“Henry Pratt uses total lean management. That’s not to say we are just-in-time, but we look to you for support for that.” —Jeff Sugarman, Buyer
• “Quality is our number one concern: quality at the source. We don’t have the time or people in place to inspect every single part, and we expect good castings from metalcasters and good machined parts from finished suppliers.”
• “Delivery is the second con- cern. We expect all suppliers to be 95% or better than what they promise us. Typically, we would have a standard lead time we would allow, and going outside that lead time would be a problem.”
• “Cost is the third thing. You have to be cost competitive. You do have to compete with everyone else in the world. It’s a global supply base that is out there now.”
• “Your cost can be a little higher for a domestic casting I need in two weeks vs. overseas that takes me six months.”
• “Net price: how much more am I going to have to do to that casting? Will I have to send it out to get it machined, or will you machine it? Can you do something special to that casting? Maybe find a way to lower the overall cost so my net price when it shows up at my door is less.”
• “What are your capabilities? Have you expanded, have you kept up with modern coremak- ing, sand production and mold making? Do you have enough [capacity] on hand?”
• “How long have you been in the business, who do you have on board? Is your one and only quality guy out on vacation the next couple of weeks? Do you have enough experience and quality and training throughout the or- ganization that you can carry through your commitment to delivering on-time and with good quality?”
MC For More Information
“What Your Customers Are Thinking,” A MODERN CASTING Staff Report, MODERN CASTING, September 2008.
48 MODERN CASTING / February 2011
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