Fall 2017 Vol 56 No 4

Page 1

FALL 2017

THE INTERNATIONAL MAGAZINE OF SPRING G MANUFACTURE

A Publication of the Spring Manufacturers Institute / Vol. 56, No. 4

®

Back by Popular Demand

Hartford is Set to Host the 2017 SMI Metal Engineering eXpo 22 Sales Team Motivation 32 Exhibitor Preview 34 How to Select an ERP System 48

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President’s Message From Mike Betts

SMI Executive Committee President: Mike Betts, Betts Company Vice President: Steve Kempf, Lee Spring Secretary/Treasurer: Bert Goering, Precision Coil Spring Co. Immediate Past President: Hap Porter, SEI MetalTek At Large: Dan Sceli, Peterson Spring Executive Director: Lynne Carr

SMI Board of Directors

Back to Our Roots As I think back to the beginnings of the spring industry in America, I picture walking down the back streets of Bristol, Connecticut in the mid-1800s. I think of the workers, European immigrants mostly, fighting the blustery cold or humid mornings as they hastily make their way to the clock factories in which they worked. I’m amazed to think that, by the 1850s and 60s, over a third of Bristol’s locals were employed by several hundred clock factories that called the town home. Imagine that many clock factories in one town! Another one-third of the residents worked in support industries — like spring manufacturing. It was in this atmosphere that springmaking flourished and established a foothold in America. We are excited to celebrate the rich history of springmaking as we approach the start of the second SMI Metal Engineering eXpo. With our return to Connecticut, we pay homage to SMI’s beginnings, when springmakers acknowledged that the industry — and thus their businesses — flourished when they worked together toward common goals. The same spirit of collaboration forged between NESMA and SMI continues to fuel this year’s eXpo. Held over three days, from Oct. 3 through Oct. 5, this year’s event offers a wealth of educational and networking opportunities. The Technical Symposia, where attendees will receive in-depth information to grow their businesses, was one of the most popular features of the 2015 eXpo. This year, attendees will once again be able to choose from among six different subject areas or tracks: business practices, manufacturing, culture, leadership and motivation, technology, business environment, and materials and testing. And you won’t want to miss our all-star lineup of exhibitors. Remember, it’s not too late to register for the show. Go to www. metalengineeringexpo.com today. Also, be sure to join our special river cruise event Wednesday, Oct. 4. Everyone is looking forward to an evening with their friends in the industry aboard the “Mystique.� This special NESMA event, sponsored by NESMA member springmakers, already has more than 200 spots sold. Only 300 spots are available, so be sure to reserve your space for an unforgettable evening before this event sells out. On behalf of our members I would like to extend a special thanks to the staff and volunteers from NESMA and SMI. In particular, I would like to recognize Michael Brault, president of NESMA and Dee Babkirk, executive director of NESMA and her staff. I also want to thank the members of the SMI Trade Show Committee, especially the co-chairs, Bill Lathrop, president of Colonial Spring, and Daniel Pierre III, president of JN Machinery, along with Lynne Carr, executive director of SMI, and her staff. We are grateful for your hard work and thoughtful planning culminating in a world-class event that strengthens the bonds of springmaking industry and the relationships of our members. I look forward to seeing you soon by the Connecticut River at the beautiful Hartford Convention Center for the industry’s leading trade show!

John Bagnuolo, MW Industries s #HERI "ETTS Betts Company s -ARK $I6ENERE Gemco Manufacturing s Frank Foernbacher, Kern-Liebers USA s 2ITCHY &ROEHLICH Ace Wire Spring & Form s Brett Goldberg, International Spring s !GUSTIN %STALAYO )BANEZ RPK Mexico SA de CV s Don Jacobson III, Newcomb Spring s Charly Klein, Fox Valley Spring s "ILL +RAUSS Vulcan Spring s Bill Lathrop, Colonial Spring Company s $ON ,OWE Peterson Spring s $ANIEL 0IERRE ))) JN Machinery s (ANNES 3TEIM Kern-Liebers USA s #HRIS AND *EFF 7HARIN Bohne Spring s 4ED 7HITE Hardware Products s 3TEVE 7UNDER Duer/Carolina Coil

Springs Magazine Staff Lynne Carr, Advertising Sales, lynne@smihq.org Gary McCoy, Managing Editor, GMCCOY FAIRWAYCOMMUNICATIONS COM $INA 3ANCHEZ !SSISTANT %DITOR DINA SMIHQ ORG 3UE :UBEK !RT $IRECTOR ZUBEKDESIGN GMAIL COM

Springs Magazine Committee #HAIR 4ED 7HITE Hardware Products s 2EB "ANAS Stanley Spring & Stamping s ,YNNE #ARR SMI s 2AQUEL #HOLE Dudek & Bock s 2ITCHY &ROEHLICH Ace Wire Spring & Form s "UD &UNK Fourslide Products s "RETT 'OLDBERG International Spring s 4IM 7EBER Forming Systems s %UROPE ,IAISON 2ICHARD 3CHUITEMA Dutch Spring Association s 4ECHNICAL !DVISORS ,OREN 'ODFREY (ONORARY -EMBER s $AN 3EBASTIAN (ONORARY -EMBER Advertising sales - Japan Ken Myohdai, Sakura International Inc. 22-11 Harimacho 1-Chome, Abeno-ku Osaka 545-0022 Japan 0HONE s &AX E-mail: info@sakurain.co.jp Advertising sales - Europe Jennie Franks, Franks & Co. 3T !NDREWgS 2OAD Cambridge United Kingdom CB41DH Phone/Fax: +44-1223-360472 % MAIL FRANKSCO "4OPENWORLD COM Advertising sales - Taiwan 2OBERT 9U 7ORLDWIDE 3ERVICES #O ,TD & " .O 3EC 7EN (SIN 2D 4AICHUNG 4AIWAN 0HONE s &AX % MAIL STUART WWSTAIWAN COM Springs )33. IS PUBLISHED QUARTERLY BY 3-) "USINESS #ORP A SUBSIDIARY OF THE 3PRING -ANUFACTURERS )NSTITUTE -IDWEST 2OAD 3UITE /AK "ROOK ), 0HONE &AX 7EB SITE WWW SMIHQ ORG !DDRESS ALL CORRESPONDENCE AND EDITORIAL MATERIALS TO this address. The editors and publishers of Springs DISCLAIM ALL WARRANTIES EXPRESS OR IMPLIED WITH RESPECT TO ADVERTISING AND EDITORIAL CONTENT AND WITH RESPECT TO ALL MANUFACTURING ERRORS DEFECTS OR OMISSIONS MADE IN CONNECTION WITH advertising or editorial material submitted for publication. The editors and publishers of Springs disclaim all liability for special or consequential damages resulting from errors, defects or omissions in the manufacturing of this publication, any submission of advertising, editorial or OTHER MATERIAL FOR PUBLICATION IN 3PRINGS SHALL CONSTITUTE AN AGREEMENT WITH and acceptance of such limited liability. The editors and publishers of Springs assume no responsibility for the opinions OR FACTS IN SIGNED ARTICLES EXCEPT TO THE EXTENT OF EXPRESSING THE VIEW BY THE FACT OF PUBLICATION THAT THE SUBJECT TREATED IS ONE WHICH MERITS ATTENTION Cover photo: ŠiStockphoto.com/DenisTangneyJr $O NOT REPRODUCE WITHOUT WRITTEN PERMISSION

2 / SPRINGS / Fall 2017

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Contents

22

48 FEATURES 22 Hartford is Set to Host the 2017 SMI Metal Engineering eXpo By Gary McCoy

28 Plenty of Technical Education Planned

53

32 Sales Team Motivation: Asking the Right Questions and Keeping Leaders Centered

34 Exhibitor Preview 43 You Lost Me at "How Are You?" Leveraging Preparation, Practice and Patience for Better Businessto-Business Calls By Kate Zabriskie

47 Flashback New Ideas Presented at SMI Annual Meeting

48 How to Select an ERP System By Gary McCoy

COLUMNS 15 Be Aware Safety Tips

Electric Arc Flash a New Hazard? "Y ,AURA (ELMRICH 2HODES

21 Dean of Springs Single Point vs. Dual Point Coilers By Dan Sebastian

4 / SPRINGS / Fall 2017

DEPARTMENTS 2 President’s Message Back to Our Roots

7 Global Highlights 10 Regional Spring Association Report 53 Springmaker Spotlight Spring Dynamics, Inc.: Woman-Owned and All About Teamwork By Gary McCoy

63 Book Corner 67 CTE News 69 Inside SMI 70 Committee Connection 71 New Products 75 Advertisers’ Index 76 Snapshot Jorge A. Lozano Diamond Wire Spring

sMI EXPO

booth #300

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“Not the Same Old Grind-er”

G 450

WAFIOS G 450, for Spring End Grinding of Compression Springs. s Spring end grinding machine with one loading plate for grinding both compression spring ends simultaneously in crush-grinding or down-feed operation s Completely revised machine design s Grinding table with highly wear-resistant table plates s Laser sensors for automatic compensation of grinding wheel wear s Automatic dressing system s Market-competitive price point

G 450 Technical Data Wire Ø .039 - .354 in 1.00 - 9.00 Outer spring diameter max 3.93 in max 100.00 Spring Length (for new grinding wheels) appr. 13.7 in appr. 350.00 Loading plate diameter 22.83 in 580.00 Loading plate bore hole Ø 1.96 in 50.00 Loading plate rpm (freely selectable indexing) infinitely variable from 0.2 - 50 Weight (without extraction unit) appr. 3,600 appr. 7,936 lb

mm mm mm mm mm rpm kg

Economical s Versatile s Profitable Engineered for What’s Next WAFIOS Machinery Corporation 27 NE Industrial Road, Branford, CT 06405 WAFIOS Midwest Technical Center 9830 W. 190th Street, Mokena, IL 60448 USA www.wafios.us / 203 481 5555 / sales@wafios.us Canada www.wafios.ca / sales@wafios.ca WAFIOS Machinery Corporation is a subsidiary of WAFIOS AG

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Global Highlights North America With its recent selection by Aerojet Rocketdyne to supply springs for the RL 10 and RS 25 rocket engines, Colonial Spring Company continues to expand its aerospace business. The two engines will be used by NASA to help power the Space Launch System (SLS) rocket to lift astronauts to deep-space destinations aboard the Orion spacecraft. Located in Bristol, Connecticut, Colonial Spring is a division of SEI MetalTek and has been involved in aircraft and aerospace components for almost 20 years, particularly with jet engine components. The company is ISO 9001 and AS 9100 certified. “The aerospace component of our sales has grown nicely over the years, especially over the past three or four years,” said Colonial Spring Company president Bill Lathrop. “It is now our company’s largest market segment, and given the longevity of current jet engine platforms this will be good business for years to come. It’s demanding work, but our staff has worked hard and adapted our company profile from very high-volume consumer items to lower volume, highly technical aerospace parts. I’m very proud of them.” Lathrop added, “And now with Aerojet Rocketdyne, we’re starting to tell people that making some of our parts really is rocket science!” Jackson Spring Mfg. Co., Inc., a leading supplier of precision manufactured spring and wire products, has expanded its manufacturing facility as it completes the acquisition of Sentry Spring & Mfg. Corp. Rob Meyers, vice president and general manager of Jackson Spring, said, “We have had a lot of exciting growth at Jackson Spring recently. We have completed the Sentry Spring acquisition and are now nearing the completion of our expanded manufacturing facility. This was our second acquisition in four years, with Allied Spring being acquired previously.” Meyers continued, “We are still seeking additional companies to acquire as we continue to expand our successful coiling and wireform business. Our goal is to continue to grow our customer base into different industries, so that we can provide any customer, large or small, with the ideal technology needed to supply precision manufactured spring and wire products for any of their needs.”

“The last four years have brought multiple acquisitions, great new technology and additional equipment, causing us to rapidly outgrow our existing home. With these changes, it was critical for us to increase our manufacturing footprint,” Meyers added. “While we are remaining in the same location, we were able to expand our existing space with the purchase of the building next door. We have connected the two buildings to add 12,000 sq. ft. of manufacturing, giving us additional space for future growth. Construction was scheduled to be completed by the end of July. While we have added two setup people in the past 12 months, we are still looking to add more employees in our wire forming area of the business.” “I am also happy to share that Jackson Spring received its TS 16949 certificate this past April. While Jackson Spring is ISO 90002 certified, we felt this was the next step for our company,” Meyers added. “It will allow us to grow in the automotive markets.” For additional information, visit jacksonspring.com. Technical service director Ralph Friedel of ASW.Pengg and an employee for more than 35 years has retired as of July 14, 2017. Jan Deruytter has joined the company in this position. Deruytter is a metallurgist and has worked his entire career in the wire industry. ASW.Pengg’s CEO Greg Bokar noted in a letter to customers, “We were lucky to find and hire an individual with Jan’s experience and talent to take over where Ralph left off. If you have any problems with our wire or would like to discuss a technical issue, please give Jan a call at 216-292-4621 X248; his email is jderuytter@amspringwire.com. Hopefully, you will meet Jan soon as he plans on traveling to as many customers as possible this year.” Continuous improvement practices and initiatives have a direct, positive impact on an organization’s finances, according to senior executives and quality professionals surveyed in March by ASQ and Forbes Insights, the research arm of Forbes media. The results of the survey, featured in “The Rising Economic Power of Quality: How Quality Ensures Growth and Enhances Profitability,” shows that organizations embracing formal quality initiatives are more likely to attain higher levels of productivity than those that aren’t.

SPRINGS / Fall 2017 / 7

Global Highlights

The research draws on responses from 1,000 senior executives and nearly 900 quality professionals from around the world and from a multitude of industries. According to the results, the biggest beneďŹ ts to businesses implementing formal quality initiatives include boosting customer growth and sales, followed by efďŹ ciency gains. Areas most likely impacted by quality initiatives include operations, customer service and production. Forty-seven percent of respondents said quality programs increased their company’s proďŹ tability, and one in ďŹ ve said growth exceeded 5 percent in the most recent year as a result of these initiatives. Only 9 percent said quality initiatives decreased proďŹ tability, while 15 percent of respondents didn’t know how quality impacted their bottom lines in the most recent ďŹ scal year. Download the full report at economicsofquality.org.

International The Association of the German Spring Industry (VDFI) has named Paul-Bernd Vogtland new chairman of the organization. VDFI represents 169 companies, 102 German spring manufacturers, 8 European manufacturers, and 59 associate members active in the ďŹ elds of mechanical engineering, materials, as well as operating and auxiliary

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materials for the spring industry. The production volume of technical springs made of metal amounts to some 500,000 tonnes, wit h total indust r y revenues of approximately 2.2 billion euros in Germany. Vogtland, managing director of the VDF FEDERN group from Hagen, which includes the VDF VOGTLAND Federntechnik, Paul-Bernd Vogtland RENZING Federntechnik and VOGTLAND Autosport companies, has been an active board member at VDFI since 1999 and succeeds Dr. Rudolf Muhr, who has been awarded honorary membership in recognition of his services to the association. The vice chairman of the board is Matthias Nettmann, managing director of J.P. Grueber GmbH & Co. KG spring manufacturers. Vogtland, 52, is the father of two sons, and studied industrial marketing and ďŹ nance at the University of MĂźnster. As a typical senior manager in a medium-sized German company, he is well versed in the requirements of owner-managed family companies situated between the automotive supply industry and the steel industry, and understands the challenges faced by typical small- and medium-sized companies in the spring industry. Vogtland will be supported in his activities by general manager Wolfgang Hermann, together with his recently enlarged team of four. Currently the focus is on the technical interests of the German spring industry, especially technical working groups, apprenticeships and additional training, support in research activities, DIN industrial standard working groups, and the close contact to important universities and research institutes. South of England-based spring manufacturer Southern Springs and Pressings Ltd. (SSP) has achieved a record turnover and proďŹ t for their last ďŹ nancial year of 12 percent. Pretax proďŹ ts also increased by 20 percent. Following a great start to the UK manufacturing sector as a whole, the success of SSP has seen orders increase throughout the last 12 months. In response to this, they have invested heavily in the business with the purchase of new equipment and machinery. The company’s latest purchase was a new a new 55-ton Chin Fong power press machine and ancillary equipment. It will produce various products at up to 120 part per minute and will support the increase in sales. They have also invested in a bespoke information technology (IT) system, enabling them to enhance the production process across the business. The new IT system will ensure SSP can keep track of all customer orders and stock levels with the information updated and displayed throughout the factory,

Global Highlights

Tim Page, managing director of SSP, said, “We’ve had a fantastic 12 months which has been the result of some hard work and team effort. On the back of this, we have invested in the business and look forward to another successful year.”

Tube China – the 8th All China International Tube and Pipe Industry Trade Fair, will return to the Shanghai New International Expo Center (SNIEC) from Sept. 26-29, 2018. Held concurrently again will be the Fastener Shanghai Special Zone. The events will be organized by Messe Düsseldorf Shanghai, a subsidiary of Messe Düsseldorf As one of the Asia’s most influential international trade in Germany together with the Shanghai Electric Cable platform for their sector, wire China – the 8th All China Research Institute (wire China) and the Metallurgical International Wire and Cable Industry Trade Fair, and Council of China Council for the Promotion of International Trade Metallurgical Center for International Exchange and Cooperation (Tube China). The exhibitors at wire China 2018 will present wire manufacturing and finishing machinery, process technology tools, auxiliary process technology materials as well as materials, special wires and cables and measuring and control technology. At Tube China 2018, exhibitors will showcase the latest in tube manufacturing machinery, raw materials, tubes and accessories, process technology tools and auxiliaries, measuring and control technology and well as pipeline and OCTG technology, profiles and machinery. The visitors at wire and Tube China 2018 will come from the following industries: wire, cable, tube, pipe, iron, steel and non-ferrous metals, automotive and aerospace supply as well as electrical, construction and water and energy supply. For further information on visiting or exhibiting at wire China 2018 or Tube China 2018, contact Messe Düsseldorf North America, Jack and Jeff Shoemaker, second and third generations continuing the tradition at Anchor Abrasives. 150 North Michigan Avenue, Suite Certified to ISO 9001 since 1994. 2920, Chicago, IL 60601. Telephone: 312-781-5180; Fax: 312-781-5188; At Anchor Abrasives we specialize in the design and Ema i l: i n fo@ md na.com; Visit manufacture of resin, epoxy and oxychloride bonded nut inserted http://www.mdna.com; Blog http:// discs and cylinders...plus centerless and rollwheels. Today, in our new manufacturing facility, we are ready to blog.mdna.com; Twitter at http:// continue our tradition of innovative quality products and unmatched twitter.com/WireTube_MDNA. Q

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Regional Spring Association Report SESMA Helps Habitat for Humanity On Friday, June 9, the Southeastern Spring Manufacturers Association (SESMA) participated in a service project, held a lunch meeting and a golf outing. The day started at 8 a.m. when several SESMA members gathered to help with a Habitat for Humanity project in Greer, South Carolina. Participants included Kendall Hoagland, Industrial Steel and Wire; Mike Wright and Frank Fazio, Diamond Wire Spring; Logan Gibbs and Luanne Francis, Gibbs; Sergio Gallo, Interwire; Laura Helmrich-Rhodes and her son, Sean, SMI; Tom Armstrong, Duer/Carolina Coil and John Newman, Southern Spring and Stamping. Over the next three hours the group performed various tasks such as caulking, painting, installing doors, building a back deck and cleaning. The project helped benefit Yadira Nariz, a single working mother, and her 3-year old daughter, Allya. According to Mike Wright, who helped organize the event, “Yadira would not be eligible for a traditional home loan. Habitat for Humanity offers an interest free loan to its candidates after a rigorous approval process.” After the Habitat project, the group gathered at Wild Ace Pizza for lunch, sponsored by Gibbs. In addition to those who attended the Habitat for Humanity project, the group was joined by Steve Wunder, Duer/Carolina Coil; Jorge Lozano, Diamond Wire Spring; Cindy Runnette, Springmasters, division of MW Industries; and Steve Popovich, HS Wire. After lunch, Helmrich-Rhodes of SMI provided SESMA members with an update on spring industry specific OSHA findings and fines, followed by discussion preventive measures

10 / SPRINGS / Fall 2017

to follow to avoid these finds. Sergio Gallo of Interwire offered the group insights on recent and upcoming situations that are affecting the price and availability of materials. After the lunch meeting, Cindy Ru n net te, Steve Popov ich, Joh n New ma n a nd M ic hael Wr ig ht attended a golf outing at River Falls Plantation in Greer.

