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Building a metal factory
Latest News, Product Innovations, Fairs and much more
JULY 2016
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index
LANTEK LINK is the magazine of Lantek Sheet Metal Solutions
COVER Brooklyn Bridge and Manhattan Bridge, New York USA
LANTEK MARKETING TEAM Patricia Ruiz de Sabando Editor Jesús Martínez Marketing Director
03
EDITORIAL
04
MAIN TOPIC
06
SOLUTIONS
08
INTERVIEWS
10
TECHNOLOGIES
11
INNOVATION
12
NEWS
PARTNERS
Lantek carries the day at BIEMH 2016 in Bilbao
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Lantek software will power Promotech pipe cutting machines
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SERVICES
15
FACTS
Forever young
Time and cost calculation
Rise of an empire
GenQi Liu Sales Manager of Lantek China
SUBSCRIPTIONS Marketing Department marketing@lanteksms.com
Variable bevels
Lantek Services Lantek Hint: Lantek Expert
Agile software development
Fairs
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editorial
Forever young
S
tarting out in the competitive world of metal cutting is not an easy task. Anyone can buy a machine and offer cutting services to companies that need flexibility to cover their production peaks. It is something else to do so productively and competitively, which requires a clear vision about which jobs will help us move forward and which ones will slow down our growth. As we grow, everything seems to have value. If you invoice on a monthly basis, any job is good. Then we started to realize that we have to be smart and discriminate a lot more about which orders contribute to our strategic targets and which ones do not. Moreover, having reached maturity, when we already believed we knew how this business works, more aggressive competitors or different business models have arisen that could jeopardize our company’s smooth running. Whatever phase we find ourselves in, Lantek’s view is that a company must constantly think about renewing its processes, developing its business model, and even provoking a revolution when the time is right. Having the appropriate software tools and competent support will allow us to make decisions based on structured data and relevant information. There is a saying that states: “Explore, dream, discover.” That is Lantek’s aspiration. Every day. And to do so, we apply our own medicine: We renew and develop our products, and when a revolution appears on the horizon, we take advantage of it in order to take the grand leap that helps keep us young and in top form for our clients.
Jesús Martínez
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main topic
Rise of an empire Anyone can have an idea. To put that idea into practice and ultimately build an empire is only achieved through great tenacity, a bit of luck, and crisis-resistant enthusiasm. In the case of a company specialized in sheet metal, metal tubes, or metal profile cutting services, Lantek believes they can contribute to it. When a sheet metal, tube, or profile cutting services start-up begins its journey, it must keep its strategy clear. It must define what its proposed value is and how to differentiate itself. From there, it can: establish and design its offer, plan out its workshop and factory, decide which services and specializations it will offer, whether it will require more complementary services outside of cutting, which materials will be used, and which qualities to offer. Once all that is taken into account, the start-up will determine which cutting technologies will be needed to be able to provide that service at the desired level. The start-up can also design the processes, capacities, and resources that will be need.
Presenting the workshop as a factory will enable us to implement the design of our processes using a clearer and better-identified method. If we think on a large scale, we can build and develop an organization that executes on a large scale. An empire. A good definition of internal processes for the transformation of raw material into a deliverable for our client will make it possible for us to estimate and design our cost structure. Once all of this is established, we need a system to govern it. The governance system must contain the standards, rules, and criteria that will be used for making decisions, evaluating indicators, and establishing targets. All of this must be supported by our software system. Nowadays, no sheet metal cutting services startup plans to begin its journey without a computer system that sustains its processes. A few years ago, it seemed that it was most important to have the machine and a CAM software system. Now,
if you don’t have a management system that supports company governance and processes and makes it possible to control the information to make the correct decisions, it seems unthinkable to even enter such a mature and aggressively competitive market. Over the past few years, Lantek has helped many companies that found themselves in this situation. Now, many have been able to become part of the market, thanks to a clear business plan and a proper implementation supported by a powerful and solid software package. The number, volume, difficulty, and time requirements of all the decisions that need to be made, make it impossible to stop and think about what to do in all situations. The criteria, guidelines, and indicators needed to make the decision based on the business strategy and criteria must be set beforehand and based on the scope of each role/employee from the start. No doubt changes may become necessary; but, a complete plan should eliminate the need to hold meetings with mid-level managers or superiors to establish such things once the plan operation has begun. A software is not a system for the input of past data that uses historical data for future analysis. It must be a system that deals with management -- based on processes that help the execution of
daily operations in real time, supported by rules and criteria for previously defined processes. Making the right decision when choosing a software package that naturally understands our business and which makes it possible to implement the processes that form the foundations of my business is fundamental in order for the software to be a useful, effective, and productive work tool and not just a reporting obligation. This requires a software package that helps decide in the present moment, not a system that simply analyses past events. Events that happen today must be analyzed for decisions right now. There is a paradigm shift going on insofar that the start-ups, with which we have had the great fortune to work, have been able to achieve great results in a short time. At the same time, other organizations, that are already established or mature, have lost market share due to having focused on doing things the same old way and not considering the implementation of tools to control the execution of business processes. On the path to becoming an empire, whether business is doing well or we are facing difficulties, one must rethink strategies as if going back to the beginning, as if we were once again a start-up.
