Manufacturer April 2012 April NZ 2012
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www.nzmanufacturer.co.nz
Developments
EMEX 2012 Preview
ArcActive new battery technology for green car market. Page 8
Canterbury
RFID … it’s hard to spot the big trend.
Aeromarine to help in Christchurch rebuild.
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Design creates an identity Food packaging manufacturer a ‘Bonson success story’ for new technology
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ew Zealand has a history of inventiveness born out of the necessity of having to make do with what is at hand. It is the basis of our No.8 wire kudos and it has produced famous products like the Hamilton jet and more recently the Dishdrawer made by Fisher & Paykel. Both of these products are remarkable for their refined level of thinking by isolating and resolving problems by design to develop products with unique character and functional advantages which sets them apart and allows them to be successful. Sometimes it is the idea for a new product which drives the development of particular technology to make the realisation of the idea a reality, other times it is new technology which allows a particular product genre to benefit or even revolutionise. Our Crown Research Institutes develop such technologies and high temperature superconductor technology is one of them. Although still in its infancy, many different industries are taking up the technology and will give themselves a first mover advantage in their respective markets. HTS-110 is one such company at the leading edge in their field. HTS110 design and make sophisticated analytical magnets based on superconductor technology which, in turn, enables their scientists and engineers to miniaturise the ‘hardware’ to previously impossibly small volumes while maintaining exceptional performance.
By Jurgen Brand
By Kevin Kevany
I Designbrand worked with HTS110 to develop several concept designs for application of their magnets in a laboratory environment. The reader might ask: Can’t they just make it smaller? Yes, exactly, but how small and how will you use it and who are you competing with? What might have previously been a very large cumbersome industrial scale analytical contraption can now be reduced in size and become either a bench top or a small free standing appliance. Continues page 24
info@techspanonline.com
David Tsui
nto its 28th year of operations in West Auckland Bonson (manufacturing) and SavPac (marketing) recently consolidated its four premises and 60 employees into a 6,000M2, purposebuilt facility about a kilometre away in Portage Road, New Lynn. The total site is slightly more than double that and can deal with 1012 container trucks at a time – and often needs to. The fact that it was seamlessly undertaken, with little to no disruption to its local and highlysignificant Australian customers while the weather gods went walkabout and the formation of the SuperCity was in similar disarray, and ground conditions proved ‘challenging’, speaks volumes for the quiet, professional leadership and resolve of its CEO/owner, David Tsui (pronounced without the ‘s’) and the family-run operation –
he prefers that description. Tsui is quick to praise his bankers, Westpac, who funded the project and the designers, Woodhams Meikle Zhan Architects, who helped with both the integration from four separate locations and in futureproofing it to meet high standards in environmental sustainability and the all-important food hygiene area, while still giving it an air of functionality and personality. Offices, client meeting areas, the dominant production hall and separate warehouse, tool storage area and staff canteen complete the integrated facility. Details and practical commonsense like a large standalone water tank which ensures that the essential sprinkler system will always have water and a separate closed-loop cooling system which recycles rainwater, without the Continues page 23
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NZ Manufacturer April 2012
www.boge.net.au
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Visit us on stand No 3064
NZ Manufacturer April 2012
CONTENTS Advisors
www.nzmanufacturer.co.nz
DEPARTMENTS
10 14 22 23 24 26 28 30
BUSINESS NEWS
NZECO Exporter Guide – Singapore.
BUSINESS NEWS
Is the CEO of Gallagher Group Ltd. He is also a Fellow of NZ Institute of Management.
• Oil prices affected by political tension. • Top engineering students awarded scholarships.
DEVELOPMENTS
• ArcActive unveils new battery technology for green car market. • Business ticking along thanks to RPB Waikato. • Engineering graduates popular.
Page 7– THE INTERVIEW – Why do you do what you do?
MANUFACTURING TECHNOLOGY
• Plastic Flow Analysis -Harnessing technology to improve profit. • FeatureCAM leads to solar-powered success. • New benchmark for Ethernet testing. • PowerFlex 750 drives connect to Profibus Network.
EMEX 2012 PREVIEW
• Floor Plan. • CTI showcasing services at EMEX. • Solidtec Solutions to demonstrate 3D CAD software. • Baskiville at EMEX 2012. • Have you heard of Boge air compressors? • Durma metal fabrication machinery on show. • Advanced Aerospace buys another Spinner.
Sir William Gallagher
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Stephen Drain
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Stephen Drain is a Director at PwC specialising in Leadership Development and Forensics
Page 9 – OPPORTUNITY HAMILTON – WaikatoLink, Prima Group and Ballance develop new filter technology.
Catherine Beard
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Is Executive Director of Export NZ and Manufacturing, divisions of Business NZ, New Zealand’s largest business advocacy group, representing businesses of all sizes.
MARKETING
Smart marketing for manufacturers.
AUCKLAND MANUFACTURERS Workshops fast track business success.
DEVELOPMENTS
Page 21 – EMEX 2012 PREVIEW – Durma metal fabrication machinery on show.
Ashburton Business Estate a powerful attraction.
PRODUCT NEWS
Bruce Goldsworthy
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An advocate for NZ manufacturing for 40 years, he was Chief Executive of the Auckland Manufacturers Association for seven years He has been Manager of EMA’s Advocacy and Manufacturing Services, and lately manager for Export New Zealand in the north.
• Mains-free AC yoke kits. • Structural adhesives problem solvers.. • Cold light without heat radiation. • Container light weighting programs.
WORKSHOP TOOLS
• Overhead track lighting system uses powerful LEDs. • SolidACE releases new BuiltWorks. • ArtCAM helps exceed customer expectations.
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Page 27 – PRODUCT NEWS – Smarton means minimum downtime.
Adam Bennett
Is NZTE’s Director Specialised Manufacturing. He is based in Auckland.
BUSINESS NEWS
• New appointments at Calcon. • National engineering diploma available. • Young Kiwi scientist wins major award.
Lewis Woodward
Page 31 – REAR VIEW – We are not alone!
WWW.FOODTECHPACKTECH.CO.NZ
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Is managing director of Connection Technologies Ltd, Wellington and is passionate about industry supporting NZ based companies, which in turn builds local expertise and knowledge, and provides education and employment for future generations.
vanessa@xpo.co.nz www.nzmanufacturer.co.nz
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NZ Manufacturer April 2012
EDITORIAL
The measure of success is not whether you have a tough problem to deal with, but whether it’s the same problem you had last year.
Publisher
Media Hawke’s Bay Ltd, 1/121 Russell Street North, Hastings, New Zealand 4122.
MANAGING Editor
Doug Green T: +64 6 870 9029 E: words@xtra.co.nz
– John Foster Dulles
EMEX 2012 the manufacturer’s trade show
CONTRIBUTORS
Jurgen Brand, Kevin Kevany, Nick Inskip, Catherine Beard
ADVERTISING
Max Farndale T: + 64 6 870 4506 E: max@nzmanufacturer.co.nz
Design & PRODUCTION
Karl Grant T: + 64 6 870 9028 E: daylightmarketing@xtra.co.nz
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ith manufacturing picking up it is opportune that EMEX 2012 has arrived and will take place at Auckland Showgrounds 1-3 May.
Manufacturers usually ‘gather’ in their workshops and boardrooms to discuss the issues of the day and it’s not that often – every two years in fact - that a quality event like EMEX comes along displaying the latest in manufacturing and engineering equipment coupled with stimulating inter active workshops where developments affecting manufacturers are discussed.
WEB MASTER
Key speakers share with their audience the trends and changes for better business, for better manufacturing and provide an ideal environment for the exchange of ideas.
PUBLISHING SERVICES
On the trade show floor, decisionmakers ask questions of exhibiting companies about the equipment on display, its advantages and benefits. How it can enhance a company’s performance (and bottom line) and cement the company’s name for quality manufacturing and delivery.
Dan Browne E: dan@membrana.co.nz On-Line Publisher Media Hawke’s Bay Ltd
SUBSCRIPTIONS
Media Hawke’s Bay Ltd T: + 64 6 870 4506 E: mediahb@xtra.co.nz 11 issues per year. New Zealand $55. Australia and Pacific $95. Rest of the World $132.
MEDIA HAWKES BAY LTD
T: +64 6 870 4506 F: +64 6 878 8150 E: mediahb@xtra.co.nz 1/121 Russell Street North, Hastings PO Box 1109, Hastings, NZ Publishers of: NZ Manufacturer, The Mirror, Asia Manufacturing News. Plus contracted publishing services. ISSN 1179-4992
So we wish EMEX 2012 all the best for success. XPO Exhibitions are to be commended for their determination in staging the trade show in fluctuating economic times. However, there has been a sea change, a realignment within the manufacturing and engineering community to be part of this important event. A significant number of companies will be displaying the latest and best in equipment and their attendance shows that they want to shout from the rooftops what they so expertly do. OEM’s and suppliers of pretty sophisticated machinery are there for you to visit and do business with. The combination of organiser and exhibitor has brought together an excellent mix, an excellent stage to visit, to make buying decisions and to see the very latest equipment in one location. Who could ask for more?
Vol. 3 No. 3 April 2012 Copyright: NZ Manufacturer is copyright and may not be reproduced in whole or in part without the written permission of the publisher. Neither editorial opinions expressed, nor facts stated in the advertisements, are necessarily agreed to by the editor or publisher of NZ Manufacturer and, whilst all efforts are made to ensure accuracy, no responsibility will be taken by the publishers for inaccurate information, or for any consequences of reliance on this information. NZ Manufacturer welcomes your contributions which may not necessarily be used because of the philosophy of the publication.
www.nzmanufacturer.co.nz
Doug Green www.nzmanufacturer.co.nz/videos
PUBLISHER & MAGAZINE DEVELOPMENT– Max Farndale max@nzmanufacturer.co.nz
NZ Manufacturer April 2012
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BUSINESS NEWS NZECO Exporter Guide – Singapore
People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily. – Zig Ziglar
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ut of 183 economies that were assessed in 2012 for Ease of Doing Business, Singapore is ranked first in the world1. Their high ranking also applies to trading across borders, and for being among the most business-friendly jurisdictions in the world. A recent survey that assessed the Enforceability of Contracts in 183 economies, ranked Singapore at 122. On average, a claim will take 150 days to process, compared to 519 for the rest of East Asia and the Pacific. The cost of the claim will cost 25.8% in Singapore, versus 47.8% in the East Asia and Pacific. There are 21 procedures associated with claim procurement, compared to 37 for the East Asia and Pacific region. Singapore’s judicial system has retained the top rank in the least corrupt country in Asia3, and also ranks highly in terms of transparency and lack of corruption. Their system has gained wide recognition as a leading legal hub across Asia, in contrast to Indonesia and Malaysia’s judicial systems. Singapore is thought to remain relatively sheltered from global downturns, and is expected to maintain a good insulated and robust position against a potential economic downturn in the US and euro-zone.
Political and economic outlook
Singapore’s political system is highly stable, and consequently the risk of political disturbance is low.
The People’s Action Party (PAP) won the recent election in May 2011 with a vast majority of votes, and will remain in power until 2016 which is when the next election will be held. In terms of gaining access to credit, Singaporean businesses are well placed. The local financial system has emerged from recent crises in excellent health and there has been no evidence of a ‘credit crunch’.4 Further to this, unemployment rates are low and business confidence remains high. Key sectors in Singapore relate to electronics and pharmaceuticals. Singapore also benefits from its role as a hub for marine engineering and hold and gas industry serves.
insurance is that it may enable a proven exporter to obtain a trade finance facility from its bank to help fund the period between paying its supplies upon shipment and receipt of final payment. NZECO has provided trade credit insurance to smaller exporters with buyers in Singapore’s food and beverage sector. These exporters were unable to obtain private trade credit insurance due to having a small insurable turnover and/or only one insurable buyer.
1 http://data.worldbank.org/indicator/IC.BUS.EASE.XQ 2 http://www.doingbusiness.org/data/exploreeconomies/singapore/#enforcingcontracts 3 http://cpi.transparency.org/cpi2011/results/ 4 Dun and Bradstreet County Report, Singapore, March 2012 5 Dun and Bradstreet County Report, Singapore, March 2012
Mitigating buyer nonpayment risk Typical terms of trade sought by Singaporean buyers are on open account with a range between 30 and 60 days5. While the risk of nonrepayment in Singapore is low, New Zealand exporters should consider private trade credit insurance for open account terms. The primary benefit of trade credit insurance is covering the risk of non-payment due to commercial and political events. It is also a good way of ensuring due diligence is undertaken on a buyer. If a trade credit insurer declines cover on commercial grounds, this should be a warning to an exporter looking to offer credit. Another benefit of trade credit
The NZECO is New Zealand’s export credit agency. It sells a range of Government backed trade credit insurance and financial guarantees that complement the private sector. Our products can cover repayments and performance risks which may enable exporters to secure and fund export sales. NZECO works closely with exporters, their banks and international buyers. nextSTEP Contact NZECO on +64 4 917 6060 or email eco@treasury.govt.nz
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NZ on track as Europe muddles through
he likelihood of a severe European debt meltdown has receded in recent months, and the foundations for continued economic recovery remain in place for New Zealand over 2012, according to the latest ASB Quarterly Economic Forecast. ASB Chief Economist Nick Tuffley: “Europe has made better progress this year in dealing with its debt crisis, and we expect the region will continue with its ‘muddle
through’ approach to keeping the crisis from becoming more severe. While prospects in Europe appear to have improved, it will be a long and gradual process for Europe to reduce its overall vulnerabilities, and further flare-ups are likely along the way. “Here in New Zealand we expect that with the situation in Europe reasonably contained, we will continue on our slow path to recovery.”
www.nzeco.govt.nz www.nzmanufacturer.co.nz
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NZ Manufacturer April 2012
BUSINESS NEWS
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Entrepreneurs need to take pride in their mistakes, because otherwise it’s impossible to succeed.
– Twitter co-founder Biz Stone
Oil prices affected by political tension
s importers and exporters exposed to the fluctuating value of the New Zealand Dollar, you cannot help but sit back and wonder how the latest international event may affect your company’s bottom line. Political tension and war in particular is one such event that can affect currency markets; thus headlining tensions between Iran and the western world in the early months of 2012 could, if they escalate, impact the New Zealand Dollar. By looking back at history we can see the impact on oil prices during times of political tension to find some clarity as to the potential implications for the New Zealand Dollar.
