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MakingChips | Equipping Manufacturing Leaders

MakingChips is a weekly podcast that will equip leaders in the metalworking manufacturing industry with valuable content to utilize in their career and business.
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MakingChips | Equipping Manufacturing Leaders
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Now displaying: March, 2018
Mar 31, 2018

In order to have a successful cutting tool manufacturing business, you must have a plan. As Benjamin Franklin once said, failing to plan is planning to fail. Manufacturers shutter their doors every day, not because they aren’t providing a valuable service, but because they have an outdated business plan. You have to consistently invest in the business and adapt to new technology in order to best serve your customers. So how can you develop a solid plan for your cutting tool manufacturing business? Mike Polizzi, President of Hartland Cutting Tools is here to help by revealing 5 Keys that will help you build and sustain a successful cutting tool manufacturing business. You don’t want to miss this week’s episode of MakingChips.

Connect with us: www.MakingChips.com/contact

Be A Better Salesman by Staring on the Shop Floor

Mike Polizzi is the third-generation president of Hartland Cutting Tools. Hartland is a leading supplier of standard and custom high-performance cutting tools. Mike’s start in the business was not in a sales office, but rather on the shop floor. His knowledge of the tools his company manufactures comes from actually having made those very same tools early in his career. Mike is able to leverage his experience and credibility to help the manufacturers he now serves. As president of the company, Mike has turned his attention to helping Hartland increase its sales revenue with a solid marketing and technology plan. Listen now to hear Mike Polizzi give his 5 Keys to a successful cutting tool manufacturing business.

Stay on the Cutting Edge of Custom Cutting Tools by Investing in Technology

When the recession hit in 2008, many manufacturers were forced to close their businesses. While Mike had to cut his workforce significantly, he was able to help Hartland survive the downturn by utilizing technology. One of Mike’s 5 keys involves having a specific plan and approach to technology, keeping overhead low and prices competitive. Mike talks about how often he upgrades his machinery and about the manpower it takes to keep those machines operating. Hear more about how you should invest in technology, keeping you on the cutting edge of making cutting tools in this week's episode of MakingChips.

Should You Sell Direct to Consumer or Use a Distributor?

When it comes to delivering your tools to the consumer, you have two options. You can employ your own sales force and sell direct or you can rely on distributors. One of Mike Polizzi’s 5 keys to a successful cutting tool manufacturing business is deciding how you will distribute. Mike has made a firm choice on how he delivers to his customers.  He believes that making this decision will help you stay competitive and allow you to give the level of service that will win lifelong customers. Find out what Mike calls the “old idea of the flywheel” during this episode of MakingChips.

Build Your Business by Understanding Trends in Custom Cutting Tools

Mike Polizzi continues to grow Hartland Cutting tools by knowing the latest trends in cutting tool manufacturing. He is then able to adapt and provide those tools and services to the end user.  As Mike discusses his 5 keys to a successful cutting tool manufacturing business, he details the importance of the ERP (Enterprise Resource Planning) System. Hint: Not investing in this critical aspect of the business could threaten efficiency throughout your business. Mike also discusses the latest trends in custom/special tools, including coatings, carbide grades, and other options that can make tools last longer. Hear all about that and more on this week’s episode of MakingChips.

Here’s The Good Stuff!

  • [0:42] Jim debriefs his recent trip to Ireland and updates about Carr Machine and Tool
  • [6:40] Manufacturing News: Is the trend toward automation slowing down?
  • [12:06] Mike Polizzi on 5 points of Hartland Cutting Tools’ three generations of success
  • [13:31] How Mike’s extensive experience in tool grinding gives him credibility in sales
  • [18:40] Technology's impact on the long-term success of Harland Cutting Tools
  • [21:11] The core value of selling exclusively through distribution companies
  • [24:33] The human touch of knowing and empathizing with the end user
  • [27:11] Hartland’s ERP system and how it helps them serve clients
  • [28:19] Latest trends in custom special tools
  • [32:36] Advice for manufacturers who are attempting to produce their own tools
  • [47:58] Takeaways from the interview with Mike Polizzi

Tools & Takeaways

VIPs From The Metal Working Nation

This Week’s Superstar Guest

  • Mike Polizzi - President of Hartland Cutting Tools Inc.