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solutions Time and cost calculation
When providing on-demand cutting services, we need a good budget calculation system that ensures that it can ensure the predictability of costs and the profitability of each order. If we base the cost calculation for an order request solely on experience, we may make a mistake because we are not taking into account all of the components. On the other hand, we are leaving behind one of the company’s most important processes when we take on a workload outside of the company’s control. To lose someone who has this experience, whether temporarily or permanently, or someone simply suffering from peak workload, will turn what should be a fluid and agile process, such as taking on work while also ensuring the quality of the work and that it provides profitability to the company, into a nightmare for the organization. Many organizations end up assigning this task (or at least the review) to management in order to ensure profitability. Thus, they lose many highly valuable hours that should be dedicated to
managing or developing new business capabilities and possibilities. When budgeting, we must take into account the geometry, material, and technologies with which we will be performing the cutting or punching operation and, depending on this, all of the technological components for the machining. Sometimes it is feasible to use multiple blowtorches for the machining process. This decision will mean that the same production can be completed in half or even a quarter of the time, depending on whether we use 1, 2, 4 or even more blowtorches. Using blowtorches divides the machining time directly by the number of blowtorches that we use. However, nesting the parts so that they can be machined with multiple blowtorches means that the consumption of material can be discharged, as it is not as efficient. Finding the point where the savings in time does not entail an overrun in materials and where it does not make sense to use multiple blowtorches is
fundamental when we are budgeting technologies such as plasma or oxy-fuel. Another option that we can explore is whether we will be able to use common cutting technologies, which make it possible to reduce both material consumption and cutting time. Occasionally, budgeted jobs are of such a magnitude that a detailed and in-depth analysis of a cost calculation may make sense, since it will enable us to adjust the prices more accurately. What happens when the job is not big enough and the most likely outcome is that it must be cut together with other jobs in order to achieve efficiency once a machine is loaded with a certain material? Moreover, what happens if the client demands the same part or another part with similar specifications and my experience-based calculation system is giving me significantly different prices? Starting with the same base, employee time, machine, consumables, and raw material costs, along with a similar geometry, should we not achieve similar costs? We can never forget that cost and price are different components; and, when calculating them, we must not play with the costs in order to
achieve an adjusted price. Rather, we must work out the various manufacturing processes in order to establish which the one that may generate a lower cost is. In other words, we must establish the manufacturing strategy from the budget. From there, we must apply the appropriate commercial margins and/or discounts to arrive at a final price. A customized system that is supported by a CAM software package is what may give us that differentiation, when adjusting prices and having control over the margin that we will obtain with each order. We will calculate the cost and from that the price. Using the same strategy, finally we will be able to perform the actual manufacturing, once the budget is accepted. In its development of the Lantek Factory concept, Lantek has built a platform on which software systems use the same algorithms that were used in the generation of the machining and the budgeting. As a factory, my plant must have an accurate reflection in the budget, and if it is incorrect, I need to analyze my costs. The solution is not to play with the cost to achieve a particular price for an order that ultimately may not be profitable. On the contrary, the solution is to budget well in order to manufacture efficiently and maximize the margin.
