-run.” mt
“We reach out to some of the state
and city programs and trade shows,
and we talk to people,” he says. “Un-
fortunately for us, there’s no text-
book how to get things done. We’re
learning on the go and it’s fascinat-
ing. Our strength is that customers
come to us, we quickly adapt and cus-
tomize solutions.”
AllCell focuses on small- to me-
dium-sized customers, so it doesn’t
have to implement these methods
for a high-volume environment. And
with team assembly, AllCell lowers
its capex, while maintaining quality
and performance.
The company started with only
seven people, but now employs 45
diligent, knowledgeable workers.
“It’s incredible,” Al-Hallaj says. “I
could not feel better about the quali-
ty of people we have here.
AllCell is eager to share its insights
with the battery world and partici-
pates in three to four expos a year. It
will usually have a booth or partici-
pate in panels to discuss the latest
lithium-ion technology. “Since we’re
based in Chicago, there are so many
expos here that we can attend and
meet people without taking a big hit
on the budget, so we take advantage
of that,” Al-Hallaj says. This year,
Arbin Instruments has provided AllCell Technologies

with high quality and reliable battery test equipment for
over ten years. Ranging in power, AllCell has utilized Arbin’s
cell, module, and pack test equipment to test and develop
their entire range of products. Arbin’s ability to scale and
grow with customer demands allows for a smooth transition
during the phases of new product development. The long
term partnership with AllCell is an example of Arbin’s dedi-
cation to helping companies develop and test cutting edge
technology. Arbin understands the vital role energy storage
plays in our everyday life and its importance to our future,
and will continue to work hard to provide the best service
and test equipment as a tool for both research and industry.

Roboworld
www.roboworld.com / Headquarters: West Chester, Ohio / Chris Tur, president, CEO: “Our Midwest
strength is to tailor each suit to the robot’s individual architecture and manufacturing environment.”
Customized Suits
Two decades later, Roboworld offers
a variety of products designed for au-
tomation in manufacturing settings,
says Tur, who took over leadership of
the company in 2015. The company’s
Robosuits® are designed to fit over
the casting of a robot. The suits cover
the robot’s joints, stationary base and
terminate at the tool flange, Tur says.
The economics of investing in a
Robosuit® can be quite compelling,
especially considering the cost to re-
place a single joint on a damaged ro-
bot can easily exceed that of an entire
suit. “We encourage our customers to
calculate the cost of an hour’s worth
of production and then project the
losses associated with a robot sit-
ting idle for days while replacements
parts are sourced and repairs com-
pleted,” Tur says.
roboworld’s robosuits help protect
robots from extreme temperature,
Roboworld designs suits to keep
molten slag and splatter. pace with the gamut of today’s broad-
Suiting Up
based manufacturing applications.
These include protection from ex-
tremes of temperature, molten slag
and splatter, corrosive chemicals,
roboworld creates gear for robots operating explosive dusts and high-pressure
in extreme environments. by bob rakow wash applications. Non-traditional
applications also include radar-ab-
Industrial robots have changed the tion more than 20 years ago when he sorbing, food processing and han-
face of manufacturing, helping compa- worked in the automation industry. dling, pharmaceutical and low-earth
nies become more competitive via in- “He was canvassing the market for orbit (extreme vacuum/low-tem-
creased speed and productivity while people who could protect the robots peratures) applications.
at the same time reducing costs and re- and was coming up empty handed,” In the food-processing industry,
moving humans from potentially dan- says Tur’s son, Chris Tur, president for example, the suits perform two
gerous and harsh working conditions. and CEO of Roboworld. Charles Tur functions. They protect food prod-
But there are numerous environ- founded the West Chester, Ohio- ucts from the grease and oils that
ments in which robots might not op- based company in 1993. could potentially escape from the ro-
erate without appropriate protection. Tur said his father “expanded the bot, and they protect the robot from
Robots used for applications such as envelope for robotics” by developing the harsh disinfection and steriliza-
die casting, high- and low-pressure protective suits that allow them to tion chemicals required in many in-
washing, and media blasting applica- function in environments that previ- stances, Tur says.
tions often-times require protection ously were off limits. “He saw there Suits range in price depending on
to shield them from extreme manu- was an opportunity to grow the mar- several factors, including the size of
facturing conditions. ket beyond what an unprotected ro- the robot, the degree to which the
Charles Tur sought out such a solu- bot could offer,” he says. robot must be covered, the environ-

Roboworld Midwest
Click here for more
on Roboworld
ment the robot is exposed to, and

the material required to protect the
robot, Tur says. The company has in-
troduced 10 new Robosuit® patterns
through September 2015, keeping
pace with new robot introductions
from OEMs, including ABB, Fanuc,
Kuka, Universal Robots and Yaska-
wa-Motoman.
Roboworld participates in a com-
petitive marketplace, but relies on
customization to maintain an advan-
tage. “Our strength is to design each
and every suit to the robot’s individ-
ual architecture,” Tur says. “It’s not
simply a tarp thrown over the arm.”
Robosuits® preserve the full operat-
ing envelope of the robot and, given
their form-fitting design, will not in-
terfere nor snag on other equipment
within the manufacturing cell.
Roboworld also offers a wide range
of protective products for much of the
support equipment exposed to harsh,
penetrating environments, such as
gripper covers, controller covers,
teach pendant bumpers and vision
system/laser covers.
Expanding the Business

roboworld is developing
Tur flew A-6E “Intruders” from the new products to gain
marketshare in the global
decks of Navy aircraft carriers and industrial sector.
worked for General Electric before
joining the family business in 2013. in 2012, and is projected to reach $41 new domestic distributors and two in-
Charles Tur remains involved in the billion by 2020, according to an Allied ternational distributors.” Roboworld
company, as does his other son, Mike, Market Research report. “Given the is also introducing its Pendant-Ar-
who has led sales for Roboworld for right mix of products and segments, mor™ line of conformal fitting bum-
the past 16 years. there is potential for significant pers to provide drop-protection for
For several years, Roboworld fo- growth,” Tur says. teach pendants later this year.
cused largely on the U.S. auto manu- To gain market share, Tur has di- “We work diligently to maintain
facturers as well as their Tier I and II versified the company’s client port- relationships with all major OEMs,”
suppliers, but Tur sought to expand folio and introduced new products. Tur says. He adds that the company
the company’s reach. “I saw that the “We are actively engaging customers has also embarked on dialogue with
business was uniquely positioned for and integrators across the aviation/ universities and research institu-
growth,” he says. The global robotic aerospace, material-handling, food tions to stay abreast of emerging
systems market, including software processing/packaging and automated technologies, identify trends and
and other related infrastructure welding segments,” Tur says. “Since keep pace with new manufacturing
goods, was estimated at $26 billion 2013, we have collaborated with four process developments. mt

Elster American Meter Co.
www.elster.com / Global revenues: $1.3 billion / Headquarters: Nebraska City, Neb. / Midwest
Employees: 1,200 / Specialty: Gas measurement and regulation products
The Measure of Success

elster american meter co.’s focus on quality and safety helps its gas meters
remain the standard in homes and businesses across the united states.
elster american is a market- Millions of homeowners across
leading manufacturer of
diaphragm-style gas meters. the United States are familiar with
Elster American Meter’s products,
whether they know it or not. “We es-
timate that every six of 10 homes has
one of our residential gas meters on
it,” the Nebraska City, Neb.-head-
quartered gas measurement and reg-
ulation product manufacturer says.
“Chances are, if you were to look, you
probably have one of our meters on
your home, hopefully.”
The company, a business unit
of German manufacturer Elster
Group GmbH, manufactures dia-
phragm-style gas meters under sev-
eral brand names including American
Meter, Canadian Meter, Perfection,
Gas Depot and Instromet. The com-
pany also produces regulators and
mechanical fittings for its gas meter
lines. Elster American’s top-sell-
ing gas meter is the American Meter
AC250, which has sold more than 41
million units worldwide.
Elster American prides itself on
being able to deliver a solution that
extends “from the gas main during
the street and right up to the home,”
the company says. “We can deliver a
full solution beyond just the meter –
we offer a full method of getting gas
to the home safely.”
In addition to its residential prod-
uct lines, the company also serves
commercial and industrial custom-
ers with meters such as its RABO
line, which is designed to monitor
high-density gas flows.
The company’s newest product for
the U.S. market is the BK250 gas me-
ter, which is designed to meet global

Elster American Meter Co. Midwest
gas regulation standards. Before its launch, Elster Ameri-

can engaged a focus group of customers to ensure that the
meter’s features meet customer needs. “This was a big ad-
vantage to us, because this allows us to know that we were
putting out the products that our customers truly need,”
the company adds.
High Priorities
Elster American operates six facilities in North America
and South America. The majority of the company’s meters
are produced in Nebraska City. That facility’s manufactur-
ing operations include machining, metal forming, manual
assembly and subassembly.
All of Elster American’s products are manufactured to
the highest quality possible. “When customers buy our
product, they know they are getting good value for their
dollar,”the company says. “Most of our customers will tell
you this is one of the better products they’ve seen.”
Elster American’s six manufacturing facilities are ISO
9001, ISO 18001 and 14001 certified and operate extensive
quality systems. The plants also operate extensive lean
manufacturing programs.
The company offers continuous training programs to its
manufacturing employees. These training programs stress
health and safety in particular.
“When you’re dealing with natural gas, safety has to be
your No. 1 priority,” the company says. “We want our people
to be able to identify any condition that could be unsafe.”
Elster American also offers skills-building and career
path programs. “One of the greatest competitive advantag-
es we have is our employees and the pride they take in their
work,” it adds. “I’m proud that our staff has the opportunity
to grow and try new things in their career.”
Part of the Community

Elster American’s ISO certifications for quality, health
and safety, and the environment recently earned it two
awards from the North American Manufacturing Leader-
ship Council. The awards recognized the company’s sup-
ply chain innovation as well as its sustainability programs.
“Health, safety and the environment are important to us
because those are things that involve doing the right thing
for the community,” the company says.
Elster American has been in Nebraska City since 1954,
and traces its history back to 1836. The company’s commu-
nity activities include involvement in local business devel-
opment committees as well as charities in each of the towns
it is located in. mt

Bennett Machine & Fabricating
www.bmandf.com / Annual revenue: $20 million - $40 million / Headquarters: Anamosa, Iowa /
Midwest
Employees: 95 / Specialty: Full-service machine shop
bennett machine & fabricating

says it is known for its on-time
delivery and high-quality services.
Mission-Driven manufacturing space in 2005, and

today has about 140,000 square feet.
The second generation of family own-
bennett machine & fabricating has become a top ership took control of the company
vendor for oems in agriculture. by eric slack in 2010 and soon after achieved IS0-
9001-2008 certification.
The company manages all steps of
Founded in Iowa in 1973, Bennett the customer needs it,” co-owner and the process for customers, providing
Machine & Fabricating has grown Vice President of Engineering Char- complete parts with outside process-
considerably since its early days serv- ley Martin says. “We provide machines if necessary. It manages the pur-
ing local farmers by repairing and ing on horizontal machining centers, chasing and scheduling of all of raw
maintaining their equipment. Ben- lathes, vertical machining centers, materials to ensure that parts get to
nett Machine still primarily serves broaching, balancing and assembly.” customers on time and to maximize
the agriculture industry, but it works its machine operation time.
with a number of customers in other Developing the Market Working typically with large OEMs,
industries as well. The contract ma- After beginning to do machining for a Bennett Machine supplies finished
chine shop primarily machines cast foundry in Davenport. Iowa, and add- components for assembly. It is in-
iron parts but has the ability to ma- ing to its original facility five times, volved with customers during the
chine other materials. the company moved to Anamosa, design stage so it can design in man-
“We are known for our on-time de- Iowa, in the mid-1990s. Bennett Ma- ufacturability to reduce costs. By spe-
livery, and we deliver very high-qual- chine added approximately 80,000 cializing in the machining of castings,
ity parts at a competitive price when square feet of climate-controlled the company can look into designs

Bennett Machine & Fabricating Midwest
where weldments could be changed into castings to re- such as labor rate information during quoting. The com-
duce costs for customers. In addition, the company ma- pany has made that change and evaluated and adjusted
chines steel and plastic. its burden rates to make sure it is competitive.
“To develop a new customer base and get into different In the years ahead, Bennett Machine knows it will be
markets, we are working with an outside sales rep, devel- tasked with challenges in hiring and maintaining the
oping contacts within the automotive, large truck and right employees. The younger generation does not al-
off-road industries,” Martin says. “We consider those ways see manufacturing as top career choice, but Ben-
some of our key markets for diversification.” nett Machine is working to get the word out about the
The company believes it can continue to grow through career opportunities in manufacturing.
communication with customers on a daily basis. It It is also working to keep costs down. The company
watches their schedules and lets them know if there are invested in geothermal heating and cooling in its office,
changes it cannot meet, and it alerts customers to issues as well as T-8 lighting throughout the warehouse and of-
within their own systems. fice and T-5 lighting in the production facility. It recycles
coolant and evaporates cleaning water, while constantly
Setting Goals watching chemical and oil usage to find eco-friendly al-
One of the key areas that Bennett Machine has been in- ternatives. As the company seeks growth, it will strive to
vesting in over the past few years is its company culture. continue to be a good corporate citizen at the same time.
The company’s employees are a key reason why it is able “Our goal for 2015 is to add another customer, manag-
to offer the quality and efficiency it is known for. That is ing our growth and not taking on too much work at one
why one of the focal points for the company is to improve time,” Martin says. mt
its culture and make it a better place for everyone to
work. “We feel this will help us to maintain our current
workforce, reduce turnover and training costs, and also
reduce scrap due to the familiarity with our processes
and parts,” Martin says.
Other investment areas include expanding its man-
ufacturing space by almost 80,000 square feet of cli-
mate-controlled area. This will give the company the
room to add additional equipment as it diversifies by si-
multaneously providing a better working environment
for employees.
“The facility has overhead hoists for lifting parts in and
out of the machines, so we lower our risk for injury, and
also reduce the fatigue factor as well,” Martin says.
Staying on the cutting-edge of tooling technology al-
lows Bennett Machine to get the most out of its machines
and provide the most economical price to its customers.
Many of the same basic machines are commonplace in the
industry, but the way that Bennett Machine processes its
parts helps to set the company apart from its competitors.
“Our employees help us to improve our processes and
make suggestions that help us to produce better parts
with less time and/or less effort,” Martin says. “This
makes their job easier and makes them want to suggest
more improvements, which makes us more efficient and
makes their jobs easier as well.”
As it evolves, Bennett Machine is working to meet its
customers’ expectation for more transparency in areas

HTI Plastics
www.htiplastic.com / Projected 2015 revenue: $16.5 / Headquarters: Lincoln, Neb. / Midwest
Employees: 94 / Troy Just, president: “We have some of the best equipment, people and facilities.”
overcome inertia. “We’ve been in the

sporting goods industry for probably
close to 25 years, and we’ve been grow-
ing in reputation,” Just notes. “It’s an
industry that a lot of people don’t like
to change – they have their suppliers –
but we’ve been developing new prod-
ucts and processes. We’ve just been
getting more and more a foothold in
the last six or seven years and getting
more opportunities to show people
and converting people over to us.
HTI has developed many propri-
etary products for customers. “My
philosophy is that we have to stay on
the cusp of technology and not be sit-
ting around waiting for the custom-
er to come to us, because they’ll find
someone else who can do more for
them,” Just says.
hti helps clients push their
boundaries with its flow
HTI also relies on vendors. “Cav-
analysis, mold simulation
and material studies.
alier Tool and Manufacturing is a
company that HTI Plastics has been
In the House working with for approximately four

years,” he explains. “They build pre-
cision tools for our 950-ton and 1,800-
hti plastics provides many in-house services ton presses. They have great capabili-
ties and excellent customer relations.
for its injection-molding clients. by russ gager Our being in the Midwest and with
Cavalier in Canada, communication is
Not just staying on top of the lat- ing goods. “There are parts we’ve con- key with us. I would recommend Cav-
est technologies but ahead of them, verted from metal to plastics – that’s alier as a supplier.”
along with helpful customer service, been one of the great things about
is keeping HTI Plastics prospering in plastics over the last 20 years,” Just R&D Needed
Lincoln, Neb., America’s heartland. continues. “There’s been a great push Many of HTI’s customers have re-
“Our engineering has been very key to to material equivalents or even some- duced their R&D and engineering de-
our success,” says Troy Just, president times plastics that are better than partments. “They are looking for ven-
of the 30-year-old injection-molded metals. You can mass-produce plastic dors that can do more, and that’s our
parts company. “We’ve also helped a parts faster than you can metal parts, drive,” Just says. “We’re value-driv-
lot of the major manufacturers in de- but there’s also just a big drive in the en, and as an expert, we help them
velopment of their products, design, industry to go with composites. In push their boundaries with our flow
material selection, protyping and long stocks like rifles and shotguns, analysis, mold simulation and mate-
testing. We strive to be the leader in wood is good, but a composite stock is rials studies.”
the industry, not someone that is fol- tougher, stands up to the weather bet- HTI Plastics has two master mold-
lowing the industry and doing what ter and isn’t affected by climate or hu- ers on staff who are certified by RJG
everybody else can do.” midity. That trend has been growing, Inc., a training company. “Both of
Just estimates that 20 percent of and we’ve been a part of that.” them graduated with straight ‘As,’”
the company’s parts are used in sport- Sometimes HTI Plastics has to Just says. “RJG said they were the

HTI Plastics Midwest
highest scorers in the history of their course. So we’re very

blessed to have those two gentlemen on staff.”
Just estimates that HTI produces more than 1,000 differ-
ent types of products in over 100 different types of plastic.
“We basically mold just about every style of injection-grade
plastic there is,” Just declares. “We have some we use larg-
er volumes of – the nylons, polypropylenes and polyeth-
ylenes are very common here. We run them all, from very
high-temperature grades to specially filled plastics.”
Some types of secondary operations such as assembly
are performed on approximately half of the parts HTI man-
ufactures. “That’s very key to our customers,” Just stress-
es. “Everybody is trying to find products that as soon as
it comes in, they are able to use it so they don’t have to do
more. So we do a lot of that. We try to get the product to the
point where it’s ready for the customer’s use.”
New Equipment
HTI Plastics manufactures its customers’ parts in its single
83,000-square-foot plant at its headquarters in Lincoln.
The company’s most recent equipment acquisition was of
a 1,800-ton plastics injection molding press to manufacture
large, thin-walled parts, such as natural gas fuel cells.
“We’re constantly improving,” Just says. “We’re adding
to our machines or replacing machines. We constantly keep
adding onto our ERP system and the real-time monitoring
system for our processes. We have real-time data on our in-
ventory of raw materials and use product bar coding to be
able to scan and know at all times where we are. We monitor
production on dashboards that let us know if our produc-
tion is running over or under so you can have a quick look at
what’s going on out there on the production floor.”
Just estimates approximately half of HTI Plastics’ busi-
ness is pharmaceutical or medical, and two-thirds of those
products are proprietary. Many of those products are pro-
duced where contamination is controlled.
“We have procedures for the clothes our workers wear,
the cleaning procedures, the wiping down of the equipment
and controlling the air and flow of the rooms to make sure
the air is clean,” Just notes. “We’re doing everything we can
to control the contaminants. We don’t allow cardboard into
the assembly areas. We have all different kinds of measures
to ensure that we’re staying in those sterile guidelines.”
HTI Plastics is celebrating its 30th anniversary this year.
Just attributes the company’s longevity to “creativity and
investment by our CEO to stay on the cutting-edge. We
have some of the best equipment, people and facilities.
We’re doing it right and not cutting corners.” mt

Kongskilde Industries Inc.
www.kongskilde.com / U.S. office: Hudson, Ill. / U.S. employees: 69 / Hans Rasmussen, Midwest
president: “We’re looking for people that will be team players that will focus on quality and throughput.”
Unique
Provider
kongskilde stays strong
with equipment that meets
the needs of the agriculture
industry. by alan dorich
It is one thing to provide a quality
product, but it is another to provide
the exact thing that your custom-
ers need. Kongskilde Industries Inc.
strives to do that with its equipment,
President Hans Rasmussen says.
“[We try to] stay on the forefront of
developing products that our custom-
ers are requesting,” he says. “[That
will] give them higher returns on in-
vestments in their businesses.”
Rasmussen manages the Hudson,
Ill.-based operations for Kongskilde,
a Sorø, Denmark-based developer of
agriculture equipment, and pneumat-
ic and mechanical transport products
for processing waste in the paper,
packaging and plastic industries. The
company started operations in Den-
mark in 1949, and opened a Canadian
during kongskilde’s new
location in 1960. powder paint system, operators
do touch-ups as parts exit the
In 2002, Kongskilde opened a U.S. paint booth.
location in Bloomington, Ill., that
specialized in distribution and minor has been thanks to its ability to “come All of Kongskilde’s products are
assembly. When it closed the Cana- up with unique products,” he says. sold through a dealer network, which
dian location in 2010, “We purchased Its latest products include a new it is rapidly expanding. “We [still]
another location on the outskirts of line of cultivators that were intro- have some geographic areas that are
Bloomington [in Hudson], and merged duced last year. “We’re able to provide not covered,” he says. “As we add sales
everything into one facility,” he says. more crop residue clearance than any- staff over the next few years, we will
Today, “We’re the only North one else and provide a uniform seed ultimately gain full coverage of all
American location for Kongskilde,” bed,” Rasmussen adds. “We’re now North American agricultural areas.”
he adds, noting the Hudson office em- introducing a line of feed mixers for
ploys a staff of 69 and serves the agri- the beef and dairy industry that also A Giant Step
culture, paper and plastics industries. has some unique features.” Three In the last year, Kongskilde per-
The market is experiencing a down- of the biggest features are wireless formed a major expansion at its fa-
turn, but Kongskilde’s market share is scale controls, a mix auger design, cility in Hudson with the addition of
still growing, Rasmussen reports. This and a modular concept. 75,000 square feet. “That brings us

Kongskilde Industries Inc. Midwest
to approximately 180,000 square feet “We have a little over 10,000 part “We’ve had [an efficiency improvement]
in total,” Rasmussen says. “It’s going numbers in various quantities,” he says, in the 20 percent range,” he says.
to expand our production possibilities.” noting that the company has divided
The biggest part of the expansion is a its inventory into slow-, fast- and me- Poised to Grow
state-of-the-art prep cleaning line and dium-moving items. “We want to turn Rasmussen joined Kongskilde in 1987
powder paint system. the fast moving items four to six times a at the company’s location in Canada. In
Kongskilde long considered the ex- year, [and the slow moving items] one to 1998, he transferred to Europe and re-
pansion, Rasmussen recalls. “A year two times a year.” turned to North America four years later
ago, we got to the point [where we The company also stays up-to-date to open its Bloomington location.
needed it] for quality and for through- with manufacturing techniques. “In After all these years, he is proud of
put,” he says. “Our previous paint sys- the past two years, we’ve been really fo- “our employees and their dedication to
tem couldn’t keep up production-wise, cused on [lean],” Rasmussen says, not- producing quality products for custom-
and quality-wise, we wanted to take a ing that this has include the use of Kai- ers and their can-do attitude,” Rasmus-
giant step forward.” zen boards. “[We have] a real high focus sen says. When hiring, “We’re looking
Kongskilde has kept its inventory on productivity, efficiency and quality for people that will be team players that
management systems current in Hud- control,” he says. “Those things are re- will focus on quality and throughput.”
son. “We monitor using a bar code scan- viewed daily with the staff.” Going forward, Kongskilde hopes for
ner system tied into our network,” Ras- These initiatives have paid off for continued growth. “As the economy re-
mussen says. “Anytime anything moves, Kongskilde, he says. Between its lean turns and develops again, we’re poised
we know exactly where it is. initiatives and changes in equipment, to grow with it,” Rasmussen says. mt

Royal Die & Stamping Co. Inc.
www.royaldie.com / HQ: Carol Stream, Ill. / Specialty: Automotive, electronics and telecommunication / Midwest
Sue Freitag, COO: “Everybody’s wondering what Royal Die’s going to do next.”
the automotive industry for decades.

