Thursday, 28 Dec 2017 16:18 GMT

AXYZ says machinery suppliers must raise the bar

AXYZ International, a supplier of high-performance CNC routing, engraving and cutting systems, has conducted an examination of the respective roles of machine suppliers and owners of routing systems, considering the need to build effective business partnerships for the benefit of the industry.

Discussing the findings of this close scrutiny of industry relationships, a spokesperson from AXYZ comments: “The business of companies serving these industries has evolved to the point where traditional supplier relationships are deemed not only to be inadequate, but also likely to be detrimental to a router owner’s business and profitability.

“Until fairly recently, most companies in these industries expected the supplier of CNC machinery to first provide the equipment and then the necessary ongoing technical support. However, this expectation has not always been met, with companies purchasing so-called ‘off-the-shelf’ CNC routers having to rely on third-party support for necessary maintenance, repairs and spare parts. The potential for financial loss is very real, if this support is not available in the event of a machine malfunction or total breakdown.”

Until fairly recently, most companies in these industries expected the supplier of CNC machinery to first provide the equipment and then the necessary ongoing technical support

In contrast to the approach outlined above, AXYZ asserts that, for a machine supplier to be considered by its customers as a full business partner, it is necessary to transcend the traditional perception of a customer’s requirements and develop a much broader understanding of these and the longer-term objectives of router owners.
 
“Ideally, the supplier should have direct involvement at the outset with a customer’s decision-making processes in order to make the partnership work efficiently.”

Added value

In addition to providing ongoing support to its customers, AXYZ International has suggested a supplier should be continually offering new solutions to improve the efficiencies of its clients:

“As CNC machining technology continues to advance, suppliers can now offer a host of production-enhancing accessories. Typically, these include multiple spindles, drill blanks and automatic tool change (ATC) systems. As a result, owners of routers in small- to medium-sized businesses can now enjoy the luxury of customised machines that hitherto were available for and made financially possible by only much larger companies.








 

“With the current level of increased competition, companies can no longer be content with a supplier merely providing the equipment which is considered to be adequate to meet perceived production requirements but which is subsequently found to have little or no technical support and product training.

“As a consequence, there is a need for suppliers to adopt a collaborative approach with their business partners in order to guarantee a successful return on investment (ROI). There is simply too much at stake in the context of business growth and prosperity not to engage with this. Evolving technologies have led to a corresponding change in the role of the machine supplier, as it is important for CNC machine owners to consider both current and future needs prior to the purchase of a machine.”

As a consequence, there is a need for suppliers to adopt a collaborative approach with their business partners in order to guarantee a successful return on investment (ROI).

The AXYZ spokesperson believes most suppliers and end-users of CNC machine technology recognise the need for product training prior to, during and after installation of the equipment, commenting:

“Every machine owner needs to make provision for changes in employees and the need to train new employees and suppliers must enable this to happen via ongoing training support. Furthermore, changes on the part of machine owners in their manufacturing processes can be made more challenging if this ongoing training is not available. These changes do not have to be disruptive if the right training programme is in place at the outset.”

What this boils down to, is the need for a supplier to understand the frequently complex challenges encountered by its machine-owning customers, something that is crucial if business partnerships are to succeed.