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Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify 

Mar 22, 2018

Building an outbound marketing strategy for your marketing business is crucial. The reality is that, in order to stay in business, you have to have customers. You need someone willing to buy what you are manufacturing. While it would be great to have a product or business that sells itself, more often than not there is some legwork involved in finding the people that need your product or service. Then you have to showcase your work so that they can become a customer. This means that in manufacturing, having an outbound marketing strategy is essential. It’s not always easy but it is necessary. In this week’s episode, Jason and Jim discuss how to institute a simple 3-step sales process, with Julie Poulos, Vice President at Red Caffeine Marketing + Technology . If you’re ready to step up your sales game, then be sure to tune in to this episode.

Connect with us: www.MakingChips.com/contact

The End Goal is to Close a Sale, So You’re Gonna Need A Plan

Every manufacturing businesses ultimate goal is to close sales. You make things so that people can buy and use them. However, closing is the last step of the process. You can’t close sales unless you have attracted potential customers. And what do you do after you’ve attracted them? You have to prove your value to the potential customers in ways that lead to closing a sale. In order to do this well, you have to have a good outbound marketing strategy. The good news is the process doesn’t have to be difficult. You can do this and MakingChips is ready to help you. Listen as Jason talks with Jule Poulos about a 3-step sales process that will help you be in a better position to do your outbound marketing in a way that enables you to close sales.

Julie’s 3-step process: Identify Your Best Customers, Warm Them Up, Then Make the Call

You don’t have to have a thousand potential clients or customers. But you do need a list. When developing an effective outbound marketing strategy, start with what you know about your best customers to help you develop a good customer profile. Channel your marketing energy and resources where you’ll see the most likely returns. Narrow your list down to the handful leads that seem most promising. Do your homework on those customers in order to show them how you can offer them value.The key is to be intentional and specific. In this episode, Julie gives tips on how to create what she calls an ”intentional warm” across 4-8 weeks. You will learn how to make your outbound marketing strategy more targeted and natural. Then after “warming” the potential customer, you can call with confidence and get one step closer to converting a lead into a customer.

What Do You Do Once You’ve Warmed Up a Prospect?

One of the hardest parts of managing a manufacturing company’s outbound marketing strategy is knowing what to do with a potential lead after you’ve warmed them up. What’s the best way to contact them? When is the best time? There is no hard and fast way to contact a lead. It might be a phone call, email, or a LinkedIn message. Julie Poulos explains that the best rule is to approach each lead individually and give them an opportunity to respond. She gives great advice on how to be natural and authentic throughout your marketing and sales process. Julie also shares practical examples of exactly how to follow up with a lead. Hear all of this and more on this week’s episode.

An Outbound Marketing Strategy Doesn’t Have to be Intimidating or Time-Consuming

For manufacturing business owners, sales skills don’t always come naturally. Manufacturers know how to make things but going after sales can be intimidating. Also, managing the time between making products and generating sales can be overwhelming. Julie Poulos delivers a marketing strategy with a clear process and easily applicable steps. Listen as Julie and Jason give you a 3-step marketing strategy that will help you simplify your own outbound marketing strategy. It doesn’t have to be overwhelming or intimidating. Let your mind-shift about marketing and sales start today as you listen to this episode.

Here’s The Good Stuff!

