purchasing points P Develop a long-term relationship with
your metal casting supplier Bob Mueller Jr., Joy Global Surface Mining, Milwaukee
Sharing knowledge of the original equipment manufacturer’s product line can be a wonderful way to open the door between you and your supplier. Take time to invite a supplier’s em- ployees to your plant to demonstrate what you do and what you make. Do not limit this invitation to executives, but work to include shop floor super- visors and key employees who are producing your cast product every day. Once in your facility, they can view your cast product as more than just a metal casting; a real part with a true end use. I worked in a steel foundry for more than 20 years and, after time, parts just become parts. Knowing and being able to tell others about what your part does and how it is used provides a new vision and level of ownership that will pave the way to a strong, lasting work- ing relationship. Be sure to stop and visit these employees during supplier visits to offer and receive feedback on your parts. You will be amazed at the differences these relationships can make with your supplier. I have always worked very hard to
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et’s take a look at what it takes to develop and maintain a long-term re- lationship with your metal casting supplier.
way you want to be treated,” and that is also true in your relationship with your supplier. Hollering, threatening and “pulling rank” are tactics that are more likely to put you, your account and your company under a poor light in the eyes of the supplier. Work with these people, and try to understand their problems and issues in a way that is positive. When issues do come up that require a more serious conversa- tion, handle these issues in a manner that does not place you in the light of a tyrant. Every issue you encoun-
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develop and maintain strong working relationships with my casting sup- pliers. I also have been on the other side and seen how other purchasing agents treat their suppliers, and it can be embarrassing. First of all, we are all people and come to work every day to do the best job we can. I think we have all heard the saying, “Treat people the
Work to establish this with your sup- plier and you will find your relation- ship in good standing. I feel another glaring weakness
I feel another glaring weakness in the cast component purchasing ranks is a lack of knowledge about the manufacture of castings.”
ter can be corrected if dealt with as a professional. You and your supplier are a team who truly are after the same goals: on-time delivery, quality levels within specifications and a solid working relationship that grows the business. Your ability to work with your supplier can be either a catalyst or a wedge in this process. It is critical to establish a clear set of expectations with your supplier early in the relationship. Again, this does not warrant behavior that in some way indicates you will always be right and they must always bow down to your requests. Tis is a time to express your delivery, quality and pricing expectations that will drive the account and play a key role in developing your relationship going forward. As in any relationship, open and honest communication is critical.
in the cast component purchasing ranks is a lack of knowledge about the manufacture of castings. It will be nearly impossible for you to under- stand potential issues at your casting supplier unless you become educated in casting production. Te American Foundry Society offers a series of very helpful classes that will give you a basic understanding of the process, but don’t hesitate to utilize your suppliers as an additional source of knowledge. Manufac- turing cast components is an in-depth process, and your understand- ing of this process will help provide open lines of communication with your supplier. A lack of this understanding will leave purchasing agents frustrated and without
a clear understanding of the informa- tion coming from their casting source. Maintaining a good, solid work-
ing relationship is a process that involves both you and your supplier. Troughout this article I mention how we, as procurement profession- als, should treat our suppliers. Tis in no way suggests you should lay down to your supplier’s demands or allow your suppliers to run your account. I only advise you to treat them in a professional and courteous manner that helps nurture your relationship. Acting as the ruler has its time and place, but acting as a true professional should be a daily behavior. Good luck and happy sourcing. ■
Bob Mueller Jr. is senior supplier quality engineer, cast product and casting supplier development, for Joy Global Surface Mining, Milwaukee. He has more than 30 years of casting experience.
Mar/Apr 2014 | METAL CASTING DESIGN & PURCHASING | 47
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