For mor e i n for m at ion ab out upcoming SESMA meetings a nd activities, contact Wright at mhw@ diamondwirespring.com.

2EGIONAL 3PRING !SSOCIATION 2EPORT

NESMA's Support for SMI's Metal Engineering eXpo By Ted White Two years ago, SMI launched its first Metal Engineering eXpo (MEE) in Charlotte. Dan Sceli from Peterson Spring and his committee did a huge amount of work initiating this very successful show. Using it as a template, the 2017 committee has expanded and improved upon some of the lessons learned from the 2015 show. For example, this show is cochaired by Bill Lathrop of Colonial Spring and Daniel Pierre III of JN Machinery. Daniel is an associate member and his presence as co-chair of the committee ensures that our associate members are properly represented in the effort. Bill was the ideal co-chair for this assignment, because he is a springmaker, a member of the SMI board of directors and a former president of NESMA. Tradeshow Logic has also returned as the professional group organizing many of the details. With more than 60 spring and stamping companies in the state of Connecticut, the 2017 MEE is being held in Hartford and is co-hosted by SMI and the New England Spring and Stamping Association (NESMA). From the announcement of the location and the co-sponsorship, NESMA has embraced this as an excellent opportunity to bring local supporters of the spring and stamping industries on to the national stage. NESMA also sees this as an excellent opportunity to bring the stamping niche of the spring industry to the national forefront. Before announcing this year’s show, SMI and NESMA got together to establish a working agreement with responsibilities for both parties. NESMA has since reached out to local service providers and suppliers who would typically not travel to a trade show in a distant location. It has also reached out to other related organizations in Connecticut, such as the New Haven Manufacturers Association, the Small Manufacturers Association, the local PMA and a few other local groups.

NESMA has also turned the tables a bit and sponsored an evening cruise for both exhibitors and attendees. The financial responsibility of such an outing is usually sponsored by some of the suppliers. But NESMA wanted to make this a “thank you” for all the

years of sponsorship by those very important suppliers. NESMA is promoting the show on several different levels. It has obtained t he mailing list of t he Connecticut Tool and Machining Association (CTMA) and has sent

SPRINGS / Fall 2017 / 11

2EGIONAL 3PRING !SSOCIATION 2EPORT

mailings. It has continually promoted the show in its member newsletters. It has used the occasion to create a new logo and website. Once the new website is launched, it will prominently promote the MEE. NESMA continues to promote the show with all the local legislators and school boards. And NESMA has made the MEE a continuing part of the board meetings to make sure the effort is ongoing. The NESMA events committee has been working continually on the effort and NESMA had promotional flyers printed up to help members solicit first time exhibitors. To write this article, I reached out to several NESMA members, and I thank them for their help. One such member is Jackie Zenhye of FENN, and she presented her thoughts in such a way that I thought they belonged here. Here is what she had to say:

“NESMA is excited about SMI being in Hartford. The traveling nature of the SMI show provides the opportunity to call attention to the different key regions of our industry. We all compete, but we are also all here to win together as an industry. The New England area is home to over 100 member and supplier companies, and it’s very exciting to have a major show coming to our region. The show will bring education, networking and infinite opportunities for a wide variety of related businesses to grow. 2017 is an exciting year: It’s not only about the SMI show, it’s also about NESMA’s focus on rebranding itself to stay relevant to its spring and metalstamping industry membership and appeal to the next generation’s workers. There is an excellent opportunity for both associations to work together to help achieve one another’s goals this year.

Many of NESMA’s current actions will not only help fulfill its goals of reinvigorating the association, but will also help reinvigorate industry in the region by co-hosting this dedicated event. NESMA has focused on creating a new website, and is using many of its events and communications tools to help spread the word about this reinvigoration in both areas. The show represents a great platform to engage with the region’s audience, and to educate them on what NESMA is doing to stay relevant. There is a great, functional relationship between NESMA and SMI to fulfill the goal of acting as industry stewards.” To all t raveling to Ha r tford, NESMA is excited to welcome you to our home turf for what should be a great show!

WCSMA Welcomes SMI Staff

Pittsburgh-Ohio Group Hosts SMI The Pittsburgh-Ohio Spring Association met June 14 at Schmidt’s Sausage Haus in the German village of Columbus, Ohio. Thirteen individuals from the following spring companies were in attendance: Bloomingburg Spring and Wire Form, Diamond Wire Spring Co., Marik Spring Co., Mercer Spring, Ohio Wire Form and Spring, Spring Team, Inc. and The Yost Superior Co. Guests included Marc Lumpkin of Anchor Abrasives Co., along with Lynne Carr and Dr. Laura HelmrichHelmrich-Rhodes from SMI. Carr, SMI’s executive director, provided updates on SMI’s committee meetings and membership. She also updated attendees on the SMI Metal Engineering eXpo scheduled for October in Hartford, Connecticut and she also explained SMI’s recent decision to join the Dream It. Do It. program to help support SMI members in their workforce development efforts. Helmrich-Rhodes, SMI’s regulatory compliance consultant, provided the group with information on the latest compliance issues that spring companies should be aware of including the OSHA Top 10. 12 / SPRINGS / Fall 2017

The West Coast Spring Manufacturers Association (WCSMA) held a seminar Aug. 17 in the Los Angeles area featuring SMI executive director Lynne Carr and Dr. Laura Helmrich-Rhodes, SMI’s independent regulations compliance consultant. Helmrich-Rhodes provided an informative presentation on the latest compliance issues that spring companies should be aware of, including the OSHA Top 10. Helmrich-Rhodes, who frequently visits spring plants for safety audits, shared stories from the front lines. Carr brought WCSMA an update on the state of SMI, including information on the activities of its board and committees. She updated attendees on the SMI Metal Engineering eXpo, scheduled for October in Hartford, Connecticut. In addition, Carr encouraged members to host Manufacturing Day events in October and to utilize the resources that SMI is entitled to as the newest group to join the National Association of Manufacturers Dream It. Do It. The program is an effort to help manufacturers in their workforce development efforts.

2EGIONAL 3PRING !SSOCIATION 2EPORT

Annual Scholarship Award Recipients Recognized by CASMI By Michael Bandy, CASMI Co-Executive Director On Thursday, Aug. 3, CASMI hosted its second annual reception to honor the recipients of the organization’s annual scholarship. Nearly 35 scholarship recipients, company representatives, and CASMI board members were on hand for the celebration at Francesca’s Amici in Elmhurst, Illinois. During the event, all recipients were announced and those present were presented with recognition certiďŹ cates. CASMI is proud to have awarded 15 undergraduate scholarships of $1,500 each, and one $2,500 Terry & Jerry Reese Postgraduate Scholarship to dependents of CASMI member company employees in 2017. This brings the total cash awards for CASMI Scholarships to $727,000 since the program’s inception in 1989. The CASMI Scholarship Program is managed by Scholarship America, a not-for-proďŹ t foundation. Scholarship America receives and processes the applications, determines the awards and informs the winners, thus assuring impartiality in awarding the scholarships. CASMI would like to congratulate this year’s scholarship winners for their academic accomplishments. We look forward to great things from all of you! Undergraduate recipients are: UĂŠ ÂœÂ…Â˜ĂŠ Ă€VÂ…iĂ€ UĂŠ iĂŒÂ…>Â˜ĂžĂŠ Ă€Âœ}`œ˜ UĂŠ >VÂ?ĂžÂ˜ĂŠ Ă•ĂŒĂŒ>vĂ•ÂœVÂœ UĂŠ >ĂƒÂœÂ˜ĂŠ Â…>˜} UĂŠ Ăž`ˆ>ĂŠ iĂƒĂƒ UĂŠ >VÂŽi˜âˆiĂŠ ÂœĂœ>Ă€` UĂŠ >ˆÂ?ĂžÂ˜ĂŠ iviLiĂ€ UĂŠ >}`>Â?i˜iĂŠ i˜VâÂœĂœĂƒÂŽÂˆ UĂŠ >Ă€Âˆ>Â˜ĂŠ ÂœĂƒ UĂŠ ,>VÂ…iÂ?ĂŠ >Â˜ÂˆĂƒV>Â?VÂœ UĂŠ Â?>Ă•`ˆ>ĂŠ ÂœĂ€>Ăœ> UĂŠ Ă€i}ĂŠ ޅÀi UĂŠ ÂˆĂ€LÞÊ7iˆÂ?>˜` UĂŠ Ă€>ÂŽiĂŠ7ÂœÂ?>˜ UĂŠ LLiÞÊ<>ĂžÂŽÂœĂƒÂŽÂˆ CASMI’s 2017 Terry & Jerry Reese Postgraduate Scholarship recipient is: UĂŠ “ˆÂ?ÞÊ i˜VâÂœĂœĂƒÂŽÂˆ

CASMI Golf Tournament On June 22, CASMI held its 2017 Annual Golf Outing at Seven Bridges Golf Club in Woodridge, Illinois. It was a gorgeous day as 135 CASMI members and SpringWorld exhibitors took part in the 18-hole, best-ball tournament and dinner. The event included lunch for golfers, and the tournament was followed by a reception, dinner and the presentation of awards. Awards were presented for the ďŹ rst and second place teams in two divisions (four total), as well as closest to the pin, longest putt, and longest drive for both women and men. Additionally, several “wine and beerâ€? gift baskets were rafed off as door prizes. For the second year, CASMI designated charity support to Chicago Veterans, a nonprofit community

of military veterans who share a common passion for helping fellow veterans, whether it’s veteran homelessness, PTSD awareness, trauma, benefits or camaraderie building. A total of $1,100 was donated, an increase of 98 percent over the $555 collected at the 2016 tournament! CASMI’s 2018 Annual Golf Outing will be held Tuesday, June 19, at the Bloomingdale Golf Club.

Upcoming CASMI Events SpringWorld 2018 Kickoff Dinner, Oct. 19, Maggiano’s, Schaumburg, Illinois Monthly Membership Meeting/ Dinner, Nov. 16, Pinstripes, Oak Brook, Illinois Annual Holiday Party, Dec. 14, Carlucci’s, Rosemont, Illinois Q

SPRINGS / Fall 2017 / 13

O C TO B E R 3 – 5 , 2 0 1 7 ‡ HARTFORD

Join us this October

What’s in Store at the SMI Metal Engineering eXpo? s 4ECHNICAL SYMPOSIA FOCUSING ON DESIGN ENGINEERING AND PRODUCTION OF SPRINGS WIREFORMS AND STAMPINGS s 3PEAKERS TARGETING THE NEEDS OF TODAY S EVER CHANGING PATH TO SUCCESS s ! VAST ARRAY OF EXHIBITS DISPLAYING ALL FACETS OF MANUFACTURING INCLUDING RAW MATERIALS INSURANCE MACHINERY %20 SYSTEMS AND MORE TO IMPROVE YOUR BUSINESS s .ETWORKING OPPORTUNITIES TO CONNECT WITH THE DIVERSE RANGE OF PEOPLE WITHIN THE INDUSTRY

BUSINESS ENVIRONMENT BUSINESS PRACTICES

TECHNICAL SYMPOSIA

CULTURE, LEADERSHIP & MOTIVATION MANUFACTURING MATERIALS & TESTING TECHNOLOGY

s .%3-! SPECIAL EVENT .ETWORKING EVENING ON THE ,ADY +ATHARINE #ONNECTICUT 2IVER CRUISE

Exhibitor Space Now Available | Attendee Registration Now Open | metalengineeringexpo.org

14 1 4 / SSP SPRINGS PRIN RIIN NGS GS / FFal Fa Fall a l 2017 al 20017 17

SMI Metal Engineering eXpo is pleased to partner with

OCTOBER 3–5, 2017

NE MA for this event.

CONNECTICUT CONVENTION CENTER, HARTFORD

New England Spring & Metalstamping Association

Be Aware Safety Tips

Electric Arc Flash a New Hazard? By Laura Helmrich-Rhodes, CSP, Ed.D.

B

y the time you read this, I will have visited several spring manufacturing facilities during my summer break from the university. One trend I’ve observed is the need to discuss “arc ashâ€? and general electrical safety. I am familiar with a nearly tragic arc ash incident that I hope to discuss in detail in a future article. This article will look at electrical hazards, some basic electrical compliance information and provide electrical training resources for individuals you identify as “qualiďŹ edâ€? workers.

Hazards According to the Workplace Safety Awareness Council, a nonproďŹ t organization who received federal funding for electrical safety research, “electric current passing through the body, even at levels as low as 3 milliamperes, can cause injuries of an indirect or secondary nature in which involuntary muscular reaction from the electric shock can cause bruises, bone fractures and even death resulting from collisions or falls (i.e., a fall from a ladder after receiving a small shock).â€? The table at right describes the current needed to create adverse effects. Of course, there are other concerns about electrical accidents in addition to injury; destruction of structures due to ďŹ re and equipment damage are just two. According to the U.S. Fire Administration (part of the Federal Emergency Management Administration), 12 percent of non-residential ďŹ res are caused by electrical malfunction. Furthermore, the National Fire Protection Association (NFPA) reported that in 2014 that 25 percent of all non-ďŹ re department responses were related to arcing and shorting equipment. Understanding “Arc Flashâ€? Hazards Of particular concern is the potential for “arc ash.â€? Simply put, an arc ash is a phenomenon where a ashover of electric current leaves its intended path and travels through the air from one conductor to another, or to ground. The results are often violent and when a human is in close proximity to the arc ash, serious injury and even death can occur. Arc ash can be caused by many things including dust, dropping tools, accidental touching, condensation, material failure, corrosion and faulty installation. Three factors determine the severity of an arc ash injury: 1) Proximity of the worker to the hazard, 2) Temperature

Current

Effect

0.5 – 3 mA n M! n M! n M! n M! 200 – 500 mA 1.5 A

Tingling sensations -USCLE CONTRACTIONS PAINFUL #ANgT ,ET 'O PHENOMENA 2ESPIRATORY PARALYSIS POSSIBLY FATAL 6ENTRICULAR lBRILLATION LIKELY FATAL Heart clamps tight Tissue and organs begin to burn

Source: https://www.osha.gov/dte/grant_materials/fy07/sh-16615-07/trainthe-trainer_manual2.pdf

and 3) Time necessary for circuit to break. Because of the violent nature of an arc ash exposure, when an employee is injured, the injury is serious – even resulting in death. It is not uncommon for an injured employee to never regain their past quality of life. Extended medical care is often required, sometimes costing in excess of $1,000,000. Typical results from an arc ash are extensive including, but not limited to: 1) Burns (non-ďŹ re retardant “FRâ€? clothing can burn onto skin); 2) Fire (could spread rapidly through building); 3) Flying objects (often molten metal); 4) Blast pressure (upward of 2,000 lbs./sq. ft.); 5) Sound blast (noise can reach 140 dB – loud as a gun); and 6) Extreme heat (upward of 35,000 degrees F). One might ask, “Is arc ash common?â€? The state of Washington reviewed data from September 2000 through December 2005, and found that 350 Washington workers were hospitalized for serious burn injuries occurring at

,AURA (ELMRICH 2HODES #30 %D $ IS AN independent regulations compliance consultant TO THE 3PRING -ANUFACTURERS )NSTITUTE 3-) ! former member of PA/OSHA Consultation, she is an associate professor in the Safety Sciences Department at Indiana University of Pennsylvania WHERE SHE TEACHES GRADUATE AND UNDERGRADUATE classes on topics such as OSHA standards, safety COMMUNICATIONS WORKERS COMPENSATION AND HUMAN RELATIONS 2HODES IS AVAILABLE FOR SAFETY ADVICE AND INFORMATION #ONTACT 3-) AT 8588 or laurahrhodes@gmail.com.

SPRINGS / Fall 2017 / 15

work. Of these, 30 (9 percent) were due to arc flash/blast explosions. Total workers’ compensation costs associated with these 30 claims exceeded $1.3 million, including reimbursement for almost 1,800 days of lost work time. Considering the energy release and typical results associated with arc flash listed above, it is understandable the magnitude of destruction and extensive costs associated with this type of incident.

One might ask, “Is arc flash common?” The state of Washington reviewed data from September 2000 through December 2005, and found that 350 Washington workers were hospitalized for serious burn injuries occurring at work. Of these, 30 (9 percent) were due to arc flash/blast explosions. Total workers’ compensation costs associated with these 30 claims exceeded $1.3 million, including reimbursement for almost 1,800 days of lost work time.

Compliance OSHA has determined that electrical hazards in the workplace pose a significant risk of injury or death to employees, and that the requirements needed to be revised and updated. In 2007, OSHA updated the electrical standards, found in Subpart S of 29 CFR Part 1910, for the first time in 25 years. As a result, some of the requirements are a surprise when I discuss them with plant managers. These revisions draw heavily from the 2000 edition of the NFPA Electrical Safety Requirements for Employee Workplaces (NFPA 70E), and the 2002 edition of the National Electrical Code (NEC). Perhaps the biggest surprise is the extent of training and personal protective equipment needed to conduct what, at one time, might

16 / SPRINGS / Fall 2017

have been considered simple maintenance tasks, such as working at an electrical breaker panel. To view the current electrical standard, go to OSHA’s Subpart S of the general industry, or go to: https://www.osha.gov/pls/oshaweb/owadisp.show_document?p_table=STANDARDS&p_id=9878 Electrical hazard controls rank in the top 10 most frequently cited OSHA standards for the spring manufacturers. In fact, electrical hazards are represented three times in that top 10; lockout/tagout hazardous energy control, wiring deficiencies and failure to provide proper personal protective equipment (PPE).

