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					    Hose Assembly Guidelines Seminar
              Welcome!


Steve Gray, General Manager, Manuli Hydraulics (Americas)
                           Inc.
           Chair, NAHAD Standards Committee
  Debbie Mitchell, Manager, NAHAD Standards Program


                SAFETY * QUALITY * RELIABILITY
Differentiating Your Company with the NAHAD
        Hose Assembly Guidelines and
           Listed Members Program
    •   What is the program and why should you care
    •   Latest & Greatest from the Standards Committee
         – Delivering value through Training
         – Delivering value through Marketing
             • Driving recognition in the marketplace
             • New Tools
         – Other updates – NAHAD website, etc.
         – New Rules (audits for Listed members)
    •   Break
    •   Using the Guidelines for Training and Marketing: tools and case
        study
    •   Lunch
    •   Roundtable discussions – sharing ideas and networking
    •   Break
    •   Success Stories and Panel Discussion
    •   Wrap Up around 4:00



                   SAFETY * QUALITY * RELIABILITY
Ever run into these issues??

                                        Tipco Technologies, Inc.
                          11412 CRONHILL DRIVE . OWINGS MILLS, MD 21117
                                           14140-Q Parke Long Court . Chantilly, VA 20151
                                              7311-R Grove Road . Frederick, MD 21704
                              2819-C North Point Blvd Baltimore, MD 21222 ph 410-288-4836 fax 410-288-4839
                                    PHONE 410-356-0003 FAX 410-363-2864

                          Customer Return / Corrective action
     CUSTOMER:                                                          DATE:

     Invoice Number:                                                    Purchase order Number
     Vendor Name:


                                             REASON FOR RETURN / CORRECTIVE ACTION

     TIPCO Ordering Error:             Incorrect Part / Descript.   □   Incorrect specification   □       Miscommunication    □
     Field Failure:                    Vendor Supplied Part   □         Stock Assembly  □                 Custom Assembly     □
     Nature of non-
     conformance:                      Pressure Rating   □              Material of construction    □     Color or Labeling   □
     Physical tolerance   □            Damaged      □                   Coating or plating   □            OTHER (Specify below)   □




                                                           ORDER ACTION TAKEN

     Return and Re-Order        □      Return Number:                                    New Purchase Order Number:


                                □
                                       Customer accepted as non-
                                                                        Stock as  □S/N__________
                                                                                                          Restocking Fee:
     Modify for conformance
                                       conforming    □                  ________________________          Yes   □   _______% No   □
        Qty                                              Description                                                     Price




     Generated By Signature:                                            Date:


                                                           CORRECTIVE ACTION

     Retraining   □                               Process / Procedure Mod.       □                Equipment Repair   □
     Details:




     Corrective Action Completed Signature:                             Date:




   SAFETY * QUALITY * RELIABILITY
                Solution: Hose Assembly
                  Guidelines Program
          • Improve the quality, safety and the
            reliability of products in the hose industry.

          • Provide enhanced employee training and
            recognition opportunities.

          • Create marketing advantage
            (differentiation) for participating NAHAD
            Members.

Creates predictability and consistency – both internally and for customers

                      SAFETY * QUALITY * RELIABILITY
                 The Deliverables
• Hose Assembly Specification Guidelines Manuals –
    Each manual provides comprehensive set of basic recommendations
    for the specification of fabricated hose assemblies.
•   Hose Assembly Design Web Document – Created to assist
    in designing hose assemblies for specific applications.
•   Hose Assembly Fabrication Web Document – Created to
    assist fabricators and hose assembly shops in the proper methods and
    techniques for hose fabrication.
• Hose Assembly Specification and Design/Fab Exams
  – Developed to test knowledge of key hose assembly personnel on
    basic hose specification procedures. Developed and administered
    under the guidance of NOCTI (National Occupational Competency
    Testing Institute)
•   Marketing - Tools to help you differentiate yourself in the market, and
    programs to help drive visibility in the marketplace




                 SAFETY * QUALITY * RELIABILITY
   NAHAD Listed Members
• A recognized group of
  NAHAD members
  committed to:
   – Continually improving
     and defining best
     practices in the industry
   – Actively supporting the
     development &
     maintenance of
     NAHAD Hose
     Assembly Guidelines
   – Making their companies
     the best they can be



