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We exhibited at this year’s IMTS show with low expectations following more than two years of contraction in the metalworking industry. Would customers come, and if they did, would they be in a buying frame of mind or just want to kick the tires to see if there is anything new? We were pleasantly surprised by how things unfolded after the opening bell on Monday. The aisles were jammed, and people seemed to have renewed optimism. We received more inquiries about our machine-ready blanks in the first three days than we did during the whole show in 2022. Customers were engaging and open to hearing about ways to become more efficient.
In my opinion, the general tone around efficiency has changed. It used to be more about improving processes, reducing waste, and managing the bottom line. Don’t get me wrong; these are all still top of mind, but now there is a growing concern about capacity. When the market returns and it will, are shops positioned to meet the demand, especially when it comes to having skilled human resources?
If I were to pick a recurring theme at this year’s IMTS show, it would have to be automation. There seemed to be a lot of technology dedicated to helping shops become more efficient in the face of continuing workforce development challenges, from material handling to autonomous machining solutions and everything in between. The pervasive message being parroted by exhibitors was “do more high-quality machining with less human intervention.”
The turnout for IMTS 2024 was just over 89,000 people, roughly 3,000 more than attended the 2022 show, and a far cry from the record set in 2018 when more than 129,000 people showed up, albeit driven by a strong economy. From our perspective, we are finally feeling a positive difference. In 2022, you could feel the onset of negativity associated with a slipping economy and projections of a nearly 30% market contraction. This year, as we move into the fourth quarter, we are seeing strengthening orders for machine-ready blanks coupled with optimistic economic projections for the industry in 2025 and forward. We are also keenly aware of how our products fit into the automation value chain. Machine-ready blanks are consistent, blank-to-blank, making them ideal for automated material handling, placement, and workholding.
My greatest takeaway from IMTS is a reminder that necessity truly is the mother of invention, or in this case, innovation. Capitalism works, and I am proud to be part of an industry that is both creative and resilient to the shifting sands of change. The show delivered real strategies, products, and workflows designed to make OEM manufacturers and job shops more efficient in the face of improving market conditions and a continuing shortage of skilled labor.
Thanks for reading –
Ben
"Stay on your toes" is a good sports analogy that is timely given the recently completed Olympics. This idea of staying agile applies to most sports and is highly applicable to today’s business environment. Things are moving quickly; customers are harder to find and harder to keep. Everyone is looking for ways to be more competitive, more efficient, and more profitable. Sitting on the bench and waiting for things to get better is not a good strategy. Sure, it’s a lot easier to make money when things are booming, but if you can do it in a down market, now that’s something to be proud of.
Investing in Marketing, Sales, and Process Efficiency During a Down Market: A Strategy for Future Success
In challenging economic times, it’s tempting to cut back on spending—especially in areas like marketing and sales, which can feel like a luxury when margins are tight. However, this is precisely the time when strategic investment in these areas can pay off the most. And it is always the right time to invest in process efficiency.
This principle is particularly relevant for manufacturing companies. The manufacturing sector often faces significant challenges during economic downturns, including reduced demand, tighter budgets, and increased pressure to cut costs. Yet, for those willing to think strategically, these tough times offer a unique opportunity to gain a competitive edge.
Manufacturing companies often rely on long-term contracts and relationships. Investing in marketing and sales during a down market can help reinforce these relationships. By staying engaged with customers through regular communication, providing value-added services, and being proactive in addressing their needs, manufacturers can strengthen loyalty and increase the likelihood of retaining business even when budgets are being cut.
Down markets can also be an opportune time for manufacturers to explore new markets or diversify their product offerings. By investing in market research and targeted sales efforts, companies can identify untapped markets that may be less affected by the downturn or emerging markets that will grow as the economy recovers. Diversifying revenue streams not only cushions against downturns but positions the company for accelerated growth when conditions improve.
Manufacturing companies traditionally rely on face-to-face interactions, trade shows, and in-person demonstrations for sales. However, the shift to digital marketing and virtual sales has accelerated, making it essential for manufacturers to invest in these areas. Down markets are a perfect time to enhance digital capabilities—whether it's upgrading your website, investing in SEO, or creating virtual product demonstrations. These investments will not only help maintain sales during tough times but also set the stage for more efficient and scalable sales operations in the future.