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interviews
GenQi Liu Sales Manager of Lantek China
Lantek to “China Intelligent Manufacturing 2025” GenQi Liu is the current Head of Lantek China. He joined Lantek in 2006 at the same time when the Lantek first office in Shanghai was open. GenQi leads a team of local professionals, both technical and commercial, which commercialize and support the big Lantek customer base in China, and he cooperates closely with the Chinese machine tool manufacturers partnering with Lantek. During these 10 years, he has managed to develop the market so Lantek has today a customer portfolio in the country with over 3300 companies (including big corporations as Yutong or CNR, etc.) and he has a deep knowledge of technology trends in the Chinese industry. Could you tell us about what trends you see in the Chinese market?
that provides them with the software solutions they need?
The Chinese market will develop just like the European or American market. It will pay much more attention to quality and service. It has developed from the stage of “copy” to innovation, from the low end to finally the high end market.
Cheap and good software. At the beginning, they only buy something cheap, as most customers have little idea about software. Now, they want it cheap; but, at the same time, they want it good -- good enough to meet their customer’s demand. In the future, they will want it “good” – which will be more important, good enough to solve their problems.
Could you tell us about what trends you see in the Chinese manufacturers? Chinese manufactures are getting closer to their European and American counterparts in quality. They started with low quality but big quantity, which is the inevitable stage. Now, with the competition and market-demand, they pay more attention to the quality. In certain aspects, they have already done very well. A good example of this is Hans Laser. What are manufacturers looking for in a partner
Therefore, the partner they need is Lantek, who has great experience and a big development team. Lantek can react fast and give them experienced solutions. What value do you think Lantek provides to its end customers? Profit and Future. Lantek can help end users to save money and
programming times. Lantek can help them to manage their factory in a smart and intelligent way, to integrate with their ERP, etc.
There are too many techniques to mention; but, in summary, what Lantek provides is Profit and Future Could you tell us about what services Lantek is offering or providing through the manufacturers? We always tell our OEMs and other partners that Lantek is ready to help introduce more functions and to provide training service, which will help them to improve their machine performance as well as to save money for the end users by only using Lantek software to program all sheet metal machines. Lantek claims its software systems are production-oriented. Is this different than our competitors? What is our competitive advantage? Yes, every function in Lantek software is developed based on the requirements of end users, who need to solve their problems in their daily production. Although our competitors might have their advantages in certain aspects, Lantek has the complete solution for the sheet metal industry and it has much more experience. This means that we have long product lines and more functions to deal with any challenges end users might have. When it comes to the concept “Industry 4.0,” how does the Chinese market see this new European trend? China has wildly embraced this concept. Everybody is talking about “Industry 4.0” and the Chinese government also advocates and supports the concept of “China intelligent manufacturing 2025,” which actually is the Chinese version of “Industry 4.0.” The Chinese macroeconomics is entering a new stage. Everything is changing: labor cost, environment protection, natural and social resources, etc. Companies must evolve to survive and in order to be the fittest, they need to embrace this concept and act accordingly.
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technologies
IĂąaki Pinedo Customer Engineering
Variable bevels
The manufacturing of parts with bevels began with the need to obtain parts with angle-cut edges as a specific technique to apply a strong weld between them. The technology has grown from a triple head to a proliferation of 5-axis machines that minimize the amount of time needed to obtain finished parts. This growth has been a challenge for CAD/CAM software that must resolve the various objectives and technologies with the lowest programming time possible. In the case of plasma, angle correction and compensation tables are used to calculate the trajectories for each angle defined in each corner based on the material, thickness, type of bevel and angle. These different trajectories will affect the nesting of these parts, which will need more space on the sheet. Waterjet cutting has made it possible to use 5 axes to provide better finishing on the straight cut. By slightly modifying the angle of incidence to the material, we can minimize the delay in the cut between the upper and lower parts of the sheet, which is inherent to this technology. Furthermore, we can eliminate the heel on the lower portion of the part that would not work with that dimension. Calculations may also differ depending on the various configurations that the rotary axes of the
heads adopt: Z-X, Z-Y or X-Y axes, or even axes that differ by less than 90 degrees between them, that arise to minimize the production costs for heads and avoid their rotation limits. These various configurations, together with the various ways in which the machines work (tangential, with or without mechanical sensors for height adjustment) make it necessary to select one of the possible solutions that may arise for the same vector. In 5-axis machines, the correct and differentiated treatment of the coordinate between the tool and the machine is most important. This further complicates control of the work areas. Moreover, it is complicated even further in controls that do not have the calculation for the RTCP (Rotation Tool Center Point), to which the machine coordinates must be sent. It is not easy to program parts with bevels; and, 2D machining software must be relied upon to abstract the concepts of a 3D world for the programmer. Three-dimensional visualization of the part becomes essential to verify that the variable, triple, etc. bevels are correctly defined. Designing progressive bevels may become a problem if one does not use semi-automatic tools that are able to calculate the transitions between the various angles of the bevel needed to connect them in the desired manner, making it possible to provide a design process that until now was exclusive to high-cost software packages.