            SAFETY * QUALITY * RELIABILITY
          Listed Member Benefits
• Listing of company name and/or location on the new publicly
  accessible NAHAD Listed Members website
• Use of „NAHAD Listed‟ logo for each eligible location
• NAHAD Listed Certificate recognizing the location as a Listed
  Member of the specific assembly group(s)
• Special pricing for the five Hose Assembly Specification
  Guidelines manuals
• Access to the online Hose Assembly Design & Fabrication web
  documents
• Access to the online Hose Assembly Specification and
  Design/Fab Exams
• Access to marketing tools, logo merchandise etc. to help you
  drive the program internally and with your customers
• The benefit of NAHAD‟s marketing campaign communicating the
  availability of NAHAD Listed Members to end-users and buyers of
  hose assemblies


                 SAFETY * QUALITY * RELIABILITY
  Assembly Guidelines History
            1995
         Hose Assembly                Specification
          Guidelines                    Manuals,
           Created                      Design &
                                    Fabrication guides


     2006
                                                             2008
 Spec. Exams
                                                           Marketing
Feb – workshop
                                             November       Tools
 Dec - launch          2007
                                            Roadshows
                 Design/Fab Exams
                                          2006 Cleveland
                  Feb – workshop
                                           2007 Houston
                    Nov - launch
                                          2008 Baltimore



                    SAFETY * QUALITY * RELIABILITY
Training – Providing tools & Processes
      to Help Develop Employees

  Lead: Alex McGill, McGill Hose
  • 10 exams – 5 specification exams, 5 design/fab
    exams
  • Open book, on-line exams
  • Certificates of Completion
  • On-line interactive industrial design & fab tool
  • To come: Video training, narrated powerpoint
    presentations

  Consistency of employee knowledge for better business
           processes and assembly fabrication

             SAFETY * QUALITY * RELIABILITY
                          INTERACTIVE
                         SELECTION TOOL


This tool is a step by
step instruction on
how to fabricate an
industrial hose
assembly. As you
“drill down” through
the process, the
selection tool
eliminates options
that don‟t comply
with the NAHAD
standards.




                         SAFETY * QUALITY * RELIABILITY
                        INTERACTIVE
                       SELECTION TOOL

For instance, a
petroleum hose is
commonly
assembled using
Cam & Groove
couplings. Cam &
Groove couplings
are commonly
crimped on hose
ends. In addition,
detail on hose
preparation (cutting
and preparing the
ground wire) is also
listed.

                       SAFETY * QUALITY * RELIABILITY
                          INTERACTIVE
                         SELECTION TOOL

The fabrication procedure
includes working and test
pressure guidelines for the
finished assembly as well.
This allows the sales
engineer to determine with
his customer the “hose
system” working pressure
as hose, fitting, and
crimping/banding
procedures all affect the
final rated working and
test pressures.




                         SAFETY * QUALITY * RELIABILITY
Specification Exam Content
• Assembly components
    – Hose, hose construction
    – Couplings, fittings, accessories
    – Materials
•   Assembly Dimensions
•   Attachment Methods
•   Safety
•   Production Testing
•   Marking, Packaging & Shipping
•   Documentation


           SAFETY * QUALITY * RELIABILITY
Sample Specification Exam Questions




      SAFETY * QUALITY * RELIABILITY
SAFETY * QUALITY * RELIABILITY
SAFETY * QUALITY * RELIABILITY
          Taking the Exams
• Companies must assign a training/exam
  coordinator who will be responsible for
   – Setting up a computer in the local office to access the
     exams
   – Purchasing and assigning exam codes ($59/exam, $49
     each for a set of 5, and $39 each for a set of 10)
   – Tracking exam code usage
   – Receiving/communicating exam results or notifying the
     NAHAD office of which manager should receive the
     results
• Exams must be taken in the office (not at home)
• Exams are open-book and should take about one
  hour to complete, although two hours are allowed
• Results are pass/fail, not specific scores


           SAFETY * QUALITY * RELIABILITY
Who should take the exams?
• Those who can leverage the advantages of
  hose assembly standards with customers
  – Inside/Outside Sales
  – Other customer-facing personnel
• Those impacting hose assembly quality
  and safety
  –   Technical support
  –   Warehouse personnel
  –   Welder/assemblers
  –   Fabricators
  –   Managers


