page 1 the gasket fabricatorassociation of diecutting and diemaking) and the fsa (fluid sealing...

THE GASKET FABRICATORDECEMBER 2009

Volume 28 Number 3 DECEMBER 2009

IN THIS ISSUE President's Message

What's New With The GFAPage 2

Registration Opens for Gasketing/Converting Expo

Page 2

Company Profi lesPage 3

New Association MembersPage 3

Polymer Resistance To Alternative Fuels

Page 5

Chemical Vs. Mechanical Gaskets

Pages 6-7 & 10

Fall Meeting PhotosPages 8-9

Liquid Vs. Gas LeakagePage 10

How Many Marketing Opportunities Are

You Missing?Page 11

Future Meeting SchedulePage 13

Past Meeting LocationsPage 14

Benchmarking ReportPage 14

PRESIDENT'S MESSAGEClem Foley

As I am a Canadian in a vastly American membership, I often get asked questions about Canada at our meetings so if you do not mind, I would like to use this venue to answer a few of them. Here are the most frequently asked.

WHAT DO YOU THINK ABOUT IMPORTS/EXPORTS BETWEEN OUR TWO COUNTRIES?

Interesting question. Canada is by far the largest trading partner with the U.S.A., not China. Canada rang up a $ 50.9 billion surplus. That is good for Canada, but not necessarily

good for the U.S. When you look at a very large part of our exports to the U.S., we have to look at ENERGY. Canada by far is a larger supplier of energy (oil, natural gas, electricity, uranium, etc.) than Saudi Arabia, Venezuela, Mexico, Nigeria and Iraq. Canada has 20% of the world's freshwater resources and less than 1% of its population, so play nice.

WHO MANUFACTURES THE BEST BEER? CANADA OR U.S.A.? Good question. John Hulme of IGS, Inc. and I have often discussed this issue, so one day we decided to send a sample of our favorite beer with the labels removed to an independent laboratory to have these tested blindly. When the results came back mine said, "This wonderful tasting beer was produced with the cool running water of Canada using the freshest hops and barley known to man. A true beverage to be enjoyed and savored with good friends." John's note was a little short. "Your horse has diabetes." I guess I won that one.

WHAT IS CANADA'S NATIONAL BIRD? Now that is an embarrassing question. Your national bird is the bald eagle. Ours is the Canada Goose. The bald eagle is majestic, strong, graceful, has excellent eyesight and beautiful taloned feet. The Canada Goose is a walking fertilizer plant, has web feet and is actually pretty stupid. When a fl ock of these geese fl ew over the Hudson River and saw a jetliner they said, "He'll move over." Have I made my point? It is illegal to shoot or kill either of our national birds. If you wanted to shoot an eagle, I presume you would need a good rifl e with a telescopic lens and be an excellent shot. By comparison, when it comes to our national bird, all you basically need is some croutons and a shovel. We apologize for the noise, fertilizer and mess our bird causes across the border. Thank you for allowing me to set some issues straight. On a more serious note, our next meeting will be in Orlando, March 23-25. This will be our third Gasketing / Converting Expo held jointly this time with the IADD (International Association of Diecutting and Diemaking) and the FSA (Fluid Sealing Association). The previous two have been huge successes and the timing for this one could not be better. Here is a chance to show your wares and have an audience of several hundred people walk by your tabletop or booth and discuss what we do for a living.

THE GASKETFABRICATOR www.gasketfab.com

DECEMBER 2009THE GASKET FABRICATOR

As 2009 draws to a close, we thought this would be a good time to briefl y take a look back at some of the exciting changes the GFA has implemented this year to better meet the needs of members, as well as to give you a peek at what we’re planning for 2010.

CEO Luncheon Based on feedback from members, the GFA introduced a CEO Luncheon at the Fall 2009 meeting. This popular session provided senior executives with a unique opportunity to discuss the issues that are most relevant to them. It was very well attended, and the response from members was so strong that the session is going to be added as a staple of the semi-annual meeting program.

Technical Webinars In September 2009, the GFA held its first technical webinar exclusively for GFA members on gasket applications, processes, and materials. Over fi fty people attended the fi rst webinar, and four additional webinars aimed at various positions within member companies are already being planned.