“Our latest line of products [consists
of] back-up cameras and components
for electric and hybrid vehicles.”
Today, Royal Die operates under the
leadership of Freitag’s father-in-law,
CEO Henrik Freitag and her husband,
President Erik Freitag. The company
also occupies a new, 165,000-square-
foot location in Carol Stream, with
more than 75 high-speed presses. “Ev-
erything is under one roof,” Sue Freit-
ag declares.
Royal Die also invests in the best
PHOTO CREDIT: McLaren Photographic LLC
technology. “We just bought our

third 3-D printer so we can create
prototypes more quickly,” Freitag
says, noting that the company has
switched from 2-D to 3-D design and
manufacturing and has connected its
royal die coo sue frietag (right) CNC and wire EDM machines to 3-D
won the 2015 rose motti leadership CAM systems.
in manufacturing aware.
“We’re right in the middle of a huge
Under One Roof undertaking,” she says. “What we

want to do is to reduce the lead time
from design to completion.”
after 75 years, royal die looks forward to
Just Getting Started
success in a new facility. by alan dorich Freitag has 31 years’ experience with
Royal Die. Previously, she worked
Some do not perceive metal- ments, which include Quality Control, at American Plasticraft Inc., one of
working as a typical job for a woman, Stamping, Assembly, Finishing, Pro- the company’s former suppliers. “I
but Royal Die & Stamping Co. defies gram Management as well as Safety. A started there answering phones,” she
expectations, COO Sue Freitag says. number of women work closely with recalls. “The owner took me under
“The women [here] have always been its logistics/shipping manager to en- his wing and showed me everything
on the production floor as assemblers sure a smooth delivery outline. about how to run a plant.”
and operators,” she declares. Based in Carol Stream, Ill., Royal Henrik Freitag ultimately offered
But their participation is not limit- Die manufactures components for Freitag a position at his company to
ed to operating machines. “It’s a slow the automotive, electronics and tele- install the company’s new comput-
process, [but] I do see women rising communications markets. Founder er operating system. Sue’s position
from the plant floor into supervisor Ole Jensen started the company in grew through to COO. During her
roles and more managerial roles than Chicago in 1938 as a manufacturer of time at Royal Die, she has won the
they did before,” she states. components for TV tubes. 2015 Rose Mottl Leadership in Man-
Fifty-six percent of Royal Die em- Over time, the company branched ufacturing Award from the Women in
ployees are women with a majority out into other markets. “We’ve moved TMA Committee.
on the manufacturing floor. This per- from television components to tele- Freitag, who has 37 years’ experi-
centage includes women in superviso- com to electronics,” Freitag says, not- ence working on a factory floor, says
ry and management roles for depart- ing that Royal Die has partnered with the involvement of women in her in-

Royal Die & Stamping Co. Inc. Midwest
Loyal Partners
After more than seven decades, Royal Die
& Stamping Co. Inc. has developed strong
bonds with its suppliers, COO Sue Freitag
says. “We have very long-term relation-
ships with them,” she says. “They’ve been
with us throughout our growth.
“If anything goes wrong,” she adds, “it’s
very easy to get a hold of them. They’re
right in the Midwest with us, and that helps
a lot.”
dustry is growing. “I think we’re just

starting,” she says.
Beyond the Border

Royal Die continues to compete
against offshore sourcing, Freitag
says. “We’re always competing with
Mexico and China,” she says. “A lot
of suppliers are asking us to build and
have a presence in Mexico.”
But that is a challenge for the compa-
ny, Freitag admits. “It’s a huge under-
taking and what we [prefer] is having
everything under one roof,” she says.
However, Freitag will be traveling
to Mexico to research the option. “We
never say ‘no,’” she states. “That’s one
of the reasons we’re successful. royal die is dedicated to
maintaining a quality-focused
“If you want us to go to Mexico, we’ll environment for its employees.
go there, see if it’s feasible and tell our
customers if we’ll be able to do this,” and seriousness about the training.” es all the time to learn how to design
she says. “You can’t be close-minded.” This includes continual training on a part,” Freitag says, noting that Royal
the production floor that culminates Die’s designers recently visited facto-
Quality Focused with a written exam and performance ries in Germany to learn new ways to
Ever since Royal Die moved into its test to advance to the next level. There design and manufacture.
new plant in 2012, the company has are three levels to achieve. Additionally, “We’re cross-training
focused on creating a quality-focused Employees have been trained, Fre- our employees so not one employee
environment for its employees. This itag notes, on decision-making and knows one particular job [alone],” she
includes employee training from knowing what they should do after says. “They can go from line one to
Plexus Worldwide and a dedicated completing a job. “We try not to have a line two and work just as efficiently.”
training room that it has named “Roy- hierarchy where someone has to wait The company also implemented
al University,” Freitag says. around to have them tell them what lean and 5s initiatives, as well as lay-
Employees are given group num- they should do,” she says. ered process audits, where supervi-
bers so “they know when their group Training also is focused on a buddy sors perform weekly checks on the
is due for training,” she continues. system, where an employee’s partner lines. Freitag notes that associates
“When we get to a milestone of train- verifies if a manufactured part is up to will check whether a press is clean,
ing hours, it shows our commitment standard. “Our engineers go to class- for instance.

Midwest Royal Die & Stamping Co. Inc.
“That’s a new standard that Volkswagen is requir-

ing,” she adds. “We’ve [normally done] plant-wide sys-
Ready to React
Royal Die & Stamping operates with the mission of designing and
tem audits.” manufacturing products that meet and exceed the customers’ desired
requirements at fair prices. “To assure this outcome, we will continue to
Giving to Others pursue the highest-quality raw material, invest in the best equipment,
continue our commitment to prevent defects and work towards continu-
Royal Die regularly makes philanthropic donations, Fre-
ous improvement,” it says.
itag says. “We donate to Operation Christmas Child and “Our commitment and investment in the future is uncompromised,”
our shoeboxes filled with gifts, go to children in need all it adds. “We plan for the future to assure our ability to react to the ev-
over the world,” she says. er-changing business conditions in our industry.”
The company recently recognized employees for par-
ticipating in a 5K and 10K run on Memorial Day. “[Over
one] hundred of our employees showed up in a suburb of home-schooled teens look forward to their next visit
Chicago [to run],” she recalls. “We donated $5,000 to Sa- to discuss the patent process with Henrik Freitag. The
lute Inc., a local not-for-profit that supports U.S. military team are among the elite within their age group and most
service members-to ensure they are treated with honor recently won the INSPIRE Award at the World Finals
and dignity.” which took place in St. Louis.
Royal Die sponsors a FIRST Robotics team “got robot? The firm also contributes to Northwestern Settle-
FTC Team 5037” from Elgin, Ill. “We’re helping them ment, which provides programs and services to children,
learn there’s a future in manufacturing,” Freitag says. families and seniors in Chicago’s West Town community.
“They were able to come here and see what we do.” These “We [made] a capital campaign pledge to them,” she says.
The contribution will help build a teen camp counselor
training and meeting center at House in The Wood – a
summer camp experience for children from Chicago.
The Next Generation

Freitag is proud of the staff Royal Die has assembled,
which includes seasoned employees who have been
joined by their children. “That to me is very humbling,
knowing they’re bringing their next generation, not only
on the production floor,” she says.
“That’s just fantastic,” she says. “It shows that they
have the utmost confidence that we will be here for the
next generation.”
Royal Die plans to continue adding to its staff, Freitag
says. “We have a huge apprenticeship program,” she says.
“I hope to see women more involved on the engineering
level. The got robot? robotics team has one female found-
ing member, which I thought was really refreshing.”
The company’s younger team also might include mem-
bers of Freitag’s family. “My daughter worked here all
summer in customer service and she loved it,” she re-
calls. “She wants to be in business operations, which to
me is a compliment because I’m in operations myself.”
Freitag also anticipates more growth for Royal Die as it
branches out into more products, including components
for electric cars. “There’s a whole bunch of things hap-
pening here,” she states. “Everybody’s wondering what
Royal Die’s going to do next.” mt

South
90. Quality Industries 112. Borla Performance

90. 118. 94. Noranda Aluminum Industries
98. Atlas Copco Compressors 114. Justin Brands Inc.
100. Costex Corp. 116. Hol-Mac Corp.
102. Megadyne Medical Products 118. Pacesetter
106. A&M Instruments Inc.
109. Advanced Control Systems

South
STUDENTS OF
INNOVATION
texas instruments awards engineering students who are able to use
the company’s technology to create original and creative projects.
//////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
University electrical engineering design projects from

across North America provided a glimpse into the future through the
annual Texas Instruments (TI) Innovation Challenge North America
Design Contest award ceremony held in July.
Drawing upon TI technology, winning projects from the 2015 this year represent an impressive array of both problem-solv-
design contest included advanced solutions that will change ing and diversity of thought, and TI is proud to have the oppor-
how the physically disabled create music; how the hearing im- tunity to work with these young engineering minds.”
paired communicate with others; and how unmanned search A team from the University of Texas at Dallas, comprised
and rescue missions are carried out. ofJian Wu,Zhongjun TianandLu Sun, secured the second-place
Troy Bryant and Sean Lyons from the University of Flor- prize for their Real-time American Sign Language wearable de-
ida were named the overall winners for their project, Seven vice. Using a wrist-worn inertial sensor and surface electromy-
Deadly Synths: A non-contact synthesizer. Inspired by the ear- ography sensors, the device wirelessly translates sign language
ly analog synthesizers of the 1960s and 70s, Bryant and Lyons to a computer for those who do not know the language.
sought to create a musical device that could be operated with- Third place was awarded to Jordan Street from the Univer-
out advanced motor skills. Featuring a complete design based sity of Florida for Hercules Autopilot, a full flight control sys-
on TI technology, from power management to a microcontrol- tem designed for quadrotor unmanned aerial vehicles. These
ler (MCU) to signal chain, the team created a synthesizer in- autonomously-flying vehicles allow for significant tasks to be
strument that can be used by musicians of all skill levels. The performed with precision in hazardous environments such as
device specifically allows disabled musicians to create sounds search and rescue missions, monitoring for extreme weather
using simple movements, like the wave of a hand. conditions and security applications.
The winning project features 35 TI components in its build During the 2014-15 school year, 300 teams from accredit-
design, including a real-time MCU, eight power management ed engineering colleges and universities across the United
solutions and 26 signal chain products. States, Canada and Mexico participated in the TI Innovation
“Students are boundless in their creativity because they see Challenge. This year, the top three finalist teams presented
the world through a lens of limitless possibilities,” says Steve their projects to TI business leaders and contest judges during
Lyle, director, engineering workforce development and uni- the TI Innovation Challenge finals in Dallas.
versity marketing for TI. “The entire focus of the TI Innova- Winning projects are selected for their use of engineering
tion Challenge is to empower engineering students to think practices and are judged on criteria such as originality and cre-
through design challenges and to come up with creative solu- ativity of the application, complexity and quality of the design,
tions that address issues people face today. The winning teams and effective use of TI technology. mt

Quality Industries
www.qualityindustries.com / HQ: La Vergne, Tenn. / Employees: 500 / Warren Hayslip,
South
president and CEO: “Operational excellence and world-class performance will be our main priority.”
growing with customers and

diversifying have been key parts
of quality industries’ strategy.
Quality Matters paint lines, 5,000-watt lasers, manual

welding cells, robotic welding cells,
CNC punches, press brakes, stamping
capital investments and geographic expansion are presses up to 600 tons, integrated as-
turning qi into a larger player. by eric slack sembly cells and metal finishing cells.
“Our focus is on maintaining strong
long-term relationships with custom-
Founded in 1972 in Nashville, Quali- heavy duty truck and commercial ve- ers,” Hayslip says. “They look to their
ty Industries (QI) today is an integrat- hicle supplier today and have gotten suppliers for ideas and innovation,
ed contract manufacturer. Initially into the electrical, solar power and and focusing on your existing base
focused on stainless steel foodservice other markets.” creates growth opportunities. Di-
equipment and class seven and eight versification is also important, as we
truck component parts, the company Raising the Bar have done in solar power, producing
now provides innovative engineering Now headquartered just outside support structures used in single-axis
services, quality component parts, Nashville in La Vergne, Tenn., QI has solar tracking arrays.”
sub-assemblies and finished products about 267,000 square feet of manu- In order to be responsive and grow
to a wider customer base. facturing space in its state-of-the-art with customers while also diversi-
“The foodservice industry is no facility. Over time, the company has fying, QI has invested in its talent.
longer a large percentage of what we increased its capacity and capabilities, In the last few years, the company
do, but it was a key piece of our be- investing in the latest manufacturing has brought in new personnel across
ginnings,” President and CEO War- equipment and technology. Its Ten- the board, including engineering, fi-
ren Hayslip says. “We remain a large nessee facility includes powder and nance, accounting, production, sales

Quality Industries South
and marketing professionals. Additionally, the company

has embarked on significant capital improvement pro-
grams, modernizing and replacing old equipment and add-
ing new capabilities.
“This year, our capital improvement program is about
$12.5 million,” Hayslip says. “It may not be quite as large
next year, but it will still be significant. Included in our
capital programs are manufacturing equipment, office up-
grades and IT improvements.”
Some of the capabilities the company has brought in have
allowed it to offer more value to customers, such as the new
state-of-the-art powder coating equipment. In addition, it
has improved its fabrication equipment and invested in var-
ious forming and bending machines, and robotic welding.
“In the last two years, we’ve had over 30 capital projects
ranging from very big to very small,” Hayslip says. “Over-
all, that indicates that we are committed to investing in the
company across many areas. As we transform ourselves, we
are making needed improvements and adding new skillsets
that will benefit customers and allow us to grow.”
Strengthening quality management programs has been
another focal area for QI. In fact, the company has recently
earned ISO:9001 certification for the first time. That was
a big priority for Hayslip when he joined the organization
two years ago.
“I wanted to get it done quickly,” he says. “We have used
ISO as a framework for quality and vendor management. It
is important that we have high service and quality expecta-
tions, and that we monitor them closely. We also look at the
performance of our suppliers and expect that they will be
improving their game as we do the same.”
Branching Out
QI has also expanded its physical footprint beyond Tennes-
see. While in 2011, the company established a small light-as-
sembly facility of 18,000 square feet in Denton, Texas, it
will soon move to a new 83,000 square foot facility later
this year. This facility will include new fabrication capabili-
ties and employ more than 40 employees at the outset, with
plans for further expansion.
Würth specializes in providing solutions to OEMs with VMI programs for fasteners
and other C-class items. Our products and services are customer focused. Therefore,
we continuously develop new solutions to further support our customers’ business.
New challenges are tackled in an optimistic, dynamic and precise way—all with one
goal: our customer’s success.
Würth’s customizable inventory management programs allow you to create ideal
solutions for your production processes by combining different components of our
services. Each element can be used in combination, from fully automated Kanban
systems to quality and engineering support—optimizing processes and saving costs in
your production and supply chain.

South Quality Industries
“The expansion in Denton has been a big geographic ex-

tension of our business, and I can see us building or acquir-
ing other locations around the country,” Hayslip says. “We
want to be positioned as a nationwide supplier, growing
from our regional player origins.”
QI understands that lean initiatives and operational
improvement programs are critical to help it stay ahead
of the competition. Excellent performance will allow the
company to endure, and it has already established many de-
cades-long relationships. But rather than stay content with
where it is, QI believes in continuous improvement.
“We know that what works today may not be adequate
for tomorrow, so getting better and being excellent is key,”
Hayslip says. “We want to be a world-class supplier, and inno-
vation and technology will be important. We are focusing on
product design and process engineering so we can use tech-
nology internally to improve our manufacturing processes,
build technology into products, and do a lot under one roof.”
With broad fabrication, coating and assembly capabil-
ities, QI is poised to take advantage of the ongoing stabi-
lization and resurgence of the American manufacturing
sector. It has learned to compete during tough times, and it
believes it is positioned to succeed in the future.
“We have a strong history along with experience and
institutional knowledge we can use going forward as we
add technology and improve management systems and

Quality Industries South
novative and national,” Hayslip says. national metal fabrication sector. But
“Our approach is to grow organically everything starts with operational
and look for smart, selective acqui- excellence, and with that foundation
sitions as well. We are looking to be- in place we can expand, innovate and
come a more substantial player in the grow into the future.” mt
innovation and responsiveness are

among the hallmarks of quality
industries as an integrated
contract manufacturer.
our entire organization,” Hayslip

says. “Operational excellence and
world-class performance will be
our main priority.”
As QI continues to seek growth
opportunities, it aims to be a leader
in the independent metal fabrica-
tion industry through engineering
excellence and innovative applica-
tion of technology and processes.
This will allow the company to best
serve customers and achieve sus-
tainable profitability.
“Our goal is to move from our
roots as a regionally focused compa-
ny to become more dynamic, lean, in-
Packaging Fulfillment Co., Inc. has been a supplier

of corrugated boxes and packaging supplies to Quality In-
dustries for nearly 25 years. We are honored to have been a
part of Quality Industries’ success and phenomenal growth
over the last few years.
Quality Industries is one of the unique manufacturers
who can help design, manufacture and assemble your
product all under one roof. Just recently, Quality Industries
was voted one of Nashville’s fastest growing companies as
compiled by the Nashville Business Journal. Congratula-
tions Quality Industries on a job well done. Contact Mark
Mondelli at 615-804-4342.

Noranda Aluminum
www.norandaaluminum.com / Headquarters: Franklin, Tenn. / Employees: 2,350 /
South
Kip Smith, CEO: “We compete globally by having low-cost assets that can sustain price volatility.”
num metal in February 1971. Phase II

of the reduction plant was completed
and metal production started in 1976,
with Phase III completed and the first
metal tapped in July 1983. Further
improvements came in 1999 with the
construction of new rod mill and a
facility to produce anodes, the large
carbon blocks which act as electrical
conductors, allowing the smelting
process to take place.
Noranda also established a flat-
rolled products business in 1979 after
the purchase of the Archer aluminum
foil plant in Huntingdon, Tenn. In
1989, that business grew with the ac-
quisition of National Aluminum’s foil
business with plant locations in North
Carolina and Arkansas. In 1996, the
company commissioned the world’s
first thin-gauge continuous caster in
Huntingdon, and the completed the
construction of a $238 million mod-
ern foil plant in Huntingdon in 2001.
noranda aluminum is a leading After Xstrata acquired Noranda
north american producer of
primary aluminum and rolled
aluminum coils. Inc. in 2006, Noranda Aluminum was
spun off as a stand-alone company be-
Plan Execution cause Xstrata had no other aluminum

operations. In May 2007, private equi-
ty fund manager Apollo Global Man-
noranda has put a strong plan in place to meet agement led the purchase of Noranda
the challenges in its market. by eric slack from Xstrata in a leveraged buy-out.
Noranda completed an initial public
offering (IPO) in May 2010. Apollo’s
Headquartered in Franklin, Tenn., assets that can sustain price volatility private equity funds completed the
Noranda Aluminum is a leading North that is inherent in any commodity,” sale of their ownership in May 2015.
American integrated producer of val- CEO Kip Smith says. Noranda’s is a simple strategy that
ue-added primary aluminum and is centered on its role as a U.S.-based
high-quality rolled aluminum coils. Strong History integrated producer of primary alu-
The company sells aluminum from Noranda’s roots go back to 1968 with minum. The company strives to op-
two businesses: primary aluminum the development of the New Madrid timize its aluminum production to
products (which sells the value-add- aluminum smelter, located at a stra- match market demand, to produce
ed primary aluminum) and flat-rolled tegic mid-U.S. distribution point on each pound for the lowest-possible
products (which sells the high quality the west bank of the Mississippi River. cost, and to sell it for the highest avail-
rolled aluminum coils). The rod mill, supplied with purchased able premium.
“We compete regionally on the aluminum metal, started initial pro- “We implement that strategy
basis of product and service, and we duction in the fall of 1969, and the through a number of effective, com-
compete globally by having low cost reduction plant first produced alumi- plementary tactical choices,” Smith

Noranda Aluminum South
“in order to close the gap between

aluminum production and consump-
tion, it will likely be necessary for a
significant amount of aluminum pro-
duction to be curtailed.” - John Parker
growth and urbanization, which will likely lead to a sig-
nificant increase in aluminum consumption.
Because of this, Noranda is seeing increased demand
in its market segments. In the building and construction
segment, there is more demand for extrusion billets.
In the consumer durables segment, there is greater de-
mand for fin stock and extrusion billets. Electrical appli-
cations need redraw rods, the packaging segment needs
foil, and transportation market requires high-pressure
die-cast alloys, high-purity metal and fin stock.
The supply-related challenges facing Noranda main-
ly stem from the growth of China as a production hub.
China now produces more primary aluminum than the
noranda is seeing increased demand

in many markets, including building,
construction and consumer durables.
says. “We choose to be integrated, to manage our costs

through a passionate focus on productivity, and to strive
to sell every pound of primary aluminum as a value-add-
ed product.”
At present, Noranda’s focus in implementing that
strategy is to optimize its existing footprint and reduce
the level of aluminum prices necessary to generate posi-
tive cash flow.
Industry Trends
A number of demand-related, supply-related trends and
economic-related trends are currently impacting Noran-
da’s operations. From a demand perspective, the applica-
tions for aluminum have grown, increasing demand. Alu-
minum is strong, lightweight and infinitely recyclable,
making it a vital material in the modern world.
Aluminum is being used in more innovative applications,
and manufacturing with aluminum lowers energy costs
and carbon emissions for dozens of end-use applica-
tions. In addition, emerging global economies are poised
to enter a rapid period of industrialization, population

South Noranda Aluminum
rest of the world combined. Outside

China, most major aluminum producers
have closed high cost capacity in a bid to
improve cost positions, while a number
of marginal producers have been de-
clared bankrupt in recent years.
These closures have been offset by
a number of new projects coming on-
stream in the world outside of China so
that production in 2014 was flat com-
pared to 2012 levels. While the rest of the
world has managed its production so that noranda is focused on
preserving cash and liquidity
it either matches or is below consump- while finding ways to
operate more reliably.
tion growth, China has exceeded the
growth rate of its domestic consumption. economic growth, aluminum prices are 2015. Weaker Chinese demand growth
Then there are the economic-related very sensitive to changes in expecta- and low metal prices has rattled inves-
trends. Primary aluminum is a global tions about global economic activity. tors. Aluminum prices are currently at
commodity, and its price is set on glob- Market participants have become in- their lowest levels since July 2009, a
al exchanges. Because aluminum con- creasingly bearish on aluminum, partic- time when the world was coming out of
sumption is seen as a proxy for global ularly beginning in the second quarter of the global financial crisis.

Noranda Aluminum South
“In order to close the gap between aluminum produc- to produce re-draw rod at New Madrid, increasing the
tion and consumption, it will likely be necessary for a percentage of New Madrid’s metal that is used to produce
significant amount of aluminum production to be cur- value-added primary aluminum products.
tailed,” Investor Relations Vice President John Parker Finally, flat-rolled products debottlenecking and labor
says. “If that doesn’t happen, aluminum prices will re- efficiency initiatives have been aimed at producing sav-
main below sustainable levels until producers some- ings of $10 million and $15 million respectively. By de-
where in the world are required to take action in order to bottlenecking the operations of its flat-rolled products
avoid significant cash losses.” business, Noranda has been able to optimize production
while driving out costs. And from a labor perspective,
Paving the Way Noranda initiated a company-wide workforce reduc-
A number of key investments and initiatives have been tion in December 2013 to capitalize on labor efficiencies
on the table for Noranda recently. The company has al- gained throughout the company.
ways had a highly effective productivity program, which Going forward, Noranda is focused on preserving cash
it calls CORE (Cost Out, Reliability, and Effectiveness), and liquidity as it works to operate more reliably and to
to help manage costs and offset the impact of general realize the full benefit of its productivity efforts. The
price inflation. But the company knew it needed to do company is taking the actions necessary to alter its cost
more to make a step change in profit and cash flow gen- structure so it can prosper well into the future.
eration to operate sustainably, particularly in the lowest “We are transforming our company,” Smith says. “It’s
part of the commodity cycle. what great commodities companies do in the trough of
To create that necessary transformation of its cost the commodities cycle.” mt
structure, Noranda initiated a three-year productivity
program designed to increase its pre-tax profitability by
$85 million independent of changes in commodity pric-
es. This was well beyond what it had achieved in previous
productivity programs.
“Through June 2015, we have either realized or begun
to realize savings that provide 55 percent of that $85
million three year productivity target,” Smith says. “We
have made substantial progress on another 18 percent of
that target.”
With what Noranda has accomplished and what it has
remaining, it has a clear path to a cost structure where it
can generate positive free cash flow at a per-pound alu-
minum price in the mid-1980s—a dramatic transforma-
tion compared to the $1.05 it needed in 2013.
Through reduced electricity rates in New Madrid, the
company has found savings of $17 million to $25 million.
In addition, three capital projects have been focused at
producing savings of $20 million. First, in March 2015
Noranda completed a project to increase the depth of the
dock berth and shipping channel in Jamaica in order to
drive $5 million of annual savings from lower freight and
shipping related costs in its alumina and bauxite busi-
nesses. This project required an $11 million investment.
Next, this October Noranda expects to complete a proj-
ect to reconfigure the bauxite unloading infrastructure at
its alumina refinery in Gramercy, La. The company is also
in the process of constructing a new state-of-the-art mill

Atlas Copco Compressors LLC
www.atlascopco.us / Headquarters: Rock Hill, S.C. / Employees: 740 / John Brookshire,
South
president: “I think that people buy Atlas Copco because of our innovative products.”
compressed air,” Brookshire says.