Many may wonder what the price of oil has to do with the value of the local dollar, and considering New Zealand is classed as a net importer of oil it is a valid question. Still, according to the Ministry of Economic Development a total 103 petajoules, or 17.9 million barrels of crude oil was exported from New Zealand in the 12 month period to September 2011; thus a higher price of oil will result in a greater demand for the New Zealand Dollar. Another important factor comes from New Zealand’s high proportional export volumes to its oil-producing neighbor, Australia. A report published in 2011 by Statistics
New Zealand showed 19% of all Kiwi exports found a home across the Tasman and thus a knock-on effect is created; high oil prices leads to a prosperous Aussie economy, which in turn demands more New Zealand exports. In the past, oil prices have reacted to the likes of the Gulf War, the War on Iraq, and events as recent as last year’s Arab Spring. The Gulf war caused oil to spike from near $30 dollars a barrel to near $60; the war on Iraq saw a steady climb from $30/barrel in late 2002 to above $70 in 2006; and last year’s Arab uprising in 18 Middle Eastern countries concerned markets enough
Looking closer at the early months of this year and the increasing tension surrounding Iran, oil prices are once again on the up.
Top engineering students awarded scholarships
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hirty-one top engineering students have been awarded Kick Start Scholarships from The University of Auckland. The scholarships, worth $2000 each, are awarded to outstanding first-year students studying at the Faculty of Engineering. Faculty of Engineering Dean Professor Michael Davies says the scholarships, awarded to students of academic excellence, are designed to help first-year engineering students get established. “The scholarships were set up to help alleviate some of the financial pressure for the students, in particular to help them pay for their textbooks, fees and accommodation costs.” There are four types of Kick Start scholarships: Affirmative Action, City of Sails, Edward Connelly, and Merit.
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Four students received Kick Start Affirmative Action scholarships this year. These scholarships are open to top academic students of M?ori or Pacific Island heritage. The scholarships are awarded based on an applicant’s academic merit, personality and drive to make a difference. Ten students were awarded Kick Start City of Sails scholarships. To be eligible students have to be from outside the Auckland metropolitan area. The scholarships are awarded to students who have demonstrated academic excellence in their final year of study and outstanding allround ability. Nine Edward Connelly Kick Start scholarships were awarded this year. These are given to students who demonstrate academic merit and allround ability. The scholarships were established in memory of the late Edward Connelly, a former Faculty of Engineering employee, who made a significant bequest of his estate to the Faculty. Edward began his career as a janitor and moved his way up to store steward. Eight students received Kick Start Merit scholarships. These scholarships are awarded to the top scholarship applicants based
on academic marks achieved in the final year of secondary school and their personal achievements.
By Marcus Phillips
to push the price of oil above $100. In the last two cases, charts show the New Zealand Dollar track higher along with the price of oil, breaking 72 cents for the first time since the currency was floated on the open markets in 2005, and hitting new post-float highs above 80 cents around the time of the Arab Spring. Average monthly values of the Kiwi also showed it to trade higher around the time of the Gulf War, peaking in September 1990 at an average for the month of 62 cents. Looking closer at the early months of this year and the increasing tension surrounding Iran, oil prices are once again on the up. Rising 15.8% in February to highs of US$110.53, the Kiwi also peaked above 84 cents as commodities and commodity currencies moved higher. Although importers (sellers of the NZD) are sitting pretty at these levels, the risk remains of a downturn and the events following the Gulf War are a stark reminder of what effect high oil prices can have on global economies. The recession of the early nineties is widely believed to have occurred largely due to rapidly increasing costs of energy. Economies could not cope with such high manufacturing costs and from there the cookie crumbled. The global economy in early 2012 is on tenterhooks, as the European continent struggles to keep its head above water and fears of a Chinese economic slowdown remain. Increasing oil prices are only going to put further pressure on manufacturing and in turn higher prices will stagnate much needed growth. Although the New Zealand Dollar has remained supported above 80 cents during the first quarter, downside risk remains in the event of the global economic slowdown should oil prices continue to rise throughout the year. Never a friend of the Kiwi, global uncertainty has the potential to send the local unit south and as international events continue to drive markets, importers and exporters are faced with more and more reasons to minimize currency risk.
NZ Manufacturer April 2012
THE INTERVIEW
Why do you do what you do?
I
thoroughly enjoy both management, and manufacturing. I have a strong conviction that we tend to under rate the “Real Economy” – the part of the economy based on making things, growing things, or digging things (minerals) out of the ground. We often hear it espoused that New Zealand does not need to be involved in manufacture or minerals extraction (I have never heard anyone propose that we should not be involved in agriculture), but I am of the view that people that propose that we should be some sort of tourist farm, do not understand that without some substantial pockets of higher value business in manufacturing (or creating software or training packages etc) our standard of living would drop markedly. I see graphs regularly circulated that show the average output per person, or efficiency, of manufacturing has been trending down, but those that use these graphs as justification for less focus on manufacturing as part of our future economy miss two vital points: the underlying value created per person involved is still much higher than for many other activities, and it is a sector responsible for very substantial secondary employment. Direct employment numbers do not do justice to the sector’s economic contribution.
If not this path, what else would you be doing?
It is hard to know what I would do instead. Probably something completely different like commercial fishing or being involved in the hospitality industry, but these are very distant possibilities as I love being involved in exciting new technology, in making things, and in watching others involved in both (and, where possible, helping to make them better at both). I have been CEO of various manufacturing companies for over 30 years, and enjoyed virtually the whole of that involvement. Even through the few bleaker, or more challenging times, I could not have imagined doing anything else.
How are you finding business at present?
Business through the last two years has been more challenging than I ever remember it before. Some of it has been the unique challenges that Christchurch suddenly becoming a major earthquake zone have brought about, but the rest has been the effect of the global economic crisis on Companies like our own that are involved – either directly or indirectly – in international markets (and particularly with string exposure to the U.S. market). I cannot remember wishing for New Years’ Eve more fervently if only to put the challenges of 2011 behind us, and start fresh into a new year. 2012 has indeed started off as a far more positive, exciting, and busy year and it is such a pleasurable relief. Whilst the economic indicators suggest that the GFC is nowhere near behind us, in the technical manufacturing sector the recovery has been substantive and sustained for some time already.
Do you believe enough is being done to assist NZ manufacturers?
No, I don’t think enough is being done for New Zealand manufacturing. However I do not want to give the impression that there is a vast chasm between what is being done, and what should be done, as there is not. Most of what is lacking is now attitudinal, not physical. There is substantial support for manufacturing from New Zealand Trade and Enterprise, from the Ministry of Science and Innovation, and from parts of the Ministry of Economic Development and Ministry of Foreign Affairs and Trade. What is still a little lacking is the conviction that this support is essential to future prosperity, rather
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Steve Wilson is managing director of Talbot Technologies Christchurch
than a temporary bandage to stem bleeding from a large sector of the economy, until the “shining stars” like software development and advanced dairy practices, fill the gaps. It is difficult to find a single MP or government official that recognises that New Zealand has a special place in terms of Innovation, and that should be enabling a big and bright future in technical niche manufacturing. The old branding of “Number 8 wire thinking” is now doing us a disservice as it does not do justice to just how lateral and innovative kiwis in general are, and it threatens to make us complacent about one of the Country’s key strategic advantages. Already we are relaxed about a large proportion of specialist professional trainees – amongst them engineers and scientists – coming in from overseas instead of being trained locally. Whilst there are significant upsides in the international knowledge sharing that this happens to facilitate, I believe that we could be diluting a very significant part of the success of kiwi culture – our ability to innovate without really going out of our way to do so, and thus our ability to continue a legacy of some great international product and technology “firsts”.
What has been your greatest achievement?
I tend not to associate great achievements with anything personal – like anyone I get some quite simple pleasure out of any form of personal accolade but that is not what motivates me – as a Manager you tend to focus more on achievements of groups of people you work with rather than with anything that you do in a personal; sense. I have worked with some truly inspirational groups of people and seen some very clever technological and manufacturing achievements pioneered in New Zealand, and it is this experience that motivates, and rewards, me.
Biggest influence?
I have been exceedingly fortunate to work with, and for, some very inspirational people and I take pockets of inspiration along with me from a wide range of mentors. Some of these include the few international business leaders that I have had exposure to through books and the many courses I have been fortunate to have access to, but I find that I more often judge potential decisions and actions by what I imagine some of the people that I greatly admire would think of them. Having said that, I have never come across a single mentor that appears to me to fit my own individuality, failings and quirkiness perfectly, so it is different mentors, or groups of mentors, for every occasion. Often though, I think of the many quiet achievers that New Zealand has produced in the fields of manufacturing and technology – those have lived as much for the joy of watching others succeed rather than just for the enhancement of a “Beach, Batch, and BMW’ lifestyle.
www.staplesrodway.com
Favourite quote?
The one I have on my wall is” If a man does not know to what port he is steering, no wind is favourable to him” – which dates back to Seneca who lived 5BC to 65AD. I also like what I believe is an Oscar Wilde quote: “A secret is something you tell one person at a time”, and one that I have bastardised from I know not where” If in doubt, lash out” – and I meant that in the sense of giving it a darn good go, rather than hitting anybody!
How do you relax?
Mountain biking, reading, boating and fishing or sharing a red wine with family or friends.
Advice for someone starting out in business? Get going!
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NZ Manufacturer April 2012
DEVELOPMENTS
The biggest mistake people make in life is not trying to make a living at doing what they most enjoy.
– Malcolm Forbes
ArcActive unveils new battery technology for green car market
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rcActive, a spinout company from the University of Canterbury, is developing new negative electrodes for lead acid batteries for start/stop and micro hybrid vehicles. The technology was unveiled at the CleanEquity 2012 conference in Monaco where the company won the award for Excellence in the Field of Environmental Technology Research. Stuart McKenzie, Chief Executive of ArcActive says, “The auto industry is undergoing a quiet revolution towards green cars. Conventional lead-acid batteries can’t cope with the cycle demands for micro-hybrids and would only last a matter of weeks. So the race is on to develop new battery technology for these cars. Our technology has world beating performance and is very low cost, so we hope it wins out over other new technologies.” Recently mandated emission targets in both the EU and USA are driving the market penetration of these vehicles as automakers focus on fuel economy. ArcActive batteries have a high dynamic charge acceptance and battery recharge rate which is required to improve performance in micro-hybrids with regenerative breaking. The market for start/stop batteries has been forecast to grow from 5 million batteries per year in 2011 to 39 million per year (US$6.3B) by 2017 and nearly 100 million per year by 2020. It is expected that start/ stop cars using ArcActive lead acid batteries will have a longer life and
consume 10% less fuel, compared to 2-4% if using alternate technology AGM batteries, at no extra cost. Mr McKenzie says ArcActive are hoping to be an important component of this emerging multibillion dollar market for new battery technology for micro hybrids and start/stop vehicles. “We’ve tested the performance of our batteries using new protocols developed by the hybrid car industry and obtained exciting results. We’re now working on scaling up the technology and replicating these results with international car and battery manufacturers.” ArcActive electrodes are developed from a novel processing technology for carbon materials developed by Dr John Abrahamson, Associate Professor, Department of Chemical and Process Engineering at the University of Canterbury. The continuous system for the production of Carbon Nanotubes (CNT’s) and Activated Carbon allows carbon nanotubes to be deposited on conducting substrates. The resulting highly transformed carbon fabric can be used in electrodes for batteries and super capacitors. Other applications include cathodes for backlights and lamps, cathodes for CNT TV, gas ionisation sensors and X-ray tubes. Dr Abrahamson says ArcActive’s process enables carbon nanotube based devices that were previously seen as being not commercially viable to now be made. ArcActive has patent protected a variety of technology applications.
ork is about more than just watching the clock for Tirau couple Robert Russell and Michelle Arndt. Russell says it’s about living and breathing the hundreds of timepieces among their wares. The pair bought the iconic main street clock business in July 2010 and more than doubled its turnover in their first trading year. Not content with the steady growth of the business Robert and Michelle have turned to Regional Business Partner Waikato (RBP Waikato) to take The Clock Shoppe and sister business Pronto Clock Company to the next level. “We made a lot of positive changes ourselves but Regional Business Partner Waikato has helped us look at the business in new ways and plan for the future. Every day something positive happens as a result of what we’ve learned through the programme,” Robert said. RBP Waikato, the government’s
business capability programme, has seen Waikato manager Opportunity Hamilton distributing tens of thousands of dollars towards business training throughout the region with co- partner Waikato Innovation Park distributing more than $9.5m in technology and development funding. Robert and Michelle are working with RBP Waikato to further grow their business by establishing a manufacturing arm and continuing to grow its distribution market throughout New Zealand “We’ve got some exciting ideas for designing and manufacturing more of our own products but we’re keeping the details under wraps at this stage,” Robert said. Robert has been a watchmaker for more than 30 years, working for Olympic Swiss in Auckland from 1989 to 2001 after completing an apprenticeship and training in Switzerland. Time stood still when he met
CleanTech Equity Award winner Stuart McKenzie from ArcActive (left) with H.S.H Prince Albert II of Monaco and other winners.
The University of Canterbury project received early support via a $225,000 KiwiNet PreSeed investment from Ministry of Science and Innovation to prove the technology. McKenzie says that this early support was critical in getting the project to this stage as early work identified electrodes for batteries as a key application for the technology. He says, “It’s been a very collaborative effort getting to this point. We’ve received some great support from KiwiNet in terms of funding and expertise from other members. This support allowed us to move the project to a point where we could attract additional technology grants from the Ministry of Science and Innovation and private investor funds to get to where we are today.” Ministry of Science and Innovation chief executive Murray Bain says the award is deserved recognition of ArcActive’s
dedication to innovation. “Kiwis are great at coming up with good ideas, but it’s sometimes a challenge to turn those ideas into something valuable. ArcActive are showing the way – not only developing new technology, but doing so in such a way that industry wants to be a part of it.” ArcActive is currently working to build partnerships with companies that can help with the product development and manufacture.
Engineering graduates popular
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Michelle, who was selling for the company, and they joined forces in life and business. With their two parttime staff, they sell hundreds of different clock styles from traditional grandfather and cuckoo clocks to modern time pieces. Prices range from about $40 to more than $14,000. Contemporary clocks are top sellers and The Clock Shoppe sells dozens of grandfather clocks a year. Demand for traditional and corporate wall clocks is also strong. “The most we’ve sold is four grandfather clocks in one day. Each clock has its own story and itís often a very personal purchase. For some people itís the purchase of a lifetime,” Robert said. Pronto Clock Company, originally established in 1949, imports a wide range of clocks including contemporary and traditional cuckoo and grandfather clocks, mechanical and quartz wall clocks, stopwatches and a new range of rhythm clocks. The Clock Shoppe has its own workshop and offers complete after sales service and repairs.
he University of Waikato’s science and engineering work placement programmes often result in students securing fulltime work before they graduate. Such is the case for three current Dairy Automation Ltd (DAL) employees, who each found full-time jobs with the company following electronic engineering degrees and work placement programmes at the University of Waikato. The most recent employee, Mark Wilson completed a work placement at Hamilton company DAL, last year. He is now employed by DAL as a full-time production technician. Wilson’s work placement supervisor and current manager also followed a very similar study path into their roles at DAL. Dairy Automation Limited (DAL) is a 100% New Zealand owned company formed to provide effective automation solutions to New Zealand farmers. “It’s encouraging to see that the work placement programme at Waikato now has such a long history, that former graduates of the programme have since moved into significant management roles and are employing the new generation of students for work experience,” says Dr Karsten Zegwaard, University of Waikato Work Placement Coordinator.
