Page 104 - MetalForming October 2015

Fabricators used to be able to com- pete with single-service special- ization providers by excelling at providing good service and delivering top-quality products. However, the tide has turned, and OEMs now prioritize fabricator-consolidation initiatives in an effort to reduce administrative, qual- ity-audit and product-audit costs that come standard when working with multiple suppliers. Their metrics to evaluate fabricators are more holistic than simply the cost of parts.
OEMs evaluate total-cost-of-pur- chasing criteria and seek single-source fabricator suppliers that can help them
Steve Schabel is chief sales and mar- keting office, Alexandria Industries, Alexandria, MN: 800/568-6601; www.alexandriaindustries.com.
BY STEVE SCHABEL
efficiently design, manufacture, finish and assemble better products and get those products to market faster. Fabri- cators need to be vertically integrated to compete in today’s dynamic economy.
Transitioning from a single-service supplier to a single-source supplier is simple in theory but complicated in practice. Here are five simple strate- gies fabricators can follow to do more for their OEM customers.
1) Focus first on your people
Often overlooked, a successful tran- sition from a single-specialty manu- facturer to a single-source supplier is really a labor of effort of the supplier’s people. Machines and other equip- ment can produce, but only the employees’ unique abilities, expertise and desire to push the limits will deter-
to Do More for Your Customers
Vertical integration holds the key to winning over new customers in the highly competitive landscape occupied by metalformers and fabricators.
mine what becomes of the company. A fundamental strategy for success requires an ongoing commitment to workforce development by placing spe- cial emphasis on hiring and training employees to be true leaders leveraging technical expertise and market apti- tude. Certified skills programs and workshops, such as training on process control and interpersonal skills, also will contribute to an employee’s pro-
fessional development and growth.
A productive workforce that is as content as it is competent begins with the trust that your company has an unwavering commitment to core values such as integrity, mutual respect, com- mitment to excellence and employee well-being. Employees who have faith in their employer feel they’re an impor- tant part of something bigger. They believe that their opinions are consid- ered and that their hard work is appre- ciated, especially when evolving from the status quo, and will positively
impact their company’s bottom line.
2) Listen to your customers
Change needs to be deliberately
102 MetalForming/October 2015
www.metalformingmagazine.com
Chemical finishing offers easy-to-care- for surface finishing and non-corrosive material properties, giving customers the component wear resistance
and durability they require.
Five Simple Strategies
Five Simple Strategies