Simple Solutions That Work! Issue 8

The initial conference calls with the management team opened the chance to present HAI’s product portfolio, team, and capabilities, but more importantly it opened the communication channels that would be key to fully understanding their requirements at the plant /core making level. With the information gathered, a product proposal was submitted. Additionally, HAI requested the opportunity to visit the foundry to make sure the products originally proposed fully complied with the requirements and expectations. As a leader in the foundry consumable products; investing the necessary resources in assessing customer’s facilities has proven to be consequential in understanding a particular customer’s methods and equipment. Instead of matching a current product’s performance, a joint approach was initiated. This approach enabled us to understand the equipment capabilities and staffing experience / skill level, which in turn allowed us to make a functional decision on the product mix that we believed would best fit this operation. During the facility review, we also observed and became familiar with the foundry’s process equipment, packaging, and logistics challenges; all of which are important in the product recommendation and implementation process. It is also important to understand that the opportunities for success are diminished if there is not an active collaboration on the part of the client. Once the client’s requirements and expectations were understood, we assured that our laboratory testing protocols best matched the client’s QA lab. Hence, during the visit we documented testing protocols to be replicated in the HAI laboratory. We also gathered molding materials such as sand and additives so that the lab results could be relevant to the foundry. Production samples were also collected for comparison of HAI and customer lab equipment. This crosschecking test was key in building up confidence for both parties and ensuring that the product selection was on the right track. During the subsequent visits we were able to become better acquainted with the operators and their different skill levels. The people at the foundry, were very positive and receptive to the idea of testing new products and the potential benefits associated. The interaction with the foundry staff was positive as we had the chance to enhance their understanding on the best practices and attributes of the products to be tested. This information exchange was important in order to be able to adjust the product mix as a function of the customer’s capabilities and methods; coremaking, handling, storing, as well as environmental conditions. All of the aforementioned information, along with the client visits and opportunity to meet and work with the foundry staff, allowed us to present an improved proposal for a product that has a higher chance of a successful implementation of a proposal backed by lab data relevant to the foundry. This new improved product mix should not only meet the customer’s technical requirements, but also both parties were able to anticipate potential challenges during the implementation process. One important feature sought by the customer that was not initially identified in the initial request was the desire to have a product that displays low odor at coremaking and smoke at the pouring, cooling, and shake out process. This characteristic, which originally was considered a standard feature, turned out to be a key differentiating factor after further discussion at the foundry. Again, a low odor / smoke attribute as a competitive advantage may not have been completely understood had we not had a close collaboration with the customer. In the end, what are the advantages of taking into consideration Materials, Methods, Manpower, and EH&S in the implementation process? Are the additional resources and time invested by customers and suppliers alike worth pursuing? Each case is different, as are each foundry and supplier, each of which may favor their unique methodology for the implementation process. Eventually, you will have to decide whether or not this approach is worth considering. This may be a worthwhile approach in your implementation tool box. 45 Contact: AYAX RANGEL [email protected]