TechTeam™ Last year, the GFA, in collaboration with the International Association of Diecutting and Diemaking (IADD), began offering TechTeam™, a new service which allows members to contact a team of experienced industry professionals through the website. The team’s mission is to quickly research and answer your technical gasket fabricating, diecutting, and diemaking questions in an unbiased, confi dential, current, and direct manner. Members who have used the service have found it very helpful, and we are continuing to offer the service to GFA members as a benefi t of membership. Learn more on page 13 of this issue.

More to Come! Plans are underway for the addition of a new feature that will allow members to post information on excess inventory and equipment, new product offerings, or any information they would like to make available to the general membership directly to the Members Only area of the website. We're also working on a short promotional video on the GFA, as well as planning for the next Gasketing/Converting Expo. Please keep in mind that the future direction of the GFA depends in large part on the input of members. If you have any ideas or suggestions, please contact the GFA offi ce at 610-971-4850.

WHAT'S NEW WITH THE GFA REGISTRATION OPENS FOR GASKETING/CONVERTING

EXPO IN MARCH 2010

You may now register online for the Gasketing/Converting Expo ’10 on March 23-25, 2010 at the Hilton Orlando at www.gasketfab.com/expo.html. The event will be presented by the GFA, along with the co-sponsorships of the International Association of Diecutting and Diemaking (IADD) and the Fluid Sealing Association (FSA). The fi rst two Gasketing/Converting Expos, held in 2006 and 2008 in Orlando, were hugely successful drawing over 500 attendees and almost 100 exhibitors to a trade show devoted exclusively to the gasket fabricating and converting industries. The program will again feature a full-day Expo with a cost-effective table top display format that will allow a broad range of exhibitors to have unprecedented exposure to gasket fabricators and converters without having to arrange for elaborate displays and logistics. The program will include technical sessions on Nanotechnology and Converting Methods, and a presentation titled "Selling: It's Time To Get Back To It" by Chuck Connors. You do not want to miss this important and valuable opportunity to network and conduct business with gasket industry professionals! Exhibit space if fi lling up quickly, and the deadline to reserve space is January 15, 2010. The deadline to register and reserve your room at the Hilton Orlando is February 19, 2010. Check out the Gasketing/Converting Expo page of the GFA's website at www.gasketfab.com/expo.html to learn more about the program and to register. If you have any questions or need more information, please contact the GFA offi ce at 610-971-4850 or [email protected].


COMPANY PROFILES

Convert Solutions® is a solution provider for fl exible parts with or without adhesive. Its product portfolio consists of solutions related to thermal and electrical management, vibration control, surface protection, bonding systems, temporary attachment, EMI/ RFI Shielding, security and gasketing. We service customers within the automotive, electronic, electrical and personal care industries using a robust ISO 9001:2000 certifi ed quality system and a customer intimacy business philosophy to comply with its customer’s goals. Products: Tapes, Adhesives, Foams, Films, Foils, Thin Gauge Metals, Non Wovens, just to name a few of them.

Associated Pacifi c Machine Corp. provides sales, service and custom manufacturing solutions for customer die cutting needs. We have done this for 43 years. Our customers are in North and South America, Europe and Asia. We have an extensive line of hydraulic die cutting machinery, ranging from 8-1000 tons. Rotary, reciprocating knife cutting, water jet and laser cutting are also available. The job at APMC is to provide our customers with the proper solution to their die cutting and material handling needs. We look at the problem from both the economic and production requirement points of view. Using our extensive selection of available options, we are able to build systems to fi t your exact needs. From simple manual machines to fully automated systems with knockout and stacking, we cater to every budget and every production need. Cutting from sheets or rolls, parts with or without PSA

backing, kiss-cut tabs, or holes, APMC has extensive experience providing solutions to the gasket industry. Our customers’ industries include, but are not limited to automotive, abrasive, aerospace, carpet, foam, packaging, converting, medical, computers, electronics, gaskets, textiles, non-woven, furniture, leather goods, composites, sporting goods, plastics, thermoforming, wood, paper, envelopes, and many others. Our goal is to be your Solutions Partner.