          SAFETY * QUALITY * RELIABILITY
  Hose Assembly Guidelines
  Design & Fabrication Exams
• Create on-line testing for the Design and
  Fabrication Guides for each of the five NAHAD
  Hose Assembly groups, again using NOCTI
• Targeted at more technical employees – design,
  technical support, fabricators, more technical
  Sales, etc.
• Available NOW
• On-line, multiple choice, 2 hours to complete,
  open book, roughly 60-80 questions each
• Copies of the on-line documents may be printed
  for exam purposes


          SAFETY * QUALITY * RELIABILITY
         Training update – progress to date
                     Numbers of Certificates


                Corrugated   Industrial   Composite   Hydraulic   Fluoropolymer
                  Metal

Specification     198         532           82         458            73
Design/Fab         89         162           24         139            17


                                1774 Total

                        SAFETY * QUALITY * RELIABILITY
    In the Works: Video Training
• Each Hose Assembly Group technical
  team to review their fab guide and note
  areas where videos would be useful
  training tools (completed for Industrial
  Hose)
• Obtain appropriate videos – could be done
  professionally, could be a member contest
  – approved by the technical teams
• Integrate those with the on-line fab guides
  and advertise to the membership

          SAFETY * QUALITY * RELIABILITY
                          Sample
             Section from Industrial Fab Guide
D. How to Make the Assembly Static (Electrically)
   Conductive
After the hose has been squarely cut, pull the helical wire(s), static
   wire(s) approximately ½ inch, or expose the wire reinforcement
   enough to insure complete contact with the insert of the fitting.
   Bend the wire(s) towards the inside of the tube so that the
   wire(s) lay parallel to the axis of the hose to insure full contact
   with the insert of the fitting. The same procedure needs to be
   completed on both ends of the assembly to make the assembly
   electrically conductive. It is important to bend the wire(s) to
   make sure that they do not back out of the end of the hose.
When utilizing a staple, place the staple in direct contact with the
   static wire or wire reinforcement of the hose. Make certain the
   staple has the opposing leg towards the inside diameter of the
   hose to insure full contact with the insert of the fitting. The same
   procedure needs to be completed on both ends of the assembly
   to make the assembly electrically conductive. (click here to see
   this process)

                   SAFETY * QUALITY * RELIABILITY
  Marketing - Creating visibility in the
             marketplace

Lead: Jim Reilly, GHX
    • Logo recognition
    • New tools & deliverables
    • Linkages with other Standards or
      regulatory groups



          Differentiation!


          SAFETY * QUALITY * RELIABILITY
Assembly Guidelines Roadshows
• Cleveland November 2006              Ideas:
• Houston November 2007
                                       – Training Videos
Houston lessons                        – Blogs
   – Sharing best practices            – Recognition (hats,
     for Training and                    uniform patches, etc.)
     Marketing - leveraging              in addition to
     Hose Assembly
     Guidelines to drive the             certificates for exams
     business                          – Drive Logo
        • Roundtable                     Recognition
          discussions with peers
        • Panel discussion “case
                                       – Linkages with Other
          studies” (highlights           Standards/Regulatory
          shortly)                       Groups


                      SAFETY * QUALITY * RELIABILITY
            New Logo



 • Simple & consistent - helps drive logo
                recognition
• Downloadable from the NAHAD website
 • Uses limited only by your imagination!



         SAFETY * QUALITY * RELIABILITY
    New Marketing Deliverables
Tools to help you leverage the guidelines to
  drive your business (details after the break)
•   Presentations (down-loadable and customizable)
•   Customer brochures
•   Listed Member Sales Presentation Kit
•   Counter mats
•   STAMPED order forms
•   New Logo:
    – Hard Hat Stickers
    – Posters, patches and more…




              SAFETY * QUALITY * RELIABILITY
 Driving Visibility in the Marketplace:
    Linkages with other Groups –
         Lauren Witter, Omni Services

• What
  – “Brand” recognition
  – Leverage Assembly Guidelines (when you
    think “hose assemblies”, think “NAHAD”)
• Who (three phase project)
  – Major “National” customers
  – Standards Groups
  – Industry Associations & Trade Shows

            SAFETY * QUALITY * RELIABILITY
                                                Examples
American Concrete Pumping Association     ACPA    Mine Safety & Health Administration                      MSHA