NZ Manufacturer April 2012
Business, more than any other occupation, is a continual dealing with the future. – Henry Luce
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OPPORTUNITY HAMILTON
WaikatoLink, Prima Group and Ballance develop new filter technology
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aikatoLink, Prima Group and Ballance have developed new filter technology for industrial scale applications after teaming up through The Kiwi Innovation Network (KiwiNet), a collaboration focussed on research commercialisation. Molecularly imprinted polymers allow industrial users to filter large volumes of material in solution to capture unwanted or valuable materials. KiwiNet has supported the project with a $162,000 PreSeed investment, from their PreSeed Accelerator Fund (PSAF) from the Ministry of Science and Innovation, to further prove the technology. WaikatoLink and Prima Group have matched this with a further investment of $162,000. “We’re really excited about this new technology. The removal and concentration of secondary metals will really add value to raw materials that can be used for agriculture. It will also extend the range of materials we can use in our products,” says Dr Terry Smith, Process and Chemicals Manager at Ballance Agri-Nutrients Limited, New Zealand’s leading fertiliser specialist.The project draws on research from Wintec, Hamilton’s technical institution, into the use of molecularly imprinted polymers as sensors to detect or measure the presence of a target material. In September 2011 WaikatoLink, the commercial company of the University of Waikato, partnered with Prima Group, Wintec’s commercial partner, to develop new commercial applications for the technology. Industrial scale filtering was identified as an ideal application. “Taking a collective view of the merits of various technologies has really paid off,” says John Luxton, CEO of Prima Group. “Through KiwiNet we’ve been able to combine our expertise, tools and networks and develop a much stronger proposition collectively.” Ballance was signed on as an industrial partner for the project after seeing the potential of the technology for filtering large volumes of material in solution,
which works in a similar way to a water cartridge. A laboratory has also been set up at Ballance with a researcher to further assist development. “Industry input while still doing research adds great commercial value to a project. By getting an early steer from industry we can address problems and find solutions early which may be the commercial make or break for technology,” says Nigel Slaughter, General Manager Commercial , WaikatoLink. Mr. Slaughter says that the fact that all parties had committed resources to the project and that it was already showing commercial promise helped the project succeed in securing the PreSeed investment from the KiwiNet Investment Committee. “The PreSeed investment really covers off the high risk stage of the development and allows us to develop a proof of concept product that’s of interest to companies.” Mr. Luxton says, “The technology has several unique selling propositions that make it attractive. The filters are reusable, capture down to parts per billion and allow highly specific binding. The other thing that is particularly satisfying is the opportunity for the commercialisation businesses of Waikato University and Waikato Institute of Technology to work
(Left to Right) Terry Smith, Process and Chemicals Manager, Ballance Agri-Nutrients Limited, John Luxton, CEO, Prima Group and Nigel Slaughter, GM Commercial, WaikatoLink
collaboratively on a project that has such potential,” says Mr. Luxton. Molecularly imprinted polymers can be designed to bind to a wide range of targets, including metal ions, proteins, phenols, peptides or steroid hormones. A molecular weight of 150Da to 1000Da is in the comfort zone for binding, though much smaller metal ions can be bound. Much bigger molecules such as proteins can be bound using a variation on the original approach known as epitope printing. The polymer can capture about 80% of the targeted material from a flow, even when the targets are in concentrations as low as a few parts per billion. A system set up
with banks of polymer cartridges in series would result in capture rates near 100%. Targets bound to the polymers are rinsed off by inducing a sudden pH change, producing a broth rich in target material. The project runs until September by which point it is expected a pilot will be running at Ballance to process tonnes of material. Founding KiwiNet members include WaikatoLink, Plant & Food Research, Otago Innovation Ltd, Lincoln University, AUT Enterprises, AgResearch, University of Canterbury, Industrial Research Ltd and Viclink. Support is also provided by the Ministry of Science and Innovation.
tonnes of artisan cheese a year - a specialty product considering the nearby Fonterra factory produces about the same amount in 45 minutes. Sue credits some of the success to working with Regional Business Partner Waikato, the government’s business capability programme. “RBP Waikato has given us the confidence we needed to think outside the square and work on the business instead of in it. It also showed us we had the resources we needed to push the boundaries,” Sue said. RBP Waikato has distributed tens of thousands of dollars towards business training throughout the region with co-partner Waikato
Innovation Park distributing more than $9.5m in technology and development funding. Sue built the Tirau Street cheese factory in early 2008, opened an on-site delicatessen later, and then launched the New Zealand Cheese School. Sue’s appetite for boutique dairy products was further whet when she travelled Europe in the late 1970s. “Even back then I could see that New Zealand didn’t do much in the way of value adding to our dairy products,” Sue said. Sue built both cheese businesses from scratch in what she describes as “the most complicated project I’ve ever worked on.”
Cheese maker over the moon about success
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utaruru cheese maker Sue Arthur is over the moon about the success of her multi awardwinning boutique business. The New Zealand Cheese School and Over the Moon Dairy Company were born early in 2008 and the sister companies have been impressing cheese lovers ever since. Over the Moon has won cheese awards each year and recently took out several categories of the Cuisine New Zealand Champions of Cheese. The company was named overall champion for producing Over the Moon Galactic Gold and Pukeatua Peak Maungatautari cheeses. The company produces about 14
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MANUFACTURING TECHNOLOGY
The secret of business is to know something that nobody else knows.
– Aristotle Onassis
Plastic Flow Analysis -Harnessing technology to improve profit
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ow do I improve my profit? That is the question that every business wants to answer. Anyone involved in manufacturing knows how important it is to maintain a sustainable profit. No profit - no income - no business. Taking a new concept from an idea to a manufactured part will always involve a lot of time, effort and money. Producing that part in the most efficient manner should ultimately result in the best profit. Ensuring that all the varied disciplines and processes that input into the development and production of a new injection moulded part in order to arrive at the best design that is manufactured in the best possible manner requires expert advice. ACS Design specialise in the design of products and tooling for the injection moulding industry. As part of this design process they use CAE, (Computer Aided Engineering) software to virtually mould plastic parts. The software, (VISI Flow from Vero Software), allows everyone in the design process to view what goes on in the cavity of a mould as the molten polymer is injected. It gives feedback on how the part quality will be influenced due to the various moulding parameters, and allows these parameters to be changed so that the ideal moulding conditions can be determined. It
By Andrew Simpson
allows the trialling of various runner systems and gates to determine the best position and method to inject (gate) the part. The geometry of the part can be optimised to improve the flow of the molten polymer through the mould, or to analyse the thickness of the part so that it will cool evenly in the mould resulting in reduced distortion . These are just some of
Taking a new concept from an idea to a manufactured part will always involve a lot of time, effort and money.
Email: acsdesign@maxnet.co.nz Ph/fax: (07) 377 0675 www.nzmanufacturer.co.nz
the advantages that can be gained from harnessing the power of the VISI Flow analysis technology in the product design process. The main players in the development of a new plastic moulded part are the Product Designer, the Tool Designer, the Toolmaker and the Moulder. All should be working together from the earliest stages in the design of a new product to ensure that the part is designed in a way that will allow it to perform it’s desired function fully as well as being efficiently manufactured. This is where flow analysis comes into it’s own. A typical part design process starts with the concept idea and then a 3D design is prepared with a CAD system which will allow a three dimensional prototype to be produced. This prototype allows the designer to show the customer a lifelike representation of the design. As well as being used to make a prototype, the 3D design should also be run through an initial flow analysis to determine if the part is able to be moulded (manufactured) efficiently. This flow analysis is just as important, (if not more so), as the prototyping that is considered to be an indispensable part of the design process these days. Performing a filling analysis on the design at the earliest stage can highlight potential problem areas in the design such as uneven wall sections, air traps, weld lines, high stresses etc. These issues are often overlooked by the product designer in their effort to produce a design that satisfies the “form and function” requirements. However, it is most important that the part is designed in such a way that it can be efficiently manufactured so that the maximum profit can be obtained for the least amount of energy expended in the manufacturing process. The Tool Designer benefits from the flow analysis as it will allow them to determine the best gating position, highlight areas in the part that may require extra cooling and
show the best places to position venting. It will also allow them to properly balance uneven cavity layouts in “family” tooling and determine the correct runner sizing to ensure a balanced cavity filling pattern. There is also the ability to compensate for excessive distortion in the part geometry by adjusting the cavity sizing or inserting the tool in the predicted problem areas. Hot runner systems can be analysed to allow the tool designer to select the optimum hot gating solution. All these different variables and “what ifs” can be trialled in the virtual environment before any steel is cut thus saving a lot of potential expense in tool modifications. Toolmakers will benefit via the Tool Designer in the correct sizing of gates and runners, as well as the best positioning of cooling lines, venting, inserts etc. To often, a plastic part is difficult to mould because the gates, runners and sprue are undersized. The flow analysis can help eliminate this issue and in so doing, give the toolmaker a better knowledge of the requirements for particular polymers. Flow analysis gives the Moulder the best starting point for setting up the initial tool trial. Values for melt temperature, injection time & pressure, pack pressure & time and cooling time can all be obtained from the analysis - after all, it is a virtual moulding machine. The moulder has a unique opportunity to see beforehand how the melt will behave in the cavity. Injection and packing profiles can be trialled in the software if required to deal with delicate tool geometry. The software will predict the maximum pressure in the injection cycle and also determine the maximum clamp force required to keep the mould closed - a value that is often an educated guess at best. Existing tools can be run through an analysis to pinpoint and troubleshoot problem areas. In summary, to obtain a better profit from the manufacture of a part, it must be produced in the most efficient way. Utilising the power of Plastic Flow Analysis CAE software to optimise product design, tool design and moulding conditions will go a long way to help achieve the efficiency required to obtain that profit. ACS Design has the ability and know-how to help in all areas of the design process from product idea to finished tool design, and can supply the design and analysis tools to improve the manufacturing efficiency of injection moulded products and tooling. nextSTEP Email: acsdesign@maxnet.co.nz
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MANUFACTURING TECHNOLOGY
The purpose of a business is to create a customer. – Peter Drucker
FeatureCAM leads to solar-powered success New benchmark for Ethernet testing
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eatureCAM, is being used by Southwest Solar Technologies in Arizona to develop prototypes for a novel solar power generation system that could overcome the problems presented by other systems. “Photovoltaic-panel systems produce only intermittent power when the sun is available, while steam turbine-based technology requires large quantities of water, a particular concern in arid regions,” explained SST Founder and Chief Technical Officer, Herb Hayden. “At SST we are working to engineer a highly efficient and durable Concentrating Solar Power technology that will solve these problems.” The company’s TurboSolar Power System consumes minimal water and other environmental resources while generating grid-ready energy from the sun. SST comprises a small team that consists of a number of engineers across several disciplines - including electrical, mechanical and software engineering. Its leadership team includes experts from all of the industries required to bring a startup company from inception to a viable entity. It started with Mr. Hayden, a recognised expert and advocate of solar energy. He spent more than 15 years directing the solar research and development programme for Arizona Public Service. The TurboSolar Power System combines a solar-concentrating dish with a purpose-built gas turbine engine. Early last September, SST announced the successful on-sun testing and proof of concept of the system. Zoltan Farkas, design engineer, does most of the programming to machine the unique parts needed by SST. “I chose FeatureCAM for our machine shop because I was very familiar with the software from my employment and education at Arizona State University,” he said. “It is so flexible that we can easily import 3D models from other programs into it. It is an intuitive software package and, when you are building products with holes, pockets and 3D surfaces in an R&D environment, there is no quicker way to do this than with the Delcam
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SST uses FeatureCAM machines parts for solar technology
package.” Paul Thomas, electrical engineer for the company, had to learn FeatureCAM the hard way when Mr. Farkas was fully occupied with producing components. “I needed to see what the tools would do in a simulation and, when I came to Zoltan and told him what I wanted to do, he was so busy that he handed me the discs and told me to go for it,” Mr. Thomas remembered. He was up and running as a new FeatureCAM user, with no training, on his own in just a couple of days. “I like the fact that you can change posts quickly, and that you can modify the post-processor to put out custom g-codes for a different machine so easily,” Mr. Farkas added. “When you are in a start-up environment, machining, designing and bringing products to market has to happen yesterday. The speed and ease of use of FeatureCAM help us to meet this challenge.” nextSTEP Contact:chris@camplex.co.nz
luke Networks has released the LinkRunner AT Network AutoTester for frontline technicians and IT managers looking to quickly troubleshoot or verify Ethernet connectivity. With one touch of a button, the LinkRunner AT performs six essential connectivity tests and returns the results to the user in less than ten seconds, paying for itself in about a month.* This speed and simplicity, combined with the ability to customise additional tests, lets IT managers ensure that technicians at every skill level can automatically perform a standardised set of tests and reduce errors, speed problem resolution and improve productivity by reducing errors and call backs. Fluke Networks identified six key Ethernet connectivity tests for the AutoTest feature based on decades of leadership in the network test and measurement space. The tests, which ensure Ethernet connectivity, include continuity, link/speed/ duplex, DHCP and DNS server availability and performance, key resource connectivity through TCP port open or ping, nearest switch and port identification and Power over Ethernet (PoE) performance (with TruePower line loading technology). Wayne Allen, program manager, Fluke Networks said, “Increased productivity is at the top of the list for the majority of enterprise network customers as the economy continues to be uncertain and resources remain constrained. The LinkRunner AT is aimed directly at
meeting that challenge for network professionals by changing the game for Ethernet connectivity testing and productivity of IT organisations.” In developing LinkRunner AT, support for new technologies including PoE and IPv6 testing capabilities was critical. “With trends like VoIP phones and security cameras relying on PoE, and new government mandates about the use of IPv6 driving industry adoption of the standard, this tool ensures Fluke Networks is ahead of its customer’s testing needs in the market,” said Allen. The LinkRunner AT features a full-colour ? VGA display and can store up to 50 test results for documentation of results and escalation of issues to other teams. In addition, it offers a unique profile function that lets organisation create a custom testing methodology with a variety of tests, and standardises those tests as one or more profiles on a single tester (or fleet of testers) for more consistent results.
