July 1, 2008 

Interesting comments heard at TMA Marketing Committee meeting

On June 10, 2008, TMA held its Marketing Committee meeting at ASK Products in Aurora. Your News Bulletin editor attended and shares this report with the membership. First part of the meeting was a presentation on how Marketing Committee member Steve Kase, owner of ASK Products is using e-commerce. ASK makes high voltage terminal lugs, splices, power and grounding straps, and cables for the automotive, off-road, military, telecom, and OEM marketplace. Their Website is at http://www.asklug.com/. ASK has done an excellent job of "getting found" on the Internet. Much of the conversation had to do with Search Engine Optimization (SEO) and Pay per Click (PPC).

In quotes below are some of the more interesting comments made at the meeting. Comments in italics are by the News Bulletin editor.

"Go on direct sales calls only if you're certain to close the business." Direct personal calls are an expensive way to sell. Let them qualify themselves on the Web first.

"Get on the first page of Google." If your key words don't get you on the first page of Google you won't be found in a key word search.

"Leave (just) two voice mails when you follow-up on prospects who have identified themselves on-line." Don't waste time chasing someone who doesn't want to talk.

"They can find you, but you can't find them." This refers to how hard it is get an appointment with a decision maker. Another approach is to position yourself on the Internet so you'll get found. It's hard to know when a potential customer will have "pain," that is a problem supplier, a need to replace or supplement a supplier, or a price problem. If you are visible when he has pain, your prospects improve dramatically over trying to find that "needle in the haystack" at just the right time. He easily finds you through the Internet key word search. You finding the "hot prospect" at just the right time is a much lower percentage approach.

For information on Internet-related assistance from TMA call Kent Gladish at 847-825-1120, ext. 1339 or e-mail Kent at kgladish@tmanet.com.

Metalstamp, Inc. celebrates 25 years

With dedication and superior quality, Metalstamp, Inc. has been committed to continuous progress and improvement since 1983. This is reflected in the new, larger 56,000 sq. ft. facility in Channahon, IL. From conception to completion, Metalstamp, Inc. addresses all your metal-stamping needs, using the latest technology and state-of-the-art equipment. ISO9001-2000 Registered. Metalstamp, Inc. is located at 24219 Northern Illinois Dr., Channahon, IL 60410, ph: 815-467-7800, fax: 815-467-7838, e-mail: sales@metalstampinc.com, and Website www.metalstampinc.com.

Introducing TMA-BSI Account Manager Sandy Specht

Sandy is a dedicated Account Manager at TMA Benefit Services, Inc. (TMA-BSI). She maintains and services current TMA-BSI customers as well as assisting with educating and enrolling prospective clients. Sandy welcomes any questions pertaining to insurance products or general service issues. She is very customer service oriented, knowledgeable, and pleasant to work with, so feel free to contact her with any questions. Sandy may be reached directly at (847) 993-2123 or via email at sspecht@tmanet.com.

Manufacturing wages up 2.4% hourly & 1.9% weekly in May 2008

BLS data for the U.S. comparing May 2008 with May 2007 shows hourly manufacturing wages up from $17.21 to $17.62, a 2.4% increase. Weekly earnings were up from $707.33 to $720.66 a 1.9% increase. CPI-W increased 4.4% over the same period. (To read the latest Bureau of Labor Statistics U.S. Department of Labor Economic Press Releases go to http://www.bls.gov/bls/newsrels.htm)

TMA Related Theory testing deadline July 29

The entrance test deadline for first-year Related Theory students is July 29. All students registering for the first time are required to take assessment tests in math, reading and writing at Triton College. Students must present the attached "Letter of Introduction" from TMA at the test site. View sample questions at www.triton.edu. Under "Enrollment Services," follow the "Placement Testing" links to "an online practice test." TMA sample math tests are also available through the TMA Education Department.

The 2008-09 Apprentice Training Courses information is attached. The registration deadline for first-year and returning Related Theory students is August 6. Contact Jan Bending at ext. 1338 with any questions.

What are the CMS-SIG and the TMA Marketing Network?

CMS-SIG is a subset of the membership that provides "live" leads to members based on expertise. Few associations provide leads to their members.

CMS = Commercial and Marketing Services

SIG = Special Interest Group

Consider membership in the TMA Marketing Network. Network members have their TMA Member Profiles on www.tmanet.com in top order and receive e-mailed opportunities on a regular basis, as frequently as three per month.

