November 10, 2015 / agility, continuous improvement, Cost Management, customer delivery, customer service, LIT, ROI, value-added services
As the market gets more and more competitive, a growing number of fabricators and other industrial metal-cutting companies are diversifying their services to gain an edge over the competition. For some, this might mean adding a value-added service to benefit existing customers, while for others, it might mean investing in equipment and training to serve new customers.
One specialty that could open up new opportunities is large-part fabrication. For shops that have been focused on smaller segments like home appliances and automotive, large-part fabrication could expand the customer base into areas such as agriculture, commercial construction, and aerospace.
Greiner Industries, for example, has spent the last few years investing in new technology to differentiate itself and has now earned a reputation for taking on extremely large and complex fabrication projects. According to an article from The Fabricator, the Mount Joy, Pa.-based Greiner now has the cutting, drilling, and welding capabilities to take on large railroad girder jobs.
“You have to keep looking for opportunities or areas to explore,” Frank Greiner, founder, told The Fabricator back in 2014. “That will never stop. That’s just part of growing.”
Quality Iron Fabricators, another fabrication shop based in Memphis, TN, is currently working on providing structural steel sections that will be used to build a 161-ft rocket test stand that will be used by NASA, reports Modern Metals. Like Greiner, Quality Iron Fabricators has made investments to better serve large-part customers. Specifically, the fabricator has invested in an integrated fabrication system that includes an automated material handling system and software to connect machines to each other. President Brian Eason tells MM that his company is also looking to revamp its production line to make it even more efficient.
“We always strive to get better at everything we do, and this has been a key part to improving our process,” Eason says in MM.
As both examples demonstrate, moving into large-part fabrication offers great opportunity, but it also requires careful consideration and, usually, some investment. If your fabrication shop is considering large-part fabrication, we have gathered the following considerations based on an article from Canadian Metalworking:
- Choose equipment carefully. Machines designed to handle oversized material can take up a lot of floor space. “When looking for equipment to cut large parts it’s important to make sure that the machine is built rugged enough to support all tools over a large working span,” Brad Williams, national sales manager for Koike, tells Canadian Metalworking. In addition, make sure you choose equipment manufacturers that have a strong track record for building and supplying large format cutting systems.
- Consider automation and material handling solutions. Transporting large parts often requires two or more operators, which can pose safety issues and slow productivity. Automation and material handling systems can save on labor costs, reduce safety incidents, and increase efficiency. For extremely large and heavy parts, overhead crane systems are typically a better option than forklifts.
- Maximize productivity wherever possible. Operators often fatigue when fabricating large parts, especially in processes like bending. Brian Welz, product group manager for TRUMP, tells Canadian Metalworking that production accessories like bending aides can help minimize operator fatigue and maximize productivity.
- Base processes on application. For optimal results, large-part fabricating demands that equipment and cutting processes be defined based on the application requirements, Douglas Shuda at ESAB Welding & Cutting Product, tells Canadian Metalworking. Plate size and material thickness are also important considerations when exploring large-part fabricating.
Even if large-part fabrication isn’t a good fit for your shop logistically or economically, perhaps it is time to consider taking on some new capabilities to better serve your customers. According to a white paper from the LENOX Institute of Technology, in addition to higher quality and tighter tolerances, a growing number of customers are asking fabricators to provide value-added services. This provides shops with a prime opportunity to differentiate from the competition.
What new services or capabilities could add value to your existing customer relationships and, more importantly, open the door to new relationships?