May 2019 Volume 1

Official Publication of the Forging Industry Association

May 2019 forging.org

FIA MAGAZINE | MAY 2019 1

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FIA MAGAZINE | MAY 2019

Message from the CEO & PRESIDENT

CONTENTS

MAY 2019 | VOLUME 1

On behalf of the Forging Industry Association members and staff, I’d like to introduce you to the inaugural issue of FIAMaga zine. We are very excited to present this new, quarterly publica tion to you, and we hope that it serves as a key resource as the forging industry continues to grow and evolve. We developed FIAMagazine with the intention of providing the most up-to-date information on the technologies, trends, and thought-provoking topics that are shaping our industry. From materials and processes to marketing and safety, it is our goal to keep you on the pulse of what’s hot and trending in forging and deliver it in a format that is interesting and engaging. This issue of FIAMagazine features articles on automation, digital marketing, a spotlight on FIAmember company Trenton Forging, upcoming industry events and a Washington update given by FIA’s new lobby firm. It’s an exciting time for forging and we’d like to showcase all of the great things that are happening in this new publication. We hope you enjoy the premier issue of FIAMagazine, and we look forward to receiving your feedback. Sincerely, JamesWarren

MATERIALS 5 TITLE HERE

Description of the article here. Description of the article here. PROCESSES 7 TITLE HERE Description of the article here. Description of the article here. COVER STORY 9 TITLE HERE Description of the article here. Description of the article here. SAFETY 11 TITLE HERE Description of the article here. Description of the article here.

DEPARTMENTS 1 Publishers Not e 3 Industry News & Calendar

7 Washington Update 9 Economic Update 10 Safety 12 Marketing 14 Member Spotlight 16 FIERF 17 Forging Research

President and CEO Forging Industry Association

CREDIT

FIA MAGAZINE | MAY 2019 1

1111 Superior Avenue, Suite 615 Cleveland, Ohio 44114 216-781-6260

EDITORIAL STAFF PUBLISHER JAMESR. WARREN jwarren@forging.org OPERATIONS

JOSEPHR. BONI joe@forging.org DESIGN

LOREANCROWDER lorean@forging.org BOARD OF DIRECTORS CHAIRMAN WILLARD T. WALKER

VICE CHAIRMAN ALEX JENNINGS GERALD BORNMAN SCOTT BOYD JOSEPH CIPRIANI MIKE GILL JEFF KLINGERMAN DAVID MESICK JOHN PALE KURT RUPPENTHAL MARK SHIRLEY JAMES THIELENS

CREDIT

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FIA MAGAZINE | MAY 2019

INDUSTRY NEWS & CALENDAR

FIA’s Management Development Institute Prepares the Next Generation of Leaders

On January 13, the 2018-2019 Management Development Institute (MDI) concluded with a special banquet to recognize its class of participants. Almost 20 MDI attendees took part in a closing ceremony to celebrate their completion of the training program. Over the course of three sessions, these managers and supervisors participated in series of lectures, case studies, and roundtable discussions led by guest speakers and subject matter experts. They also engaged in interactive exercises, group dinners and other activities designed to promote peer-to-peer exchange and learning inside and outside the classroom. “The MDI program brings to life real world scenarios with management example through hands-on, interactive games and activities designed to pull people out of their comfort zones to learn something about themselves,” stated program participant EdMarks. MDI has been developed specifically for mid-level professionals in the forging industry who are looking to hone their skills and take their careers to the next level. With key topics like business law, communications, human resources, strategic planning, sales, supply chain and time management, MDI participants can engage in topics that promote and develop strong leadership skills and solid business practices. The program also provides a great platform to meet and build relationships with others in the forging industry who share the same responsibilities and challenges. Since its inception, more than 80 forging professionals have participated inMDI.

New this year! Each session of MDI will take place in a different city. The program will kick off on August 11, 2019, in Chicago. The second sessionwilltakeplaceinLosAngeles, and the third session of the program will conclude at the FIAheadquarters

in Cleveland. Registration for MDI is open now. To learn more about MDI, visit www.forging.org.

Congratulations to the 2018-19MDI programparticipants: Joe Bennett AluminumPrecision Products, Inc. AndreaCrosoli Forge Resources Group DrewHunsinger Bonney ForgeCorporation Chelsea Lantto Trenton ForgingCompany Louis-Philippe Lapierre Finkl Steel - Sorel EdMarks EllwoodMill Products BeauMcElfresh EllwoodCity Forge - ForgingDivision JasonNiciu PresriteCorporation, JeffersonDivision CraigNiemann DeKalb ForgeCompany Division of Forge Resources Group Steve Polach Meadville ForgingCompany - AnMFC GroupCompany Rafael Rodriguez Cornell ForgeCompany Scott Saddler AluminumPrecision Products, Inc. Alton Facility Bryan Seeko Commercial Forged Products - ADivision of Wozniak Industries, Inc. Timothy Smith Commercial Forged Products - ADivision of Wozniak Industries, Inc. Stephen Trompak TECT Power JoshVanSise Meadville ForgingCompany - AMFC Group Company HopeWetzel Keystone ForgingCompany HunterWilson Dayton Forging &Heat TreatingCompany Bradley Yohn Bonney ForgeCorporation

FIA MAGAZINE | MAY 2019 3

INDUSTRY NEWS & CALENDAR

Superior Die Set Corporation Celebrates 95thAnniversary In September 2018, FIA member company Superior Die Set Corporation celebrated its 95th anniversary. Founded in 1923 by Kasimir Janiszewski, Superior Die Set Corporation is a manufacturer of die sets, mold bases, pins/ bushings, three platen presses, cut-and-ground machined plate, fabrications and forging products. In January 2019, FIA President and CEO JimWarren presented Superior Die Set Forging Products Division Manager Steve Janiszewski with a commemorativeplaque to recognize the company’s significant milestone.

