- Techniques to plan, shop and contract for, purchase, install and troubleshoot web machines
- For web machine builders, buyers, designers, project engineers, plant managers
- Film, foil, paper, heavy-duty materials, converting
From the FOREWORD (by Craig Sheppard, Executive Director, AIMCAL)
The book offers excellent and practical advice on how to:
- Define equipment needs and goals
- Research the options
- Prepare specifications and requests for quotes
- Negotiate contracts
- Make decisions based on facts
- Examine options such as standard, custom and one-off designs or rebuilds
The guide…explains what must be done for acceptance trials, startup and documentation.
Other sections of the book examine expectations for the machine's first year and explore ways to address problems…
About this Book and Machine Buying
1. Why a Buyer's Guide
- Doing Your Homework
- Vive la Différence
- Boom and Bust Cycles of Machinery
- Caveat Emptor—Buyer Beware
- Long Days and Short Nights
2. Getting Started—Where Are You Now?
- Why New Machinery?
- Crewing a Machine
- Support Services
- What Everyone Should Know: Delay
- Challenges of Waste and Delay Systems
- What Everyone Should Know: Customer Complaints
- Other Considerations
- Assembling the Team
3. Economic Justification
- Textbook Teachings
- Decision Making Metrics
- Biases to Avoid
4. Initial Shopping
- Buyer's Guides
- Internet Searches
- Inviting a Salesman into Your Plant
- Segmented Suppliers
- Some Machine Buyer's Guide Resources
5. What to Look for in a Supplier
- Financial Health
- Research and Development
- Questions to Make a Salesman Squirm
- Go with the Flow
- Web Material
- Troublesome Web Properties
- Wound Roll Input and Output
- Essay on Process and Product Quality
- Essay on Machine Quality
7. RFQ's, Proposals, Quotes and Orders
- What is an RFQ?
- Why an RFQ?
- How Many Quotes?
- How Much Does an RFQ Cost?
- Things to Ask for in a RFQ
- The Proposal
- Types of Quotes
- What a Quote Must Include
- Payment Schedule
- Change Orders
8. Decision Making
- First Round Elimination
- A Single Option is Not a Choice
- My Way or the Highway
- Go With Your Gut (feeling)
- Culling Fatally Flawed Options
- Fast, Good or Cheap—Pick Two
- The Devil You Know
- Weighted Factors
- Anonymous Voting
- Unequally Weighted Voting
- Sanity Check
9. The Role of Sales
- Method #1—Go with a Standard Design, then Modify as Needed
- Method #2—Get Everyone Together and Let's Build a Line!
- What Type of Quote?
- How Much Time Do You Have?
- How Accurate Do You have to Be?
- How Complex is the Process?
- How Many Resources Do You Have?
- When are You Planning to Buy?
- Other Pathways to a Smooth Procedure
10. The Role of Purchasing
- Non-disclosure Agreement
- List of Approved Vendors
- Project Money
- Signing Authority
11. The Role of Engineering
AL HADLOCK and DAVID ROISUM
- Sales Support
- Proposal Generation and Application Engineering
- Purchased Parts, Machining and Assembly
- Research and Development
- Customization Cautions
SECTION III—NEGOTIATION AND CONTRACTS
- The Inverse Price Law
- Buying on Price
- The True Cost of Capital Equipment
- The Cost of Complexity
13. The Contract
ALEXANDRA O. HADEN
- A Verbal Agreement is Not Worth the Paper it is Written On
- When to Consult an Outside Attorney, and What to Expect
- Turf War: Sales Agreement or Purchase Agreement?
- Essential Terms and Conditions to Include in Your Contract
- Other Terms and Conditions
- The Final Word on Contracts
SECTION IV—Project Review
14. Design Considerations
- The Designers
- Apprenticeships and Mentorships
- The School of Hard Knocks
- Pneumatics or Hydraulics for Force Control
- Calibration Procedures
- HMI—Human Machine Interface
15. Design Review
- What to Look For
- What to Do if Changes are Required
16. Plant Preparations
- Access: From Shipping to Final Position
- Clearance in Operation
- Traffic: People and Materials
- How Close Do I Need to Align My Machine?
- When Do I Need to Align My Machine?
- Utilities: Air
- Utilities: Water
- Utilities: Power
17. Acceptance Trials
- Why Run an Acceptance Trial in the Shop?
- Getting Started
- Preparing for the Trial
- What Is Acceptable?
- Acceptance and Shipping
SECTION V—The Startup
18. Machine Installation
- Wiring and Piping
- Drive Startup
- First Production
- Startup Material
- Startup Philosophy
- Responsibilities of the Builder
- Responsibilities of the Customer
- Engineering Library
- Documents Provided by the Builder
- Documentation Provided by the Customer
- Waste and Delay Documentation
- Delay Documentation
- Customer Returns
SECTION VI—The First Year
21. Operators: Training and Turnover
- The Operator
- The Core Competency of Problem Solving
- Sam Teaches Sally Teaches Simon
- Formal Training Provided by the OEM
- Formal Training Realities
- Formal Training by Consultants and Trade Organizations
- Training—Hidden Benefits
- Training—What Not to Do
22. Grade Recipes, SOPs, and Rejection Criteria
- Grade Recipes
- What Is a Defect?
- The Customer
- Rejection Criteria
- The Value of Test Data
- How is Rejection Criteria Normally Made?
- Standards—The Old and the New
SECTION VII—What If
23. If the Startup Goes Badly
- Getting Started—Performance Guarantees
- Waste and Delay Measurements and Predictions
- The Worst Possible Outcome
24. Breech of Contract
- Step 1—Hire a Consultant
- Step 2—Hire a Contract Lawyer
- Step 3—Try to Negotiate or Mediate First
- Step 4—Prepare for the Worst
- Step 5—Learn from Your Mistakes
- Step 6—Move On
- Special Case—The Builder Goes Out of Business
SECTION VIII—Special Considerations
25. Drives and Automation
ANDRE S. ICSO
- Decision Criteria—What Are the Questions I Need to Ask?
- What Are My Process Requirements?
- What Type of Operation Do I Have?
- Does My Current Equipment Do what I Need It To, Can It be Supported?
- What Technology Options are Available for the Equipment?
- How Do I Get Started, Where Do I Look?
26. Industry Peculiarities
- Pilot Machinery
27. Component Suppliers: The Web Converter's Pit Crew
- The Four Characteristics of a World Class Supplier
- Motivations for Rebuilds
- Making the Numbers Work
- Where to Go for Upgrades
- Mechanical Upgrades
- Controls Upgrade
- Installing a Rebuild
29. Custom Equipment
- The Industry and the Market Place
- Applications Expertise is Key
- High Quality vs. Low Price
- The Components of the Right Supplier
30. One-of-a-kind Equipment
- Getting Started
- Custom Machine Supplier Qualities
- Unique Challenges for One-of-a-kind Web Machines
- Summing Up
31. Other Situations
- Do-it-yourself Machine Building and Rebuilding
- Used Machinery
- Reinventing the Wheel
- Pilot Plant Machinery
- Multiple Suppliers
- Parallel Startups
- Raw Materials and Other Essentials of Manufacturing
- Customers and Other Essentials of Business
Glossary of Abbreviations and Special Terms
Books about Web Machinery