“That’s a great place to be from a sup-
plier point of view.”
Beyond the actual compressor
products Atlas Copco supplies, how-
ever, Brookshire says the company
provides additional value to its cus-
tomers by focusing on helping them
get the highest return on their invest-
ments. By being an equally strong ser-
vice provider, Atlas Copco supplies
the aftermarket needs that help its
customers get what they are looking
for. “They’re forward-thinking com-
panies that want to buy the product
that’s best over the entire lifecycle,”
Brookshire says.
Knowledge and Expertise

One of the biggest drivers of Atlas
atlas copco is dedicated to
helping customers get the
Copco’s success has been its ability
highest return on their
investments in its products.
to develop innovative new products,
and Brookshire says that is evident in
Out in Front the company’s compressor products.

He says the company is one of the
few suppliers to boast of having every
atlas copco is a market leader because of type of compressor technology under
its roof, meaning it has a broad base
innovation and service. by chris petersen of expertise from which it can draw
when it develops a new product. This
For more than 140 years, Atlas co because of our innovative prod- also means Atlas Copco is capable of
Copco has delivered value for cus- ucts,” Brookshire says. “We are a cus- exploring every option for a custom-
tomers through innovation. Ever tomer-focused organization, and we ers’ specific needs.
since the company first set up shop in work at that very hard.” Atlas Copco certainly puts that
Sweden as a provider of railway prod- As one of the leading providers of knowledge and expertise to good use,
ucts, Atlas Copco has led the way in compressors in the United States, as well, as the company is constantly
developing products that meet and Atlas Copco serves a broad cross-sec- cycling through its products and re-
anticipate the needs of its customers. tion of the nation’s industrial base. freshing its technology on a regular
That tradition of innovation contin- The largest users of the company’s basis. “We redesign products every
ues to this day, and is evident in the compressors are production facil- five years,” Brookshire says, noting
company’s work as one of the leading ities, but its products can be found that the majority of the company’s
providers of compressors in North in the oil and gas, petrochemical, sales in the compressor market come
America. John Brookshire, president general manufacturing, automotive, from products that are less than four
of the company’s compressor brand electronic and aerospace industries. years old.
in the United States, says the compa- “All customers large and small are
ny continues to work hard to fulfill important to us. Our customer base Always Improving
any and all of its customers’ needs. is basically the industrial base of the Even if it only makes incremental
“I think that people buy Atlas Cop- United States, everyone who needs improvements to its product line,

Atlas Copco Compressors LLC South
Brookshire adds, Atlas Copco never sors offer greater energy efficiency as and suggestions can be made to help
stops working to ensure that its com- well as greater performance. Brook- the customer become more efficient.
pressors are the most advanced on shire says the company produces its
the market. “Sometimes we make gi- own VSD drives and motors designed The Right People
ant strides, sometimes we make small specifically for its compressors. Going forward, Brookshire says hav-
steps,” he says. A recent acquisition also opened ing the right people on staff to realize
Recently, for example, Atlas Cop- up an opportunity for Atlas Copco to the company’s goals will always be At-
co introduced its new series of vari- innovate with VSD again. Brookshire las Copco’s biggest focus; it is one the
able speed drive (VSD) compressors, explains that the acquisition of a vac- company works hard to achieve. He
which feature a rethinking of how the uum pump company allowed Atlas says the company’s apprenticeship
company’s compressors are pack- Copco to apply its VSD technology program is helping the next genera-
aged. Brookshire says that VSD tech- to rotary screw vacuum in new and tion of its workforce get up to speed
nology had been around for a while innovative ways, and the company re- because they are just as important as
mains the only supplier to offer that the company’s technology.
“our customer base combination in this market. “The products are great, but they
Brookshire says Atlas Copco con- are always sold and serviced by people
is basically the in- tinues to innovate on the service side committed to our customers’ satis-
dustrial base of the of the business, as well. Recently, the faction,” Brookshire says. mt
united states, every- company introduced its SmartLink
president john brookshire
one who needs com- technology, which provides remote says atlas copco’s many
compressor products
monitoring for its compressors. Ac-
pressed air.” cording to Brookshire, compressors
demonstrate its innovation.
now feature a SIM card – like the ones

but had never been applied to com- used to store cell phone data – that
pressors quite like this before Atlas connects it to a central monitoring
Copco introduced the line about 18 platform at Atlas Copco. With this
months ago. By automatically chang- technology in place, Brookshire says,
ing their output to meet the demand the company has been able to identify
for air with precision in an industrial malfunctioning equipment in a cus-
application, and with the in-house tomer’s facility before even the cus-
engineered patent pending design of tomer was aware of the problem. It
this new VSD inverter, the compres- can also monitor energy consumption

Costex Corp.
www.costex.com / HQ: Miami / Employees: 260 / Specialty: Supplier of replacement parts /
South
Melissa Uribe, marketing director: “We constantly are motivating employees to speak out.”
Creating Solutions
costex corp. focuses on efficiency in supplying replacement
parts for heavy-duty vehicles. by tim o’connor
costex corp. has evolved its heavy

vehicle distribution business to
include some manufacturing.
When Gilberto Uribe came to and its parts are used by the construc- Serving the worldwide heavy vehi-
the United States, he initially set out tion, marine, logging and mining in- cle parts market requires a globally
to expand his family’s heavy vehicle dustries. The more than 50,000 spe- oriented and knowledgeable staff.
parts distribution business, not cre- cialized components Costex provides Costex’s sales team is knowledgeable
ate his own. The family needed some- include braking, hydraulics, engine in a multitude of languages and can
one who could coordinate American components, power trains, fuel injec- communicate with customers from
suppliers and funnel the parts back to tors, cooling systems, undercarriage, most any country, according to Mar-
Colombia. But by 1980, the office had filters and more. keting Director Melissa Uribe, Gilber-
found its own success and branched The company develops agreements to Uribe’s daughter.
off into an independent company, with suppliers to only sell to Costex A key part of its reputation is the
Costex Corp. and in exchange provides the manu- ability to turn orders around and
Today, Costex distributes and facturers with quality parameters for ship them out the same day. Costex
manufactures replacement parts for production. Those agreements and knows that speed is important to its
heavy-duty diesel engines and heavy ample space – 350,000 square feet in customers. To make the ordering
equipment to more than 130 coun- Miami and 50,000 square feet in Dal- process more efficient, Costex allows
tries and has offices in Miami, Dallas, las – enables Costex to keep a large customers to see pictures, prices and
China and Brazil. Costex sells to deal- amount of inventory and meet its goal availability at any time through the
erships, machine shops and end users of same-day shipping. company’s e-commerce system.

Costex Corp. South
Building On Success
Like all successful companies, Costex is always thinking
about how to reduce cost, become more efficient and en-
hance its operations. To accomplish those goals, the com-
pany has enlisted its staff in its continuous improvement
program. “We constantly are motivating employees to
speak out,” Uribe says. Every month, Costex honors staff
members who suggest ideas, and regularly hosts barbecues
for the groups that implement the most continuous im-
provement proposals.
That inventive spirit can be found in Costex’s leadership,
as well. In the late 1990s, Costex was struggling to pro-
vide the high-quality gaskets its customers required. “We
couldn’t find suppliers who used the right gasket material
for the right application,” Uribe explains. In 1999, Costex
tackled the problem by manufacturing its own gaskets for
heavy-duty diesel engines. The company can now produce
5,000 gasket components in less than two days.
Changing Market
The same advancements in technology that have allowed
Costex to dip into manufacturing have also emboldened
some of its suppliers to do the same. “We try to differentiate
ourselves to our customers with the marketing, quality and
warranty,” Uribe says.
Costex continues to build on its strengths and in 2011 in-
vested in an 180,000-square-foot, two-building facility for
quality control, receiving and purchasing. Putting those
departments together allowed staff to check the quality of
components immediately upon delivery and be more effi-
cient in shipping products to customers. But Costex wants
to do even better and is planning to build a 400,000-square-
foot facility that will consolidate its Miami operations –
which are now spread between five buildings. Uribe says the
plan would add dock space, make the warehousing process
more efficient and create more potential for growth. “We’re
looking forward to that because it’s going to create a stron-
ger impression of our group,” she explains.
The plans for a new headquarters facility coincide with
Costex’s desire to reach new markets. Although replace-
ment parts for use on Caterpillar heavy equipment and
diesel engines remain the strength of Costex’s business,
the company wants to grow its Komatsu parts business and
Uribe says it could branch out into other heavy vehicle man-
ufacturers, such as Volvo. Alongside those new markets, the
company wants to increase its footprint by sending more
sales people around the world. “We grow with our distribu-
tors,” Uribe says. mt

Megadyne Medical Products
www.megadyne.com / Employees: 150 / David Shimkus, VP of operations: “We found that we
South
focus on flexibility, responsiveness and being agile. The most flexible and responsive tool is people.”
Cultural Revolution
megadyne reworks its manufacturing process and instills a
company culture that fosters flexibility. by tim o’connor
megadyne produces innovative

surgical instruments for
hospitals and doctors across
the planet.
When David Shimkus joined process are helping to ensure Mega- Megadyne manufacturers itself or
Megadyne Medical Products 10 years dyne has a strong future as it cele- touches in some form. Its offerings
ago, he joked about having T-shirts brates its 30th anniversary this year. include Mega Power electrosurgical
made that said “Rework ‘R’ Us” be- The company’s first product was a generators, Mega Soft patient return
cause the company spent 10 percent non-stick-coated electrode. Coating electrodes, scalpel replacements,
of its time fixing manufacturing er- the electrode prevented blood from electrosurgical pencils and suction
rors. But after a decade of improving coagulating on the surgical blade, coagulators. “There are very few
its process, Shimkus, vice president which can cause the electrode to products we’re not into today,” Shim-
of operations, says everyone along stick during surgery unless cleaned kus says.
the manufacturing line is attuned to constantly. The product was a break- The ever-evolving medical industry
quality and those production issues through for the medical industry and dictates that Megadyne must con-
are virtually eliminated. “This stuff Megadyne has been known for its instantly consider its next innovation.
has helped us dramatically improve in novations ever since. “Every year we try to introduce new
terms of eliminating rework and elim- The company continues to build on products to the marketplace,” Shim-
inating waste,” he says. its reputation and offers more than kus says. This past July, the compa-
The changes in the manufacturing 300 products, 98 percent of which ny introduced the Zip Pen smoke

Megadyne Medical Products South
megadyne constantly works

to solve problems in the
operating room with new
surgical tools.
evacuation pencil. The device continues Megadyne’s tra-

dition of solving surgical room problems, in this case by
evacuating the harmful byproducts contained within the
surgical smoke that is released during procedures. Most
existing smoke removal tools are cumbersome and many
doctors prefer to work without them. But Megadyne’s Zip
Pen solves that problem with an ergonomic grip that elimi-
nates 100 percent of the torque created by evacuation tub-
ing. The hope is that a comfortable product will encourage
more doctors to utilize smoke evacuation, creating a better
working environment for surgeons and nurses.
Those kinds of innovations directly benefit Megadyne’s
end-users, which include hospitals, surgery centers, clinics,
surgeons and nurses – many of whom the company sells to
directly or through distributors. The company is headquar-
tered in Draper, Utah, where it houses its sales, marketing,
manufacturing, engineering and customer service depart-
ments. Even the inventory is kept on site to ensure the
speedy fulfillment of orders and Megadyne recently added
13,000 square feet to its finished goods warehouse.
Kardex Remstar, LLC Megadyne in Draper, Utah, uses a Kardex Remstar Vertical
Carousel Module for point-of-use raw stock inventory storage, and for parts for
medical device sub-assemblies. Utilizing this vertical carousel, Megadyne implemented
a one-piece continuous-flow manufacturing process to gain additional product se-
curity and inventory control. The vertical carousel allows point-of-use access and has
eliminated storage of raw stock in an open warehouse environment where it is prone
to shrinkage and damage.
Kardex Remstar offers a wide range of automated storage and retrieval solutions
aimed at helping facilities increase productivity, save storage space and maximize profits.
Kardex Remstar’s industry-leading reputation is based on years of research and develop-
ment, and on our ability to offer customization capabilities for most any application.

South Megadyne Medical Products
“we’re fortunate. we’ve grown every

year we’ve been in business. in the
market, we’re known for our simple
innovation, quality and value.”
Flexible Manufacturing
While many companies have moved rapidly toward auto-
mation, Shimkus says it doesn’t make as much sense in
Megadyne’s market. Automation machines can be cost-
ly and take months to build, but advancements occur in
the surgical tools market so frequently that automation
technology can already be obsolete by the time it is de-
livered. “We found that we focus on flexibility, respon-
siveness and being agile,” Shimkus explains. “The most
flexible and responsive tool is people.”
To promote flexibility in its workforce, Megadyne rou-
tinely cross-trains employees to operate multiple sta-
ceo dave shimkus (left)and
tions along the production line. Additionally, Megadyne vice president of marketing
michael hintze are focused
is flexible in what it produces on a daily basis. Shimkus on internal culture.
says the company uses demand flow technology to match

manufacturing with the products customers are actually
buying. The goal each day is to produce small lot sizes of
multiple products, with differing items being manufac-
tured simultaneously.
The design of Megadyne products has helped support
that flexible manufacturing. Many items share similar
base components, allowing employees to make individ-
ual parts and then change the variability near the end of
manufacturing to create the specialized final product.
But delivering orders to customers on time is about
more than flexible manufacturing. About 95 percent
of the products Megadyne produces are made to stock.
Shimkus says the company aims to carry a safe invento-
ry of each product so that when an order in placed it can
be shipped the next day or sooner. Even for international
customers, Megadyne strives to ship and deliver prod-
ucts within five days. The ability to meet customer de-
mand quickly has made the company competitive in the
marketplace, Shimkus says.
Megadyne’s suppliers play an important role in the
company’s flexible philosophy, as well, Shimkus says. The
company is moving toward a kanban system to control the
supply chain of parts needed for production. Each compo-
nent is kept in two bins, one used for production and one
for stock. Once the production bin is depleted, Megadyne
places another order to replenish the components.

Megadyne Medical Products South
Further, Megadyne has provided key ship and responsibility down to the Steady Growth
suppliers with visibility into its manu- smallest level,” Shimkus says. To do so, Megadyne has continued expanding
facturing schedule and inventory lev- Megadyne moved away from the super- its market presence since the intro-
els to maintain stock goals. Ensuring a visor model where distinct segments duction of the coated electrode in
steady flow of incoming parts has elim- had an individual task to perform to 1985, according to Michael Hintze, vice
inated manufacturing stoppages, Shim- a small team format where individual president of marketing. When Hintze
kus explains. groups of five or six people are respon- joined the company 20 years ago, there
sible for multiple steps along the manu- were only 25 employees. Now there
Building A Culture facturing process. Now, the entire staff are more than 150. “We’re fortunate,”
Restructuring the manufacturing pro- has a strong understanding of invento- Hintze says. “We’ve grown every year
cess required buy-in from employees, ry and cycle counts and is held account- we’ve been in business.”
leading Megadyne to focus on steering able for the quality that comes out of Although it is headquartered in Utah,
the company’s internal culture. Shim- their area. Megadyne’s international sales manag-
kus explains that employees often form The company teaches the concept of ers span the globe and its reach touches
a culture whether or not a company tries inspect-work-inspect, where each per- 76 countries. Hintze credits the compa-
to create it, so Megadyne wanted to be son on the assembly line reviews the ny’s new products, improved manufac-
an active part of that process. “We be- work of the previous step before making turing efficiencies and cost reductions
lieve in culture by design rather than de- their contribution and passing it to the with driving that growth. “In the mar-
fault,” he says. next station. As a result, everyone is an ketplace, we’re known for our simple in-
“One of our goals is driving owner- inspector, Shimkus says. novation, quality and value,” he says. mt

A&M Instruments Inc.
www.carvingtools.net / Headquarters: Alpharetta, Ga. / Employees: 50 /
South
Ron Michaeli, president: “We can control quality from the moment the bar stock arrives onsite.”
Moving Forward
a&m instruments has never stopped advancing its diamond cutting
products for its broad customer base. by chris petersen
a&m instruments is recognized

as a leading producer of
diamond and borazon-coated
cutting tools.
Ever since its inception more ting tools used by a variety of custom- more importantly, due to its commit-
than 30 years ago, A&M Instruments ers globally in the medical, industrial ment to having the most advanced,
Inc. has been always moving forward. and manufacturing sectors as well as state-of-the-art equipment in its
In the company’s earliest days, Pres- for do-it-yourself supply houses. “[We facilities and a team of exceptional
ident Ron Michaeli says, this often supply] basically anyone who uses a employees. The company has moved
literally was the case. “I started this diamond rotary tool to do anything well beyond the pickup truck without
company out of the back of a pickup from grinding the head off of a nail, reverse, and shows no signs of ever
truck that didn’t shift into reverse,” to building cell phones or fabricating moving backwards.
he says. “Each time I left a potential aerospace parts,” Michaeli says.
customer, I had to roll up my sleeves Beyond the company’s dual capa- Two-In-One
farther, and push the truck a few feet bilities of diamond coating and man- A&M Instruments got its start by
backwards in order to move forward ufacturing precision blanks, Michaeli forming a proprietary diamond-coat-
with the business and life.” says A&M Instruments has become a ing process, and diamond coating
Today, A&M Instruments is recog- success partly because of the strong procured blanks to fulfill customer
nized as one of the leading producers work ethic his father and grandfather needs. Seeing the need and efficien-
of diamond and borazon-coated cut- instilled in him at an early age but, cy in providing a more complete

South A&M Instruments Inc.
tifying the costs. We can convert our

machines seamlessly, from one part
to another, with no downtime.”
Michaeli says quality control is es-
sential for A&M Instruments because
customers require continuity of prod-
uct. “When it comes to our products,
quality is our first priority,” he says.
“Quality is essential to our success,
therefore we utilize the highest qual-
ity raw materials, train our team to
ISO standards, and operate at the
highest efficiency possible.”
“By implementing ISO proce-
for more than 30 years, a&m
has maintained its focus to dures, we are able to increase pro-
produce the finest-quality
products at the best price. ductivity on our standard products,
nearly eliminating errors and waste,”
process, they added within a short from its competitors. The company Michaeli says. “Daily inspections are
time Tornos/Bechler Swiss screw ma- manufactures diamond rotary tools, performed on parts, weekly meet-
chines imported directly from Swit- mandrels, hole saws, discs, grout re- ings held, and production charts re-
zerland. The company began produc- moval bits, twist drill bits, wheels, viewed quarterly. We also encourage
ing their own blanks at which point, wires and files in addition to bora- our team to contribute ideas on how
Michaeli says, it made perfect sense zon-coated tools, and provides Swiss we can improve in all areas of our
to integrate the two processes and screw machining services. “We’re business, especially in the manufac-
fabricate a complete line of diamond two operations in one,” Michaeli says. turing process.”
cutting tools. “It was only natural to “It’s not common to have both op-
integrate the two functions,” he says. erating seamlessly within the same Still Moving Forward
“So we began diamond-coating our organization, especially in the dental Even though the Internet is chang-
own blanks.” field, and it gives us the advantage. We ing the way supply houses and other
A&M Instruments is a ‘lights-out’ can control quality from the moment customers are purchasing and dis-
Swiss screw machining operation the bar stock arrives onsite.” tributing products, Michaeli says
utilizing Swiss CNC screw ma- the focus for A&M Instruments re-
chines, and others, to achieve the Quality Control mains the same as it has for the last
first essential steps in their process, Michaeli says the company bene- 30-plus years. “Our current strategy
high-precision and concentricity. fits from having the most advanced remains the same – to continue to
“This gives us our quality-control equipment possible, which he says is produce the finest-quality product
edge,” Michaeli continues. inspired by the principles his father at the best price.”
The company then coats their instilled in him at a young age. “I grew To achieve this the company contin-
blanks utilizing select blends of dia- up with a father who was very handy, ues to focus on fostering a culture of
mond shapes, structure, sizes, hard- hard-working and practical,” he says. continuous improvement throughout
ness, friability and types depending “We would pull nails out of proj- the organization. A&M Instruments
on the final application of the tool. ects that were no longer being used, plans to add nearly 10,000 square
“Thirty years of diamond coating has straighten the nails on a flat surface feet of production space in the com-
led to advances in the diamond-coat- with a hammer and reuse them. Years ing years to add even more capacity
ing process unique to our company,” later, that pragmatism translated to to its capabilities, and Michaeli says
Michaeli says. timing perfectly the replacement of the company is expanding its mar-
It is these capabilities that Michae- older machines with newer, relevant ble, stone, concrete and glass-cutting
li says sets A&M Instruments apart equipment and technology and jus- product lines in the near future. mt

Advanced Control Systems
www.acspower.com /HQ: Norcross, Ga. /Kevin Sullivan, CEO: “Our focus is placing real-time
South
information, advanced technology and energy control in the hands of our customers.”
Powering Up
advanced control systems™ creates what is needed
in an energy-conscious world. by tim o’connor
Advanced Control Systems™
(ACS™) employees, for the last 40
years, have started each day think-
ing about the needs of their electric
power customers. For the last sev-
eral years, the electric industry has
been and is in transition. Along with
increasing competitiveness, extreme
weather conditions, system securi-
ty and resiliency requirements, ACS
provides utilities with real-time, on-
time solutions with leading edge tech-
nology for the modern grid.
“We believe at ACS that energy
is foundational to our civilization
and our utility customers trust us as
the go-to real-time energy manage-
ment solution provider of innovative
products and services,” CEO Kevin
Sullivan says. “Within energy pro- mobile applications help
viders, the control center is the brain utility crews to better
respond to outages.
allowing utilities intelligent control
to increase customer satisfaction, tion (SCADA), advanced distribution The company started making su-
improve reliability with outage res- management (ADMS), outage man- pervisory control and data acquisi-
toration while meeting demand with agement (OMS), energy management tion (SCADA) systems and system
asset optimization.” Sullivan says (EMS), network simulation and opti- components for electric, gas and
utilities today ask for an ACS roadmap mization, network display strategies water utilities since its founding in
to help them with safety and reliabil- and ergonomic design. 1975. Sullivan, who took over as CEO
ity, as well as improving communica- “All of civilization needs electricity this past April says ACS is moving
tions with consumers. He is a prob- and ACS creates the real-time control forward, with a singular focus on its
lem solver as he answers questions centers and solutions needed to pro- strengths. “We’re taking a much more
on how ACS technology can deliver vide uninterrupted power. We provide market-focused approach,” Sullivan
as demand requires, how to help con- the most advanced real-time control says of ACS today. “For 40 years we
sumers make choices and how utili- systems to organizations who are in have been known to a limited set of
ties can minimize negative impacts the business of delivering energy,” says utilities and are somewhat of a secret
while optimizing service and power Sullivan. “ACS automation product in the general energy industry. Today,
flow. Utilities trust ACS as a leading lines include a wide range of flexible we are taking our secrets out of the
manufacturer of advanced automa- and cost-effective substation, distribu- box and letting everyone know about
tion technology to the global electric tion, and feeder automation solutions Precision Real-time Information Sys-
power industry, focusing on control to accelerate energy management by tem Management (PRISM™) and ad-
center solutions which include su- capturing and leveraging data analyt- vanced controls from ACS.”
pervisory control and data acquisi- ics for best practices implementation.” ACS in headquartered in Nor-