FIAUpcoming Events Forge Fair 2019 May 21-23, 2019 Cleveland, Ohio Theory & Applications of Forging &DieDesign June 10-13, 2019 Cleveland, Ohio FIA Management Development Institute (MDI) SessionOne August 11-13, 2019 Chicago, Illinois Automation 101 Workshop & Plant Tours August 20-21, 2019 Rockford, Illinois Mechanical Press Maintenance Workshop&Plant Tour September 24-25, 2019 Location TBD FIAFall Meeting of Members October 14-16, 2019 Nashville, Tennessee FIA Management Development Institute (MDI) Session Two November 17-19, 2019 Los Angeles, California Upsetter Forging Fundamental Workshop&Plant Tours December 2-3, 2019 Cleveland, Ohio FIA Management Development Institute (MDI) Session Three January 12-14, 2020 Cleveland, Ohio International Forging Congress (IFC) September 20-22, 2020 Chicago, Illinois

International ForgingConsortiumReturns toChicago in 2020 The International Forging

Consortium (IFC) 2020 is scheduled to return to Chicago, Illinois, on September 20-22, 2020. This esteemed international event will feature research, development and operations presentation tracks as

well as an exhibition of leading suppliers in the forging industry. In addition, a variety of regional plant tours will be scheduled in locations throughout the United States. FIA’s planning committee is already at work assembling this one-of-a-kind immersion into forging technology applications in North America. IFC 2020 immediately follows IMTS 2020 the largest exhibition of machine tools and machining technology in the United States. Registration and exhibition details are available by contacting FIA Senior Events Manager Katlyn Stratis at katlyn@forging.org or phone 216-781-6260.

Forging Industry Association to Host VIP Lounge for Members at Forge Fair 2019 The Forging Industry Association (FIA) is excited to announce that it will be hosting a members only VIP lounge at Forge Fair 2019. The VIP loungewill be attached to FIAbooth #645. All FIA members are welcome to come to the lounge to relax, recharge andnetworkwith their peers. The FIA VIP lounge will feature light refreshments and a complimentary charging station.

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FIA MAGAZINE | MAY 2019

The Original Modular Billet Heater

Setting the Industry Standard Once Again ... The Inductoforge ® Modular Billet Heating System disrupted the induction forging industry nearly 15 years ago, as the first to offer independently controlled power modules and use them to precisely control billet temperatures. Today, the Inductoforge ® continues to redefine the forging industry by offering the latest advancements such as, true “stopped line” stand-by function, automated billet push-out systems, and next-generation forging coil design. The Inductoforge ® gives our customers exactly what they want.... more reliability, more efficiency, and more control over their production.

To learn more about the Inductoforge ® , visit us at the 2019 FIA Forge Fair, Booth #301

Inductoheat, Inc. • 32251 North Avis Dr. Madison Heights, MI 48071 • (800) 624-6297 • www.inductoheat.com

FIA MAGAZINE | MAY 2019 5

www.vip-kommunikation.de

www.siempelkamp.com

Manufacturing of high-tensile super alloy forgings requi res a high level of control of the material microstructure. Siempelkamp’s proprietary strain rate control technology allows for such high precision forging.“

Götz Sondermann Technical Director, Siempelkamp

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FIA MAGAZINE | MAY 2019

WASHINGTON UPDATE

Looking Forward: 2019 Washington Update The 116th Congress commenced chaotically on January 3, 2019, with democrats taking control of the United States House of Representatives for the first time since 2010, republicans retaining the Senate, and a partial shutdown of the U.S. government in full swing. A third of President Trump’s cabinet is vacant or filled with acting secretaries, a trade war with China continues, and the Democratic presidential primary seasonwill soon begin. All this will ensure that this new Congress will be quite active andwill merit constant monitoring! The Senate FindingCommonGround Legislative policies where many believe both the Senate and House can find common ground and get bills to the president’s desk include a comprehensive infrastructure package and data privacy regulation legislation. On infrastructure, there is bipartisan agreement that our nation’s roads, bridges and waterways need substantial upgrades. The key will be figuring out how to pay for it. On privacy, recent data breaches, and revelations about how one’s personal data is handled by social media companies and other consumer-oriented platforms and businesses have drawn bipartisan ire, and plenty members of Congress havemade commitments to find a path forward on a national law that gives Americansmore control over their personal data. Though thiswill not bean easy lift, Congress is compelled to act as California has enacted a privacy law that goes into effect on January 1, 2020. ShouldCongress fail toact before this, other states may then feel obligated to pass their own privacy laws, which will make it far harder to pass a federal standard in the future as states will push back against the federal government for trying to preempt them. Global Trade