PowerFlex 750 drives connect to Profibus Network
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he PowerFlex 750-Series Profibus DPV1 module enables users to integrate the PowerFlex 750-Series AC drives with the Profibus network. The optional module mounts inside the PowerFlex 753 and 755 AC drives to save panel space and offers V1 services beyond the standard V0 services. Various tools can be used to configure the module and connected drive(s) including the Enhanced PowerFlex 7-Class HIM or drive configuration software such as DriveExplorer and DriveExecutive. Features of the module include: I/O Messaging: Used to transfer time-critical information, including data that controls the drive. The module can send and receive logic command/reference, logic status/ feedback and datalinks—read and write up to 32 parameters simultaneously. Explicit Messaging: Involves non-time critical information
The PowerFlex 750-Series Profibus DPV1 module enables users to integrate the Allen-Bradley PowerFlex 750 drives with the Profibus Network.
that is typically triggered by the application (for example, ladder program in the controller). The module supports reading/writing of drive parameters, reading the drive fault queue, and reading/ writing of option or other peripheral parameters.
Configuration Switches: The module has a binary-coded decimal switch for setting the node address (01-126). Alternatively, the switch can be disabled (00 – all off), allowing the node address to be set using a configuration parameter. There is a dedicated switch setting that allows for byte swapping on the network depending on the controller selected to communicate with the module. Network Operating Mode Jumper: Allows users to set the operating mode of the module from either standard Profibus or ProfiDrive, providing network flexibility and convenience. Standard D89 Connector: Connects to a Profibus network, greatly simplifying the connection point and increasing longevity of the wiring system by providing strain relief. The module can be flash-updated in the field using Drive Explore, DriveExecutive and ControlFLASH. www.nzmanufacturer.co.nz
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EMEX 2012 PREVIEW Manufacturing an EMEX focus M anufacturers will discover a wealth of valuable business ideas, equipment, services, software and other product at EMEX 2012. “There will be more than 150 brands and exhibitors and their top people available to manufacturers for three full days,” says EMEX 2012 sales manager, Rob Lavender. “This isn’t the most anticipated industry event for nothing and exhibitors are going all out to make sure that people taking the time to visit will be delighted with their decision. There’s always a lot of new stuff and suppliers are always ready to work out the deal of the year.” Among those with great new technology to check out is Maxon Motor Australia. Maxon’s Erin Rundle says that as well as new heavy duty motors, including precision motors that can be used in petroleum drilling and production.... “We’ll also be showing the exciting new Maxon technology that’s changing people’s lives by powering cutting-edge prosthetics. “The intelligent controller of the prosthetic system adapts to the unique gait of each individual. The control operations are performed via a microprocessor-controlled hydraulic unit that dynamically adjusts the system to all gait speeds. The tiny 10mm diameter Maxon RE10 DC motors that drive the hydraulics are engineered to be robust. The manufacturer of the C-Leg® prosthesis estimates that 9 million such adjustments are made during the life span of the C-Leg®. “On average, the motor performs 10 rotations for these adjustments. These wonderful motors are a must-see. A 60-year old woman has even climbed in the Himalayas at altitudes up to 4000m with her prosthesis.” One first-time EMEX exhibitor is ifm efector. Ville Mikkolainen says visitors to ifm’s stand will see a great range of leading-edge automation technology systems and sensors. “Whether innovative product ideas, high quality standard solutions or application specific product developments – ifm’s team are curious and love to find solutions. “More than 450 internal development engineers – about 12 % of our employees – in close
cooperation with research institutes, universities and young partner companies find new ideas and implement them. The result: more than 580 own patents and patent applications.” New Zealand’s food industry is vital to the country, for both export and domestic sales, and a new Loctite® product will interest everyone involved in the sector says Henkel Australia’s Adam Wilson. “The Loctite® brand continues to represent innovation as the global leader in engineering adhesives and sealants, with the launch of Loctite 2046™ threadlocker. For use on threaded fasteners located on food and beverage processing equipment, Loctite 2046 is a medium strength threadlocker that complies with the Federal Food, Drug, and Cosmetic Act and with all applicable food additive regulations including 21 C.F.R. 175.300. Visitors to the Loctite stand will see a range of new Loctite products designed to increase reliability and minimise downtime in any manufacturing business.” EMEX 2012’s Rob Lavender says that these examples don’t even scratch the surface of the event. “There’s so much more to see, and that’s without mentioning the presence of 7 leading New Zealand universities, there’s a fantastic programme of seminars, great networking opportunities, and great show-only promotions from Ford for EMEX 2012 – plus the chance to win a brand new Ford Transit worth more than $50,000, plus there’s the new free smartphone app that will help visitors plan their visit and interact with exhibitors”. EMEX 2012 is on 1 to 3 May at the ASB Showgrounds in Auckland. It is endorsed by IPENZ and HERA. More information can be found at www.emex.co.nz. Industry professionals wanting to visit EMEX can also find details on the website on how to register and get free entry. The smartphone app is available now and free to download from http://www.showgizmo. com/download-showgizmo - login with your email address and the password: ‘emexnz12’ to access exhibitor details and material, seminar schedule, floor plans and more.
The elevator to success is out of order. You’ll have to use the stairs… one step at a time. – Joe Girard
Stand No Company Name 2071 3D Printing Systems 2025 ACC 2012 ACL 2070 AEC Systems 4024 Airtight Solutions Ltd 4059 ALSCO NZTS Ltd 3025 AM Prom Ltd 3027 AM Prom Ltd 3003 AMES Training & Resource Centre Ltd 3068 Atlas Copco ( NZ ) Ltd 3063 AtSource Extraction Systems 3057 Auckland Bearing Distributors 2026-4 AUT University Research Office 3019 Autobend 2064 Axiam Limited ET 21 BAC Australian Systems Pty Ltd ET17 / 18 BASKIVILLE.COM LTD 3020 Bell Technology Ltd 2063 Blacks Fasteners Limited 4032 Blastquip 2069 BOC 3064 Boge Compressors Australia 2018 Burkert Fluid Control NZ Ltd 2065 Cadpro Systems Ltd 4003 Camplex NZ Ltd 3085 Carbines Engineering Ltd 3094 Carlton Taylor Industries Ltd 3001 Chevpac Machinery (NZ) Ltd 2007 Cigweld -Comweld Group PTY Ltd ET 11 CMI Fastners Limited 3011 CNC Services Ltd 3002 Cogita Business Services Limited 3090 Control Devices New Zealand Ltd 4100 Digitalweld 3016 Direct Control Ltd 4036 DMG Mori Seki Australia Pty. Ltd. 4050 DURMA ET 14 EBM Papst ET 6 ECI Software Solutions 2035 ECS LAPP Kabel 2072 EDL Fasteners Ltd 2033 EIF International 2048 Element 14 2084 Ellis & Company Limited 3092 EMD-Advantage Ltd ET 1 Enerpac 4042 Ercolina ET 4 eSafety NZ Limited 3067 Euro Tools Limited 2006 Eurotec Ltd 3032 FARRA ENGINEERING LTD 4057 Filtercorp International Limited 3065 Ford Motor Company NZ 2032 Fortress Fasteners ET 20 Freight Case Ltd 4001 Global Machine Tools Ltd ET8 GSK CNC Equipment Co., Ltd 4040 Hardinge 2024 HERA 3014 c HYDAC New Zealand 2038 Hylton Parker Fasteners 3018 ifm Efector Pty Ltd 3048 Industrial Tooling ET 19 ITW Polymers & Fluids 3015 Janitza Electronics GmbH 3014 d Karcher Pty Ltd ET 16 Laser Resources Management 2037 Linak New Zealand Ltd 2052 Lincoln Electric Co (NZ) Ltd 4028 Loctite Henkel New Zealand Ltd 4017 Machineryhouse (NZ) Pty Ltd
Company Name Stand No 2114 Mandeno Electronic Equipment Ltd 2026-2 Massey University I.T.E. 3086 Mastip Technology Ltd ET 12 Maxon Motor Australia 4031 Measumax ET 25-26 Metal Spray Suppliers (NZ) Ltd ext 1 Metal Spray Suppliers (NZ) Ltd 2023 Metals New Zealand ET 3 Motion Solutions Australia Pty Ltd 3004 Mulcahy Engineering Ltd 4041 NALCO National Instruments (New Zealand) Ltd 2000 2001 NetComm Wireless Limited 2044 New Zealand Duct & Flex 3036 New Zealand Engineering News 3081 New Zealand Welding School ET 7 Nightside Test Design Ltd 3014 NZ German Business Assn. 4072 NZIS 2089 Omron Electronics Ltd 2118 Order of St John 2043 Permark Industries Ltd 3013 PILZ (NZ) Ltd 4030 Plastic Design Technologies Ltd Plummer Compressors 4038 Powerbox Pacific Ltd ET 15 Powerpac Group 3061 PowerSave Light Company 3062 PPT 3079 Professional CAD Systems Ltd 3031 Prosol Ltd ET 23 Reid Industrial Graphic Products Pty Ltd 2112 Revolution Precision Machinery 3073 Road Runner Manufacturing (NZ) Ltd 4073 Schneider Electric Limited 4034 Scott Machinery Ltd 4011 Seal Imports Ltd 3040 Seearco Distributors 3055 Sheppards Industries Ltd 2110 Sick Ltd 3012 Silicon Avenue Ltd ET 5 Sinot NZ Ltd 4074 Soanar ET 13 Solidtec Solutions 3084 Spinner NZ 4002 Sprockets New Zealand 3034 Stainless Design Ltd 035 Stratalign Limited 3029 Stronghand Tools 2011 Supply Services Ltd 3080 Syntech Distributors Ltd 3030 Tasman Machinery Limited 3005 TNT Express Worldwide (NZ) Limited 3083 Total CNC Products Ltd 4066 Total CNC Products Ltd 4075 Trade Tools Ltd 3042 Treotham Automation 2075 Tronics New Zealand Ltd 2106 University of Auckland 2026-5 University of Auckland Formula SAE 4110 University of Canterbury 2026 -1 University of Otago 2026 -6 Velocity Trade ET 10 Victoria University 2026 -7 Viking Ironcraft (1978) Limited 3017 W & R Jack Ltd 4065 Waikato University 2026-3 Waka New Zealand Ltd ET 2 Weldwell New Zealand Ltd 3050 Wellforces ET 9 Wuerth New Zealand Ltd 3014 b
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EMEX 2012 PREVIEW
The man who has confidence in himself gains the confidence of others. – Hasidic Proverb
Delcam adds new roughing and finishing strategies to PowerMILL
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amplex, appearing in accordance with Spinner at EMEX 2012 and on Stand 4003, will feature the 2012 R2 version of Delcam’s PowerMILL CAM system for high-speed and five-axis machining. This includes new and enhanced strategies for both roughing and finishing. Full details of both the 2012R1 and R2 releases, including videos demonstrating the new functionality, can be seen onlz. powermill.com. The most important of the new strategies is step cutting within area clearance. Modern roughing tools are capable of removing material
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more quickly by using larger stepdowns. The disadvantage of this approach is that large terraces can be left on the part. These steps can be removed by rest machining with a smaller tool. An alternative approach is to step back up the terrace with the existing large tool, adding extra cuts at intermediate levels. This results in more material being removed, using the same tool within the same toolpath. The rate of material removal can be optimised by increasing the feed rate automatically as the depth of cut gets smaller. This reduces the
overall machining time. Another important addition is the ability to use polar milling when programming machines with a rotary table. With polar milling, the x or y axis is locked and the third axis of movement provided by the c axis. This can be more efficient when drilling or milling features arranged around a centre of rotation. It can also produce smoother movement and better surface finish with spiral machining. Another enhancement produces an improved toolpath when using automatic verification on a toolpath to prevent a collision by the shank or the toolholder. In the previous version of PowerMILL, the tool would be retracted to a safe height whenever a collision was possible and then returned to the part once it was safe to continue machining. Now, PowerMILL generates a continuous toolpath that removes as much material as possible, while still avoiding any collisions. The elimination of the retract moves shortens machining times and gives an improved surface finish, while the continuous cutting reduces the change of load on the tool so increasing its life.
The use of stock models to optimise machining efficiency is also well established within PowerMILL. This functionality is now available from a new dedicated toolbar that makes it much easier to use and more consistent with other PowerMILL functionality. All the parameters related to a particular stock model can now be accessed from a single form. In addition, it is now possible to drag and drop tools or toolpaths into a stock-model folder prior to stockmodel calculations. Work has also continued to improve the macro language within PowerMILL that can be used to automate any routine or repetitive calculations. A new macro debugger has been added that makes it easier and quicker to identify any errors in a macro. Furthermore, the creation and editing of larger, more complex macros has been made easier with a new option to set breakpoints within the macro and the ability to view the contents of the variables in a separate watch window. nextSTEP Visit: Camplex on Stand 4003 at EMEX 2012 or www.camplex.co.nz
NZ Manufacturer April 2012
You will either step forward into growth or you will step back into safety. – Abraham Maslow
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EMEX 2012 PREVIEW
High visitor interest being shown
MEX 2012, the country’s biggest engineering, machinery and electronics event is just around the corner. Visitors are promised to experience the best and newest the industry has to offer. The main topics will be on new innovative products, research projects and energy efficiency. The German exhibitors are planning ahead to attract high visitor interest.
International Standard ISO 50001 systems is important for energy efficiency issues.
“The buzz this year is amazing,” says EMEX 2012 sales manager, Rob Lavender. “It’s looking like the best EMEX yet, and what I’m hearing from the 140-plus exhibitors indicates it will exceed all expectations.” The exhibitor numbers are almost identical to EMEX 2010. “But with a bigger visitor campaign we are expecting 4,500 to 5,000 visitors over the three days”, Lavender adds. A smart phone application will help guide visitors around the show and plan seminar times (www.emex. co.nz). The preparations of the German exhibitors, united under the banner “Made in Germany” in Hall 3, are
in full swing. “We have started to invite people to our stand a couple of weeks before the show,” says Michael Welzel, Business Development Manager at Direct Control Ltd., a solution provider for integrated building automation, energy efficiency and security. Welzel is experienced when it comes to managing trade fairs. He has organised many of them in Germany, amongst them prestigious ones such as CeBIT in Hanover. “New Zealand has a more relaxed approach towards trade shows”, he says. This might be due to the fact that a stand at the ASB Showgrounds costs only a fraction of a CeBIT stand. It’s Welzel’s first EMEX in New Zealand though and he considers it to be a very good platform to figure out marketing activities for Direct Control. The company is representing Janitza electronics GmbH at the German pavilion. Janitza electronics GmbH is known globally as a supplier of smart energy management systems. With energy one of the most critical challenges facing the international community, energy efficiency is an important topic of EMEX 2012. Welzel hopes to see energy experts from EECA, with whom Direct Control has partnered recently. He also expects representatives from Contact Energy at the show. The participation of eight New Zealand universities will
Sick’s miniature laser scanner TIM300 is a new product for a wide range of applications.
