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For more information contact Craig McQueen of Makino (Auburn Hills, MI) at 248-232-6210, via email at craig.mcqueen@makino.com or visit the web site at www.makino.com

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The purchase of a high-performance machine can be a daunting decision to make. Often, the new machine brings with it the potential of revolutionizing a shop's capability. It can eliminate weeks of leadtime, hours of bench finishing and increase quality and accuracy. On the other hand, it can also bring things to a halt, disrupt the flow of work and demoralize moldmakers by providing failure at every turn.

The difference between success and failure rests not only with selecting the best machine for the application, but selecting a builder that provides detailed, simple training on quickly using the new machine to its fullest potential. Technology transfer is the key to success.

Technology transfer, or training on the most efficient use of the new machine, is an often promised, rarely delivered service. In the challenge to win the sale of a new machine tool, assurances are made that complete training is provided with the purchase of the machine tool. A shop owner assumes that all builders provide the same level of training and support to assure efficient implementation of the new machine. Unfortunately, once the purchase order is issued and the machine is delivered, many builders provide training only on the control and maintenance protocol and then quickly move on to the next sale, leaving the shop's employees to learn how to apply this new machines technology. A great shop will eventually sort out the situation and learn how to efficiently apply the machine, but a shop with fewer resources could struggle for years and never experience the full value of the new machine.

In order to take full advantage of this purchase, a complete change in the shop's process and thinking frequently must occur. This is often first evident during the test cut process before the purchase of the machine. At the first opportunity to see the capabilities of a machine's performance, the risk is in assuming that the performance gain seen in the test cut is based on the spindle rpm or control capability of the new machine tool.

Working one-on-one with customers at their facilities.

More often than not, most of the performance gains result from different processes and techniques of using the new technology, and not just in the raw performance potential of the machine. It is not just a matter of taking the shop's current CNC program and changing the rpm and feed rate. Most often a change in every detail of the CNC program, right down to the type of toolpath used, is required in order to experience the maximum value of the purchase.

With the pressure of competition in today's market, whether or not the new machine is successfully implemented could mean the difference between success and looking for a new line of work.

How does the shop owner assess the builder's commitment to providing a full spectrum of training? Start early in the buying process by asking detailed questions about what type and how much training is provided after the sale. Is this training provided with the sale or is it available only at additional cost?

If the builder offers full technology transfer, ask to see the actual documentation provided with that training. The best builders in the business will provide a complete manual of reference materials outlining complete details of machine tool usage. This will include speeds and feeds for a large range of common materials, data on applications of coolant versus air blow, information on the applications of toolholder types, tool coatings and tool geometry.

If these answers satisfy you, ask for details about the company's applications department. Is the applications staff focused one your particular industry, or does it handle requests from all industries? Is the applications department accessible not only days, but also years after the purchase?

Don't stop there. Find out what kinds of services are offered to keep your staff up to date. Technology is continuously changing in the machining environment, and today's high-tech cutting tool can be terribly outdated by a new development tomorrow. Most shop employees do not have the time or resources to scan the industry for all of the latest technologies to keep the shop competitive for years after the purchase the machine.

A builder that considers a sale the beginning of a partnership will provide ongoing technology transfer events to keep the purchaser up-to-date. It is the responsibility of every application engineer to know the best tools currently available. That is how they win test cuts and orders.

Don't fall into the trap of believing all training is equal. Start asking about training early in the buying process and make sure it is a key point in the purchase decision. While the machine may well determine the shop's ultimate capability, the training to get there may be the difference between success and struggle in today's high-pressure manufacturing environment.