  • [2:38] Jason asks Jim about his sales processes and ideas
  • [6:43] Manufacturing News: Great Britain & Northern Ireland Ads for manufacturing
  • [8:31] Julie Poulos on equipping a sales team with a 3 step outbound marketing strategy
  • [12:06] What to do with a potential client list
  • [15:10] How to “warm up” the client with a personal touch
  • [18:00] Creative and intentional ways to stand out
  • [21:00] Now that the you’ve warmed the lead determine the best method of contact
  • [25:47] Following up authentically with potential clients
  • [28:30] The difficulty of manufacturing sales and how the 3 step sales process can help

Tools & Takeaways

VIPs From The Metal Working Nation

This Week’s Superstar Guest

  • Julie Poulos - Vice President at Red Caffeine Marketing + Technology

Connect With MakingChips

Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

 

Mar 15, 2018

This episode, recorded live at a recent conference, consists of a conversation between Jim and Jason and their guest, Mike Ramsey, Global Vice President of The Industrial Diversified Market Unit at Kennametal. Kennametal is a global manufacturer of cutting tools, mills, drills, taps, and more, so Jason and Jim thought it would be great to ask Mike about the newest cutting tool advances and his perspective on the future of manufacturing. Mike shares insight into the newest cutting tool technology, the power of automation, the need for a new generation of skilled metal workers, and more, so don’t miss it.

Connect with us:www.MakingChips.com/contact

PCD use in manufacturing

PCD tools (polycrystalline diamond) are one of the items Mike Ramsey pointed to as an example of cutting tool innovations that are making a huge difference in the manufacturing industry. Many people think of PCD as being used only for finish machining, but some PCD cutting tools are now durable enough to be used in a much wider range of applications. Mike points to the more common use of aluminum in the automotive and aircraft industries as examples of what has caused PDC tools to be improved and to become more useful. Mike mentions a handful of other cutting tool innovations in this episode as well, so don’t miss it.

Carbon Reinforced Polymer Fibers make new styles of cutting tools a necessity

Carbon-fiber reinforced polymer (CFRP) is a material that is growing in popularity and being applied in a wider and wider range of applications. Its strength, durability, and corrosion resistance make it ideal for automotive and aerospace uses. But CFRP is not exactly friendly to many cutting or drilling tools. It can cause the tool geometry to wear down in a matter of minutes. That requires cutting tool manufacturers like Kennametal to go back to the drawing board to come up with cutting tool solutions that don’t have the same disadvantages. In this conversation, Mike Ramsey explains some of the newer tools available and why it’s important for manufacturers to make the switch as soon as possible.

Today PVD coatings on various cutting tools enable many advantages

One of the major costs of any manufacturing operation is the replacement of tools. Therefore, manufacturers do everything they can to extend the life and usability of the tools they purchase. One of the enhancements to tool technology mentioned by Jim and Jason’s guest, Mike Ramsey is the implementation of PVD (Physical Vapor Deposition). Coating appropriate tools in this manner can bring about increased performance, improved productivity, reduced wear and friction, and more. Get the inside story on PVD coatings and discover if they may be of benefit to you, on this episode of Making Chips.

How Mike Ramsey and Kennametal stay ahead of the competition

Every manufacturer is looking for ways to be more competitive and superior to their competitors. Jim and Jason asked Mike Ramsey what he’s seen successful manufacturers do that those who are unsuccessful do not do, as well as what should be done to stay ahead of the competition. In answer to the first question, Mike says those who are not afraid to implement automation are the ones who are succeeding. And in order to stay ahead of the competition, Mike advises manufacturers to be aware of what’s going on in the metallurgical end of the market (What are the materials being cut?), listen to your customers in order to better understand and meet their needs, understand where the market is going, and know what’s being developed in the machine tool industry. That’s the information that will enable you to know what you need to do to supply customer needs and stay ahead of your competition.

Here’s The Good Stuff!

  • [0:08] The MFG introduction to Jason and Jim at their live podcast recording
  • [5:22] The increasing growth of the manufacturing industry
  • [9:07] Introducing Mike Ramsey of Kennametal
  • [10:28] The latest trends in cutting tools
  • [14:17] Cutting tool advances and the leap frog with machine tools
  • [17:20] What’s happening in other parts of the world that the U.S. should consider
  • [18:52] The biggest challenges Kennametal faces in the future: demographics
  • [20:18] How Mike and Kennametal stay ahead of the trends
  • [21:25] The difference between manufacturers who are growing and those that are not
  • [23:08] Advice for a successful career in the manufacturing business
  • [26:31] What are you doing to automate and bring up the next generation?