NEW ASSOCIATION MEMBERS

Fabricator

Convert Solutions®Zapopan, Jalisco, México

www.convertsolutions.com

Suppliers

Associated Pacifi c Machine Corp.Camarillo, CA

www.apmcorp.com

Non-Metals, Inc.Tucson, AZ

www.nonmetals.com

Shawsheen Coating & ConvertingAndover, MA

www.shawsheencc.com


Flame Retardant Materials

630.889.8655www.itwformex.com

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High Quality Electrical Insulation available in sheets, rolls, and panels.

UL 94V-0 flammability. Extremely low moisture absorption.

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POLYMER RESISTANCE TO ALTERNATIVE FUELSBy: Charles Thrasher, Trelleborg Coated Systems

Alternative fuels are derived from resources other than petroleum. Some are produced domestically, reducing our dependence on imported oil, and some are derived from renewable sources. Often, they produce less pollution than gasoline or diesel. The increased global and domestic interest in alternative fuels created a need to study polymers and their resistance to these fuels. Ethanol is produced domestically from corn and other crops and produces less greenhouse gas emissions than conventional fuels. E-85 is an alternative fuel consisting of 85% ethanol and 15% gasoline. Figure 1 shows the results of polymers that were tested at room temperature for Volume Swell after 70 hours in E-85 fuel.

NBR, while relatively low in cost, exhibits greater swells in E85 due to the highly unsaturated backbone of the polymer. The FKM types A and B exhibit large swells because of the presence of metal oxides. HNBR provides moderate resistance to E85 while HNBR/PVC blends are slightly better. The peroxide cured FKM (type F, GFLT, and LTFE) are virtually unaffected by these fuels. Biodiesel is derived from vegetable oils and animal fats. It usually produces less air pollutants than petroleum-based diesel. Biodiesels blended with rapeseed methyl esters are commonly used in Europe while the US blends biodiesel with soybean methyl esters. When these biodiesels oxidize, they form aldehydes, alcohols, short chain carboxylic acids, and high molecular weight oligomers. The presence of these by-products causes many traditional polymers to degrade.

Figure 1. Volume Swells (%) of Various Polymers in E-85 (70 hrs. @ Room Temperature)

Figure 3. Volume Swells (%) in Biodiesel SME (US)

Once again, the NBR, FKM A, and FKM B showed relatively high volume change. Based on this volume change testing, HNBR performed better while LTFE, FKM F, GFLT and HNBR/PVC performed best. The data presented here shows that the traditional polymers used in fuel-exposure applications are affected more than specialty polymers. In cases where this is a performance concern, new formulations will have to be considered. These formulations can be combined with an appropriate fabric substrate for diaphragm applications or provided in unsupported sheet for traditional gasketing use.

About the author: Charles Thrasher is Development Chemist for Trelleborg Coated Systems and has over thirty years in elastomeric compounding experience. He earned his degree in chemistry from McNeese State University.

References:Zetpol in Fuel Contact Applications: Zeon ChemicalNew Peroxide Curable Fluoroelastomers With Improved Resistance to Alternative Fuels: Dyneonwww.fueleconomy.gov

Figure 2. Volume Swells (%) in Biodiesel RME (Europe)

Figures 2 and 3 show the results of polymers that were tested at 80°C for Volume Swell after 70 hours.


Most joints and vessels containing fl uids or gases need seals or gaskets to prevent the leakage through the joint. There are two basic sealing approaches, each with its’ own technology: chemicals such as anaerobics and room temperature vulcanizing (RTV) silicones, and mechanical devices such as die cut or preformed gaskets. For a long time, there was little direct competition between the two technologies. Chemicals were applied to threaded fasteners, such as studs or pipe fi ttings. Die cut or preformed gaskets were used as fl at members between fl anges. In the past few decades, chemical systems have advanced and are being employed in between-the-fl ange applications in direct competition with conventional fl at gaskets. The characteristics of joints and related sealing problems can now be compared between these technologies, providing new insights into sealing problems and their solutions. This Technical Article is intended to inform the reader about the use of chemically based products which can and have been used as gaskets and where they are used with gaskets as performance enhancers. Comparisons to die cut or preformed gaskets will be italicized. This article is not intended to be an endorsement of either form of gasket but is intended to enlighten the reader about the positive or negative merits of each. Many preformed gaskets are in reality multifunctional parts. Besides sealing, they may be used as shims, spacers or fl uid passage walls, or they may contain open or constricted orifi ces for fl uid passage or metering. These are the applications where the use of mechanical gaskets will continue. Between the fl anges, as sealing elements only, chemical gaskets are being used successfully on assembly lines as a cost reduction, but their reliability in maintenance and repair situations can be problematic.Some manufacturers who use chemical gaskets in the original assembly but offer preformed gaskets for repair. Chemical gaskets are not suitable for every application, but deserve consideration as another tool for the sealing expert to use.