The Senate will spend much of its time confirming executive and judicial appointments. Majority Leader Mitch McConnel has been very clear that he considers part of his legacy to be reshaping the courts and he has worked hand in glove with the White House on getting judicial vacancies filled. So far, the Trump Administration and the Republican Senate have confirmed nearly 100 circuit and appellate court judges with dozens of vacancies still awaiting action. In addition, there are 330 vacancies in the executive branch for senior roles that require Senate confirmation including six cabinet secretaries and directors. Each confirmation takes time, and to get them over the finish line could come at the expense of legislating in the first quarter of the year. TheHouse Look to the House of Representatives to take up legislation on ethics reform, expanded background checks for gun purchases, voting rights expansion, and an immigration bill to enact the Development, Relief and Education for Alien Minors (DREAM) Act. And with Democrats now in control of the House, it is a smart bet that we will see nearly all the committees aggressively exercise their oversight authority to be a check on the administration. We’ll see hearings on Russian election tampering, the president’s taxes, regulation rollback, the administration’s anti-climate change policies, ethics infractions by various cabinet members, and a host of other issues. What remains to be seen is where the House decides togoon impeachment. ManyWashington prognosticators believe there is little appetite on the part of the Democratic leadership to tackle this politically charged issue, but it is also believed that its fate rests on the results of theMueller investigation.

It remains to be seen at this point where global trade policy is headed. The United States Mexico Canada Agreement (NAFTA 2.0) will likely face a ratification vote in the spring; the 90-day trade “truce” with China ends in March, and thus far there have been no changes to tariff policy on billions of dollars’ worth of products coming into theU.S. from foreignmarkets, including steel, lumber and aluminum. Though the previous congressional leadership was reticent to act on trade, it is not completely out of the question to see this new Congress challenge the president legislatively should enough data show that the trade policies of the Trump Administration are having an adverse effect on our economic output. But make no mistake, should this occur, it will be a battle, for the president is dug in and truly believes that he is winning the trade war and sees no reason to currently change course. All to say, for those who have felt like they were on a roller coaster over the last two years watching Washington operate, prepare for even longer drops, deeper turns and whiplash action. Amidst the craziness, policies with consequencewill be enacted andwewill doour level best toensurewe are there at the vanguardof influence letting our elected representatives know what is best for our employees, our companies and our customers.

FIA MAGAZINE | MAY 2019 7

Every SBQ purchase from Gerdau includes a personal commitment.

“We improved our capabilities and increased capacity with an intense focus on our customers’ long term success.” Mark Marcucci –President Gerdau Special Steel North America

Just as you invest in your business to keep up with the evolving needs of your customers, you should expect the same from your supplier. Gerdau continuously invests in its facilities and people by utilizing the most technically advanced equipment, processes and management systems to ensure we will meet your needs now and in the future. This is why Gerdau steel is the strength behind your brand.

www.gerdau.com/specialsteel

26093-17_GERDAU_Logos_Ingles-Espanhol.indd 1

12/4/13 6:28PM

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FIA MAGAZINE | MAY 2019

ECONOMIC UPDATE

Economic Update by Christopher Kuehl, Ph.D.

Short Items of Interest – US andGlobal Economy Calls to Expand Range of Steel Tariffs – As expected, the countries that export steel and aluminum to the US have bypassed some of these restrictions by sending more finished products made of that steel and aluminum. The US steel and aluminum producers as well as some of the manufactures are now asking the US to impose tariffs of these finished goods as well. This makes some sense, but it is hard to determine where this pattern ends. The producers will continue to seek opportunities to ship in assembles and products that are not covered by the tariff law, and it will become a chasing game of sorts. Chinese Steel Industry Under Assault – In past years, the Chinese government has done what it could to bolster the steel sector as these operations are generally in the rural areas and provide a lot of jobs. The sense is that there is less interest in the steel sector this time and the stimulus money is not heading that way. There will be shutdowns, and China may stop overproducing – a development thatwouldbeaccepted favorably in the global economy. Energy Spotlight Over the last few years, there has been more and more cooperation between the members of the Organization of the Petroleum Exporting Countries (OPEC) and Russia, but there has been no desire on the part of the Russians to subsume themselves to the control of OPEC. Several other oil states have the same attitude as OPEC is generally seen as a proxy for the

Saudi Arabian Ministry of Energy, Industry and Mineral Resources. It has not been all that sensitive to the needs of oil states that are not in the Middle East and North Africa. There also has long been tension between the biggest members of the group – Saudi Arabia and Iran. Russia has created something of an alternative to OPEC – a ten-nation alliance with far looser ties and requirements. It includes some of the former Soviet republics and some small producers in Africa, but the primary members are Russia, Kazakhstan and Mexico. These nations have been working with the OPEC states on a year-to year basis, but OPEC would like a longer-term agreement that ties the two groups together for as long as 10-20 years. Analysis: The aim of OPEC and Russia’s ten-nation alliance has been the same for the last year or two – restrict output enough to increase oil prices. Right now, the Brent Crude prices are in the low 60s and the West Texas Intermediate (WTI) is in the 50s. These prices have been even lower at times. The preferred price for OPEC and Russia would be closer to $80 to $90. It is not clear that even this grouping would have enough clout todriveprices that high if the US and Canadian oil producers elected to boost their output. It is useful to remember that an ideal price for oil from North Dakota is about $70, and these producers are not all that happy with the current price ofWTI. There are many motivations for the creation of an alliance like this one – not the least of which is the opportunity for OPEC to regain some control over the price per barrel.