Sick’s New Zealand Manager Matt Jones (left) shows XPO Manager Rob Lavender some of the products that will be shown at EMEX.
provide interesting networking opportunities for the German exhibitors. The country’s leading institutions will show what the best and brightest have created, and what’s just over the horizon for the industry. “A seminar series with focus on R&D and industry collaborations will give an overview about the latest developments”, says Lavender. Matt Jones, New Zealand Manager for German company SICK, is looking for business opportunities in Australasia at EMEX. SICK will showcase new product innovations such as TiM300, a miniature laser scanner for a wide range of applications. SICK is one of the leading and most successful manufacturers of sensor technology. Also under the “Made in Germany” banner will be – • Hydac Ltd, a manufacturer of hydraulic equipment with headquarters in Germany; • Pilz Ltd NZ, a subsidiary of German-based Pilz GmbH and Co., Europe’s largest manufacturer of safety automation equipment; • Würth NZ, supplier of fixing and
assembly products; • IFM Efector Pty distributor of fluid sensors, object recognition, diagnostic and identification systems; and • Kärcher Ltd, a cleaning solution provider. “It is an excellent idea to showcase at a joint stand”, says Lavender, “because it always attracts more visitors when you create a pavilion”. The New Zealand German Business Association (NZGBA), which is organizing the stand, will be on-site throughout the show, supporting all the German exhibitors. The highlight will be a “Gettogether” at the stand with the German Ambassador Thomas Meister as a special guest. German sausages, German beer, and wine proudly sponsored by NZGBAmember Schubert Wines will be on offer while visitors and exhibitors network and exchange ideas about engineering, machinery and electronics. Reservation is essential. nextSTEP Visit NZGBA on Stand 3014 at EMEX 2012 or tradefairs@ germantrade.co.nz
• Only 10 minutes to EMEX • Close to restaurants and bars
T: 09 520 3000 E: host@questnewmarket.co.nz W: www.questnewmarket.co.nz www.nzmanufacturer.co.nz
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EMEX 2012 PREVIEW
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In the business world, everyone is paid in two coins: cash and experience. Take the experience first; the cash will come later.
CTI showcasing services at EMEX
arlton Taylor Industries (or CTI as they prefer to be called), are appearing on Stand 3094 at EMEX 2012. They have been providing specialist metalwork solutions to selected Auckland clients for a number of years from their Christchurch based, high quality, sheetmetal, aluminium diecasting and CNC machining plants. CTI are now making these services available to a wider range of clients and are using EMEX 2012 to showcase their range of capabilities. The company prides themselves on being the business behind a large number of successful businesses in New Zealand, helping with their success in being able to provide a wide range of metalwork solutions in a way that give clients an advantage, whether through innovative design, ease of assembly, high quality production, bespoke/unique supply options or other areas to suit client needs – delivering on their promise: “making metalwork easy”. Currently supplying a very diverse range of parts and completed products
– Harold Geneen
to a large number of industry sectors including electronics, electrical, agriculture, lighting, furniture, marine, building and engineering, CTI specialise in delivering precision tolerance and high quality in all the products they supply. CTI are never far away from you, wherever you are, providing parts for lighting in your street or office, and helping to get the power there too, the furniture in your office, parts that help you communicate via phone or internet, even on the trucks that deliver to your company. When you escape to the country or on to the water, they provide the parts for farming, or making your life easier on your boat.
Customer Focus
Employees at CTI focus strongly on the customer’s needs and share a belief in developing relationships with clients ensuring completed products are brought to market in a timely fashion. Our reputation for dedication to service has lead to CTI becoming a preferred metalwork partner to large OEM’s in both New
CTI head office based in Christchurch.
Zealand and Australia. They compete successfully by providing innovative, cost-effective high-quality prototypes and products, within short lead-times coupled with a reliable friendly service, i.e. the complete turn-key solution.
CTI processes a large variety of materials including steel, stainless steel, aluminium, copper, polycarb and tinplate, in both sheet and extrusion form. nextSTEP Visit: Stand 3094 at EMEX 2012 or www.cti.co.nz
Hardinge your competitive edge
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Email: custserv@cti.co.nz Visit: www.carltontaylor.co.nz www.nzmanufacturer.co.nz
he global Hardinge Group embraces some of the most respected machine tool names in the world. These include the Hardinge, Bridgeport, Kellenberger and Jones & Shipman brands – all highly acclaimed. On exhibit at EMEX 2012 on Stand 4040 will be the Bridgeport model GX 1000 CNC machining centre featuring 1020 x 540 x 540mm travels, 12,000 rpm Big Plus spindle with chiller, Fanuc OiMD controller with 200 block pre-read. Also the Hardinge GS 200 CNC lathe packed with production features like VDI 30 live tooling (every station), full C axis, tool setter, parts catcher. These are high production machines at very competitive prices. And that’s not all. Joining them is the respected Phoenix range of large capacity CNC teach machines, the perfect complement to the Hardinge portfolio. On display is the Phoenix model FM-300 ATC open air CNC milling machine with 1500 x 650 x 620mm travels, 16 tool ATC, and the Phoenix model FL-6620 CNC flat bed lathe with 660mm swing x 2000mm between centres, 105mm bore, 8 station VDI 40 tool turret. All Phoenix machines featuring the graphical Fagor controller. They are very economical, yet highly capable machines. From a single source – Leabourn & Rose Ltd, the New Zealand agent, you can obtain comprehensive turning, milling, grinding and workholding solutions. From affordable workhorses to the most accurate super precision machine tools. Make a point to visit Hardinge on Stand 4040 at EMEX 2012 and talk to one of the Leabourn & Rose sales team.
NZ Manufacturer April 2012
To succeed... You need to find something to hold on to, something to motivate you, something to inspire you. – Tony Dorsett
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EMEX 2012 PREVIEW
Solidtec Solutions to demonstrate 3D CAD software
oftware and 3D design specialist company Solidtec Solutions will use the opportunity at EMEX 2012 (ASB Showgrounds, Greenlane, Auckland, May 1st3rd, Stand 3084), to present the 20th release of the popular CAD software SolidWorks 2012. SolidWorks is the industry leading design software providing the manufacturing community tools that increase productivity and focus on innovation to create products better, faster, and more cost-effectively. “The new release comes with dozens of new useful features, which demonstrate how much the bar has been raised as to what users today expect from their CAD software,” says Shane Preston, CEO of Solidtec Solutions. “The new features fall into four major categories: Automation of commonly-used functions, enhanced performance, new workflows for changing the product development process, and additional collaboration capabilities.” One of the standout new features of SolidWorks 2012 is SolidWorks Costing, an integrated costing tool that automates manufacturing cost
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calculations for sheetmetal and machined parts. Very often, engineers spend a good amount of time modifying designs to address cost concerns, using spreadsheets and manual quote processes to get the proper data. Given that many of these engineers are already SolidWorks users, the company saw an opportunity to deliver a more repeatable and accurate way for users to do what-if analysis on the materials and manufacturing methods associated with particular designs. Visitors to the Solidtec stand during EMEX can experience the benefits of SolidWorks 2012 firsthand, and the Solidtec expert team will be at hand to demonstrate the whole suite of new features, which have the potential to improve local manufacturers’ productivity and competitiveness. “We chose Solidtec because they showed us the relevance of SolidWorks to our business and how we would benefit from it,” comments Neil Newnham, Managing Director at Belco Custom Trailers. “The demonstration they gave showing SolidWorks capabilities around
framework and drawings was excellent. They knew exactly what we needed, and really highlighted just how simple SolidWorks is to use.” “We would like to congratulate Solidtec for its inclusion in President’s Club for 2011, an elite group of top performing SolidWorks resellers,” says Kenneth Clayton, vice president of worldwide sales at Dassault Systèmes SolidWorks Corp. “Selling 1,000 licenses in less than 3
years is a great accomplishment.” “Growing at such a fast rate is confirmation that our focus on ensuring customer success is resonating with the manufacturing community; we cannot achieve our goals without our loyal customers,” says Shane Preston, CEO of Solidtec Solutions. nextSTEP Visit SolidTec on Stand 3084 at EMEX 2012.
Baskiville at EMEX 2012
askiville.Com Ltd, a name that has been associated with the Electronics Industry in New Zealand for more than 35 years, specialises in the area of ESD control, Anti-Static products, and Pace Soldering and desolding stations. In recent times, they have branched out to cater for products in the technicians work area, including tools, chemicals, wick, containers and test equipment. This move has allowed Baskiville to be a leader in the consumable supply area, to provide outstanding customer service, competitive prices on only the best brands in the industry. Representing only top end USA brands, we have built our reputation on reliability and
performance and lower end user cost. With the wider introduction use of Fibre Optics in almost every industry, Baskiville has been recognised as the NZ agent for the “Sticklers” brand of fibre optic cleaning products. This world class brand is recognised in Australia and the USA as one of best and economical way of cleaning fibre connections and splices, and has many advantages for the end user. Baskiville.Com Ltd, can be found on the web at www.baskiville.com where you will find products that are involved in the manufacture and repair of electronics. You can shop online and receive free freight for all web orders, and has a full credit payment facility.
aecsystems.co.nz
Web: www.baskiville.com : Email: info@baskiville.com www.nzmanufacturer.co.nz
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NZ Manufacturer April 2012
EMEX 2012 PREVIEW Have you heard of Boge air compressors? F irst class engineering made in Germany and now available in New Zealand! Boge Compressors, appearing at EMEX 2012 on Stand 3064, have been established for over 100 years and manufacture high quality rotary screw air compressors, oil free compressors, refrigerated air dryers and all ancillary equipment. Distribution for Australasia is located in Melbourne Australia with a large inventory of machines and parts ready to ship. While you would expect a premium product to attract a much higher price Boge compressors are actually very competitively positioned. The compressor range is available in direct drive, belt drive and also the very efficient frequency controlled machines from 2.2hp to 480hp! The C range has the patented Boge block and is available in both direct drive and belt drive models. The new S model also has a lot to offer the customer with a very service friendly layout making it easy to get to all components. With the drive motor, switch cabinet and intake filter all sited in
The CL model with dryer and receiver.
the cold cooling air intake area you are assured of the highest possible free air delivery and long life of the compressor. The compressor section is compact and easily accessible. A horizontal oil separator vessel is at the lowest point, with a directly flanged air end and multi-function intake regulator mounted on top. No interconnecting hoses needed! The integrated switch cabinet situated in the cool area of the compressor ensures long service life of all electrical components. Rated to IP54 it is protected against ingress of dirt and moisture and the Boge control menu ensures simple fault diagnosis. nextSTEP Visit Stand 3064 or www.boge.net.au
Don’t try to blame the rest of the world. The blame only lies with you. Recognize that immediately. – Alan Sugar
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Durma metal fabrication machinery on show
urma manufactures CNC press brakes, guillotines, turret presses, lasers, plasma cutters, ironworkers, plate rolls, sectional rolls, and saws. On display at EMEX 2012 on Leabourn and Rose’s Stand 4050 will be the Durma model AD-R 37175 CNC Press brake. This model is favoured in the New Zealand industry because of its 3.7m folding length coupled with the Cybelec graphical controller showing the operator when to flip or turn the sheet. You’ll be impressed with the immaculate finish and the value adding features that make working on this machine faster and more versatile. Complementing Durma press brakes is the Eurma range of high quality press brake tools. On display will be a selection of popular tools which is carried as a standard stock line for immediate delivery. Other Durma machines on display is the model MRB-S 1506 (1500mm x 6mm) initial pinch plate
rolls which are ideal for the stainless industry and feature hardened and ground rolls and that Durma quality finish. The versatile Durma range of ironworks will be exhibited. Model IW 55 and IW 80 with twin operator feature, touch & cut back gauge will be displayed. From a single source – Leabourn & Rose Ltd, the New Zealand agent, you can obtain comprehensive fabrication machinery solutions. Their large stock holding often means they can offer an immediate solution to your demand. nextSTEP Visit: Durma on Stand 4050 at EMEX 2012.
www.solidtec.co.nz sales@leabourn-rose.co.nz www.nzmanufacturer.co.nz
NZ Manufacturer April 2012
I am always doing that which I cannot do, in order that I may learn how to do it. – Pablo Picasso
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EMEX 2012 PREVIEW
Advanced Aerospace buys another Spinner
real testament to the value of a machine tool dealer’s service and machines is when a customer returns to buy again. After previously purchasing a Spinner U-620, Advanced Aerospace decided to take a fresh look at what the machine tool market had to offer. With the criteria that their new CNC lathe must deliver the best value for money, Spinner’s TC40052-MC found its way to the top of Advanced Aerospace’s list once again. When Mike Sexton (Machine Shop Manager) was asked about the driving factors and critical requirements behind the search for a CNC Lathe he stated the following. “We had already purchased a Spinner U-620 in the past; however we began looking for a CNC lathe after we decided that we could obtain substantial economic benefits by purchasing a lathe that held the programs within. This would mean easy pull-up, material cut to the right lengths, and ease of manufacturing for our standard components.
“We had the opportunity to look at a few machines, which we did, and we found that some were compatible with our requirements and some weren’t. A C-axis was quite critical and we wouldn’t have ordered a machine without one because 75% of the turning work that goes through our manufacturing process has a subsequent operation which needs either milling, drilling or tapping. A C-axis was always going to be of great benefit to us as we wanted to relieve our machining centre of some of its work load. “I started the search by taking a fresh look at the market. While all the other machines had decent attributes I felt that the SPINNER was a good sturdy machine whose size suited our capacity and it had
Spinner is on Stand 4002 at EMEX 2012.
the C-axis. Plus the price was right! When I did a comparison on all of the machines based off the cost ratio I found that Spinner was the best value for money. Plus for the critical C-axis Spinner was the best value for money when compared to the other machines. So we went ahead and bought the Spinner. “The Spinner TC400-52-MC has been installed and running at Advanced Aerospace now for five months. When asked about the controller, accuracy of the machine, and customer service aspect Mike said “ The Siemens Controller is good and very user friendly. My experience has been with other systems originally however it’s the same old story; if you have a different system you just learn the basics first and then you learn as you go. “We machine 316 Stainless and 2205 Billets and I have found that the accuracy of the TC400 is great. If you set the tools properly you should get a great finish first time. It’s been very reliable and from programming, to running, to getting a job off, there have been no bottlenecks.