Investing in sales and marketing isn’t just about customer-facing activities. It's also an opportunity to streamline internal processes, improve efficiency, and reduce waste. Manufacturing companies can invest in process improvement, automate repetitive tasks, and train employees on new tools and strategies. These types of investments pay dividends by enabling teams in both manufacturing and sales to work more effectively, close deals faster, and exceed customer expectations even in a sluggish market.
When the market eventually recovers, manufacturing companies that have continued to invest in marketing and sales will be in a strong position to scale quickly. With refined strategies, stronger customer relationships, and an enhanced digital presence, these companies can capitalize on pent-up demand and outpace competitors who pulled back during the downturn.
Manufacturing companies that continue to invest in marketing and sales during a down market are not just surviving—they’re preparing for future success. By staying proactive, exploring new opportunities, and optimizing processes, these companies are positioning themselves to emerge stronger and more competitive when the market rebounds. Don’t get caught flat-footed—use this time to build the foundation for a thriving future.
Thanks for reading –
Ben
In other words, focus on your core competencies and avoid processes outside your expertise. Would you reduce bottlenecks and shorten manufacturing lead times? Would you improve overall quality? Would you realize better resource utilization, including equipment and employees?
When it comes to CNC machining operations, sticking to your knitting involves concentrating on the high-value finish machining processes central to your company's expertise while eliminating low-value processes like material preparation that involves squaring, flattening, and milling to net or near-net dimensions. These preparatory tasks, although necessary, do not add significant value compared to the final machining operations that determine the product's quality and precision. Outsourcing these lower-value tasks can free up resources and allow your shop to focus on its primary, high-value machining activities.
This concentration on high-value processes enables you to invest in the latest technologies and methodologies specific to these operations. For example, implementing advanced CNC machines, automation, adopting lean manufacturing principles, and utilizing precision measurement tools can significantly enhance productivity and part quality. This specialization also fosters deep expertise among your workforce, leading to better problem-solving abilities and innovation within your core domain.
Outsourcing low-value processes like material preparation can also streamline operations. Sources specializing in these preparatory tasks can perform them more efficiently and cost-effectively. This approach allows you to receive pre-prepared materials ready for final machining, reducing lead times and operational bottlenecks. By doing so, you can dedicate more resources to refining your finishing processes, ensuring the finished parts meet the highest quality standards.
By prioritizing high-value machining processes, your company can establish a robust reputation in the industry. Clients and partners are more inclined to collaborate with specialists with a proven history of delivering top-notch, dependable products. A shop that excels in its core competencies will likely attract repeat business and long-term contracts, ensuring a steady flow of revenue and fostering market growth.
Sometimes, trying to do too much can dilute your shop's focus and resources, potentially leading to subpar performance. For example, taking on material preparation tasks without the necessary expertise or dedicated equipment might lead to quality control and efficiency struggles. This diversion can strain financial and human resources, negatively impacting the core finishing operations.
The rapid pace of technological advancements in manufacturing necessitates companies to continually adapt and innovate to remain competitive. By adhering to core competencies, your shop can stay at the forefront of these advancements, channeling resources toward relevant research and development. This strategic focus facilitates the adoption of cutting-edge techniques and materials that can further bolster your company's competitive edge.
When it comes to sticking to your knitting, we can relate. At TCI, material preparation is all we do. We start with full sheet and plate material and make it ready for finish machining, so you don’t have to.
Thanks for reading-
Ben
Planning to attend IMTS? If so, add us to your show planner and stop by to see us.
September 9-14
Chicago, IL
TCI Precision Metals announced the installation of a new You JI DSM1200 Series duplex mill. The machine is the latest addition to a growing number of duplex mills used in the production process of precision Machine-Ready Blanks. The DSM1200 Series boosts an impressive X-axis travel of 68.9” (1,725mm) and a Y/Z-axis travel of 29.3” (745mm), with a max load capacity of 11,024 lbs. (5,000kg). The addition of the large new format mill is intended to support the production of larger parts while improving efficiency and shortening customer lead time as demand for Custom Made-to-Order and Ready-to-Ship Machine-Ready Blanks continues to rise.
Today, TCI Precision Metals announced the installation of its newest Amada duplex mill, the THV460. Representing the latest technology in precision duplex milling, the machine is the newest addition to the TCI line of optimized milling machines used in the production of Machine-Ready Blanks. The THV460 will continue to reduce customer lead time as demand for Custom Made-to-Order and Standard Ready-to-Ship Machine-Ready Blanks continues to rise.