Specific OSHA Cases control of hazardous energy procedures (proposed penalty of In 2016, OSHA cited a Missouri machine shop after an $27,500): with these and additional repeat violations, a total employee died due to electrocution. Federal investigators proposed penalty of $120,000 was levied. According to online found the electrocution death of a 43-year-old employee OSHA documents, the final settlement, following contest, could have been prevented if his employer had de-energized was dropped to $60,500. conductors and followed electrical safe work practices. OSHA investigated the incident and cited the company Action Items for 11 serious and one other-than-serious safety violations. If your employees are performing electrical work, Bill McDonald, OSHA’s area director in St. Louis, said determine if you have provided them with adequate trainin a news release, “Employees working with electricity ing, and if you are providing the appropriate personal must be trained on shock, arc flash and electrocution protective equipment to perform each task. It is highly hazards and how to protect themselves. This training recommended to send those workers to a formal course must include locking out the electrical source and use that covers the OSHA requirements, as well as the NFPA of proper protective tools and personal equipment provided by the employer. The employer has a responsibility to take all steps possible to prevent tragic injuries and deaths in the workplace.” OSHA proposed fines of $59,000. OSHA’s investigation found ma-chine shop management failed to: UÊ /À> Êi « ÞiiÃÊ Êi iVÌÀ cal safe work practices. UÊ Ã >ÌiÊi iÀ}ÞÊÌ Ê >V iÃÊ and equipment. UÊ *À Û `iÊ«iÀà > Ê«À ÌiVÌ ÛiÊ equipment, including hand protection. UÊ /À> Ê> `ÊViÀÌ vÞÊi « ÞiiÃÊ Ê (L to R) Jim Landis 43 yrs, Stephen Wagner 42 yrs, Richard Null 53 yrs, David Shelly Jr 43 yrs making wire procedures to prevent sudden machine startup or uninten“ Yo u a r e n e v e r f a r f r o m o u r w i r e ” tional operation, a process known as lockout/tagout. UÊ ÃÌ> Ê>`iµÕ>ÌiÊ >V iÊ American-made has a special guarding to avoid contact meaning for Mount Joy Wire. with moving parts. UÊ *À Û `iÊ ÃÕ >Ìi`ÊÌ Ã° UÊ V ÀÊ >V iÀÞ° Five good reasons to specify Mount Joy Wire: UÊ >À Ê` iÃÊv ÀÊ iV > V> Ê 1. 100% American made. presses. 2. Dedicated workforce.

A metal fastener manufacturer in Ohio was also cited in 2016 for several serious hazards, including some repeat violations. Among the citations was a failure to provide training for work where there was a potential for live voltage (proposed penalty $5,500), failure to provide appropriate protection including non-conductive head protection from electrical exposures (proposed penalty $5,500), and a repeat violation for failure to have lockout/tagout

3. Highly skilled craftspeople.

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SPRINGS / Fall 2017 / 17

70e requirements. Be certain to check on the competency of those providing the training. Develop written procedures for all electrical activities and protect any employees affected by the work being performed by your qualiďŹ ed workers by securing and/or evacuating the area. If you are using contractors for this type of work, develop a contractor safety program that includes formal

agreements regarding the safety of their employees, certiďŹ cates of insurance and protections from the hazards they might create for your own workers. Remember electrical hazards are among the top 10 most frequently cited standards in the spring industry, so it is worth evaluating your compliance status. Q

Resources For Training Workers

OSHA eTool for Electrical work https://www.osha.gov/dsg/ etools/subpartS/subpart_s_etool.html

List of OSHA Authorized Education Centers HTTPS WWW OSHA GOV DTE EDCENTERS CURRENT?LIST HTML Searchable OSHA Authorized Training Class Schedule by state HTTPS WWW OSHA GOV DTE ECD COURSE?OTIEC?SEARCH?PUBLIC HTML NFPA 70 course catalog http://catalog.nfpa.org/NFPA-70-National-Electrical-Code-NEC %SSENTIALS DAY #LASSROOM 4RAINING WITH /PTIONAL #ERTIlCATE OF Educational-Achievement-P467.aspx Arc Flash OSHA training video HTTPS YOUTU BE 8I"(MS9/W

18 / SPRINGS / Fall 2017

OSHA Hazard IdentiďŹ cation Training Tool HTTPS WWW OSHA GOV HAZlNDER INDEX HTML OSHA Controlling Electrical Hazards (PDF format) HTTPS WWW OSHA GOV 0UBLICATIONS HTML OSHA Grant materials handout HTTPS WWW OSHA GOV DTE GRANT?MATERIALS FY SH ARC?mASH?HANDOUT PDF

What new innovations are coming next?

ååƐƣžƐ±ƒƐÆŇŇƒĚƐņċŐŐƐƒŇƐĀĻÚƐŇƣƒũ October 3-5, Hartford, CT Torin Spring Coilers | Connecticut, USA www.fenn-torin.com | 860.259.6600 | sales@fenn-torin.com

Dean of Springs

Single Point vs. Dual Point Coilers By Dan Sebastian

S

ince the introduction of the ďŹ rst automatic spring coiler, there has been an unending debate as to whether a single point (generally used in North America) or a dual point coiler (generally used in Europe) is better for making springs. In a “properly set up machineâ€? the physics and metallurgical energy applied to form the spring, with all the inherent bending and twisting, the residual stress present after coiling are for all practical purposes identical. After proper stress relieving, the spring coiled on either machine will have the same life properties and performance. The operative words are “properly set up machine.â€? The frictional contact (rubbing) on the outer diameter (OD) using a single point machine can be more pronounced and the frictional heating can be very high. This can be controlled with the use of rolling coiling points and the proper set up and adjustment of the “T blockâ€? above the wire (before it contacts the coiling point). Dual point coilers can also cause OD marks, but the pressure markings are typically lessened because each point exerts less force then that required by a single point coiler. By using two separate members in a dual point coiler, it can cause multiple marks, particularly if they are not aligned properly. When you are making round wire compression and extension springs, the highest stress point is just off the inner diameter (ID). This is good news because the marking on the OD can be more forgiving than the ID marking. The ID of round wire compression and extension springs is generally more critical when it comes to the highest operating stresses. In most cases, the tightest stress point is around 30â€? off the center of the ID. Except for cutting the wire, a dual point coiler does not need an arbor (many machines have retractable arbors that are only used at the start of coiling and at cutoff). The ID marking can be critical in certain applications, so it requires attention to detail in making arbors and tooling for single point machines. In most cases, dual point machines use a cutting mechanism that is perpendicular to the wire axis. In comparison, most single point machines use a pivotal mechanism. The perpendicular cut has less material to be sheared, so less force is necessary. The cutter in single point machines can require more maintenance on both the cutter and the arbor. In tight index situations, the

Single Coiling Point Machine

Dual Coiling Point Machine

maintenance, force required and the shock of shearing can cause arbors to break. Some companies who use single point machines have minimized these problems by modifying the single point machine to cut in a perpendicular plane. In spring designs with tight indexes and demanding OD/ID tolerances, you may have to coil with pressure on the arbor. When this is the case, either coiling machine could produce a pressure mark on the ID. In extension springs that require large amounts of initial tension, single point machines have an advantage because of the ability to back pitch the coiling point. The preponderance of evidence is clear: there is no difference between a dual or single point coiler when it comes to the life expectancy of a spring. Engine valve springs, one of the industry’s most demanding application, have been coiled using either method to survive tens of millions of cycles. Each method has both advantages and disadvantages, and the right machine is dependent on the design of the spring and its uses. The endless “sales pitches� when it comes to the life expectancy of a spring are nothing more than a belief, and not the laws of physics or metallurgy. In the end, there is no substitute for the art and skill of the setup person. Q

Dan Sebastian is a former SMI president and currently serves as a technical consultant to the association. He holds a degree in metallurgical engineering from Lehigh University and his industry career spans more than four decades in various technical and management roles. He may be reached BY CONTACTING 3-) AT

SPRINGS / Fall 2017 / 21

Hartford is Set to Host the 2017 SMI Metal Engineering eXpo

By Gary McCoy

22 / SPRINGS / Fall 2017

re you ready for the 2017 SMI Meta l Engineering eXpo (MEE)? The second edition of the show will take place Oct. 3-5, 2017 at the Connecticut Convention Center in downtown Hartford. The show venue is located within Hartford’s central business district, which is home to many historic attractions, along with numerous dining and entertainment venues. R e c o g n i z e d a s t h e pr e m ie r event for the North American engineered spring and precision metal

A

components industries, the 2017 MEE is being produced with the cooperation and support of the New England Spring and Metalstamping Association (NESMA). “The anticipation and excitement for the Hartford show is growing, and we look forward to welcoming the industry to the second edition of our show,” said Mike Betts, president of SMI. “The show floor is almost sold out and we have an outstanding lineup of speakers for our two-day Technical Symposia. As we gather in Ha rtford, we look forwa rd to

©iStockphoto.com/DenisTangneyJr

celebrating all the great things happening in manufacturing at large, and within our industry.” Planning for the Hartford show has been led by the co-chairs of SMI’s trade show committee, Bill Lathrop, president of Colonial Spring in Bristol, Connecticut, and Daniel Pierre III, president of JN Machinery in East Dundee, Illinois. SMI’s trade show committee consists of SMI member springmakers, associate member suppliers and SMI staff. NESMA president Michael Brault said the association is excited about

“We want them to know about the amount of technology that goes into making our products and the wide variety of career opportunities available in manufacturing,” explained Brault. “More importantly we want to correct the impression that manufacturing takes place in dark, dingy places, but instead our products are made at some of the best work environments anywhere.” its partnership with SMI to bring a full-scale trade show to the ‘Spring Capital of the World.’ “On behalf of the NESMA board it has been an absolute honor for us to be

a part of this endeavor,” said Brault. “The spirit of cooperation between our two groups is an outstanding example of industry collaboration.”

SPRINGS / Fall 2017 / 23

©iStockphoto.com/Kirkikis

Brault sees the MEE as a great opportunity to showcase to the entire state of Connecticut, especially to legislators and educators, the unique impact and importance of manufacturing. “We want them to know about the amount of technology that goes into making our products and the wide variety of career opportunities available in manufacturing,” explained Brault. “More importantly we want to cor rect t he impression that manufacturing takes place in dark, dingy places, but instead our products are made at some of the best work environments anywhere.” T h i s i s s u e o f Sp r i n g s i s designed to help you plan your trip to Hartford. You’ll find the most recent list of exhibitors and all the seminar descriptions and times for the Technical Symposia on Oct. 4 and 5. Networking opportunities are abundant at the eXpo, starting with the opening night reception on Oct. 3 hosted by our Visionary Sponsor, Industrial Steel & Wire, followed by the Connecticut river cruise special event sponsored by NESMA on Wednesday, Oct. 4. New to this year’s show is a Product Theater on the show floor (located near the SMI booth), where exhibitors will make 20-minute presentation about their latest product developments. “I look forward to seeing many SMI members across the country in Hartford, along with those based in New England who are part of NESMA,” said Betts. “The show is a demonstration of the cooperative spirit between industry groups to produce a show that everyone in the industry can be proud of.” Be sure to utilize the show website at www.metalengineeringexpo. com for all the latest developments. See you in Hartford! Q

All About Hartford Hartford is the capital of the U.S. state of Connecticut. It was the seat of Hartford County until Connecticut disbanded county government in 1960. As of the 2010 Census, Hartford’s population was 124,775, making it Connecticut’s third-largest city after the coastal cities of Bridgeport and New Haven. Census Bureau estimates since then have indicated Hartford’s fall to fourth place statewide, because of sustained population growth in the coastal city of Stamford. Hartford is nicknamed the “Insurance Capital of the World,” as it hosts many insurance company headquarters and insurance is the region’s major industry. The city was founded in 1635 and is among the oldest cities in the United States. It is home to the nation’s oldest public art museum (Wadsworth Atheneum), the oldest publicly funded park (Bushnell Park), the oldest continuously published newspaper (The Hartford Courant), and the second-oldest secondary school (Hartford Public High School). It also is home to Trinity College, a private liberal arts college, and the Mark Twain House, where the author wrote his most famous works and raised his family, among other historically significant attractions. Twain wrote in 1868, “Of all the beautiful towns it has been my fortune to see this is the chief.” (Source: https://en.wikipedia.org/wiki/Hartford,_Connecticut)

24 / SPRINGS / Fall 2017

The Global Leader in Wire Announcing the opening of a new wire production facility in San Jose Iturbide, Guanajuato, in the heart of the automotive area of Mexico. This expansion continues the SG focus of increasing our global footprint with local production close to our customers to offer greater exibility and shorter lead times.

Initially this 13,000 sq. meter facility will have the capacity to produce 3600 MT, and expand to more than 12,000 MT at full production levels. The prime output will be oil tempered valve quality wire for the high demands of the engine, clutch, and transmission springs industry, but it will also produce high tensile OT wire for other spring applications. Construction will be complete in Q1 2017 and production will start in Q2. With the completion of this plant in Mexico, SG will have six wire producing facilities around the world: Garphyttan Sweden, South Bend USA, Suzhou China, Leeds England (KTS), San Jose Iturbide Mexico, and the Suzuki Metals plant in Narashino, Japan.

Suzuki Garphyttan

#( ! % ' ) $#

) & ) "$($ ! '## SPRINGS / Fall 2017 / 25

SMI Metal Engineering eXpo Schedule

Monday, October 2 2:00 p.m. – 5:00 p.m.

Exhibitor Registration Open

Lobby

Registration Open

Lobby

3:00 p.m. – 3:15 p.m.

Ribbon Cutting Floor Grand Opening

Exhibit Hall

3:00 p.m. – 6:30 p.m.

Exhibit Hall Open

Hall A

5:00 p.m. – 6:30 p.m.

Opening Reception on Exhibit Floor

Exhibit Hall Floor

7:30 a.m. – 5:00 p.m.

Registration Open

Lobby

8:00 a.m. – 8:50 a.m.

Technical Symposia

Tuesday, October 3 9:00 a.m. – 6:30 p.m.

Wednesday, October 4

TRACK 1: BUSINESS PRACTICES

Manufacturing Day Best Practices

Meeting Room 11

TRACK 2: MANUFACTURING

Shot Peening Study

Meeting Room 12/13

TRACK 3: CULTURE, LEADERSHIP AND MOTIVATION

Sales Team Motivation

Meeting Room 14

TRACK 4: TECHNOLOGY

Single Point vs. Dual Point Coilers

Meeting Room 15

TRACK 5: BUSINESS ENVIRONMENT

Economic Update

Meeting Room 16

TRACK 6: MATERIALS AND TESTING

Side Load Measurements 8:50 a.m. – 9:00 a.m.

Break

9:00 a.m. – 9:50 a.m.

Technical Symposia

Meeting Room 17

TRACK 1: BUSINESS PRACTICES

Overview of Rockford Systems Safety Services

Meeting Room 11

TRACK 2: MANUFACTURING

New Technologies in Slide Forming

Meeting Room 12/13

TRACK 3: CULTURE, LEADERSHIP AND MOTIVATION

Wear Performance of Punches Using Ceramic Materials Processing CuNiSi Coil Material

Meeting Room 14

TRACK 4: TECHNOLOGY

Industry 4.0 in Practice: Close Loop Quality Control for Torsion Springs Production

Meeting Room 15

TRACK 5: BUSINESS ENVIRONMENT

Bring Manufacturing Back to America

Meeting Room 16

TRACK 6: MATERIALS & TESTING

Failure Analysis 9:50 a.m. – 10:00 a.m.

26 / SPRINGS / Fall 2017

Meeting Room 17

Break

10:00 a.m. – 5:00 p.m.

Exhibit Hall Open

After 5:00 p.m.

Open Supplier Night

5:30 p.m. – 8:30 p.m.

Special Networking Event Hosted by NESMA

Hall A Off-site

Thursday, October 5 7:30 a.m. – 2:30 p.m.

Registration Open

8:00 a.m. – 8:50 a.m.

Technical Symposia

Lobby

TRACK 1: BUSINESS PRACTICES

Solar Power

Meeting Room 11

TRACK 2: MANUFACTURING

Collaborative Robotics in Spring Manufacturing

Meeting Room 12/13

TRACK 3: CULTURE, LEADERSHIP AND MOTIVATION

Dream It. Do It.

Meeting Room 14

TRACK 4: TECHNOLOGY

Two Bainitic Pre-Tempered Steel Grades for Similar Spring Applications: A New Concept

Meeting Room 15

TRACK 5: BUSINESS ENVIRONMENT

Key Attributes for Working with Suppliers

Meeting Room 16

TRACK 6: MATERIALS AND TESTING

Stress Relief Study 8:50 a.m. – 9:00 a.m.

Break

9:00 a.m. – 9:50 a.m.

Technical Symposia

Meeting Room 17

TRACK 1: BUSINESS PRACTICES

Marketing Quality Management

Thank You to Our Sponsors

Meeting Room 11

4HE 3-) -ETAL %NGINEERING E8PO IS MADE POSSIBLE THROUGH THE GENEROUS SUPPORT OF OUR SPONSORS

6ISIONARY 3PONSOR ISW

TRACK 2: MANUFACTURING

Grinding Wheels — Nomenclature and Selection

Meeting Room 12/13

TRACK 3: CULTURE, LEADERSHIP AND MOTIVATION

Machine Safeguarding

Meeting Room 14

TRACK: 4 TECHNOLOGY

Industry 4.0 in Practice: Digital Twins for Intelligent Optimization of Bending Processes

Meeting Room 15

TRACK 5: BUSINESS ENVIRONMENT

New Technologies in Slide Forming

Meeting Room 16

TRACK 6: MATERIALS AND TESTING

Spring Design 101 9:50 a.m. – 10:00 a.m.

Break

10:00 a.m. – 2:30 p.m.

Exhibit Hall Open

2:30 p.m.

Meeting Concludes

4:00 p.m. – 5:00 p.m.

Trade Show Committee

Meeting Room 17

'OLD 3PONSORS WAFIOS RK Trading Company

Hall A Headquarters Hotel

The Visionary Sponsor for the SMI Metal Engineering eXpo, Industrial Steel & Wire (ISW), will host the opening reception on the exhibit floor from 5 p.m. to 6:30 p.m. The reception provides a great opportunity to network with fellow attendees, to explore the show floor and obtain information from exhibitors. Please join SMI in thanking ISW for their sponsorship to help make this reception possible.

©iStockphoto.com/IPGGutenbergUKLtd

ISW Hosts Opening Night Reception

0LATINUM 3PONSORS Gibbs Interwire Group Suzuki Garphyttan

SPRINGS / Fall 2017 / 27

Plenty of Technical Education Planned

3-) S TRADE SHOW COMMITTEE WITH ABLE ASSISTANCE FROM 3-) S TECHNICAL EDUCATION COMMITTEE HAS PUT TOGETHER HOURS OF TECHNICAL EDUCATION SESSIONS FOR YOU TO ENJOY AT THE 3-) -ETAL %NGINEERING E8PO 4HE 4ECHNICAL 3YMPOSIA FEATURES TWO DAYS OF TECHNICAL EDUCATION SESSIONS SPREAD OUT OVER SIX TRACKS ON 7EDNESDAY /CT AND 4HURSDAY /CT 4HE MINUTE SESSIONS WILL BE HELD FROM A M TO A M AND A M TO A M ON BOTH DAYS 0LAN NOW FOR THE SESSIONS YOU WISH TO ATTEND

Wednesday, October 4, 8:00 a.m. – 8:50 a.m. Track 1: Business Practices Manufacturing Day Best Practices Introductions: Mike Betts, Betts Company Moderator: Jim Parsons, Myers Spring Co., Inc. Panelists: Jay Dunwell, Wolverine Coil Spring Co.; Tony Pesaresi, Winamac Coil Spring, Inc.; Mark Theis, Spiros Industries, Inc.; Felicia Williams, Lee Spring Company

A panel discussion on career technical education (CTE) best practices from SMI member companies, including how spring companies can beneďŹ t from participating in Manufacturing Day (MFG Day) held annually in October.