“As for the service, you cannot beat it! If we have a problem - it might be our problem or a machine problem - all I do is call Craig and he is there. I have never had to wait for anything and service is major for us. If we had to sit around and wait we would lose a lot of money as we would not be manufacturing wanted product. Overall I’m very happy with our purchase from Spinner NZ.” nextSTEP Visit: Spinner on Stand 4002 at EMEX 2012 or email:craig@ spinnernz.co.nz
www.spinnernz.co.nz
www.nzmanufacturer.co.nz
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NZ Manufacturer April 2012
MARKETING
Management is doing things right; leadership is doing the right things.
Smart marketing for manufacturers
What problems do you solve for your customers?
“You will only be remembered for two things: the problems you solve or the ones you create.” Mike Murdock A few years ago I read a wonderful little book by Michael Le Bouef called How to win and keep Customers. In this book, Michael made the interesting claim that every customer really wants two things when they buy any product or service. The first thing they want is a solution to a problem. The second thing they want is to feel good. I’ve thought a lot about these two things since first reading them in Michael’s book. And I have to say I agree totally with him. These two things are critical in any product or service you buy, and are critical in any product in any product or service your customer buys.
Here’s why
Every single product and service you buy is in some way a solution to a problem. Now sometimes your problem can be very simple; for example “I feel hungry”. So you might buy a Subway sandwich and your problem is now solved. Your problem might also be very complex. “How do I have enough money on hand so I can enjoy a comfortable retirement?” Your solution may be to buy a number of investment properties or learn a valuable skill so your income increases. With every product or service you buy, you also want to feel good. You want to feel good about the product or service you have purchased. You want to feel good about the business you purchased the product or service from. And you also want to feel good about yourself after you have made your purchase. When you feel good you are far more likely to make a repeat purchase of this product or service and recommend other people to buy it.
How to solve your customer’s problems
The starting point is to begin looking at your products and services as being potential solutions to your customer problems, rather than being just products and services.
www.nzmanufacturer.co.nz
This is quite simple to do
In all selling you have to find out two things from your customer: A: Where are they right now? B: Where do they want to be? Once you know these two things, you can focus on the “Gap” between where your customer is now and where they would like to be. You can then show your customer how they can close this gap by buying your product or service.
Let’s put these two things into a simple diagram
B: What is your ideal situation? difference between } The A & B is the ‘Gap’. A: What is your actual situation right now? In this diagram B is your customer’s ideal situation. A is their actual situation right now. The difference between A and B is your area of opportunity and is where you can help your customer.
Key Point
Now another very good way of describing the ‘Gap’ in this diagram is to call it a problem. And the problem is “How do I get from where I actually am right now to where I ideally want to be”? In other words, “How do I get from Point A to Point B?” Once you know what this key problem is, it then becomes surprisingly easy to position your product or service as a helpful way to solve it. So your first job is to understand clearly your customer’s problem; only then can you present your product or service as a solution to this problem. A helpful way to identify customer problems is to use the ‘doctor of selling’ approach: I had a pressing reason to visit my neighbourhood doctor a few years ago. I had picked up a rather nasty stomach virus that had put me in bed for a few days with chronic diarrhoea and several other unpleasant symptoms. I decided it was time to get some medical help. My doctor went through a very simple process with me. First of all he asked me some questions so he could understand what was wrong with me. Then he did a thorough medical examination to confirm my condition. He then advised me the steps to follow to fix my problem.
Summarising his process; he did an examination first and identified my problem. He then made a diagnosis of my problem, and then gave me a prescription or solution to it. What my doctor didn’t do when I first walked into his office was say “Graham we have a great special this week on cold and flu treatments and I think you should take advantage of it.” In other words he didn’t offer a prescription before understanding clearly what his patient’s problem was. Yet it’s amazing how many people in sales do just that. They tell their clients ‘boy do we have a deal for you on XYZ’ without taking the time to understand clearly their customer’s problems and how their products or services can solve them. So the ‘doctor of selling’ approach means you take a similar approach with your clients. Get an understanding of your customer’s current situation and work out what their problem is. (This is the examination and diagnosis). Then make your recommendations on how they can solve this problem. (This is the prescription.)
Action Exercise
What are five common customer problems that buying your product or service will solve for your customer? 1: 2: 3: 4: 5: What are some of the benefits your customer will enjoy after
– Peter F. Drucker
By Graham McGregor Graham McGregor is a marketing consultant and the creator of the 396 page ‘Unfair Business Advantage Report.’ www. theunfairbusinessadvantage.com (This is free and has now been read by business owners from 27 countries.) You can email Graham on graham@ twomac.co.nz solving one of more of these problems? 1: 2: 3: 4: 5: How can use the answers to these two questions when communicating with your customers this week? So take some time to look at the many problems that your products and services can solve for your customers. And start positioning what you sell as a solution to these customer problems rather than just offering a product or service.
Mercer Group gains distribution rights for Wilsonart
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ercer has negotiated the exclusive rights to supply Wilsonart laminate and adhesive products into the NZ market. Wilsonart is the No. 1 laminate brand in the United States and one of the leading brands worldwide, offering a superior quality and wide choice of over 200 different decorations for use in both residential and commercial kitchens, bathrooms, shopfittings and office fitouts. Mercer’s existing range of Bisonne laminates will be slowly phased out and replaced with Wilsonart. Mercer will continue to sell its fast growing solid surface product, Borelli. Mercer is structured into a number of business units. Mercer Stainless is a designer
and fabricator of stainless steel and associated equipment for the industrial, dairy, processing, domestic and commercial sectors, produced from two large facilities in Christchurch and New Plymouth. Mercer Kitchens is a designer, manufacturer and distributor of a range of kitchen, bathroom and laundry products.Mercer has a modern, state-of-the-art deep draw steel Pressing and Polishing manufacturing facility for producing customers own brand, out sourced products. Mercer Medical is a designer, manufacturer, importer, distributor and service provider of infection control and sterilisation services to healthcare providers in both the public and private sectors, laboratories and the Armed Forces.
NZ Manufacturer April 2012
You’ve got to enjoy what you’re doing, and have some fun, and be able to laugh at yourself a bit. – Fred Smith
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AUCKLAND MANUFACTURERS
Workshops fast track business success
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uckland manufacturing businesses are getting a helping hand to grow their market share thanks to series of workshops designed to fast track them towards innovation and export. The Fast Track Business Series, an Auckland Tourism, Events and Economic Development (ATEED) initiative, targets companies in a development stage, wanting to take on a new direction with support and expert advice. ATEED?s General Manager Business and Sector Development, Clyde Rogers, says while the series is targeted at all industries, he hopes manufacturing businesses will register.
“The manufacturing sector, whether its niche, food and beverage or bio-health plays an important role in our economy. These companies hold huge export potential which is key to their individual success and Auckland’s economic well-being,” says Mr Rogers. “As New Zealand is such a small marketplace, manufacturers often need to think globally once they have reached the limit for significant expansion in New Zealand. Done successfully, this assists their long term sustainability which is mutually beneficial for them and the economy. “These workshops are designed to complement the aspirations of
From page 1
Food packaging manufacturer a ‘Bonson success story’
dangers of infection we hear so much about these days, are but two examples of the product of the combined effort which went into the project. There is much to admire. For a start; it’s a 24/7 operation. More than half the manufactured production is exported. And if you want a comparison; the complex is on par with the state-of-the-art, FoodBowl, out near the airport, when it comes to health and safety, piped, online capability, sustainability, working conditions and good, old-fashioned cleanliness. Or should that be the standards befitting a hospital ICU or high-tech manufacturer? Which, of course, is what they are: one of the country’s mostsophisticated, designer-built, manufacturing, warehousing and exporting facilities for a wide-range of proprietary and standard design, injection-moulded polypropylene food containers, including dairy foods. The focus on proprietary products, made for the Australian market has recently secured two silver awards from the Packaging Council of Australia, and last year, two of the Bonson yoghurt tubs won the Gold Award from New Zealand Pride In Print. In 1984, David Tsui, an immigrant from Hong Kong, brought his injection moulding experience to New Zealand against the uncertainty of what might happen when the former colony reverted to Chinese Mainland control. Over time, more of his family would join him and help to create this Kiwi success story. Legend had it that the family dinner table at night was the management committee meeting. Those days are long gone. “We run our business by traditional ethics which care about people -- with trust, honesty and integrity to build a strong team and long-term partnership. We are passionate in the pursuit of excellence, through continuous improvement of our operating
and management systems, and we are dedicated to adding value and to sustainable growth through our commitment to effective and responsible resource management.” Today the company monitors environmental and personnel KPIs, such as power and water consumption, staff retention and employee training and development hours. “Bonson, through our SavPac operation also looks to develop a range of biodegradable products, and we try to eliminate unnecessary by-products or waste and that everything we do is done as efficiently as possible. That’s both today and the future. “No, it hasn’t been easy. English was a second language for us and we had to find out the hard way where our skills could best be used. That said, New Zealand has been very good for us,” says Tsui, who now has the facilities and the tools to drive both companies to even greater success. For competitive reasons, details on the manufacturing processes have to be kept to a minimum, but if you wanted to see 20-odd of the very latest injection moulding process machines from Japan and Germany purring away in a monster facility, with room to double up, and some more, this is the place to be. But first you would have to observe the stringent grey, blue, red zone health and safety requirements to the fullest extent – and bear in mind, there is no food processing on site – because that is the way Tsui and his customers like it. So you,
businesses that are ready to take that next step in its development plans.” The Fast Track Business Series, held in different locations across Auckland, consists of workshops, focused on different growth components such as planning, international marketing, finding international distributors and getting ideas to market. “ATEED’s dedication to these aspirational businesses doesn’t end there,” adds Mr Rogers.” Our team of specialists, and targeted programmes and services, are available to support these businesses as they continue their growth journey.”
and everyone else, conforms The industry trend is to multicavity moulds, which in turn get bigger by the job. A five-tonne crane, high in this specially cooled and pressure controlled facility, is available for easing the mould changes. Once the machine is back online, there is as little human contact as possible. Tsui points out that the manufacturing hall is one continuous slab, without a crack (and this in Auckland?) – so there is no space for dust to creep into. Likewise at the point where the walls join the floor. While he talks about productivity and optimisation a great deal, you suspect ‘perfection’ and innovation – the essential ingredient in the company’s sustained success -- is really what he is all about. Clearly that appeals to its Australian business partner, Cryovac, through which it supplies key customer, Woolworths. And that company is known for its high standards in the international food industry, so it is both a major customer and a good reference point for others in the food business looking to Bonson to bring its technical skills and design innovation to bear in solving their presentation and packaging challenge. It is just on a decade since the first export container left for Australia. Tsui is not looking to conquer the world and is content to stick with what the company is good at – injection-moulded quality, food containers and focussing on the Australasian market. In reality, of course, Bonson is playing in the global market, because it is having to beat competitors from Asia on quality, price, reliability and increasingly, its ability to innovate. Tsui is adamant that New Zealand can compete in virtually any market in the world if it focuses on quality and innovation. “We have to be leaders, concentrating on design, innovation,
Each Fast Track workshop will be facilitated by experienced presenters from Auckland service providers. Upcoming workshops:
Fast Track Ideas to Market (Part 1) Fast Track to Global Marketing Fast Track to Finding International Distributors and Tradeshow Tips Fast Track to Succession Planning Fast Track Ideas to Market (Part 2)) Fast Track for Business Growth Fast Track Business Planning Fast Track Ideas to Market (Part 3) nextSTEP Visit: www.ateed.co.nz/fastrack
quality and consistency. That’s what successful companies the world over want from their manufacturers. That’s where we must focus and not be concerned about being a ‘lowest cost producer’ – that’s not the market we will ever be in. “The best clients want the very best products at a reasonable price. They know they won’t get the best products at the lowest possible price.” Bonson has come a long way from its early days of supplying Chinese takeaways in Auckland to serving clients in food service, retail and food manufacturing sectors across New Zealand, Australia and the South Pacific region. Originally founded as a partnership, the company was incorporated some 10 years later as Bonson Industrial Co. Ltd. Technology plays a huge part in this manufacturing plant. Polypropylene product is delivered to a silo facility, before being pumped across to day bins matching the jobs. From there is it pressure-pumped to the production lines. Everything about the place screams ‘next stage’. We’ve only seen the beginning of the Bonson story. I meet David hurriedly on a Friday afternoon, because he is shortly off to Australia to catch-up with clients. Are the employees coasting to the week’s end? No, a large group of them are being put through their paces on the benefits of continuous performance improvement and growth by Danie Vermeulen of the Kaizen Institute. As you would expect the walls in the new premises and the website are adorned with ISO-9001:2000; ISO 14001; AS-NZS 4801; HACCP ratings and more. This is an operation that every Kiwi-born and –immigrated can be enormously proud of. Its success is proven over the years and its very simple vision remains constant: “Australasia’s First Choice for Food Packaging Solutions”. I’d say they are exactly that. www.nzmanufacturer.co.nz
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NZ Manufacturer April 2012
DEVELOPMENTS Ashburton Business Estate a powerful attraction
Broaden your vision, and maintain stability while advancing forward. That is my philosophy.
– Li Ka Shing
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lectricity Ashburton Ltd’s decision to move to the major industrial subdivision, Ashburton Business Estate (ABE) in mid-Canterbury, could not have come at a better time. The electricity network is developing a 2.65ha site at ABE that will house its 100 staff in three buildings covering administration, a workshop, a stores building and open yard storage. General manager Gordon Guthrie said the locally owned cooperative was originally attracted by the ability to house all its operations on one large site, as it is currently split between a town location and industrial area. Its workshop and administration centre is currently located in the heart of big box retail while the storage facility is in an older industrial area. “The retail area has grown up around us and we don’t need to be here. We liked Ashburton Business Estate because it allowed us to be on one site, it has excellent transport access and it’s a safe site on the outskirts of town,” Guthrie said. “We really feel as though our decision has been vindicated after seeing what happened in Christchurch following the earthquakes. We also reviewed our plans and are now building to Category 4, to ensure that we can operate in a major civil emergency.” From page 1
Electricity Ashburton expects building to be complete by October with its shift to ABE earmarked before Christmas. It will be the second resident in Ashburton Business Estate, following Canterbury Longrun Roofing. Established in 1969, LongRun manufactures steel roofing, cladding and accessories for the building trade. Marketing agents Noel Gilchrist and Brent Bailey of Colliers International in Christchurch are talking with several other parties eyeing ABE, and say that easy access to road, rail, sea and air transport networks is a key attraction. These include: • South Island main trunk rail line. • State Highway 1. • Christchurch International Airport. • Ashburton (Regional) Airport. • Timaru (Regional) Airport. • Lyttelton Port of Christchurch. • PrimePort Timaru. Ashburton Business Estate, zoned B9, covers 123ha on land bounded by North Park and Company Rds, the Main South Railway Line and Works Rd in north east Ashburton. Stage One, comprising 54 hectares, has sites ranging from 1500m2 available to own or lease back. “This development offers low land prices, as well as low water and rates costs. It is providing much needed commercial and industrial
land. Proposals to relocate the Ashburton rail shunting yard from the middle of town to alongside here, will provide excellent rail access to the ports of Timaru and Lyttelton,” Gilchrist and Bailey said. An Ashburton District Council initiative, the industrial park aims to establish and support new business in the region as part of the Council’s vision for the future. Financially it is the largest project undertaken by the council, with a $20 million price tag.