Another factor that has allowed this alliance tomove towards completion is politics. Russia had been pushing for a closer relationship, but Saudi Arabia was reluctant to get closer to Russia given their long alliance with the US. The Khashoggi murder has strained relations between the US and Saudi Arabia, and suddenly, Crown Prince Mohammed bin Salman is far less concerned about what the US thinks. There is something similar taking place in Mexico. They have not wanted to join OPEC, but they also took an arm’s length stand on the Russian alliance until the election of Andres Manuel LopezObrador. Hehasbeen farmore interested in relations with Russia and far less concerned about what the US thinks andwants. It is a long way from forming an alliancetorestrictoil output anddrive prices up to get a desired outcome, but the US is now facing a more concentrated set of opponents. Chances are good that price hikes will be taking place, and perhaps as soon as the summer driving season. Worries about inflation have been somewhat subdued over the last year, because the price of gasoline at the pump has been down and even hitting ten-year lows. If that trend reverses, it can be expected that inflation will jump and quickly. This is the kind of surge that provokes quick action from the Federal Reserve System in terms of hiking rates.

FIA MAGAZINE | MAY 2019 9

SAFETY

State Laws on Medical and Recreational Use Marijuana from Safety.BLR.com

Marijuana has been approved for both recreational and medicinal use in an ever-growing number of states. Employers in states with medical and/or recreational marijuana laws can still prohibit the use of marijuana in the workplace. Furthermore, employers that have “zero tolerance” workplace substance abuse policies can continue to rely on the fact that marijuana is illegal under the federal Controlled Substances Act, even if individuals using marijuana may be released of criminal liability under certain states’ laws. However, these state laws may continue to pose accommodation issues under state disability discrimination statutes for use outside theworkplace. The U.S. Supreme Court has upheld the power of the federal government to seize and destroy medical marijuana under the federal Controlled Substances Act (Gonzalez v. Rich, 124 S.Ct. 2909 (2005)). The Court’s decision does not overturn any state medical marijuana law. However, even in those states, individuals may be prosecuted for growing or using medical marijuana in violation of federal law. In fact, the 9th Circuit Court of Appeals has held that because the use of medical marijuana remains illegal under federal law, theADAdoes not protect against discrimination on the basis of medical marijuana use, even if that use is in accordance with state law explicitly authorizing such use (James v. City of Costa Mesa, 700 F.3d 394 (9thCir. Cal. 2012)). Notwithstanding the legalization of marijuana use in individual states, employers continue to have the

right to insist that employees remain drug-free while at work, that they do not bring illegal (or non prescribed) drugs or alcohol to work, or use substances while on the job. Furthermore, a positive drug screen continues to be valid grounds for an adverse employment action if it is pursuant to an established policy. Employers that adopt a zero tolerance policy must make sure that they do not inquire about an employee’sdisability intheevent that the employee discloses the use of, or tests positive for, medical marijuana (EEOC v. Pines of Clarkston, Inc., No. 13-CV-14076 (E.D. Mich., Apr. 29, 2014)). Rise in Marijuana and Opioid UseAffecting Employers The use and misuse of both illicit and prescription drugs are affecting a growing number of employers. Whether marijuana or opiates are obtained legally or illegally, both are present in the workplace. An increasing number of workers are even dying on the job from drug and alcohol overdoses. The most acute hazards are faced by firefighters, police officers, and other emergency responders, as well as cleanup workers. These issues have been fueled by a number of developments: • Several states have enacted laws allowing recreational use of marijuana in addition to existing laws recognizingmedical uses of marijuana, • Physicians have prescribed opioid painkillers for work related and non-work-related

injuries, and • As some individuals became dependent on or misused these prescription painkillers, they switched to illicit opioids. These have led to four key problems: • Health and safety hazards in the growing, processing, and retail sale of marijuana, • Worker impairment from marijuana and opioid use, • Overdoses and deaths in the workplace, and • Health hazards faced by emergency responders and law enforcement officers encountering synthetic opioids like fentanyl. Marijuana UseGrowing Marijuana was the most commonly detected substance in worker drug tests, according to Quest Diagnostics, a company that tests workers’ urine samples for employers and performs patient blood, urine, and other diagnostic tests for healthcare providers. Quest reported that positive results for marijuana increased by more than 33%between 2015 and 2017. Over half of medical marijuana users reported driving while “a little high,” according to University of Michigan researchers. They found that 56% of the users surveyed reported driving within two hours after using marijuana, 51% reported driving while “a little high,” and 21% reported drivingwhile “very high.” With more states enacting laws approving medical or recreational

FIA MAGAZINE | MAY 2019 10

SAFETY

About Safety.BLR.com Safety.BLR.com is an interactive website that provides industry leading and award-winning OSHA and state-specific solutions prepared by experts for safety professionals. The Safety.BLR platform offers comprehensive safety training and compliance information, and it contains expert analysis on 128 different topics and access to more than 5,000 training documents. Around that Safety.BLR. com has provided additional tools such as a Workplace Safety Plan Builder and safety data sheets on thousands of products. Safety and human resource professionals find Safety.BLR.com to be an essential tool that assists them in their daily duties and keeps them updated on any newOSHA requirements.

marijuana use, an industry has quickly expanded to meet consumer demand. The American Industrial Hygiene Association (AIHA) voiced several concerns about thecannabis industry in its recent public policy agenda, including: • Worker impairment due to marijuana use; • Health and safety hazards posed by the growing, processing, and retail sale of marijuana and the need to reach out to the industry to implement hazard controls; and • The need for research into identifying and characterizing worker impairment, as well as a voluntary prohibition of marijuana use by workers in safety-sensitive positions until impairment caused by marijuana use is better understood.