Track 2: Manufacturing Shot Peening Study Dave Massey, Curtiss-Wright

Traditionally, shot peening low cycle fatigue applications do not produce signiďŹ cant

28 / SPRINGS / Fall 2017

beneďŹ ts. This presentation will look at a fatigue study with multiple iterations of very highly stressed compression springs. Compression springs fail at less than 15,000 cycles in their un-peened condition. Depending on shot peening parameters and initial residual stress condition, dramatic improvements are possible.

Track 3: Culture, Leadership and Motivation Sales Team Motivation Danny Bozart, Valbruna Stainless West Coast

Discover verbal and nonverbal communication methods that win with your team, as well as with your customers. Re-centering, simple but powerful techniques that keep great leaders on an even keel.

Track 4: Technology Single Point vs. Dual Point Coilers

Track 2: Manufacturing New Technologies in Slide Forming

Ryan Cutter, FENN; Dan Sebastian, SMI

Max Linder, Bihler of America, Inc.

An examination of the unending debate as to which type of coiling method is best for making springs. This balanced discussion will cover the difference between single and dual point coiling methods, the strengths and weaknesses of each technique, and key considerations for making your next capital investment.

One of the most successful machine technologies in this century is due to be revitalized. New drive and control systems for slide forming will allow for more productivity and exibility. The presentation will discuss the advantages and limitations of these new concepts to support you with an educated strategy development and decision-making process for the slide forming market.

Track 5: Business Environment Economic Update Bill Strauss, Federal Reserve Bank of Chicago

Need a detailed economic forecast so you can make plans for your business in 2018? This presentation will look at the broader economic outlook for next year and a speciďŹ c forecast for the manufacturing sector.

Track 6: Materials & Testing Side Load Measurements Daniele Lorenzato, MicroStudio

Introduction to non-axial load on compression springs and description of its components, this presentation will include an example of the effect of side load in usual springs’ applications. You will also learn about side load measuring technology and examples of different measuring conditions and other parameters related to side load.

Wednesday, October 4, 9:00 a.m. – 9:50 a.m. Track 1: Business Practices Overview of Rockford Systems Safety Services Moderator: Dr. Laura Helmrich-Rhodes, SMI Speaker: Matt Brenner, Rockford Systems, LLC

Rockford Systems delivers innovative machine safeguarding solutions for organizations working with industrial machinery. According to OSHA statistics, nearly 18,000 workers in metal fabricating plants suffer non-fatal injuries annually in the United States. Even with strict machine and operator safety regulations in place, unguarded hazardous machinery remains a major source of fatalities, amputations and other traumatic injuries in manufacturing plants. Get an overview of how Rockford Systems can help you prevent injuries and fatalities.

Currently, active elements made of hard metal are used to produce stamped parts. A reference test with the hard metal H40S is used as a basis for comparison. The strip material used is copper CuNiSi. The wear values measured with a 3D laser-scanning microscope serve as the basis for the evaluations.

Track 4: Technology Industry 4.0 in Practice: Close Loop Quality Control for Torsion Spring Production Dr. Peter Weigmann, WAFIOS

Track 3: Culture, Leadership and Motivation Wear Performance of Punches Using Ceramic Materials Processing CuNiSi Coil Material Daniel Stadele, The University of Applied Science, Kempten, Germany

To economically produce stamped bending components, active elements in punching tools should achieve the longest possible service life. In this research project, a possible service life extension of the active elements is investigated using ceramics. Four material groups (ZrO2, Si3N4, SiAlON and Si3N4-TiN) are selected from a rich supply and tested.

Setting up parts on a conventional torsion spring machine means manually programming the NC axes in a way that the tools of the machine create the desired angle or coil with the required accuracy and the highest possible output. Setting up each individual NC axis can be a very time-consuming process. With the graphical programming of WAFIOS machines, the operator no longer has to set up every single axis. Instead, the operator can deďŹ ne the geometry of the part to be produced. This session will look in-depth at how close loop quality control can maximize torsion spring production.

Hotel Information 3-) HAS NEGOTIATED DISCOUNTED HOTEL RATES FOR -ETAL %NGINEERING %XPO -%% ATTENDEES "E SURE TO VISIT THE -%% HOTEL RESERVATION WEBSITE HTTPS RESWEB PASSKEY COM GO 3-)-% TO RECEIVE THE NEGOTIATED RATES (OTEL RESERVATIONS ARE TAKEN ON A lRST COME lRST SERVED SPACE AVAILABLE BASIS 3UBMIT YOUR REQUEST AS SOON AS POSSIBLE FOR THE BEST OPPORTUNITY TO RECEIVE YOUR HOTEL CHOICE 4HE -ARRIOTT (ARTFORD $OWNTOWN IS THE HEADQUARTERS FOR THE 3-) -ETAL %NGINEERING E8PO 4HE STORY ROOM HOTEL IS CONNECTED TO THE #ONNECTICUT #ONVENTION #ENTER /THER NEARBY HOTEL CHOICES ARE AVAILABLE AT VARIOUS PRICE RANGES -%% S OFlCIAL EXCLUSIVE HOUSING PROVIDER IS /RCHID %VENTS )F OTHER COMPANIES CLAIMING TO BE AFlLIATED WITH -%% CONTACT YOU PLEASE KNOW THAT THEY ARE MISREPRESENTING THEMSELVES AND ARE NOT AUTHORIZED BY -%% 4HE ONLY OFlCIAL HOUSING PROVIDER FOR -%% IS /RCHID %VENTS 9OU CAN REACH /RCHID %VENTS VIA PHONE FROM A M TO P M -34 -ONDAY THROUGH &RIDAY AT INTERNATIONAL ATTENDEES MAY PHONE

SPRINGS / Fall 2017 / 29

Track 5: Business Environment Bring Manufacturing Back to America

usage. In this session, Williams will share his company’s experience, the reasons behind its decision and some things to watch out for.

Rosemary Coates, Reshoring Institute

Find out how reshoring will have a signiďŹ cant effect on global strategies.

Track 2: Manufacturing Collaborative Robotics in Spring Manufacturing

Track 6: Materials & Testing Stress Relief Study

Harley Green, Gibson Engineering

Jason Sicotte, Associated Spring

How does a crack start? What are you seeing? How does failure vary in compression, extension, and torsion springs? What caused it, or what can the cause be?

Thursday, October 5, 8:00 a.m. – 8:50 a.m. Track 1: Business Practices Solar Power Richard Williams, D.R. Templeman Co.

In 2015, the D.R. Templeman Company installed a Solar Photovoltaic Electric Generating System designed to provide, on an annual basis, 100 percent of the company’s electric power

Demonstration and discussion of Sawyer robot from Think Robotics.

Track 3: Culture, Leadership and Motivation Dream It. Do It. Brent Weil, National Association of Manufacturers (NAM)

A presentation from the NAM on how to get trained employees utilizing the Dream It. Do It. program. SMI is just one of two industry associations that have joined the program.

Track 4: Technology Two Bainitic Pre-Tempered Steel Grades for Similar Spring Applications: A New Concept Dr. Jean-Marcel Jamet, Waelzholz

Bainitic pre-tempered steel strip has long proved its advantages in the spring

manufacturing industry, providing highly sophisticated forming possibilities and a processing carried out without any distortion, yielding parts ready to use. Besides the original concept requiring a high carbon steel grade, Waelzholz developed a new routing based on an alloyed lower carbon grade for similar spring applications. A comparison of these two philosophies will be presented illustrating the respective advantages in processing and ďŹ nal part quality.

Track 5: Business Environment Key Attributes for Working with Suppliers Dave Philbrick, MW Industries

Gain a customer’s perspective as a method to review potential suppliers.

Track 6: Materials & Testing Stress Relief Study Dan Sebastian, SMI

Residual Stress Study conducted by SMI that looks at the effect of stress relieving temperature on tensile strength, residual stress and microhardness.

Photo Courtesy of SMI Archives

Spring History on Display 9OU WON T WANT TO MISS A SPECIAL DISPLAY AT THE 3-) -ETAL %NGINEERING E8PO THAT INCLUDES IMPORTANT ARTIFACTS FROM THE ARCHIVES OF !SSOCIATED 3PRINGS A BUSINESS OF THE "ARNES 'ROUP IN "RISTOL #ONNECTICUT !SSOCIATED 3PRING IS AN ORGANIZATION THAT RESONATES WITH THE HISTORY OF SPRING INDUSTRY &ROM CLOCKMAKING TO HOOPSKIRTS THE "ARNES 'ROUP )NC HAS BEEN AT THE FOREFRONT OF INNOVATION IN #ONNECTICUT &OUNDED IN BY 7ALLACE "ARNES "ARNES 'ROUP MANUFACTURES AEROSPACE AND INDUSTRIAL COMPONENTS 7ITH A FOCUS ON INNOVATION COLLABORATION AND INTEGRITY THE COMPANY

30 / SPRINGS / Fall 2017

PRODUCES SPRINGS FOR AIRFRAMES ELECTRONICS MACHINERY STAMPING PRESSES AND TURBINE ENGINES

"RISTOL &ULLER & "ARNES A DESCENDANT OF 7ALLACE "ARNES WAS THE PRIMARY FOUNDER AND lRST PRESIDENT OF 3-!

3-) AT THAT TIME KNOWN AS THE 3PRING -ANUFACTURERS !SSOCIATION 3-! WAS ESTABLISHED IN IN

%NJOY THIS WALK DOWN MEMORY LANE COURTESY OF !SSOCIATED 3PRING AND THE "ARNES 'ROUP

Thursday, October 5, 9:00 a.m. – 9:50 a.m. Track 1: Business Practices Marketing Quality Management Charles Reese, Accelerated Achievements

the advantages and limitations of these new concepts to support you with an educated strategy development and decision-making process for the slide forming market.

Track 5: Business Environment New Technologies in Slide Forming

SMI Technical Committee Members

Max Linder, Bihler of America, Inc.

One of the most successful machine technologies in this century is due to be revitalized. New drive and control systems for slide forming will allow for more productivity and exibility. The presentation will discuss

Track 6: Materials & Testing Spring Design 101 This presentation is designed to look at spring design fundamentals. The content for this presentation closely follows the outline of the SMI “Handbook of Spring Design,â€? a guide developed by the SMI technical committee for spring engineers and spring users in designing and specifying the most widely applied types of springs. Q ŠiStockphoto.com/SeanPavonePhoto

The scrutiny of process and measures on the factory oor has brought not only quality, but predictability and efďŹ ciency for both manufacturers and their customers. Yet when the same question of predictability and efďŹ ciency are posed to the marketing and business development side of the house, the answers often are less clear. This session explores viable models and measures for marketing processes and why managers treat marketing processes differently than operating processes. The goal is that participants leave with ideas for growing accountability and productivity in the front ofďŹ ce.

WAFIOS’ iQsmartbend and how the quality of the bending angles during production can be monitored by iQbendcontrol. Using these processes can result in cost savings because out of tolerance parts are not wasted during subsequent processes, e.g. coating or deburring.

Track 2: Manufacturing Grinding Wheels — Nomenclature and Selection Jeff Shoemaker, Anchor Abrasives

Gain a fundamental understanding of grinding wheels, including the terminology used and how to make the proper selection for your application.

Track 3: Culture, Leadership and Motivation Machine Safeguarding Roger Harrison, Rockford Systems, LLC

Don't Miss the NESMA River Cruise

Machine guarding ranks among the top 10 of OSHA citations issued, primarily due to confusion regarding the regulation. Don’t let confusion get in the way of compliance. This presentation will examine the ďŹ ve basic principles in ANSI B11.19 (“Safeguardingâ€?): Guards, devices, distance, location, and opening. SpeciďŹ c information will be presented on “Safeguarding for Metalworking Machines.â€?

4HE .EW %NGLAND 3PRING -ETALSTAMPING !SSOCIATION .%3-! IN PARTNERSHIP WITH 3-) INVITES YOU ABOARD THE h-YSTIQUEv FOR AN AUTUMN ADVENTURE AND DINNER CRUISE DOWN THE #ONNECTICUT 2IVER 4HE ,ADY +ATHARINE #RUISE LINE HAS NAVIGATED ITS BOAT h-YSTIQUEv ON THE #ONNECTICUT 2IVER FOR MANY YEARS

Track 4: Technology Industry 4.0 in Practice: Digital Twins for Intelligent Optimization of Bending Processes

3EATS ARE LIMITED TO THE lRST PARTICIPANTS 4ICKETS CAN BE PURCHASED THROUGH THE 3-) -ETAL %NGINEERING E8PO WEBSITE AT WWW -ETAL%NGINEERINGE8PO COM

Dr. Peter Weigmann, WAFIOS

NESMA would like to thank the following member companies who are sponsoring the river cruise.

When bending long wire or tube parts, the workpieces frequently vibrate signiďŹ cantly during the bending process. Often, the quality requirements can only be achieved by slowing down the process and/or manually adjusting the individual process steps. This can be very time consuming, which equates to additional costs. This presentation will look at the efďŹ cient setup process achieved using

4HE THREE HOUR EVENT WILL TAKE PLACE 7EDNESDAY /CT FROM P M TO P M AT A COST OF PER PERSON WHICH INCLUDES A SELECTION OF HORS D OEUVRES AND A DINNER BUFFET 4WO DRINK TICKETS FOR BEER WINE OR SODA ARE INCLUDED /THER ALCOHOLIC BEVERAGES MAY BE PURCHASED AT BARS LOCATED ON THE ENCLOSED DECKS

!TLANTIC 0RECISION 3PRING )NC !CME -ONACO #ENTURY 3PRING #OLONIAL 3PRING #O #33 #ONNECTICUT 3PRING 3TAMPING '%-#/ -ANUFACTURING #O )NC (ARDWARE 0RODUCTS

*ONSPRING #OMPANY )NC ,EE 3PRING -ARION -ANUFACTURING -7 )NDUSTRIES 0ATRIOT -ANUFACTURING ,,# 3OUTHINGTON 4OOL -ANUFACTURING #ORPORATION 5LTIMATE 7IREFORMS )NC

SPRINGS / Fall 2017 / 31

Sales Team Motivation: Asking the Right Questions and Keeping Leaders Centered

t a time when technology developments have made it easy for sales professionals to do their job, Danny Bozart of Valbruna Stainless West Coast argues that many simple, “old-fashioned” methods can help bring the “human touch” that keeps sales professionals motivated. Bozart will present “Sales Team Motivation,” Wednesday, Oct. 4, from 8 a.m. to 8:50 a.m. during the Technical Symposia at the 2017 SMI Metal Engineering eXpo. During the first part of his presentation, Bozart will talk about how to prepare your sales team (both inside and outside) to ask the right questions when they get in front of a prospect, including those you shouldn’t ask that can shut down a conversation.

A

32 / SPRINGS / Fall 2017

He says asking the right questions is all about pre-call planning. “Sales professionals need to do their homework to find out what obstacles a customer might be encountering,” explained Bozart. “You want to come into the call with a tailor-made solution that helps solve their problem.” Recognizing that every customer’s schedule is busy, Bozart says the days of “winging it” are over. “If you are not prepared, customers pick up on that right away that something is amiss,” said Bozart. “In today’s world, everyone’s time is valuable and companies make very little time to meet with a new supplier. If you get that opportunity to sit in front of a decision maker, being prepared and asking the right questions is huge. Otherwise it is a waste of the

©iStockphoto.com/Jacob Wackerhausen

prospect’s time and often you don’t get a second chance.” Bozart will provide examples of how to open a conversation with a leading statement, followed by an open-ended question. He will also outline simple, but effective methods sales professionals can utilize, such as sending a hand-written thank you note after visiting a prospect. The second half of Bozart’s presentation will talk directly to leaders about how to successfully use techniques such as “re-centering.” “Every leader faces times during the day when they get irritable or stressed,” explained Bozart. “I will demonstrate some breathing exercises that anyone can use to get them back on track and centered on the task at hand.” Bozart says as a society we are all driven to “keep up,” which can get us off track, especially when

“In today’s world, everyone’s time is valuable and companies make very little time to meet with a new supplier. If you get that opportunity to sit in front of a decision maker, being prepared and asking the right questions is huge. Otherwise it is a waste of the prospect’s time and often you don’t get a second chance.” it comes to leaders. “With iPhones and incredibly busy schedules, we all need to take time before the day starts and during the day to get recentered. Leaders who stop, breathe and get re-centered can have a huge impact on all the team members they lead.” Finally, Bozart says even though it is hard to do, the best sales people in

your company need to feel “engaged and challenged.” Beyond your sales force, Bozart says the goal of every leader should be to make everyone in your company feel appreciated and a part of something special. Bozart says he hopes those who attend his session will walk away with some practical ideas they can use in their own company. Q

SPRINGS / Fall 2017 / 33

Exhibitor Preview

A.I. Technology Inc. Booth #340 Specializing in: springmaking, grinding machinery and testing instruments. Engineered with integrity.

incredibly proud that our company has developed into one of the premier scrap metal recycling facilities in the country.

Alex Industries, Inc. A&D Trading LLC Booth #235 A&D represents the finest Taiwanese and Japanese made equipment for the spring and wireforming industry. Our Taiwanese lines include: KHM, CSM, Plus Machinery and most recently SHA. A&D has also recently partnered with SHINKO from Japan, whose reputation of technology and quality sets the bar in the spring industry.

Acme Wire Products Co., Inc. Booth #725 Acme Wire Products specializes in custom tooled wire and sheet metal component parts from .080 to .500 diameter. 2D & 3D CNC wireforming, bending, machining, threading, blanking, welding and assembly. Low and mid volume production. In-house design, tooling, production and powder coating capabilities.

Albert Bros., Inc. Booth #714 Albert Bros. Inc. is a fourth-generation family owned industrial and retail scrap metal recycling business in Waterbury, Connecticut for over 122 years. We are

34 / SPRINGS / Fall 2017

Booth #603 Alex Industries (USA) is the exclusive North American representative for Fortuna Federn (Austria). We specialize in hot and cold coiling of wire diameters above 5mm. Our machines are built strong with the highest quality to assure a long life.

Allied Machine Sales Co LLC Booth #113 Allied Machine is the representative for Easydur, NuCoil, CF Precision and Camfart spring manufacturing, testing, grinding equipment. We are dedicated to providing quality, versatile, cost effective machinery and exceptional service. At SMI Metal Engineering eXpo, we will exhibit multiaxis spring formers, spring coilers, vision inspection and side load testing equipment.