Thriving Ashburton
• Ashburton is the second fastest growing economy in Canterbury. • Dairy cow numbers have increased five-fold over the past 15 years. • Ashburton has the highest percentage of irrigated plainsland of any district in New Zealand. • While many specialist crops and seeds are nowadays grown outside the boundaries of Ashburton District itself, to a large degree the production from these other districts is carted, processed and packaged for export by businesses based in the town. • Farm servicing businesses exist on a large scale, including Drummond & Etheridge, Gluyas Motors, Carr Group, etc, providing reliable and skilled
Design creates an identity for new technology
If a new technology revolutionises an industry it will lead to a redefining of this industry’s product image or identity, creating an opportunity for a fresh approach by design. The high temperature superconductor is a disruptive technology to an established market which can now re-invent itself by using design for the provision of new identity for both the product and the manufacturer. Consequently such products have new demands on usability, frequency of use and the nature of
MAY 2012 ISSUE FEATURES • Manufacturing Technology • Environmental Technology • Workshop Tools • Composites For further information contact:
Managing Editor: Doug Green P: 06 870 9029 E: words@xtra.co.nz www.nzmanufacturer.co.nz
the environment changes. HTS-110 entrusted Designbrand with the conceptual design of a ‘housing’ for their recently developed analytical magnet. The design team knew they had to satisfy a variety of technical constraints while being conscious of the fact that this ‘machine’, made from pieces of cold steel, was a culmination of years of hard work and therefore very close to people. There was definitely an emotional stake in the project. At the same time, the technology was leading
Advertising Booking & Copy Deadline – 12th May 2012
Sales Manager: Max Farndale P: 06 870 4506 E: max@nzmanufacturer.co.nz
edge. HTS-110 proved to be a highly engaged client, really as good as it gets in our industry. We worked closely to accommodate solutions which were still in a state of development, many concepts were rejected or eliminated, sophisticated technology such as cryogenic cooling had to be integrated and the magnet itself had to have a ferrous shield to allow reliable operation. This could have been achieved with a sheet metal box, having to be housed with yet another cover to give it product identity or at least make it attractive and retain an element of uniqueness. All the necessary fabrication and manufacture was kept local and the client had a partial housing ‘spun’ from 3mm steel, giving it the required form and shielding it at the same time. The final form developed out of a need for ‘future proofing’ by being able to add additional functional features for automation of the analytical task in the future. Designbrand designed and coordinated the local manufacture of the steel support stand, housing components and shield barrel for the technician gurus at HTS-110 to complete the instrument assembly for export to their first international customer.
workers to enable farm plant and machinery to be serviced within the tight timeframes of the various seasons. • Large processing companies such as Talleys, Canterbury Meat Packers, Silver Fern Farms and Five Star Beef have all chosen Ashburton District as their base, attracted by quick and easy access to markets via rail, road, air or sea, as well as being centrally located to gather the base production required to supply their plants. This information is taken from a report prepared for Ashburton Business Estate by Registered Public Valuer R. L. (Bob) Engelbrecht.
Leadership forum finds common ground in Asia
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he 8th annual Australia New Zealand Leadership Forum held in Sydney in April concluded with both sides expressing a shared interest in building a future for Australia and New Zealand in the markets of Asia, underpinned by inward and outward investment and built on the basis of a strong trans-Tasman single market. “This Forum was notable for the strong alignment of business interests on both sides of the Tasman,” said Forum Co-Chair Jonathan Ling, Chief Executive of Fletcher Building. “Both sides see our future in the dynamic markets of Asia. At issue in this Forum was how we could work to make this a reality. There was agreement that business needs to step up to articulate this vision more forcefully to domestic stakeholders, to develop new business models connecting with regional supply chains and to work with governments to promote both the development of Asiarelevant skills as well as a range of policy instruments which will foster greater economic integration in the region. “Chief among these is the need to maintain an open and welcoming environment for foreign investment, including in agricultural land. Calls for a more restrictive environment for foreign investment can only hinder business development by making it harder to access capital and develop key relationships in Asia and beyond. The cost will be slower economic growth and fewer jobs.”
NZ Manufacturer April 2012
A successful man is one who can lay a firm foundation with the bricks that others throw at him. – Sidney Greenber
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CANTERBURY
Aeromarine positions to help in Christchurch rebuild
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eading composites engineering company Aeromarine Industries of Timaru is preparing to join the Christchurch rebuilding effort as Canterbury companies and industries look for partners. Aeromarine has fast-tracked technologies and products to help builders, farmers, local government and the private sector source easily installed and durable fixtures and fittings. The Timaru-based company is answering the call of Canterbury Chamber of Commerce chief executive Peter Townsend who this week hosted the company and other local businesses to a presentation on the ongoing needs of a region in rebuild mode. Mr Townsend said the task was of unimaginable proportions and was likely to stretch over at least 20 years at a total cost of more than $30 billion. “To give you an idea, we have lost in Christchurch about an Ashburton of residential with 1360 commercial buildings destroyed among about 2000 buildings in total,” Mr Townsend said. “That means we will have to open a new commercial building every three days for the next 10 years to get back to where we were.” Aeromarine Industries operations manager Simon Robb, together with French composite structural design expert Ben Lisle who is presently seconded to the company, attended the presentation. Mr Robb said he had fasttracked the manufacture of building components such as showers, and infrastructure such as septic tanks to help meet “the unbelievable demand
that is just around the corner when insurance companies finally start releasing payments”. He said Aeromarine would partner with Christchurch businesses, manufacturers and local government to keep the Canterbury economy flowing. He welcomed approaches from Canterbury companies looking for the strength of steel in noncorrodible fibreglass, especially in below-ground applications such as piping and holding tanks where clay and ceramic pipes were too brittle in a seismic zone. “And above ground, too, for example we have just completed design and competitive pricing work around a range of fibreglass bus shelters that offer local authorities not just durability, but advances in surface treatments that reduce damage from vandalism and prevent graffiti paint from sticking. “We see the need to not just rebuild, but rebuild better, so the shelters incorporate new features such as audio timetable cabinets, solar panel-driven lighting and safety glass panels to shelter occupants from weather while they wait to catch a bus,” Mr Robb said. And to fit with a more ecoChristchurch the new bus shelters could also soon feature a lock-to steel bar for bikes allowing commuters the choice of a bike-bus combo ride to or from work. The Aeromarine approach was “practical solutions plus”. Mr Robb described that as meaning the company would strive to value-add “a-bility” to everyday items. “For example, everything we
Aeromarine Industries operations manager Simon Robb is pictured at his Washdyke, Timaru, factory in front of a series of new shower units his firm is gearing up for supply to the Christchurch rebuild effort. Simon is holding a structurally-rated and designed composite mounting flange that is used in the construction industry to mount composite products such as stairwells to wood, steel and concrete structures. High loadings can be engineered into the composite product.
make for the Christchurch rebuild effort now faces new tests in transportability, durability and affordability. “We have a new shower range ideally suited for transportable homes and units that will be required in bulk for what we think will be unprecedented numbers of units needed for the rebuild workforce. “Transportable units cannot practically feature tile installations because of the risk of movement. Tiles and ceramics have little tolerance to
movement,” Mr Robb said. And Aeromarine offered the industry an opportunity to “think outside the norm”. “Composites offer a whole new way of thinking about structures,” Mr Robb said. “Lightness, strength, infinite shapes, and repairs that improve strength on the original rather than weaken it, mean composites offer an exciting role in the building industry, especially where a degree of flexibility is required.”
www.ashburtonbusinessestate.co.nz gary.seear@colliers.com brent.bailey@colliers.com
noel.gilchrist@colliers.com www.colliers.co.nz/10186
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NZ Manufacturer April 2012
PRODUCT NEWS
Success is often achieved by those who don’t know that failure is inevitable.
– Coco Chanel
Mains-free AC yoke kits
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ohnson and Allen’s provide, for the first time, a fully self contained AC Field output; offering an excellent “skin effect” which out-performs existing DC portable units in defect detection. The Jay-Pac or Jaysn-Pac utilises the all new AC-Eazy powerbelt. The AC-Eazy powerbelt can be ordered alone if you have an existing 110volt electromagnet, or as the complete kit with the preferred Jay or Jayson yokes. The system uses a high powered
lightweight Lithium battery (only 1.250kg) to power the custom-built design of wave form generator. The AC-Eazy powerbelt is made of thick, high quality leather, and also comes as standard with Aerosol holsters and a holder for the electromagnet giving both hands free. Extra aerosol holders and a leather accessory case can also be added. The system can power a “Jay” or the slightly lighter weight and longer reach “Jayson” electromagnets for a full day of typical inspection.
Structural adhesives problem solvers
he inherent difficulty with applying a metal skin to a steel frame, whether it be skinning to a vehicle or changing the cladding of a building, is the method of application. The traditional methods have been either pop riveting or welding, both of which leave unsightly heads or distortion from heat. More and more often manufacturers and architects are turning to structural adhesives for a solution to this problem. Permabond have a wide variety of adhesives to replace permanent fixing. Their most popular is a two part, non-mixing adhesive that is applied one part to each surface. It will remain inert until the surfaces are brought together giving a handling strength in 2 to 4 minutes and a strength three times
that of epoxy. The on part life of the components prior to bringing together can be up to 2 hours. Another product that has found favour with a number of manufacturers is Permabond’s single part, heat cured epoxy. This has been used in many instances where heat is an issue, usually with the need to powder coat the finished article. The adhesive is applied to one of the surfaces then lightly clamped in place while baked to cure the adhesive. After the adhesive is cured, the finished product can be powder coated and the joint will easily withstand the temperatures involved in the process. More traditional two part epoxies are a specialty of Permabond, from the more well-known 5-minute epoxy to adhesives that will withstand 140 °C continuously and some that are flexible once cured. The epoxies tend to be packed in 1:1 ratio cartridges for easy application with a dispensing gun and mixer nozzles. nextSTEP Tel Homersham Ltd 0800 659 888 or 03 358 8309
Cold light without heat radiation
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ilnos has unveiled their new range of LED X-Ray Film Viewers. The LEDs produce ‘cold light’ without heat radiation and the power input is only 18% of that required for the well-known H-Universal film viewer. With lower heat dispersion, the fan on the WilnoLED is whisper quiet. The new and improved ‘Universal’ LED X-Ray Film Viewer features ultra-high brightness 130,000 cd/ sqm optical density (diffuse optical density) D = 4.1 in accordance to EN 25580. The viewing area is 8.5 x 22 cm, with 2 additional masks and has continuous brightness control from 5 to 100%. The new ‘Langfeld’ X-Ray Film Viewer also utilises LEDs and has ultra-high brightness 125.000 cd/ qm for film density up to: D = 4.1 in accordance to EN 25580. The viewing area is 445 x 85 mm, with 1 additional mask for 6 cm wide films and has continuous brightness control from 10 to 100%. With an expected life of more than 40,000 hours, the viewer’s light
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source should last around 20 years if operated for 40 hours per week. The combination of energy saving and zero lamp replacement costs will quickly offset the initial purchase price of the WilnoLED.
NZ Manufacturer April 2012
PRODUCT NEWS
Just like clothes, your social media strategy should be tailored to fit your audiences. – Involver
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Smarton means minimum downtime
he Smarton high performance modular crane system is designed to minimise the frequency and duration of maintenance shutdowns. It can lift loads ranging from 30-500 tons and also features innovations such as Truview remote crane reporting and maintenance optimisation service, Truconnect remote services product family, and the Human-to-Interface (HIM) radio-based system that keeps the user continuously up to date on not only the weight of the load, but also its position relative to the available workspace. A key driver of the design is modularity with intelligence – Smarton offers a selection of standardised modules that are intelligently designed and coordinated. This innovative crane can be quickly configured to suit many customers’ unique needs, says Konecranes.
Remote connection
All Smarton cranes are equipped with remote connection facilitation which permits implementation of the Truconnect remote services product family Based on a remote connection, crane usage can be safer and more efficient. The first remote service available for Smarton cranes is the Tuview remote crane reporting and maintenance optimisation service. Truview captures the real usage of
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a crane and provides its user with online reports which help you to increase the safety of crane usage, optimise maintenance spending, and plan and budget crane modernisation needs in advance. Smarton’s intelligent, yet easyto-use Human Interface to Machine (HIM) system not only keeps the user continuously up to date on not only the weight of the load and its position relative to the available workspace. In addition, the crane monitors its own condition and recommends when and what kinds of inspection or preventive maintenance should be performed.
Maintenance friendly
Smarton consists of elements that maintenance engineers are accustomed to handling. The service panel enables faults to be solved quickly. Since the fault and its frequency are displayed on the panel, Smarton is designed to speed up the inspection time, particular of the frequency inverter panels. The crane monitors its own condition and recommends when and what kinds of inspections or preventive
A key driver of the design is modularity with intelligence.
HIM radio interface, left, and lifting capacities from 30-more than 500 tons
maintenance should be performed. Smarton keeps track of work cycles and predicts the remaining safe operating lifetime of the various components.
Wire ropes
Another innovation in Smarton is its ability to predict the replacement interval of the wire ropes based on actual operating condition.
Foldable Service Platform
The service life of hoisting wire ropes is a key element in maintenance expenses. Wire ropes are costly, and changing them is a time-consuming task. Konecranes has extended the life of the wire ropes by optimising the pulley rope angles in the hook housing, making them as small as possible to reduce the wear and tear on the wire ropes.
The service platform folds over the trolley to protect the trolley components. The space-saving, foldable platform is a brand new concept for which Konecranes has a patent pending. All service points are located on one side and are easily accessible, as compared to other products on the market which require service points on both sides of the trolley.
container are examined, simulated loads show the approximate demands placed on the containers during filling, packing and shipping. The results of the examination are used to modify the design of the container in order to reduce the stress.