“We are excited to have one site to reference in theever changing world of safety,” states FIA Safety Committee Chair Joe Lyons, “The Safety.BLR website allows our safety committee to

easily access resources and receive clarification on current and changing standards.” “ Safet y. BLR . com helpseliminateextra time,” exclaims FIA Safety Committee Vice Chair Bobbie Myers, “It is my first resource when I need information on regulations, training, and news, rather than sifting through Google articles.” Access to 150+ industry-leading suppliers Admission to 60+ technical and tutorial-focused presentations Complimentary meals and receptions on show floor Special keynotes that include Rocky Bleier, additive manufacturing and a political outlook A venue for connecting you with 1,500+ forging professionals Registration Includes:

MAY 21-23, 2019 CLEVELAND, OHIO, USA THE HUNTINGTON CONVENTION CENTER

Attendee Registration Open! Booth Space Available! Go to forgefair.org.

NORTH AMERICA’S LARGEST FORGING INDUSTRY TRADE SHOW

SPECIAL PRESENTATION

ROCKY BLEIER VIETNAM VETERAN AND SUPER BOWL WINNER presented by Electralloy

PLATINUM SPONSORS:

GOLD SPONSORS:

FIA MAGAZINE | MAY 2019 11

MARKETING

Digital Marketing for the Forging Industry by David Underwood Whether you’rewearing your forginghatMonday – Friday, or your consumer hat on the weekends, it’s safe to say you’ve come to expect a specific level of interaction, follow-up, and customer experience from businesses you’re evaluating. Those searching for a forging manufacturer expect the same. This is even more true when considering the growing millennial workforce that is most accustomed to conducting business online. Is your digital strategy catching their attention andmeeting their needs?

throughout your website content, pay per click ad text and organic results. For example, do you have a robust metallurgical testing department, in-house tooling or heat-treating services that set you apart? Is your equipment, superior customer service or business tenure what differentiates you? Showcasing your differentiators through video, images, content, etc. is how youwill stand out from the crowd. Step 3: Evaluate Your Customer Experience When asking yourself who your business competes with from a customer experience standpoint, it’s important to think about how your own expectations have changed over the years. When it comes to providing a great customer experience, your business is being compared to every other company your potential new customer has enjoyed working with over the years, not just other forging companies. Let’s say you’ve gone through Steps 1 and 2 and are confident your site provides a great user experience and your content is meeting the needs of your visitors and setting you apart from the rest. Great! Now, what are your users experiencing once they call your business or submit a form? From how promptly your team responds to a potential customer’s inquiry or how helpful they are on the phone, doing a thorough audit of what a customer experiences with your company can help you gain business. Typically, customers are requesting quotes from three to five vendors before choosingone 2 , so howwill you standout?

Step 1: UnderstandYour Search Landscape To be successful online, you must consider your competition on all levels. For example, your local competitors may be different than who you see at industry trade shows. Additionally, the competitors you see at industry-wide events aren’t always who you’re going up against on Google or Bing. You’ll even find a difference in the landscape when searching on your computer versus aphone. Someof your competitionmay not even be another business! Keeping an eye on indirect competition in your online space (like Wikipedia) is also important when determining your digital marketing strategy. Your landscape is always changing, so regular searches for your key products/services are necessary to stay ahead. TOPSPOT INTERNET MARKETING CUSTOMER STATISTIC How often do you search for your own products or services to identify new competitors?

Daily Never

Monthly

Weekly

< Monthly

Customer Experience The sum of all interactions a person has with your company —Roy Barnes, Author of Customer Experience for Dummies

35 %

30 %

28 % 4 % 3 %

Attract • Organic/Paid Search

Inform • Case Studies • Technical Data • Pricing

Service • Customer Experience • Response Time

• Social • Offline

100%

Step 2: Highlight Your Differentiators Next, consider howtobest showcaseyour differentiators Source: TechValidate. TVID: 581-723-266 The search landscape is constantly changing & there are many factors that influence the results your target audience is seeing when doing a search for your products & services, so it’s important to revisit this process frequently. You’ll be in good company as well! Nearly 70% of our surveyed clients stated that they search for their own products & services at least monthly (some doing so weekly or even daily). 1

Engage • Mobile-Friendly • Ease of Use • Helpful Content

Connect • Clear CTAs • Easy to Use

One of the simplest adjustments a company can make to its customer service is to respond quickly. Eighty-six percent of customers surveyed expect a response from

FIA MAGAZINE | MAY 2019 12

MARKETING

vendors within the same day of their inquiry. nineteen percent expect a response within less than two hours! 3 One day is all it takes to lose a potential customer if a competitor beats you to the response.

idea of the standards they’re expected to meet from a customer service standpoint. You should hold regular customer service trainings and have processes in place to ensure your standards are beingmet. In conclusion, the days of simply showing up online and reaping the benefits are gone. It now requires standing out amongst the competition and providing a great customer experience through the entire process that will set your business apart. Sources:

TOPSPOT INTERNET MARKETING CUSTOMER STATISTIC 93% of surveyed organizations are more likely to recommend a company due to outstanding service.

