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Prospects, productivity and passion
Throughout the conference, one clear and very practical motivation was emphasized over and over: productivity. “Productivity is the only thing that sells, and it’s the only thing that will be bought.”   (more)
Service is the differentiator
Service is the competitive differentiator when you look closely. Be sure to promote your service abilities to the customer. It is those SERVICES that will be the differentiator that will get you the order.  (more)
Industry News - January 2017
News from AMT members  (more)
TGS Announces New Upgrades to Centerless Grinder
Aware of our customers’ ever-increasing demands for increased productivity, TGS offers a variety of automation options on its CNC centerless grinders.
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TGS Offers CNC Centerless Grinder
A "sound purchase," “rock solid,” and “a long-term investment” are terms that can be used to describe TGS’ CNC centerless grinding machine. Constructed with only the most heavy duty components, the TGS-CL-6020 centerless grinder provides long service life even in the toughest production environments.   (more)
Tennessee Fab Shop Switches Gears with Jet Edge Waterjet Cutting Machine
Murrco Fabrication recently installed a Jet Edge waterjet to grow its business. Known for its racing pit boxes, the Franklin, Tennessee metal fabricator has entered into new markets with its waterjet cutting system, and has found a niche cutting parts for Nashville area homebuilders.    (more)
Coherent and Rofin are Now One
We are excited to welcome ROFIN-SINAR Technologies to the Coherent family. This merger is a significant milestone for our companies, and the industry as a whole.  (more)
Coherix Released 2016 Highlights and 2017 Outlook
Ann Arbor, Michigan, December 30, 2016 – Coherix, Inc., a global leader in Three-Dimensional (3D) Machine Vision, today released the highlights of the company in 2016 and outlook for 2017.  (more)
Industry News - December 2016
News from AMT members  (more)
Successful debut for AMT’s first-ever Distribution Regional Summit
I am pleased to report that the recent AMT Distribution Regional Summit held at John Force Racing in Brownsburg, Ind., was a big success. Attended by more than 70 AMT members and guests, this first-time event focused on the unique challenges we all face in our manufacturing distribution businesses today.  (more)
Hiring for the future
Many leaders in our industry are finding it difficult to attract and retain qualified, hardworking employees in today’s business environment. When looking for entry-level people, we are often flooded with resumes of people looking for a job, but not necessarily looking for their next career.  Sometimes in a hurry to immediately fill the position, we hire the person who best fits the job right now, but that person may not be the best person long-term for the company.    (more)
Aquablast Ltd. Opens Jet Edge Water Jet Systems Showroom, Training Facility in U.K.
Jet Edge Water jet systems distributor Aquablast Ltd. has installed Jet Edge's latest EDGE X-5 5-axis water jet cutting system and is opening a waterjet showroom and training facility in the United Kingdom.  (more)
Dukane's New Technical Center in Querétaro, QRO, Mexico

Dukane continues its commitment to international expansion with the launch of a new Technical Center at Santiago de Querétaro, QRO, Mexico. Strategically located in the center of Mexico, this new center will allow Dukane to provide cost effective plastic welding solutions, instant customer service and expedited delivery, to customers in Latin American countries.

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Automatic Feed Company Announces New Leadership Team
Automatic Feed Company, a world-class designer and manufacturer of coil handling and press feeding automation solutions, has announced a series of promotions and appointments. Each of the newly appointed executives are highly qualified, previous employees of Automatic Feed.  (more)
Say Hello to the Slimmer (much slimmer) 3D Tester for Milling and Machining
Euro-Tech Corporation is now the North American distributor of the Tshcorn line of 3D testers. Why the need for a ‘new kid’?  (more)
Coherix Announced Major Software Update for Predator3D™
Ann Arbor, Michigan, November 10, 2016 – Coherix, Inc., a global leader in Three-Dimensional (3D) Machine Vision, today announced the release of a major update to the Predator3D software i-Cite™, which enables the 3D bead inspection system to use speed information from the robot to automatically adapt its inspection capability when the robot speed or timing is changed.  (more)
Mitigating dissatisfaction
If there is a single truth in every industry, it would be that it’s not always going to be possible to make every customer happy, every time. 