Many opportunities come from individuals who search the World Wide Web for solutions and find TMA. (TMA is first out of 11,900,000 for "tooling" and 74 of 278,000,000 for "manufacturing). They ask TMA staff for help. TMA could put the opportunity in the Bulletin but the solution would then be provided some 15 to 30 days later. Email is the best method for providing a quick solution. To join the Marketing Network, please contact Kent Gladish at kgladish@tmanet.com or (847) 825-1120 x1339.

Worry does not empty tomorrow of its sorrow; it empties today of its strength. - Corrie Ten Boom (1982-1983) WWII resistance member and evangelist

Come roll the dice for manufacturing

On Thursday September 18, the TMA Government Relations Committee will hold a Las Vegas Night-themed fundraiser to raise money for the TMA PAC. The event will be held at the Oak Meadows Country Club in Addison from 6:30pm-9:30pm and tickets are $100 per person. The ticket includes dinner by the bite and a bundle of funny money chips to play with. Roulette, poker, and craps tables will be in full swing with the top three chip winners of the evening selecting some fabulous prizes to go home with for their efforts. Watch the News Bulletin for more information on this exciting upcoming event.

Chicago Fed's Fifteenth Annual Automotive Outlook Symposium presentations available on-line

William Strauss, Senior Economist and Economic Advisor of the Federal Reserve Bank of Chicago has advised TMA that PDFs of the presentations from the Federal Reserve Bank of Chicago's Fifteenth Annual Automotive Outlook Symposium are now available on-line at: http://www.chicagofed.org/news_and_conferences/conferences_and_events/2008_aos_agenda.cfm.

TMA offers "one-stop shopping" for Theatre/Dinner Event

TMA does all the work for you. We purchase the tickets, arrange for the dinner, and give you parking information. You simply make your reservation with TMA. Our next exciting event is "Dirty Dancing" at the Cadillac Palace Theatre then dinner at Hotel Allegro next door. Mark your calendar for Saturday, October 25^th beginning at 2:00 p.m. After sell-outs in London, Toronto, and other cities, "Dirty Dancing" is making its U.S. premier in Chicago. Tickets are limited to six per company, so order now. See form with this Bulletin or sign up on line at www.tmanet.com/calendar. Questions, call Nancy Luedtke at ext. 1335.

Senator Matt Murphy to tour TMA members

Illinois State Senator Matt Murphy will be visiting TMA members in the 27^th Senate District to understand the important contributions manufacturers are making to the Illinois economy. By touring these plants and speaking with owners and operators Senator Murphy will be able to see and hear the concerns and challenges facing manufacturers today.

These visits are a great way for TMA members to show off what they are doing and allow the Senator to put a real name and face to the issues of importance to the manufacturing sector when he votes in Springfield. There just is no better way to educate and inform our elected officials than allowing them to see things being made. It also gives them an excellent reference to cite when they are advocating for pro-manufacturing legislation.

If you are in Senator Murphy's district and would like to have the Senator visit your facility or you are interested in hosting your local legislator, please contact Brian McGuire, Executive Vice President at bpmcguire@tmanet.com.

Through a combination of plant visits, hosting Breakfast for Business meetings with elected officials along with an active lobbying program TMA is advocating on behalf of Illinois manufacturers

Federal minimum wage takes another jump on July 24

On July 24, the federal minimum wage will take the second step in its three-step increase. The wage floor will rise from its current $5.85 per hour to $6.55 per hour. It will rise again to $7.25 per hour beginning July 24, 2009. More than half the states have set their own minimums, which can be found at www.dol.gov/esa/minwage/america.htm. - National Institute of Business Management, Business Briefing

Symposium on Sustainability & Product Development & Argonne/Illinois Institute of Technology complimentary consulting offer

The Illinois Institute of Technology's Mechanical, Materials, and Aerospace Engineering Program is hosting a Symposium on Sustainability & Product Development: Advances in Sustainability, Digital Design, and Advanced Manufacturing, on August 7 and 8, 2008. Symposium will be at Illinois Institute of Technology, McCormick Tribune Campus Center, 3201 S. State St. in Chicago.

Manufacturers will have the opportunity to hear experts on these topics, learn how small to mid-sized firms have implemented some of the ideas, and network. Learn more at http://www.mmae.iit.edu/symposium/.

As part of the symposium, Argonne National Laboratory and the Illinois Institute of Technology are offering collaborations with technology experts. If selected to participate, manufacturers will partner with Argonne and/or IIT staff during a complimentary two day consultation.

Small to mid-sized manufacturers who are selected to participate will meet with these experts, starting on the afternoon of August 8, as part of the symposium. After this initial meeting, the Argonne and/or IIT staff will work with the manufacturer's team to investigate the agreed-to technical challenge.

How to apply: As part of the symposium registration process, manufacturers may indicate if they have challenges that could be addressed. These companies will receive a short application to complete.