American Petroleum Institute              API     National Association of Fire Equipment Dist.             NAFED

American Rental Association               ARA     National Fire Protection Agency                          NFPA

British Fluid Power Association           BFPA    National Propane Gas Association                         NPGA

Canadian Gas Association                  CGA     Occupational Safety & Health Administration              OSHA

Compressed Gas Association                CGA     Petroleum Equipment Institute                            PEI

Concrete Pump Manufacturers Association   CPMA    Rubber Manufacturers Association                         RMA

Concrete Pumping Industry Website         CPC     National Assoc. of Emergency Vehicle Technicians, Inc.   NAEVT

Environmental Protection Agency           EPA     The National Biodiesel Board                             NBB

Fire Dept. Safety Officers Association    FDSOA   U.S. Coast Guard                                         USCG

Food Processing Suppliers Association     FPSA    U.S. Department of Transportation                        DOT

Industrial Distributor Co-op              IDCO    Underwriters Laboratories, Inc.                          UL




                                     SAFETY * QUALITY * RELIABILITY
              Trade Show Suggestions
• Aviation Industry Expo

• Biodiesel Show

• CETA- Powerclean Show

• Conexpo- Conn/ AGG & IFPE

• Food Process Expo

• Mine Expo

• NPGA International Propane Expo

• Offshore Technology Conference

• PEI Convention at the NACS Show

• World of Concrete




                           SAFETY * QUALITY * RELIABILITY
          What else is new
NAHAD website updates – making it easier
• Separate section for the Guidelines
• Includes direct links to the design/fab
  guides, and to the exam information and
  order form
• Tips on getting started
• Easy links to other resources for Listed
  Members
• NEW: Listed Member marketplace

           www.nahad.org/guidelines

          SAFETY * QUALITY * RELIABILITY
          New Resources
•   Guide for Custom Made Hose
•   Hydraulic design/fab update
•   Ducting Guide
•   New Fittings Guide on the way




         SAFETY * QUALITY * RELIABILITY
                      New Resources
                 Guide for Custom Made Hose
Team:
   Buddy Pepp, TITAN INDUSTRIES
   Chad Rogers, SALEM - REPUBLIC RUBBER
   James A. Dunchuck, SALEM - REPUBLIC RUBBER
   John H. Jeffreys, WATTEREDGE INDUSTRIAL HOSE, A DIV. OF
   WATTEREDGE
   Ron Chevalier, GOODYEAR ENGINEERED PRODUCTS
   CANADA
   Donald Slowicki, HOME RUBBER CO., LP
   Bill Thompson, TEXCEL
   Gary Wood, HBD Thermoid
   Scott Moss, MOSS RUBBER


        How to get one: $15 for Listed Members, $50 for non-Listed



                   SAFETY * QUALITY * RELIABILITY
                   New Resources
             Hydraulic Design/Fab Updates

                                 What changes were made and
                                   why
                                 •   Industry shifts in testing processes
Team:                                – added better testing sections
  Tony Cefalu, Motion            •   Increased customer focus on
  Industries                         quality and longer life of hose
                                     assemblies – beefed up the
  Steve Gray, Manuli                 sections on cleanliness standards,
  Ty Henry, Parker                   and tools to help
                                 •   Added excellent section on failure
  Zeke Metzler, Ryco                 modes – with great pictures
  Paul Bieszczad, Eaton          •   Added suggested self-audit guide
  Lane Oltmanns, Gates           •   Added more detail and pictures to
                                     help with installation and routing
                                     issues

  On-line documents available to Listed members via the NAHAD website


                   SAFETY * QUALITY * RELIABILITY
Listed Program Sub-Committee
Lead: Don Fritzinger, RW Connection
Charter:
• Recruitment of new Listed Distributor Members
• Develop a tool that outlines the value proposition
  of being a Listed Distributor member
• Look at potential fee simplification strategies for
  Listed Distributor member dues
• Drive a process to mandate 100% of
  Manufacturers‟ and Associates‟ support of the
  Hose Assembly Guidelines program. (completed)