TCI Machine-Ready Blanks are milled in width and length, using the THV460’s specially designed twin spindle, in one setup instead of two. This reduces set-up time and increases efficiency. One or more Machine-Ready Blanks can be milled simultaneously to the machines' overall dimensional capacity of 18.4"W x 18.4"L x 5.9"H. The value is passed to TCI customers through shorter lead times and competitive pricing.
“We continue to invest in our people and equipment at TCI, focusing on what we do best: helping our customers eliminate material prep with Machine-Ready Blanks,” said Ben Belzer, President and CEO of TCI Precision Metals. By refining our equipment and processes to maximize quality and efficiency, we can provide customers with cost-effective, high-value, Machine-Ready Blanks that can reduce a shop’s overall cost by as much as 25% on a given production job,” added Belzer.
Custom Machine-Ready Blanks are precision milled to the customer’s net specifications and can be furnished as close as +/-.0005” dimensionally and as close as .002” in flatness, squareness, and parallelism. Each Machine-Ready Blank is deburred, cleaned, and vacuum packaged – ready to go directly from receiving into CNC machining centers. Machine-Ready Blanks helps shops eliminate material prep and reduce set-up time, part movement, scrap, and wear and tear on machine tool inserts and cutters used to square material in-house.
Service touches every aspect of doing business, and with its far-reaching influence, there can be a lot to unpack about the subject. At TCI Precision Metals, we have many service initiatives in place. Still, to ensure there are no misunderstandings of intent, every employee is empowered to do the right thing regarding customer service.
In today’s manufacturing environment, the significance of service often takes a backseat to the production process. However, it is crucial to recognize that service is equally vital internally and externally. Service can be a potent differentiator against competition, but to truly deliver on the promise, you must cultivate a service-oriented culture within your company.
Service in manufacturing encompasses everything beyond the actual production of goods. It involves pre-sale support, such as consulting and product customization, as well as post-sale services, like maintenance, repair, and customer support. These services are not just about mitigating immediate customer service issues; they are about building long-term relationships. They ensure customer satisfaction, build brand loyalty, and foster long-term relationships, making every interaction with a customer a valuable opportunity.
Providing excellent service ensures customers have a positive experience with your brand, increasing their likelihood of repeat purchases and referrals. A company known for its exceptional service earns trust and loyalty from customers, even amidst fierce competition. It can also support revenue generation through maintenance agreements, spare parts, and other value-added services.
Service in manufacturing extends far beyond the initial sale. It encompasses various touchpoints throughout the customer journey, including:
Creating a Service-Oriented Culture
To instill a service-oriented culture within your company, the following key elements are critical:
Service plays a critical role in the success of virtually every manufacturing company, extending far beyond production. By making service excellence a priority, you can differentiate your brand in the market, build strong customer relationships, and drive long-term growth.
To ingrain a service-oriented culture requires commitment, investment, and a relentless focus on exceeding customer expectations at every touchpoint. Most importantly, when service issues arise, always do the right thing.
Thanks for reading –
Ben
Gardena, Calif. April 24, 2024 - TCI Precision Metals announces that its MIC-6 aluminum cast plate, Machine-Ready Blanks, is now available from OnlineMetals.com, the World’s leading e-commerce metal and plastics supplier. MIC-6 Machine-Ready Blanks eliminate material prep and arrive ready to go directly from receiving to finish machining. Customers can order flat, square, and parallel materials to close tolerance specifications.
MIC-6 aluminum cast plate is a blend of the most desirable features of many individual metals with zinc as its primary alloying element. The result is a cast aluminum plate that meets the challenge of product accuracy demanded by today's industry. MIC-6 has excellent machining characteristics and is dimensionally stable and flat compared to 6061 rolled plates. MIC-6 is stress-relieved and has very low internal stresses. It is a popular choice for tooling and base plates and is often found in aerospace, marine, electronics, hydraulic equipment, machine components, and automotive applications.
“MIC-6 Machine-Ready Blanks help customers shorten setup time, reduce scrap, and increase overall throughput up to 25% or more by eliminating material prep. Blanks arrive machine-ready for production,” said Ben Belzer, President and CEO of TCI Precision Metals.
Precision blanks eliminate the need for in-house sawing, grinding, flattening, squaring operations, and outside processing. Blanks are consistent, part-to-part, which reduces setup time. In the case of MIC-6 aluminum cast plate, the production process at the mill turns out flat and stress-relieved material that reduces part movement during CNC machining.