South Advanced Control Systems
communication infrastructure and is more quickly and efficiently redi-

extreme makeovers of the central rected around problem areas to di-
control room. The RTUs that act as minish downtime.
sensors on the grid, measuring things ACS has installed more than 500
such as voltage and current, are one PRISM systems worldwide and con-
such technology. Older RTUs were tinues to add new features that help
designed based on the use of elec- utilities respond to emergencies. Us-
ceo kevin sullivan says acs
trolytic capacitors that have a shelf ing PRISM, clients can tap into smart
is taking its energy control life, leading to concerns throughout grid technologies such as smart me-
secrets out of the box.
the industry that older RTUs will be- ters to isolate local outages, pinpoint
cross, Ga., a suburb of Atlanta, but gin to fail. To modernize this sensor locations and determine the root
also has offices in El Salvador and Tai- technology, ACS has developed a new cause. Having quick access to such
wan. For much of the planet, black- version of the RTU based on micro- detailed information enables utilities
outs and brownouts remain a major processor technology that fits into to efficiently dispatch crews and con-
concern, and ACS systems specialize the older model’s casing, allowing for duct a triage of the outage to priori-
in balancing supply and demand as easy installation. Keeping the sensor tize repairs. Mobile apps even allow
generation and load become more equipment up to date is important crews in the field to view a map over-
variable, coupled with a unique grid for SCADA systems, which act as the lay of the electrical grid to see all the
restoration technology to reduce backbone of today’s energy manage- assets on the grid and fault locations.
outage times. “Our focus has really ment systems, Sullivan explains. “We make sure that in real-time, en-
been to get our advanced technology Everything ACS manufacturers re- ergy crews know exactly where they
out to our public and privately held volves around the control of energy need to go,” Sullivan says.
utility customers,” Sullivan says. “We in real-time to help the industrial and Once they know where repairs are
team-up with customers to execute commercial industries manage ener- needed, crews can take and upload
their vision while we deliver quality, gy inside facilities and utilities to en- photographs, update the central con-
innovative Advanced Distribution sure the quality of supply to the control room and set expected restoration
times all from the field. Those capa-
“today, we are taking our secrets out of the bilities are all derived from ACS’s un-
derstanding that a central brain can
box and letting everyone know about precision no longer manage an emergency on its
real-time information system management.” own, Sullivan says. As the country saw
during Hurricane Sandy, the control
Management Systems (DMS), Out- sumers. Georgia Power has deployed room personnel are often unable to see
age Management Systems (OMS), ACS’s Centrix™ Feeder Automation the realities of a situation on the ground
bulk high voltage Energy Manage- system to lessen the impact of out- and are at risk of making poor decisions.
ment Systems (EMS), Remote Termi- ages by shorting restoration times “By distributing the intelligence to the
nal Units (RTU), Substation Automa- during severe weather or equipment field, we have the field units optimize
tion, Feeder Automation, based on an failure. Cobb EMC, one of the na- themselves,” Sullivan says.
advanced real-time SCADA.” tion’s largest co-operatives, uses
ACS innovation for fault detection Branching Out
Building the Smart Grid isolation and restoration (FDIR) to The strength of such integrated map-
Many of today’s electrical grids were minimize outages and automatical- ping technology is the ability to visual-
built decades ago and as a result are ly re-route power to get customers ize power grid data in real time, but it
based on older technology. These sys- back online. Through PRISM, utili- has attracted interest from new types
tems have aged and are now being up- ties can read data from the substa- of clients, as well. Sullivan recently
graded to use digital microprocessor tions, automatically determine the visited the San Francisco Municipal
based monitoring and control. This proper reaction and send commands Transportation Agency to discuss how
is a transition that requires advanced back to the system, meaning energy PRISM is helping the agency manage

Advanced Control Systems South
the energy necessary to operate its underground rail, trolley

and streetcar systems, all of which run on electricity.
PRISM data could soon find its way into the average per-
son’s hand, too. ACS invests about $3 million each year into
product development and Sullivan says much of that is going
towards extending the reach of central control rooms with
mobile applications that the utility can make available to
the end-users of electricity. The prevalence of smart phones
in the population has created an opportunity for utilities
to collect accurate near-real-time data from customers on
where outages are occurring and potential causes.
Through the mobile apps developed by ACS, customers
can take pictures of downed power lines or write messages
about what they noticed just prior to an outage and send
that data directly to their electricity provider, where it will
be added to the PRISM knowledge accessible by crews in
the field. The apps will also keep customers updated on the
three key questions during a blackout: am I alone, is some-
one working on it and when will the power be back on? “Our
application will answer all three of those things immediate-
ly,” Sullivan says, “but also enable a utility to ask [custom-
ers], ‘What else do you know?’”
The Industry’s Future Is Here

“This is an industry that, for many years, has been delivering
a commodity at the speed of light that was totally invisible,
but at the same time has no direct end-use [without conver-
sion],” Sullivan says. People use electricity nearly every mo-
ment of their lives, but they don’t physically interact with
it, and they don’t consider the impact on the grid when they
power their cell phone. Customers may grumble when their
power bill comes every 60 days, but the rest of the time they
aren’t thinking about how to cut consumption. Sullivan be-
lieves that customer behavior must change or many grids
risk curtailing service and more frequent outages.
With today’s technology, Sullivan says it is finally pos-
sible to alter how everyday people think about energy and
how they can be part of the “social energy” evolution tak-
ing place. mt
Prime Technological Services, LLC specializes in high mix, high complexity

printed circuit board assembly and top-level box build. For 25 years, our belief has
been that the only source of enduring success is the understanding and servicing of
our customers, and having a deep appreciation for their success. Our commit-
ment to these ideas is communicated in our Core Values and Brand Promise. We
understand that our customers’ reputations and brand integrity relies on our
performance. Our team members, systems, equipment assets, processes, and lead-
ership combine to create a focus and culture of quality that is unsurpassed in the
EMS industry. We have built our company on a foundation of quality, flexibility and
responsiveness, and are proud to be recognized as an Inc. 5000 Award recipient for
the past three years running. See more at prime-ems.com.

Borla Performance Industries
www.borla.com / 2014 revenue: $70 million / Headquarters: Johnson City, Tenn. /
South
Employees: 200+ / Specialty: Automotive exhaust systems /
Trusted
Name
borla performance
industries is dedicated to
supplying superior
systems. by chris petersen
Whether the customer is a vehicle
owner looking for aftermarket parts
or a major automaker looking to in-
corporate quality components into
its products, the name “Borla” means
the same thing. For nearly 40 years,
Borla Performance Industries has
supplied manufacturers and after-
market distributors with high-qual-
ity exhaust systems made to last and
provide the best performance on the
market. Vice President of Sales and
Marketing David Borla says the com-
pany continues to hold its ground as for almost four decades,
borla has supplied high-
a market leader despite the intense quality exhaust systems
made to last.
competition it faces from all sides be-
cause it has never stopped working to as the first to offer a long-term war- started his own exotic car dealerships,
improve its products. ranty on those products and the first but discovered that selling parts for
Based in Johnson City, Tenn., Borla to use stainless steel. All of Borla Per- imported cars was more lucrative.
Performance Industries supplies ex- formance Industries’ innovations are `Within a few years, Borla’s father
haust system products to distributors more impressive when one considers became known for supplying Rolls
on the aftermarket side of the auto the highly unusual path its founders Royce parts throughout the North-
parts industry as well as designs and took to get into the business. east, but when one of his key overseas
manufactures exhaust systems and Borla’s parents, Alex and Alyse Bor- suppliers disappeared overnight,
parts for major OEMs such as GM, la, founded the company in Brooklyn he took matters into his own hands.
Ford and Volkswagen. The business in 1978. Alex Borla came to the United Using his own equipment, Alex Borla
is divided equally between those two States from his native Romania at the manufactured more than a dozen ex-
customer bases, Borla says, so Borla age of 10, speaking no English but hav- haust systems rather than fall behind
Performance Industries faces strong ing some experience in a blacksmith’s on his orders, and from there the
competition from the hundreds of shop repairing bicycles. A German im- company’s destiny was determined.
companies that sprang up in its wake. migrant in his neighborhood took the “He did such a great job with those
The company has been an innova- elder Borla under his wing and taught exhaust systems that he decided to
tor in the exhaust system market from him to repair Volkswagens, a skill Alex reinvent his business,” Borla says.
the very beginning, being the first in Borla developed further as a mechanic
the world to offer a complete after- for a Volkswagen and Porsche dealer- Superior Products
market exhaust system that could be ship. After learning all he could about One of the biggest keys to the com-
bolted onto an existing vehicle as well the dealership business, Borla’s father pany’s early success was that Borla

Borla Performance Industries South
Performance Industries did not treat any of its original “There are always more competitors in the space every
exhaust systems as a custom product, but maintained year, and it’s very important that we not rest on our lau-
detailed drawings and part numbers so that it could have rels,” Borla says.
customers order from a catalog. Borla says the compa-
ny’s ability to easily recreate any of its systems for any Into the Future
customer made it popular with manufacturers as well as Borla says that now that many American manufacturers
vehicle owners. Borla says the company’s brand carries are expanding their efforts to sell performance cars like
a lot of perceived value thanks to its association with the Ford Mustang overseas, Borla Performance Indus-
prestige OEMs like Aston Martin, and he likens that tries is preparing to make a bigger push globally.
connection to people buying certain brands of sneakers “International expansion is a very big part of our ef-
because of their association with certain athletes. forts,” Borla says. “We see ourselves pushing pretty hard
But there’s much more to the success of Borla Perfor- in some of the emerging markets.”
mance Industries than name recognition, and Borla says From a product standpoint, the company is branching
the superiority of the company’s products is due to a out into other areas of performance products, specifi-
number of factors. First and foremost is the fact that the cally on the induction side. Borla says that as long as the
company never stops working to improve its products. company holds true to its winning formula and contin-
“We’re a product-based company; we devote the major- ues working toward consistent improvement, Borla Per-
ity of our resources into improving the product,” Borla formance Industries will be a name people trust.
says. “What really separates us is the attention to detail “We just have a real sense of what it takes to make the
that we put into our products.” products right,” he says. mt
Those details include patented technology that can’t
be found in any other exhaust system, Borla explains.
Borla Performance Industries also provides something
more than its competitors in terms of reliability, using
heavy and robust welds to join its components. “The real
beauty is how they work and how they fit,” Borla says.
One Step Ahead

As vehicles become more technologically advanced, Bor-
la Performance Industries has worked hard to keep up
with the requirements placed on it by manufacturers and
environmental regulations. For example, Borla says, the
company is now involved with electronics systems else-
where in the vehicle, something it did not have to worry
about before the advent of emissions control systems.
He says many manufacturers use cylinder deactivation
as a fuel conservation feature in cars, automatically shut-
ting down cylinders within the engine during highway
driving, for example. Borla says the company’s exhaust
systems need to work in coordination with these sys-
tems to reduce noise. On the aftermarket side, some car
owners want the option to run their exhaust systems in
“loud” or “quiet” mode at the flick of a switch.
Borla says it isn’t always easy for the company to keep
up with the changes in the marketplace, but it’s essential
that Borla Performance Industries does so to protect its
position in the marketplace from the competitors that
continue to move into the industry.

Justin Brands Inc.
www.justinbrands.com / HQ: Fort Worth, Texas / Specialty: Western boots / Larry Nelson, VP
South
of manufacturing: “Thankfully, today’s technology allows us to stitch complex patterns quickly.”
manual craftsmanship and

semi-automatic machines
are combined to create each
pair of justin boots.
Made for Walking authentic western footwear for men,

women and kids for every occasion:
from working on the ranch, to riding,
up to 16 square feet of natural leathers are needed to Saturday night on the square,” the
company says. “When you’re wearing
to make a pair of boots from justin brands inc. Justin Boots, you’re always culturally
in tune with western fashion, deep in
An army travels on its stomach, the western character that lives and the heart of the western lifestyle.”
but a cowboy travels on his boots, breathes today,” the company says.
and more than likely they are man- Justin Boots explains that its prod- How They Are Made
ufactured by Justin Brands Inc. The ucts are handcrafted by boot-makers Larry Nelson, vice president of man-
company manufactures five major in the United States using fine leath- ufacturing for Justin Brands Inc., de-
brands: Justin Boots, Original Justin ers and materials. scribes the boot-making process in a
Workboots, Tony Lama Boots, Noco- “We take great pride in the charac- YouTube video. “There can be up to 16
na Boots and Chippewa Boots. ter of our superior craftsmanship and square feet of natural leathers in a pair
Justin Boot Co. has manufactured the comfort of our product, from the of Justin Boots and up to 130 steps in
boots for more than 130 years. It has leather to each individual stitch,” the the making of a single pair,” Nelson
been handcrafting western foot- company says. Some of the technolo- reports. Those steps are mostly man-
wear in the United States since 1879, gy incorporated into Justin Boots are ual with the assistance of semiauto-
when its founder, H.J. Justin, mas- the J-Flex Flexible Comfort System, matic machines.
tered the craft of boot-making and which provides all-day comfort, and “Once the pieces are cut, a crafts-
established the company’s western Grip-on-Demand, which provides man begins by cementing the piping
footwear brand. “Justin Boots are an horseback riders with enhanced con- to the tops of the boots, then cements
icon in western culture, and their her- trol in the stirrup. the inside lining to the outside leath-
itage will always have a presence in “We offer durable, comfortable, er tops,” Nelson says. “This holds the

Justin Brands Inc. South
parts in place while another skilled craftsman stitches and

trims the excess leather lining.”
Now done by machines, this top stitching was done by
hand in the early days of boot production. “Thankfully,
today’s technology allows us to stitch complex patterns
quickly, efficiently and consistently using computer stitch-
ers,” Nelson continues. “Then the hard counter is stitched
to the back quarter. Once the vamp lining is sewn to the top,
the vamp – or the front part of the boot – is stitched to the
front quarter of the boot.
“Next, the front and back parts of the boot are sewn to-
gether,” he says in the video. “At this point, the tops are
turned right-side-out. The tops are perforated to allow the
pull straps to be inserted and bar-tagged. Now that the up-
pers are complete, the process of shaping the boot into its
final three-dimensional form begins. This process, called
freeze-form molding, shapes the heel counter. To start the
lasting process, a leather insole nailed to a polyethylene last
is placed inside the boot upper.”
Nails are used to hold and form the leather. Then the
vamp is separated from the vamp lining to apply an inert
silicone elastomer box toe. Applied wet, once it sets, it be-
comes very hard. “Using copper wire, the bootmaker care-
fully works all the wrinkles out of the leather and gives the
box toe its final shape,” Nelson says. “Inseaming is next.
The sole well provides the medium needed in order to at-
tach the outsole.
“After the insole nails are taken out, the excess leather
is trimmed and the bottom of the boot is prepared for the
metal shank,” he says in the video. “This gives Justin boot
wearers added arch support. Next, the outsoles are heated
to activate the adhesives and a special sole press machine
bonds the outsoles to the bottom of the boots. Using the
shape of the boot as a guide, the craftsman trims the excess
leather. Once this is done, the outsole is sewn to the welt.
“One of the most distinctive marks of the well-made
boot is the pegging,” he says. “Because of the way the out-
sole is rolled to hold the shank, a row of brass nails and a
row of wooden pegs are used to secure and hold the out-
sole between the welt and the heal. Next, the heals are at-
tached. From here, boot specialists begin to carefully trim
and shape the heels. They know how to shape the heels to
match the specifications of that particular style. After this
process is completed, the heels and outsoles are inked and
burnished. At this point, the boots are ready to wear.”
However, additional steps – washing, top-forming,
hand-dressing, final finishing and polishing – complete the
manufacturing process. mt

Hol-Mac Corp.
www.hol-mac.com / HQ: Bay Springs, Miss. / Specialty: Steel fabrication, cylinder manufacturing /
South
Hol-Mac: “We conduct our business consistent with truth, trust and simply doing what is right.”
Guaranteed Quality
hol-mac corp. improves its customers’ operations
through its products.
hol-mac operates with a

culture of building quality
products and providing
exceptional service.
For Hol-Mac Corp., the quality of ner’s interest and formed a corporation, Hol-Mac backs this with more than
its products is an important reflection changing its name to Hol-Mac Corp. 50 years’ experience in steel fabri-
of how it is viewed in the market. “Hol- Recently, the company completed a cating and value-added services. Ad-
Mac’s culture is to build quality prod- 60,000-square-foot facility that sup- ditionally, “Our investments center
ucts, conduct business with integrity plies all internal burn to shape parts around expanding for the growth of
and provide our customers with excep- to its four manufacturing facilities. our customers, employees and com-
tional service,” the company states. “This new facility will allow us to re- pany,” it states.
Based in Bay Springs, Miss., Hol- spond even faster to the needs of our “We conduct our business consis-
Mac specializes in steel fabrication customers,” the company says. tent with truth, trust, and simply do-
and cylinder manufacturing. Found- According to Hol-Mac, robotic welding what is right,” Hol-Mac says. “Each
er Charles Belton Holder Jr. started ing is the future of manufacturing and [of our facilities] has a core product
the company in 1963 as a small ma- has four in its facility. “We also have and capability but due to common
chine and welding shop with partner over 50 CNC machines programmed equipment, we are able to produce
A.T. Land. through CAM and connected through common products at the other facili-
Years later, Holder bought his part- DNC Interchange,” it states. ties if needed.”

Hol-Mac Corp. South
Custom Cylinders Making Valuable Employees

Hol-Mac excels in its cylinder manufacturing. “Because Hol-Mac invests in the development of its staff to ensure
cylinders are the backbone of [our clients’] equipment, the ongoing strength of its operation.
we believe that a cylinder should be designed and built “It is our belief that a better-educated employee will
for its specified use in order to guarantee the fullest become a more valuable employee,” it says. “Therefore,
potential, performance and economy of [their] equip- we support continuous learning and training opportuni-
ment,” it states. ties for our employees.”
“At Hol-Mac, there is no such thing as a ‘stock’ or ‘shelf’ The company provides tuition reimbursement for em-
cylinder,” the company states. “When Hol-Mac designs ployees that are earning degrees or taking courses that
and manufactures [the customer’s] cylinder, [they] can will improve their job performance. Hol-Mac also pro-
be assured that it is perfectly suited to [their] needs and vides opportunities through a partnership with Jones
is the most economical cylinder available.” Community College, at the Jasper County Learning Cen-
Through its design, equipment, process control and ter in Bay Springs.
pride in craftsmanship, Hol-Mac says it gives customers At these events, Hol-Mac’s associates can perform
strong performance and durability. “In addition to man- pre-employment assessments, including the Career
ufacturing to [the client’s] prints, our cylinder plant has Readiness Certificate (CRC), which shows “prospective
a professional engineering team that can help [them] employers that an individual possesses skills needed in
design or improve [their] cylinder to save [them] money the workplace,” the company says, noting that CRC fo-
and improve quality,” it states. cuses on reading for information, applied mathematics
Hol-Mac has created its Benchmark Tank product and locating information. mt
line to accompany its hydraulic cylinders. “By utilizing
both our tanks and cylinders, [clients] can track down
and eliminate contamination issues faster,” it says.
“With our ability to integrate our price-competitive
sourcing and capabilities in steel fabrication, cylinders
and tanks, we can provide great benefits and cost-sav-
ing strategies to customers in many different areas.”
Award-Winning Work
Hol-Mac’s quality focus has earned it recognitions, in-
cluding the Governor’s Award from the Mississippi
Quality Award program. “This state-sponsored program
is structured in accordance with the nationally-recog-
nized Malcolm Baldrige [National Quality] Award Crite-
ria, which recognizes continuous improvements in qual-
ity management and world-class processes,” it says.
The firm also is a certified supplier for multiple major
OEMs and has won several preferred supplier awards.
“Our cylinder division was benchmarked by a Fortune
500 OEM as a top supplier from nearly 70 worldwide
suppliers in regards to pricing and capabilities,” Hol-
Mac adds.
The company adds that it has been a leader in contami-
nation control, as shown in its assembly, testing and con-
tamination measuring methods. “This type of expertise
has allowed Hol-Mac to provide training to customers
and suppliers both concerning the importance and appli-
cation of contamination control,” it says.

Pacesetter
www.teampacesetter.com / Employees: 160 / Aviva Leebow Wolmer, CEO: “Really, truly and
South
wholeheartedly, we are open to anyone who wants to make Pacesetter a better place.”
Forging Partnerships
pacesetter gives customers, suppliers and associates
the family treatment. by stephanie crets
pacesetter’s customers all have
one thing in common: different Pacesetter is a family owned busi-
steel requirements that must be
precisely executed. ness with humble beginnings. Steve
Leebow, the founder, worked in his
family’s steel distribution center un-
til he started his own company in At-
lanta, Ga. in 1977. He successfully and
quickly grew Pacesetter to be known
in the market as a leading steel sup-
plier. Now, Aviva Leebow Wolmer, his
daughter, who was appointed CEO in
September 2014, runs the company
while Steve remains immersed within
the business as Pacesetter’s COO.
Beginning in galvanized steel, Pace-
setter’s products now consist of gal-
vanized, galvannealed, galvalume,
aluminized, stainless, cold-rolled
and pre-painted materials. The com-
pany primarily distributes steel to a
wide range of global OEMs, who pro-
duce products from HVAC units and
ductwork to garage doors and vend-
ing machines.
“We serve a large variety of cus-
tomers, each valuing different
things,” explains Gary Roberts, vice
president of procurement at Pace-
setter. “Some want stability of pric-
ing and inventory, others want ex-
treme flexibility. To support that,
we purchase steel using a variety of
methodologies. We supplement this
with a deep knowledge of our suppli-
er’s steel-making capability, person-
nel and culture. This helps us make
sure we’re matching the best suppli-
ers to each customer.”
Pacesetter serves all of North
America, with three service centers
in Atlanta, Chicago and Houston.
“We have inventory in 40 locations
throughout the United States,” Lee-

Pacesetter South
bow Wolmer says. “All of these part-

nerships are strategically placed. We
do extensive auditing of any partner
to ensure they fit our standards.”
Pacesetter has a passion for finding
solutions. Customers do not merely
hire them as a vendor; they depend on
Pacesetter as a collaborative partner.
Each customer has one thing in com-
mon: different steel requirements
that must be precisely executed.
“Each job that we have is slightly
different in regards to length, width,
gauge, weight and steel type. We ad-
just using a very disciplined and effec-
tive quick-changeover method that
has added as much as 35 percent more
run-time to each of our lines,” says
David Cosgrove, vice president of op-
erations. This flexibility has enhanced associates live, breathe and
feel every stage of the process
its scheduling response and last-min- and how their role impacts
everything the company does.
ute insertions. Pacesetter now has the
capability of making new products in novation and becoming a genuinely boarding processes for every new
less than 18 minutes. collaborative partner with our cus- associate. Each associate learns how
“Quality and productivity are of- tomers, our suppliers and our com- every area of the business works, no
ten considered mutually exclusive in munity,” Leebow Wolmer says. “Our matter what his or her role may be.
most manufacturing environments,” certification will allow us to add even “We want them to live, breathe and
Cosgrove says. “By using a cloud- more value to our current customers, feel every stage of the process and
based tool Pacesetter designed to helping them reach new markets and how their role will impact everything,
gather statistical process control data their supplier diversity initiatives.” good or bad,” Leebow Wolmer says.
at the machine level, we are constant- Recently, Pacesetter installed “Can
ly monitoring and improving quality Family Driven Culture You Imagine It” whiteboard walls
and productivity.” Pacesetter sees all 160 of its associ- at all of its locations and the associ-
Pacesetter’s customers always get ates as family. Leebow Wolmer em- ate-generated ideas flooded in. The
what they ask for within the time they phasizes the fact that everyone is on vast impact of these ideas over the last
need it, according to Leebow Wolmer. the same level as an “associate,” rath- eight months pushed Pacesetter into
“But we do much more than sell steel. er than an employee. “People stay af- creating its “Innovation Implementa-
We are partners to our customers. We ter work playing ping-pong and other tion Team.”
create mutually beneficial relation- activities because they enjoy hanging “We have the best talent,” Leebow
ships to impact their bottom line,” out with their colleagues here,” she Wolmer says. “We are very special-
she says. “Our goal is to find good says. “This leads to collaboration and ized for every position at the com-
companies that we can partner with teamwork on a daily basis. We all have pany with very skilled and talented
and make both of our companies bet- our roles, but we step out of them if associates at each level. Really, truly
ter and stronger.” something needs to be done. We work and wholeheartedly, we are open to
Recently, Pacesetter was certified hard and play hard. We celebrate our anyone who wants to make Pacesetter
by the Women’s Business Enterprise successes, give back to our communi- a better place. Pacesetter is a force of
National Council. “We have a shared ty and have fun while doing it.” nature in the most rapidly changing
vision of leading the industry in in- Pacesetter employs extensive on- landscape in history.” mt

