Getting 'goodies'? Make sure they'll be used

Manufacturing documentaries produced by automakers in the 1950s and ’60s are fascinating to me, especially the ones that focus on “labor-saving devices” for assembly lines. We may not reference these labor-saving devices today, but we talk about lean manufacturing, kaizan and continuous improvement. Regardless of the name, the goal is to improve efficiency.

Each manufacturing trade show brings an influx of new technologies aimed at increasing efficiency, and we are steadily pummeled by a flow of marketing propaganda that touts the benefits of technological advances. There are quick-change workholders, improved machine tool probes, advanced cutting tools and vast quantities of other “shop gadgets.”

Machine tool builders offer an abundance of options, from simple tool trays that bolt onto the machine to complex cutting tool monitoring devices that can alter cutting conditions on the fly. Many of these products display great ingenuity. In some cases, like manufacturing software, the product is constantly being improved and redesigned to enhance ease of use and productivity.

We often feel compelled to load our shops and machine tools with these products because of their potential. However, I have seen machines with lots of features intended to improve efficiency that ultimately go unused. These features can be expensive, potentially doubling the price of a machine tool.

For instance, a previous employer purchased eight vertical machining centers with options such as high-intensity lighting, automatic air guns, through-spindle coolant and tool and part probes. The lights were never turned on. The automatic air guns were removed because they interfered with the machining operation. Through-spindle coolant was not used because it created mist. Leaving those options off at the outset would have saved the company close to $100,000.

We often find ourselves buying these products because we get caught up in testimonials from shops that have benefited from using them. Our mind’s eye depicts the many uses a gadget could have and how it would be perfect for a specific part.

Many shops do not realize the full potential of innovative products for several reasons, including misapplication. Through-spindle coolant is a good example. It’s a great tool when you need to make deep holes or evacuate chips from deep pockets, but the expenses associated with through-coolant tooling and the corresponding machine tool maintenance can be high. If you are not performing demanding machining operations, through-spindle coolant may not be required.

Lack of proper training is another reason. Machine tool probes, for example, are costly and complex, and it takes time to learn how to use and maintain them. Operators must be properly trained when a shop invests in these types of tools. Otherwise, realizing their potential will be difficult, if not impossible.

I worked for an aerospace company that stopped using the machine probe on a horizontal machining center because it never yielded good results. For almost 20 years, operators used an indicator to align parts before machining. After some investigation, I found the probe was simply out of calibration and, once calibrated, gave excellent results. Imagine how much time could have been saved and errors minimized by using the probe from the get-go.

Having a clear understanding of a product’s capability and intended use is also critical. Misrepresentation and lack of understanding can lead shops to acquire unneeded items.

Asking questions is the best way to avoid getting stuck with something you don’t really need. Salespeople are effective at telling us all of the things we can do with their product—it’s their job. I like to show them my process and ask, “How does your product fit into my process, and how will it provide a return on investment?” The answer should be clear, concise and technically sound. If not, they may not understand the product they are selling and how it should interface with your process.

If you are considering a new machine tool, make the machine tool representative explain what will happen if you don’t buy certain options. It is easy to describe how an expensive option saved someone else a lot of money. Have him instead explain how it will do that for you.

After seeing the multitude of products at IMTS, for instance, it is easy to compile an expensive wish list of labor-saving devices. Before buying, have a clear reason for making the investment, carefully examine the applications and make sure the product will perform as expected. Understand the complexity and analyze the capability of your shop to support these products. And it is always wise to visit another shop that has the product you intend to purchase and talk to the guy who uses it every day. He will provide insight that no one else can. CTE