After the symposium team reviews the applications, they will determine whether either institution has staff that could assist. The applying companies will be notified so that they can prepare for the complimentary consulting session. Preference will be given to firms within the state of Illinois.

Consulting areas include, but are not limited to: product and process design, advanced manufacturing, manufacturing sustainability.

Examples include:

Advanced materials synthesis and design with composites, polymers, metals, and coatings

Advanced process design, optimization, diagnostics, and control,

Advanced fabrication technologies prototyping, and free-form fabrication

Some examples of challenges Argonne scientists have helped to solve:
http://www.anl.gov/techtransfer/Industrial_Relationships/index.html

To learn more: register for the Symposium at http://www.mmae.iit.edu/symposium/

They will send you a survey to complete to get the process started. For more information, contact lseegers@chicagolandchamber.org.

Manufacturers could lose millions from baby-boomer retirements, survey indicates

IndustryWeek (6/11, Katz) reported that some of U.S. "largest manufacturers could lose more than $100 million from baby-boomer retirements over the next five years," according to an Advanced Technology Services Inc. benchmark study. "More than 100 senior manufacturing executives surveyed say if 40 percent, as forecasted by industry experts, of their skilled labor force were to retire by 2013 they would each lose on average $52 million from recruitment and training costs and lost productivity." IndustryWeek noted, "Only 19 percent of manufacturing executives surveyed say baby-boomer retirements will have ‘no impact at all,' down from 32 percent" in 2005. "Overall, 81 percent of respondents say they would be affected in some way by the shortage, up from 68% in 2005."

What information do you have on the TMA Website?

What's in your TMA member profile? Click /members/alphabetical.asp and then enter the first part of your company name. Members do get found here on the TMA Website. Listing on the TMA Website is a member benefit. Take full advantage of it.

TMA transportation and logistics endorsements save $$$

TMA members can receive a 62% discount on national and regional LTL services. To learn more, please read over the partner programs below, or call 800.647.3061, ext. 6549.

In 2007, TMA member companies saved over $5.5 million utilizing the TMA LTL shipping programs, with an average savings per member of over $9,900 for the year.

Yellow offers unmatched coverage in the U.S., Canada, Mexico, and Puerto Rico. Members are eligible for a 62% discount on qualifying less-than-truckload (LTL) shipments, providing any need for speed and reliability. Tap into the largest portfolio of shipping services such as, exhibit, cross-border, guaranteed, and 24/7 customer service.

Individually, the regional companies are leaders in next-day delivery, quality handling, and on-time performance. Collectively, they are committed to delivering even more. Members receive a 62% discount on comprehensive, best-in-class services including regional, expedited, guaranteed, consolidation & distribution, and cross-border between the U.S., Canada, Mexico, and Puerto Rico.

• New Penn utilizes its 76 years of rich history to provide superior next-day ground services through a network of regional facilities located in the northeastern United States, Canada, and Puerto Rico.
• USF Holland, with 78 years of regional expertise, offers services throughout the central and southeastern United States, and Ontario and Quebec, Canada.
• USF Reddaway, a premier western service provider with 88 years in the business, has service centers across the western and southwestern United States, Alaska, and western Canada.

For information call Krista Appleton, at 800.647.3061, ext. 6549.

What to do when a customer threatens to walk

It happens: A major account has just announced that the company no longer wants to do business with you. Don't panic. You may be able to win the customer back if you follow this advice:

• Request a face-to-face meting. You'll get more answers in person than over the phone. Ask the customer why he or she is leaving. If your contact can't or won't tell you, ask for a meeting with someone who can. Be polite, but do everything you can to get an answer. What have you got to lose?
• Keep your emotions in check. Don't aggravate the situation with a temper tantrum. Listen to the client's responses. Whatever you do, don't contradict or argue with the other person.
• Offer reasonable responses. If you've made mistakes, admit them and apologize so you can move on. Tackle the issues you can control and do your best to retain their business by offering a better price, more attentive service, and so on.
• Stay in touch. If your best efforts fail, ask permission to touch base with the customer in the future. Call every few months, or send a handwritten note expressing you interest in restoring the relationship. Don't be pushy. If possible, send along something extra as a favor: useful information or a card on a special occasion.
• Wake up! Use the experience as a wake-up call for every account. Ask yourself and your sales team whether the lost customer's concerns are likely to be issues for other client. Improve relationships with your other customers so this doesn't happen again.

- Adapted from "Bouncing back from the loss of a customer," by Alan Buhler, in the Austin Business Journal

Did you hear about the New Ager who refused Novocain during his root canal surgery? He wanted to transcend dental medication.