           SAFETY * QUALITY * RELIABILITY
             Audit Task Group
Lead: Mike Armbruster, Valley Belting & Hose
Charter:
• Determine verification processes to ensure Listed
  members are adhering to Standards
• Identify self-audit tools for the membership
• “Duty to Educate” – what legal responsibilities
  exist which may be supported by the Standards;
  help quantify the potential costs when companies
  fall short
• Ensure a process exists to regularly update the
  Standards
• Research and provide a list of independent testing
  facilities as a resource for the membership


             SAFETY * QUALITY * RELIABILITY
     Current Listed Program
     Distributor Requirements
• Is a current NAHAD member
• Has at least one employee serving on the
  appropriate NAHAD Product Group
• Will write/share best practice ideas and techniques
  with the appropriate Product Group
• Will ensure that all hose assemblies of the above
  product group(s) sold by the company, unless
  otherwise specified by the customer, will comply
  with the NAHAD Hose Assembly Guidelines
• Will actively distribute the Hose Assembly
  Specification Guidelines to our customers
• Understands that NAHAD reserves the right to
  authenticate the above listed criteria


          SAFETY * QUALITY * RELIABILITY
         New Audit Requirements

• Phase 1: All Listed Distributors will need to
  attest to the requirements by January 1,
  2010 in order to continue to be Listed
• Phase 2: All Listed Distributors will need to
  attest to an additional set of requirements
  by January 1, 2011 in order to be Listed
• Phase 3 (future): Independent third party
  audit of the above



         SAFETY * QUALITY * RELIABILITY
                 Phase 1 Audit Requirements
•   Member of NAHAD and Listed Program
•   Can access the Listed Members Only portion of the NAHAD website
•   Have a designated training/exam coordinator for their company
•   For each hose group in which the company does business, have a
    minimum of one person per company who has successfully completed
    the specification and design/fab exams for that hose group
•   Have at least one copy per location of the relevant Hose Assembly
    Guidelines Specification manuals
•   Have the ability to access the on-line Design & Fab guides in each
    fabrication location
•   Fabricates hose assemblies in conformance with the appropriate
    NAHAD Hose Assembly Guidelines Fabrication Guide in all fabrication
    locations.
•   Remain current in the latest Guidelines developments, policies and
    deliverables; support the work of the Standards Committee
    – Single point of contact for managing audit related issues
    – Provide technical resource to assist as needed


                      SAFETY * QUALITY * RELIABILITY
                   Phase 2 Audit Requirements
• Possess the ability to effectively conduct the appropriate hydrostatic,
  electrical conductivity, or other tests of the finished assembly as
  specified in the relevant Hose Assembly Guidelines manuals.
• Maintain an appropriate record of regularly scheduled calibrations
  for any associated testing equipment.
• Maintain a company Quality Handbook or manual that conforms to
  the standards listed in the Hose Assembly Guidelines Specification
  Manual for all Hose Assembly groups in which they do business.
• For each hose group in which the company does business, have a
  minimum of one person per location who has successfully completed
  the specification and design/fab exams for that hose group
• Maintain a well organized and environmentally controlled hose
  inventory that meets or exceeds requirements for inspections and
  storage of hose outlined in the relevant Hose Assembly Guidelines
  Specification Guide(s).
• Utilize hose tagging or identification methods in conformance with
  the NAHAD Hose Assembly Guidelines Specification Guide(s).


                    SAFETY * QUALITY * RELIABILITY
Dixon MCT          Training for Distributors and End-
                       Users in:
 Program           • Product selection
                   • Product installation
                   • Safe product usage
                   Safety Survey Center for:
                   • Program introduction
                   • Classroom instruction with audio
                       visual display
                   • Presentation of survey results and
                       follow-up
                    Display Center for Promotion of Dixon
                       Products from:
                   • Dixon Brass
                   • Dixon Sanitary
                   • Dixon Accessories & Boss
                   • Dixon Bayco
                   • Dixon Powhatan
                   • Dixon Quick Coupling
                   • Dixon Specialty Hose


     SAFETY * QUALITY * RELIABILITY
Coffee Break!
Please be back by 10:30




SAFETY * QUALITY * RELIABILITY
Making the Guidelines Work For
 You – Resources & Case Study
  Debbie Mitchell, Standards Manager, NAHAD
 Robyn Henderson, Director Of Education, RGA-
                     Corporate



          SAFETY * QUALITY * RELIABILITY
            Getting Started with the
                  Guidelines
• Become a Listed Member if your company isn‟t
  already
• Order Specification Manuals for employees to study
  OR
• Have them study the on-line Design & Fabrication
  guides (get creative – start a study group)
• Identify a Training Coordinator for your company
• Order exams (you may combine Specification exam
  orders with Design/Fab exam orders)
• Take exams and get Certificates of Completion
• Start marketing the heck out of it!