West
122. Food Service Warehouse

125. 130. 138. 125. Trimble Mobile Computing
Solutions
130. Ironclad
134. Sterling Machinery Exchange
136. Qualtek Manufacturing
138. ACE Clearwater

West
HOLLYWOOD
CONNECTION
the manufacturing industry isn’t always associated with glamour, but
advanced manufacturing technology is behind much of the magic seen
in hollywood’s big-budget offerings.
//////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
WESTEC, a major West Coast manufacturing event, is readying

its programming for 2015, and part of it will be a keynote on the power of
manufacturing in Hollywood. Jason Lopes of Legacy Effects will discuss
how manufacturing – specifically additive manufacturing/3-D printing –
is changing the face of special effects in the film industry.
Lopes is a lead systems engineer at Legacy Effects, home to resentatives and provides attendees networking opportuni-
some of Hollywood’s most talented effects professionals and ties, complimentary education sessions, keynotes and inter-
makeup artists. For his keynote, “3-D Printing for Hollywood,” active manufacturing technology exhibits. The event features
Lopes will discuss additive manufacturing and how it is impact- representatives from growing industries, like aerospace, med-
ing some of the industry’s biggest effects for movies like Aveng- ical, energy, and transportation, as well as large Fortune 500
ers: Age of Ultron, Jurassic World, Terminator Genesys, Iron Man 3, OEMs and smaller companies that provide the engineering,
Hunger Games, Pacific Rim, Twilight: Breaking Dawn and others. design and manufactured components fueling the industry.
“From its inception, the film industry has made innovation a “As manufacturing continues to grow and evolve, WESTEC
priority, using new technologies and advancements to produce is committed to offering our attendees information about in-
higher-quality results,” Lopes says. “My talk will highlight how novations happening within all aspects of the industry,” says
the intersection of manufacturing and entertainment has im- Janine Saperson, event manager at SME. “We see WESTEC as a
pacted modern-day effects’ teams and helped them do their job platform for providing diverse content and insight to the peo-
better and more efficiently.” ple that will be driving the industry in the future.”
The Hollywood keynote is just one of many education ses- SME connects all those who are passionate about making
sions and networking opportunities exclusive to attendees at things that improve our world. As a nonprofit organization,
WESTEC 2015, which is held every two years. All of these activ- SME has served practitioners, companies, educators, govern-
ities will take place over the course of the three-day event, to be ment and communities across the manufacturing spectrum
held September 15-17 at the Los Angeles Convention Center. for more than 80 years. Through its strategic areas of events,
Additional event content will focus on issues and advance- media, membership, training and development, and the SME
ments in manufacturing as a whole, as well as key sectors of the Education Foundation, SME is uniquely dedicated to the ad-
industry, including aerospace, medical and the military. vancement of manufacturing by addressing both knowledge
WESTEC attracts between 12,000 and 15,000 industry rep- and skills needed for the industry. mt

Food Service Warehouse
www.foodservicewarehouse.com / Specialty: Foodservice equipment / Food Service
West
Warehouse: “We’re not seeking to push the status quo; we’re working each day to constantly reinvent it.”
ranging from flatware and cookware

to commercial ovens and dishwash-
ers. FSW stocks products from most
major manufacturers and brands.
The company prides itself on its “one-
stop-shop” model. “From fine dining
restaurants to quick-serve counters
and right down to specialty needs
such as Asian cookware, catering
supplies and bar equipment, we cov-
er every product detail to assure our
customers’ business is set up for suc-
cess,” FSW says.
More than Equipment

FSW offers more to its foodservice
and restaurant customers than just
equipment. The company provides
a number of other services to its na-
tional accounts, including distribu-
tion, shipping, value-engineering,
installation and menu development.
Clients also have access to an online
ordering portal, where they can man-
age the ordering process for individu-
food service warehouse stocks al stores, the company says.
a full range of foodservice
supplies and equipment. “Choosing foodservice supplies
Service Masters
and equipment does not have to be a
chore,” the company says. “We strive
to simplify the process by providing
a variety of products, easy-to-use
food service warehouse’s customer service search tools and unparalleled cus-
and other offerings elevate it above the ranks. tomer service to help customers find
the restaurant equipment they need
In 2006, Madhu Natarajan found- With four locations in the United with ease.”
ed Food Service Warehouse (FSW) States and more than 450 team mem- The company offers resources be-
with one idea in mind: to make it bers, the company today is a leading, yond products and equipment to its
easier for foodservice providers to game-changing player in the equip- customers. “A lot of restaurant equip-
purchase supplies and equipment ment sales market. “We’re focused ment and supplies stores are the same;
by making equipment available to on providing our customers with the we like to be different,” it says. The
purchase online. “Beginning with best experience and the best prod- company’s online education center
just 12 employees and faced with an uct selection in our industry,” the offers hundreds of articles covering
industry steeped in brick-and-mor- company says. “At FSW, we’re not foodservice topics including starting
tar storefronts, [Natarajan] paved seeking to push the status quo; we’re a restaurant, restaurant management
the path to create a thriving and dis- working each day to constantly rein- and operations, restaurant market-
ruptive presence in the foodservice vent it.” ing, product safety and public health,
equipment and supplies market,” the The company offers a wide array of and equipment care and repair.
company says. foodservice supplies and equipment, One component of the educa-

Food Service Warehouse West
of service for every customer,” the viceWarehouse.com, we truly believe

National Research company says. “We understand it’s that your success is our success and
FSW has a contract with the U.S. General
Services Administration (GSA) to offer federal important for customers to find the we strive to provide the professional
agencies worldwide a range of equipment and right restaurant equipment and sup- shopping experience that meets and
supplies at a pre-negotiated price. As a pre- plies for your business. At FoodSer- exceeds your expectations.” mt
ferred GSA vendor, the company is able to offer
products for purchase by government employ-
ees through its website, the company says.
tion center, titled “Understanding

Restaurant Equipment and Sup-
plies,” walks users through the
process of finding the right unit for
their commercial kitchens. “Our
educational resources are available
to improve your knowledge and un-
derstanding of commercial kitch-
en supplies, restaurant equipment
and general foodservice topics,” the
company says.
‘A Better Experience’
FSW prides itself on customer ser-
vice. “We offer more than just a place
to shop; we offer a better experi-
ence,” the company says.
The company employs many prod-
uct experts who “know our catalog
inside and out,” it says. “From uten-
sils to freezers, we’ve done the work
to find the right products for your
kitchen.”
Product experts train personal
account managers, who assist each
customer with every step of the
shopping experience. “From product
selection to tracking orders and be-
yond, we provide an unrivaled level
Jackson Warewashing Systems is committed to

providing customers with the best value for warewashing
equipment in the commercial foodservice industry. One
example is the recent addition of Ventless and Energy Re-
covery technology for their TempStar Door-Type Dishma-
chines. The Ventless feature allows for operation without
the installation of a hood over the dishmachine. Steam or
water vapor is extracted from the machine and condensed
to heat the incoming rinse water. Elimination of the hood
and related utilities along with the efficiency of the energy
recovery unit combine to save the operator $4,655 the first
year and $1,155 every year after.

Trimble Mobile Computing Solutions
www.trimblemcs.com / HQ: Corvallis, Ore. / Employees: 160 / Greg Goodwin, business
West
development manager for the North American market: “Think of an iPhone or iPad on steroids.”
trimble mobile computing

solutions offers computerized
assistance on the manufacturing
shop floor.
Rough and Ready temperature and vibration and things

like that because you need a clean en-
vironment in food processing,” Antho-
trimble helps manufacturers say goodbye to ny says. “Or you may have dust or fine
their pens and paper. by russ gager flour or powders where you can’t have
a computer there – it’s going to wreck
your system. But if you need comput-
Modern manufacturing requires “We would like to introduce ourselves erized assistance on the floor – as more
input of complicated data on the fac- to the manufacturing industry as a businesses say, ‘We will not do without
tory floor. But factory floor condi- company that has been providing re- that – we don’t want pen and paper on
tions sometimes are too rugged for liable, rugged handhelds for decades a printed-up spreadsheet, we want it
conventional computers. Meeting and creating products designed for recorded accurately on the floor so it
the need for bar code scanning and the mobile outdoor worker,” Trimble meets our auditing requirements and
data entry in the most harsh envi- MCS Business Area Manager for Man- we can easily run up a report’ – the
ronments – often to meet regulatory ufacturing Michael Anthony says. very rugged handheld computers that
issues – are a full line of rugged hand- Now Trimble MCS is coming in from Trimble makes are a no-brainer for
held computing products from Trim- the outdoors to market its products in that kind of environment.”
ble Mobile Computing Solutions the many rugged environments that A handheld or tablet computer that
(MCS). They were originally devel- exist inside factories. is truly rugged must be built that way
oped for similar outdoor navigation “What it boils down to is that peo- through and through.
applications by its parent company, ple have almost been forced to stick “Our devices are manufactured
Trimble Navigation Ltd. with pen and paper keeping track of rugged from the inside out, from

West Trimble Mobile Computing Solutions
devices and ruggedness levels, [with]

testing houses that certify a manu-
facturer’s devices to meet the specifi-
cations,” Goodwin explains. “It’s not
just a manufacturer saying they do.
We actually use these testing houses
to certify all our products. We publish
all that in data sheets and specifica-
tion sheets.”
Manufacturers Requested
As manufacturing became more so-
phisticated, manufacturers began
requesting rugged handheld devices
from Trimble. “One of the reasons
we looked at manufacturing is that
people were coming to us, saying,
‘We have been using pen and paper
trimble mcs’s products follow
because we have difficulties,’” An-
worldwide standards that are thony says. “’Our factories have dust,
accepted for ruggedness and
durability. there’s powder, there’s sparks, there’s
little metal shavings that keep us from
the board level out,” stresses Greg Rated for Extremes having computers on the factory floor.
Goodwin, Trimble MCS business de- Trimble MCS’s products can handle Do you have something?’ That led us
velopment manager for the North extremes. “You can clean it, it can to start looking at the manufacturing
American market. “They’re not a con- withstand a heavy spray and it can industry as a whole.”
sumer-grade device wrapped in a rug- go from a freezer with very cold tem- Anthony thinks that Trimble MCS’s
ged case. Think of an iPhone or iPad peratures to a high humidity area and products are unique because they
on steroids – anyplace you’re not com- still work,” Anthony explains. “For were developed originally for rugged
fortable taking an iPhone out of your the most part, if you need computer- outdoor uses. “I’m sure we have com-
pocket, in wet or extreme heat or cold, ized records, unless you have a prod- petitors, but I have the feeling that
or you’re afraid to drop it – that’s where uct that can handle those types of there is not a lot of other rugged com-
our products perform.” shocks, it’s not going to work for you.” puter options that folks have seen in
There are two primary ways hand- The company’s products are rat- manufacturing,” she says. Trimble
held computers can create better pro- ed for their durability. “Our devices MCS’s products are an affordable tool
ductivity and a better bottom line: follow a set of standards worldwide that already has been developed and
1. Mobile use on the shop floor to that are accepted for ruggedness,” provided in the field for decades, An-
track materials, personnel, inven- Goodwin points out. “They are called thony maintains.
tory, etc. IP ratings for ingress protection, for “We’ve got an integrated computer
2. As portable controllers for ma- dust and water getting into your de- that you can hold in your hand – it’s not
chinery – programmable in an vices. Our devices meet all the highest too heavy – that can run all the Micro-
office, the handhelds can be con- standards, from IP65 to IP68.” soft Windows-based, Android-based
nected to older machines (includ- Trimble MCS’s products also with- software that the back office uses on
ing those with old RS-232 serial stand humidity and meet worldwide the shop floor,” she says. “It has a bar
ports) to download instructions 810 military specifications for drops, code reader that is capable of reading
without having to turn off the shock, temperatures and vibration. dozens of different bar code matrixes.
machine and/or run the unit for a “There’s a whole industry associated So if you’re a manufacturing firm that
specific program. around the military specifications for needs to be able to track products

West Trimble Mobile Computing Solutions
that come in through the manufac-

turing process and then back out the
door that may have a wide variety of
different kinds of bar codes, our read-
er can read those and keep track of
them and organize them automatical-
ly. It can help improve worker safety
and productivity, run reports and do
auditing in a seamless, easy way.”
Product Variety
Among Trimble MCS’s products ideal
for the manufacturing and processing
industries are the handheld computer
lines of Nomad® and Juno® T41, and
the soon-to-be released rugged tablet,
KenaiTM.
The Nomad® 1050 line of hand-
helds includes bar code reading ca-
pability in both 1D and 2D matrixes –
meaning that it will read almost every
bar code currently known to man, in-
cluding QR codes, global codes (Chi-
nese, for instance) – and it will read
hundreds of them at a time, accurate-
ly. Any business that goes through a
global inventory in its manufacturing
process will find this an invaluable the company’s devices use
windows or android operating
benefit. It also offers an optional RS systems and can operate
specialized software.
232 serial port for direct connection
to older machinery, for programming each of them integrates important have that information instantly, and
or control needs. manufacturing capabilities – such as it will be accurate and accessible to be
The Juno® T41 line of comput- bar code reading – into a fully func- shared immediately through connec-
ers comes in a choice of operating tioning, cloud-capable computer that tivity directly to your office manager.
systems – Windows or Android – so can be taken around the shop with So you can track things in a way that is
that whatever software applications workers. And if one of them is dropped literally impossible otherwise.”
a business needs, one of these tough or mishandled, it will keep on work-
handhelds can run them. The Juno® ing, ensuring audits, personnel man- New Products
T41 also includes optional smart- agement and data control will remain Trimble MCS is introducing two new
phone capability with voice and data, easy, accurate and never interrupted. products. A tablet computer, the Ke-
for either Verizon or AT&T plans. “These are sophisticated pieces of naiTM, has a 10-inch display screen
For those businesses who have equipment,” Anthony emphasizes. and will be,available in late September.
tried an iPad and been dismayed by “The bar code capability in a Trim- “It’s more the iPad experience,” An-
its inability to handle harsh condi- ble handheld will read dozens of bar thony says. “It’s thicker than a regular
tions, the KenaiTM is a Windows 8.1 codes at a time instantly and accu- iPad because it’s rugged, and it’s going
operating system with a 10-inch dis- rately. Our UHF RFID reader on the to have that larger display screen. Its
play screen tablet. Juno® T41 will read tags from a pal- operating system is Windows 8.1, up-
The key to these products is that let above you, or to the side. You’ll gradeable to Windows 10.”

Trimble Mobile Computing Solutions West
Another new product, the Nomad® software developers or integrators getting. Then this information flows
1050, is being released in August. “It or people that are serving a particular through the lifecycle of what hap-
looks like the Nomad® that has been industry; they create solutions they pens next to that corn and barley and
a tremendously popular product for can then bundle onto our handhelds whatever it will become. All that can
years, but the inside has been updated to provide to the rest of the industry,” be traced in real time and followed
to 2015 with a more recent operating Goodwin says. by managers. So it’s not just a better
system, more power, more memory These functions could include ERP, product, it’s better safety, it’s better
and a bar code reader capability built- personnel timekeeping, work orders, auditing, all the way across.”
in,” Anthony says. bar code scanning or RFID tag read/ The company’s rugged computing
Trimble devices can have exter- write for sophisticated asset- and in- products are being used in vibration
nal keyboards added to them and ventory-tracking, machine calibra- and thermal analysis of manufacturing
connect to other accessories such tion and control or general data col- equipment. “The growing trend with-
as docking stations, monitors or pe- lection in a machine shop. “A lot of in manufacturing is to really bring the
ripherals. They also have full com- times, it’s just about being more pro- company’s ERP solutions to the shop
munication capabilities and can ductive and having your workers be floor – everything from time sheet
connect with different versions of more productive,” Goodwin contin- manufacturing to work order man-
Wi-Fi. “They all have options for cel- ues. “Rather than populating spread- agement, sometimes integrated with
lular modems inside that can be used sheets by hand and having somebody maintenance and inspection,” Good-
for data transfer,” Goodwin says. enter data and hopefully not make win reports. “That is all being tied
“The Juno® T41 can be used just mistakes in handwriting interpreta- together through the back-end ERP
like a smart phone for voice as well tion, being able to capture all the data system.” Large corporations and hun-
as everything from your standard on the shop floor accurately and in dreds of new small start-up companies
Bluetooth all the way up to having an real time has significant production are focusing on bringing ERP systems
AT&T wireless data plan on it.” benefits for manufacturers.” to the manufacturing factory floor, and
The devices use Windows or An- Productivity is a prominent con- to do so, they will need rugged comput-
droid operating systems and can op- cern of manufacturers. “If you read ing products, he maintains.
erate specialized software such as en- any survey on manufacturing, produc- With higher levels of productivity
terprise resource planning systems. tivity is always No. 1 or No. 2 in terms being required to remain competitive
“There’s a wide variety of software of the highest things on a manufactur- in manufacturing, and computeriza-
applications that they can use that ing CEO’s mind,” Goodwin asserts. tion being utilized in all aspects of the
they can choose from,” Anthony says. “They’ve got to improve productivity business, the last frontier of comput-
“We provide the hardware to meet and control cost. Our devices allow erization has been harsh manufactur-
their needs, and we provide a whole that to happen in conjunction with ing environments. But now with its
network of dealers and system inte- software solutions – taking a desktop line of rugged handheld computing
grators and software developers. We or a laptop and squishing it down into solutions, Trimble MCS says it has
also provide free-of-charge software rugged handheld devices you can use tamed the wilds of manufacturing and
development assistance. If there is on the shop floor.” made sophisticated data collection
somebody who says, ‘I have a big man- possible everywhere.
ufacturing system and I’ve got a pro- Real-time Information “These are the types of things that
gram and it’s got to work with Micro- Being able to receive real-time infor- set us apart – battery life, perfor-
soft programming,’ we will help them mation from Trimble MCS products mance, environmental, a lot of indi-
develop something that works specif- about productivity can streamline vidual things we focus on,” Goodwin
ically with their software.” manufacturing. “You can be out there concludes. “It depends on the indus-
Trimble MCS sells most of its on the floor, even in a remote loca- try and the special needs of who we’re
products to automation integrators tion,” Anthony says. “With something talking to, but generally speaking,
in North America. Its products are like food processing, you’ve got folks we’re known for having some of the
manufactured internationally. “Most who are in the field literally report- most rugged devices out there, and we
of our customers who we sell to are ing how much corn or barley they’re back that up.” mt

Ironclad
www.ironclad.com / Headquarters: Farmers Branch, Texas / Employees: 34 /
West
Specialty: Work gloves
since its inception, ironclad

has been at the forefront of
developing products that
protect workers’ hands.
Always Hands-On hands and improve their perfor-

mance in their jobs.
When Ironclad opened its doors
ironclad provides performance and safety with in 1998, the work glove was a static
product. Although the needs of work-
technology and engineering. by chris petersen ers in the oil and gas, manufacturing,
construction and other industries
No matter how advanced tech- The first manufacturer to introduce were and remain unique and diverse,
nology becomes, there will always be performance work gloves to the the work gloves used by all of them
a need for people who work with their market, Ironclad, for more than 17 were virtually the same. The one-
hands, and those hands will always years, has been at the forefront of size-fits-most leather gloves offered
need protection from the day-to-day developing products that provide protection for workers’ hands, but
rigors of the job. optimum protection for workers’ they were cumbersome and didn’t
IRONCLAD.indd 130 8/21/15 1:52 PM

Ironclad West
provide workers with much dexterity objects or use smaller tools without “under senior vice presi-
for finer work. the clumsy feel of old leather work
Ironclad’s innovation was to take gloves. Many hand injuries occur
dent of supply chain tom
a page from the world of sportswear when workers’ hands are fatigued. felton’s direction, our
and develop work gloves that fit – ap- Giving them greater dexterity with supply chain has been
propriately – like a glove. Its products their work gloves means transformed into a com-
were made of lightweight, durable they can work lon- petitive weapon.”
and breathable materials. For the ger without get-
first time, work gloves not only ting tired, which
provided full protection for usually leads to trial world,” says Eric Jaeger, vice
workers’ hands, but were far decreased inju- president, research & development,
more comfortable and ries on the job. because the need for a better form
customizable for var- Norfolk says Iron- of hand protection has never been
ious specific tasks. clad’s products are de- greater. According to Jaeger, hand
Ironclad’s Vice signed to address the injuries account for nearly 70 per-
President of four vital characteris- cent of all work injuries today. While
Marketing, tics of a work glove: fit, hard hats and steel-toed boots have
S h a w n function, dexterity and become ubiquitous on all job sites,
Norfolk durability. Tradition- there has been no mandate for hand
says, “If al work gloves protection. Accord-
there’s a concentrated ing to Jaeger, most
guy fram- almost exclu- work sites you go
ing a house, sively to today do not
he needs a on the even allow
specific glove, durability you on
and that’s a dif- aspect. Iron- the site
ferent glove than a guy clad’s four- with-
who’s working with hand tools or point design focus o u t
power equipment.” does more to prevent steel-toed
Today, Ironclad produces gloves hand injuries and give boots, hard
for users around the globe that are workers greater abili- hats and
cut-resistant, waterproof, heat-re- ty to do their jobs with protective
sistant, impact resistant and abra- greater effectiveness glasses.
sion-resistant, in addition to gloves and efficiency. “Now, the HSE
that can survive numerous other con- Ironclad’s for- professionals in the
ditions on the job site. This provides ward-thinking products industry have realized
workers with protection from inju- created a revolution in the importance of hand
ries caused by external factors like industrial hand protection. safety,” according to
burns, cuts, vibration and scrapes. Today, there are hundreds Norfolk. “That real-
The company’s focus on the fit of of competitors all trying to ization has sparked
its gloves also prevents injuries. Be- copy and improve upon the an expansion in safe-
cause they are made with appropri- formula that has made Iron- ty and performance
ately fit, stretchable materials, Iron- clad successful. gloves around the globe.”
clad gloves give workers virtually the
same range of movement with their Increased Awareness Meeting the Challenge
hands and fingers as they would have Drives Growth There’s no doubt that hand safety
without gloves. The fit gives them the “This is an exciting and critical has become a much greater focus for
dexterity necessary to pick up small time for hand safety in the indus- many industries, and in the midst

West Ironclad
of this booming awareness, Norfolk to solve problems, lower hand-related Ironclad is now positioned to better
says Ironclad’s challenge is to keep recordables, and keeping workers safe service its customers.
up with the many opportunities out gets us out of bed every day.” “We joined Ironclad recognizing
there in the marketplace. “Being able To take advantage of as many of its reputation for technology leader-
these opportunities as it can, Iron- ship,” President and CEO Jeff Cordes
with an improved supply chain, clad stays close to its customer base. explains. “We have invested to create
ironclad is dedicated to
getting clients the products
they need faster. “We get in the trenches with them,” a business platform that will drive fur-
Norfolk says. “We go to the worksite ther innovation and exceptional ser-
and see the conditions they’re work- vice for our customers.”
ing in and see what they’re trying to Since Cordes joined the company
achieve. Then we take this data back in February 2014, overhauling Iron-
to our lab, and start developing a clad’s supply chain operations has
glove that will solve the problems in been a high priority. “Under Senior
the workplace.” Vice President of Supply Chain Tom
Felton’s direction, our supply chain
Changes Drive Innovation has been transformed into a compet-
Today, just like the industry it com- itive weapon,” Norfolk says. Today, a
petes in, Ironclad is taking a new global operational team drives more
leadership role. Over the past 12 than 14 plants improving speed to
months the company has gone market, costs, and bringing new in-
through significant change. Relocat- novation. With these capabilities in
ing from California to Texas, build- place, Cordes says, “Ironclad helps
ing a world-class supply chain, and its customers find the hand-protec-
energizing its product development, tion solutions that are right for them
sales, and customer service teams, faster than ever before.”