Alloy Wire International Booth #631 AWI – manufacture wire and bars and wire rope in Exotic alloys incl. Inconel®, Monel®, Hastelloy, alloy MP35N, Nimonic®, Phynox. Used for engineered parts working in corrosive or high temp applications. Available from.001” to .827”.

Amstek Metal Booth #519 A multi-location service center providing high quality engineered stainless and carbon wire and precision strip products for precision coiling, forming and stamping. We focus on providing precision stampers and springmakers with a variety of products from domestic and overseas sources.

Anchor Abrasives Co. Booth #315 Anchor Abrasives designs and manufactures resin, epoxy and oxychloride bonded nut-inserted discs and cylinders, resin bonded centerless and roll wheels. We are a highly skilled team that devotes maximum effort in the development, manufacture, and application of these very specialized products.

ASWPENGG Booth #529 ASWPENGG manufactures valve spring and commercial quality spring wire in carbon and alloy steel grades. Capabilities include round and shaped wires from .80” to .625”. Manufacturing processes include: chemical pickling, surface removal, die drawing, cold rolling and oil tempering. ASWPENGG is registered to ISO 9001:2008 Standards.

Auto Link (Shenzhen) Technology Co., Ltd. Booth #211 Auto Link CNC provides 3D wire bending machines, camless wire rotary spring forming machines, cam type wire rotary spring forming machines, spring coiling machines. Looking for agents all over the world.

Bekaert Corporation Booth #314 Bekaert (www.bekaert.com) is a world market and technology leader in steel wire transformation and coating technologies. Bekaert offers a wide range of spring wires that can be refined to meet specific product/production requirements. Our technical knowledge and access to a wide range of alloys enable us to develop reliable products.

SMI Metal Engineering eXpo Show Preview

Bihler 4Slide - NC Booth #625 Bihler 4Slide-NC advanced servo technology can increase your productivity by more than 100 percent. Benefits include extremely short set-up times, 15”” TFT touch screen, reduced tool costs and debugging time, full tool compatibility to select mechanical 4fourslide machines, integrated process and production monitoring, and lot sizes processed in half the time.

C.D Waelzholz Booth #626 Waelzholz North America was established in 2001 as part of the family-owned Waelzholz Group headquartered in Hagen, Germany. The Ohio-based production site offers the local market precision cold-rolled steel and flat wire. We collaborate individually with our customers to provide steel materials with tailored performance features and outstanding services.

CASMI – Chicago Assn. of Spring Manufacturers, Inc. Booth #216 The Chicago Association of Spring Manufacturers, Inc. (CASMI) was founded in 1944 as an association dedicated to the development of good business practices and the sharing of information through ongoing communications among spring manufacturers in the greater Chicago area. Since 1959, and every two years, the association hosts SpringWorld® in Chicago.

Central Wire Industries, Ltd. Booth #616 Central Wire is one of the fastest growing quality wire manufacturers, producing a broad array of stainless steel, nickel, copper, brass, bronze and zinc wires for an even broader array of applications. CWI is DFARS compliant and has several strategically located manufacturing and warehousing sites to ensure quick, economical deliveries.

Deacero Summit Booth #509 Manufacturer of low, medium and high carbon steel wire according to the main

specifications in the world for the manufacture of seats and interior accessories, break springs, compression spring and other products for the automotive industry.

Dell Marking Systems, Inc. Booth #618 Serving the spring and wire industry for over 40 years. Dell provides high-quality water and solvent based marking inks, including zero VOC DelZero, What sets Dell apart is a combination of chemical technology, system engineering, and support to assure its customers the most cost-effective, highest quality endproduct possible.

Fenn LLC Booth #411 FENN has been a leader in providing quality metal forming machinery for over 100 years. FENN’s Torin line of spring coilers provide precise, high speed production of a wide variety of springs, all on a single machine. Visit booth #411 to learn more about Torin’s latest technology, features and equipment.

Eagle Metals Booth #730 Eagle Metals manufactures and distributes custom made strip, foil and sheet to order for the most demanding applications. Eagle supplies the spring industry with 301 stainless steel strip produced to high strength tensile and yield levels with a deburred or round edge in pancake or traverse wound reels.

ERA Wire, Inc. Booth #617 Wire straightening and cutting specialist for all wire types, including alloys, round, flat, and shaped. In-house centerless grinding service. A wire warehouse servicing your complete ferrous and non-ferrous wire needs. With used and rebuilt wire straightening and cutting machinery along with parts and tooling, ERA Wire Inc. is your one-stop shop for all your wire needs.

Forming Systems FSI Metal Engineering Booth #503 Forming Systems Inc will provide details and demonstrations for HSI ovens, payoffs, part collectors, HTC spring coilers and spring forming machines, SAS TESTERS automatic spring testers, compression, tension, torsion, fatigue, vision OMD down-feed, crush, wet and chamfer, spring grinders and JAYKASE programmable tabletop bending machines.

Eastern Metal Treating, Inc. Booth #711 Eastern Metal Treating is the largest capacity commercial heat treating service in the northeast to feature continuous mesh belt austempering/hardening. We specialize in processing medium to high carbon steel stamped parts, at any volume. Full metallurgical lab services, pick up and delivery. Fast turnaround, competitive pricing, and unmatched excellent quality.

Forming Systems HTC Metal Engineering Booth #503 Key personnel will answer questions about HSI spring making accessory equipment, HTC spring and wire forming machines, SAS spring testers and vision systems, OMD spring grinders and Jaykase programmable tabletop benders.

SPRINGS / Fall 2017 / 35

SMI Metal Engineering eXpo Show Preview

FROHN North America, Inc. Booth #313 Our products include Almen Strips; high performances cut-wire media, as-cut or conditioned for reproducible shot peening of automotive, aircraft or transmission parts. Specialty shot blast media, stainless steel cut wire (SAE 302/304/430 grades); zinc-Al-alloy, or Al-alloy cut wire; and Spherinox-CR cast stainless steel shot. All media in multiple sizes.

Forming Systems OMD Metal Engineering Booth #503 OMD precision spring grinders have all the features that springmakers require for performance and productivity. Grinders: crush continuous pass grinding, downfeed precision grinding with single, double loading plates, wet grind for heavy wire special ventilation systems, automatic grinding wheel compensation, automatic grinding wheel dressing, automated grinding systems.

Furnace Fixers, Inc. Booth #623 CQI-9 & AMS2750E qualified furnaces. HMI with touch panel inline ovens and stress-relieving furnaces, Catch N Count parts counting and automation systems, incline, low rider, and horizontal conveyors, SimpleCoat Paint Systems (eco safe), custom oven and quench systems, used and rebuilt ovens, replacement parts, parts washers and power dereelers.

Gibbs Metals Forming Systems SAS Metal Engineering Booth #503 SAS automatic spring testing systems include compression testers, tension testers, torsion testers, life cycle, fatigue testers, 100 percent test system for multiple loads, length, OD, sorting, LVA – load vector analysis. SAS vision systems for pitch trace inspection, axi-symmetrical parts for 2 , 3 D wireforms.

Forming Systems Inc. Booth #503 Key personnel will answer questions about HSI spring making accessory equipment, HTC spring and wire forming machines, SAS spring testers and vision systems, OMD spring grinders, and Jaykase programmable tabletop benders.

36 / SPRINGS / Fall 2017

Booth #427 Gibbs is a leading distributor of metals in North America. We have a strong reputation for superior service and quality wire and flat-rolled precision strip products. We pride ourselves on having a company of engaged, diverse individuals of high integrity who are very focused on the customer. Our Metal Matters.

Gibraltar Corp. Booth #421 Gibraltar specializes in sales and support for machinery and tooling for the spring and wireforming industries. We represent Simco for coiling, forming, grinding and ancillary equipment. Pyromaitre, designers and builders of compact energy efficient furnaces. Delta spring coilers and formers. We also offer high quality carbide spring tooling.

Green Packaging, Inc. Booth #712 Green Packaging, Inc. is a leader in the field of anti-corrosion packaging for the spring and wireforming industry. We

help our customers improve quality and reduce costs using environmentallyfriendly VCI (Vapor Corrosion Inhibitor) technology. If you are experiencing any rust issues, contact the rust prevention experts at Green Packaging.

HS Wire Technology Booth #719 HS Wire Technology produces a full range of carbon drawn wire from low carbon bright basic to HDMB, including music and induction OT. As part of the Hickory Springs Manufacturing group, our other capabilities are wireforms, springs, tubing, stamping and laser cutting. ISO 9001:2008 Registered.

infoBoard USA LLC Booth #610 infoBoard is an innovative software solution for the daily planning of resources and the control of business processes in different industries. Our user-friendly and intuitive software allows for a completely flexible control between personnel and machinery with a visual electronic planning board. Contact us for a customized online presentation.

Industrial Steel & Wire Booth #403 Offering innovative spring, wireform and fastener manufacturing solutions. With five locations throughout the United States, we have a wide-ranging inventory selection of competitively priced ferrous and non- ferrous wire. We back our quality products with supply chain solutions and unmatched dedication for your total satisfaction.

Interwire Products Booth #319 Interwire carries the largest selection of high carbon spring wires and low carbon specialty wires. We stock and distribute all grades of stainless steel and nonferrous wire products. We source our application specific wire (round and shaped) from qualified domestic and international producers allowing our customers to achieve peak performance!

SMI Metal Engineering eXpo Show Preview

JN Machinery Corp Booth #311 JN Machinery designs and manufactures electric conveyor ovens of all sizes and belt types. JN also makes other conveyors, custom designs and spare parts. JN performs on-site services including calibration. Our spin-off company, TRC Coatings, specializes in Aqua-TRC coating material as well as TRC and FTS paint systems.

Keyence Corporation of America Booth #106 Keyence has been a been a distinguished worldwide developer and producer of factory automation equipment, ranging from automation sensors, vision systems, laser markers, digital microscopes, and measuring instruments for more than 40 years. Our innovative products meet customer requirements in every manufacturing and research industry.

Keystone Steel & Wire Booth #729 Integrated EAF mill with an 800,000

tpy capacity. Ship via barge, rail or truck. Carbon levels: C-1005 to 1083. Products: industrial wire DD-IQ/PQ (.625 max) and galvanized (.312 max); rod (.750” max); PC strand; annealed; coiled rebar 3,4,5 and mesh.

McLaren Photographic LLC Booth #214 We are a video production company that specializes in springmaking and wireforming companies. We also do industrial photography, time-lapse, interactive content and object movies. We specialize in manufacturing clients who are looking to the internet and other forms of virtual marketing to advertise through websites and YouTube.

Midstate Air Compressor, Inc. Booth #447 Midstate Air Compressor is the leading source in Connecticut for air and gas compressors, vacuum pumps, Nnitrogen generators, and process chillers and cooling systems. We provide complete turnkey packages. Our experienced

team services all types of equipment for most applications. We offer 24/7 emergency service as well as rental units.

Mount Joy Wire Corporation Booth #717 Mount Joy Wire has been a global leader in the specialty wire industry for more than 25 years. MJW is a trusted manufacturer of high quality spring and oil-tempered wire, with size ranges from .006 to .192 in diameter. MJW is proudly made in the USA.

Moyer Companies Booth #318 Since 1979, Moyer Companies has designed and manufactured spring machines. Moyer provides: crush and CNC grinders from 12”” up to tandem 36””, coiler gages, testers, automation systems and setting equipment. Moyer Companies also offer repair and refurbish services for: Besly, Bennett grinders—Lion, Larson coiler gauges— load and torsion testers.

SPRINGS / Fall 2017 / 37

SMI Metal Engineering eXpo Show Preview

National Kwikmetal Service Booth #743 Your source for stainless flat spring and stamping materials to fill your customer requirements in a timely manner. We provide same day quoting, the best lead times in the industry and excellent customer service.

Neturen America Co., Ltd Booth #316 Neturen America Corporation focuses on induction tempered wire (ITW), which is suitable for the cold forming process of springs. NAC is committed to complete customer satisfaction by providing high quality wire and on-time deliveries. We work with our customers to provide exactly what they need.

New England District PMA Booth #723 The Precision Metalforming Association (PMA) is the full-service trade association representing the $137-billion metalforming industry of North America—the industry that creates precision metal products using stamping, fabricating, spinning, slide forming and roll forming technologies, and other value-added processes.

NIMSCO Booth #135 A combined booth with both Bennett Mahler and Simplex Rapid. Bennett will display a Bennett MC3 lathe coiling machine and a Bennett SG1-200 spring grinder. Simplex Rapid will display an MX-30 spring coiler, FX10 spring coiler and an AFC mandrel grinder.

tooling,duplicate tooling, carbide applications, engineering assistance and salvage/rework. We give you our guarantee on all workmanship and quality assurance at all times.

Oriimec Corporation of America Booth #441 Oriimec (MEC) offers our customers a wide variety of spring coiling machinery, torsion machines and wireforming machinery. We specialize in small wire and extension spring machines. Oriimec is also an authorized dealer of Coilmaster payout reels. Please stop by to see our latest products.

Plastonics Inc. Booth #705 Plastonics, Inc. has been specializing in powder and plastic coatings for almost 60 years. Our 30,000 square foot facility is home to a five- stage wash line, two automated electrostatic spray lines, three automated fluid bed dip lines, two stand alone spray booths, and an innovative small parts division.

Precision Metalforming Association Booth #734 The Precision Metalforming Association (PMA) is the trade association representing the $137-billion metalforming industry of North America—the industry that creates precision metal products using stamping, fabricating, spinning, slide forming and roll forming technologies, and other value-added processes. Its members also include suppliers of equipment, materials and services to the industry.

Pyromaitre, Inc. Booth #527 Pyromaitre Inc. manufactures highly precise industrial ovens for stress relieving and tempering applications. Pyro technology allows uniform high-speed heat transfer, reduces cycle time up to 10 folds, saves 70 percent in floor space, etc. Visit us and find out how we can offer you a competitive edge.

Raajratna Stainless Wire (USA) Inc. Booth #741 Raajratna Metal Industries Limited, an ISO 9001-2008 and ISO 14001-2015 accredited company, started production of stainless steel wires in 1990. Our U.S. office is based in Schaumburg, Illinois. We have five warehouses located across the country.

Radcliff Wire, Inc. Booth #703 A world leader in manufacturing quality precision shaped wire. Specializing in stainless, copper, beryllium-copper, brass, phosphor-bronze, nickel-silver, carbon-steel, and nickel alloy wire. We began servicing the spring industry more than 50 years ago. Today Radcliff Wire provides wire for applications in the aerospace, medical, electronics, telecommunications, automotive, computer hardware and consumer products industries.

NIMSCO/CAMFART Booth #143 Camfart will debut their grinding wheels to the North American market. Showcasing the latest technology in grinding wheel abrasives and manufacturing.

North American Spring Tool Booth #449 We provide a complete line of carbide and steel tooling for the spring industry. Products and services include: special

38 / SPRINGS / Fall 2017

Precision Steel Warehouse Booth #213 Precision Steel Warehouse Inc., located in Franklin Park, Illinois, specializes in slitting flat rolled steel from .002 to .187 thick. Products include stainless steel in many grades and tempers, CR low carbon sheet and strip, high-carbon tempered and annealed, tin plate and electro galvanized. Processing slitting, edging, oscillated coils, cut-to-length.

RK Trading Company Booth #300 RK Trading is a distributor of Herdon CNC wireformers, multi axis coilers and grinders to the spring industry for more than 20 years. RK offers local training and service support for all Herdon machines they sell and stock a full range of tooling and parts.

SMI Metal Engineering eXpo Show Preview

Rolled Metal Products, Inc. Booth #709 Rolled Metal Products is one of the steel industry’s most respected service centers, with facilities across North America. We stock stainless steel, nickel alloys, aluminum and other specialty metals in coil form. Our capabilities include slitting, tempering, gauge reduction, cut-to-length and edging.

Shinko Machine Tool Co., Ltd Booth #335 Shinko Machine Tool will exhibit coiling machine FC-20 and torsion machines NF-23 and LF-20. NF series are our standard torsion spring machine, making it possible to manufacture many kinds of springs. FC and LF machines were launched this year in the U.S. market. Come see our new technology.

Spectral Systems Booth #637 Spectral Systems is a manufacturer of high quality, innovative wire payoff machines. Our exhibit will feature three of our

most popular models: P3200, a versatile payoff for bundles, carriers and reels; P2100, a compact machine for wire/strip on reels; and P150, a small payoff for light wire on bundles and spools.

Starkweather & Shepley Booth #707 Starkweather & Shepley was founded in 1879. Today, Starkweather has 11 locations across Connecticut, Rhode Island, Massachusetts and Florida. Mike Prentiss, manufacturing specialist at Starkweather & Shepley, is the sponsor insurance broker for NESMA and a member of the Smaller Manufacturers Association of CT and the Rhode Island Manufacturers Association.

Sumiden Wire Products Booth #242 Sumiden Wire Products produces high quality stainless steel wire. Nickel coated, soap coated and medical grade options are produced at our Dickson, Tennessee mill. Our engineering staff is available to design custom specifications for special applications.

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Rolling to Meet Your Schedule

Suzuki Garphyttan Booth #511 Suzuki Garphyttan develops and manufactures advanced spring wire from various alloys for applications where quality and performance requirements are extremely strict. Main applications are valve springs, transmission springs, piston rings, wave springs, die springs, spiral springs, retaining rings andsprings for injection systems. Sites are located in Sweden, England, USA, China and Mexico.

Taubensee Steel and Wire Company Booth #215 Taubensee Steel & Wire is a leader in the steel wire and cold drawn bar industry, built on family values and exceeding customer expectations. Our quality, service, and reliability make us your go-to manufacturer for all low and high carbon wire, straightened and cut wire, and cold drawn bar needs.

Strip & Foil

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SPRINGS / Fall 2017 / 39

SMI Metal Engineering eXpo Show Preview

Ulbrich Stainless Steels & Special Metals, Inc. Booth #716 Ulbrich Stainless Steels & Special Metals, Inc. is a fourth-generation, family owned and operated, manufacturer of precision metal products. Ulbrich processes more than 160 unique alloys into custom strip, shaped wire, fine wire, sheet, plate, bar, foil and PV ribbon products used for automotive, aerospace, energy, medical, chemical and electrical applications.

Unimetal Surface Finishing Booth #722 Unimetal Surface Finishing LLC is the largest, most diverse metal finishing company in the northeast. Specializing in cleaning, deburring, passivation and electroplating, including zinc, nickel, copper, tin, electroless nickel, mechancial zinc, zinc nickel, tri-metal, silver and gold. With 70 years of metal finishing experience, Unimetal is the premier turnkey metal finisher.

United Wire Co., Inc. Booth #613 United Wire Co., Inc. manufactures flat, square, and shaped wire in stainless steels, nickel alloys, copper alloys, carbon steels and aluminum. We are a third generation family business that can supply 25 lb. prototype runs to 40,000 lb. production runs. ISO Certified.

Vinston US Corp. Booth #127 VINSTON’s mission is to provide total customer satisfaction by providing a quality product, great pricing and superior customer service. We are constantly striving to improve our products through valued customer feedback and a constant drive to innovate. Our main service center is located just north of Chicago’s O’Hare International Airport.