CHEMICAL GASKETS: Sealants were available principally in putty-like mastics, tapes, ribbon, and beads. They generally have not been suitable for use in the same applications as die cut or pre-cured gaskets. However, with the advent of RTV (room-temperature vulcanizing) silicones and anaerobics, there

are materials that cure in place and are capable of forming a permanent sealing member or gasket between fl anges. They are applied wet to the fl anges and the components of the joint are assembled and bolted together while the chemical gasket is wet. The joint design is very important for the long-term performance of any “wet” installed chemical gasket. Although the cured chemical compounds are very elastic, any relative motion by the assembly components is accommodated by shear within the gasket material and adhesion to the fl anges. If the joint is designed with no gap when assembled, the elastomer will see infi nite shear resulting to fracture and eventual seepage. The best joints are designed with a gap in the critical sealing areas so that the elastomer has some fi nite thickness.

MATERIALS: The chemicals which are most commonly used as stand-alone gaskets are RTV (room-temperature vulcanizing) silicones and Anaerobic compounds. RTV-1 (single-component, room temperature vulcanizing) silicones are the most common chemical products used as gaskets. They require humidity to cure. The moisture in the air reacts with the silicone polymer, releasing acetic acid, opening reactive sites and allowing the liquid or semi-liquid polymer to cure into a solid silicone rubber. Cure time corresponds to relative humidity and thickness to be cured. Curing is very slow at relative low humidity. This type of RTV is packed in airtight cartridges and is generally applied by hand on the flange of the joint. The joint is then assembled and completed while the compound is “wet” and uncured. RTV-1 silicone has good adhesion, elasticity and durability characteristics. The Shore A hardness can be varied between 18 and 60. Elongation at break can range from 150% up to 700%. They have excellent aging resistance due to superior UV radiation and weathering. The dependency on humidity and thickness can be reduced by the use of an RTV-2 (two-component system). RTV-2 (two-component, room temperature vulcanizing) elastomers are two component products that, when mixed, cure at room-temperature to a solid elastomer, a gel, or a flexible foam. RTV-2 remains flexible from -80°C to +250°C (-112°F to +482°F). Break down occurs at temperatures above +350°C (+662°F) leaving an inert silica deposit that is non-flammable and non-combustible. Mechanical properties are satisfactory for most gasket applications. As gaskets,

CHEMICAL VS. MECHANICAL GASKETSBy: Larry Pyle, LFP Technologies

Continued on Page 7...


Chemical Vs. Mechanical Gaskets (Continued from Page 6...)

these compounds are usually robotically applied and installed “wet”. The robot and dispensing equipment ensures the proper amount and placement of the chemical product. The flanges should be clean and oil free, because the adhesive bond to both metal and plastic surfaces are essential to long-term sealing performance. It is also important to assemble the joint before the surface of the material “skins over” which can result in poor adhesion to one surface. RTV-2 has been used in conjunction with preformed gaskets as a replacement for screen printing of gaskets. The silicone materials can be robotically applied with bead heights which can be in excess to what can be achieved by printing. The material is then cured and installed in that state. ANAEROBICS are compounds which cure by the exclusion of air and the accelerating effect of an active metal surface. Cure rate depends on the gap width, the type of metal surface being sealed, and the cleanliness or prior treatment of the metal surfaces. Anaerobics will cure on lightly oiled surfaces, phosphate surfaces, and other metal treatments, but cure times will be different. For both RTV’s and Anaerobics, the important factor is not time to fully complete the cure, but for the time to cure enough for sealing. In some cases, only gellation is required. Higher internal pressures and/or larger gaps between the joint fl anges require higher states of cure. Die cut or preformed gaskets do not have a cure time limitation, however, some applications do require “running in” and retorqing. In today’s automobiles and industrial applications, retightening of the fasteners is often not practical or impossible.