Ironclad West
“It’s great to be able to lead a devel- “what [the] team has done with vibram technology
opment process that thinks in weeks,
not months!” Norfolk adds.
literally changes everything in hand protection.
At this critical time, Ironclad now the amount of grip and abrasion resistance that
brings an unparalleled level of inno- this material has was never before available.”
vation to the marketplace. Norfolk
says the brand has become known
for having the most advanced intel- of Ironclad’s gloves.
lectual property in the Jaeger says the part-
industry. Jaeger adds, nership with Vibram
“Technology rules creates a unique op-
our world every day, portunity to make a
and we are maniacal quantum leap in glove
about seeking every grip and durability. Ac-
source possible to cre- cording to Jaeger, indus-
ate better solutions trial customers can wear-
for our customers.” out high performance work
gloves in the span of two to
Quantum Leap in
Glove Technology
Ironclad’s technology ironclad’s gloves are
waterproof and resistant
leadership position is to cuts, heat, abrasions,
impacts and other threats.
driven by its develop-
ment team’s quest for
innovative and advanced
materials that create saf- four
er and higher performance weeks
products. “I think that’s a through
big differentiation point severe wear
between us and a lot of and tear on
our competitors,” Norfolk the job. How-
says. ever, thanks to
Earlier this year, Iron- the introduction of
clad announced a part- Vibram’s technology,
nership with Vibram®, Jaeger says, Ironclad will
the Italian manufacturer offer gloves that will endure
of sole technology used in the same rigorous use for up
work boots and other foot- to 10 times longer. The technolo-
wear products. Norfolk says gy will be officially introduced at the
Ironclad is adapting Vibram’s National Safety Conference event
polymer sole technology for in Atlanta in September. “What Eric
the palms of its work gloves, and his team have done with Vibram
which will be marketed under technology literally changes every-
the tagline “Work Boots For Your thing in the hand-protection world,”
Hands.” Cordes explains. “The amount of grip
The polymer-based product will and abrasion resistance that this ma-
replace the synthetic leather used terial has was never before available in
on the palms of selected models gloves.” mt

Sterling Machinery Exchange
www.sterlingmachinery.com / Headquarters: South El Monte, Calif. / Adam Mattes, VP
West
and auctioneer: “We want our customers to have the very best equipment for their applications.”
Positive Position
Sterling Machinery serves a wide ar-
ray of customers that span from small
mom and pop repair and fabrication
shops to large companies such as John
Deere, Disneyland and Toyota. The
company’s customer segments have
even included nuclear power plants
as well as companies in the modern
space race, such as SpaceX.
Sterling Machinery works with
customers all around the world,
shipping machinery from the jungles
of Nicaragua to the glaciers of Alaska.
The company also has a significant
presence in the metalworking educa-
tional community, as it offers thou-
sands of brochures and videos along
with a number of training courses to
its market segments at no cost.
sterling machinery has built a strong
reputation as a worldwide supplier
“We want our customers to have
of new and used metal fabrication
and chip making machinery.
the very best equipment for their
applications,” Mattes says. “Part of
On Display how we do that is by educating them

about the best and latest technolo-
gy. In fact, we recently acquired the
service and selection have helped sterling UsedMachinery.com web address,
which we are turning into the ency-
machinery exchange grow large. by eric slack clopedia of new and used machinery.
It features videos, brochures and
Located in South El Monte, Ca- business, and when a customer owed articles from tons of manufacturers
lif., Sterling Machinery Exchange has him some money, he traded for an air and users of the equipment, again
called the same location home since it compressor. He then sold that air com- illustrating our commitment to the
first opened the doors to its business pressor to another customer at a prof- metalworking industry.”
in 1954. Today the company is a world- it, and the rest is history. Another example of this commit-
wide supplier of new and used metal “Today, we are known for high ment is its upcoming Demo Days
fabrication and chip making machin- quality used machinery, but as of late event. Coming to Sterling Machin-
ery. The company’s main fabrication we have branched out and are sell- ery this September following Westec
and large machinery showroom high- ing and stocking more than 40 of the 2015, the company will have dozens of
lights Sterling Machinery’s new and most popular new brands available,” manufacturers and new machinery on
used fabrication and large machinery Vice President and Auctioneer Adam the floor for a two-day machinery par-
such as press brakes, shears, punch Mattes says. “Our main fabrication ty, showcasing the latest and greatest
presses, ironworkers and more. showroom and facility is more than machines at discounted prices.
The genesis of Sterling Machinery 50,000 square feet, and our new chip
can be traced back to the company’s making machinery showroom is an- Ongoing Development
founder and president William Mattes, other 30,000 square feet of prime As Sterling Machinery has thought
who is still active in the business every chip machinery such as lathes, mills, about the essential elements of its
day at age 86. He started in the scrap saws and grinders.” long-term strategic plans, it has made

Sterling Machinery Exchange West
a number of key investments into im- manual machine to support their late not only repair but also provide train-
proving its operations. These include model CNC machines so as not to tie up ing and service to customers on our
recently acquiring a new showroom and the more important machine, allowing many new and used brands worldwide,”
repair facility to showcase its chip mak- them to save thousands in the process.” Mattes says. “What sets us apart is our
ing machinery and allowing for an even Looking at the major challenges and educational and honest approach. That
larger selection of equipment. In addi- priorities for the company in the years is all we need, because we are America’s
tion, the company has built a training ahead, Sterling Machinery is aiming stocking machinery dealer. We are one
and conference center in its new facility to stock even more machines, giving of the only companies that carries new
for training on CNC machinery and how customers the ultimate experience of and used chip and fabrication machin-
to increase production. comparison shopping. ery, which allows for trade-ins, great
While making its investments, the “We know that we must constantly be auction deals and better selection for
company also keeps a close eye on the searching for repair personnel who can our customers.” mt
current trends impacting its operations
and customers. “We work closely with DoALL Sawing Products Made in the USA since 1933, DoALL Sawing Products offers a wide variety of saws known
our customers to see not only what they for their ability to slice through everything from sapphire to titanium. The DoALL brand of sawing machines can be found
in thousands of machine shops across the world ranging from industrial machines for high production to general-purpose,
want to purchase but also how a partic- miter cutting, vertical contour, and custom engineered machines.
ular machine can work in their shop and Today, after more than 80 years, DoALL maintains their stellar reputation in the industry for guaranteed accuracy, maxi-
mum performance and machine longevity that can last a lifetime.
be quicker and safer than the older al- Sterling Machinery, recipient of the 2015 Business Excellence Award for providing top tier American built machinery, is a
ternatives,” Mattes says. “On the other premier independent distributor of DoALL Sawing Products.
For more information call 888-362-5572 or visit www.doallsaws.com.
hand, some customers can use an older,

Qualtek Manufacturing
www.qualtekmfg.com / Revenue: $8 million / Headquarters: Colorado Springs, Colo. /
West
Employees: 75 / Specialty: Metal manufacturing solutions
qualtek manufacturing
looks for ways to make the
most of its technology.
Taking the Lead metals helps put it ahead of the com-

petition, Qualtek Manufacturing
maintains its customer base through
qualtek manufacturing implements new technology vertical integration.
For example, the company not only
while enhancing its workforce. by janice hoppe provides stamping for one of its cus-
tomers but it also executes a deburr
As the final step in the metal man- tical heat-treating, finishing and wire operation, completes passivation,
ufacturing process for its customers electrical discharge machine capabil- packages and ships the product. This
before final assembly or sale, Qualtek ities. “It’s a big deal understanding cuts the lead time down from three to
Manufacturing continuously strives how metals form and react,” Fagnant four months to shipping parts week-
to improve lead time. “In our world, adds. “Understanding basic chemical ly. “We are able to deliver short lead
lead time is the most important thing properties and adjusting the material times by vertically integrating,” Fag-
and pressure from the customer is for maximum efficiency and excellent nant adds. “That’s the stuff we pride
always there because we are getting performance is our focus, and how we ourselves on offering from the supply
parts often when they are already differentiate ourselves.” chain side.”
late,” says Vice President of Business For more than 50 years, Qualtek
Development Chris Fagnant. Manufacturing has been providing Improved Processes
The Colorado Springs, Colo.-based metal manufacturing solutions to Qualtek Manufacturing is known
contract manufacturer specializes in customers in the medical, clean en- for its metal-stamping capabilities
metal manufacturing solutions and ergy, aerospace and industrial in- and servo-driven presses that ensure
boasts stamping, heat-treating, ver- dustries. Although its expertise in quality is built into all stamping pro-

Qualtek Manufacturing West
cesses. The company purchased two servo-driven press- participating in STEM programs. Qualtek is also encour-
es, one in 2009 and one in 2010, which Fagnant says gave aging other manufacturers to get involved.
it a “big head start on the competition.” “We are still not “We helped form the Pikes Peak Regional Manufactur-
even touching the surface of what those presses are capa- ing Group, which is a partnership group of companies
ble of,” he adds. “It has taken tool and die to another level that holds monthly meetings,” Fagnant explains. “We
and is attracting future tool and die makers. Those press- look at what is affecting us, and the workforce is always
es do a lot of the work, last longer, react more predictably at the top of the list. As an industry we say that we can’t
and deliver a better finished product.” find good people, but at the same time we aren’t neces-
Qualtek Manufacturing plans to look for more ways sarily supporting all the programs that would allow us to
to make the most of the technology and will transition develop qualified candidates coming out of high school.”
all of its presses to servo presses in the future. The state- Qualtek Manufacturing is working to become a leader
of-the-art technology is the future of the manufacturing in the industry by breathing life back into manufacturing
industry, Fagnant believes, and he adds that the company in the United States. Fagnant says the company wants
will be well positioned because it was an early adopter to re-shore products to the United States by becoming
and will have a longer working knowledge of the presses. more efficient and employing more automation. “We
Servo-driven technology is just one way Qualtek Man- need to stay competitive so we don’t run into an econom-
ufacturing works to achieve zero defects. The company ic downturn that lasts 20 to 30 years because we don’t
also maintains quality through defect prevention, con- have the ability to make anything,” he adds. “We want to
tinuous improvement and statistical analysis. Qualtek help build the supply chain in the United States so it can
Manufacturing is ISO 9001:2008, ISO 140001, AS9100 handle being the world’s No. 1 manufacturer.” mt
and OSHA SHARP certified. “The fact that we are an ISO
9001:2008-certified company that drives all of the pro-
cesses around delivering on quality no matter what de-
partment,” Fagnant explains.
Qualtek Manufacturing also ensures quality by using
the SmartScope optical tester that performs dimension-
al and geometrical testing in minutes, eliminating the
days and hours spent ensuring quality by hand. One part
may have 20 to 30 critical measurements and dimensions
that need to be verified, and SmartScope can do so within
two minutes. “This speeds up lead times, improves doc-
umentation for the customer and allows our people to
spend more time running parts and less time taking mea-
surements to ensure they did it correctly,” Fagnant adds.
Building the Workforce

State-of-the-art technology is important to stay ahead of
competitors in the industry, but it does not mean much
without skilled laborers to operate those machines. “We
have a tool and die apprentice, and he is the only tool and
die apprentice in the state of Colorado,” Fagnant attests.
To start building up the workforce, Qualtek Manu-
facturing rewrote and modernized its apprenticeship
program last year and registered with the Colorado De-
partment of Labor so every student finishes the program
with a journeyman’s card. The company’s ultimate goal is
to help rebuild the manufacturing workforce by training
from within, partnering with local school districts and

ACE Clearwater
www.aceclearwater.com / Headquarters: Torrance, Calif. / Employees: 200 /
West
Gary Johnson, vice president: “We want to break the misconceptions about manufacturing.”
Inspiring
work
ace clearwater expands
its capabilities with state-
of-the-art technology.
by janice hoppe
Ace Clearwater is investing $1.5
million per year upgrading equip-
ment, training our workforce and ex-
ploring new technology that it hopes
will attract a “next generation” of
manufacturing worker. “Our main fo-
cus is trying to find new talent,” Vice
President Gary Johnson says. “We
want to break the misconceptions
about manufacturing because it is an
industry where you can do really cool
stuff. Manufacturing is the backbone
of this country.”
To meet growing demand, ACE
Clearwater has added six large ma-
chining centers to bring more in-
house control to its tooling and ma- ace clearwater focuses on
new technology to attract
chine shop. The company acquired a skilled workers.
nine-foot Faro Arm with laser scan-
ning capabilities for portable inspec- “We load the file into the printer and good marketing tool because people
tion of dies and large assemblies, go,” Johnson explains. “It runs over- can physically interact with it. It’s re-
which improves production flow. night without any need to monitor. ally cool.”
Two new drop-hammers were also in- It’s worked out really well.”
stalled to increase capacity at its met- ACE Clearwater specializes in The Right Technology
al forming facility. welding, machining, drop-hammer “Technology is what we come to
Most recently, Ace Clearwater pur- forming, hydro-forming and preci- play with,” Johnson says. “Additive
chased a small $55,000 3-D printer. sion CNC milling for the aerospace manufacturing is here to stay. It’s a
Engineers at the company were en- and power generation markets. The game-changer. Pretty soon we will
couraged to experiment with the new company sets itself apart by providing be able to make drop-hammer tools
technology. They were soon able to printed miniature models to ensure out of plastic. What used to take eight
replace the aluminum used to make assemblies are manufactured best. weeks creating fiberglass and plaster
brackets and clamps with ballistic “The Honeywell e-ductor on the Boe- forms can now be printed in 24 to 48
plastic. The weld fixtures are now ing Triple Seven is a big, big program,” hours. And on top of that, they are
a combination of plastic and metal. Johnson adds. “We can create small even better – more accurate than ever.
ACE Clearwater has since upgrad- versions of the part and can discuss That’s what everyone wants.”
ed to a larger $600,000 3-D printer concerns we may have about it. After- For a long time, price was the main
that prints 44-inch and larger parts wards, engineers want the miniature focal point for customers until they
straight from the customer’s CAD file. parts to put on their desks. It’s a really were buying problems – not parts,

ACE Clearwater West
Johnson explains. Quality and delivery An online dashboard will report to cus- ing new talent with state-of-the-art
have become the frontrunners in terms tomers exactly where their product equipment and is going the extra mile
of customers’ demands. “An 80 percent is. The company is also constantly im- to recruit new skilled workers. It even
quality acceptance rate is no longer be- proving and upgrading its ERP system searches into Texas, Colorado and Kan-
ing accepted,” Johnson explains. “It’s 98 and IT infrastructure for more timely sas. “It’s a constant struggle because
percent and you start getting penalized and accurate communication and deci- there is a lot of work with more on the
for anything under that. Sure we have sion-making capabilities. way,” Johnson says. “The commercial
lost jobs to competitors, but we just “We don’t have a standard product; aerospace market is exploding and we
want that customer to let us know when all of our work is custom,” Johnson have a promise and commitment to
they want to bring it back. Ninety-nine says. “We are building different as- make sure we deliver. And deliver well.
percent of the time it comes back to us. semblies every day. A lot of customers That’s why we say ACE stands for Atti-
Because it’s not about price anymore; have retired from the aerospace indus- tude Committed to Excellence.” mt
it’s about performance and quality. “ try and the new buyers haven’t been
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tracking the manufacturing process. ACE Clearwater is focused on attract-

Northeast
142. Pentaflex Inc.

142. 148. 152. 145. The OurPets Co.
148. Rez-Tech Corp.
150. S.S. White Aerospace
152. Index Packaging Inc.

Northeast
‘IN THE RIGHT

DIRECTION’
the first institute in the united states to focus on photonics and op-
tics will move ‘from idea to reality’ now that the dod awarded the
project to a new york group dedicated to advancing the technology.
//////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
After many months of evaluation, the National Photonics Initia-

tive (NPI) selected SUNY Polytechnic Institute and other members of
the New York consortium as the country’s first Integrated Photonics In-
stitute for Manufacturing Innovation (IP-IMI).
Proposed as part of President Obama’s National Network for cess began in June 2014, the NPI has worked to educate the pho-
Manufacturing Innovation (NNMI), the IP-IMI was estab- tonics community about this historic opportunity and pledged
lished to bring government, industry and academia together to its support to whichever consortium was ultimately selected by
advance state-of-the-art photonics technology and better po- the DOD. We are prepared to help the IP-IMI, and by associa-
sition the United States relative to global competition in this tion work with the DOD, by leveraging the platforms, programs
critical field. and resources of our scientific societies. The NPI looks forward
SUNY Polytechnic Institute was joined by University of to continuing its role as an advocate for the photonics commu-
Rochester, Rochester Institute of Technology and a regional nity and continuing to serve as a private-sector resource for the
cluster of photonics businesses to submit the proposal that DOD as this project now moves from idea to reality.”
was selected from among three finalists. The Department of Optics and photonics are the science and application of light.
Defense (DOD) has committed to investing $110 million in Specifically, photonics generates, controls and detects light to
the IP-IMI. The other two finalists were University of Central advance robotics, manufacturing, medical imaging, next-gen-
Florida and University of Southern California. eration displays, defense technologies, biometric security, im-
“[This] is a great day for the U.S. photonics industry, and age processing, communications, astronomy and much more.
we congratulate the New York consortium on this win,” said Integrated photonics circuits incorporate multiple miniature
Steering Committee Chairman Alan Willner, on behalf of the optical structures to manipulate and control beams of light, in
NPI. “While other countries have heavily invested in advancing the same way that integrated electronic circuits control elec-
their optics and photonics industries, the United States’ lead in trons, in order to encode, transmit and decode information. A
this cutting-edge technology has dwindled. Establishing an IP- major goal for the IP-IMI will be to develop low-cost, high vol-
IMI in New York is a step in the right direction for our industry ume, manufacturing methods to interface electronic integrat-
and will strengthen our country’s position as the world leader ed circuits with integrated photonic devices.
in transitioning photonics research to commercial markets. The NPI is a collaborative alliance among industry, academia
“The NPI and its supporting societies are committed to the and government to raise awareness of photonics and the im-
long-term success of the IP-IMI. Since the IP-IMI selection pro- pact of photonics on our everyday lives. mt

Pentaflex Inc.
www.pentaflex.com / Revenue: $35 million / Headquarters: Springfield, Ohio / Employees: 132 /
Northeast
Dave Arndt, president: “My target is to bring in three new customers each year.”
press will be installed by the first week

of September and the expansion to
the facility is expected to be complet-
ed in early November.
Increasing Productivity
Pentaflex’s presses range in tonnage
from 75T to 2300T. The larger press-
es at 1600T to 2300T are hydraulic
to support the deeper draw efforts,
which include parts up to .625-inch
thick with a 6-inch draw.
“We have always been known as a
deep-draw, heavy gage stamper but
beginning in 2011, we started to ac-
quire presses that would diversify our
capabilities,” Arndt says.
First, Pentaflex acquired an 880T
mechanical presses that allowed it to
gain exhaust and brake system stamp-
pentaflex president dave arndt
ing business in the .060- to .080-inch
attributes the company’s growth thickness range. Then in 2014, Penta-
to the heavy truck market.
flex acquired two presses, a 330T and
Impressive Parts a 700T with servo coil feed systems,

which have been considered to be
game-changer presses for Pentaflex.
pentaflex inc. expands to meet the growing In several instances the servo presses
have permitted Pentaflex to double
needs of its customers. by janice hoppe strokes per minute on existing busi-
ness and have qualified Pentaflex for
Pentaflex Inc. has established a respond to the growing needs of our several new awards.
reputation for itself over the past 40 customer partners.” Pentaflex has been the proud re-
years as a leading contract stamper To support growing demands, Pen- cipient of four Manufacturing Ex-
specializing in the deep-draw, heavy- taflex is adding 26,000 square feet to cellence awards from the Precision
gage stamping process for the heavy its headquarters in Springfield, Ohio, Metalforming Association over the
truck industry. Having proven its totaling 149,000 square feet. The ex- past two years. The awards were for
ability to produce high-quality parts tra space will make room for a new safety, quality, productivity, and ed-
in large volume, Pentaflex has grown 1,600-ton mechanical press and space ucation and training. “We have an
significantly over the past three years. for an additional press in the future. aggressive lean action plan in place,
“Starting in 2012, sales have gone The addition will also enable the com- which includes formal lean training
from $24 million up to $36 million. A pany to add welding cells, which will for employees,” Arndt says.
good portion of that is from the heavy allow it to perform more value-added For example, with the design revi-
truck market, which has grown sig- assembly work. sion of a 15-pound part to a beefed up
nificantly over the past three years,” The 1,600 mechanical press will be 35-pound part, Pentaflex was able to
President Dave Arndt notes. “That used primarily to stamp brake spiders bring the blanking process in-house
has helped business a lot. We have – a part Pentaflex has been supplying by setting up a press cell with a pro-
added new customers, capabilities to its customers in the heavy truck in- cess for blanking the part. Pentaflex
and built an addition to our facility to dustry for the past 26 years. The new then uses a mechanical transfer sys-

Pentaflex Inc. Northeast
tem to transfer the part through Continued Growth multiple certifications. Pentaflex
four dies in a 1600T hydraulic press. Maintaining a lean operation is im- is ISO/TS 16949:2009 certified and
As parts come off the press they are portant to the company’s success, holds an AD2000-Merkblatt HP0
then put through a new automated but Pentaflex also ensures it is pro- medical certification.
inline washer, which helps reduce ducing high-quality parts through Later this year, Pentaflex plans
waste and increase productivity.
The new machines require only a
two-person crew, which is a reduc-
tion in manpower from the six-per-
son operation it was before. “Those
are the things we are trying to look
for,” Arndt says.
“we have added new

customers, capabilities
and built an addition to
our facility to respond
to growing needs.”
- Dave Arndt
Pentaflex continues to improve

its lean action program by send-
ing six employees to training one
day per week for six weeks to learn
about different lean systems, per-
form lean activities, and report back
their findings.
“The purpose of the training is to
implement these new ideas,” Arndt
explains. “They learn, for exam-
ple, different ways to reduce paper
usage in the office and set up time
changes to increase productivity in
the stamping presses.”
Wayne Trail, a Lincoln Electric Company is

proud of our long standing relationship with Pentaflex as
their automation supplier. Wayne Trail is a leader in the
design and supply of flexible, automated systems for metal
forming, metal fabricating and metal joining applications.
Our facility, engineering, and manufacturing support meth-
ods are ISO certified, allowing us to provide the highest
levels of performance from initial design, manufacturing,
and testing to installation and after-sale service support.
As part of Lincoln Electric Automation Solutions and the
Advanced Systems group which also includes Tennessee
Rand Chattanooga TN, and Easom Automation Madison
Heights MI, we continually look for ways to better serve our
customers by providing them with leading edge technolo-
gy, support, and process solutions.