WAFIOS Machinery Corp. Booth #227 This year at the SMI Metal Engineering eXpo, WAFIOS will exhibit the latest innovations in CNC compression spring

SYNTECH SUPERABRASIVES A J O W I T T & R O D G E R S C O M PA N Y

SYNTECH Abrasives, a subsidiary of Jowitt and Rodgers Co., has been providing advanced superabrasive grinding products to the spring industry since 1986. Our focus has been and continues to be finding “creative solutions” for finishing ferrous as well as non-ferrous materials. We take pride in serving our customers in innovative ways to assist them in meeting their goals and objectives. We offer both resin and metal bonded diamond and CBN products. For more information contact Syntech Abrasives at 704-525-8030 or email to

sales@syntechabrasives.net 40 / SPRINGS / Fall 2017

coiling machines, CNC universal spring and wireforming machines, and CNC wire bending machines. Additionally, Dr. Weigmann will be presenting new technologies related to productivity enhancement and increased quality control.

Wire Forming Technology, Intl. Booth #727 Quarterly technical magazine for manufacturers and users of springs, wire formed parts, wire mesh and rebar products, available in print and digital flip-book editions. Subscriptions are free for industry professionals, and readers are located in more than 70 countries.

Zapp Precision Strip, Inc. Booth #614 Zapp Precision Strip, Inc. is a global leader in stainless steel and nickel based strip. Zapp provides engineered solutions to meet your specific material requirements by sourcing material from its state-of-the-art rolling mills in the U.S. and Germany. Zapp is a reliable process partner with over 300 years of experience. Q

sMI EXPO booth #300

no need to worry about downtime

At RK Trading, we don’t just sell machinery—we

service it, support it, offer set up advice and carry an extensive tooling and parts inventory. We’re not across the ocean, we’re around the corner, which means less downtime. With two decades of experience and integrity, we have established a reputation—with over 85% of our sales to return customers. Let RK Trading help carry your load, for peace of mind and maximum profitability.

42 / SPRINGS / Fall 2017

You Lost Me at “How Are You?” Leveraging Preparation, Practice and Patience for Better Business-to-Business Calls By Kate Zabriskie

“H

i, i, this is Ahmad calling from Acme Industries. How are you today?” “Well, Ahmad, I was a lot happier before you called and interrupted me. I’m behind with my project, and I’m too busy to leave my desk. Don’t call me again.” The truth hurts, but it’s honest. Ahmad blew it. He had an opportunity to win the ear of the person on the other end of the line, but he squandered it by asking a silly question. Clueless Ahmad probably won’t get another chance to engage that target. Anyone in the business-to-business sales industry will tell you, stepping off on the right foot can mean the difference between clicking and a terminal “click.” Is there hope for Ahmad and the legions of desperate dialers just like him? Of course there is. By paying careful attention to three basic things—preparation, practice and patience—almost anyone can improve their business-tobusiness calls.

Preparation Are you cold-calling people and hoping for the best, or do you invest an adequate amount of time and effort in homework? First, do you know what you offer, and can you use under 20 words of conversational English to explain that product or service? If not, don’t make the call. Second, have you researched the people you plan to call? This doesn’t mean full-throttle cyber stalking, but at a minimum you need to look for them in the usual places: LinkedIn, Facebook, Twitter and Google. Search for people by name and

©iStockphoto.com/DragonImages

SPRINGS / Fall 2017 / 43

company, by name only and by email address. Together, those three inquiries will yield more complete results than any single query. Searching that way can also reveal personal information you otherwise might have missed that could be useful later. For example, maybe the email address search leads to a PDF of a little-league baseball team roster. Now you know something about your prospect you might be able to weave into a conversation at some point in the future. A quick word of caution: if you discover information beyond what you see on LinkedIn, whatever you do, don’t admit to the depth of your research unless you want to sound creepy. “I saw on Facebook you and your family had a great time at the Outer Banks last summer.” This comes off as extremely invasive. In addition to research about the people you are calling, you should also know something about the company for which they work. At least look at the organization’s website, its LinkedIn profile, and its stock price if the company is public. You should also run a quick search for news mentions. If you fail to tend to those basics, don’t be surprised if you get caught and have your lack of knowledge held against you. Given the ubiquity of information in the age of the internet, there is no excuse for not knowing the fundamentals about the organizations you call and the people who work there. Period.

44 / SPRINGS / Fall 2017

The third step in the preparation process is choosing a reason to call. The more specific it is, the more likely you are to get a thoughtful response. Imagine for a minute that you sell office supplies, something every business uses. Your ideal customer is a business with 500-1,000 employees. In a perfect world, your customer does not use a purchasing department to procure these products. You prefer to work with office managers. You’ve searched for businesses that meet those criteria, and you’ve done the basic research on the organizations and the relevant staff. Now you’re considering a few openings. “Good morning. This is Jane Jones with Office Pro Supplies. I’m calling because I’m verifying a mailing list for a promotion we’re running next month. Could you tell me if you’re the most appropriate person to receive information about our copier paper special and if you prefer email notification or hard copy?” “Good morning. This is Jane Jones with Office Pro Supplies. I’m calling because we sell office supplies to businesses. A lot of them have 1000 or fewer employees. I came across your information on LinkedIn while I was working on something else, and you looked like you might be a good fit for what we do. I wanted to call to see if we could serve as a resource to you. Could you tell me how you are currently purchasing your workplace supplies?” Either of those is sure better than, “Good morning. This is Jane Jones with Office Pro Supplies. How are you today?”

Just as a skilled skater makes jumping, twirling, and other acrobatics look as effortless as breathing, smooth phone selling requires athlete-level discipline. What you say should roll off your tongue and sound natural. A perfect conversation starter will often sound stilted if it’s not practiced. Be prepared to work hard to sound unrehearsed.

Practice ŠiStockphoto.com/g-stockstudio

Just as a skilled skater makes jumping, twirling, and other acrobatics look as effortless as breathing, smooth phone selling requires athlete-level discipline. What you say should roll off your tongue and sound natural. A perfect conversation starter will often sound stilted if it’s not practiced. Be prepared to work hard to sound unrehearsed. Where do you ďŹ nd the time? How about the shower, during your commute (assuming you don’t take public transportation), or as part of scheduled role play? Role playing can be painful and unpleasant, but as the saying goes, no pain, no gain. As uncomfortable as they may be, these exercises are one of the fastest ways to learn.

Patience Your source for the best in close tolerance strip and edged products.

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You follow the preparation and practice instructions to the letter, and your ďŹ rst two calls are a bust. What happened? Maybe you’ve just been unlucky. Not everyone is going to want to talk to you, and that’s their loss. If you have a good reason to call and you offer a product or service that might solve a prospect’s business problem, hold your head up and press on. Keep dialing, improving, and learning from what works and what doesn’t, and do it with a smile and a good attitude. Lack of patience will get you no place you want to be. Regularly practice and critique your performance and you will get better. If improvement is not happening fast enough for you, enlist someone you trust to listen in on your calls. His or her comments may sting. Too bad. In the long run, you’ll be glad you got the help. There’s no secret sauce in the recipe for better business-to-business calls, just elbow grease. With better preparation, practice, and patience, everyone can improve their results one call at a time. Q

8

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Flashback ©iStockphoto.com/RomoloTavani

New Ideas Presented at SMI Annual Meeting

ew ideas and concepts in spring (Editor’s note: In this issue of Flashback we look back to the manufacturing and management April 1967 issue of Springs that provides a report on SMI’s were presented at the annual 1966 summer meeting. Yes, there was a summer meeting meeting of the Spring Manufacturers Institute (SMI) held at the New York back then! Times were different and SMI held as many as Hilton, Nov. 27-29, 1966. three meetings throughout the year. While SMI now only “Glass for Springs” was the intriguing holds one annual meeting each spring, the concept of “new title of a discussion by James C. Shuart of Minnesota, Mining and Manufacturing ideas” continues to be an important reason why springCompany. Actually, the complete title makers leave their office for the event.) was “The Role of Reinforced Plastics in Leaf Springs.” Shuart reported that the use of non-woven, Wire Specialty Company of Chicago, L. Vaughan Barnes, highly oriented glass fiber laminates as leaf springs has president of the Yost Superior Company, Springfield, Ohio, been growing steadily. The speaker’s discussion dealt with and A. H. Peterson, Jr., president of Precision Spring Corthe fatigue resistance and general characteristics of this poration, Detroit, Michigan. unique spring material, guidelines for designing with glass The case for the large operation was presented by Dyba fibers and some of the more sophisticated applications. with Barnes discussing the “controlled growth” shop. Maurice Norman, president of the Norling Company, Peterson discussed the advantages and disadvantages of discussed the “Warm Forming of Springs.” He reviewed the multiple-plant organization. A vigorous discussion the progress being made on a new process designed to was generated by these three different approaches. eliminate the need to post stress-relieve springs and wireThrough the courtesy of Ralph Tucker, Rockwell Stanforms made on fourslide machines. He cited the savings dard, members viewed “The Story of Springs,” an excellent which could be realized in handling time and cost. film produced by Japan’s NHK Company, one of the world’s S. J. Garvin and T. S. Strini of the Syntron Company largest spring manufacturers. The film not only showed discussed the problem of troublesome tangles of ferrous springs in the process of manufacture but many applicacoil springs. Members, via film, saw Syntron’s new Mag- tions of the springs, including those used on Japan’s new superspeed 200 miles per hour train. netic Spring Separator in action. The session concluded Tuesday noon with a talk by A thought provoking lecture on a new concept in company operation, “Participative Management” was given by William Hazlett Upson, creator of super-salesman AlexJohn F. Gibbons, professor of management, Pace College ander Botts of Earthworm Tractor* fame. Q Graduate School, New York City. “Shall I keep growing or am I just about the right size * To learn more about the story of the Earthworm now?” was the subject for a panel discussion by SMI mem- Tractor, visit http://www.farmcollector.com/Farm-life/ bers Stanley P. Dyba, president of the American Spring & The-Natural-Born-Salesman

N

SPRINGS / Fall 2017 / 47

How to Select an ERP System By Gary McCoy

E

nterprise resource planning (ERP) is a flexible data management solution used to streamline business operations and automate data-based functions. Selecting the right system can be one of the most important decisions a springmaker faces because of the numerous efficiencies it can bring to its operations. R. Hale Foote, president of Scandic Springs, Inc. in San Leandro, California, says his company converted from a legacy menu-driven ERP system to one provided by Epicor about 10 years ago. “We had 20 years of data in the old system, so we proceeded carefully,” advised Foote. Foote said one of the takeaways from completing this task over a decade ago was that very little of Scandic’s existing data could be exported over to the new system. “We declined expensive proposals to move the data (there were no guarantees on the integrity anyway), and instead took the opportunity to start fresh,” explained Foote. “It was a lot of work, but worth it.” Foote said Scandic ran both systems in parallel for three months, then started converting over one module at a time. “We did import our existing customer names and addresses, by exporting our UPS and FedEx address books into one Excel document, cleaning that up, and then having Epicor create a new customer database from that,” said Foote. “Again, we made sure data going into Epicor was clean, and that was a very simple batch file compared to estimating or engineering files. We’re pretty happy with Epicor, and would recommend it.”

ERP System Usage in the Spring Industry SMI conducted a survey of members earlier this year on ERP systems. The survey showed that 86 percent were using an ERP system. When asked about what type of system they were using, survey respondents named many different companies (some suppliers were listed multiple times). The list

48 / SPRINGS / Fall 2017

included: Shoptech, Syteline, Epicor, Jobboss by Exact, E-2, Global Shop Solutions, CMS, Infor Visual Manufacturing, Plex Systems, Shopmate, Syspro, Microsoft NAV, M1, Infoflo, Made to Manage, Quantel, OHM, Microsoft Dynamics AX, MIE Trak Pro and Exact Macola. In addition to on-site ERP systems, most software providers allow users to select a cloud-based ERP solution to lower costs and eliminate the need for servers at your location.

©iStockphoto.com/yoh4nn

What is cloud-based computing? The term refers to applications, data storage and computer services available to users via the internet. Rather than installing the ERP software on servers in your own office, the software resides on servers outside your company dedicated to cloud-based computing. An article in the Fall 2009 issue of Springs titled “Is the Answer in the Clouds,” talked about the advent of

cloud computing. “The cloud model, analysts say, has the potential to cut the costs, complexity and headaches of technology for companies. But many of the same came companies have been reluctant to get on board because of traditional corporate-computing concerns like the security of data, reliability of the service and regulatory compliance.”

SPRINGS / Fall 2017 / 49

Since that article was published cloud computing has become commonplace, and the technology industry has come a long way toward addressing concerns about data security, service reliability and regulatory compliance.

ERP Considerations A white paper by Adam Grabowski, director of marketing for Global Shop Solutions, outlines “The 3 Rules Every ERP Software Customer Should Know.” “The job of any ERP software provider is to help every customer simplify their manufacturing,” explained Grabowski. Rule No. 1 is: “Know what you have and use it.” He says the most successful ERP software customers pay attention to use all the modules available to them. Rule No. 2 is: “How you start matters.” Grabowski says every manufacturer’s success or failure with ERP systems can typically be traced back to two things: 1) Did they pick the right software for their needs? and/or 2) Did the entire company buy in during implementation? He says the goal of implementing an ERP system is to accomplish five goals: 1) accurate inventory 2) accurate costing 3) accurate financial statements with operations data in real time and 5) simplified manufacturing. Rule No. 3 is: “It takes a village.” He says, “Manufacturers that run ERP successfully will tell you one thing — it

Manufacturers that run ERP successfully will tell you one thing — it takes a village. Everyone has to do their part. Each part of your business has to be committed and trained.” He says it takes a culture shift at every level of the business from management down to the shop floor for an ERP system to be successful.

takes a village. Everyone has to do their part. Each part of your business has to be committed and trained.” He says it takes a culture shift at every level of the business from management down to the shop floor for an ERP system to be successful. “If one person decides it is too difficult, frustrating, or not important to be accurate, it can sink,” Grabowski writes.

Untangle Your Spring Problems

Just drop your tangled material into the input tube and almost simultaneously your material will dispense from the output untangled and ƌĞĂĚLJ ĨŽƌ ƉƌŽĚƵĐƟŽŶ͘ ^ƚĂƌƚ ƐĂǀŝŶŐ ƟŵĞ͕ ŵŽŶĞLJ ĂŶĚ ŚŽƵƌƐ ŽĨ ĨƌƵƐƚƌĂƟŽŶ͘ /ƚ ĐĂŶ͛ƚ ďĞ ĂŶLJ ƐŝŵƉůĞƌ͊

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To download the entire paper, visit http://www.globalshopsolutions.com/ manufacturing-whitepapers.

ERP Requirements Checklist and Template

Quick Implementation Can Happen One of the challenges of impleSelecting an ERP system can be a daunting task. Selecmenting an ERP system is getting thub.com has a handy checklist of ERP requirements to consensus from company managehelp you select the right system. ment. Jessica Marco, president of The checklist looks at the following area of the business: Spring Dynamics, said her company Accounting and Financials installed an ERP system in 2010. Human Capital Management At the time, Spring Dynamics had Manufacturing and Distribution two facilities that included its main Materials Management headquarters in Almont, Michigan Sales and Inventory Management and a satellite facility in Harlingen, Supply Chain Management Texas (that facility no longer exists). Customer Service Management Systems at both facilities were up and Integration Capabilities running in four months, when the Support average time is one year. Download the checklist here: “We won an award for being so https://selecthub.com/enterprise-resource-planning/ fast,” said Marco. “There were five of erp-requirements-checklist-cheat-sheet/ us at Spring Dynamics involved in the implementation and we made quick decisions to keep the project moving.” The company chose Plex Cloud ERP. Marco says Plex told her that they had never worked with a company like Spring Dynamics— purchased another software solution that ended up being whose management team sat down with Plex and talked a costly flop. After taking a second look at what was out in the about things rationally and made decisions so quickly. Marco says one of the biggest challenges they hoped to market, they reviewed new solutions more carefully which solve with a new ERP system was inventory control. She eventually led them to the Plex solution. Marco said with Plex the only cost is a software subsaid discrepancies between recorded and actual inventory decreased from an average of 5 percent to virtually scription that can be stopped at any time. Choosing a cloud solution became a cost saving move zero. “We have never lost a product since we launched the for Spring Dynamics, because it avoided the need for system,” explained Marco. Marco says every coil of wire in their facility has a servers and hardware and results in lower energy costs. “We didn’t want to have to revamp our server room serial number on it. She says because of the system’s accuracy, the company has eliminated the need to perform a every five years, because servers become obsolete so quickly,” she explained. physical inventory review. Though initially concerned about the security of their Other benefits include more comprehensive tracking of products as they are manufactured, which has improved data, Marco said that has not been a problem. All company Spring Dynamics’ inventory management, traceability and data is securely housed and maintained off-site by Plex. Overall, Marco is happy with the system they chose, resource forecasting. Productivity also increased because employees at which has been able to meet their need for an “all-in-one, Spring Dynamics now enter data just once in the integrated shop-floor-to-top-floor solution.” Keith Porter, Jr. of Newcomb Spring of Carolina likens system, eliminating the need for duplication. Marco attributes implementing the ERP system as a selecting an ERP system to a marriage. “Know your must haves/absolutes and only consider major factor in the company passing seven consecutive years of achieving 100 percent on-time delivery to its those systems that meet these requirements, regardless of customers. “The system doesn’t let you ship the wrong how nice or pretty or desirable they appear. Never waiver from your absolutes,” he declared. “Weigh the value of product to the wrong customer,” she added. Marco is a strong advocate for compiling a list of what the other benefits like cost, reliability, user interface, data your company wants in an ERP system. She said they metrics, service, etc. Choose the one that checks the most put together such a list about 10 years ago. They initially boxes and brings the most value.” Q

SPRINGS / Fall 2017 / 51

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Springmaker Spotlight

Spring Dynamics, Inc.: Woman-Owned and All About Teamwork By Gary McCoy, Managing Editor

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ocated north of Detroit in Almont, Michigan, Spring Dynamics, Inc. recently became one of only a few spring companies to hold the designation of being “woman-owned,” having achieved that distinction in 2016. Jessica Marco serves as president of Spring Dynamics, a company her father Tom Boles started in a garage back in 1985. Although Marco holds the title of president, she says the management of the company is all about collaboration and teamwork. Marco is proud to be a part of the company’s home-grown management team, after having started at the company part-time in 2001 and gaining valuable experience in the front office. Marco mentioned the company’s home-grown management team when asked about the lessons she’s learned from being at the company for 17 years, and the past four as president. “I have learned there’s so much value in home-grown management,” explained Marco. “Even myself, I consider to be home-grown. I can’t run a production machine, but I have done almost every administrative job here. I feel like, no matter where you’re sitting in a company, it’s valuable to know how it all works together.” She cites the company’s heads of engineering and operations as examples of those who have risen through the ranks to become company leaders.

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“Not only is everyone important, it’s important to make them feel that way,” explained Marco. “Giving people accountability is like giving them responsibility and a little bit of say in things. I feel like people appreciate that; feeling like what they have to say is valuable.”