PROPERTIES: In this chemical gaskets technology, users must be concerned not only with cured properties of the material, but with the uncured properties and the chemistry of the curing process. UNCURED PROPERTIES: Percent Solids – Any solvents or water in a chemical gasket will evaporate, causing shrinkage and failure to fi ll the gap with resulting leakage. RTV silicones and anaerobics are essentially 100% reactive material and no shrinkage occurs due to evaporation. Shrinkage due to the chemical reactions leading to the formation of a solid gasket is less than 0.01%. Storage – RTV silicones cure by reacting

with moisture in the air; therefore they must be tightly sealed until just prior to use. Conversely, Anaerobics require exposure to the oxygen found in the air to prevent gellation. Low density polyethylene is highly permeable to oxygen and is the preferred packaging for anaerobics. These chemical compounds have shelf lives of approximately one year. Die cut or preformed gaskets have a much longer shelf life. In fact, properly stored gaskets cut or preformed are generally still usable after 20 years of storage. This is an important consideration in OEM Service and Aftermarket planning. Viscosity – Since the chemical gasket must fi ll the gap and the unevenness of the mating surfaces, its viscosity or consistency must be high enough to prevent fl owing out. In the case of anaerobics, intimate contact with the mating surfaces is required for exclusion of air and subsequent curing. Gap width will dictate the viscosity of the material used. Compatibility with Fluid Being Sealed – To completely fi ll the gap, an excess of material must be used. Ideally, the excess of material will either cure in place or be soluble or dispersible in the fl uid being sealed. The effects of uncured or cured chemical in the system should be evaluated. In most cases, the bead of excess material will cure in place, provided the amount of material is controlled. Uncontrolled sloppy applications can result in material blocking liquid passageways. This problem does not exist with precut or preformed gaskets. Clean-up – Chemical gaskets are wet. Drips and spills can and do occur. In the case of RTV silicones, they can be wiped up with a rag or the material can be allowed to cure and then removed. In the case of Anaerobics, the drips and spills will not cure because air is not excluded and should be wiped up with a rag. Anaerobics will also attack and lift some coatings. Most die cut or preformed gaskets can be dropped on the fl oor, picked up and used. They are much more robust. CURED PROPERTIES: Adhesion to Surfaces – If the gap between the joint fl anges is completely fi lled, and the material used to fi ll the gap is fi rmly bonded to the fl anges, a seal is formed when cured. This is the key mechanism of chemical gasket technology. Any breakdown in the adhesion, such as excessive shear causing fracture of the material or loss of bond, can result in seepage at the joint. Adhesion after use must also be considered in regard to cost of repair. Many precut gaskets have

Continued on Page 10...


FALL 2009 MEETING ARIZONA GRAND RESORT, PHOENIX, ARIZONA

New Members and First Time Attendees (left to right): Keith Crowe with DayStrong Rubber Products, Denis

Kelley with Shawsheen Coating & Converting, and Helen and Robert Wax with Associated Pacifi c Machine Corp.

GFA President Clem Foley at the General Session

Dr. Jeff Dietrich with the Institute for Trend Research presenting at the General Session

Susan Cary-Hanson with Precision Gasket Company presenting at the General Session

Bob Fox with Wild at Heart giving a presentation on Arizona's native wildlife at the Dinner


SUPPLIER EXPO


and residual compressive stress for establishing and maintaining a seal. Thickness – Chemical gasket systems do not contribute to tolerance stack-up, nor do they add thickness to the assembly. They cure after the joint surfaces are brought into metal-to-metal contact. Torque Retention – Since the fl anges are fastened together while the chemical gasket is wet, metal-to-metal contact between the fl anges is made before the chemical cures. Thus the material is under zero compressive stress, and no torque loss takes place. Precut gaskets vary widely in torque retention ability. In the next issue of The Gasket Fabricator, we will look into the Joint Characteristics of the two technologies (Chemical and Mechanical).