See the handout in your folder for additional information

                  SAFETY * QUALITY * RELIABILITY
 How the Guidelines are being
            used
• Training and recognition for
  employees
• Safety procedures and manuals
• Quality assurance / Operations
• Marketing




       SAFETY * QUALITY * RELIABILITY
         TIPCO and the Guidelines –
                    Corporate Quality Plan
                             TABLE OF CONTENTS
1. Quality Philosophy:                                             3
2. Management Responsibility                                       4
3. Quality System                                                  5
4. Requirements Review                                             5
5. Document and Data Control                                       6
6. Purchasing                                                      6
7. Product Identification and Traceability                         7
8. Process Control                                                 7
9. Control of Inspection, Measuring and Test Equipment             7
10. Outbound Inspections                                           8
11. Control of Non-conforming Material and Products (Appendix F)   8
12. Corrective and Preventative Action                             8
13. Control of Quality Records                                     9
14. Internal Quality Audits (Appendix G)                           9
15. Training                                                       9




                    SAFETY * QUALITY * RELIABILITY
      Corporate Quality Plan
“TIPCO serves a wide variety of markets, customers and
    industries. This diversity has led us to form a quality
    program that maintains the flexibility to address our client‟s
    needs in a cost effective and efficient manner. In order to
    manage and implement our program while maintaining and
    controlling costs we have established a requirements driven
    quality assurance / quality control program. Our baseline
    quality plan is designed to assure that products are safe
    and perform to general industry NAHAD standards.”

“Assembly requirements: TIPCO follows the NAHAD, Hose
    assembly guidelines in the fabrication of hose assemblies
    and in the selection of components. All hose assembly
    requests are verified to assure consistency with these
    guidelines. “




             SAFETY * QUALITY * RELIABILITY
  New Marketing Deliverables
• Updated Customer Presentations (down-
  loadable and customizable)
• Tri-Fold Brochure outlining the value
  proposition for doing business with a Listed
  Distributor (down-loadable & customizable)
• Listed Member Sales Presentation Kit
• Counter mats
• STAMPED order forms
• New Logo:
  – Hard Hat Stickers
  – Posters, patches and more…


           SAFETY * QUALITY * RELIABILITY
               New Deliverables
     Listed Member Sales Presentation Kit
• Includes:
   – Sexy folder
   – Sell sheet – customizable template to spiff up customer
     communications (down-loadable)
   – Marketing Tri-fold – customizable template outlining the
     value-add of doing business with a NAHAD Listed member
     (down-loadable)
   – Guidelines for Dummies (down-loadable)
   – Frequently Asked Questions sheet regarding the exam
     process (down-loadable)
• How do I get one?
   Order off of the NAHAD website - one pack of 20 for $25




                SAFETY * QUALITY * RELIABILITY
                  Case Study:
              RGA and the Guidelines
Setting RGA apart from the competition as a value added service
               provider – safety, quality, reliability
 Consistency of operations and processes across all locations

• Driven top down, across all locations
• Focal point in place to drive – Robyn Henderson, training
  director, also on the hook for tying in marketing, sales literature,
  customer documentation…
• Strategy: everyone trained, then spreads the word to customers
    – NAHAD and Goodyear/STAR logos on everything
    – Notepads, quotes, delivery tickets
    – “This hose assembly was fabricated according to NAHAD
      standards XYZ…”
    – “Hey, what does this mean??” – opens the door to talk about
      standards and the value of doing business with a Listed company
    – Determine which customer roles will see the most value in the
      Guidelines and target them


                    SAFETY * QUALITY * RELIABILITY
               RGA Culture Change
• Heavy support from the top
• Testing first
    – Even the old timers learned something new

      574 Total          Phase I - 307      Phase II - 267
                         (Spec Manuals)      (Design/Fab)

   I/S Sales                  100                83
   O/S Sales                  101                83
   Shop                        66                61
   Managers                    40                40