Northeast Pentaflex Inc.
every year. In most markets, the compa-

ny only supplies one or two customers
and is focusing on expanding that part
of the business and increasing its num-
ber of customers. “I have a sales direc-
tor who is on the road all the time to find
new customers and see what kind of in-
terest there is,” Arndt notes. “My target
is to bring in three new customers each
year and grow to $45 million in the next
three years.” mt
pentaflex will continue
to grow by targeting new
customers every year. Rygate LLC is proud to have recently worked with
Pentaflex to provide a large-tonnage mechanical stamping
press and transfer line to meet their specific business
to have its new presses running at ca- allows us to spend money to improve the requirements. As a leading provider of Used Mechanical and
Hydraulic stamping equipment, Rygate leveraged its exten-
pacity and will add more machines to in- facility and expand,” Arndt says. “That’s sive product knowledge and industry partners to deliver the
crease its capabilities after the addition a great thing for us.” right equipment together with rebuild services providing
Pentaflex a high-quality business solution at a fraction of the
to its facility is complete. “We are pri- Pentaflex will continue to grow over cost of new. Rygate’s tradition of integrity, excellence and
vately owned and the McGregor family the next three years with a strategic customer care provides its customers with the best value in
meeting the demands of today’s marketplace.
is very supportive of the company and plan that targets adding new customers

The OurPets Co.
www.ourpets.com / HQ: Fairport Harbor, Ohio / Dean Tsengas, VP/GM: “Product innovation,
Northeast
teamwork and collaboration with our strategic supply partners are taking us to the next level.”
Fetching Innovation
ourpets’ staff and manufacturing partners enable it to offer innovative
products to pet lovers around the world. by jim harris
dr. steve tsengas (left)
If asked to calculate in dollars founded ourpets company
with his son, dean, in 1995.
just how much they love their dog or
cat, most people would likely con-
sider them priceless. Although the
level of affection and companionship
people feel for their pets can’t easily
be quantified, the amount of money
they spend each year on their furry
friends can be.
According to the American Pet
Products Association, an estimated
$60 billion will be spent in 2015 on
pet products in the United States,
an all-time high. Thousands of com-
panies and products are competing
for a piece of this lucrative market,
but only a few can truly call them-
selves leaders.
For 20 years, Fairport Harbor,
Ohio-based manufacturer OurPets
has claimed a position at the top of
the industry when it comes to prod-
uct innovation.
“In any industry, if you become a me-
too type of company making commod-
ity type products you’re just selling
based on price unless you have huge
brands, and we couldn’t survive in that
mode because the retailers we’re sell-
ing to would then be our competition
and just source these products them-
selves under their private labels,” says
Vice President/General Manager Dean
Tsengas, who started the company
with his father, Dr. Steve Tsengas – its
president and CEO – in 1995. “Our
model is developing and presenting
photo credit: jesse kramer
patented products that are very in-

novative that differentiate ourselves
across various technologies in the pet
industry.” The Tsengas family remains
heavily involved in the company,

Northeast The OurPets Co.
Product Evolution
At the time they founded the compa-
ny, Dean and Dr. Steve Tsengas had
years of experience in several differ-
ent areas of manufacturing including
blow molding, injection molding, rub-
ber molding, powder coating, vacuum
impregnation sealing and electronic
assembly. The two were looking to
diversify the family’s capabilities be-
yond supplying components to OEMs
when they were approached about us-
ing their blow molding experience to
make an elevated dog feeder.
“We’re very opportunistic and en-
trepreneurial,” Dean Tsengas says.
“When the opportunity to make the
dog feeder came, we initially didn’t
ourpets offers 1,000 different think much of it and did not know
skus and holds 175 patents on
its products. much about the pet industry. But
after we looked into the pet indus-
try and saw how it was growing, we
thought this might be an opportuni-
ty to get into an industry with a line
of products with our own name and
brand. We also researched the need
for such a product and what else was
out there, or specifically what was not
out there.”
OurPets’ first product, the Big
Dog Feeder, is a blow molded, ele-
vated food and water diner designed
to improve the posture and diges-
tion of larger-breed dogs and mini-
mize their joint and muscle stress.
The feeder became an instant hit
at dog shows and through catalogs
– including Skymall – soon after its
introduction.
OurPets today offers products
ranging from innovative molded
feeders to more sophisticated prod-
which since 2001 has been publicly cat toys, feeding and storage sys- ucts including the Wonderbowl, a
traded (OPCO). tems, and waste management, par- dog bowl that utilizes infrared tech-
The company offers 1,000 differ- ticularly related to cats. Its products nology to only open and close when
ent SKUs and holds 175 patents on are available in pet specialty stores within the range of a special pet tag.
its pet products, which fall into three as well as food/drug and mass ac- Several of its other products, includ-
main categories: interactive dog and counts globally. ing cat and dog toys, include sound

The OurPets Co. Northeast
chips and other technologies. The com- portant to our business as our custom- and replenishment,” Tsengas says. “In-
pany also markets automatic cat litter ers, and that they are the lifeblood and tegrating our forecasting system with
boxes that utilizes a motorized rake to extension of our company.” ERP and replenishment systems is crit-
dispose of waste. Roughly 35 percent of the company’s ical in helping our sales and operations
Much of the company’s product devel- products are manufactured domestical- teams become much more in sync.”
opment is performed internally. Weekly ly, a figure Tsengas hopes to improve. Although these systems have greatly
meetings that include people from all “We’re taking the initiative to re-shore helped OurPets grow its business, Tsen-
departments are scheduled to develop production and bring as much of it to the gas credits the people using them with
products and manage projects from con- United States as possible,” he adds. the company’s success. “Our staff is the
ception all the way to production and most important thing. Product innova-
launching of product into the market. ‘The Right People’ tion, teamwork and collaboration with
The company in recent years has great- our strategic supply partners are taking
Production Partners ly enhanced its production and supply us to the next level,” he says. mt
OurPets’ product development efforts chain operations through its addition
“Reshoring brought OurPet’s and us together,” says
are aided by its supplier partners, which of enterprise resource planning and Ty Whitacre, B & B Molded Products Business
perform the majority of its manufactur- warehouse management systems. “Go- Development Director. The question: Could “B&B” beat
China’s pricing? Yes, by applying redesigns for manufac-
ing. “We try to form long-term relation- ing from a single product to more than turability, setting up flexible supply/inventory approaches,
decreasing defects and cutting shipping time/cost. The
ships with partners, because they are 1,000 has been very challenging from an result? A successful, EZ-Scoop Feline Litter Box launch, and
very critical to our growth,” Tsengas operational standpoint, especially when now the next product, OurPet’s “Designer-Diner” Elevated
Dog Feeder.
says. “We believe they are just as im- it comes to warehousing and forecasting

Rez-Tech Corp.
www.rez-tech.com / HQ: Kent, Ohio / Employees: 42 / Jack Podnar, president: “We try to Northeast
approach [customers with] a collaborative-type relationship where communication is key.”
Jar
Heads
rez-tech is expanding its
automation to improve
product quality.
by tim o’connor
During its 33-year history, plastic
jar manufacturer Rez-Tech Corp has
expanded and contracted along with
the market and its production needs.
But the Kent, Ohio-based company
is preparing to enter a new period of
growth fueled by its investment in
automation and an innovative type of
plastic jar.
Rez-Tech is developing a new type
of jar that is stretch blown with false
blown threads, which the company
has dubbed Green Lite Jars. The jars
use new manufacturing techniques president jack podnar takes
and equipment to make the material pride in rez-tech’s container
offering and its diverse
stronger while also being 8 to 10 per- client base.
cent lighter than similar products,

reducing the cost of materials and The Green Lite Jars will be the lat- The company has seen continued
speeding up production, according to est addition to Rez-Tech’s roster of success with Rez-Tech’s handle and
President Jack Podnar. The company 100 different styles of containers, grip plastic jars. It has updated its
has ordered a custom-built machine which range from a quart, handle handle jar molds this year for a better
to produce the Green Lite Jars and ware jars, and up to three gallon bulk quality and customer satisfaction. It
production is expected to begin with- display bins in size. A range of cus- also found efficiency with its nestable
in the next few months. tomers use Rez-Tech’s plastic jars, plastic containers, which fit inside
Beyond creating a better product, including candy jar fillers, snack food each other like paper cups during ship-
Green Lite Jar manufacturing could jar companies, commercial and in- ping. Nesting the containers allows as
drastically change how Rez-Tech does dustrial spice brand plastic container many as 75,000 one-gallon units per
business. The new equipment is being packers, lawn and garden fertilizer truckload compared to 15,000 for a
designed so that it can be shipped and easy pour handle jars, and road salt regular plastic jar, which reduces the
installed in other locations at a low handle container co-packers. “We freight cost and fuel, storage by about
cost in order to bring manufacturing make what the customers want,” 85 percent per unit.
closer to customers. Podnar says the Podnar says. “We try to approach it
remote setup would likely work on at as a collaborative type relationship American-Made Jars
least three-year contracts with pro- where communication is key. What Every container Rez-Tech produces is
duction runs of more than 5 million type of product they want to put into made at its 32,000-square-foot facili-
jars. “We would entertain that for our plastic jars and the containers are ty in Kent. Podnar says manufactur-
large order or long term,” he explains. designed with them accordingly.” ing and distributing everything in the

Rez-Tech Corp. Northeast
United States enables Rez-Tech to better control costs it when necessary. Those businesses that provide strong
because the company does not waste the time or ship- customer service are the ones Rez-Tech is willing to work
ping expense from international producers. Further, be- with in the future.
ing an American company makes Rez-Tech more readily The company takes a similar approach with the ven-
available to communicate with customers to design the dors it chooses to work with. “We look for a quality
custom containers and fulfill other needs. vendor that provides just what I provide my customers:
Rez-Tech recently added a new Safe Quality Food product when they need it,” Podnar says. “We appreci-
(SQF) Level 2 certification to meet the needs of larger ate those vendors that support our expansions into new
food-oriented clients. The certification is helpful for product lines and new avenues.”
selling to Walmart and many other big box stores, Pod-
nar says, and opens Rez-Tech up to larger customers. Proud Past
“They want suppliers that have guaranteed good man- Although its manufacturing methods and products have
ufacturing practices,” Podnar says of why Rez-Tech evolved, Rez-Tech has retained its customer-focused
sought the SQF certification. spirit since Jack Podnar’s father, Tom Podnar, found-
ed the company in 1982. Even the packing customers
Adding Automation Eases Stress it serves are largely the same, as Rez-Tech has supplied
Manufacturing needs change with each client, and Rez- plastic containers to candy and snack companies since its
Tech offers a number of services that can be adjusted to beginning. “I’m proud of the company, that we’ve lasted
every product. The company has an automatic labeler almost 40 years and kept it a family business and contin-
that can apply packaging labels supplied by the clients. ued to improve our plastic jar lines,” Podnar says. mt
From its one location in Ohio, Rez-Tech ships plastic
jars to customers in 48 states and Canada. Each day, the
plant can produce eight to 12 truckloads of containers.
But finding the skilled technical labor needed to main-
tain that manufacturing pace is difficult, which has led
Rez-Tech to increase the amount of automation in the
process during the past three years.
Today, about 55 percent of the manufacturing process
is automated by custom-built machinery, but Podnar’s
goal is to increase that to 80 percent within the next few
years. “It’s improved our consistency and quality so you
can predetermine your preventive maintenance and
mold maintenance easier and increases operator effec-
tiveness and efficiencies,” he says.
Although Podnar sees automation as a key part of his
company’s growth, he has taken a deliberately slow and
cautious approach in adopting the technology. By im-
plementing only a few new machines at a time, Rez-Tech
can discover the faults in the equipment and vendor and
work with the machine makers to improve the next gen-
eration. “There’s no off the shelf components,” Podnar
says. “Different automation companies have different
ideas. Some think outside the box and some don’t. Our
machines are really outside the box thinking.”
Finding a reliable manufacturer of automation equip-
ment has been a trial and error process, Podnar says.
Since each machine is custom built, Podnar is looking
for companies willing to stand by the equipment and fix

S.S. White Aerospace
www.sswhiteaerospace.com / Headquarters: Piscataway, N.J. / Specialty: Flexible shaft products /
Northeast
S.S. White Aerospace: “We speak the language of the aerospace industry.”
in Gujarat, India, that is focused on

quality. S.S. White provides sales and
engineering support locally in North
America and Europe along with the
low-cost regional price advantages of
India, the company says.
S.S. White Aerospace says it is con-
stantly trying to improve the overall
experience for its customers. “We
speak the language of the aerospace
industry,” the company says. “Hav-
ing long experience gives us expert
knowledge of the issues associated
with using flexible shafts in aerospace
applications and how to successfully
address them.”
Flexible Shaft Advantages

A flexible shaft transmits rotary mo-
tion much like a solid steel shaft, but it
advanced capabilities have
can be routed over, under and around
opened new markets for s.s. obstacles that would make using a sol-
white with aerospace oems.
id shaft impractical. A flexible shaft
Being Flexible assembly consists of a rotating shaft

– sometimes called a core – with end
fittings for attachment to the driving
when the many advantages of flexible shafts and driven mating parts. A protective
outer casing is used when necessary.
are needed, s.s. white aerospace provides them. This casing has its own fittings, called
ferrules, which keep it stationary
S.S. White Technologies designs, first tachometer cables ever made for during use.
engineers, manufactures and tests a flight. It continued to grow with the A flexible shaft is a highly effective
wide variety of flexible shaft products aerospace industry, moving into flap, means of transmitting rotary motion
for the aerospace, medical, automo- rudder and aileron trim control sys- and is more efficient than universal
tive and industrial markets around tems that it designed and produced joints, gears, sprockets and chains, or
the globe. Almost all of the commer- for aircraft during World War II. belts and pulleys, the company says. A
cial and military aircraft platforms Recently, the company expand- flexible shaft typically is lower in cost
in the air today (except Russian) and ed its CNC machining capabilities than these other devices and offers
more than one-half of vehicles man- for aerospace components used in the added benefit of compensating
ufactured in the United States rely on flexible shaft assemblies. This has for misalignments in a system that
S.S. White Technologies’ flexible shaft opened up a new market in manufac- can greatly reduce cost and assembly
products, the company says. It has turing tight-tolerance, high-quality time, the company says.
manufacturing facilities in the United CNC-machined parts for Tier 1 and S.S. White has a proprietary com-
States, the United Kingdom and India. Tier 2 OEMs. In addition to its ma- puter modeling program called Per-
S.S. White Aerospace says it has a chining capabilities in New Jersey, flexion that is used to optimize flexi-
long history of developing flexible President Rahul Shukla has worked ble shaft design. This program allows
shaft products for aircraft. Beginning hard to develop a very westernized design engineers to fully model the
in 1917, the company produced the culture at the company’s new facility behavioral characteristics of the wire

S.S. White Aerospace Northeast
bundles within the shaft core and arrive at a product that

provides bending flexibility and torsional strength while
allowing minimal torsional deflection. The company says
such a core has a 30 percent improvement above accepted
industry standards.
Perflexion is used to develop all the company’s flexible
shafts for aerospace applications. Also proprietary is Flex-
cellent, a permanent lubrication system used to increase
flexible shaft endurance life and reduce maintenance costs.
Manufacturing Capabilities
Much of the manufacturing equipment that S.S. White uses
its employees designed and built. To match its manufactur-
ing capabilities to its Perflexion-driven design expertise,
S.S. White says it created sophisticated winding machines
that could precisely control all the design parameters need-
ed to create consistent, high-performance flexible shafts.
Most of these key parameters were developed and de-
fined by S.S. White’s engineers. “Utilizing 100-plus years of
flexible shaft experience, S.S. White has today designed and
built the most precise, state-of-the-art, flexible shaft wind-
ing equipment in the world,” the company says.
Critical flexible shaft applications – such as thrust revers-
ers and flap and slat actuators – require careful testing to
ensure that they meet the design parameters of the applica-
tion. S.S. White can perform endurance and fatigue testing
under simulated application conditions of torque, routing,
speed and additional conditions.
“We employ sophisticated computer-controlled assembly
equipment to ensure consistent performance of the final
product,” the company says. “We utilize the best hydraulic
radial presses available for attaching our fittings and fer-
rules to the flexible shaft assembly. Our workforce is highly
experienced and trained in making aerospace assemblies.”
Most of the machined components that go into S.S. White
Aerospace’s assemblies are manufactured by the compa-
ny on its 32 CNC machines, including CNC lathes, Swiss
screw, EDM and milling machines.
Aerospace assemblies typically are shipped in a straight
condition to prevent them taking any type of “set” or
“memory” while being stored. S.S. White has the machin-
ery to extrude, braid and wind metal liners for the casings in
which its flexible shafts rotate.
The company says its technical teams consistently go
above and beyond to help its customers tackle their most
challenging jobs. “We pride ourselves on our responsive-
ness to our customers’ needs,” it says. “We will do whatever
it takes to make sure our customers are satisfied.” mt

Index Packaging Inc.
www.indexpackaging.com / 2014 sales: $21 million / Headquarters: Milton, N.H. /
Northeast
Employees: 160 / Mike Wiles, president: “We make it a point to be everything [the customers] need.”
The Total
Package
index packaging offers
its customers the best in
both service and product
delivery. by alan dorich
Index Packaging Inc. might be
a more modestly sized player than
some competitors, but no one is bet-
ter at customer service or product de-
livery, President Mike Wiles asserts.
“[If] the customer sends a request
for a price quote, we’re back to them
within the hour,” he says. “We make
it a point to be everything they need.”
Based in Milton, N.H., Index Pack-
aging manufactures foam, wood and
corrugated packaging products. Bill
and Connie Lander founded the com-
pany in 1968 with their invention of
the TIP (N) TELL shipping indica- lean initiatives have helped
index packaging maintain
its quality and streamline
tor. That helped plant “the seeds that material flow in its shop.
started the company we are now,”
Wiles says. but its department supervisors are Wiles says. “It’s because it makes fi-
Today, Index Packaging operates responsible for performing quality nancial sense,” he says.
from a 120,000-square-foot facility checks, Wiles says. The company has avoided sending
that features equipment and ware- In December 2014, the compa- waste to the landfill with the help of
house space that can handle quick- ny implemented lean initiatives its high-speed grinder. “Any wood we
turn, vendor-managed inventory or throughout its wood crate operation. don’t reuse, we grind into chips used
standard customer lead times. “A “We developed a whole new layout for bio-mass fuel or to generate paper
third of our customer base is distrib- that streamlines the material flow pulp,” Wiles says. “Everything winds
utors,” Wiles says. through the shop, from the back end up in the grinder and can be sold as an
The remainder consists of end-us- to the front end out to the shipping alternative fuel source.”
ers of the packaging, which includes dock,” he says. The company also recycles poly-
“every industry you could think of,” The process enabled Index Packag- ethylene foam by melting it down
he says. “They range from sheet metal ing to incorporate an unused part of into plastic bricks and selling it, he
to aerospace to defense. In this envi- its facility. “We [extended] our wood adds. “We recycle more than 96 per-
ronment, there are many opportuni- production down into that vacated cent the waste products that we cre-
ties for us.” area,” he adds. “That [represents] our ate here,” he says.
Index Packaging focuses heavily first step toward lean ideas.”
on manufacturing quality. Not only Index Packaging is a nearly zero A Beneficial Switch
does its engineering manager also landfill facility. But that is not only be- Index Packaging’s vendors are criti-
hold the role of quality manager, cause the company wants to be green, cal to its success. This includes Met-

Index Packaging Inc. Northeast
index packaging is dedicated

to a controlled, steady
path of ongoing growth in
its operation.
ropolitan Staple Corp., a supplier of ny’s starting pay rate, and whether or
nailing and stapling equipment and ac- not it should be increased. “If they’re
cessories. Previously, Wiles notes, his leaving because they can make anoth-
company used to buy products from er dollar per hour [somewhere else],
Stanley-Bostitch. that’s a mistake on our part,” he says.
But when Index Packaging decid- “We had a hard enough time getting
ed to pursue other vendors, it went to them in here in the first place.”
Metropolitan Staple, which managed
to deliver high-quality fasteners and High Hopes
lighter nail guns. “Having something Wiles joined Index Packaging in 1994
a bit lighter is good for all the employ- and became president in December
ees,” he says. “They came in with a nice, 2014. He is proud of how the company
competitive price. Once we switched, has grown by sticking to its founding
we never looked back.” principles, which include having zero
debt. “There are extraordinarily few
Employment Issues companies that can say that,” he states.
Index Packaging is coping with staffing “Usually, everyone rides the backs of
issues in its market. “In New Hamp- banks and vendors. We’ve never done
shire, we are below full employment,” that and if I have anything to say about
Wiles says. “We are really struggling it we never will.”
to employ enough staff to man the ma- Wiles looks forward to 20 more
chines and the glue stations to get our years at the firm. “What I’m hoping
products out to the customers.” for in the future is a controlled, steady
Wiles and his management team path to growth,” he says, noting that he
have brainstormed ways to cope. How- hopes to grow the company’s revenues
ever, getting people through the front to $40 million before stepping down.
door is not Index Packaging’s only Employee retention also will remain
challenge. “Often times, we have diffi- important. “Hopefully, we will have
culty keeping them here,” he admits. continued successful employment and
One area that Wiles and the manage- people deciding to make a career out of
ment team are exploring is the compa- working here,” he states. mt

International
156. Bluewater Defense Inc.

156. 160. 162. 160. DAVWIRE
162. SMTC Corp.
166. AV&R Aerospace

International
GREEN IS GOOD
in a major promotion of the “reduce, reuse, recycle” dictum,
chevrolet used end-of-lifespan batteries to set a world record in the
generation of electricity.
//////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
Chevrolet has put its secondary use battery technology in the

record books by setting a Guinness World Records for the most people
generating electricity in one week at the TORONTO 2015 Pan Ameri-
can Games.
During the games in July, participants at the Chevrolet Power provide backup power, peak-rate shaving and renewable ener-
of Play exhibit in CIBC Pan Am Park raced family and friends gy storage for both commercial and non-commercial uses, and
head-to-head on a 1,038-foot competitive marathon slot car it can deliver waste reductions and economic benefits on an in-
track, powered by secondary-use Chevrolet Volt batteries. dustrial “Building sustainable modes of transportation is vital
Participants controlled the speed of the cars and charged the to moving to a low-carbon future,” says Glen Murray, Minister
batteries by riding on six stationary bicycles, generating elec- of the Environment and Climate Change. “We are pleased to
tricity with their own pedal power. see that Chevrolet and GM of Canada are taking a leadership
A total of 4,739 people generated more than 13,000 electrical role in developing electric cars and sustainable battery tech-
watt-hours of electricity over the course of the week. To put the nology through engineering work done right here in Ontario.”
record in context, that amount of energy could power a Chev- Chevrolet has been actively pursuing secondary use applica-
rolet Volt to drive nearly 40 miles. tions at the Canadian Engineering Centre since the launch of
This application of Chevrolet’s secondary use battery tech- the first Volt in 2011. It is currently being used as a backup and
nology is part of the innovative work taking place at Gener- auxiliary power source for the General Motors IT data center
al Motor’s Canadian Engineering Centre in Oshawa, and a in Milford, Mich., and it is estimated that the technology could
demonstration of the company’s ongoing commitment to in- power a whole house for about 10 hours. mt
novation and sustainability.
“We wanted to use our Power of Play demonstration not only
to offer a fun, interactive way for fans to have their own friend-
ly competition, but also to put our technology in the record
books,” says Hossein Hassani, Director of Enterprise Market-
ing for General Motors of Canada. “Power of Play has been an
illustration of the potential secondary uses for the batteries in
Chevrolet Volt electric vehicles, as well as a means to test how
renewable energy sources can generate stored electricity while
minimizing environmental impact.”
The Chevrolet Volt batteries used in the exhibition are bat-
teries that have exceeded their eight-to-ten-year lifespan on
the road. Even after the end of that lifespan, they still have 50
to 75 percent capacity remaining. That capacity can be used to

Bluewater Defense Inc.
www.bwdefense.com / Revenue: $50 million / Headquarters: Corozal, Puerto Rico / Employees: 500 / Specialty:
International
Military apparel / Eric Spackey, CEO, co-owner: “The hardest thing for me was to change the company culture.”
and leadership team,” Spackey says.

