Wholesale & Distribution International - Spring 2017 - 36
ENGMAN-TAYLOR COMPANY INC.
companies manage logistics very well, what they don't offer is
high-level technical service. "The acquiring companies have
removed the assets that may have allowed them to provide
strong technical service," Star says. "As one of the remaining
independents with high-quality facilities that house assets
that benefit end users, we want to exploit the fact that as the
nationals are reducing the number and size of their assets, we
are increasing ours."
And that's what Engman-Taylor does very well. Since it already sells to manufacturers, it has a natural customer base
to sell services to as well. According to Star, the company has
focused on three areas that have made a huge difference in Engman-Taylor's performance.
The first is a growing cutting tool service. The best tooling
assembly connection is called "shrink fit" and the process of
assembling shrink fit tools is called "shrinking." Shrunk tools
perform better than collet held tools because the tool shank is
in full contact with the toolholder. The best performing rotating tools are then balanced. Balanced tools remove imbalance
caused by unevenly distributed weight within a tool, such as
with a single-point boring tool where the tool side of the assembly weighs more than the non-tool side 180 degrees across
the assembly diameter. Balanced tools run truer than unbalanced tools, leading to better dimensional repeatabilities,
better finishes, and longer tool lives. Beyond shrinking and balancing, tools that are optimized to cut properly dimensioned
parts immediately are "preset." Presetting ensures not just the
repeatability provided by balancing, but also conformance to
nominal dimensions. Repeatability is of little value if the wrong
dimensions are repeated, and presetting addresses this issue.
"We are selling
solutions, as opposed
Shrinking, Balancing, and Presetting each require a standalone machine for processing. Each process also requires technically trained personnel. Owning the machines can be capital
intensive, as can hiring and training personnel to run them.
Engman-Taylor offers shrinking, balancing and presetting as
standalone or packaged services, saving money for customers
that do not want to spend over $200,000 on the machines. According to Star, some customers gravitate from the service to
later purchasing their own machines from Engman-Taylor.
Another service that Engman-Taylor focuses on is 3-D printing. Engman-Taylor has two 3-D printers and continues to expand its capabilities. "Three years ago we installed a small desk
top model, and learned our way through printing small parts and
shapes," Star notes. "Now we have the ability to print a part, and
if it's a new part that our customer has not seen before, but that
they will ultimately manufacture using our tools, the customer
is able to visualize and hold the part, creating an understanding
that would otherwise be absent. We can do scale versions of big
parts, or full-scale models of smaller parts. And our reverse engineering capability is not something that all 3-D shops offer."
Star views these services as manufacturing prep work. But
offering the services means more than just having the latest
machines. A highly trained staff that specializes in such services is also crucial. "You need the facilities, the equipment and
the staff," Star notes. "We are basically promoting our facilities
as assets. That's what really differentiates us from large, national distributors. You can only get these services from us."
Offering unique services means nothing unless a company can
let its customers know about them. To that end, Engman-Taylor has begun to step up its marketing plans. A new digital
marketing campaign was launched in February, and a new web
store reduces effort and time to order for customers.
36 www.wdimagazine.com Spring 2017