Guest post by John R. Wirtz of Pinpointe Marketing, LLC.JRW Pix

PMPA collaborates with Gardner Publications to produce Production Machining Magazine.

We contribute a half dozen pages of content each month, and our partners at Gardner do the rest.

The February issue had a wonderful tutorial about how not to get the contract. It was written by John R. Wirtz, a respected marketer in the industry.

Spoiler alertWe’re just giving you the bullet points, you’ll need to go to Production Machining’s posting of 10 Ways to Get the Contract to get the full details!

So why did you lose a major project to a competitor?

Hint- it probably wasn’t your price!

1. Do less talking and more listening.  

2. Use the tech review as a weapon of mass instruction.

 3. Don’t assume anything. 

4. There’s no such thing as a courtesy meeting.  

5. Act like you truly want the business.

6. Add value at every step of the process.

7. Show your bench strength.  

8. It rarely comes down to only price.

9. Make the most of your oral presentations.  

10. Be careful how you play the boss card.

John modestly suggests in his article in Production Machining that you should take these tips with a grain of salt.

I’d suggest acting on them immediately to improve your closing percentage.

Thanks to John R. Wirtz president of Pinpointe Marketing LLC. and Gardner Publications for the share.

Pinpointe Marketing, LLC, an Ohio-based sales and marketing firm specializing in the turned parts and engineered industrial products industries. He can be reached at 440-506-8963.

Zelinski: “Any product you pick up and touch, it’s not too many steps away from a machining process.”

Most of the parts in your car engine come from a CNC machine. Medical devices, your kitchen cabinets — CNC machine. Your computer case, your iPhone earbuds — well, no. But the mold that created them — CNC machine.

The growth of these machines represents the biggest change in manufacturing over the last 20 years. The people who run them are factory workers.

But they also have to be computer programmers. And they are in high demand.

Marketplace on  American Public Media /National Public Radio Closed with a story on the importance of CNC machining last night.

You can access the podcast and read the full transcript at NPR CNC STORY 

Bottom line : Skilled operators of CNC machine tools are in high demand.

High enough demand to make the national financial news on NPR.

Tip of the hat to Peter Zelinski at Modern Machine Shop magazine, for effectively describing and communicating the opportunity of CNC machine technology for our workforce.

Modern Machine Shop is the Flagship publication of Gardner Publications, who co-produce Production Machining Magazine with PMPA.

CNC Podcast

Photo credit Dustin Dwyer at MarketPlace

Is  there a swiss type machine in your future? How would you know?

Last year’s Top Shops Survey found that 24% of  the top tier (top 10%) of shops reporting in the survey reported Swiss technology in their shops. This compared to just 11% for the balance of shops reporting.  This is a trend that you probably ought to be following if you want to stay up to date on trends in precision machining.

Last year Modern Machine Shop launched its first annual Top Shops Survey. Almost 200 machining facilities took part in that benchmarking survey. The Top Shops Report of that survey’s results had a number of interesting shopfloor practices worth considering. The report also provided a number of operational and business metrics which can help a shop your shop stay competitive and become a better business.

Well worth a few minutes of your time.

The survey will be available until February 15th, so click the link to  go to Modern Machine Shop’s description of the survey which includes a link to the online survey site. TOP SHOP ARTICLE

Direct link to Survey.

PMPA co-publishes Production Machining Magazine in partnership with Gardner Publications in Cincinnatti Ohio. Production Machining focuses on our high precision, high mix, production industry.  Gardner’s flagship publication is Modern Machine Shop– which covers the broader contract machining industry.

The survey will only be posted for a short time, so now is the time to benchmark to your peers.