93 %

1 Source: TechValidate. TVID: 581-723-266 2 Source: TechValidate. TVID: BD4-51A-0CF 3 Source: TechValidate. TVID: 8A0-97F-AC2 4 Source: TechValidate. TVID: 547-2EC-02C

Step 4: Bridge the Gap Between Sales & Marketing However you are keeping track of your business opportunities, it’s important to understand the tools available to measure successes from your marketing channels and the customer experience your team is providing. At TopSpot, we have found that industrial companies receive an average of three phone calls for every one form their website generates. With call tracking, you can measure the impact of your marketing efforts (from digital to print) andmonitor your callers’ experience. Source: TechValidate. TVID: 5 4 7 - 2 EC - 0 2 C Doing a thorough audit of your business’s customer experience is one of the easiest ways to set your company apart from the competition and maintain a great reputation. It can also help with gaining new business. We found that 93% of surveyed organizations are more likely to recommend a company due to outstanding service over other factors such as a great price or product. 4

David Underwood is president and co-founder of TopSpot, the largest independent search marketing agency in Houston, Texas. TopSpot’s services include search engine optimization (SEO) and pay-per-click advertising (also called PPC or SEM) that can be provided as a single service, or an

integrated digital marketing strategy. They also offer web design and development and analytics solutions to track internet marketing ROI. Contact them at www.topspot. comor 800-557-8079.

Once your tracking tools are in place and you are auditing your post-lead customer experience, it’s important to make sure that your messaging is consistent throughout the rest of your business. Everyone from your sales team to your accounting department should have a clear

FIA MAGAZINE | MAY 2019 13

MEMBER SPOTLIGHT

diameters on a single coil, thereby reducing changeover time, the num ber of coils in inventory, and their associated maintenance by roughly one-third. Reduced scale on billets, as well as longitudinal uniformity of heat, means greater quality control and a reduction in power consump tion of approximately 15%. We realize that strides forward in production efficiency, driving sales and continued success, will be limitedunlesswe focusoncultivating our most important asset - our team.

seemingly fall away. Billets are cut with laser-precision by p r e - p r o g r amme d algorithms, creating

By Chelsea Lantto

thoughtfully divided bars with the minimum possible waste. Our cold saws require significantly lower maintenance and have eliminated outside processing costs for jobs that specified saw cutting. Our customers continue to notice quicker turnaround times and more attractive pricing.

To declare oneself as the “most innovative company in the industry, with unmatchable speed andquality” wouldseemlikealoftydreamtomost. To us, it’s more about making that innovation and inherent quality into a lifestyle. Our specialty is pushing the limits of our team, equipment, and available technologies, while our customers and the surrounding community reap the benefits. What’s the secret? How can a relatively small, family-owned business bemaking suchbigmoves? Since Trenton Forging Company’s inception in 1967, the late founder, George S. Moxlow, focused on four fundamental values: integrity, trust, innovation and urgency. Fifty-two years later, that ability to quickly react, adapt, and overcome has more than paid off. Currently, under the direction of George’s son, David, the company is more successful than ever and not just from a profit standpoint. Acommitment to quality, both in deliverables and service, has allowed a plethora of rewarding and long-standing customer relationships. Our latest effort to improve efficiency and quality control was by implementingCNCcarbidecoldsaws in lieu of mechanical shears. Shears, used widely throughout the forging industry, proved unacceptable for certain safety-critical parts. Burring was an obstacle when it came to meeting tight tolerances and the material waste from remnant billet drops was inevitable. With the new technology, those problems

Creating an environment that is conducive to continuing education and career satisfaction are only the first steps. Tuition reimbursement programs and highly competitive benefits packages are a great start, but our most troubling concern is the skills gap that continues to plague U.S. manufacturing. For this reason, we’ve decided that it’s time to do our part to ensure that the forging

Following the efficiency vein, Tren ton Forging Company has recently invested in the installation of new, custom-built Interpower induc tion heating units. Replacing the dated Silicon Controlled Rectifier technology, we opted to upgrade to Insulated Gate Bipolar Transistors on all five production lines. These units allow a larger range of billet

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MEMBER SPOTLIGHT

industry continues to thrive for generations. Trenton Forging Company has begun promoting skilled trades with presentations at local high schools, focusing on career options, available salaries, and other advantages to pursuing an alternative to traditional college. Our presentations have yielded a large and very actively engaged student audience. Additionally, we offer plant tours to those interested in the many skilled trades career paths offered at Trenton ForgingCompany. From designers and fabricators, programmers to hammermen, our hope is to showcase the craftsmanship, passion, and opportunity for growth within these career paths. In doing so, we feel we can do our part to ensure a deeply rooted level of interest in the forging industry for coming generations.

Our focus has always been and always will be to move outside the box to solve problems. Whether by attacking the skills gap head-on, or by finding creative ways to forge the “impossible” for our customers, Trenton Forging Company is up for the challenge. As we transition from a second generation family-owned business to a third generation, there is a lot of buzzing excitement about what the future holds. To stay up-to-date on the latest happenings, be sure tovisit our website www.trentonforging. comand followus on social media. Chelsea Lantto is the business operations manager at Trenton ForgingCompany.