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innovation
Raúl Chopitea R&D Manager
Agile software development Nowadays, many companies find themselves in changing or evolving projects in which software plays a central role as a lever for the transformation or optimization of processes. In many cases, this software must take into account a certain amount of customization and be interconnected with other systems, which increases the complexity of its implementation and slows down the change process. Here at Lantek, we have adopted agile processes for managing software projects, for both products and clients, that combine a series of mechanisms oriented at aligning and adjusting, in an iterative manner, the objectives and expectations of the software, delivering functional components of the software as quickly as possible and in an incremental way, that rapidly provide value to our clients. The aim of this type of process is to be an alternative to the classic “big-bang” approach, where the project would begin with an initial phase for the global collection of requirements and design for the solution, whereupon a long development time would start, bringing us to a single final stage where the validation of the implementation occurred. The time separating these phases could be so sufficiently long that the initial requirements
had changed or that a design flaw was detected too late, in both cases a correction being very costly (or infeasible). On the other hand, agile processes provide great benefits to this strategy. First of all, delivery cycles for functional software components are shortened, as are their size as a result. Their validation is accelerated, thanks to how they are handled. This means that the first positive effects of the changes introduced and a rapid return on investment can very quickly be seen. This early delivery of functionality in turn allows for a reduction in risks by making it possible to redirect important aspects of the project at any time and also facilitates control of the associated budget. The frequent and iterative interaction between the user and the software provider strengthens the participation and communication of key personnel in the project, reinforcing the decision-making process and providing transparency on the growth of the project. Jim Highsmith, one of the gurus of agile methodologies, explains it clearly in one of his most famous speeches: “Deliver the project needed at the end, not the one requested at the beginning.”
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news Lantek carries the day at BIEMH 2016 in Bilbao
The multinational used the occasion to present the 2016 version of its software and its spectacular virtual reality engine before the more than 40,000 visitors at one of the sector’s most important trade fairs and establishes 50% more contacts than during the previous edition. Lantek, a leading company in the development and commercialization of CAD/CAM/ MES/ERP software solutions for the metal industry worldwide, has been, during yet another edition, an exhibitor at the Machine Tool Biennial (BIEMH) held in Bilbao between last 30 May and 4 June. This is a referential event on the sector’s calendar that this year received more than 40,000 visitors, who checked out in person the latest novelties, among them the updated versions of all the solutions that Lantek offers machine tool companies. Joseba Montoya, Lantek manager in Spain and Portugal, called the trade fair a total success, “during this week we have made 50% more contacts than during the previous edition of the BIEMH, held 2 years ago. The manufacturers present responded very positively to our offer of solutions, which make us essential drivers to promote advanced manufacturing and Industry 4.0 in the metalworking sector.” To prove its capacity in this field, Lantek demonstrated in a spectacular virtual reality environment a simulation of the production processes managed with Lantek Factory. Lantek presented at the BIEMH its portfolio of products that include, among others, the market’s most advanced CAD/CAM software, capable of
managing any machine or technology. “Among all our solutions, customers have been particularly interested in the 2016 version. There were also many queries about the new improvements in Lantek Expert and Lantek Workshop,” explains Joseba Montoya. Lantek is a regular exhibitor at this biennial, which saw 13% growth in the number of visitors and gathered more than 1500 exhibitors and 2605 products during the week, creating an economic impact of 36 million euros. The BIEMH is the most important event for machine tool companies from the Iberian Peninsula, though it also attracts visitors from more than 54 countries. According to Joseba Montoya, “Every two years the sector meets in Bilbao to see the new trends and needs of advanced manufacturing and, in this framework, it is where Lantek showcases its smart solutions for manufacturers and suppliers.” Lantek also used the Machine Tool Biennial to have a new meeting point with machine tool manufacturers, a sector to which it offers capacity for global deployment with local support. “We have a very wide range of products for different machines and technologies thanks to our enormous capacity for innovation,” highlights Joseba Montoya.