“The DOD recognized they were deal-
ing with a high-quality, responsive or-
ganization that was willing to adapt to
the changes/needs of the market.”
Bluewater Defense did not always
have a reputation for quality. “Nobody
viewed us as a quality manufacturer
when I started in 2009,” he says. “The
hardest thing for me was to change
the company culture and mindset of
the team from thinking they were the
customer. With help from key stake-
holders like David Brown, Aida Men-
dez, Sharon Birk, Jose Figueroa, Kyli
Hanson, and other team members, we
promoted discipline and accountabil-
ity, starting with each sewing associ-
bluewater defense serves
ate on the shop floor.”
the dod because it remains Spackey’s mission was to convince
a high-quality, responsive
organization. employees of the importance of as-
Uniform Culture
sembling uniforms for the military.
“It’s not just a product,” he says. He
eventually learned that 40 of his em-
ployees had family members serving
bluewater defense ceo’s changes put the in the military, and he soon displayed
firm on the road to prosperity. by bob rakow posters of soldiers throughout the
plant to remind employees of who
Bluewater Defense CEO Eric cold weather parkas and trousers,” they were serving. In addition, he set-
Spackey vividly recalls the difficult Spackey says. “In addition to these up a wall with pictures of the employ-
times the company endured five years prime contracts, we have provided ee family members who are military
ago. There were no large contracts in significant manufacturing support for members or veterans.
the pipeline, and the future was un- Patagonia, New Balance, Drifire, W. L. “We have pride that we’re making
certain. “It was a very rough way to Gore, Atlantic Diving Supply Inc., KDH something for America’s men and
start in this business,” Spackey says. Defense Systems, Protective Products women in uniform,” he says. “My
Today, the Puerto Rico-based mili- Enterprises and other key vendors sup- team is very proud of serving those
tary apparel manufacturer produces porting the defense industry.” who serve us. That’s our custom-
3,000 to 4,000 pairs of Army combat er.” Today, the company’s goals are
trousers each day as a result of a De- Long Road Back straightforward: deliver the highest
partment of Defense (DOD) contract The road from tough to more prosper- quality product on time and on bud-
it was awarded in January 2013. “Blue- ous times was not an easy one, but the get, Spackey says.
water Defense has a tremendous track significant culture change Spackey led
record, producing more than 20 mil- when he took over Bluewater Defense Helping a Neighbor
lion units spread across various items in 2009 is largely responsible for the Spackey, who had a lengthy career in
in multi-year contracts, including 5.8 company’s renewed success, he says. the telecommunications industry,
million coats, 5.2 million combat trou- “The contract for combat trousers never expected to become an execu-
sers, 4.6 million duffel bags and approx- was a direct result of the changes we tive for an apparel manufacturer.
imately 1.0 million GEN III extreme made throughout the organization “I fell into this by accident,” he ex-

Bluewater Defense Inc. International
plains. “My neighbor asked if I could help him.” His neigh-

bor started and ran the company for more than 20 years as
DJ Manufacturing Corp. He oversaw many successful years
when the military had a significant need for uniform apparel.
But the company began to experience difficult times as
the DOD reduced its combat apparel spending. The cuts
coincided with the country’s decreased military involve-
ment in the Middle East, Spackey says. “My neighbor was
looking for an infusion of ideas on how to win contracts,” he
adds. “The market was changing, and the company was po-
sitioned wrong for the market and structurally not compet-
itive. The industry hit its peak spending in 2008 and sadly
began its historic decline in 2009.”
Spackey became a shareholder and took over the day-
to-day operations in 2009; not knowing the industry was
about to experience a cataclysmic decline. His first step
was to identify and fill key leadership positions, setup
a board of advisors and hire consultants specializing in
commercial apparel operations. “I knew my costs were
out of line and we weren’t competitive in our approach
to the market and manufacturing,” he recalls. “I was not
from the apparel world, and knew I needed to seek advice
from the experts.”
Spackey was advised to “make significant changes across
all aspects of the business” in order to adapt to the changing
landscape of the industry and ensure Bluewater remained
competitive. He achieved this by restructuring the organi-
zation and leadership team, consolidating facilities and ac-
cepting short-term contracts and subcontractor work.
The decision brought new business to the company at a
time when Spackey was faced with being forced to close the
doors due to a lack of long-term contracts, he says.
Spackey laid off 1,500 employees and closed three man-
ufacturing plants because the amount of work decreased,
and many workers did not possess the skillset necessary to
adapt to the changes required by the market, he says. Today,
the company employs 480 people to handle the military
trousers contract, with the capacity to employ about 800
people, if required.
“We’re a very different company today as my customers
and supply-chain partners will attest,” he says. “We also
have focused a great deal of our efforts on building strategic
relationships with our supply-chain partners to help ensure
the success of the trouser contract. Companies like Nava-
jo Fabrics, American & Efird, Insect Shield Manufacturing
and many other key suppliers have helped our team meet
our requirements, and we wouldn’t be where we are today
without them.”

International Bluewater Defense Inc.
New Leadership erybody has a part to play, and each

Spackey also altered the company cul- manager is given the tools and support
ture by bringing to his leadership team to lead their respective team members.
recent college graduates who had no Like the military, we take leadership
experience in the apparel industry. and accountability seriously, which
But he was not deterred by his new was an important change in the com-
employees’ lack of market knowledge. pany culture.”
Rather, he harnessed their enthusiasm Spackey is grateful the company
and desire to share new ideas to make is once again the beneficiary of a big
the company a success. government contract. “I’ve been bless-
“They just jumped in,” Spackey ex- ed by the challenges we faced and the
plains. “They weren’t afraid of any- team that supported me during those
thing, which helped motivate the rest difficult years,” he says. “Without
of the team to push forward at an in- them, we would not be here today.”
creased tempo.” But his plans for the company go be-
He also hired retired apparel indus- yond manufacturing military apparel.
try professionals, who had consider- “This is not where we’re going to stay,”
able knowledge and advice to share. he says, adding that the company has
“They also served as mentors to my begun working with academic and in-
younger colleagues and me,” he says. “I dustry leaders to develop new wireless
was blessed to find people like Harvey wearable technology to be integrated
Weinberg, David Brown and Bob Bu- into military garments and equipage.
chanan, who have significant knowl- “It’s exciting to be able to lever my
edge, patience and desire to help guide telecommunications and technology
the team forward. It all comes down to background and integrate this into ap-
good leadership, in my opinion. That’s parel and equipage. This is the future,”
an important part of our success. Ev- Spackey says. mt
in addition to manufacturing
military apparel, bluewater defense
is expanding into the academic and
industrial markets.

DAVWIRE
www.davwire.com /Headquarters: London, Ontario / Employees: 45 / Mark MacKenzie, president
International
and CEO: “We are very much a low- to medium-volume, high-complexity manufacturing facility.”
Interconnect Expertise
davwire produces small quantities of complex wire harnesses, control
panels and electrical systems for a range of vehicles. by russ gager
davwire’s ability to understand

clients’ needs and provide the
best solution helps it succeed
in many markets.
Whether you’re traveling by land, DAVWIRE entered the marine busi- ibility or the background confidence
sea, air or rail, products manufactured ness through its acquisition in Sep- of the industry. We have achieved that
by DAVWIRE might be present. The tember 2014 of Rutter Inc.’s manufac- in aviation and land vehicles, but we
company manufactures wire harness- turing division, formerly located in St. didn’t have it on the marine side. So
es, control panels, vehicle electrical John’s, Newfoundland. Even though this [acquisition] was a way for us to
systems and does box builds, primarily marine products are similar to those acquire that as opposed to waiting
for OEMs. Its products are used on the DAVWIRE produces for air and land years to build up that credibility. This
commercial and heavy aircraft of all vehicles, establishing itself in the ma- was a way for us to leapforg ourselves
three major aircraft manufacturers, rine industry takes longer. into the marine industry.”
either directly or as a Tier 2. “We are “It’s more an issue of having cred- By January, the assets and in-
on close to 10 armored land vehicles, ibility in the marketplace,” MacKen- tellectual property of Rutter were
and in the marine business, our prod- zie explains. “It’s now a little over 12 transferred to DAVWIRE’s single
ucts are currently going into the Royal years since my company’s inception. 40,000-square-foot manufactur-
Canadian Navy frigate,” President and Until you get to about year 10, you ing facility that it acquired in March
CEO Mark MacKenzie declares. really don’t have any significant cred- 2008. “That still leaves ample room

DAVWIRE International
for growth within that facility,” MacKenzie maintains. we have a lot of upfront effort to build these low- to medi-
The move was occasioned because a major customer of um-volume product lines, and it will only last for approx-
Rutter was located in London. “Bringing this work into imately one to two years. Then you may not see that item
London from the East Coast logistically made sense for ever again, or you might see it in three, four or five years
both sides,” MacKenzie asserts. when they need to reorder more.”
Work on the transition is continuing. “We’ll spend Most of DAVWIRE’s products are assembled man-
about a year getting everything to run smoothly,” MacK- ually with assistance from semiautomatic machines,
enzie forecasts. “It’s always a big challenge to get things such as ones to strip or crimp wire. The company uses a
to run smoothly. Then, of course, we acquired some big “one-piece flow” method to assemble its products that
programs with new clients that we didn’t have before. increases flexibility and provides scalability. DAVWIRE
So we’re working diligently to get those programs run- also continually and extensively trains its employees in-
ning smoothly and hope to grow organically within that house with detailed training manuals.
time base.” MacKenzie attributes the company’s success to “our
ability to understand our clients’ needs and to help them
Manufacture and Repair find the best solution. We work almost transparently
DAVWIRE designs and manufactures electrical assem- with our customers so they feel very comfortable just
blies ranging from single-wire solutions to complex coming into our facilities and working alongside our
electromechanical assemblies such as control panels folks. Because we’re small and very customer-focused,
and instrument panels. “The products we build typical- our clients – usually large OEMs – find that a very easy
ly are multibranch, harsh-environment wire harnesses,” way to get some of their projects accomplished.” mt
MacKenzie says. “Then we build various types of electri-
cal control boxes, anything from power distribution pan-
els to driver instrument panels.”
Since the acquisition of Rutter, DAVWIRE has begun
to offer service on some of its products. “We now are very
much into the in-service support side,” MacKenzie points
out. “We have automated test equipment in place to sup-
port some of these items, such as driver instrument pan-
els in armored vehicles. It’s fairly modular, so in the field,
they would have a unit on the shelf. They swap the unit
out and ship the faulty one to our facility to be repaired.
It is evaluated, repaired, brought back to service and
shipped back by us. So that’s a whole new type of business
we weren’t doing previously since the acquisition.”
Because of the specialized uses of DAVWIRE’s prod-
ucts, the quantities in which they are produced are rarely
in the thousands. “It depends on the industry,” MacKen-
zie says. “There’s a program coming up that would have
900 vehicles. That program may run over five years, so we
would produce just under 200 a year, but we may have 20
products on that vehicle. We are very much a low- to me-
dium-volume, high-complexity manufacturing facility.
“We have all the same challenges that large volume
manufacturers have of every time you build a new prod-
uct, you have to sort through the hundreds of parts in the
design drawings and have your engineer figure out the
best way to assemble this item,” MacKenzie continues.
“Then you won’t see it again for another three years. So

SMTC Corp.
www.smtc.com / Headquarters: Markham, Ontario / Employees: 1,500 / Specialty: Electronics manufacturer /
International
Sushil Dhiman, president, CEO: “We believe that we have the latest, greatest supply chain technologies.”
smtc is an end-to-end ems company

that specializes in product design,
engineering and printed circuit
board assembly.
A Bright Future with the addition of significant new

clients. Building a broader base of
partners was no simple task. Rath-
smtc corp. relies on experienced leadership and er, it required an aggressive strategy,
technology to reach new heights. by bob rakow Dhiman says. “We make a list of the
customers that we want to go after,”
he says.
SMTC Corp. CEO and President ly managing costs and working capital The Markham, Ontario-based
Sushil Dhiman talks about the fu- – skills Dhiman has applied during his company has facilities in the United
ture of his electronics manufacturing tenure at SMTC Corp. States, Canada, Mexico and China.
company with the utmost confidence. “We developed into a more robust The U.S. facility is located in the heart
He speaks of continued revenue company in 2014,” Dhiman says. In- of Silicon Valley, San Jose, Calif., and
growth, expanding the customer base deed, the company’s client base ex- supports both new and existing com-
and working with an experienced expanded last year and continues to do panies looking to bring innovative
ecutive staff that is charged with ele- so in 2015. “Our new customers repre- products to market.
vating the company to the next level. sent in excess of 20 percent of SMTC These companies engage with
Dhiman took the reins at SMTC Corp.’s revenue in 2015,” he says. SMTC to leverage their extensive
Corp. in January 2014 after spending supply chain ecosystem, value engi-
more than 25 years in the electronics Building the Base neering expertise and manufacturing
manufacturing services (EMS) indus- SMTC Corp. experienced a transition capabilities for Quick-Turn Proto-
try. He’s no stranger to overseeing away from two large customers last typing, new product introduction
complex organizations and effective- year but realized continued growth and high-mix, medium- to low-vol-

SMTC Corp. International
“we reinvest heavily in our workforce. our people

are our most important asset. the entire staff is
one of the best in the industry. i’m very proud of
the employees and the quality they produce.”
ume production. This facility serves Dhiman credits much of the com-
as their New Product Introduction pany’s ongoing success to the expe-
(NPI) Tech Center for excellence and rience of the executive staff, many of
provides a gateway to their low-cost whom come from large organizations.
regions in Mexico and China. “Many of them have Tier 1 experi-
The company also stands by its ence,” he says.
brand of being a “manufacturing part- Providing manufacturing solutions
ner to innovators,®” which attracts that meet partners’ specific needs and
new customers based on their contin- offering a customer-centric approach “We’re pretty tech savvy,” says
ued success to support new growth. sets SMTC Corp. apart from its com- Steve Brown, vice president of qual-
SMTC Corp. continues to spread the petitors, Dhiman says. ity and engineering, who adds that
word in a positive light by attending “We believe that we have the best the company subscribes to the Lean
key trade shows and hosting an an- supply chain and most flexible manu- Six Sigma methodology to stay on the
nual investors’ day conference, which facturing technology solutions glob- cutting-edge of quality. “We’re always
is designed to generate new capital ally,” he says. Those technologies are looking for the optimal supply chain
and promote the company. “We want critical because the company often solution for our customers,” he says.
to continue to build on our success,” works under tight deadlines to meet But SMTC Corp. does not rely solely
Dhiman says. customer needs and expectations. on technology tools to serve its part-
SMTC Corp. is an end-to-end EMS Efficient management of a client’s ners. Rather, it counts on its employ-
company that specializes in prod- supply chain is one way the company ees to attain goals and surpass expec-
uct design and engineering, printed achieves those goals, he says. tations. “We reinvest heavily in our
circuit board assembly, production,
smtc corp. invests significantly in its
enclosure fabrication, systems inte- workforce, which it counts on to
attain goals and surpass expectations.
gration and comprehensive testing
services. Its clients can take advan-
tage of its configuration-to-order as
well as build-to-order and direct-or-
der fulfillment services globally.
The company’s services extend
over the entire electronic product
lifecycle, from new product devel-
opment and introduction through
to growth, maturity and end-of-life
phases. SMTC Corp. offers fully inte-
grated contract manufacturing ser-
vices to OEMs and technology com-
panies that strive in the industrial and
commercial, communications and
instrumentation, consumer and high-
tech electronics, computing and net-
working, medical and life science, and
power, lighting, and energy markets.

International SMTC Corp.
partnerships with clients is a

primary focus for smtc corp.,
which focuses heavily on
creating custom solutions.
way so it is easy for them to incorpo-

rate suggested changes and unlock
workforce,” Dhiman “We work with custom- the value without adversely impact-
says. “Our people are our ers early in the design process,” ing their schedules.”
most important asset. The entire staff Brown says. “The earlier the better.” Brown joined SMTC Corp. in 2013
is one of the best in the industry. I’m Interacting with clients at the pre- and, like Dhiman, possesses more
very proud of the employees and the liminary stages allows for valuable than 20 years of experience within
quality they produce.” feedback that helps shape the overall EMS and OEM companies. He has ex-
supply chain for the life of the prod- perience in product design, new prod-
Forging Partnerships uct, he says. “We give the feedback to uct introduction, assembly and test
SMTC Corp. develops partnerships the design teams in a very digestible engineering, R&D and quality.
with its customers and continually
works with them to determine their
specific needs, Dhiman says. “We pro-
vide a lot of custom solutions to our
clients,” he says. “We’re a very collab-
orative company. We take the partner
work very seriously.”
Brown agrees that the foundation
of the company’s success is built on
partnerships with customers. How-
ever, it takes dedication and com-
mitment to cultivate those partner-
ships, he notes.

SMTC Corp. International
Brown is responsible for overseeing Brown explains. The dedicated team SMTC’s hard work is getting sig-
SMTC’s global quality management of engineers enables customers to en- nificant notice. Frost & Sullivan rec-
system and technology roadmap gage with key experts at the early stag- ognized SMTC in 2012 with its Glob-
development and implementation. es of an idea to ensure success and sig- al EMS Award for Product Quality
He leads the quality and value engi- nificantly reduce risk. Additionally, it Leadership and again in 2013 with the
neering teams in delivering world- empowers innovators to focus on new North American Growth Leadership
class quality and state-of-the-art in- product development while realizing Award as one of the fastest-growing
novation in technology for SMTC’s their full market potential, Brown says. EMS companies. mt
customers. Brown also is intimately
the team of engineers at smtc
involved with SMTC’s Technology corp. enables customers to
engage with key experts at the
Support Group, which focuses on early stages of an idea.
providing customers with Design For
Excellence (DFx) services to support
the development or re-development
of products. “Our team delivers ex-
pertise so our customers’ ideas can
become reality,” Brown says. “The
initiative involves the advancement
of concept and design, product devel-
opment and compliance, quick-turn
prototyping, rapid manufacturing
and supply chain strategies.”
SMTC’s Technical Support Group
meets the unique design and develop-
ment needs of every customer while
providing the security and confidence
of a global manufacturing partner,

AV&R Aerospace
www.avr-aerospace.com / Headquarters: Montreal / Employees: 120 / Specialty: Aerospace automation /
International
Jean-François Dupont, CEO: “Innovation is part of our DNA.”
to use robots. That is extremely pop-

ular right now. The size of our system
– you could compare it to a refrigera-
tor. It’s not that big, but there’s a huge
portion of software in our systems.
Basically, it’s a small system using
robot cameras and lasers to give feed-
back. It’s just a simple system when
you look at it that we improved over
the years. The size will vary depend-
ing on the type of application.”
AV&R Aerospace has 80 engineers
on staff. “We do all the concepts,”
Dupont says. “We send out to our two
different workshops the fabrication
of the equipment, and we do the inte-
gration in our workshop and the final
testing.” After customer trial and ap-
proval, the machines are shipped to
the customer.
av&r aerospace offers automation
integration services with tools such
as its robotic blade profiling system.
Onsite Commissioning
Commissioning the equipment at
‘Critical Parts’ the customer’s site can take from two

weeks to two months. “Two months
is a big startup for us,” Dupont main-
av&r is selling custom automated systems to tains. “Usually, two weeks is enough.
On some of the machines, we just
the global aerospace industry. by russ gager have to plug in the cord and that’s it.
Other systems are shipped in differ-
Little things like tiny imperfec- and to use that recognition to explore ent containers or trucks and we do the
tions on the surface of critical jet other market segments. We succeed- assembly onsite, but most of the time,
engine parts can affect the engine’s ed pretty well, so now the company is we don’t have a lot of things to do on-
efficiency in a big way. Similarly, con- well-known inside of the OEMs. On site, which is good, because we work
centrating on a small portion of a very top of that, we have established R&D actually in 12 different countries. So
important and expensive market can partnerships with Rolls-Royce, Pratt we don’t want to send a complete
result in big growth. That is the strate- & Whitney and GE Aviation.” team to our customers’ sites. It is very
gy that AV&R Aerospace has adopted. AV&R Aerospace designs and con- expensive for us. Most of the time,
“What we do is provide robotic tracts for the manufacturing of au- only one engineer is enough to start
solutions for part finishing, surface tomated machines that finish the jet the system.”
inspection and painting,” CEO Jean- engine parts. A popular product is a Among those 12 countries are the
François Dupont explains. “We focus system that creates the profiles on the United States, Canada, Mexico, the
our effort on the critical parts inside jet turbine’s blades. United Kingdom, Germany, Italy,
the jet engine. We decided in 2008 “The requirements now for the per- France, Singapore, China and Russia.
to focus our energy in that particular formance of the new engines requires Dupont estimates that approximately
market. It’s not a big market, actually, an extremely accurate profile on these 30 percent of AV&R Aerospace’s reve-
but the goal of the company was to be blades,” Dupont points out. “It’s not nue is from Europe, up to 35 percent
recognized as the leader in that area possible to do it manually, so you have from the United States and Canada,

AV&R Aerospace International
and the rest from Asia. Approximately The company has doubled in size quired a robotic vision system. We de-
70 percent of the company’s revenue since last year, and Dupont is expecting cided to narrow our expertise, and we
is from the aerospace market and up to that growth to continue in upcoming succeeded.
10 percent from the energy industry. “A years. “We’re excited with what’s com- “We have a mandate to diversify our
natural-gas-fired generator is essential- ing on for 2016, 2017 and 2018,” he de- market,” Dupont adds. “We’re looking
ly a jet engine on the ground,” Dupont clares. “They are going to be big years to deploy our technology in the ortho-
points out. for us, and we expect a lot of volume in pedic industry. We are doing some trials
The rest of AV&R Aerospace’s revenue our manufacturing cells. The average on knee, shoulder and hip replacement
is derived from the general automation age of our employees is 32 years old, so parts for the human body that require
industry. “In our local integration mar- it’s a very exciting culture, and our em- surface polishing and inspection, the
ket, we find something that we could ployees like to be challenged. We ap- same kind of technology as jet turbine
replicate, and it will become a market preciate their work. Innovation is part blades but in a different market.” mt
segment for us,” Dupont explains. “We of our DNA. We put a lot of money into
Proax Technologies Ltd. For over 50 years, Proax
will invest more and more to become a R&D every year so we come with new Technologies Ltd. has been a leading Technical Automation
leader in that area.” solutions. We are playing with robots, Distributor, offering innovative product solutions for
machine automation, motion control and machine safety
cameras, computers – it’s pretty cool.” needs. Proax is proud to partner with AV&R providing
Future Growth Dupont attributes the company’s suc- innovative product solutions, and in-house local technical
support. Proax has 10 locations across Canada and
AV&R Aerospace has two locations in cess to its specialization. “In the past, we represents world-class leading manufacturers in the auto-
mation industry. Please contact Proax for your industrial
Montreal. It plans to establish regional were generalists,” he explains. “We were automation needs! 1-800-557-7386
offices internationally in the near future. doing every automation project that re-

LAST PAGE | SEPTEMBER/OCTOBER 2015
Under Fire to be Fast

as the final step in the metal manufacturing process for its customers before
final assembly or sale, qualtek manufacturing sees improving lead time as the
most important thing it faces. see page 136 for more information.
B UY AMERICAN
C OVER STORY
M ANAGEMENT
T ECHNOLOGY
E MPLOYEES
M ARKETING
C ONTENTS
L AST PAGE
D IALOGUE
SERVICE
EASTEC
N EWS

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SEPTEMBER/OCTOBER 2015 manufacturing-today.com 1

and hiring can yield mixed results. Page 14

Equipment manufacturers can turn their

service departments into profit centers

with a mobile service management solu-

The Battery Show

Last Page On The Cover >

Midwest West International

2 manufacturing-today.com SEPTEMBER/OCTOBER 2015

42. 60. Faurecia North America

63. Air-Way Global Manufacturing Co.

66. Phoenix Dynamometer Systems LLC

69. Major Tool & Machine

39. Acieta LLC

42. Vidir Machine Inc.

44. Cincinnati Incorporated

54. Superior Fabrication

SEPTEMBER/OCTOBER 2015 manufacturing-today.com 3

Roboworld designs and manufactures pro-

76. Elster American Meter Co.

78. Bennett Machine

80. HTI Plastics

82. Kongskilde Industries Inc.

84. Royal Die & Stamping Co. Inc.

4 manufacturing-today.com SEPTEMBER/OCTOBER 2015

94. Noranda Aluminum

SEPTEMBER/OCTOBER 2015 manufacturing-today.com 5

114. Justin Brands Inc. 125. Trimble Mobile

West 134. Sterling

6 manufacturing-today.com SEPTEMBER/OCTOBER 2015

136. Qualtek Manufacturing 160. DAVWIRE 162. SMTC Corp.

148. Rez-Tech Corp.

150. S.S. White Aerospace

152. Index Packaging Inc.

SEPTEMBER/OCTOBER 2015 manufacturing-today.com 7

ring. The Directive notes “[a]ll man-

the inspection guidelines that ap-

the Compliance Safety and Health

Officer (CSHO). Section X.A. Gen-

eral Inspection Guidance provides

osha issues inspection guidelines variances between UN GHS Revision

8 manufacturing-today.com SEPTEMBER/OCTOBER 2015

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SEPTEMBER/OCTOBER 2015 manufacturing-today.com 9

manufacturing-today.com SEPTEMBER/OCTOBER 2015

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Key Performance Indicators

When Analytics Lead to

SEPTEMBER/OCTOBER 2015 manufacturing-today.com 11

Focus on reducing the number

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ward “drill-up” or “drill-down”

manner. Considered individual-

ly, numerous data points mean

12 manufacturing-today.com SEPTEMBER/OCTOBER 2015

SEPTEMBER/OCTOBER 2015 manufacturing-today.com 13

Rethinking Hiring Practices

14 manufacturing-today.com SEPTEMBER/OCTOBER 2015

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The problem with relying