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automotive and medical industries and provide reliable designs, lower cost and quicker implementation. With more than 100 models, Automated Cells & Equipment offers the widest range of industrial robots, including collaborative, material handling, painting/ coating and food grade robots, as well as robot controllers. The company’s equipment includes: • Burr-ACE-r

AutomatedCells &Equipment AutomatedCells&Equipment, aFujiAutomaticNumerical Control (FANCU) Robotic Certified Integrator, builds and installs customizable automated robotic systems and offers solutions for the manufacturing industry. They provide FANCU Robot support services, such as hands on training classes for the robot programming, service, repairs, 24-hour support coverage and complete mechanical/electrical designing, aswell as offering spare parts, programming and simulation services. The company’s products include robotic machine tending, which presentation methods include fixture, drawer, conveyor and workstocker; materials handling use rotary accumulation table and extruded aluminum belt conveyors to compliment customers’ material handling and automation needs; and the powder metal automation for mold press unload, sinter furnace load/ unload, coining press load/unload and sinter tray loading. These products are used within the aerospace,

• Robotic belt standmodel LXZ • Model 220 sizing press loader • Model 366mag unloader • Model 850work stocker • Model 696 inline brush deburr • Force control slidemodel FCS50 • Model 605Apress extraction robot • Model 100A furnace loader

In 2014, one of Automated Cells & Equipment’s FANCU robots, along with other equipment, helped Betts Industries Inc. of Warren Pennsylvania eliminate a

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secondary leak test process, reduce manual labor and eliminatework-in-process inventory. Established in 1996, Automated Cells & Equipment has a 27,000 square foot facility and approximately 60

• Produce vacuum-arc remelted steels commercially • Develop a patent titaniumgas atomizer The steel construction company, commonly referred to as Crucible, strives to produce both the finest steel and finest customer service in the specialty steel industry. Similarly, they take pride inmelting andmanufacturing all of their materials in the United States by the United Steel Workers of America. Crucible’s legacy began in 1776 as the Naylor and SandersonSteel Mill inSheffield, England, whichbecome Sanderson Brothers Steel one hundred years later. Shortly after, the company was the first to use gas to fuel its crucible melting furnaces. Thirteen major crucible method steel making firms joined and became Crucible Steel of America in 1900. After several acquisitions and new companies were added, Colt Industries established CrucibleMaterials Corporation in 1983, and it became an independent, employee-owned company in 1985. The company developed and manufactured several types of steels over the next 24 years and entered the knife industry in 2004. It became Crucible Industries LLC in 2009, after beingpurchasedbyaprivateequitycompany. Today, Crucible is located in Solvey, New York, near Syracuse. Learnmore about Crucible’s products, services and their CPM® process at www.crucible.com. Komtek, a division of KT Acquisition, is one of the few companies to utilize programmable CNC power-driven banning hammers, capable of up to 130 blow per minute at a predetermined velocity. Production capability range in size from less than one pound to 100 pounds and from 5/16” to 6” rounds. The hammers provide exceptional quality and improved die wear, and the controlled blow velocity is particularly significant for manufacturing high temperature and upper alloys. Primary equipment includes: • Banning 6000# programmable hammers, with 6” round capabilities (Qty. 2) employees located in Painted Post, New York, near the Finger Lakes region. For further information, please visit their website at www. autocells.com. including full forging simulations and 3D printing of rapid prototypes.

Crucible Industries Crucible Industries develops and manufactures specialty steel, including semi-finishedmaterial, finished bar and plate stock, and is the sole producer of high performanceCrucible ParticleMetallurgy® (CPM) steels. The CPM® process, Crucible’s proprietary technology, was developed in 1970. It begins by pouring a homogenous molten bath through a small nozzle where high-pressured gas the liquid stream, transforming a liquid stream into a spray of small, spherical droplets. These droplets fall through an atomizer, solidify and then are collected in sealed containers and consolidated using hot isostatic pressing (HIP) at forge temperatures. These CPM® steels are characterized by superior dimensional stability, grindability and strength, compared to conventionally processed steels, and improve corrosion and wear resistance. They are used in the aerospace, automotive and tool industries, as well as knifemanufacturing beginning in 2004. Crucible led the specialized steel industry by being the first company to: • Developpowdermetallurgy tool steelsproduced by theCPMprocess KomTek Forge Komtek Forge manufactures and supplies complex highly engineered forgings for aerospace, industrial gas turbine, medical prosthetic, alternative energy, petrochemical, and defense industries worldwide. The company’s casting operation began in 1984 and specializes in working with nickel, cobalt, aluminum, titaniumandhigh-temperaturealloys, aswell ashastelloy, Inconels and all stainless steels. Komtek also offers ferrous and non-ferrous alloys and engineering services,

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• Banning 4000# programmable hammers, with 4” round capabilities (2) • 3500#Hammer with up to 3” round capabilities • 2500# Hammer with up to 2 1/2” round capabilities • 2000# Hammers with up to 2” round capabilities (3) • 1500# Hammers with up to 1 1/2” capabilities or up to 1 1/8” resistance heat (4) • 300 T-extrusion press with up to 2 1/2” round capabilities • Open slot furnaces (15)