anti-stick coating applied for ease of removal, but there are applications where sticking is required and considered assurance of sealing. Compressibility, Extensibility, Flexibility – These properties are measures of the ability of the chemical gasket to follow and survive the movement of the vibrating fl anges. RTV silicones have a high degree of compressibility, extensibility and fl exibility. Anaerobics have little compressibility and extensibility. Because of the properties, the RTV’s are more widely used as gaskets and Anaerobics are used for other purposes, which may be the subject for another article. Tensile and Shear Strength – The higher the strength of the cured material, the higher the pressure it can seal. RTV silicones are weak materials in comparison to Anaerobics or die cut gaskets and should not be considered for high pressure applications unless these shortcomings are addressed in the joint design. Chemical Resistance – As with die cut gaskets or preformed gaskets, chemical resistance is of utmost importance. RTV silicones, while not having outstanding chemical resistance, are resistant enough for most oils and coolants, but will breakdown in most aggressive solvents. Anaerobics have outstanding resistance to oils, coolants and solvents. Heat Resistance – RTV silicones are generally considered suitable for continuous use up to 190°C (375°F) and even higher in some specifi c compounds. Anaerobics are considered suitable for continuous use up to 135°C (275°F). Higher temperatures shorten the performance life of the gasket material. Suppliers have worked on compounds for higher service temperatures. Sealability and Porosity – These properties relate to leakage through the gasket. Where preformed gaskets vary in their permeability depending on material and method of manufacture, chemical gasket systems are impermeable to water, coolants and most oils. Micro Conformability – This property relates to leakage around the gasket, and the ability of the material to conform to irregularities in the mating surfaces. This is a property in which chemical systems are outstanding. They completely wet the surface, fi ll the gap, and cure. This is also where the bond to the surface is critical. There is little compressive stress on the chemical material once it is cured and must rely on the bond to maintain the seal in the long run. Precut or preformed gaskets rely on initial compressive stress

If you have technical questions you would like to see answered in future issues,

please send them by e-mail to [email protected].

Chemical Vs. Mechanical Gaskets(Continued from Page 7...)

Liquid Vs. Gas LeakageBy: Larry Pyle, LFP Technologies

When considering what type of gasket to use in a particular application, an important factor is the molecular size of the fl uid or gas particle being sealed and the relative porosity of the gasket material. When testing for leakage, it is important to remember that a gasket that leaks air will not necessarily leak a fl uid because of the differences in molecule size and the spacing between the molecules. A classic example of this is demonstrated when adding equal parts of water and alcohol together. The sum is not two parts. The reason is that the alcohol molecules are signifi cantly smaller than the spaces between the water molecules and help fi ll the voids. In years past, it was common for manufacturers of compressors (especially closed systems like air-conditioning compressors and the like) to soak their gaskets in mineral oil prior to installation. The oil penetrated the material, fi lling the voids. It would take extremely high internal gas pressures to recreate these voids thus creating leakage paths. Different clients or industries may require specifi c leakage test fl uids: Air, N2, He, water, fuel, oil, etc. Substituting one for the other will not yield the same results or can not be correlated.


HOW MANY MARKETING OPPORTUNITIES ARE YOU MISSING EVERY DAY?By Lauron Sonnier, Sonnier Marketing & Communications, Inc.

is of great necessity, and a bad impression comes with great consequence, such as: • When you earn a customer• When you lose a customer• When a customer becomes a really great customer• When you have to tell a customer no• When a customer makes a complaint• When you get a new referral• When someone asks you what you do• When you pick up the phone• When you win a contract• When you lose a contract Service points matter, and they matter big. That means you absolutely must have a system to identify them and respond appropriately and strategically. It’s a simple formula: When or if X happens, then Y happens. “When we earn a new customer, we send them our standard thank you note and welcome kit complete with cookies and more information to make working with our company easier.” Then you create the content for the note card, develop the welcome kit (and several more to have ready and waiting), and assign a team member to oversee their delivery every time you engage a new customer. (Your customers will defi nitely love you for that!) It’s all about creating once and repeating often, without thinking—just like issuing invoices and taking out the trash. So what can you do today to add marketing punch to your business? Start by choosing at least two service points to focus on in the next 30 days. Kick up your marketing message and impact in those areas and establish systems to make sure they’re always working for you. It’s easier than you think—and oh so effective. Lauron Sonnier is the author of Think Like a Marketer: What It Really Takes to Stand Out from the Crowd, the Clutter, and the Competition (available at www.amazon.com and your favorite bookstore). She teaches companies how to stand out, “stir the pot” and put marketing in to ac t ion through speaking, training, and her specialized consulting programs. Learn more about Lauron at www.sonniermarketing.com