The reasons typically fall into a few basic categories such as customer dissatisfaction with the overall experience, performance expectations that weren’t in line with reality, or disappointment with the end delivery. Consequently, when these and other customer-centric KPIs aren’t met, customers become agitated, angry and frustrated. Left unaddressed, these issues can damage or destroy a previously solid business relationship.  (more)
Industry News - November 2016
News from AMT members  (more)
Another look at the formal business review
Last month in this column, we discussed why it’s important to have a formal business review on a regular basis. This month, we’ll take a closer look at the specifics of how to get that done.  (more)
Do you “Network”?
For the past 20+ years, I’ve been fortunate to work for a company that believes good things happen when you put yourself in a position to network with industry peers. Attending various events every year has allowed me to grow my professional network and create lasting relationships. Typically a conversation with a new person will find a common ground, and from there you can form a new relationship and gain newfound knowledge.  (more)
New Certified Manufacturing Technology Sales Engineers, CMTSE - November 2016
CMTSE exam questions are developed by the Certification Committee, which includes machine tool distributors, builders, sales engineers, customers and allied industry representatives. The exam is a knowledge-based, online exam consisting of 150 multiple-choice questions. Candidates have three hours to complete the examination. Find out more about becoming a CMTSE.  (more)
Coherix Celebrates 13-Year Anniversary
Ann Arbor, Michigan, October 31, 2016 – Coherix, Inc., a global leader in Three-Dimensional (3D) Machine Vision, today hosted a celebration for the company’s thirteenth anniversary.  (more)
A Game-Changer for Your Large Leveling and Flatness Projects
EDS Precision Systems (www.precisiontools.biz) supplies the patented Precision Water Level (PWL). Capable of saving 80% or more time on leveling and flatness projects and accurate to +/- 0.0001 inches at up to 200 feet (+/- 2.5 microns at up to 61 meters), the PWL is a game-changer for large-scale precision construction, assembly, and manufacturing.   (more)
When was your last formal business review?
The formal business review is an essential process that sometimes gets overlooked because of day-to-day commitments and pressures to lead the organization, whether your job is CEO or Sales Leader. Any healthy, forward-looking organization should conduct a formal business review every three to five years.  (more)
Make your open house count
The process of planning an open house can be daunting. For any of us who’ve done it, at some point it’s likely we asked, “Is all this work really worth it?” And nothing is more worrisome than waking up the morning of the event and wondering, “Is anyone actually going to show up?”  (more)
Industry News - October 2016
AMT member news  (more)
How to choose your adhesive and sealant bead inspection solution
In the automotive and aircraft industries, adhesives and sealant beads are increasingly being used in bonding body parts, windshields, roof and many other applications. To ensure the quality of assemblies, a robust and reliable inspection of the bead volume and location is essential. So, among the various machine vision solutions available on the market, how would manufacturers choose one that can really deliver a solution that meets their requirements?  (more)
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It’s time for a youth movement
About two years ago, while sitting in my office, I came to the realization that at 56 years old, I was the youngest member of my sales team. After my initial panic subsided, it became quite obvious that we needed to get younger!  (more)
Industry News - September 2016
News from AMT members  (more)
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The most important sales factor: risk
IMTS always brings plenty of excitement regarding the many new technologies that will be on display and how these capabilities can benefit end users. Indeed, it is a very special event for both suppliers and end users, but most excited may be the salespeople who are looking for new offerings to help capture more business and build their pipelines. Their typical questions are “When can I sell it?” and “What is the price?” With all the technology and enthusiasm that is being shared with prospective customers, however, we should remind ourselves that “risk” is the No. 1 factor that influences a customer’s decision to buy. Salespeople who don’t want to talk about risk do so at their own peril.  (more)
Edgewater Automation Expands Sales Presence to the Northeast