are incorporated in hammer forges. According to the U.S. Department of Energy’s 2000 Oak Ridge National Library Review magazine, a “skilled worker uses long tongs to pick up a solid piece of a cobalt-based alloy from a furnace heated to approximately 2400oF. The worker then inserts the piece between two dies and steps on a pedal. A pneumatic hammer smashes the die against the bottomdie with a driving force of up to 25 tons.” This hot forging process makes implants such as artificial hips predictably strong and safe for human use. Komtek strives to provide the highest quality product and on time delivery to its customers. In addition to ISO 9001:2015 and AS 9100D certifications, the company maintains Nadcap certification for Non-Destructive Testing. Withmore than90employees, thecompany’sWorcester, Massachusetts facility can produce products in runs from25 pieces tomore than 100,000. For more information about Komtek, visit their website at www.komtek.com. the best quality products, fastest turn-around time and outstanding customer service. It is certified to meet ISO 9001:2008, AS9100C and all other customer requirements. Inthe60,000squarefoot facility, thecompanyusesstate of-the-art technology and equipment to create parts stronger than those made in traditional metalworking processes. The equipment includes hammers that form metal into shape with controlled, high-pressure impact blows, presses that similarly form metal into shape but vertically with controlled high impact mechanical force, a horizontal press and furnaces. Forgings can range from one-half to 400 pounds in size and¾” to 5” lengths. Pacific Forge’s history began in 1944 in Los Angeles, focusing on the aircraft industry. During World War II, the company redirected its efforts to the commercial industry, primarily in oil. Valve forgings were developed by Pacific Valves, Inc. during this time and they acquired Pacific Forge. After steady growth, the company moved to its current Fortana, California location in 1955 and purchased newequipment. In January 1974, Pacific Forge, Inc. became an independently own company. It is currently a subsidiary of AVIS Industrial Corporation, which is a diversified, privately-owned company headquartered in Upland, Indiana. The company has nearly 10 wholly-owned subsidiaries that manufacture a variety of products to serve the automotive, metalworking, railroad, off-

• Resistance heating units (4) • Induction heating units (2) • Gas aluminum furnaces (2)

The company was the first domestic forge facility to produce Cobalt-Chrome hip prosthesis starting in 1979. Engineers create dies to form a medical implant that

Pacific Forge Pacific Forge, Inc. is the leading producer of high precision quality closed die forgings custom made from materials such as titanium, stainless and P.H. grades, nickel-based, high-temperature alloys, high alloy steels and lowcarbon steels. The company’s products are used in the aerospace/ aircraft/military defense industries, forgings for transmission systems, stationary turbines, oil field applications and locomotive turbo and super chargers. The products are used in landing gear, cargo systems, wing components, aero structures, gears/rings and more. Pacific Forge has approvals from major aerospace companies including Boeing, Goodrich, Heroux Devtek, GE Aviation, Parker Aerospace, and Lockheed Aircraft, among others. The company strives to manufacture and create strong, reliable and durable closed die forgings with

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highway construction, energy aerospace and recycling and consumer industries.

Find out more about Pacific Forge’s products, services and history at www.pacificforge.com.

automotive, light and heavy truck, agriculture, and energy. The company also offers a variety of other metal processing services including phosphate coating, shot blast cleaning, cutting and testing. NitroSteel is the only domestic provider of FNC bars and tubes in the 13-24’ range. The company’s process is a “green” alternative to chrome, providing improved wear resistance, better lubrication retention, dent resistance, increased service life, and can last up to three times longer. NitroSteel was nominated for the Presidential Green Awards in 2008. Al-Fe Heat Treating is the largest commercial aluminum heat treating company in the United States with four plants in Defiance, Ohio, Saginaw, Michigan, Wadsworth, Indiana, and Wabash, Indiana. Al-Fe is the premier resource for the most demanding heat treat applications including continuous or drop-bottom processing, precision air quench for distortion control, hyperquench for Aerospace specifications or testing/inspection services. Premier Thermal Solutions and its subsidiary locations are certified with IATF 16949:2016 (Lansing, Canton, Mt. Hope and North Vernon), ISO 14001:2015 (Atmosphere Annealing) and ISO9001:2015 (NitroSteel). Learn more about Premier Thermal Solutions at www. premierthermal.com. Rimrockwas founded in1956byFranzStoneasasupplier of spray equipment to foundries, glass and rubber molders and extruders. Stone chose the Rimrock name as a tribute to his grandfather, whose love of geology and the Grand Canyon inspired the nickname “Rimrock.” The company name is also a play on words honoring the founder’s last name. Today, as an automation leader in the die casting, foundry and forging industries, they anticipate customers’ needs with professional consultants and industry-leading experts and deliver elite total automation products and services to keep production progressing forward all day. Focused on outstanding customer service, RimrockCorporation supplies user-friendly, cutting edge total automation technology and designs to help their customers reduce production costs and produce value added products.

Premier Thermal Solutions Premier Thermal Solutions is the leading provider for metal heat treating and offers commercial metal processing services including normalize, atmosphere normalize, isothermal anneal, oil quench & temper, atmosphere oil quench & temper, polymer quench and temper and Spheroidize anneal. Some of the industries they serve are automotive, energy, rail, aviation, agriculture, aviation, heavy trucks andwire rope. Premier Thermal Solutions’ technical experts are committed to offering quality products and providing flexible and quick turnaround times, processing complex orders with precision and exceeding customers’ needs and expectations. The company was established in 1978 in Lansing, Michigan. It was acquired in 2017 by Z Capital Partners, LLC, a leading alternative asset management firm, and wholly owns three subsidiaries, Atmosphere Annealing, NitroSteel and the latest company Al-Fe, acquired in October 2018. Atmosphere Annealing has more than 400,000 tons of installed heat treating capacity including annealing, ferritic nitrocarburizing (FNC), normalizing, and quench & temper processing for various industries, including RimrockCorporation Rimrock Corporation, or Rimrock, manufactures and integrates industrial automation automatic lubrication systems and robots and has installed more than 8,200 robots globally. Products include automatic lubrication systems, ladles, sprayers, extractors, finishing equipment, and turnkey ABB robotic systems, as well as spray nozzles/guns, manifolds, liquid systems, and proportioners. These can extend die life and increase throughput. The company expanded its integration capabilities to include the design, manufacture, and installation of ABB, FANCU, Motoman, and Gudel robot based systems.

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