“We are all the same age, and we’ve all been here at least 17 years,” explained Marco, “so our management staff is very tenured.” Marco says another big lesson she has learned is that “everyone is important.” She says it’s a collaborative effort. “Not only is everyone important, it’s important to make them feel that way,” explained Marco. “Giving people accountability is like giving them responsibility and a little bit of say in things. I feel like people appreciate that; feeling like what they have to say is valuable.”

A Counterbalance History One of the mainstay product lines for Spring Dynamics is counterbalance springs. “My dad worked for another spring company and he saw a need for another counterbalance spring supplier at that time (1985),” explained Marco of her father’s original vision for Spring Dynamics. Marco says her dad worked for Gilco Spring in Roseville, Michigan (now Dayco Roseville). Boles started out as a machine operator and then became plant manager before ending up in sales. “He’s never really done anything but springs, his whole life,” said Marco. When Spring Dynamics first started, Boles was working for Associated Spring. He worked at night with two other men to build a machine to make counterbalance springs. The first product shipped in 1987, with Boles handling sales and the two gentlemen he teamed up with providing expertise in toolmaking and engineering. Spring Dynamics is one of three companies in North America that make counterbalance springs in mass production, utilizing proprietary equipment the company has developed over the years. The company worked with flat wire for a number of years, before breaking into round wire in the ‘90s. Marco says the company’s first customers are still working with Spring Dynamics.

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The company moved to Almont in 1996. “We moved to this location because it is close to the freeway that goes into Canada, where our largest customer is located,” explained Marco. “Over 60 percent of our product goes to Canada or Mexico,” said Marco. She noted that some of the company’s customers were originally in the U.S., but now their primary manufacturing facilities are in Mexico. With an employee base of nearly 50, Spring Dynamics occupies a 45,000-sq. ft. building that Marco admits is tight on space.

Marco says they expanded the building twice already and they have space to do one more. She says this addition would be the costliest because it would require moving the parking lot into the grass. Spring Dynamics also owns the lot across from its building, but Marco says building there would be a huge disruption to the flow of product. “We always joke, because we still consider buying new machinery for new jobs: ‘Where are you going to put that?’ I tell them, ‘Everyone has to take two steps toward the back!” explains Marco with a chuckle.

Family Business Journey Marco and her brother, Rob Boles, swore they would never work at Spring Dynamics. “I got a degree in journalism and my brother got a degree in hotel and restaurant management,” explained Marco. Rob Boles worked at Spring Dynamics for several years as vice president of sales and marketing. He left the company in 2013 to pursue his passion in organic farming. For Marco, her journey toward the family owned business is tied to an SMI meeting held in Hawaii.

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Spring Dynamics specializes in counterbalance springs. 56 / SPRINGS / Fall 2017

“We’ve seen a lot more interest from tier one suppliers,” commented Marco. “In the past year, we’ve probably gained more new customers than I can ever remember from the past 10. I think the woman-owned thing is helping.” Marco says being woman-owned can help open doors, but ultimately Spring Dynamics must deliver.

When Marco first came out of high school, she worked at automotive supplier Textron and began pursuing a degree in economics that the company was helping pay for. “I was an economics major for a long time, but I did not love it.” Fast forward to the SMI annual meeting at the Hilton in Honolulu. “My parents took me and my brother and our friends there for a vacation. My dad said to me and my friend, ‘If I were you, girls, I would pack it all in and move to Hawaii.’ I don’t know if he really meant it, but we did.” Marco says when her dad got over the shock, he told Marco instead of moving to the Big Island, she should move to Maui. “We’d never been to Maui, but we moved there and I actually only stayed six months because I was not done with college and I wanted to finish,” explained Marco. Marco only lived there for a short time, but her two high school friends who had come along ended up staying 10 and 14 years respectively. Back in Michigan living with her parents, they told Marco they would help pay for her to finish her degree. No longer tied to Textron, she switched her major to journalism and started working part-time at Spring Dynamics while attending nearby Oakland University to finish her degree. She worked in the front office and said, “It turned out I liked it here.” After serving as a manufacturing service administrator for nearly five years, she became the company’s accounting manager. Marco remembers her dad saying, “If you ever really want to be serious about working here, you need to have a degree that’s applicable.” Having already earned many college credits in economics, Marco found out she could apply those toward an MBA in accounting from Davenport University. She graduated in 2007 and that same year became vice president of operations, a position that ideally suited her. When her brother left in 2013, she became president. Marco says she still has more of a passion for operations, but understands the necessary tension that exists between operations and the sales and marketing side of the business. Having put in place a lot of efficiencies to the business, Marco says, “There’s more for me to do with sales

and marketing, but it’s a little bit harder because it’s not what I’m naturally inclined to do.”

The Woman-Owned Advantage Spring Dynamics officially earned Women’s Business Enterprise (WBE) certification in January 2016, a designation for woman-owned businesses to be eligible for and work on corporate opportunities that are also recognized by state and local entities. WBE certification certifies that a woman (or women) has majority (at least 51 percent) ownership and control of a business entity. Marco said it was quite a process to earn the certification that took the company more than a year to achieve.

SPRINGS / Fall 2017 / 57

Marco is proud of having recently passed seven consecutive years of achieving 100 percent on-time delivery to its customers. That record was tested recently when a storm passed through the area and two high voltage lines, that should never touch each other, crossed.

“The challenge for us was, when you become womanowned after 30 years in business, they want to see the entire history of the company,â€? explained Marco. Marco said they were looking for board meeting minutes, but since it was just her dad running the business there really weren’t any. The application binder the company ended up submitting for certiďŹ cation was several inches thick, and full of things attorneys had helped Spring Dynamics assemble. “We have to be re-certiďŹ ed every year, and that hasn’t been so difďŹ cult,â€? said Marco. “The initial process was a lot of work.â€? After all the materials in the binder were approved, the ďŹ nal step to earn certiďŹ cation was a face-to-face interview. “There are no men allowed in the room or allowed to be involved in the plant tour,â€? said Marco. In an industry dominated by men, Marco passed the ďŹ nal test and says achieving WBE status has been a boon to the business.

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Marco says with current customers, having a womanowned supplier is a plus because the Big Three automakers require a certain percentage of suppliers be minority or woman-owned. Marco says since becoming woman-owned, the company has gotten more interest from potentially large customers that had previously been difďŹ cult to become a supplier for. “We’ve seen a lot more interest from tier one suppliers,â€? commented Marco. “In the past year, we’ve probably gained more new customers than I can ever remember from the past 10. I think the woman-owned thing is helping.â€? Marco says being woman-owned can help open doors, but ultimately Spring Dynamics must deliver. Spring Dynamics is TS certiďŹ ed and is moving toward achieving ISO 14001 certiďŹ cation.

Delivering Even Through Adversity Marco is proud of having recently passed seven consecutive years of achieving 100 percent on-time delivery

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to its customers. That record was tested recently when a storm passed through the area and two high voltage lines, that should never touch each other, crossed. “It was too much of a jolt for our surge protectors,” said Marco. “We’re dealing with it; it was about $350,000 worth of damage.” The company had eight production machines go down. “We’re pretty proud of ourselves because even though we came close, we never missed a shipment,” said Marco of the incident. She said it was a good test of the company’s emergency contingency plan. “We’re in good shape, but it was the most damage we’ve ever had from anything,” explained Marco. “We were lucky to be here when this happened, because if we hadn’t been, who knows?” Marco says having a building full of people at the time helped the company mitigate as much of the damage as possible, but she admits, “It was pretty crazy because it was not a normal power outage.”

Marco says there were never any flames, just a lot of stuff melting and smoking and 80 percent of the overhead lighting in the entire building went out. No employees were injured. Spring Dynamics had only one production machine that could not be repaired, but were fortunate that the Japanese supplier of the machine had one on their floor they could immediately purchase. Marco says replacing that machine was a major part of the damage estimate. When this interview was conducted in July 2017, the company was not back to 100 percent. “We’re still dealing with little things, including some office lights that were still out and a shrink wrapper in the packaging department that we are trying to repair.”

All in the Family Marco married her husband Jeff in 2006 and they have three children aged nine, seven and six. In a tough economy, Jeff Marco lost his job after the couple’s honeymoon. While not in the original plan, Jeff came to work at Spring Dynamics in 2006, spending many years as the company’s materials manager. SPRINGS / Fall 2017 / 59

“It is the least flexible job because you’re responsible for all the customer shipments,” explained Marco. All three of their children were scheduled C-sections and because Jeff had to do Monday production scheduling, they were all scheduled for Tuesdays. Jeff eventually left the inflexibility of the materials department and went to work in the prototype department, before the couple decided in the summer of 2016 that Jeff would stay at home full-time with their children. “There were little bumps to work out in the beginning, but it really has been the best thing for our family,” said Marco. When not attending her kid’s sporting events, Marco says she’s become smitten with a new hobby she took up last year. “I have three kids who are really busy, so I only have time for one hobby, and that’s golf,” she explained. “I’m trying to make my husband love it. He doesn’t, but I’m convinced I’m going to make him. I golf with him the least. It’s mostly me and my girlfriends.” Golf is also part of the DNA at Spring Dynamics. The company has an annual golf outing each summer that is well attended by the employee base. In addition, Spring Dynamics has a corporate membership at a local golf course where employees only pay a small fee to rent a cart and play. “I think that’s the biggest contributor to our employee retention,” Marco says with a chuckle. “We joke that we have all the local golf team members from like 1995 working here!”

The Marcos also spend time in Key West, where her parents live seven months out of the year. “My dad owns restaurants in Key West,” said Marco.

Growth Spring Dynamics broke sales records last year, experiencing 10 percent growth from 2015 to 2016. “And that after having been the same size for a decade,” explained Marco. With new customers coming on board, Marco says they are operating very efficiently. “All our measurables (sales and efficiency) are the best they’ve ever been.” Does Marco see the company growing through acquisitions? “We’ve come very close to acquiring other companies,” said Marco. She says the challenge has been to acquire a company that is the right size that can help Spring Dynamics grow. “What we find is, there’s a lot of one to two million-dollar companies, and there’s a handful of the big guys,” said Marco. “There’s only a couple of companies our size.” Marco says ideally, they would like to acquire a six to seven million-dollar company. But admits they are hard to come across. The Spring Dynamics management team is always keeping their ears open for opportunities, and the company’s wire suppliers also know they are looking to acquire. Marco concludes, “We want to grow and we’re trying to grow.” Q

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Book Corner ©iStockphoto.com/kertlis

Dirty Little Secrets of Family Business

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have been blessed beyond measure to be part of a family business— Diamond Wire Spring Company— that has been in operation since 1939. While I feel tremendously privileged, that’s not to say it’s a picnic every day. Henry Hutcheson accounts for both the good and the not-so-good of running a family business in his illuminating book “Dirty Little Secrets of Family Business: Ensuring Success from One Generation to the Next.” When my father unexpectedly suffered a heart attack, in the days before he died, he told my mother to sell the family company. My mother, age 40 and with seven small children at home, told him she had watched him work too hard to sell it. Undeterred, she grew the company in the predominantly male-dominated spring industry of Pittsburgh. After her death, the helm was taken over by my brothers and has since continued to flourish. The oldest daughter of seven children, I came to the business late. But I’ve watched our family business bounce along a road that, while not without its bumps, is well worth the journey. Hutcheson’s book offers the experiences of his family business, the well-known Olan Mills photography studio, as a poignant echo of what I believe many family businesses undergo. Hutcheson stresses that trust and communication are the vital factors that ensure a family business remains efficient and productive. “Dirty Little Secrets of Family Business” resonates precisely because Hutcheson knows the ins and outs so well, and boils them down to easily digestible tidbits that ring with the truth of not-so-common sense, which he calls “dirty little secrets.” Hutcheson warns against the No. 1 hindrance to the long-term success of a family

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Hutcheson warns against the No. 1 hindrance to the long-term success of a family business: the sense of entitlement. He counsels, “To start preparing your children for the top position, they must spend time at the bottom.” It is easy to fall into that trap when a family member develops the expectation of respect or privilege beyond their skills, knowledge and experience.

business: the sense of entitlement. He counsels, “To start preparing your children for the top position, they must spend time at the bottom.” It is easy to fall into that trap when a family member develops the expectation of respect or privilege beyond their skills, knowledge and experience. From avoiding business discussions at the family dinner table to deciding who is going to run a board meeting, Hutcheson’s pearls of wisdom share how his family business has been able to thrive in these complicated times, while maintaining the vision and integrity his grandfather intended. I particularly appreciated the book’s discussion of women in business. I didn’t enter the family business until

my children were in college. In the early days, there really wasn’t a spot for me, and I was busy raising my children. When I did join Diamond Wire, my “formal training” consisted of “here is a directory of manufacturing companies, find out who uses springs and go visit them!” Thankfully, the times have changed and family businesses that adapt find continued success. This book illustrates the strengths that have made our business successful over the last 78 years. There is much in Hutcheson’s straightforward approach to help any family business grow and prosper. It does takes hard work; not every day is a picnic (especially if deliveries are late and customers are putting on the pressure!). Still, I couldn’t

be more honored to have grown up in a family business. In the end, it is worth it because, just like the song says, “We are Family!” Q Review by Nina Fazio-Williams, sales manager, Diamond Wire Spring. She can be reached at nfw@diamondwirespring. Co-written by Katherine Williams.

Have a favorite business book you would like to tell us about? Send your suggestions to Springs managing editor Gary McCoy at gmccoy@ fairwaycommunications.com.

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CTE News

Manufacturing Day 2017 to Be Held October 6 anufacturing Day is a celebration of modern manufacturing meant to inspire the next generation of manufacturers. Manufacturing Day occurs on the first Friday in October. This year, Manufacturing Day is Oct. 6, 2017. While Manufacturing Day is officially Oct. 6, companies and community organizations should plan their events on the date in October that works best for them. No matter the date, events should be registered on the site and can be marked as public or invitation-only events. Registered event hosts have access to free event planning and execution resources and toolkits to make planning a Manufacturing Day event easy. The annual national celebration puts modern manufacturing, your talented workforce, the amazing products you manufacture and the exciting career paths available to today’s students in the spotlight. Studies show that when a student visits a manufacturing facility, he or she is much more likely to consider a manufacturing career.

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Back in 2012, when Manufacturing Day began, the event had an ambitious goal of affecting the public’s perception of manufacturing, with the goal of inspiring more people to pursue manufacturing careers. The day was designed to correct the idea that manufacturing involved repetitive, unskilled tasks that happened in dark, dirty factories — a ridiculous idea to anyone who has worked in manufacturing — and show people what manufacturing really looks like. The fact is, today’s manufacturing jobs are highly skilled. Not only that, they take place in some of the most exciting, innovative work environments anywhere. Many SMI members have already registered as a host site for Manufacturing Day activities. We invite all SMI members who plan to host a 2017 Manufacturing Day event to send us your photos and reports. Send to Springs managing editor Gary McCoy at gmccoy@fairwaycommunications.com. Visit http://www.mfgday.com for more information. Q

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Inside SMI ŠiStockphoto.com/seraďŹ cus

SMI Will be Represented at World Spring Event in Sicily The 9th International Congress of Spring Industry will be held September 29, 2017 in Taormina, Sicily. The event is organized by the European Spring Federation (ESF) and Associazione MolliďŹ ci Italiani (ANCCEM). Frank Fazio, vice president of Diamond Wire Spring and his wife, Mary Ann, will be in attendance. “We are very excited and honored to be representing SMI at this wonderful event,â€? said Fazio. “There will be spring people from around the world, papers will be

presented on new developments in spring technology and I will have the opportunity to brief the group on the economic conditions in the U.S.� Fazio says if SMI members have questions or concerns they would like him to bring to the Congress, to contact him via email: fef@diamondwirespring.com. The Congress is a great opportunity to attend presentations on innovative and interesting topics and to exchange thoughts and ideas with springmakers from all over the world.

Look for a follow up report on the event in the next issue of Springs. For more information, visit http://esfspring-congress-2017.com.

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lower Colorado River and adjacent to McKinney Roughs Nature Park. Q

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SMI Annual Meeting in Napa

ŠiStockphoto.com/latypova

SMI is assembling a strong lineup of presenters for the 2018 SMI Annual Meeting that will be held April 28 to May 1 at the Meritage Resort and Spa in Napa, California. The Meritage Resort and Spa, an idyllic Napa Valley luxury hotel and resort, is set against rolling hills of vineyards. It is a destination unto itself, with Tuscan inspired guestrooms and luxury suites, seasonal farm-to-table cuisine in Siena restaurant, Crush Lounge with bowling, and wine tasting in the Estate Cave featuring Trinitas Cellars. The resort boasts the most comprehensive event and meeting space in wine country. SMI is proud to announce that the 2019 Annual Meeting will be held near Austin, Texas at the Hyatt Regency Lost Pines. The property is

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Committee Connection ©iStockphoto.com/Studio-Pro

Technical Committee Moves Forward on Spring Design Training Program Planned Spring Design Courses 'OAL ST 1UARTER Fundamental Courses: 101 Spring Fundamentals 102 Overview of Common Spring Manufacturing Processes

MI’s technical committee has been busy outlining a new educational training program to help educate new workers to the industry and those who are further along in their career. A subcommittee chaired by Gene Huber Jr. of Winamac Coil Spring met in July to start building the content for the first eight courses of the 12-part spring design curriculum. The subcommittee members include: Al Mangels, Lee Spring; Gary Van Buren, Spring Team; Don Jacobson III, Newcomb Spring; Jason Sicotte, Associated Spring; Patrick Barr, Spring Engineers of Houston; and Bert Goering, Precision Coil Spring Co. The “Spring Design 101” subcommittee decided on three things: 1) Small groups of volunteers will meet to start building the content for the first eight parts of the 12-part training effort. 2) The content for the courses will closely follow the outline of the SMI “Handbook of Spring Design,” a guide developed by

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the technical committee for spring engineers and spring users in designing and specifying the most widely applied types of springs. 3) A chairperson will be appointed for each of the first eight training modules. The chairperson will be responsible for helping develop the content and to solicit experts in the field to join the effort. “The goal is to have the program completed in the next six months so the training program can be implemented in the first quarter of 2018,” explained Huber. “I want to thank each member of the subcommittee for how well they have contributed to the successful progress we have achieved so far.” The committee has designed the program so all courses will be available on the SMI website for easy access by SMI members. In addition to its work on the spring design training courses, the committee has helped develop topics and recruit speakers for the

Basic Courses: 201 Compression Spring Design 202 Extension Spring Design 203 Torsion and Spiral Spring Design 204 Spring Washer Design 205 Beam, Torsion Bar and Constant Force Spring Design 206 Garter Spring and Snap Ring Design Advanced Courses (to be completed later and will include the following) 301 Springs – Fatigue 302 Springs – Heat Treatment and High Temperature Alloys 303 Springs – Corrosion Resistant Alloys and Finishes 304 Springs – Dimensioning, Tolerancing and Testing

technical symposia that will be held in conjunction with the SMI Metal Engineering eXpo Oct. 3–5, Hartford, Connecticut. Q

New Products ©iStockphoto.com/hüseyin harmandaglı, morkeman, PeskyMonkey

AWI Launches New App to Help Find the Perfect Alloy

Alloy Wire International (AWI) has launched a new ‘app’ to help its global customer base find the right material for their applications. The company has spent the last four months developing an

interactive database of all of its materials, properties and applications, which are now available for computers, mobile phones and tablets. The web-based app, developed by technical experts, allows users to search for the type of wire needed by industry sector (e.g., aerospace, oil and gas and nuclear), or by application solution, such as high strength, subzero temperature, heat, corrosion and water resistance. “We’ve got over 60 different nickel alloys in stock at any one time and we need to make sure our clients get the material that best suits their manufacturing requirements. The app will help them do just that,” explained Mark Venables, AWI’s managing director.