Tools & Takeaways

This Week’s Superstar Guest

  • Mike Ramsey - Global Vice President of The Industrial Diversified Market Unit at Kennametal

Connect With MakingChips

Subscribe to Making Chips on Apple Podcasts, Google Play, Stitcher, or Spotify

 

Mar 8, 2018

Every now and then a technology comes along that everyone is talking about, and high pressure coolant systems are the big topic of conversation in the manufacturing world right now. Jim and Jason discuss these amazing systems on this episode of MakingChips. They cover the advantages of high pressure coolant systems, how you can determine whether or not your company is ready for them, and wrap up the episode with tips about how you can get your team ready to take on this new technology. You won't want to miss this episode.

Connect with us:www.MakingChips.com/contact

High pressure coolant systems are the flavor of the month. Have you tasted the goods?

There's a reason that manufacturing companies all across the United States are talking about high pressure coolant systems. It's a new way of drilling that helps control some of the major elements of the manufacturing process. These systems can actually prevent chips from falling back into the tool, which prevents damage and prolongs tool life. It's the high pressure part of the system that makes it happen. Lubrication and coolant are provided where they are needed the most and flush chips away from the cut. This enables your metal workers to have much greater control over the process. You can learn more about high pressure systems from Jim and Jason, on this episode.

Your shop could be drilling holes like a hot knife through butter. Here's how

High pressure, through spindle coolant is not a magic wand that makes every problem in your manufacturing process go away. But it is a major advancement in the way drilling happens that enables a faster workflow and production process. These high pressure systems enable tools to last longer, the chips to have less impact on the process, and enables metal to be cut at a much higher speed without the damage that can occur at lower speeds. On this episode, Jim and Jason put in a call to a specialist and find out whether it's true that by using these systems, production times could increase by up to 10X. You can hear what they discover on this episode, so don't miss it.

If you want the competitive advantage in your market, high pressure coolant systems may be the way it can happen

Imagine the difference to your production process and order fulfillment if you were able to double your production speed. What if you could triple it? What if you could crank out product even faster than that? You would have a distinct advantage in your market and could easily beat your competition, hands-down. Through spindle, high pressure coolant systems can enable your machine shop to be running at a much higher-capacity that makes those things possible. Find out why Jim and Jason are so excited about this technology and why they are encouraging manufacturers all across the nation to take the leap the next time they consider upgrading equipment.

High speed coolant systems require a team that is up to speed in order to be of benefit

The new technology available through high pressure coolant systems is advantageous in many ways, but those advantages will not be yours if you don't take the time to properly train and equip your team to use the equipment properly. There is a learning curve involved, one that requires adjustments to technique and speed. Your team needs to understand the capabilities of the system and the advantages they can experience from these 1000 to 1200 RPM systems. You might encourage them to listen to this episode of MakingChips to get a quick education. It will fill them in on how amazing these new systems really are.

Here’s The Good Stuff!

  • [0:07] Jason and Jim fill you in on why they are approaching the show in a fresh way
  • [4:04] 1000 PSI Through-Coolant Spindle: A new technology for machine tools
  • [6:48] Manufacturing News: The Manufacturing Industry in the U.S. is Growing Rapidly
  • [9:03] Why companies need to release their P.O. sooner in order to get products on time
  • [14:09] Verifying the veracity of the effectiveness of 1000 PSI coolant
  • [18:31] Avoiding chip problems with a high pressure coolant system
  • [21:25] The competitive advantage of a high pressure, through spindle coolant system
  • [22:29] Making sure your team is ready to take on the new technology

Tools & Takeaways

VIPs From The Metal Working Nation

Connect With MakingChips

Subscribe to MakingChips on Apple Podcasts, Google Play, Stitcher, or Spotify

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