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partners Lantek software will power Promotech pipe cutting machines
Lantek has reached an agreement with Polish company, Promotech, to supply Lantek’s world leading sheet metal software with Promotech’s pipe profile cutting machines which can cut pipes up to diameter of 1500 mm and length of 12 meters with oxy-fuel or plasma.
technology in Lantek Flex3d Tubes will increase the capabilities of engineers using Promotech’s machinery and enhance the flexibility of the machine itself.
Promotech has been manufacturing and supplying welding and cutting machinery since 1987 and has over 300 products including: portable welding and cutting tractors, mag drills, plate and portable and fixed pipe bevellers, gantry welding systems, pipe profile cutting machines, and portable CNC cutting and welding machines for door frames in wind towers and for nozzles on pressure vessels.
Lantek has a global distribution network covering 100 countries and its own offices in 15 countries including Katowice, Poland, enabling it to deliver the best possible support to Promotech and its customers wherever they are in the world. Lantek pays particular attention to the quality of after sales support, as does Promotech, ensuring that the combination of the machine and the software will offer customers the best possible return on investment.
By working with Lantek, Promotech will be able to offer its customers a simple way of generating the CNC code necessary to cut complex pipe intersection shapes with the Lantek Flex3d Tubes software. With the system, engineers will be able to import CAD geometry, design tubes using a set of standard shapes, or construct them from 2D outlines and generate them with any type of contour projected through the tube. The
Alberto Martínez, Lantek’s CEO says, “Building a partnership with Promotech will enable it to offer its customers a turnkey solution which is fully supported internationally. We are very excited about the prospect of working with it and feel sure that we can make a positive contribution to the advanced technology which Promotech offers. This will be advantageous for both companies and for their end users.”
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services
If you are interested in any of these services, send us your contact data to sales@lanteksms.com and one of our sales representatives will be pleased to give you all the information you need.
Lantek Hint
Lantek Expert
Do you know that you can cut down on drilling holes in parts by making continuous cuts between them? To do this, use the “Continuous Cut” option and keep selecting the parts between which you wish to make continuous cuts. This tool is very useful for very thick parts and for any cutting technology, but especially for oxy-fuel, plasma, and waterjet cutting. You can save time and materials by using this feature. With this option, you place the lead-ins at the point selected on the part if you do not already have them placed. Furthermore, right-clicking on a part makes a void movement instead of a cutting movement, so you don’t have to change the option.
If you would like to find out more tips, send us an email at: marketing@lanteksms.com
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facts Lantek LIVE! in BIEMH 2016
Lantek has presented in the BIEMH 2016 fair at the BEC in Spain Lantek Factory in virtual reality. Visit Lantek in the next fairs and experience new sensations.
Next Tradeshows
EUROBLECH 2016
FABTECH 2016
METALMADRID 2016
OCTOBER 25-29
NOVEMBER 16-18
NOVEMBER 16-17
Hannover GERMANY
Las Vegas USA
Madrid SPAIN
Set your own path info@lanteksms.com
Lantek has been helping many companies to start up and to reinvent themselves. Our long and consistent track of installing CAD/CAM/MES/ERP software systems and supporting the daily operations of cutting service factories has given us a wide and deep view of industry best-practices and how your unique way of working can be preserved, so you are how you want to be. Be as you want to be and be best-in-class.
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