“It also provides a whole host of information on each alloy. This includes a brief description, key features and profile options, with an easy inquiry form readily available to log your interest.” Venables continued, “The initial feedback has been very positive and customers have said the process is easy and has helped them make important decisions on material selection that they might not have chosen without it.” Alloy Wire International, which makes round, flat, shaped profile and electrical resistance wire, is planning to translate the ‘Wire Finder’ app into a range of other languages to support its export drive. This has seen the company supply into more than 52 countries, with the latest destinations to request AWI wire being the Dominican Republic, Nepal, Peru and Oman. To download, go to www.alloywire. com and click on ‘Visit the app.’ Users may then add it to the home screen on an iPhone or Android. Pictured (l-to-r:) for the app lLaunch are Alloy Wire International employees Andrew Du Plessis, Natalie Baker and Mark Venables.

Hyperco Expands Its Dual Rate UHT Coil-Over Springs Product Line Hyperco, an MW Industries company, has expanded its highly successful Dual Rate UHT Coil-Over Springs product line with the addition of two new spring designs. The new products are ideal for late model motor racing applications offering drivers additional spring rate options. These products expand the Hyperco catalog to meet the evolving needs of racing teams. The Dual Rate UHT Coil-Over Springs (product numbers 12B0230/700UHT and 14B0230/700UHT) provide the perfor-

mance of an optimized stacked coil-over spring assembly, but in a single spring. “They have a distinctive appearance,” says Kelly Falls, vice president of motorsports and performance aftermarket. “One end of the spring features several, closely wound coils that provide a relatively low initial spring rate. This is designed to absorb minor undulations and increase grip with a precise transition point and transition range. At the other end of the spring, the coils are widely spaced to provide the higher rate

after the rate transition range. This provides cornering stability.” Hyperco says track results confirm that the Dual Rate Spring concept works in many difficult applications and makes the vehicle more consistent, lap after lap. The new 12B0230/700UHT and 14B0230/700UHT Dual Rate UHT Coil-Over Springs are available now for purchase. For more information visit: http://www.hypercoils.com/ dual-rate-springs/ or contact Hyperco at 800-365-2645.

SPRINGS / Fall 2017 / 71

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HTC8DSII 2 Axes Fine Wire Spring Coiler

HTC and FSI have introduced the new HTC8DS-II, a 2 axes spring coiler designed for the production of fine wire springs. The wire range for this machine is 0.06mm – 0.3mm (.002”-.012”). Features include: UÊ / iÊvii`ÊÃÞÃÌi Ê> `ÊÌ }Ê>ÀiÊ`isigned for producing precision fine wire springs. UÊ *ÀiV Ã ÊV }Ê« ÌÊ `iÀÃÊ> `Ê slides ensure precise setup and spring diameter accuracy. UÊ VÀ iÌiÀÊv ÀÊÀ iÀÊ«ÀiÃÃÕÀiÊ>`justment that ensures accuracy and repeatability. UÊ VÀ iÌiÀÊv ÀÊ > `Ài Ê« Ã Ì }° UÊ VÀ iÌiÀÊv ÀÊV }Ê« ÌÊÌ Ê«À Û `iÊ precise OD control. UÊ /Ü ÊÃiÀÛ Ê Ì ÀÃÊÜ Ì Ê `ÕÃÌÀ > ÊV puter control, that ensures reliability and accuracy. UÊ / iÊ VÀ Ê«Õ ÃiÊ > `ÊÜ ii Ê«À Û `iÃÊ ease of setup and programming. UÊ *À }À> >L iÊ> ÀÊÛ> ÛiÃÊ«À Û `iÊyiÝible pneumatic applications. UÊ Ê` } Ì> Ê VÀ ÃV «iÊÃÞÃÌi Ê ÃÊ V Õ`ed with the machine. HTC’s reliability, combined with FSI service and responsiveness, provide the results customers need. For additional information, including dimensions, specifications, and options, contact Forming Systems, Inc. at info@formingsystemsinc.com or call 269-679-3557.

Grieve High Temperature Walk-In Ovens No. 852 is an 850°F (454°C), high temperature walk-in oven from Grieve, currently used for heat treating and baking varnish at the customer’s facility. Workspace dimensions of this oven measuring 60” W x 96” D x 72” H. 120 KW are installed in Incoloy-sheathed tubular heating elements, while a 7800 CFM, 5-HP recirculating blower provides combination airflow to the workload. This Grieve oven has 8” insulated walls and a 4” insulated floor. Additional features include an aluminized steel interior and exterior and safety equipment for handling flammable solvents, includ-

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ing explosion venting door hardware. Controls on the No. 852 include a digital indicating temperature controller and manual reset excess temperature controller with separate contactors. For more information, contact Frank Calabrese at 847-546-8225, fax 847546-9210, Email: sales@ grievecorp.com or visit www.grievecorp.com.

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Powerform S8+ Gloves from SW Safety Solutions, Inc. SW Safety Solutions, Inc. announces the release of the latest advancement in workplace single-use gloves, the Powerform S8+. This most recent example of leading edge nitrile glove technology features SW’s patent pending TracTek™ high density grip pattern for 200 percent more tactile grip on wet and oily surfaces and the highest standards in user protection and durability. With TracTek and a suite of other advanced SW technologies, the Powerform’s innovative design reduces slippage-related damage and employee injury while decreasing consumables costs through increased durability and versatility. The Powerform S8+ is the latest development by SW to raise quality and performance standards in the single-use work glove market. The Powerform S8+ is designed for use in such applications as manufacturing, food processing and chemical engineering. For these and other industrial applications, productivity and worker safety are paramount, and while all single-use gloves on the market meet relevant standards and regulations, the Powerform stands apart by going above and beyond basic requirements, maximizing employer savings and worker efficiency. SW’s patent pending TracTek grip technology is the result of extensive research into exactly how a gloved hand interacts with slippery surfaces. The result is a breakthrough Computer Aided Design (CAD) engineered traction pattern that prioritizes fluid evacuation while sustaining the greatest surface-tosurface contact area. To do so, TracTek employs an embossed micro-pyramid grip pattern to maximize points of contact without sacrificing durability and to maintain multi-directional flow channels to expel liquid in wet and oily conditions. A unique, “full pattern” design covers the entire glove from the wrist up, ensuring

the wearer has reliable grip performance where it is needed most. The Powerform S8+ is designed with SW’s Color-Q® construction — two layers of advanced polymer in contrasting exterior and interior colors, boosting glove durability to ANSI level 2 puncture resistance and making potential glove damage and breaches immediately visually detectable. Additional technologies loaded into the Powerform include MilTek™, a production method that provides unmatched consistency in thicknesses from the fingertips to the cuff and TouchTek™ man-

ufacturing that minimizes chemicals and contaminates that can irritate the skin or have a negative effect on materials being handled. The Powerform’s features — TracTek grip, stronger design and greater protection — translate to better workplace safety compliance, lower regulatory costs for employers, and a lower risk of sensitive material contamination. Also at SW Safety Solutions, Inc., they have announced that the company’s full suite of branded products have received global dermatological accreditation from the Skin Health Alliance (SHA).

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RK Trading USA Will Feature Latest Wireforming Technology at SMI Metal Engineering eXpo RK Trading USA, a trusted supplier of spring formers, coilers, reels and grinders for more than 20 years, will showcase some of the latest wireforming technology at the upcoming 2017 SMI Metal Engineering eXpo, on Oct. 3-5 in Hartford, Connecticut. Rob Meyers, vice president and general manager of RK Trading USA, said, “We encourage SMI attendees who might not be familiar with RK Trading to stop by booth #300 and learn more about our spring and wireforming equipment. We offer a wide range of machine sizes, handling wire from .004” up to .472.” All of our machines are manufactured by the Herdon Equipment Company, as they have been since 1970, and our service parts and tooling are supplied from our facility in Chicago.” RK Trading’s spring and wireforming machines allow customers to manufacture parts in small or large quantities, and even prototypes, using the same machine, with the same programming. This saves companies time, money and gives them the ability to manufacture a wider range of products. RK Trading will showcase the following machines at SMI booth #300: UÊ HAX-20 w/AT Attachment Arm: The AT attachment arm allows users to start and finish a part on one machine, which saves time and increases profit. The HAX 20 is a 16-axis machine that comes with standard features such as: 3D rotating tool holder with 3 attachments, 3 moveable bottom slides, rotary quill and the same user-friendly Herdon programming that customers currently use. The AT Attachment arm is available on the 2mm and 4mm models. UÊ CSX-20 w/AT Attachment Arm: A 16-axis “All Servo” wire former with a wire range of .016”-.080” is now available with a removable AT attachment arm unit. The easy-to-use AT attachment front arm allows users to bolt on an arm unit, gain 2 axis in front of the wire line, and complete difficult parts without the use of a secondary operation. This machine offers easy set up and provides the ultimate versatility, with eight servo

74 / SPRINGS / Fall 2017

driven slides, full wire rotation capability, rotary quill and the ability to add optional single and dual axis servo spinners, as well as the EA Second Hook Finishing Station. UÊ CSX-35 Spring Forming Machine: This versatile 16-axis “All Servo” spring forming machine features a wire range of .039”-.138” with eight servo driven slides, full wire rotation capability, rotary quill and the ability to add optional single and double axis servo spinners as well as the EA Second Hook Finishing Station. UÊ HCS-8 High Speed Coiler: This 5-axis high speed coiler, with a wire range .008”-.031,” offers an integrat-

ed Micro-Studio camera gage system with template programming and four cutoff options (straight, twist, elliptical, swing), locked cutoff and arbor system, with an 8” color screen. UÊ ATM-380 Spring Grinding Machine: This 15” grinding machine is specifically designed and built to withstand the punishing grinding room environment. It features a small footprint and built-in dresser arm that can handle springs from .016” up to .105” with a single pass. Additional models are available in 22” and 36” sizes for crush or crush/ downfeed configurations. RK Trading USA offers a full one-year warranty on parts and labor and includes free training at the RK facility, as well as a 30-day follow-up training at the customer’s facility. RK Trading doesn’t just sell machinery, the company provides excellent service and support as well as carrying an extensive tooling and parts inventory based in the United States to make businesses more successful. For additional information visit http:// www.rktradingusa.com.

HSI and Forming Systems, Inc. Introduce the H3B450 Box Oven HSI has added the all new H3B450 Box Oven to its complete line of more than 16 box ovens. The following features are standard. Max Temperature: Inside Dimension:

500 °C 600mm x 1500mm x 1680mm (WxDxH) Outside Dimension: 1400mm x 1880mm x 1680mm WxDxH) Heat Controllers: 3 sets of heat controllers and fans DEM: Digital Error Meter for visual diagnosis OTP2: Over temperature protection conforming to EN1539 MM Motor Monitor: Recirculation motor monitor insures safe operation Uniform Temperature: Standard ±11°F, Optional ±5°F The H3B450 is also available with optional CQI9 configuration for automotive requirements and AMS2750E configuration for aerospace requirements. For more information, contact Forming Systems at 877-727-3676 or visit www.formingsystemsinc.com.

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New Precision Butt Welder from AIM Automated Industrial Machinery, Inc. (AIM, Inc., USA) has a new standalone product for wire welding. The high precision butt welder “BW series” consists of butt welders from 40 to 150 KVA (for up to 16mm or 5/8” width) with AC or mid frequency inverter models feature: ÊUÊ Õ ÞÊ>ÕÌ >Ì VÊÜi ` }ÊV ÌÀ Ê with multiple schedules capability UÊ i>ÛÞÊ`ÕÌÞÉ } Ê«ÀiV à Ê}Õ `iÃÊ provide accurate and repeatable alignment UÊ ` ÕÃÌ>L iÊV > «Ê> `ÊÌ «Êv ÀViÊ (pneumatic control) UÊ 7i `Ê i>`ÊV> ÊLiÊ À`iÀi`Ê>ÌÊ äÊ or 0 degrees (front forward or top down welding) UÊ Õ ÞÊ>` ÕÃÌ>L iÊ> `Êi>à ÞÊ>VViÃsible clamp adjustment for precise clamp alignment

UÊ ` ÕÃÌ>L iÊÕ«ÃiÌÊ« Ã Ì ÊÜ Ì Ê mechanical counters UÊ Û> >L iÊ >} iÌ VÊ}Õ `iÃÊ Depending on customer needs, the welders can be supplied with various options: UÊ , L ÌÊ >` }Ê UÊ > ` i `Ê«À }À> }ÊÕ ÌÊ«i `> Ì UÊ Ê>À} Ê}>ÃÊv ÀÊÃÌ> iÃÃÊÜi ` } UÊ ÃÕ >L iÃ\ÊÜi `Ê ÃiÀÌÃÊ >`iÊ with Elkonite (copper tungsten / tungsten and molybdenum) The BW welder series offer high precision and robust construction for consistent and quality welds with minimal maintenance in any environment. Welding integration made easy for automated cells, simple robot integration offering the most consistent quality welds all the times. Power

savings can be accomplished with the mid frequency DC models with a balanced 3-phase electrical load. To learn more, contact AIM at 630458-0008, Sales@AIMmachines.com or visit http://www.aimmachines.com/ bw-standalone-welding-unit/ Q

Advertiser's Index A & D Trading (440) 563-5227 . . . . . . . . . . . . . .20 Admiral Steel (800) 323-7055 . . . . . . . . . . . . . .58 Alloy Wire International (866) 482-5569 . . . . . . . . . . . . . .66 Anchor Abrasives (708) 444-4300 . . . . . . . . . . . . . . 9 CASMI (630) 369-3466 . . . . . . . . . . . . . .46 Central Wire (800) 435-8317 . . . . . . . . . . . . . .64 Diamond Wire Spring Co. (800) 424-0500 . . . . . . . . . . . . . 58 Dispense Works (815) 363-3524 . . . . . . . . . . . . . .50 Elgiloy Specialty Metals (847) 695-1900 . . . . . . . . . . . . . 39 Fenn/Torin (860) 594-4300 . . . . . . . . . . . . . 19 Fives Group www.fivesgroup.com . . . . . . . . . 60 Forming Systems Inc. (877) 594-4300 . . inside front cover, back cover Gibbs Wire (800) 800-4422 . . inside back cover Gibraltar Corporation (847) 769-2099 . . . . . . . . . . . . . 65

Industrial Steel & Wire (800) 767-0408 . . . . . . . . . . . . . . 3 InterWire Products Inc. (914) 273-6633 . . . . . . . . . . . . . . 1 JN Machinery (224) 699-9161 . . . . . . . . . . . . . .18 John Evans’ Sons (215) 368-7700 . . . . . . . . . . . . . 57 Jowitt and Rodgers (704) 525-8030 . . . . . . . . . . . . . 40 Kiswire (201) 461-8895 . . . . . . . . . . . . . 42 Larson Systems (763)780-2131 . . . . . . . . . . . . . 37 Maguire Machinery (609) 266-0200 . . . . . . . . . . . . . 52 Mapes Piano String Co. (423) 543-3195 . . . . . . . . . . . . . . 8 Mount Joy Wire (717) 653-1461 . . . . . . . . . . . . . .17 NIMSCO (563) 391-0400 . . . . . . . . . . . . 16 North American Spring Tool (860) 583-1693 . . . . . . . . . . . . 40 Orimec (859) 746-3318 . . . . . . . . . . . . . .68 Proto Manufacturing (800) 965-8378 . . . . . . . . . . . . . .60

Radcliff Wire (860) 583-1305 . . . . . . . . . . . . . 67 RK Trading (847) 640-9371 . . . . . . . . . . . 5, 41 Simplex Rapid (563) 391-0400 . . . . . . . . . . . . . 62 Spring Manufacturers Institute (630) 495-8588 . . . . . . . . . . . . . 14 Suzuki Garphyttan (574) 232-8800 . . . . . . . . . . . . . .25 Tool King (800) 338-1318 . . . . . . . . . . . . . 45 Ulbrich Stainless Steels (203) 239-4481 . . . . . . . . . . . . . .18 United Wire Co. (800) 840-9481 . . . . . . . . . . . . . 44 Vinston (847) 972-1098 . . . . . . . . . . . . . 11 Vulcan Spring & Manufacturing Co. (215) 721-1721 . . . . . . . . . . . . . 16 WAFIOS (203) 481-5555 . . . . . . . . . . . . . . .6 Zapp Precision Strip (203) 386-0038 . . . . . . . . . . . . . .61

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Snapshot ©iStockphoto.com/Tryfonov Ievgenii, nicholas belton

Jorge A. Lozano Diamond Wire Spring Name: Jorge A. Lozano. Nickname: Mi amigo. Company name and city: Diamond Wire Spring (DWS), Taylors, South Carolina Brief history of your company: DWS is a family owned company that spans more than 75 years with four locations in the U.S. DWS is in constant growth and development, acquiring new technology and, most importantly, maintaining great employees. Our policy is to treat our employees with respect, because that is the way they will treat our customers. Job title: Operations Manager. Spring industry affiliations: SMI member. Birthplace: Colombia, South America. Current home: Greer, South Carolina. Family: Married to Carolina for 13 years; son, Mateo, 10, and daughter, Tatiana, 6. What I like most about being a springmaker: The most amazing thing is being able to see life in a piece of wire and the utility it has for humanity. Favorite food: Enjoy trying different foods. Favorite books/authors: “One Hundred Years of Solitude” by Gabriel Garcia Marquez. Favorite song/musician: “Born to Run” by Bruce Springsteen.

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Pictured (l-to-r): Jorge, Tatiana, Mate

o and Carolina Lozano.

Hobbies: Dancing and reading. Favorite place: Europe. Best times of my life: It is not only when I got married and had children, but when I became a citizen of a magnificent country – the U.S. A really great evening to me is: Seeing all our employees going home safely to their families after a hard day of work. The one thing I can’t stand is: A disloyal person. My most outstanding qualities are: Organized and extremely positive. People who knew me in school thought I was: Crazy and funny. I knew I was an “adult” when: I still feel like a child, because I don’t want to lose my dreams. If I weren’t working at Diamond Wire Spring, I would like to: Be a technology entrepreneur.

The most difficult business decision I ever had to make was: Letting an employee go over the holidays, all because he was honest with me and I had to decide between the company or him. I wonder what would have happened if: I had not taken the risk of immigrating to the U.S. Role models: The Fazio family, especially Don, president of Diamond Wire Spring, who has been my mentor and the key to my success in the U.S. I would like to be remembered in the spring industry for: Being an immigrant who began fixing computers and ended up leading one of the most prosperous spring companies in the U.S. But people will probably remember me for: Being a fair and selfless person who always thinks outside of the box.

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