Global Custom Automation Equipment Supplier Adds a New Regional Sales Manager to their Team
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3D Traceability Helps Automotive Maker Avoid Expensive Recall
In our litigious society, manufacturers need to prove their products were produced correctly. Therefore, they need to be confident they can retrieve information to have proof. The automotive industry is paying a high price in dollars and brand damage whenever they have to recall vehicles to repair incorrectly built products. Therefore, traceability has become a high priority. Pass/fail information is no longer sufficient.  (more)
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Want to grow your business? Be accountable to the customer
To increase your business, make your entire company accountable to the customer. This starts at first contact and continues through every facet of the relationship. It can’t be just a notice on the wall someplace, but deep in the culture of your business.  (more)
Industry News - August 2016
AMT member news
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My thoughts on U.S. manufacturing
We are not Europe. We are the United States of America. We invented the American system of manufacturing and those processes that created wealth in the entire world.  (more)
Robust 3D Machine Vision Overcomes Problems with Temperamental 2D Vision Cameras
Twenty years ago, the machine vision industry held out great promise that 2D vision cameras could solve multitudes of error-proofing problems in discreet manufacturing plants. Unfortunately, they proved to be temperamental and unreliable, mainly because the 2D vision cameras are susceptible to changes in part color and ambient lighting. As a result, they need to be adjusted constantly in plants.  (more)
Robust3D Brings an End to Decade-long Assembly Error-proofing Struggle
Recently Coherix engineers and Fiat Chrysler Automobiles (FCA) engineers have been working jointly to develop error-proofing solutions in engine plants. After identifying eight specific problem areas, the team recognized that these were all old problems that have been plaguing engine manufacturers for decades. For example, one very difficult problem is error-proofing a valve assembly, a problem one engineer had worked on when he was a student over 30 years ago.  (more)
Are Line Sensors Truly 3D Sensors?
First commercialized by Perceptron in 1983, line sensors were used to verify critical dimensions on automotive bodies to determine part-to-part variation. At that time, they were referred to as 2.5D (two and a half D) sensors. Recently many companies have announced line sensors and call them 3D sensors. Are they really 3D? If a line sensor, or the object it is viewing, is moved precisely, then a 3D image can be created. But does that make a line sensor a 3D sensor? If so, that would be a real stretch!  (more)
Water Jet Manufacturer Jet Edge Finalist for Minnesota Manufacturing Awards Image Award
Industrial waterjet systems manufacturer Jet Edge, Inc. has been named a finalist for Minnesota Business magazine's 2016 Minnesota Manufacturing Awards Image Award.  (more)
Industry News - July 2016
News from AMT members  (more)
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In business, it’s all personal
Selling, managing, designing, creating turns out to all be about connections among people. No one would question that the sales process is highly emotional and personal. Do we really think that design, engineering, run offs, or troubleshooting are not equally dependent on the emotional and motivational state of the participants? How many of those vital business activities are done by a sole actor?  (more)
Jet Edge's Latest Mid Rail Gantry Water Jet Cutting Machine Runs Up to Four Cutting Heads
Minnesota waterjet manufacturer Jet Edge, Inc. introduces its latest generation of Mid Rail Gantry CNC waterjet cutting machines. Built for industrial use, Jet Edge CNC waterjets lead the industry in precision and accuracy.  (more)
Making a comeback: apprenticeships on the rise
For the past 50 years AMT member company Advanced Machine and Engineering (AME) of Rockford, Ill., has thrived through its robust apprenticeship program.  (more)
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Relationships – the key to consistent success
Well, here we are in the midst of another economic slump that is affecting many of the industries we serve in a not-so-good way. In addition, the political winds of concern are blowing, and many of us are hearing the classic line, “I think we may wait until IMTS before buying.”  (more)
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Some of my favorite quotes … and why
I was recently collecting some of my favorite quotes in one place and decided to share some of them. Let’s start with the quote, “Progress, Not Perfection.”  (more)