Waterjet cutting is widely known for its ability to cut virtually any material to near net shape. These materials vary from rubber to plastics, composites to metals. Versatility is a benefit waterjet cutting brings to many businesses, including New Hampshire based company, Plan Tech. Plan Tech has been manufacturing urethane parts for over 30 years, providing products for diverse groups of industries. Urethane is a high-performance rubber that can be molded easily, shaped accurately, and offers many different finishing options. We’ve invited guest blogger Kevin Healy, Vice President of engineering at Plan Tech, to tell you more about how waterjet cutting has impacted their productivity. With their vast experience and in-house capabilities, they consistently deliver tight tolerance custom urethane parts.
In Part 1 Jessica covered marketing your waterjet on the internet. In this second part of a two post series I will cover some basic suggestions we’ve picked up over the years from successful job shops, concentrating on maximizing the power of your quote.
Of all the collateral you have as a job shop, it could be argued that the most important is your quote. Nothing else you create will be scrutinized as thoroughly and compared side-by-side to your competitors as often as your quote. Is your quotation setting you up for a simple price/delivery war with your competitors, or is it separating you from the pack by showing all the value you give beyond that price and delivery?
It’s true. When our customers quote waterjet work, there are different types of quotes that work better for different jobs. You might think that there is a significant difference in quoting needs between those of our customers who are job shops versus those who conduct in-house cutting, but that is not the case; both have similar job quoting needs for either internal or external customers.
In recent focus groups, Brian Kent (Global Shapecutting Product Manager) and I have had the privilege of talking frankly and in detail with our customers. One of the many things we learned was that our shop owners and programmers have two types of quotes they create each week: the quick quote and the detailed quote. The quick quote is, well, quick – where they hope to be accurate to about 10 percent. With the detailed quote, the stakes are higher. These quotes are done for large dollar projects, recurring projects, or a first-time project for a new, important customer.