• Roadtrip – talk it up, how‟s it going??
• Company-wide webinar to reinforce importance, roles & resources,
and next steps, including marketing support

                  SAFETY * QUALITY * RELIABILITY
                Guidelines Value-Add for RGA
Training
• Increases relevant knowledge and skills for employees
• Creates a baseline of knowledge for the company – consistent across everyone:
    inside/outside sales, warehouse, management, shop floor
• Consistent language and expectations for everyone involved with the business
• Inspires customer confidence
Marketing
• Educate Sales to ensure they‟re finding the right person to sell to – shorten the sales
    cycle
• Marketing materials to support the sales process – real, delivers value
• Future: industry-specific
      target specific customer roles such as Safety managers; customized brochures
Operations
• Supports growth at RGA – bringing on new locations – consistent operations
• Build and test the same way every time – consistency, dependability for the customer
• Quality control, safety on the job
• Customer relationship management software – can track call reports and use of NAHAD
    & Guidelines – track usage and progress centrally


        Competitive edge in today’s economy – any advantage helps


                        SAFETY * QUALITY * RELIABILITY
       RGA – Lessons Learned
• Creating a new culture doesn‟t happen
  overnight (15-16 months and counting)
• The Guidelines don‟t matter to every
  customer
• It‟s critical to educate the sales force so
  they can educate their customers about the
  value of the Guidelines and why they
  should do business with a Listed Distributor
• This is an on-going process


           SAFETY * QUALITY * RELIABILITY
     Lunch!
Please be back by 1:00




SAFETY * QUALITY * RELIABILITY
 Round Table Discussion: Making the
Hose Assembly Guidelines Work for You
• How do you think the Guidelines can benefit your business?
• What other tools would be helpful? Other marketing
  support?
• How do we do a better job of developing the NAHAD
  “brand”?
• How can we get you involved?
• What are some of the ways that NAHAD can provide
  assistance?
• What else should the Standards Committee be focusing on?
• Why do companies NOT participate in the Listed Program?
• What roadblocks are you running into - which parts of your
  company might resist?
• Which other associations or standards organizations do you
  do business with – we‟re collecting ideas
• Any feedback on the new audit proposal?


            SAFETY * QUALITY * RELIABILITY
      Break!
Please be back by 2:45




SAFETY * QUALITY * RELIABILITY
Case Studies: Manufacturers &
       the Guidelines
Manufacturers: Goodyear/STAR Program
         Dixon MCT Program




      SAFETY * QUALITY * RELIABILITY
    Goodyear/STAR – why adopt the Hose
           Assembly Guidelines?
•   Establishes a minimum industry standard for
    NAHAD members.
•   Establishes a consistent procedure for uniformity
    of assembly fabrication and design.
•   Provides a low cost training program for NAHAD
    members.
•   Provides a low-cost quality system for members.
•   Provides a certificate program for NAHAD
    members to recognize and/or reward associates.
•   Strengthens image of industrial hose industry in
    manufacturing markets and public arena.
•   Instills end user confidence in products built
    using NAHAD guidelines. Steers end users to
    NAHAD-linked distributors.


          SAFETY * QUALITY * RELIABILITY
Goodyear/STAR – why adopt the Hose
      Assembly Guidelines?
Demonstrates value of distribution in the supply
      chain when linked to NAHAD.
    –    Consistent quality
    –    Consultant level technical support
    –    Total cost reducing value
    –    Inventory where needed
Star Training provided to Sales Force and
      Distributors
    –    Detailed training on guidelines prepares
         new reps
    –    Required NAHAD Hose Assembly
         Specification Exam




            SAFETY * QUALITY * RELIABILITY
Case Study: The Customer‟s
       Perspective
    GHX and Marathon Oil
 Tipco and General Dynamics




    SAFETY * QUALITY * RELIABILITY
            Wrapping Up
• Improve the quality, safety and the
  reliability of products in the hose industry.
• Provide enhanced employee training and
  recognition opportunities.
• Create marketing advantage for
  participating NAHAD Members.

• Feedback on today?

           Thank you for attending!


         SAFETY * QUALITY * RELIABILITY
SAFETY * QUALITY * RELIABILITY

				
DOCUMENT INFO
Description: Sample Business Plan for Metal Fabrication Company document sample