M o s t c o m p a n i e s make marketing far more complicated than necessary because they don’t think like a marketer. Thinking like a marketer means realizing that everything—every interaction, exchange,

communication, atom—of your business makes an impression and creates a perception that impacts whether or not a customer decides to choose you or choose you again. In short, everything is marketing—everything. You may love the food, service, price, and attention you get at a 5-star restaurant, but if their bathrooms degrade to the standards of the typical ballpark, then I’m guessing you won’t be back, and you’ll be telling all of your friends about your appalling experience. Our job as marketers—and as shrewd businesspeople—is to uncover and capitalize on every marketing opportunity possible, especially those that exist right under our nose in the normal operation of business. In my experience, there are many everyday marketing opportunities—hundreds in fact in some companies. How many marketing opportunities are you missing every day? How many times do you have an opportunity to make a great impression and don’t? To up-sell, re-sell, cross-sell, or just make sure your customers love you and have great stories to tell about you? You can spend a ton of money on the slickest of external marketing, but if you’re overlooking the opportunities that occur in the day-to-day operation of your business, you’re spending more than you should, working harder than you have to, and defi nitely limiting your potential. The answer is two-fold. Step one is constantly asking the all-powerful question, “What is the marketing opportunity here?” Ask the question and you get an answer. Ask it about your invoices, policies, shipping clerk, packaging, reception area, everything. It all counts. Step two is to establish the procedures and protocols to ensure that good marketing happens every time. As a manufacturer, you know all about processes, but do you have solid marketing processes? When the trashcan is full, you empty it. When you complete a job, you invoice it. When it’s the fi rst and fi fteenth of the month, you make payroll. It’s all just part of business—common, natural, and routine—and so must be your marketing. Some of the most significant marketing opportunities are what I call “service points,” those emotionally-charged moments when a great impression


Kevin�HarfstPhone:�314-822-0406

[email protected]

Providing�nation-wide�service�to�the�fabricatingindustry�of�custom�built�steel�rule�and�clicker

dies�for�over�25�years

Cutting Solutions for YourCutting Needs With or Without Dies.

ASSOCIATED PACIFIC MACHINE CORP. 724 Via Alondra, Camarillo, CA 93012-8713 USA(805) 445-4740 • (800) 679-APMC • www.apmcorp.com • [email protected]


Gasketing/Converting Expo '10March 23-25, 2010

Hilton Orlando Orlando, FL

www.gasketfab.com/expo.html

Fall 2010 Semi-Annual MeetingSeptember 28-30, 2010

JW Marriot Resort & Spa Las Vegas, NV

GFA FUTURE MEETING SCHEDULE

NEWSLETTER

The Gasket Fabricator is published by the Gasket Fabricators Association and distributed to all members and prospective members of GFA.

President ................................................................Clem FoleyVice President ...................................................Steve HansonExecutive Director....................................... Robert H. EckerAdministrative Director/Newsletter Editor...............Peter LanceCommunications Committee Chair.....................Chris Brand

Members are encouraged to contribute articles and items of interest to the Gasket Fabricator. All contributions should be addressed to: Executive Director, GFA, 994 Old Eagle School Road, Suite 1019, Wayne, PA 19087-1866, Phone (610) 971-4850, Fax (610) 971-4859, Home Page: www.gasketfab.com, E-mail: [email protected].

Articles appearing in this publication may not be reproduced without written consent from the Association. Articles appearing in the Gasket Fabricator are the views of the authors and not necessarily those of the Association.

© Copyright 2009 Gasket Fabricators Association

NEWSLETTER

The Gasket Fabricator is published by the Gasket Fabricators rAssociation and distributed to all members and prospective members of GFA.