GEC have a large range of Extrusion Blow Moulding (EBM) equipment to suit the production of the containers, and production mould sets can then be procured to process the new container design. nextSTEP Visit: www.hbm.com.au
Container light weighting programs
raham Engineering Corp has reduced bottle costs through light weighting analysis and development. With more than 40 years experience in designing and processing containers of all shapes and sizes, Graham Engineering have the right tools and people to keep improving on the production of containers. Typically, 70-80% of the cost to manufacture a container is in the resin. Light weight containers use less resin and in some cases can increase production rates as a reduced wall thickness leads to faster cooling in the mould, and thus faster cycle times. GEC utilise a scientific approach
to container light weighting with computer aided engineering. The first step is to utilise Finite Element Analysis (FEA) to analyse the strength of the existing container. Stresses and deflections of the
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NZ Manufacturer April 2012
WORKSHOP TOOLS
Don’t spend so much time trying to choose the perfect opportunity, that you miss the right opportunity. – Michael Dell
Overhead track lighting system SolidACE releases new BuiltWorks uses powerful LEDs S
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he new ONT-365 On-Trak NDT Inspection System, overhead track light-style and modular, utilises powerful UV-A and white light LEDs attached to a mountable platform for maximum flexibility and versatility. It is ideal for use in NDT inspection booths, and for pre-inspections and screening applications requiring maximum uniformity of coverage over a large area. The ONT-365 system features four broad-beam lamp heads. Each has three ultra-high-flux UV(365nm) LEDs for NDT inspection and one white light LED for general illumination. This unique lighting system allows inspectors to move the lamp heads anywhere along the tracks so that beam patterns can be made to fit specific needs. Lamp heads can even be added for increased area coverage. The ONT-365 light sources produce a nominal steady-state UV-A intensity of 9,000 µW/cm? at 15 inches (38 cm). An optional
attenuating filter is available for reduced intensity applications. Electronic Intensity Stabilisers ensure consistent UV LED performance during extended use, and built-in cooling fans moderate temperature. The “instant on” operation of the lamps enables them to reach full intensity immediately. The LEDs have a rated life of 30,000 hours. The ONT-365 system comes complete with UVS-30 UV-absorbing spectacles. Additional lamp heads and an optional remote control with a three-position rocker switch are sold separately.
olidACE, a company developing computer aided design and engineering tools for the architectural, building and construction engineering, and plant engineering markets, has released the new major version 3.0 of BuiltWorks, a structural steel design and engineering add-in application for SolidWorks CAD environment. Version 3.0 has new brand name BuiltWorks 2012, and it fully supports the corresponding version of 3D CAD platform – SolidWorks 2012. SolidACE continues the further support of previous platform versions of BuiltWorks v.1 for SolidWorks 2010 as well as BuiltWorks v.2 for SolidWorks 2011 due to multiple requests from user community that keep using SolidWorks 2010 and 2011 versions for daily business. The release of BuiltWorks v.3 is the trigger event for SolidACE to start the process of SolidWorks Gold Product Certification! From the beginning, BuiltWorks was developed to meet the requirements of AEC, Plant, Process and Power industries, opening new
markets and new application areas for SolidWorks customers. Today, with the range of intelligent steel data translators, such as SDNF and CIS/2, which enable transferring parametric data of steel structures to and from SolidWorks environment, BuiltWorks transforms SolidWorks to a sort of data centric solution, providing a link between design workflows of Mechanical, Structural and Plant departments BuiltWorks 2010 v.1.6 and BuiltWorks 2011 v.2.1 with the same features are released in parallel supporting the appropriate versions of SolidWorks.
Quality laser marking on a full range of metals Powered by
LaserStyle software Graphic Level, the LS100 Ex Fibre solution is ideal for marking industrial parts, identification plates, rating plates, trophies & awards, tankards, gifts, jewellery. To contact us call 07-843-1128 or refer to our website www.flightstructures.co.nz
Easy to set-up in a factory, workshop, office or retail outlet. Phone: +64 9 478 8422 www.tilt.co.nz • sales@tilt.co.nz
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NZ Manufacturer April 2012
When I see a barrier, I cry and I curse, and then I get a ladder and climb over it. – John Johnson
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WORKSHOP TOOLS
ArtCAM helps exceed customer expectations
hen potential customers come to us with a photograph they would like to duplicate in 3D or when someone in our company has an idea for a complicated product, I can produce a design with ArtCAM that will meet or exceed their expectations,” says Pierre-Luc Arseneau, Designer for Aitkens Pewter. “ArtCAM has played a major role in our success by enabling us to design and build complex 3D models that allow us to create new products that fill market demands,” continued Mr. Arseneau. “It has helped us develop a new generation of more realistic, more finely detailed and visually appealing products that have substantially expanded our business.” Aitkens Pewter started in 1972 when Martin Aitken, then 17, set up his own shop. In the early years, the company concentrated on making 2D products but, around the turn of the century, it decided to expand into 3D. ArtCAM was selected as Aitkens’ primary software to design patterns and provide CNC programs for patternmaking, because it enabled quick and efficient creation of
manufacturable 3D models from 2D images and artwork. “We have been making 3D products ever since and 3D has in fact grown to make up the lion’s share of our business,” Mr. Arseneau said. The company, based in Fredericton, Canada, has now grown to the point where it has three studio stores and a thriving online business. Designing a new standard or custom 3D product typically begins with 2D artwork, such as a photograph or rendering, or a simple sketch of a product idea. Mr. Arseneau imports the 2D artwork into ArtCAM, where his first task is to convert the flat 2D file into an eye-grabbing 3D image. He typically begins by creating a cross-section of the prospective 3D part. “ArtCAM makes it easy to develop cross-sections by giving me the ability to move back and forth between the 2D and the 3D images,” Mr. Arseneau explained. The next step is extruding the cross-section to begin forming the 3D image, frequently using the two-rail extrude feature. Alternatively, if the initial artwork is a photograph, Mr. Arseneau often
The finished model of the tank made by Aitkens Pewter using ArtCAM.
uses ArtCAM’s bitmap-to-vector feature to automatically convert the photograph to a 2D vector image that he then extrudes to create the 3D image. An example of the complex products the company has produced with ArtCAM is a model of a Canadian Leopard tank. Mr. Arseneau obtained a 3D STL format model of the tank and brought it into ArtCAM. He created vector surfaces to match the external geometry of the tank and then separated the model into the individual components needed to
enable moving parts on the finished model and to account for limitations of the CNC machines. For example, the turret of the tank is a separate assembly, consisting of eight pieces, so it can swivel around the base. It was designed using ArtCAM’s project-assembly window, which allows users to design parts individually and then combine them to see how they fit together. Finally, he arranged the eight pieces so they could be produced in a single moulding operation, removed from the mould and glued together.
Email: sales@sew-eurodrive.co.nz • Web: www.nz.sew-eurodrive.com
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NZ Manufacturer April 2012
BUSINESS NEWS APPOINTMENTS
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New appointments at Calcon
ivil construction and siteworks contracting company Calcon Ltd has made several key management changes. Nicholas Tyler takes over as Managing Director from founder Stewart Callaway, who is stepping down but still remains as a
shareholder, director and chairman of the board. Financial controller Jackie Crampton will become an Executive Director of the company while Philip Crossland will take over the role of Operations Manager. Martin Russell becomes Estimating Manager.
Nicholas Tyler
Philip Crossland
Go as far as you can see; when you get there, you’ll be able to see farther. – J.P. Morgan
National engineering diploma available
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ompetenz, the Industry Training Organisation (ITO) for the Engineering Manufacturing sector, is accepting enrolments now for the new Level 6 New Zealand Diploma in Engineering Practice, or NZDEP – a qualification for aspiring mechanical engineering technicians. The NZDEP is achieved in conjunction with the New Zealand Diploma in Engineering (NZDE) an academic qualification that can be completed at an accredited Polytechnic. Together, the two qualifications provide a structured career pathway for aspiring mechanical engineering technicians. This new qualification recognises both practical workbased skills as well as the theoretical expertise engineering technicians need to succeed. The qualification will help qualify people in the skill and knowledge sets that industry needs most right now – to bridge the gap between qualified engineering tradespeople and degree-qualified engineers. Candidates can either
study full time to achieve the NZDE and then enrol in the NZDEP when they start work, or work towards both while on-the-job in an industry cadetship. Graduates of the NZDE/NZDEP are eligible for Certified Engineering Technician (CertETn) registration and Associate Membership of IPENZ, the professional body for engineers. The New Zealand Board of Engineering Diplomas developed a Unified Diploma system and this qualification as part of the National Engineering Education Plan (NEEP) to create more seamless career pathways for both vocational and academic engineering learners. Competenz representative on the Board, Bill Sole, says the knowledge and practical experience covered in both Diplomas will prepare candidates to meet the skill needs of industry. To enrol in the NZDEP for the mechanical engineering sector, or to find out how your business can offer the on-job cadetship option. nextSTEP Visit: www.competenz.org.nz
Young Kiwi scientist wins major award
N Jackie Crampton
Stewart Callaway
ew Zealand scientist Dr. Zoe Hilton has been awarded a prestigious L’Oréal-UNESCO For Women in Science Fellowship. She is one of 15 exceptional women worldwide to receive the award in 2012. Dr. Hilton is from Nelson’s renowned Cawthron Institute. She wins a Fellowship Award worth US$40,000 for her investigation in to the captive breeding of one of our country’s most-loved delicacies - the flat (Bluff) oyster.
PARTICIPATING COMPANIES IN THIS ISSUE … ACS Design………………………………………… acsdesign@maxnet.co.nz AEC Systems……………………………………… www.aecsystems.com.au Ashburton Business Estate……………………… www.ashburtonbusinessestate.co.nz ATEED……………………………………………… Bessie.Nicholls@aucklandnz.com Baskerville………………………………………… www.baskiville.com Boge Compressors……………………………… www.boge.net.au Camplex…………………………………………… www.camplex.co.nz Carlton Taylor……………………………………… www.carltontaylor.co.nz CHEMZ……………………………………………… www.chemz.co.nz EECA………………………………………………… www.eecabusiness.govt.nz EMEX 2012………………………………………… www.emex.co.nz Flight Structures Ltd……………………………… www.flightstructures.co.nz HERA………………………………………………… www.hera.org.nz Hi-Q Components………………………………… www.hiq.co.nz Homersham’s……………………………………… www.permabond.com www.nzmanufacturer.co.nz
Leabourn and Rose……………………………… www.leabourn-rose.co.nz Manufacturers Success Connection…………… www.manufacturerssuccessconnection.com NZECO……………………………………………… www.nzeco.govt.nz NZGBA……………………………………………… www.germantrade.co.nz NZTE………………………………………………… www.nzte.govt.nz Opportunity Hamilton…………………………… www.opportunityhamilton.co.nz Quest Newmarket………………………………… www.questnewmarket.co.nz SEW-Eurodrive…………………………………… www.nz.sew-eurodrive.com SolidTec …………………………………………… www.solidtec.co.nz Spinner …………………………………………… www.spinnernz.co.nz Staples Rodway ………………………………… www.staplesrodway.com Success Through Innovation…………………… www.nzmanufacturer.co.nz Techspan…………………………………………… www.techspanonline.com Tilt Manufacturing……………………………… www.tilt.co.nz Wellforces………………………………………… www.wellforces.co.nz
NZ Manufacturer April 2012
REAR VIEW
It is our choices that show what we truly are, far more than our abilities. – J.K. Rowling
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We are not alone!
here isn’t much comfort to know that it is not only New Zealand manufacturers who suffer from being the victims of poor procurement practices that do nothing to support and enhance the growth of our country. A major procurement project in Scotland, the construction of a new road bridge across the Firth of Forth, has strongly highlighted a lack of support for local procurement. Mr. Michael Leahy, General Secretary of the Community Trade Union said that the Scottish Government had no policy to help level the playing field for Scottish industry to compete globally. The existing Forth Road Bridge, which spans the Firth of Forth in Scotland, was built in 1964 and is
over 2.5 km long. Over 39,000 tonnes of steel was used in its construction and 90% of the steel was produced in Scotland. The controversial procurement involves a replacement crossing projected to cost GBP 800 million, only GBP 20 million of which is being procured from local Scottish companies. Member of the Scottish parliament Mr. John Pentland was reported in the Herald Scotland to have said, “Missing out on these contracts means missing opportunities to boost our economy. The Scottish Government needs to take a long hard look at itself. The Scottish Government needs to learn the lessons of this debacle.” He went on to comment that Scottish firms had been left ‘fighting
Forth Road Bridge, which spans the Firth of Forth.
over the crumbs’. While Scottish steel had been used in many iconic bridges around the world, not 1 tonne will be used in the new bridge. There has been a call for the Scottish Government to carry out a ‘full and transparent review’ of the procurement process which saw steel contracts awarded to China, Poland and Spain. The Dalziek steel plant in Motherwell, is 65km from the Firth of Forth, whereas the steel that has to come from China, has to be transported 19,000km by sea, which must cause eyebrows to rise when it comes to issues of carbon emissions and green credentials. This is an important point for New Zealand to bear in mind, if we are going to maintain our green image. Many other countries are tackling the issue of how to encourage and support their industries by doing things to level the playing field. Procurement policies that include the requirement of a local procurement plan for major projects are being increasingly seen as essential, as are policies requiring government procurers to play their role as lead users with local industry, in order to encourage innovation. The issues being experienced by Scotland, which has a population slightly greater than New Zealand’s and a more robust GDP, mirror what we see here. They result from a disconnect between Government’s role as funders of infrastructure looking for the lowest possible price and the role most New Zealander’s
Export! Export! Export!
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By Nick Inskip
Nick Inskip is Industry Development Manager for the Heavy Engineering Research Association (www.hera.org.nz), which is a member organisation of Metals New Zealand (www.metals.org.nz). Both organisations continually advocate on behalf of industry to promote New Zealand’s industrial capabilities in the engineering sector, as well as develop and explore new sectors and markets for NZ businesses. would expect, of driving and encouraging growth. It’s time to recognise that importing ‘cheap’ products to meet a price point is at the cost of destruction of our industrial capital. If there is ever going to be a hope of growing our economy and export output, we need to nurture and support our own industries, so they can grow, develop unique product offerings and Export! Export! Export! We might not be alone in the position we find ourselves and we don’t have to be alone in the solutions - Many other countries are already doing it; we just need to help level the playing field.
Email: permabond@homershams.co.nz
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NZ Manufacturer April 2012
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