Do You Have a Quoting Process?
The only way to have repeatable results is to have a process.
Having a process is especially important when quoting precision-machined parts; a flow or sequence of events that take place to ensure that production goes smoothly. What are the pitfalls that can get a shop into to trouble? By establishing a set process across stakeholders and departments, you can avoid pitfalls and refine quoting.
Five Key Areas to Consider
Material
Is it available? Can you get the material? Can you cut the material? Do you have expertise in the grade? Expertise, especially in high-temperature alloys, can make all the difference between a profitable and an unprofitable job. Machinability of the material is an element that will affect all the other aspects of the quoting process.
Manufacturability
Can your shop make it? Do you have the expertise to machine the part? Look for special processes such as thread rolling, broaching or secondary operations. Do you have the tooling required? Also consider outside operations such as heat treat, plating, grinding and so on. Does your network of processors have the expertise?
Resource Requirements
Does your shop have the capacity to machine this part? Is the diameter out of your capability range? Is this quantity too large or too small for your equipment mix? Will this overburden you with your current capacity? When thinking about capacity, think about both people and equipment. Do you have the staff to complete this job? Does the shop’s team have the needed skills?
Quality Requirements
Can the shop check it? Look for special callouts and dimensions that are not standard. For instance, special pitch diameters on threads. Is it 2A after plate thread? Are you capable of holding the dimensional tolerances? Look for close tolerance dimensions. Depending on equipment, I would say dimensions of ±0.001" or smaller are close. If multiple dimensions are that close, it’s important to keep in mind your capabilities. Think tool-to-tool repeatability over time.
Financial Concerns
Will it break the shop? Is this an existing customer? Do they pay on time? Is this a new customer? Are they creditworthy? How will this job affect your overall product mix? Will this make the shop too dependent on one customer or one industry? When analyzing quotes, you should be thinking about how it affects the business. A huge job is great, but if it becomes 50% of total sales, does it become too risky? If large capital outlays must happen to meet production demand, then contracts need to be in place to protect the company in the event a project does not go forward. If a quality issue arises, can your company afford to scrap 5%, 10% or 50% of these parts returned from a customer? War-gaming the worst-case scenario will help you anticipate major financial blunders occur.
Even though I have showcased five key areas, the steps really get streamlined in the quoting process. The questions presented are just a primer to get started. Develop questions that fit the application. Have a step-by-step process to follow that asks eliminating questions before moving forward with a quote. “Is a part too large?” is a possible eliminating question. The quoting process should be built out just a like setup sheet. Quoting is often represented as too complex to be broken down, but I think the only way to have repeatable results is to have a process. Do you have a process?
About the Author
David Wynn
David Wynn, MBA, is the PMPA director of technical services. He has over 20 years of experience in the areas of manufacturing, quality, ownership, IT and economics.
Email: dwynn@pmpa.org — Website: pmpa.org.
Related Content
Onshoring Weather Report: Strong Tailwinds!
Onshoring, reshoring, nearshoring: these terms are showing up with increasing frequency in the news and online. But is there evidence that these are real?
Read MoreRoles of Women in Manufacturing Series: Machinists Julia Dister and Sarah Grieve
Julia and Sarah share their journeys to becoming machinists and give advice to anyone seeking a career in manufacturing.
Read MoreA No/Low-Cost Solution to Employee Retention
Studies show a little employee recognition goes a long way. Here are the 5Ws to consider for success.
Read MoreMachining Unleaded Materials — Reliability is Possible
Leaded steel is no longer produced in the United States. How do shops approach unleaded brass and steel machining?
Read MoreRead Next
Broaching Tool Technology For Lathes Used to Slot Inconel Parts
This shop finds value in using an indexable-insert-style broaching tool to create blind-hole slots in heat-treated Inconel aerospace parts on a CNC lathe.
Read MoreReplaceable-Insert Spade Drill Basics, Advantages
Although solid carbide and indexable-insert drills have their place in a machine shop, replaceable-insert spade drills offer specific advantages for various holemaking operations on machining centers and lathes.
Read MoreWhy (and How) You Should Reboot Your Shop’s Safety Program Today
Now may be the perfect time for a safety reboot before complacency sets in.
Read More