MIC-6 Machine-Ready Blanks are available in standard thicknesses from 0.25” to 1.00” and tight flatness tolerances from the mill. Each blank is duplex milled on length and width to +/- .002”. Each blank is deburred, cleaned, and individually packaged to avoid damage during shipping.
“We are seeing an increase in demand for MIC-6 aluminum cast plate from our customers. At OnlineMetals.com, we specialize in cut-to-size, small-to-medium-quantity orders shipped directly to any location. MIC-6 material provides that extra processing value that lets customers order exactly what they need, and it arrives ready to go directly from receiving to machining. They can use the time they previously spent in setup and prep for more productive use of their CNC machining centers,” said Matt Holzhauer, Marketplace Manager at OnlineMetals.com
TCI Precision Metals announced the installation of a new You JI DSM1200 Series duplex mill. The machine is the latest addition to a growing number of duplex mills used in the production process of precision Machine-Ready Blanks. The DSM1200 Series boosts an impressive X-axis travel of 68.9” (1,725mm) and a Y/Z-axis travel of 29.3” (745mm), with a max load capacity of 11,024 lbs. (5,000kg). The addition of the large new format mill is intended to support the production of larger parts while improving efficiency and shortening customer lead time as demand for Custom Made-to-Order and Ready-to-Ship Machine-Ready Blanks continues to rise.
“We are committed to providing our customers with value in the form of precision high-quality blanks, delivered on time and at a price that is less than they can produce the same materials in their shop. Our investment in this new large-format duplex mill helps us produce larger and more machine-ready blanks in less time. The value is passed to TCI customers through shorter lead times and competitive pricing,” said Ben Belzer, TCI Precision Metals’ president and CEO.
Precision Machine-Ready Blanks eliminate the need for in-house sawing, grinding, flattening, squaring operations, and outside processing. Each blank arrives deburred, clean, and individually packaged to avoid damage during shipping. Blanks are available in two ways: Ready-to-Ship blanks can be ordered online for same-day or next-day shipping and arrive square, flat, and parallel within ± .002” of specified dimensions all around; custom-made-to-order blanks are made to customer specifications and are guaranteed as close as +/- .0005” dimensionally and as close as .002” flatness, squareness, and parallelism.
Founded in 1956, TCI Precision Metals is a family-owned, wholesale, machine-ready metals distributor that produces precision-cut parts and Machine-Ready Blanks from aluminum, stainless steel, and other alloys. Sawing, Waterjet Cutting, Grinding, Milling, and Finishing operations, with the added benefit of being a plate and sheet distributor, make TCI Precision Metals a one-stop shop for value-added metal services. TCI serves the needs of the medical, oil & gas, aerospace, industrial equipment, defense, food packaging, semiconductor, and many other industries.
Efficiency is one of the most essential attributes businesses aspire to today. Nowhere is this more the case than in metalworking. The concept is applied to lean strategies, Overall Equipment Efficiency (OEE), and almost every other aspect of manufacturing that requires effort.
The concept of efficiency applies to virtually every type of business and even across humanity, for that matter. If you interpret it at face value, efficiency is the ratio of a machine or a process's valuable work to the total energy expended or heat taken in. Considering your entire enterprise, that definition can be a lot to unpack. In the simplest terms, efficiency measures how a company acquires and converts raw materials and labor into products and services that generate revenues and subsequent profits.
An efficiently run business should be smooth-running; companies that invest in continuous improvement will keep getting better at what they do, adding to productivity and profitability. Every department in an organization, not just manufacturing, should routinely do an internal assessment to measure and improve efficiency.
Tap Into Other Departments
Everyone thinks their department is unique, but you would be surprised. When it comes to concepts like communication, process mapping, use of automation, good work habits, and time management, a lot can be shared cross-departmentally.
Consider Outsourcing
All departments within an organization will typically look to the outside for value-added products or services that provide expertise or competency not found within the organization. When considering whether or not to outsource all or part of a process, you should ask yourself the following questions:
Realistic Metrics
In manufacturing, efficiency is typically measured by OEE. 100% OEE is perfect production: manufacturing only good parts as fast as possible, with no stop time. 85% OEE is considered world-class for discrete manufacturers. For many companies, it is a suitable long-term goal.
Not every department within an organization can be measured this way, but an acceptable metric must be adopted because there can be no management without measurement.
At TCI Precision Metals, we are committed to constant improvement. As a provider of precision materials to our customers, we must embody the tenets of this article to deliver efficient solutions consistently.
So, here’s to efficiency!
Thanks for reading-
Ben