President ................................................................Clem FoleyVice President ...................................................Steve HansonExecutive Director....................................... Robert H. EckerAdministrative Director/Newsletter Editor...............Peter LanceCommunications Committee Chair.....................Chris Brand

Members are encouraged to contribute articles and items of interest to the Gasket Fabricator. All contributions should be addressed to: Executive Director, GFA, 994 Old Eagle School Road, Suite 1019, Wayne, PA 19087-1866, Phone (610) 971-4850, Fax (610) 971-4859, Home Page: www.gasketfab.com, E-mail: [email protected].

Articles appearing in this publication may not be reproduced without written consent from the Association. Articles appearing in the Gasket Fabricator are the views of the authors and not necessarily those of the Association.

© Copyright 2009 Gasket Fabricators Association © Copyright 2009 G

The GFA, in collaboration with the International Association of Diecutting and Diemaking (IADD), is offering a new service to members. TechTeam™ is a dedicated and experienced team of industry professionals who stand ready to assist you. Their mission is to quickly research and answer GFA Members' technical diecutting and diemaking questions in an unbiased, confi dential, current, and direct manner. Since the service was launched for GFA members last year, the Team has handled questions from members who have, in turn, been able to assist not only their own businesses, but also their customers who have asked questions of them. Using the TechTeam™ will save you time, money, and materials and can make you look like a hero to your customer or company. Contacting the Team is easy. Submit a question, track it, and follow up using an easy web-form in the Members Only area of the GFA website. The fi rst response to questions generally comes within the fi rst 24 hours of a question being asked. GFA Members can access the service by clicking on Members Only on the GFA's home page (www.gaketfab.com). Members who have forgotten their user name and password should contact the GFA offi ce at 610-971-4850 or [email protected].

Visit us online at: www.gasketfab.com


BENCHMARKING REPORT

Below are the results from the Benchmarking Survey, which was undertaken to give GFA members a thumbnail sketch of how other members are fairing at this time.

We had 37 out of 64 Fabricator responses.

1. Most Recent Quarter Sales Compared to Previous Quarter

UP DOWN SAME25 7 568% 19% 13%

2. Current Quarter Sales Projection Compared to Last Quarter

UP DOWN SAME19 6 1251.5% 16% 32.5%

We had 27 out of 62 Supplier responses.

1. Most Recent Quarter Sales Compared to Previous Quarter

UP DOWN SAME17 8 263% 30% 7%

2. Current Quarter Sales Projection Compared to Last Quarter

UP DOWN SAME16 6 559% 22% 19%

Recently, a few members asked where the GFA has visited for the semi-annual meetings. Below is a list of some of the locations.

April 2009 - Saddlebrook Resort, Tampa, FL

September 2008 - Loews Ventana Canyon, Tucson, AZ

April 2008 - Caribe Royale, Orlando, Florida

October 2007 - Portola Plaza Hotel, Monterey, CA

March 2007 - Savannah Marriott Riverfront, Savannah, GA

September 2006 - Hyatt Grand Champions, Palm Springs, CA

March 2006 - Omni Orlando Resort atChampionsGate, Orlando, FL

September 2005 - The Coeur d’ Alene Resort, Coeur d’Alene, ID

April 2005 - Hyatt Regency on the River Walk, San Antonio, TX

September 2004 - Wild Dunes Resort, Isle of Palms, SC

April 2004 - Marriott Grand Hotel, Point Clear, AL

October 2003 - Hyatt Regency Tamaya, Santa Ana Pueblo, NM

April 2003 - Hilton Hotel, Marco Island, FL

September 2002 - Rancho Bernardo Inn, San Diego, CA

April 2002 - Kingsmill Resort, Williamsburg, VA

September 2001 - The Coeur d’ Alene Resort, Coeur d’Alene, ID

March 2001 - Westin Resort, Hilton Head, SC

October 2000 - Hamilton Princess Bermuda

March 2000 - Westin’s Innisbrook Resort, Innisbrook, FL

September 1999 - Marriott’s Camelback Resort, Scottsdale, AZ

April 1999 - Marriott’s Sawgrass Resort, Ponte Vedra, FL

GFA PAST MEETING LOCATIONS


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